Posted on: January 21, 2020

Is it possible to succeed in wholesaling without any marketing budget? Amazingly, the answer is a resounding YES! In fact our guest today is a passionate wholesaler who closed over 300 deals with zero marketing budget!

Templeton Walker is a hardworking and highly successful real estate investor and wholesaler. While he was able to build a massive real estate business in just a few short years, it was wholesaling that really helped him earn more and allowed him to take his business to the next level.

Chatty and insightful, Templeton made this episode a must-listen. He not only candidly shared many of the wholesaling (and real estate) tips and techniques he swears by, he also threw in a few beneficial life lessons. Definitely one of those remarkable episodes you’d listen to over and over again!

Key Takeaways

  • What his first wholesale deal was like
  • His thoughts on getting a real estate license
  • How he gets deals using social media
  • The number of deals he gets each day
  • The most untapped resource most people are not aware of
  • The mindset every great wholesaler should have
  • A game-changing book he recommends
  • How he compensates people who bring him deals
  • The biggest deal he has done
  • How he got his most lucrative deal
  • Average size of deals he gets
  • What his superpower is
  • What happens when he works with intention
  • What he tells real estate agents when he calls
  • Why it pays to keep food on the table and money in your pocket
  • Why bringing value (and deals) to the movers and shakers is recommended
  • The 2 things every deal needs
  • What people who are starting out should do daily
  • Number of times he posts on his social media account
  • Why it’s important to be proficient in what you do
  • The overall philosophy wholesalers need to have to be successful

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling Inc podcast. This is your host, Brent Daniels, and if this is your first time listening to this podcast or watching this on the YouTube channel, welcome. This podcast is the number one podcast when it comes to getting the actual instruction that you need to do wholesale deals. That’s why we’ve been number one. We’ve got the best audience of all time. If have been listening to every single episode, welcome back. This interview that I’m going to be doing today is going to be absolutely on fire because I’ve got a guy here that’s done over 300 wholesale transactions with zero marketing budget. Yeah, you heard me right. You’re seeing me right. Zero marketing budget. Over 300 deals.

Brent Daniels:
Without further ado, I want to introduce Mr. Templeton Walker to the Wholesaling Inc podcast. Say hello.

Templeton Walker:
Brent, appreciate you. What’s up guys? Honored to be here.

Brent Daniels:
So Templeton, you’re an active real estate agent here in Phoenix.

Templeton Walker:
Yes.

Brent Daniels:
Right? That’s your background. Kind of give everybody a little bit of your backstory. Give us an idea of who you are.

Templeton Walker:
Five years in the business. Started as a regular realtor. I didn’t know anything. My first sale, I convinced my parents to buy a house that I would rent from them. We show up, there’s no lights, no water. I’m like, “Who’s job was this to turn it on?” It was my job. Like I literally didn’t know what I was doing.

Templeton Walker:
So that’s five years ago. Fast forward, I grow a pretty successful traditional real estate team, have full operations, about 20 realtors, and we’ll sell $60 million a year. So that’s great, but I don’t spend too much time on it. Two and a half years ago, I learned what wholesaling was, and I was like, “Oh my God, this is awesome. This is so much better than traditional real estate.” But I had already built the traditional side so I wasn’t going to just like get rid of it.

Templeton Walker:
So what I did was I leveraged that out, hired amazing people to run it, and then all my time and focus now is spent on wholesaling and flipping houses. That’s been kind of the five year journey. Two and a half, three years ago, really learning what wholesale was, did my first deal, and I was hooked.

Brent Daniels:
Got it. Same with me. And you know, as well as I do, you work as a real estate agent, your average commission is somewhere between six and 9,000 right? And then you do a wholesale deal that’s $40,000 from one conversation or one referral, and we’ll get into that, and you’re like, “Oh my gosh, this is so much easier.” I mean, it’s cash transactions. It’s like fast. There’s no inspections, there’s no appraisals, there’s no lenders. It’s like the best. It’s the most incredible transaction of all time.

Templeton Walker:
Well, I’ve heard you say it before. It’s kind of like hitting the lotto. I always used to dream about hitting the lotto, but I wouldn’t buy tickets, so that was going to be pretty tough to win. And then this, Lord knows what I’d do if I didn’t have this, ’cause it is the greatest gift I’ve ever been given, if you put in the work.

Brent Daniels:
Sure.

Templeton Walker:
But as to your point, the traditional sale is so regulated and so tough and you have all these emotions and parties and buyers and sellers, and “This was my baby’s room and it’s blue and they’re going to paint it,: and it’s just like I want no part of it.

Brent Daniels:
Right.

Templeton Walker:
My first wholesale deal, I took a $80,000 duplex that the guy just, he wanted out, he needed a solution. so I was going to put my sign in the ground, list it, get 20 offers, and someone was going to do what I should have done. And I would’ve probably made two grand. Instead, I finally wised up. I’m like, “Look, I’ll buy it.” I bought it, moved it on for a hundred thousand, maybe $20,000. I was like, “Holy smokes.” I was like, “This is what I’m doing. That’s it.”

Templeton Walker:
But solving a problem, I solved his problem. He needed me to do this and it then allowed me to earn 10 X what I would have earned if I would have just solved it as a realtor.

Brent Daniels:
Yeah. Got it. And did you come from … give us your backstory. You obviously came from like a big real estate family, probably a big area. You grew up in a big town. Like you knew a lot of people and …

Templeton Walker:
He’s being funny. I am from the Grand Canyon National Park. My town was 1,500 people. I had a big graduating class of 32. I averaged like 25 a game, and I was with the man. And then went to college on a basketball scholarship, and averaged like three points game, and realized I wasn’t the man. Made a baby by Christmas freshman year. So I’m an 18 year old dad, I need to figure out how to provide, so I started selling.

Templeton Walker:
Short story is, no, my parents gave me the best lives, but they didn’t make much money. We came from a very small town, and I mean like I just didn’t have the resources that people might think I had.

Brent Daniels:
So you had a baby freshman year of college. Did you graduate?

Templeton Walker:
Nope. Gave up my scholarship. I always say college was the best semester of my life. It was a good four months. But no, I moved down here and just started hustling. I sold cars, then I sold … I pretty much sold everything you could sell.

Brent Daniels:
You’re 18, 19 years old?

Templeton Walker:
Yeah. No degree. I’ve always been charming, high energy, charismatic, so I was like, “I’m going to just sell stuff,” make friends. So I was good at everything I did that I tried to sell, but I hated it. Selling cars like broke my heart. I hated how it felt. ‘Cause they were just like clubbing people. I was like, “This is awful.” I wanted no part of it. Then I sold women’s shoes at Nordstrom, which I was very good at. Fun job. I know more about women’s shoes than any straight dude should. You need a peep toe, a slingback, a pump? I got you.

Templeton Walker:
So anyway, I sold women’s shoes. Then I got into mortgages, which was my entry into real estate, and I was like, “Oh, I see it now. People can make this kind of money.” I didn’t even realize. You don’t know what you don’t know. So mortgages then rolled into real estate. For awhile I was selling a multilevel marketing pill. I prospected my Aunt Cindy, who’s a successful realtor in Prescott, and I’m like, “Aunt Cindy, you;ve got to buy this pill. It’s going to change your body from the inside out.” She’s like, “You’re an idiot. Will you please go to real estate school if I pay for it? Pay me back on your first deal.” I’m like, “But you’re going to buy the pill, right?” And she’s like, “I’ll buy the pill,” because I needed $200.

Templeton Walker:
And then I just took to it. Like within my second month, I sold four homes and made like 17 grand, which probably the year prior I didn’t even make that in the whole year. I was like, “Oh my god, I’m doing this.”

Templeton Walker:
I’m so thankful for traditional real estate ’cause it was my entry. Everything was always an evolution to my next step. And now wholesale is there.

Brent Daniels:
I get this question all the time. Should I get my real estate license to be a wholesaler? What’s your thoughts?

Templeton Walker:
I don’t think it matters. I don’t think it hurts you to have it. Because for me, I put everything through a moral filter. Everyone wants the deepest deals and this and that. I want to solve the most problems. When I go into a house, I can give you options. I go, “I don’t want you to not know what your home’s worth. I want to tell you all the information and then let you make a choice.”

Templeton Walker:
So for me, being licensed, some people don’t like the license because of all the disclosure. I like it because of the disclosure. I go, “Look guys, your home’s worth 250 if we fix it up. I think we can both agree it needs 80 grand to do that. So here’s a net sheet. If we were to fix it up, you put the cash in, here’s what you’d walk away with. That’s a great number. But it would require all of this. Here’s an as-is. I represent you as a realtor with fees. Here’s what you walk away with. Or here’s what I could give you today, cash, as-is, no repairs, no commissions. You choose your closing date, leave what you want to leave, I’ll help pay for a mover, and here’s that option. What works the best for you?”

Templeton Walker:
So no one can ever say, “Well, Temp didn’t tell me my home’s worth 250.” I told you it’s worth 250 and I showed you a roadmap of how to go do that. But most people, they don’t want to go do that. They’re in a tough situation because they didn’t have the ability to go do that. So as for the licensed, non-licensed, I don’t think it matters. It’s nice, though, when I … I want to own a lot of my own homes, so it’s nice to earn a commission on stuff like that.

Brent Daniels:
But you, you have a unique niche. Okay. And that’s what I really wanted to have him on the podcast to talk about is you’re not having those conversations too often because other people are locking up these deals and bringing these deals to you. Right?

Templeton Walker:
Yep.

Brent Daniels:
Most of your business is getting referrals from people and you do it through social media, really. Right? And networking and all this other thing, but, go ahead.

Brent Daniels:
I mean this is totally different guys. If you’re listening to this on the podcast or if you’re watching this, or if you want to watch it, go to Brent Daniels real estate on YouTube because it’s definitely worth a watch. But it is, you do an incredible amount of social media.

Templeton Walker:
I do.

Brent Daniels:
Like Instagram.

Templeton Walker:
Instagram.

Brent Daniels:
Facebook.

Templeton Walker:
At TempeWalker, by the way. I just always remind people that, “Hey, this is what I do.” I’m pretty dang good at it. I entertain. I try to be funny and just be myself ’cause I’m a goofball. And then I say, “Send me your deals.” I get about 20 to 30 leads a day.

Brent Daniels:
A day.

Templeton Walker:
A day, off people just sending me their deals and [crosstalk 00:09:36].

Brent Daniels:
Wait, wait, wait. Break it down. From who?

Templeton Walker:
From other wholesalers, from other investors, from mostly real estate agents.

Brent Daniels:
That’s it.

Templeton Walker:
Mostly real estate agents.

Brent Daniels:
That’s the untapped. I think that that is the most untapped resource that people don’t realize. I have this like 90 day breakdown of what you should do every day for 90 days. One of it is talk to at least three real estate agents every day.

Templeton Walker:
Mine’s 10 a day.

Brent Daniels:
Right.

Templeton Walker:
And I still stick to that. So if I’m in the car, whatever it is, make a relationship with a new realtor, at least 10 a day, put 10 prospecting calls, 10 little check marks on your paper that you’re going to call 10 realtors a day and say, “Look, do you have a preferred cash buyer?” And then they say, “Oh yeah, I got somebody.” “Great. Hey, I’d love to be your second option. I’m the largest cash buyer in the state. I want to see anything, anything at all that even smells like a deal that needs a cash offer. Will you save me in your favorites?” Make them laugh, build rapport.

Templeton Walker:
I’m like, “Hey, I’m your guy. Don’t forget Templeton. There’s not a lot of Templetons. Will you please save my number? Is it okay if I follow up with you in a few weeks?” Because most times they don’t have a deal right now, or they tell you about the traditional listings they have on the market.

Templeton Walker:
I go, “No, no, no, no.”

Brent Daniels:
Off-market.

Templeton Walker:
“Hey Cindy. Cindy, I don’t want those ones. I want the sneaky ones, the ones that are in the cracks. I want the stuff no one knows about, that no one wants to buy because it’s rough. You don’t even want to send out your photographer it looks so bad. That’s what I want to see. Can you do that for me?” AI just asked for the business.

Templeton Walker:
So now I have this Rolodex of people I’ve had a conversation with. I send a followup text right away and say, “Thank you so much for the call. Please save my name and number. I’m your cash buyer.” Because what you’ve got to understand, if you’re a great wholesaler, you are the largest cash buyer in the world because it’s not your money, it’s everyone else’s money that you have.

Brent Daniels:
Listen to this. Yep.z

Templeton Walker:
So for money-

Brent Daniels:
What does that mean? Because you’ve got all of these buyers that have all of this money, you’ve got an unlimited amount.

Templeton Walker:
I get chills right now thinking about.

Brent Daniels:
You do?

Templeton Walker:
Dude, I have chills, because I have every dollar in the world at my disposal. All I have to go do is find the correct deal and then I can say, “Brent, man, I have a fantastic deal.” So I lock it up A to B, B to C, and then C to D that your money comes in and performs as my money. So I can make that promise and I can deliver on that promise if it’s a correct deal. So I have, I literally visualize, I have millions of dollars in a bag at my feet at any given moment that I’m ready to give anyone who wants it. I just need the right terms.

Brent Daniels:
That’s it.

Templeton Walker:
So anyway, back to the language.

Brent Daniels:
But that’s a mindset. I think people starting out or people from a different industry or they’ve never done real estate, they don’t get that concept. It really is a mindset. And I think there’s a big difference, and this is something that I’ve really been looking at and I love this, is there are people that want deals and there’s people that expect deals. And I think the expecting comes with the certainty that you have, the belief that you have, that you can get these deals closed. And I think having that expectancy, having that certainty, having that belief that you could do it, that’s the big difference between you and everybody else in this market.

Templeton Walker:
If you don’t believe that you can do it, then you’re already wrong. You’re already deciding that it’s not going to happen. That’s just a mindset thing. Everybody should read “As a Man Thinketh.” It’s a 40-page book that will change your life. Because if you don’t control your thoughts around what you’re achieving or chasing, you’re screwed from the beginning.

Templeton Walker:
So for me, I just know every month I will go do at least 10 deals with $0 in spend because it’s going to happen. I trust that I’m going to put in the work, have the conversation, the universe is going to align, god, whatever you want to call it is going to align and I’m going to put in the work necessary to go do 10 deals and just make it happen. It’s going to happen. So agents I believe are one of the greatest-

Brent Daniels:
I think it’s totally untapped. I think also, I really think it’s interesting to me because I’ve been licensed since 2004, I didn’t know what wholesaling was until I was in a transaction. You know what I mean? I always thought, go get the commission, I got into real estate to be an investor. I’ve been reading every investor book there was, I was listening to all the audibles, I was going to the millionaire real estate agent, the millionaire real estate investor. There was nothing about wholesaling, and if there was, I was totally blind to it.

Templeton Walker:
Right, and if you did all that studying and didn’t know about it, how many realtors out there have no idea what to do with the deal.

Brent Daniels:
I don’t know how many, and like you, I’ll do probably 300,000 this year from referrals from real estate agents. That’s income, right? And when that comes in, it’s like you get double the deal almost because there’s no cost to it.

Templeton Walker:
For me, just to give you guys an example of how I operate this, anyone who brings me a deal, I give them half of what I earn. So I pay very well-

Brent Daniels:
To the agent.

Templeton Walker:
To the agent or the referring partner. Whoever brings me the deals. That looks like this. It’s like, “Hey guys, send me an address.” So I get 20 to 30 leads a day. I get an address and they say, “Hey, Temp, what can you give me on 123 Main street?” I go, “Perfect. Let me run it.” For the last two years, I was comping everything [crosstalk 00:14:39]. Now I have a full time underwriter on my team. Justin, he’s incredible. I send it to him, he underwrites, we give you our buy price. If it works, let’s say we lock it up at 130 and I go sell it at 145, now I’m going to pay that agent $7,500 for sending me a text. Who else does that?

Templeton Walker:
And I’m pumped. People go, “Oh my god, you’re giving up so much.” I go, “That costs me nothing.” So my return on my 7,500 … my average assignment is lower than a lot of guys, but I have no marketing to spend on. So my revenue is my revenue.

Brent Daniels:
Yeah, but what’s the biggest deal you’ve done?

Templeton Walker:
Seventy five thousand.

Brent Daniels:
Seventy five thousand! That’s what I’m saying. Can he give me that bell? Can you get him to give me that bell? I need to ring the bell for that. But $75,000 from somebody that just sent you a text or an email. Talk to me about that. What was that deal?

Templeton Walker:
That one was actually a little different because I sourced … I was on LoopNet all night. I sourced a 32 unit apartment Phizzbo in a very small town. Called the guy, worked him down to where I needed him, 150.

Brent Daniels:
What’s LoopNet, real quick.

Templeton Walker:
LoopNet is a great site. We all have access to for commercial type real estate.

Brent Daniels:
It’s like Zillow for commercial.

Templeton Walker:
Yes. And if you’re not looking at that … For me, I always want to progress. I’m in wholesale right now. My next goal is to develop and build big projects and own large multi-families, and I’ll always wholesale cause I love it. But you need to always be aspiring for the next thing.

Brent Daniels:
Last night I was on LoopNet for two hours looking at potential hotels ’cause I would love to own hotels. Hold on. 75,000! Ring that bell! [inaudible 00:16:14]. I don’t know if that was too loud.

Templeton Walker:
That was perfect. So yeah, I solved a problem, I moved it on, and here’s what I did. I went out, I got bids on the project, I solved like maybe five hours worth of problems, put it in a package so an end investor could make sense of it.

Templeton Walker:
This person had been trying to sell this for six months and couldn’t. I went in, put some bids together, got appropriate … I got some stuff done with the city. Honestly, maybe five hours worth of work for $75,000. That’s what I really like to do.

Brent Daniels:
What’s your average sized deal?

Templeton Walker:
My average deal-

Brent Daniels:
That you keep. Because everybody listening here is like, “Oh, okay, well if I’m splitting it with them, I’m not exactly sure how that goes. And do you have to be a real estate agent to splint those?”

Templeton Walker:
No. We’re at about $8,700.

Brent Daniels:
Is what you get.

Templeton Walker:
Me. So my average assignment right now is about 16, 17, and I’m giving you half. So if you’re sending me a deal, your average is going to be about the same as mine. Typically I’m about 8,000 bucks. And I have no marketing spent on that.

Templeton Walker:
And my other company, Templeton Group, they’re kind of one in the same. My office building is covered by that company. My assistant, my transaction manager. My disposition is actually an agent for me. It’s like highly profitable business because I don’t have a ton of expenses.

Brent Daniels:
You have a whole team now to be able to manage all this, , and if you’ll allow me to tell the audience your superpower, just from my experience, is he’s available. He’s accessible from a certain time in the morning to a certain time of night and then you shut it down.

Templeton Walker:
Yeah.

Brent Daniels:
You’re not a go out, party guy. You’re not a crazy … This is probably from having a kid at 18, right?

Templeton Walker:
Well, I have my times.

Brent Daniels:
Yeah, sure. Yeah, but you spend time with the family. Family time’s like super important to you, but the time that you’re on, you are on.

Templeton Walker:
Well, I realized that I can get more done if I work with intention. Than most people can in two days, I can get done in four hours.

Brent Daniels:
I totally believe that. I know that of you.

Templeton Walker:
And it’s 100% selfish because if I’m not working, I want to be with my wife and kids. I have three little boys. I play soccer with them. I coach their stuff. They are my life. So if I’m going to take time away from them, I better be getting some stuff done.

Templeton Walker:
So I just started to realize, I looked at my day and I had a guy follow me around for two days and tell me my day and he goes, “Dude, you’re losing about six hours a day on appointments that don’t matter, driving in the car, doing whatever.” So now my dad, he works for me now. He’s retired and helps me out with my whole business. He drives, I’m in the passenger seat trapped in his car looking for deals. I’m working. I’m working, so I have very little dead space in my day anymore because when I get home I want to shut it down, and that’s not to say I don’t answer a text here and there. If it’s a hot deal, “Honey, can I take this call?” She gets it. But for the most part it is family time, go time.

Brent Daniels:
Well and I think the intentional part is so huge because we have a lot of people listening that are in full time jobs. They literally are making calls during their lunch hour. They’re literally making calls as soon as they get off of work. They’re teachers, they’re in the military, they’re, engineers, they’re working in all these different industries and they only have a certain amount of time. And I tell everybody, “Get everything set up so that all of the other creative avoidance is out of the way,” ’cause that’ll sneak up and just snatch up your day, and just press go. You know you should have five people, five real estate agents that you should reach out to. I know with my team, we talk to people, we TTP real estate agents on realtor.com that put themselves in as work with investors.

Brent Daniels:
They do. It’s a little thing there and you could literally go there. All their phone numbers are there. Of course they’re all there. They all want business. You can pick up the phone and call them, and if you didn’t have your license, let’s say you don’t have your license, let’s say it was your first deal ever. Let’s say that you’re teaching anybody. No, let’s just say it’s you. What would you say to that person? You look online, you’re on realtor.com, you got a phone number. You press it. You press send.

Templeton Walker:
I’m calling that person.

Brent Daniels:
Yes.

Templeton Walker:
I would say, “Hey, my name is Templeton. I want you to know …” Here’s how I would say it. I’d say, “Hey …” Let’s say it’s you, you’re the agent. “Hey Brent. My name is Templeton Walker. How are you today? Great. Hey, do you have any cash buyers that you refer your deals to?” They say, yes, no, maybe so. If they say yes, I go, “Great. I’d love to be your second option and earn my way into your first place.” If you don’t, I’d go, “Perfect. Save my number. I’m actually the largest cash buyer,” and I’ve never done a deal, right? And here would be my language. “I’m the largest cash buyer in the entire state. I want to see every deal that you come across.” And they’re going to start telling me about their traditional listings.

Templeton Walker:
I’ll go, “Brent, not the ones on the market unless they have some motivation. I want to see the stuff that’s off market that you know about, that’s a little distressed, rough.”

Brent Daniels:
Needs some love.

Templeton Walker:
Yeah, and they’re looking for a cash offer. “I want to be the guy that you call. Here’s how I do business as well. Any money I earn on the investment, I’m going to give you half. Is that fair? Perfect. Save my number in your favorites.” I would make that phone call until my fingers were bleeding if I had to go open a new market. And here’s what I do.

Templeton Walker:
What else I would do, because scarcity is this weird thing. There’s this story about a father and son, they’re scuba diving and the father’s air tank goes out and he grabs his son’s air tank to put it in his own mouth from his own son who he loves cares about. When you’re in a scarcity mindset, you don’t make rash decisions. You don’t make good decisions, you make bad decisions.

Templeton Walker:
So what I would do, and this is how I got started in real estate, I went and took a job from 5:00 AM till noon as the front desk guy at a personal training studio making $9 an hour, which was awful. But that $9 an hour allowed me to put food on the table. While then from noon to one, I would lift weights and then from one til I fell asleep, usually at midnight, I did real estate, and I closed four or five, six transactions before I got rid of that job. If I’m brand new, I’m going to find a job that allows a schedule for me to make some money, and take a step backwards to take three steps forward. So figure out how to work that 5:00 AM to noon schedule.

Templeton Walker:
Because what if your day starts at one? You could still go put in a 10-hour day or drive Lyft, drive Uber. Do something to keep food or to keep money in your pocket so you don’t start thinking crazy thoughts. Because when you have no money, that’s when the corporate world … you know what? Benefits and a salary would be so great. “Man, if I just-”

Brent Daniels:
Started pulling in-

Templeton Walker:
If I just made 45 grand a year, I’d be happy. And that’s where dreams go to die, in my opinion. Unless that makes you happy, great. So go find a job that pays you enough money to survive that has a schedule that allows you to go chase this down. And then I’d go have that conversation, I just said, the language I said. I would have that until I passed out. And then I would also go to every meetup, every real estate investment thing, and I would find someone like me or you, or a bigger player in the space.

Templeton Walker:
A guy named Jeff right now, full time x-ray tech, he went to school to do it, he makes pretty good money, but I think we’ve all been in that experience where you start making good money at 21, 22 and then when you’re 28, 29 you’re like, “Oh, that’s actually not good money.” So he’s there. So he wants to change his life. He reaches out to me, says, “What can I do?” I teach him the exact system that TTP has. What we’re doing, right? We’ve got to talk to people and have this conversation.

Templeton Walker:
So he’s been doing that. In his first two months, he’s going to earn $5,000 on a deal next week and $7,500 on another deal. That’s 12,500 for a regular-

Brent Daniels:
From referrals?

Templeton Walker:
Yeah, just from splitting deals with me. All he’s doing is teeing it up for me, I go take care of it, and then he gets a check. Where I’m headed with this is you can have a job if you leverage through the correct connections and people, and bring value. Where people make a mistake is they get a deal and they get greeted, and they go, “I want the whole thing and I’ve got to do everything,” and then that deal can’t get to the finish line.

Templeton Walker:
Go find someone who knows how to get the deal done and give them your first four or five and say, “Help me, teach me, please get this to the finish line and give me the revenue.” So now he’s able to still work his job, take care of his new baby and his daughter and his wife, and go make an additional $12,500 in his first 60 days.

Brent Daniels:
He’s going direct to the seller? He’s finding deals?

Templeton Walker:
He’s calling agents, and then I also supplied him with a vacant list that he’s sending handwritten notes to, and he’s also calling on … ’cause I have callers and I have a sense then I’ve done a merger and we have trying to go direct seller deals, but that’s like the last two weeks so I don’t know if it works or not. I’ll only talk about what I know what works.

Templeton Walker:
So we’ve been giving him listings he’s been calling.

Brent Daniels:
But he got those deals from agents.

Templeton Walker:
Yes. From agents.

Brent Daniels:
Incredible. Agent referral. And part time.

Templeton Walker:
Super part time. Yeah. Full time job and kids and-

Brent Daniels:
I did an interview with one of my TTP students, Jenny. She had her second baby, military wife, so her husband’s off and out and about. It’s a crazy schedule. And she would make calls while the baby was napping. Got a $34,000 deal.

Templeton Walker:
That’s where this business can be magical.

Brent Daniels:
It’s a cash machine.

Templeton Walker:
But it’s the classic like three inches from gold metaphor ’cause you don’t know what phone call or what connection or what letter or what relationship is going to lead to that. And if you give up too soon …

Brent Daniels:
That’s it.

Templeton Walker:
‘Cause I’ve also seen people struggle for four or five months and blow up in their six months, and have a $40,000 a month, right? But you don’t know when it’s going to come. But if you’re doing the right things, surrounding yourself with the right people, I would suggest bringing value to the movers and shakers in your-

Brent Daniels:
Hundred percent.

Templeton Walker:
… in your market and getting around them as quick as possible and bringing value, and you’ll be fine.

Brent Daniels:
Well the first three deals that I did, I lost 92,000 I lost. It was really, I earned it back because I saw what they were doing with these trends … Because I sold it as an agent to a wholesaler and they marked it up forty thousand, forty thousand and twelve thousand. Ninety two thousand dollars later, I’m like, “What is this wholesaling?” And then they were like, “This is what you do.” And I was like … and now millions of dollars later …

Templeton Walker:
So, know this. Every deal needs two things, in my opinion. You need the deal and you need the money. I had no money, so I got really good at finding deals. So I’m an agent and I’d be online, just how I’m on LoopNet every night. I like hunting. I like hunting for deals, figuring things out. I would send a property over to my team lead at the time, who I didn’t know had just a wholesale connection. They would pay me 1% of a commission and I’m the one finding it, and then they’d go earn crazy money [crosstalk 00:26:36]. That had to happen to me two times before I realized, I was like, “Oh, got it. Okay. I understand now.”

Brent Daniels:
But that’s like in my mind, it’s like student loans.

Templeton Walker:
I’m not even mad about it because it was my entry into it and it was my path and I’m so thankful for the $2,300 check that I would get back then. I was like, “I sent an email and made $2,300. That’s incredible.” However, my evolution came into play and I was like, “I can do what they do or I can bring value to them and ask for my fair share, and say, ‘Hey, give me half,'” or whatever that is.

Brent Daniels:
Love it. Let’s give them an instruction here. That’s what this whole podcast is about. That’s what our whole platform, that’s what the whole YouTube channel’s about, instruction.

Brent Daniels:
On a daily basis, what would you instruct somebody just starting out to do?

Templeton Walker:
Well, first off, get to the gym, get your mind right, cold shower, get primed up. We don’t all wake up motivated and inspired. It’s something you need to work at. If you don’t have the right mindset to crush your morning, you’ve got to figure that out. That’s just a life thing.

Templeton Walker:
Now you’re in the right mental state to get to work. For me, on a tactical wholesale standpoint, I would make at least 10 phone calls to agents every day with the language I said earlier so they can rewind and listen to that. I’d get on social media and I would figure out every wholesaler, every flipper. You can also pull cash sales, skip trace those through batch, skip tracing, get those phone numbers and call them and say, “Hey guys, tell me what you’re looking for when you’re looking for deals.”

Templeton Walker:
So now I have agents bringing me deals, I have flippers on the back end and I understand what they want to buy, and you connect it up. Really what I would do is I’d go to every meetup, every event I possibly, humanly could, and I would make phone calls until I was nauseous. I would just talk to people and say, “Hey …”

Brent Daniels:
Oh, TTP.

Templeton Walker:
Oh, weird. But do it with the correct language. Don’t waste time. Go in and bring value, solve problems. Come from a place of … expect that they’re going to work with you. Honestly, expect that these agents are going to work with you. If they don’t, that’s fine. There’s thousands. You’re going to find the right stable of real estate agents that are going to bring you deals, but expect that they’re going to work with you. If you go in there hesitant, [crosstalk 00:00:28:48].

Brent Daniels:
They can sniff it out so fast.

Templeton Walker:
Agents too are like pretentious, they’re like, “I am a real estate agent and I’m better than you.” Not all of them, but you’re going to get those phone calls though where they’re like, “eh.” Well, you don’t need to talk to those people. Leave them alone. Onto the next. Every no, just like every sell, every no, you’re closer to a yes. But you’re going to connect with, out of those 10 agents, you’re going to connect with five that are down to earth and happy to talk to.

Templeton Walker:
“Hey Brent, that’s awesome. I’d love to send you my deals. Save you my number.” “Great. Is there anything I can do for you before we get off the phone?” “No. You know, I’m always looking for referrals.” ‘If I have anything traditional and I’m unlicensed, I’ll send it your way.”

Brent Daniels:
Love it.

Templeton Walker:
Value based, value based.

Brent Daniels:
And the other thing that you do that I want to hit on before we wrap this up is how many times a week do you think that you post on Instagram and Facebook send me your deals.

Templeton Walker:
Oh my god. I mean …

Brent Daniels:
How many times? And not that, you’re walking through with your Instagram, you’re showing the deals that you’re doing, you’re showing some of the flips that you’re doing ’cause you do a lot of flips, you’re doing a lot of the properties that you’re buying and holding. You’re doing a lot of these things.

Templeton Walker:
What I do with my Instagram Stories is like show you my day, show you my life, talk to you. Like behind the scenes. And on there-

Brent Daniels:
By the way, sprinkled in, send me your deals.

Templeton Walker:
Oh send me your deals is on there at least five times a day, seven days a week. I don’t know. I’m not a mathematician. I think that’s 35.

Brent Daniels:
It’s 35, yeah.

Templeton Walker:
So 35 times a week there.

Brent Daniels:
Isn’t that obnoxious? Don’t people get mad at you?

Templeton Walker:
No, but I’m entertaining. I’m like, “I bought that Cadillac last night at midnight.” My thing is, if you’re in real estate, don’t force feed people the minutia of like, “Hey guys, I got a three, two and it’s pretty spectacular and I’d love for you to come take a look.” It’s like, make a dance video in the rain, be funny, and then go, “Oh, by the way, send me your deals.”

Templeton Walker:
Make people laugh. Make them engage something they want to see, and then, “Oh by the way, send me your deals.”

Brent Daniels:
But that only makes you look like a clown if you don’t pick up your phone.

Templeton Walker:
Right. If you don’t respond.

Brent Daniels:
People reach out to you and they’re like, “What is wrong with this guy?” You know?

Templeton Walker:
And the other thing is, is be proficient at what you’re doing. You’re not going to know exactly what you’re doing in the beginning, but find somebody that you can tie to and now actually handle what you’re asking for.

Brent Daniels:
Love it.

Templeton Walker:
Because for me it’s tough to be a goofball and be who I am if I wasn’t good at what I did. Yeah, I mean, send me your deals is it’s only obnoxious if you’re not bringing value.

Templeton Walker:
Here’s one last thing I’ll say on social media. Are you posting for you? Are you posting for them? Because so many people post to stroke their own ego and to say, “Hey, look at me,” where I want to post value, like, hey, can this help someone? Can I touch someone’s heart and help them feel better today? And if you do that, people will engage and like your stuff.

Brent Daniels:
Love it, love it. Absolutely. And you buy a lot of properties.

Templeton Walker:
I buy. So that’s the other thing. I’ve made, again, great connections and relationships. I have one of the best lenders here in town that I have paid a lot of bills to every month on time, that hard money lender. So I can close same day. So if I tell you I’m going to close and I give you a number, I’ll buy the house. And that usually ends up being my flips. If I can’t move them on wholesale. My filter goes like this: I want to buy and hold it and cashflow it. If I can’t do that, I want to wholesale it. If can’t do that, I want to flip it. If I can’t do that, I want my real estate team to list it. And if we can’t do that, it’s not a deal for us.

Brent Daniels:
Beautiful. And you’re keeping some properties around colleges, right? Touch on that a little bit, because you’re getting more cash flow. This isn’t a wholesaling, but this is a nice tip. We’ll stay on here for two minutes. You’re buying properties and you’re renting them out per room.

Templeton Walker:
Per room. So, you guys, look at things and figure out how you can create a solution. Around universities, kids are in dorms, colleges are a racket. They pay way too much money for a terrible living situation. So I take single family homes that would rent for 12, 1300, I rent them per room for about six, 700 a room, so now a four bedroom home’s giving you three grand a month instead of 1,200. The return is over 20% plus the appreciation. And what I do is I cherry pick a wholesale, I do a BRRRR strategy, which we’re not going to get into all that, but BRRRR strategy. I get all my cash back plus the cashflow. So I have equity, no cash in the deals most of the time, and unreal cashflow.

Templeton Walker:
The last thing I’ll say is I’ve seen people in this game for 20 years and the guys that are still having to hustle around for deals, they didn’t buy stuff-

Brent Daniels:
A hundred percent.

Templeton Walker:
They didn’t buy and hold stuff when they had great deals.

Brent Daniels:
Their only source of income is getting deals.

Templeton Walker:
Yeah, so they have to keep hustling and that’s fine, but wouldn’t you rather have 10, 15, 20 grand a month coming in off of assets that you get to leverage again?

Brent Daniels:
100%.

Templeton Walker:
If you’re doing 10 deals a month, take one or two of them and own them. There’s plenty of money.

Brent Daniels:
Plenty. Yeah. Love it.

Brent Daniels:
And really guys, what this all comes down to is it’s the philosophy of my business is the philosophy I think of everybody. I believe the overall philosophy that you need to have, and if you have this, you’re going to win and you’re going to win unbelievably, is talking to people every single day. TTP does not just mean talking to homeowners or property owners. It means talking to agents. It means talking to other wholesalers. It means talking, be out there every day. You should be exhausted. I mean, exhaustion is the best pillow. You should be exhausted as you’re building your business up because you’re talking to more people than you ever thought was possible.

Brent Daniels:
You had never been trained on talking to strangers. You had never been trained to talk to distressed property owners, but you do it slowly and you build it up and you build it up and you build it up and your hustle and you be accessible and you really make this a must for you. If this is a must, if you must succeed in this business, you will. If you want to, you won’t. I’m telling you, the want, get rid of it. You must. You have to have that certainty, right? You have to expect a win and you must want to be a superstar real estate wholesaler or what’s the point?

Templeton Walker:
Go all in.

Brent Daniels:
Yep.

Templeton Walker:
Go all in. There’s nothing in life worth doing halfway.

Brent Daniels:
All right, so go all in.

Templeton Walker:
Yeah, that’s it.

Brent Daniels:
The beautiful thing about the people that we’re talking to and the people that are watching this is 99.99999999% of the people are never going to come to this channel, never listen to this podcast, but the people that do are people like you and I that have that pilot light inside of them that want to be an entrepreneur, that don’t want to have the average life, that want to be successful entrepreneurs.

Templeton Walker:
Yes. The person listening to this, taking the time to better themselves and listen to this, and especially if they’re an hour in with us, that’s the person that’s going to succeed. They’re hearing this right now. So now go take massive action. You’ve got to make a decision that this is going to happen.

Brent Daniels:
Awesome. Love it. Thanks for being on the channel. This is awesome. And if you guys are ready to join the most proactive group in real estate investing, go to Wholesaling Inc.com forward slash TTP. That’s WholesalingInc.com forward slash, TTP. Scroll down, check out what the program’s all about. Keep scrolling and scrolling and scrolling and scrolling and look at all the testimonials. Nobody has more testimonials. It feels good in your gut, sign up for a call. Love to work with you personally. Until next time, guys, I love you and go talk to people. See ya.

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