Posted on: December 26, 2019

To say wholesaling is a highly lucrative business is an understatement. If truth be told, many wholesalers have made so much more on a single deal compared to people who work 9 – 5 jobs. And the wholesaling story of today’s dynamic duo is a testament to this.

Bryan Martineau and Clay Rockwood are two rockstar rhinos currently running a thriving wholesaling business. Just like most wholesalers, their business didn’t explode right away.

However, their willingness to take massive imperfect actions has made a world of difference. After discovering TTP, working with the right mentor, and employing the best people, they were able to close 2 deals worth a whopping $214,000!

If you and a partner would like to give wholesaling a try, you can’t afford to miss today’s episode. With all the wholesaling tips and wisdom you’ll learn, it will only be a matter of time until you become wholesaling’s next dynamic duo!

Key Takeaways

  • How their partnership is structured
  • What the technician mindset is
  • Why it’s important to understand what your strengths and weaknesses are
  • Methods they used to find deals
  • Who does the cold calling on their behalf
  • Number of cold callers they currently have
  • Who takes care of the leads that are coming in
  • Other marketing channels they are currently using aside from TTP
  • Why doing small lists is recommended
  • How they made a massive profit from 2 TTP deals
  • How people can reach out to them
  • Their advice on building a solid team
  • The value of a great partnership

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling Inc podcast. It is your host, Brent Daniels, and if you’re listening to this for the first time, welcome. Welcome to the number one podcast when it comes to learning the instruction on how to do a real estate wholesale deal. Now today, this podcast is going to be absolutely bananas because we are going to be talking about one of my absolute favorite subjects of all time, and that is doing massive deals. Okay?

Brent Daniels:
I encourage everybody, if you’ve been listening to this podcast, if you’ve seen this on YouTube, you can definitely check out this interview in video form on the YouTube channel “Brent Daniels Real Estate”, check that out, but if you have been listening, I’ve been talking about getting a deal that is $50,000 minimum, a massive deal, something that will change your brain chemistry forever, things that’ll change the trajectory of your business forever. And I’ve got two guys that I’m going to interview on this podcast that are going… I mean, they’re not even doing $50,000 deals. They’re doing six-figure deals plus. This is going to be such a treat for everybody listening. It’s going to be a treat for me to do this interview. Without further ado, I want to introduce from Utah House Buyers, that’s the name of their company, Clay Rockwood and Bryan Martineau. Say hello, guys.

Clay Rockwood:
Hello, hello. Thanks for having us. Yeah, how’s it going, Brent?

Brent Daniels:
I am doing excellent. I’m excited that you guys are on here, because you blew away the private TTP Facebook group when you posted a couple of weeks ago about the two deals that you guys have recently closed, and we’ll get to that. But really, let’s set the stage for everybody. Let’s let everybody know who you guys are. We have an unbelievable amount of really successful professionals that are coming out of Salt Lake. You guys being up there at the top, I really want to break down how you guys work and how you guys found wholesaling. So if you would, can you take me back to the beginning? How did you guys find real estate and how did you find wholesaling as your source for finding all these awesome deals that you’re doing?

Clay Rockwood:
Yeah, great. So I’ll start. So I got into real estate about 11 years ago. Started as an agent. A few years after that I started flipping homes. The same trajectory that I would say 90% of people go on, was sick of paying a wholesaler to find deals for me. So I thought, hey, I wanted to look into wholesaling myself as far as finding deals. So that’s really what primarily I was focused on was just trying to find my own deals that I could flip. Then all of a sudden I’m seeing, “Oh my gosh, I can make way more money, way less risk, less stress by just wholesaling that I can by flipping.” So that’s when I looked into Wholesaling Inc, found it, I knew Tony was local here in my market. Started looking into him a little bit and I was like, “Well, if this guy can do it, anyone can do it.” Nah, I’m just kidding.

Brent Daniels:
That’s right. No, he will confess to that as well. Absolutely. Yeah.

Clay Rockwood:
Yeah, yeah. So I signed up for the program, and actually that’s where I met Bryan was at the first time that they did here in Salt Lake, happened to sit by him. And I’ll let Bryan speak to how he got into it.

Bryan Martineau:
Yeah. So I started in 2016, pretty much at the end of 2016 and I had recently acquired my real estate license here in Utah. And I quickly realized that that is not the avenue that I want to pursue, representing buyers and representing people that wanted to sell their properties.

Bryan Martineau:
And then it was a podcast that I listened to with Tom Krol where he was on Bigger Pockets, and he mentioned this term called “wholesaling”, where you could actually sell a contract before you actually ever purchased the property. So that got the wheels turning. And I was successful at that time. I had done three or four transactions within a matter of just a few months of representing people traditionally. But at that point I was like, “You know what? This sucks. I don’t like it.” So I thought, if Tom Krol could do it, I could do it. So I decided to take the leap and I signed up for the course, and then a few months later they had the Salt Lake Summit here with the wholesaling tribe and that’s where Clay and I randomly sat by each other and we felt like we should go out to lunch and we started from there.

Brent Daniels:
Fantastic. Yeah, I mean, it’s pretty incredible. I think this podcast brought me to Wholesaling Inc in February of 2016, did the same for you guys, whether this podcast or Tom’s that he did on Bigger Pockets. I mean, it’s just a phenomenal way… This podcast is a great magnet to pull in the best people out there. So if you’re listening to this and you’re thinking about it, you are that person for sure. But let’s talk about the way… So a lot of partnerships, the way that it’s structured in my experience is, “Hey Bryan, you go find the deals and I’m going to do the deals,” type of thing. Right? How does it work between you guys? I mean I know, let’s go back to before you guys were really rolling with the income, when you guys were just building this thing up. Did one of you guys have the role of acquisition, the other one of disposition? How did you guys work? Let’s start there and then I’ll ask the further question.

Clay Rockwood:
Yeah, I’ll start. I just back up to that. Like when we first met, I think we soon realized we each had something to bring to the table. And that’s what was really important for us in our partnership is that Bryan, I would say, had a lot of free time. I was still really wrapped up in my real estate business, my flipping business. So I had resources, but I didn’t really have the time to work all the leads. And Bryan is like, “Well I just have all the time in the world.” He’s like, “I’m gung ho, I just signed up for this.” So that’s when we realized that I could be the funding source initially for the business and then Bryan can work all the leads. And so that’s how we split it up initially that he would do the acquisitions, work the leads, and then I had a network of investors, cash buyers that I’d worked with just over the years. And so that’s where we started. Yeah. So I was doing mostly dispositions and he was doing acquisitions.

Bryan Martineau:
So we initially, just to piggyback off what you were saying, initially we realized that we didn’t know everything. I mean this is a new niche within the market. So we both quickly realized that we didn’t know everything, but we were going to just figure it out as we went. So we started to realize what were the hats that needed to be worn. And from early on we realized this isn’t something that he’s going to forever do dispositions. I’m not going to forever do acquisitions. We realized, especially, I read the book called the E-Myth. It’s a great book on not working in your company but working on your company.

Brent Daniels:
Love it.

Bryan Martineau:
Right from the very beginning we established those ground rules that this isn’t going to be something that we’re going to be working in the business. Let’s try and grow this by working on the business. So that was something that we quickly established in the beginning and we just followed exactly the principles within the book. Write down what are all the responsibilities and every single role within that business and then start to fill those roles with people, with employees.

Brent Daniels:
Got it. But this is after income’s rolling in, right?

Bryan Martineau:
Yeah. Yeah.

Brent Daniels:
I mean, people talk about working on the business, but hey, listen, don’t work on the business until your business is making money. Okay? I get it, you want to have ideas and you want to set up all these things, but number one, this thing has to survive, right?

Bryan Martineau:
Yes. But we never went in… Because this is a concept that I think a lot of new wholesalers fault in is that they think, “Oh my gosh, I’m really busy. I must be doing something right.” Right? And they never get past the hurdles of growing their business because they have that mindset of the technician of like, “I feel like I’m doing a lot of good. I’m working, I’m busy,” but they’re not working on their business. So from the beginning, I just wanted to clear that up. From the beginning we realized that we wanted to make this a growing business. So let’s figure out what are the roles and responsibilities and then grow from there.

Brent Daniels:
Love it. Love it. I have the analogy that when you start out in this business, you’re a highly paid professional, right? You’re like LeBron James. Okay? As you start working on your business, now you’re the owner of the Lakers. You know what I mean? There’s a big difference between LeBron James and the owner of the Lakers. LeBron puts in all the work. He scores all the points, right? He does everything on the court, but the owner of the business is really getting the lion’s share of the profits in that deal. There’s a big difference there.

Brent Daniels:
Now listen, some people want to stay as LeBron James and just be a highly paid professional for their whole career. I think that’s absolutely fine if you have that self-awareness, but if you want something that’s going to be a servant to you, the business to be serving you, to be able to have that flexibility of schedule and not always feel like something’s on your shoulders. You felt that, Bryan, when you were being a real estate agent, it always felt like you had a new boss. You always had that overall lurking responsibility that somebody could call at any time and you’d have to jump when they did. So I love it. So you guys set it up so that you guys were already, “Yes, we’ve got roles and responsibilities. Yes, we need to make sure that we’re making money, but we know as soon as we get to this point, we’re going to start hiring great talent to be able to replace ourselves.” Is that right?

Clay Rockwood:
Yeah. And I think an important aspect to recognize on that too, even if you’re just a new wholesaler, a one man show, is understanding what your weaknesses are. So before Brian and I ever partnered up, I was doing some of my own marketing mailers, responding to calls and I just realized, I don’t enjoy that. I don’t enjoy talking to… I mean, I know that’s-

Brent Daniels:
Oh, no. You almost said it.

Clay Rockwood:
We’ll jump into that, but I’m just not… I can do it, but I don’t enjoy it. So I quickly realized if I can find someone that’s better than me in this and I can pay them to do it, then my business is going to explode. And it did. So I think it’s understanding where your strengths and weaknesses are and really capitalizing and filling the holes for people. They’re better than you at those things. So that’s what really catapulted us, I think.

Brent Daniels:
Love it. Love it. And what were you guys doing to find your initial deals? What methods were you guys using? Were you guys doing broad marketing, or were you going after specific lists with some direct marketing? Were you calling people? Tell me what were you guys doing in 2016-17?

Bryan Martineau:
So we started August of 2017, and we just simply started out with mailers, followed the Wholesale Inc model with Tom Krol. We chose those lists that he suggested. And I don’t know if those lists would work any more in this market, honestly, because it’s become really saturated in this market. But we started with those lists, exactly how he said, just followed the instructions on what he instructed. And then I think it was about month three or four is when we signed up for your TTP program. Then that’s when things really started to change, honestly.

Brent Daniels:
That’s right. Even though Clay here doesn’t like talking to people.

Clay Rockwood:
Well, I think that’s the ironic thing is that I’m probably the only person in your program that has never made a cold call.

Brent Daniels:
Right. So talk about that. Talk about that. Yeah.

Clay Rockwood:
So yeah, and I think that just goes back to what I was saying before, is that I recognized that was my weakness, but we saw obviously your success, right, in cold calling. I think I first saw you at the Salt Lake Summit. Your team was crushing it in cold calling and we were like, “Hey, we should really give this a shot.” Give this an honest try. We’ll invest in it, we’ll do the whole program. So again, like Bryan said, we joined your program. And I’ll tell you right now, TTP has blown out of the water any other marketing source that we’ve ever done.

Brent Daniels:
Love it.

Clay Rockwood:
Before we got on this call, I was running some numbers. Just just this year, our ROI, so our return on investment for TTP… Well hold on, let’s start with mail. Our ROI on our mailings this year is about 17%, which is okay, right? That’s a good return. You’re in the stock market. Our return on our TTP is about 1200%.

Brent Daniels:
Right.

Clay Rockwood:
I mean, when you compare it apples to apples, I don’t even know why we’re still doing direct now, honestly. We basically cut that off completely and are focused entirely on cold-calling.

Brent Daniels:
I love it. Well, and that’s the thing, and you guys know in Salt Lake there’s been a progression, you know what I mean? Where direct mail has just been tough, and especially if you’re doing big volume and you guys have those big goals, sure you could do a couple deals here and there, get your feet wet, get going with direct mail or with any kind of marketing that’s kind of direct to that or a pay per click or something like that. But when you’re going direct to specific distressed property owners, you are going to win in these tougher markets. I mean, that’s the only thing that I do here in Phoenix. The only thing I do is TTP calls and text blasting. That’s it. There’s no way I was getting a negative return on investment from my direct mail, for real. And that’s just real here in… And I was sending out 30,000, 50,000 a month. You know what I mean? It’s just totally different if you’re in a bigger market. It truly is. It truly is. So.

Clay Rockwood:
Yeah, that’s why I said that when we started out, I think we were right at the end of when you could really capitalize and do well with mailers in 2017. Because Cody Hofhine, he is here in Salt Lake and I can’t tell you how many people he’s recruited to join the program. I mean, I don’t even know the number, but a lot. And all of them try mailers and they don’t succeed. They try it, they find that it’s really much more difficult and much more saturated than other markets. And then usually they’ll join up TTP for a year.

Brent Daniels:
Well that’s it. That’s both sides there. Yeah, I get it. So who makes your calls, then? If you’ve never made a call, who makes your calls for you?

Clay Rockwood:
When we started out with the program, yeah, again, we didn’t want to do the calls. We were focused on growing the business at that time, I mean, from the beginning, like I mentioned. We initially started out by doing some in-house people, so we hired two cold-callers. We brought them in, we trained them according to your program, and they’d run us a couple of deals really just right off the bat. But then, since then we’ve just gone through different cold-callers and it wasn’t until about six months ago… Was it about six months ago or so?

Bryan Martineau:
I don’t know, six, seven months. Yeah, maybe longer than that.

Clay Rockwood:
… that we hired the Costa Rica callers and now I think we have four or five from Costa Rica right now. And then we do also have a local person here that’s really good. So we had six callers now.

Brent Daniels:
Well, it’s really funny because in that… What was it, early… It was 2017, right, April-ish, that we have the Wholesaling Inc Summit, right? That’s when I first started working with the Call Motivated Sellers. That’s the company’s name, Call Motivated Sellers in Costa Rica. And I’ve had them ever since. I mean, I tried to do a little bit of in-house callers and it went okay, but the turnover was high and I was getting just way more production out of the Americans living in Costa Rica. If anybody’s listening to this, it’s not just native Costa Ricans making calls. These are ex-patriots, these are Americans living in Costa Rica making these calls. So you guys have four as well. I have four.

Clay Rockwood:
I think we have five actually.

Bryan Martineau:
I think we’ve hired a new one, yeah.

Brent Daniels:
Awesome.

Bryan Martineau:
And then a local person. Yeah.

Brent Daniels:
Yeah. Well the beautiful thing is now, you guys let me go through all the tough parts in training all of them in Costa Rica and getting them going and now you guys are just… They’ve got the training, there’s unbelievable… They’re ready to go.

Bryan Martineau:
I sent you a weekly report and yeah, it’s great.

Brent Daniels:
That’s awesome. So, the leads come in. Who takes care of them?

Clay Rockwood:
So yeah, so the colon callers, once they qualify a lead, they’ll send it over and we use Podio to our CRN. It integrates with InvestorFuse and all that. So yeah, it just gets sent over directly to our… Well, it actually goes to our VA who then inputs into Podio. But yeah, that’s the process. It goes to our VA and then it goes right to our acquisition managers. We currently have two acquisition managers. We actually just hired…

Bryan Martineau:
Two more.

Clay Rockwood:
Two more. So we’ll have four acquisition managers.

Brent Daniels:
Awesome.

Clay Rockwood:
They take the calls and go from there.

Brent Daniels:
How do you keep them fed? You’re getting that many leads?

Clay Rockwood:
Yeah. All our current marketing channels are obviously cold calling. We’re still doing a little bit of direct mail to very niche lists, code violations and things like that. And then we also do text blasting now, which has been really big for us, as I’m you’re aware. Yeah. So those are our three, between all of those…

Bryan Martineau:
Pay per click.

Clay Rockwood:
And pay per click too. Yeah, we do some pay per click as well. But the text blasting… And you use Lead Sherpa as well, Brent, right?

Brent Daniels:
Lead Sherpa, yeah.

Clay Rockwood:
So that was the most recent marketing channel that we started and that has really overwhelmed our two current acquisition managers.

Brent Daniels:
Got it. That’s what I was going to ask you. Yeah.

Clay Rockwood:
I’s crazy. Lead Sherpa I think we’ve already got three deals under contract and we started three weeks ago, or no, two weeks ago. So these are new leads that are coming in and yeah, it’s just exploded our business. I think it’s going to be really good. But yeah, our two current acquisition managers, they texted us a couple of weeks ago and they said, “Hey, we’re really overwhelmed. So either hire somebody new or-”

Bryan Martineau:
Stop.

Clay Rockwood:
… or you guys take some of the leads, or stop, or something. Yeah, so anyway, there’s just a need for it now. So that’s why we felt the need to hire two more.

Brent Daniels:
Love it. Here’s a little tip, just between us guys, nobody’s listening here. I’m telling you, get every piece of vacant land that you can, in town around town, a little bubble, 30 minutes from downtown, 45 minutes from downtown, and start text blasting those people, and calling them, obviously. I am telling you, it’s ridiculous. And by the way, do small lists, because the response on it is crazy and your people are like, “Everybody’s saying yes.” So they’ve got to keep texting and getting them on the phone. You want to keep them busy and get some really smoking deals nobody’s messing with. That’s-

Bryan Martineau:
That’s good, yeah. We’ll keep you updated on that.

Brent Daniels:
Yeah. So let’s talk about this, because you know I introduced you guys as doing massive deals. So these guys posted and I’m going to do the total here, but these are between two deals, okay guys? These guys did two cold-call deals for a combined income of $214,295.72. So that’s two deals there over a hundred thousand, one for 102, one for 112. Will you guys break that down for us so that we can get everybody inspired? And listen, if you’re listening to this, if you’re watching this, this is real life. This is real life, guys. People are doing six-figure deals and it changes everything financially for you. So guys, please tell me what happened here. Tell me how you made such a big profit on not one but two deals.

Clay Rockwood:
So I’ll talk about one and then I’ll let Bryan talk about the other. So the list that we’ve got this one from is a tax delinquent list. It actually was on two different lists. It’s also on Tom’s list. I know that was a list that came out a while back that we were working. But anyway, this lead was… Yeah, a guy that owned it, again, it was one of our cold-callers, called him out of the blue. He lived out of country, actually, lived in the Virgin Islands. Just inherited this property from his grandpa and his dad and things like this, just had it as a rental, didn’t really want it any more. The ironic thing was he wanted to get an appraisal on the property. So our acquisition manager works through that with him and the guy ended up getting an appraisal on this property. It was actually a house with another house behind it. And the front house had a mother-in-law apartment as well. So it was almost like three units. All separately metered as well.

Clay Rockwood:
So it was a legal triplex or what it was, he’s just like, “I’ve owned this forever, it’s been in the family.” So he got an appraisal on it. The appraiser called it a single-family home, which actually worked in our favor, because he got an appraised for about $270,000. We were able to get it under contract for $220,000. So an interesting thing here is just to point out, even if somebody gets an appraisal, it doesn’t mean that’s the price they’re going to take, or that’s not the rock-bottom price. So our particular acquisition guy is just really good at getting rock-bottom price. So he was able to get 50 grand under the appraised price.

Clay Rockwood:
And we knew, or at least we hoped, that this would be a legal triplex. So we did a little research even before closing on it, called the city said, “Hey, is this a legal triplex? Is it a single? What is it classified as? What’s the process of converting this to a triplex?” So we did a lot of upfront work on this deal before we decided to move forward with it. And we actually ended up purchasing it ourselves because we knew there was such a big spread. So once we closed on it, we used hard money, just got a hard money loan, closed on the property. And we actually just listed it on the MLS.

Brent Daniels:
Love it.

Clay Rockwood:
Didn’t really do anything. Changed the locks and that’s about it. [inaudible 00:22:28] sold it a few days later for $350,000. And so, yeah, after all the hard money costs and everything, we netted, you know, just over $112,000 on this.

Brent Daniels:
Incredible. And this came from a tax delinquent… Where did you get your tax delinquent list?

Clay Rockwood:
So yeah, it’s county records. Yeah.

Brent Daniels:
So some counties, if you’re listening to this and you’re not new to us, some counties will give you the records. Right? Typically you have to go to the treasurer’s office. Is that the same with your… Did you guys get to get it from the treasurer’s office?

Clay Rockwood:
Here it’s all online actually. For most counties you can access all that online. [crosstalk 00:23:05] we could find it.

Brent Daniels:
Love it. And then the Tom Krol list was older bad credit, right?

Clay Rockwood:
Yeah. Yeah, it came from a company that I actually don’t even know what their criteria was that they pull. I think it’s credit or something like that.

Brent Daniels:
Got it. Got it. Awesome. So what’d you make on it? What was the total again?

Clay Rockwood:
$112,069.72. [inaudible 00:23:33].

Brent Daniels:
So $112,000 later. Okay. So Bryan, I mean you want to tell us another six-figure deal that you guys did while we’re at it?

Bryan Martineau:
Let’s just talk about another one. I mean, let’s just choose one randomly. So yeah, this was a deal up in Ogden, Utah. It came from our notice-of-default list, which we also… Do we mail to that?

Clay Rockwood:
Yeah, we do mail to that.

Bryan Martineau:
I think we mail to that. But this one came from one of our cold-callers. We have this list updated daily by our virtual assistant and they pump in the phone numbers into the Mojo dialing system. And then we had a cold caller that calls them. Sometimes it’s three of them for the day, sometimes it’s thirty, so I don’t know the logistics of how they come through, but somehow we’re able to call them. But anyways, this was a notice-of-default list and our cold-caller, really great with the notes, but a lot of detailed notes about it, sent it over. And our acquisition guy ended up getting it under contract for 181,155, and it seemed like actually a decent deal at the time. It seemed like, “Okay, well we’re going to make something on this, definitely.”

Clay Rockwood:
Because again, this is a triplex, another triplex.

Bryan Martineau:
Yeah, another triplex. So we ended up blasting out to our cash buyers list, and the highest offer that came in was at 220,000. so we would have made $38,045 or something like that. And we ended up deciding to assign it to him. He ended up backing out after he deposited his earnest money. And it was okay with us. In fact, after we assigned it to him, we were actually hoping that it wasn’t going to work out, because we realized we were leaving a lot of money on the table. So what we ended up doing is we ended up… He backed out, we ended up where we were nice and gave him his $5,000 nonrefundable back to him, and we ended up closing on the property. We put paint and carpet into it and put it back up on the MLS. It got bid up. We put up for 290 and it got bid up to $310,000, and this was from someone that was unrepresented. So no commissions involved as well. And yeah, basically after all expenses and holding costs we made a $102,225.

Speaker 1:
$102,225.97.

Bryan Martineau:
So the thing that I liked about this deal was we weighed the options before we closed on the property. And I know that a lot of people were like, “Well, you put time and energy into it. Sometimes it’s easier to just assign a property and get paid.” But if you think about that spread from $38,000 to $102,000, to put paint and carpet into a property and then put it back up on the MLS, you weigh the options and it’s worth it. Right?

Brent Daniels:
Yeah. And then it’s really interesting that you guys are bringing this up, because there are other options besides just wholesale. Now listen, if you don’t have the financial means, if you don’t want to get hard money, if you feel like that’s a little bit too risky, if you don’t feel like you really understand the market as well as these two guys, and understand that there’s more juice to squeeze there, I totally get it. Wholesale, wholesale, wholesale. Until you build up that experience level to where you know when a deal… When we start out in this business, “Deal or no deal?” is the toughest question. The second part is “How big of a deal is it?” is the second, is that experience part, right?

Bryan Martineau:
It also boils down to your time and energy, right? Because you wouldn’t want to be flipping 20 properties at once because then your time and energy is spent and then you’re not focused on your wholesaling part of your business. You’re probably losing out on deals because your energy and time is spent on other things, right? So it really comes down to, what do you want to? Do you want to spend all of your time and energy rehabbing five, six, seven properties at a time, or do you kind of just build a team that’s scalable with wholesaling and have it automated?

Clay Rockwood:
Yeah, that is something to point out. Yeah. As a newbie, we weren’t doing this, we weren’t closing on all the property. We were simply wholesaling until we were able to build up, do more and more deals, get enough money in the bank, to where we felt comfortable and we had the infrastructure of our team to say, “Okay, let’s cherry pick these deals that we think we can make a lot more money by closing on.” So yeah. So I would say you work up to that, like you said.

Brent Daniels:
Well, and I think it’s also interesting, especially if you’ve got some people starting out in Salt Lake, I would assume that somebody that didn’t have the experience but thought that there might be potential could reach out to you guys and say, “Hey, listen, I’ve got this deal. Can you help me look at it?” And whether it’s a profit split or something or whether it’s something so it’s worth your guys’ time and attention, they’re going to get more than if they just simply wholesale it to somebody who then wholesale it to somebody then wholesales to somebody… We all see that. We all see the daisy chain where people are just starting out. People could literally just come to you as a resource, because you guys obviously know how to see these extra value in these deals, right?

Bryan Martineau:
Yeah. If anybody in the Utah market… We’re very open to partnering with people. And in fact, Brent, I just wanted to point out that we do have a monthly lunch the last Wednesday of every month. We host a lunch at the Red Iguana. It’s a Mexican restaurant. We give you free food and we simply are just trying to give back to the community and see if anybody are struggling… If anybody’s struggling with deals, they want to partner up with us on them, the last Wednesday at noon at the Red Iguana, reach out to us, and definitely it’s a great way to network and find people we can partner with.

Brent Daniels:
How do people get ahold of you? What’s the preferred method to get ahold of you? Just if they can’t make that meeting but they have something, they want to network with you?

Bryan Martineau:
Well, you can obviously reach out to us on Facebook, [inaudible 00:29:41] around Facebook, through the tribe. Also at our website, Utahhousebuyers.com, or they can just email us directly. Utahhousebuyers@gmail.com.

Brent Daniels:
Love it. But if you can, guys, seriously, make it to the Red Iguana on the last Wednesday of every month.

Bryan Martineau:
So we have one tomorrow. Tomorrow we’re going over how to make offers on the… I guess this isn’t going to be aired until after, right? But if anybody is somehow listening in your office or whatever, but tomorrow, yeah, last Wednesday of every month. Tomorrow we’re going over how to get offers accepted on the MLS, but straight out, no gimmicks. We’re not trying to sell any programs or anything like that. We’re just trying to get back to the investment community because honestly, when we first started out, I think it would have been beneficial for someone to have said, “Hey look, I’ve got a huge cash buyers list. You guys are obviously new. Why don’t we partner on a deal, see if we can make you some more money?” I would have loved that and I’m pretty sure we would have done.

Brent Daniels:
Oh, for sure. For sure. Awesome, guys. Any last advice that you would give anybody from… And let’s not just go, “Go out and take action.” Right? Let’s go from something specific as to building. Give me some great advice as to what you guys have found successful with building a solid team, a solid company.

Bryan Martineau:
Yeah, I’ll say that, first of all, read the book The E-myth. That definitely catapulted our business to the next level. Learn that… And like you said, Brent, like some people are okay being the technician, and within their own company, they’re okay making all the phone calls, but eventually I guarantee you that you’re going to get burnt out at some point. Learn from the very beginning that you want to scale to have a company that’s working for you. Learn to start working on your business. Get that mindset. If you get that mindset of working on your business, not in your business, write down all the responsibilities of every role within your business so then you can start offloading those to new people.

Brent Daniels:
Love it.

Clay Rockwood:
Yeah. And I would say, I think there’s a… And not everyone has this, but I think there is great power in a good partnership. And it plays into what Bryan was saying, but just recognizing, again, your weaknesses and filling those holes with people that are better than you at those things. So again, I know for a new investor or a new wholesaler that’s not going to be, day one, “Okay, I’m going to hire an acquisition manager.” But honestly I think the sooner you can do that, the sooner your business is going to explode. So that’s what I would say, it’s key partnerships, key team members that has really taken this business off to places that we never thought possible.

Brent Daniels:
Love it. Great stuff, guys. Really appreciate it. Bryan Clay, you guys are amazing. This is awesome. A couple of resources, guys, at the end of this that they talked about, callmotivatedsellers.com, that’s the company that can hook you up with amazing cold-callers. Lead Sherpa. They don’t have a lot of capacity, but you can check to see if they’re available in your market. Use the TTP code and you’d get it cheaper. And if you’re going to text, I highly suggest you have large amounts of addresses skiptrace. You need a lot of data, you need a lot of phone numbers to keep things busy, and you can get that a batchskiptracing.com, definitely check that out.

Brent Daniels:
And if you’re interested in joining the most proactive group in real estate, investing with these fantastic guys and with myself, go to wholesalinginc.com/TTP. Scroll down, check out the testimonials, check out what the program’s about. If it feels good in your gut, sign up for a call. I’d love to work with you personally. That’s wholesalinginc.com/TTP. All right guys, you guys are the best. Really appreciate it. Everybody out there listening, I encourage you as always to talk to people. Until next time, see you.

Clay Rockwood:
Thanks.

Bryan Martineau:
Thanks.

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