Posted on: January 28, 2020

Having great conversations with sellers and putting in the work but still can’t get that well-deserved breakthrough? Today’s episode is exactly what you need to hear!

Gabe Dominelli and Jaimie Osborn are two rockstar wholesalers from Wichita, Kansas. While they’re currently running a very successful and profitable wholesaling business (even earning an impressive $104,000 in just a few months at one point), it took them almost 6 months to get the breakthrough they’ve been looking for.

In this episode, Gabe and Jaimie not only shared their wholesaling ups and downs, they also shared how faith, the right mindset, and impeccable work ethic helped them break out of the rut, move forward, and dominate!

If you can use a little motivation to continue with your wholesaling journey until you achieve that much-needed breakthrough, this episode is perfect for you!

Key Takeaways

  • The toughest thing to figure out when operating in a new market
  • What helped them when they moved to a new market
  • How they approach real estate agents
  • How they compensate real estate agents they work with
  • Why it pays to reach out to real estate agents dominating a specific area
  • The peerless benefits of working with real estate agents
  • How they made things work even if Kansas is a non-disclosure state
  • Where they get 60 to 70 percent of their deals from
  • The 5 lists they are focusing on
  • What pre-probate means
  • An example of a profitable deal they did
  • The power of doing open houses
  • What they tell homeowners when they do open houses
  • The importance of certainty and kindness when communicating with buyers and sellers
  • Their advice to people who are just starting out
  • Why having an entrepreneurship mentality is crucial

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling Inc Podcast, the number one podcast when it comes to getting the exact instruction that you need to go out and source the best, the biggest, the most fantastic wholesale opportunities in your marketplace. But speaking of your marketplace, some people listening to this podcast are in very, very, very big markets, very competitive markets. Sometimes it gets a little bit frustrating because you feel like you’re working and you’re working and you’re working and you’re having great conversations with distressed property owners, but you just can’t break through.

Brent Daniels:
I’m going to tell you this is okay. You’ve got to keep your mindset strong. You’ve got to stay focused because if you do, you will make a breakthrough. I’ve got an example of this, a perfect example when it comes to this from two unbelievable wholesalers that are now… They were in Denver, Colorado. They are now in Wichita, Kansas. I want to introduce to the podcast my friends, Ms. Jaimie Osborne and Mr. Gabe Dominelli. Say hello.

Jaimie Osborn:
Hi, guys.

Gabe Dominelli:
Hey, Brent.

Brent Daniels:
All right. Give us some of your background, but you guys decided to move from Denver to Kansas and tell me what was going on there. Tell me a little bit about your business when you started and then let’s progress to where it’s at now because things are getting really exciting for the two of you.

Jaimie Osborn:
Yeah. So in the beginning we had been wholesaling in Denver, mind you, for a yearish, about a year. I mean, we were going for it. At the time we both had full-time jobs and we were wholesaling, hustling every day and things were just not sticking, but obviously, Denver was really saturated. It already had a lot of regentrification, so people were not super receptive.

Jaimie Osborn:
I mean we just kept trying and trying and trying and then long story short, we were so frustrated. We had been going through a lot of programs and trying to learn these different ways and master any way we could, and we turned to YouTube of all places. We’re like, “We don’t know what we’re doing.” Went to YouTube, found you, Tom Krol, all of these amazing people and joined TTP. So I’m going to really speed that up because then we joined TTP and then we were rocking the TTP course for-

Gabe Dominelli:
About three months.

Jaimie Osborn:
Three.

Gabe Dominelli:
So we’re about three months in and we did everything before a cold call. She was a property manager at the time. I was in sales, outside sales. I worked inside sales for a couple of years. So I said, “Man, I can be on the phones all day.”

Jaimie Osborn:
Right.

Brent Daniels:
Yeah, yeah.

Gabe Dominelli:
So it just made sense. I basically said, let’s just sign up for TTP and let’s see how this goes. We went through another program, didn’t work out so well. We’re not mentioning any names or anything like that, but…

Brent Daniels:
Sure.

Gabe Dominelli:
So we signed up for TTP and then it got the ball rolling within three months. Long story short, we were probably working 40 hours a week in our jobs and probably 30 to 40 hours, at least, together in wholesaling, at least. It just wasn’t stable. We’d have stuff and then fall out. We would-

Jaimie Osborn:
We were sending letters. We were putting out bann- This is before TTP [crosstalk 00:04:06].

Brent Daniels:
Yeah, yeah, yeah.

Jaimie Osborn:
We were just praying in every interaction.

Gabe Dominelli:
Yeah. We’re just praying a lot, a lot.

Jaimie Osborn:
Yeah.

Gabe Dominelli:
And then once we started with TTP, long story short, right before we made the decision to move to Kansas, we said, “Let’s go into a better market.” Not better so to speak. It’s just her family is there. She knows the area. She has feet on the ground. I believe there wasn’t as much competition where we were or where… Wichita, right?

Jaimie Osborn:
Wichita. Yeah.

Gabe Dominelli:
So we decided to move, and five day… Actually, the day we moved, we closed on our first deal in Denver, and that was May 24th of this past year.

Jaimie Osborn:
We pulled into the title office with our U-Haul packed with my [inaudible 00:04:46] our very check, and it [crosstalk 00:04:48].

Brent Daniels:
I love it. I love it. Well, it’s really interesting because this is an interesting point. I think it’s going to relate to a lot of people listening that live in bigger markets, especially somewhere like Denver where you’ve got some people, some companies with some huge marketing budgets, with huge budgets to spend more because they’re going to push up the values because they’re going to do some crazy development. Or like you guys were saying, really gentrify the area.

Brent Daniels:
So what happens is because there’s so much, there’s always going to be somebody that has a bigger marketing budget than you. You know what I mean? Especially in these areas where the prices are six, seven eight, $900 million for just a regular house. Right? So there is some unique opportunities in those markets. If you do get a deal, typically they’re bigger. But I think you guys… I mean, I like getting deals all the time. You know what I mean?

Brent Daniels:
I get real itchy if we’re not doing a deal every day, every week. You know what I mean? I liked the action. Even if they’re a little bit smaller, I liked getting out and getting up, stacking a lot of those wins. So it sounds like when you went to Kansas, did it feel like the sky opened up, the birds started chirping and the sun came out and you guys were just rocking and rolling?

Gabe Dominelli:
I can start out. Here’s the thing. We were in Denver and we were meeting up with a lot of different groups. I was sitting down for coffee with a lot of different major players in there because we were doing everything we could to get a deal. I mean, it’s just what it was. When we came here, I visited this place probably four or five times and we kept hearing, “You guys come out here.”

Gabe Dominelli:
Because I’ve always been an entrepreneur, I’ll be honest. Started from when I was little. My dad’s a real estate investor. He’s been investing for 30 something years, got into direct sales, did some MLM stuff, did very, very well, and I just wanted something bigger, and we were searching. That’s how I got into real estate. When we came here a couple of times, they say, “Come to Wichita. You will kill this market.” I’m like, “Yeah, yeah, yeah. Whatever.”

Gabe Dominelli:
I think this really helps, and this can help a lot of people out there, too, is that as soon as we moved here, I already had the mindset and the faith that we’re going to crush this. We’re going to crush it. Because of that and our work ethic, as soon as we came here, within three weeks… The day I came here, we’re on the dialer, and within three weeks, we got our first deal here, and then it’s just been exploding. Now it’s like we’re doing average about four deals a month [crosstalk 00:07:13] been here. It’s awesome. So that mindset I really think helped us.

Jaimie Osborn:
A hundred percent.

Brent Daniels:
Do you think, Jaimie, that you knowing or being from there, kind of understanding the values was big? Because the toughest thing when you go into a new market or somebody’s thinking about going into new market is, is this a deal or not a deal? Right?

Brent Daniels:
I mean you don’t really know. It’s not in your backyard. You have to learn. You have to talk to other investors and get an idea, talk to your cash buyers, get an idea if you actually have a deal. Did it help you that you already knew?

Jaimie Osborn:
I wish I could say yes, but I hadn’t lived here for eight years. I was in Denver for eight years and so part of me wanted to… I knew the area, but I didn’t. I mean it’s eight years. You know, it’s changed. Even in a place like Wichita, Kansas, it changed. What I think helped was first admitting and being clear about what I did know and what I didn’t know and not pretending like I knew something I didn’t.

Jaimie Osborn:
Second was getting a realtor on our side to pull appropriate comps and then everyone that we talked to, we would just have casual conversations. We would be like, “Oh, my gosh. So-and-so bought a house. Well, where do they go? Really? Is that where…? Oh, so that’s where everybody wants to move.” It wasn’t interrogating. It was really just conversating with friends and families, and we jumped into meetings, real meetings, whatever. Because that was our only source of connection and we would stay late and just ask everything and get to know what was going on in the area and where people wanted to go.

Brent Daniels:
It’s critical and I love that you mentioned that you put a realtor on your team, right? Because, I mean that’s so huge. So, talk about that a little bit. When you approach this real estate agent, what do you say? Do you say “Hey, we’re new to this market, we’re going to give you some flips, we need some help, we’re going to refer your business?” How does it make it so that they’re on your team, and they’re really on your team, they’re really going to work with you? They don’t just say, “Yeah, I’ll help you out here and there,” but they’re really committed to you.

Jaimie Osborn:
Yeah.

Gabe Dominelli:
Well, we actually met this realtor off of BiggerPockets. We’re on BiggerPockets and we started-

Jaimie Osborn:
I started talking to him back in Denver before we were even sure that we were moving here.

Gabe Dominelli:
Yep.

Brent Daniels:
So you just picked up the phone and called them.

Gabe Dominelli:
Yep.

Jaimie Osborn:
I started calling everybody. Yeah.

Gabe Dominelli:
Yep, yep.

Brent Daniels:
It’s that easy. Yep. Okay.

Gabe Dominelli:
It’s funny because I was just on a phone with a lady this morning that she called me out. She has property here, but she called me out and said, “You know, you’re from the East Coast, you moved from Denver.” I’m like, “What is she talking about?” Then she’s like, “You’ve talked to me in May when we were about to come here because I started calling up a whole bunch of brokerages and I’m just seeing if we can get real estate agents on our side, if they have pocket listings, knowing the area, if we can work, do they work with investors, things of that nature.”

Gabe Dominelli:
But this guy, really good buddy of ours, now, he’s a younger guy, he’s probably in his mid-twenties but he’s an investor himself. He knows the area very, very well. So he would tell us where everybody’s looking to flip, what areas are good, what areas are not so good, what’s a good rental area, things of that nature. Now, he’s pulling comps for us on the regular. Because we don’t have any affiliation with him too much other than that, we pay him basically a commission every single month to pull comps whenever we need them.

Jaimie Osborn:
Now, because the volume has increased so much.

Brent Daniels:
Got it. Yeah, sure.

Gabe Dominelli:
Yep. So we pay him a hefty fee every month and we’re going to start using him for some flips that we’re going to be doing here in the near future, too, to list.

Brent Daniels:
Is it a percentage of what you’re earning on it just to almost be like your acquisition manager or your disposition manager, like a commission per, or is it just a flat fee that you’re paying him for the month?

Jaimie Osborn:
We’re paying a flat fee, and here’s why though. Kansas is a nondisclosure state and from what we found on the list of nondisclosure state, it is the nonnest nondisclosure place you can be at. I mean, we can’t get lists off of list stores here. I mean it’s super tight. So for us, we pay a flat fee and since we’re needing… What do you say? Probably five or several, I mean several a week. Now we just pay a flat fee just to pull the comps and the data and shoot it over.

Brent Daniels:
Awesome. Totally worth it.

Jaimie Osborn:
Yeah.

Gabe Dominelli:
Yeah.

Brent Daniels:
It’s totally worth it because you… I mean he might see something that you didn’t even know and then all of a sudden, it’s worth 10, 15, 20,000 more than you thought and you get this bigger spread. It happens every single time that I… If we have a deal that’s in a specific area and we know that there’s a realtor that just dominates that area, we’re reaching out to them every time, because a lot of times they have cash buyers too that are looking to do something in these areas. I mean it’s a fantastic relationship to have.

Brent Daniels:
You need to have a really good realtor or a whole stable of them on your team to be referring you their deals, to bring you cash buyers and to help you comp if you’re in a new market or if you’re trying to get your feet under you with wholesaling, with understanding valuations, and because it’s always moving, right? The market is always moving so you want to make sure that you’re on top of it. That’s what these people do all day long. That’s their job. So that’s incredible. That is incredible. Because you’re a nondisclosure state, so who do you call? Who do you guys call all day?

Gabe Dominelli:
All right. With a nondisclosure, it’s really weird. In this market, you can get the tax delinquent list. We can go to the courthouse. But as you say, I mean when you call people and they’re non-receptive really, I mean that list is beat up. So we get the tax delinquent list from the courthouse. I also get pre-probates from Tangie Cousins from Foreclosures Daily, so I get the pre-probates. We also drive for dollars a lot. That’s our main list here. It’s just that is an awesome list.

Gabe Dominelli:
I mean, in Denver, we were driving for dollars all the time and they were always on lists and like she said, it was just pounding my head against a brick wall sometimes. Here, they’re very, very receptive, and also, it’s not like they just gained $100,000 in equity in a year. So we find a lot of deals. I think probably 60 to 70% I think we figured the other day are from driving for dollars.

Brent Daniels:
I love it. Do you guys use an app?

Gabe Dominelli:
We use DealMachine.

Brent Daniels:
DealMachine. Yeah.

Gabe Dominelli:
Yep, yep.

Brent Daniels:
Yeah. We do, too. Did you have other people driving for you or are you guys doing all the driving?

Gabe Dominelli:
I am doing all the driving right now. We actually are just going into the Delaware market where I am, so we’re actually going to hire. We just set him up yesterday actually. It’s my, I guess you could say future brother-in-law who’s been in sales for years, and he actually wants to dial for us as well out there.

Brent Daniels:
Awesome.

Gabe Dominelli:
We set him up on DealMachine as well. But around here, it’s just me driving right now.

Brent Daniels:
How big of a market is it? I mean are you finding enough properties to keep you guys busy?

Gabe Dominelli:
Yeah. There’s about, I believe four to 500,000 in the Wichita Metro, so Wichita and then surrounding areas. It’s a pretty decent market, but also with this market, too, it’s… I don’t know if it’s just old school or what, just being in the Midwest, I’m not sure. It’s the first time I’ve ever been in the Midwest. So when we go to get code violation lists, it’s almost impossible to get a code violation list around here.

Brent Daniels:
Got it. Yeah.

Gabe Dominelli:
Oh, yes. To get pre-foreclosures and other thing on the ML or the Zillow or Redfin or anything like that or realtor.com, they don’t disclose that it’s in pre-foreclosure. The only way to find out that it wasn’t pre-foreclosure is if we’re cold calling like we are, or somebody calls you from a direct mail and however you’re marketing. Because once it’s foreclosed on, it’s foreclosed on. The bank got it. So when you see on Zillow foreclosed, the banks already got it.

Gabe Dominelli:
In order for us to get pre-foreclosures, we really… We don’t have that list, so we can’t. I don’t get that list. Another list that I do get though is we get an inherited list, which we just started on Lead Sherpa the other day, and that’s an awesome list. The other list that we get is absentee owner. So absentee owner, inherited, we do a pre-foreclosures or probate, driving for dollars and tax delinquent. Those are our five lists that we hit [inaudible 00:15:49].

Brent Daniels:
You mentioned a list there that I don’t think it’s talked a ton on the podcast, or if you guys are wanting to watch this and you’re listening to this, make sure you go to the Brent Daniels Real Estate YouTube channel so you can see everybody, but a pre-probate. Right?

Gabe Dominelli:
Yep.

Brent Daniels:
So explain to me what pre-probate is.

Gabe Dominelli:
Yeah, yeah.

Jaimie Osborn:
The pre-probates are, from what I understand, I’m not even quite sure I understand it to the extent that I should, are before they hit the next level of probate where things are filed for the heirs that are supposed to divvy it up or what have you. But also, from what I understand, and please, I mean you probably know more about this than I do, the reason that here in Kansas we have to get a pre-probate instead of the probate is again due to the nondisclosure. We don’t have the level of access to get that probate information. So what we’ve had to do is, for lack of a better way of saying it, those leads on a pre-probate list are fresh. These people may have passed-

Gabe Dominelli:
Like two days ago.

Jaimie Osborn:
A few days ago.

Gabe Dominelli:
Three days ago. They’re very recent.

Jaimie Osborn:
Yeah. We’ve had to develop a different system with that. Meaning once we get them in, I’ll go ahead. We don’t do any direct mail, this is the only time we mail, and I just print them out at home because it’s so few. We print and mail those just so they have them, and then we wait a week or two, couple of weeks-

Gabe Dominelli:
Two weeks.

Jaimie Osborn:
… before we actually call them because they’re so, so recent.

Brent Daniels:
Love it. Love it.

Jaimie Osborn:
So hopefully, yeah, we’ll get in there and get in front of their eyes. They have something. But I personally wouldn’t recommend, because before we didn’t know and I was calling pre-probates and it was just… A few different reasons. Number one, it’s really, really sensitive. It’s a very recent traumatic event and also it’s too soon in the process for them to even know what in the world is even going to go on.

Brent Daniels:
Well, plus once it hits the courts, now you’ve got all the time that it takes to get through to court. A lot of people talking to them, a lot of people getting in their ear, so you’ve got to build that relationship early on for sure, but I’m sure with your market, having 400, 500,000 people means you probably have 100, 150, 175,000 houses. As you’re driving around building up, you’re driving for dollars list, you’re going to catch a lot of those other lists as well, right?

Gabe Dominelli:
[inaudible 00:18:14].

Brent Daniels:
You’re going to catch some of those people that are in pre-foreclosure or you’re going to catch a lot on those people that are in probate or inherited or just vacant, vacant houses or multifamily. All of these types of things through driving for… Using the DealMachine app.

Brent Daniels:
Use TTP as a code and you get 10 bucks off a month. TTP codes for DealMachine. Check that out. You got to register online first though. So go on your computer. It’s not like just something that you can just get at app store. So check that out. So 60 to 70% of your deals are driving for dollars.

Gabe Dominelli:
Yep. Yep. And then the rest are from those lists that we… I’ll say this, too. We deal with Eric… Is it Torrente? [crosstalk 00:18:53].

Brent Daniels:
Torrente. Yeah.

Gabe Dominelli:
Torrente. Yeah. So we go to flipthisrealestatelist.com. That’s the place that we go that he has that data for Kansas. That’s why we go there because his data is really, really good, too.

Jaimie Osborn:
Yeah.

Brent Daniels:
Yeah. He’s got an army of VA’s that are up 24 hours a day. I don’t know how he does it. He’s got a little elves or something. I don’t know. It’s crazy. Well, let’s break down a deal. Let’s break down a deal. Do you guys have a deal that maybe it was challenging, maybe that was exciting. Maybe it’s the biggest deal. Do you have a deal in mind that we can break down so we can ring this bell?

Jaimie Osborn:
Okay.

Gabe Dominelli:
Yeah. We can go over the one we just did today. We actually closed on it earlier. It was one of the bigger deals that we’ve had in Kansas. You’re talking about pre-probate, too. This was actually off of a pre-probate letter that we called back and I left messages for, and she ended up calling me. I think I left five messages.

Jaimie Osborn:
So she’s had a letter at this point and five messages.

Gabe Dominelli:
And five messages. So it’s probably something that we’ve followed up on, and follow up is huge. I think it’s seven or eight touches before an average deal.

Brent Daniels:
Wow. That’s huge.

Gabe Dominelli:
Yeah. Seven, eight touches.

Brent Daniels:
Everybody listening. Don’t give up the fight after the first call. Keep it going. Keep it going. Keep it going. That’s where the magic happen. It really does.

Gabe Dominelli:
So we got a call back, I got a call back and this lady’s roommate passed away, and she had… Oh my gosh. How much stuff did she have? [Inaudible 00:20:20].

Jaimie Osborn:
I mean you’re talking a full first floor that you squeeze into and a whole bottom. It was a bi-level house, a whole bottom floor that was packed floor to ceiling.

Brent Daniels:
Perfect.

Jaimie Osborn:
Yeah.

Gabe Dominelli:
I mean unbelievable. So she passed away, deeded the property over to her, and that lady was just getting social security. She could not keep up with payments. She was about four months backdated. So this was a probate home. It was also a pre-foreclosure home.

Jaimie Osborn:
Which we weren’t aware of at the time.

Gabe Dominelli:
Yep. So a pre-foreclosure and a pre-probate and she called us up and said, “Can you look at this house? I don’t know what to do with it. I got your messages. I’m ready to sell.” So we went over there that day and looked at the house. I mean, the ARV on this house is around 135, 140 after repair value, after fixed up-

Jaimie Osborn:
Which all I can say here in Wichita, that sweet spot for a good first time homeowner is 120 to 180.

Brent Daniels:
Got it. Yep.

Gabe Dominelli:
Yep. So one is about 135, 140, and when we started talking with her, we basically tell her, “What do you want out of this? What is the perfect scenario that this would work out? How would you like this to play out?” Right? And really she just wanted some extra money to go and move on and didn’t know how much the house was worth.

Brent Daniels:
Is it free and clear?

Gabe Dominelli:
No. [crosstalk 00:21:51]. It actually had a mortgage on it for 55,000, right around there. So we just talked with her for, oh my gosh, probably an hour and a half to two hours we were there. She’s a talker and we ended up locking that deal up for $57,000.

Brent Daniels:
Incredible. You know what’s the craziest thing about it is? It was just timing. You just got her at the right time. Now she’s finally ready to make a decision. Right? If you’re there and you’re being proactive and you’re reaching out as often as possible, you know that this is a solid lead. You’re going to catch them, going to at least get your foot in the door to have the opportunity to give them an offer.

Brent Daniels:
Now they might want too much, they may want 57,000, so it’s… But you have to be in front of them. You got to be constantly talking to people every single day, leaving messages, planting the seeds, because those come back to you. They truly, truly do. So 57,000. What did you guys sell this thing for?

Gabe Dominelli:
Well, we sold it. We had a open house.

Brent Daniels:
Okay.

Gabe Dominelli:
That’s how we run things. We have an open house and she does all the disposition.

Brent Daniels:
Awesome.

Gabe Dominelli:
We both do acquisitions sometimes.

Jaimie Osborn:
But here’s your expert follow up. He’s a beast of follow up obviously.

Gabe Dominelli:
Once it gets locked up, she does dispositions and she throws an open house, does all the marketing for everything or a cash buyers list. We had an open house and we set it out for 69,000 and it sold for $80,000.

Brent Daniels:
Hold on just a second.

Jaimie Osborn:
We’ve been waiting for that one.

Brent Daniels:
So really interesting because a lot of people are probably wondering how the heck do you put it out at 69 and it gets bid up? This is the power of having the buyers there at the same time, right? This is the power of that. You know, you might not get this deal because look at all these other people. That’s the point of your open houses. Right? And you run that, Jaimie?

Jaimie Osborn:
I do. I mean it’s been a learning process, but now I just know we have a pattern and a method that we use and we go ahead, get it under contract, submitted the title, and then one day I’ll send out a MailChimp and I’ll post it everywhere. I make sure in there, people explicitly know, “Hey, there’s an open house and we only do an hour either from 6:00 to 7:00” or whatever. I send it out and then the next day I will sit through our buyers list and call them and I will [crosstalk 00:24:32] them.

Gabe Dominelli:
Call them. Yup.

Brent Daniels:
It’s so key.

Jaimie Osborn:
It is huge because even if you guys use MailChimp, you’ll go through there and look, and you can see your open rate and you can track all of those KPIs there and how people are opening it. But the thing is, is how many people I’ve talked to on the phone the next day have opened the email, but then they’re like, “Oh, well, yeah I opened it. I looked at it but I didn’t really look at it.”

Jaimie Osborn:
Then they’ll start asking you while you’re on the phone and then they’ll even go, “Hey, hang on just a second. I’m just going to open it real quick. Mind if I ask you a couple of questions?” And then you build a better relationship with your buyers. So for us, sometimes taking that second day, I’ll break it up in the morning and then in the evening or go two days back to back. It is worth it.

Brent Daniels:
It’s so worth it.

Jaimie Osborn:
It is worth it. Then we just really make sure, I just make sure to stick to my guns. I don’t take any offers or people do throw out an offer. I’ll say, “Hey, great. I really appreciate your offer. I’m going to keep that in mind. If you want to come out, I strongly encourage you to come out, I’d love to meet you. But as I’ve said, I stay true to my word. This is when we take offers by, if you don’t come out, I’ll keep you in mind. If it’s the highest and best offer, I’ll reach out to you.”

Brent Daniels:
Don’t your buyers get mad? I mean, don’t you have some that are in the market that are just like, “You’re either going to take this offer or I’m never going to… You’re not selling me a property.” Do they ever say that?

Jaimie Osborn:
I’ve got an attitude, you know. Not me, them, but nine times out of 10 you’re like, “I wonder if it’s a test or (b) they just had ran into that or they just want to throw it out.” But every once in a while you will get somebody that it’s like, “What do you mean? You’re not going to give it to me?” And I’m like, “Well. No.”

Gabe Dominelli:
The first offer is almost likely to be the best offer, dah, dah, dah, dah, dah. Yeah. They know. That’s no cash buyer employees, man. No way. No way.

Brent Daniels:
That’s right. That’s right. I love it. So that’s on the cash buyers you said. What do you say to the seller? What do you say to the owner when 30 people show up for an hour? I mean, sometimes I assume they’re there. I know that it’s always better if it’s faking and you get a lockbox on it or something. But-

Jaimie Osborn:
Yeah. I try and send them to dinner.

Brent Daniels:
Yeah.

Gabe Dominelli:
You do send them [inaudible 00:26:42].

Jaimie Osborn:
I do send them to dinner and sometimes you will have somebody that really wants to hang around, but if so, then I say, “Where do you like to go to dinner?” I’ll bring them a gift card and we’ll say, “Hey, don’t worry. We’ll give you a call if everyone’s out before… but we’re just going to have a bunch of people come in, inspect, take a look at the property. It usually takes about an hour. But if they leave soon, I’ll give you a call, but take your time. If not, I’ll hang around for 15 minutes till you get back.” Just make it more friendly and comfortable. But Gabe also does a key part, too.

Gabe Dominelli:
Yeah. This is huge. In the beginning, when you lock it up under contract, you have to let them know what to expect. You have to. Why do I know that? Because we didn’t before, and it can get a little confusing, you know? So I basically say, “Listen, here’s how this is going to go. During our inspection period, I’m going to have a couple of my contractors come in. I’m going to have an inspector come in. I’m going to have a couple of our partners come in and look at the property as well.

Gabe Dominelli:
We just want to make sure that it gets done a quick and easy for you. So we want to do this in one shot to get it over with. I’m going to let you know when that’s going to be and we’re going to set that date. I’ll let you know within 48 hours when that’s going to be. So at that time, you can expect all of us to come over. I’m not sure how many people that’s going to be yet, but I will definitely prep you and let you know.”

Jaimie Osborn:
Then at that point, Gabe will hand that lead over to the person, the seller over to me and I stay in constant communication so they feel overly prepped. By that time, now I’ve built a relationship with them and then they’re not going, “Oh, a whole bunch of weirdos. A whole bunch of strangers are coming to my house.” They’re going to go, “Well, Gabe and Jamie are coming to my house.”

Jaimie Osborn:
We also do a key part, too. If that person is going to be home and is not going to leave the property for whatever reason, [crosstalk 00:28:26] we’ll both come and one of us will be inside and the other person will stay outside. Gabe does a great job of prepping the buyers that come up and say, “Hey, if you have questions, ask me. Please do not go in. Please do not ask the owner of the property. Anything, if you have questions, please just take a look around and come back out. Ask me and we’ll get you taken care of.”

Gabe Dominelli:
If they start talking to the owner, I don’t play games like that. If they start talking to the owner, your offer is null and void. If you start talking to my seller and you start talking to other people, do your thing. Go in, inspect the property. You do this all the time. Go around, move out. Give me your offer by whatever time we say and that’s it. You start talking to the seller, start talking to other people. I’m not taking your offer. I let them know that. They should know that.

Brent Daniels:
Well, it’s just communicating with both the seller and your buyers. This is what we expect. This is the rules. You cool with that? Great. Show up. We love to see you. If your offer is the best, I’m excited to sell it to you guys. I’m excited to see what you guys do with this project or property or you keep it forever or whatever it is. It’s smoking deal. I’m excited for you guys. We’ll see you tomorrow. Right?

Gabe Dominelli:
Yeah.

Jaimie Osborn:
Right.

Brent Daniels:
It goes back to that certainty and kindness. If you have kindness and certainty in your voice and the tone of your voice, I mean you can communicate effectively with most people, right? I mean it’s just having that being real respectful to especially the seller, explaining to them what’s going on. Over communicating like Jaimie was saying, a hundred percent and people are fine. You know what I mean?

Brent Daniels:
People think too much. We hallucinate too much in this business. What’s the worst that can do? Or what fires do you have to put out? But really you can navigate the waters a lot cleaner if you are communicating every day, every other day, setting expectations and making it really smooth for the buyer and the seller. That’s our job. That’s what we do. We source opportunities and we make it as smooth as possible for it to get done and for everybody to be happy. That is phenomenal.

Brent Daniels:
So wrapping this thing up, guys, give some advice to people that are, maybe they’re in their first month, their first six months. They haven’t done a deal. They’re working hard. They’re trying to break through. They have these sales backgrounds and they’re like, “Why isn’t this working in this industry?” Give people some encouragement.

Jaimie Osborn:
Okay. I’ll start. I’m going to brag on him because he is the follow-up king. He is the one that’s on the dialer. But here’s what I noticed. By the time that we go to our first interaction, my first interaction with the seller is when I’ll show up on acquisitions with him, for whatever reason he might want me to be there, and the very first thing they say is, “I have talked to other…” Because he’ll always ask, “Well have any other investors look at this or anything?” And they’ll often say, “Well, yeah, I’ve talked to a couple people but you guys were the first people that I’ve let in my house.”

Jaimie Osborn:
Here’s why. Because Gabe, I know, I mean there’s no other explanation, has followed up, has followed up, has followed up, has called and said, “I know you were sick last week. How are you feeling?” And talked to him over and over and over and over again. He’s built such a strong relationship on so many different levels that by the time we show up there, I mean he’s got to fill me in on all the stuff that they [inaudible 00:31:42].

Jaimie Osborn:
So what I would say to somebody that’s struggling, that’s just been kicking butt and they do great in their own field is don’t expect a deal to come from contacting them one, two, three or even four times. Dig into that fifth or sixth time if you need to. Because like Gabe said, that’s where our deals are coming from.

Gabe Dominelli:
Yep. What I would give to people who are first starting out, you need to learn before you earn. You need to get in, and not only that though, don’t overlearn and over analyze stuff. You need to act. You need to act. Nothing gets done. You will learn after you act. You’ll learn more doing than you will sitting on YouTube or reading books or listening to another podcast and stuff like that.

Gabe Dominelli:
The number one thing though is you have to have an entrepreneurship mentality. You can do all these steps. You can do everything that they’re teaching you on from this program or from whatever else you’re watching on YouTube, any books. You can do it with an employee mentality and it won’t work for you. It won’t. You can do the same steps and the same things as an entrepreneur and an entrepreneurship mentality, and it’ll work for you because you’re not expecting.

Gabe Dominelli:
This business isn’t linear. Okay? It’s exponential. You’ll be doing stuff and doing stuff. It took us almost six months to get our first deal from the program on working with TTP. Well, I mean if you’re expecting a deal in like a month and you’re like, “Oh, my God, there’s nothing happening. The people are seeing success now.” It’s not what we’re doing now. It’s what we did a year and a half ago that we [inaudible 00:33:25] those roots and now you’re just seeing the fruit from it.

Jaimie Osborn:
Totally.

Brent Daniels:
Yep. Now you’re closing a deal every week.

Gabe Dominelli:
Yep, yep.

Jaimie Osborn:
Yeah.

Brent Daniels:
Incredible. I love it. I love what you said there, Gabe, because it’s the truth. Take action and have results. That’s your education. Stop this whole thought of getting educated in this. Take action. Get results. That’s your education. That’s the whole point of it. You know what I mean? It’s absolutely incredible. You guys are the best. I love it. This is so exciting.

Brent Daniels:
Well, thank you guys for being on the podcast. You guys were absolutely phenomenal. I think it’s going to speak to a lot of people that are churning and trying and working and doing it. I think you’re right. You got to keep it up. You got to keep it going. You got to keep your faith. You got to keep your mindset strong, and you got to cross that bridge from belief to fact, and then all of a sudden, all those efforts, all the…

Brent Daniels:
It’s the law of cause and effect, right? You’re putting all that cause and you’re having all these conversations. You’re doing all the right things and then all of a sudden it starts breaking through. So, so glad to finally get you guys on the podcast. It was absolutely wonderful. Thank you, guys.

Jaimie Osborn:
Thank you. We really appreciate it.

Gabe Dominelli:
I appreciate it. Thank you, Brent. Yeah.

Jaimie Osborn:
Yeah.

Brent Daniels:
Anybody out there listening. If you are interested in joining the most proactive group in real estate investing, it is the TTP family. Go to wholesalinginc.com/ttp. Check out what the program is about. Check out all the testimonials. If it feels good in your gut, sign up for a call. We’d love to work with you personally.

Brent Daniels:
That’s it. That’s the show. You guys are amazing, and I encourage everybody listening every single time to go out and talk to people. Love you guys. See you.

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