Posted on: February 07, 2020

For two tenacious rhinos, the journey from fear to faith has not been easy. However, the monetary rewards and the valuable lessons they learned along the way has made the journey truly worth it.

Rashad Green and Jon Sandhu are two rockstar rhinos from Fort Worth, Texas. While the two business partners have finally gotten their first ever deal, it took them 5 months to make it happen!

Fortunately, while they encountered challenges and setbacks along the way, Rashad and Jon had the right mentality and chose to keep pushing forward.

In today’s episode, discover the step-by-step guide they used to find their first deal. More importantly, get an insight into their mentality so that you too can move forward in faith!

Key Takeaways

  • What doing wholesaling on the side looks like
  • Some of the frustrations they experienced the first few months
  • How praying helped them
  • Lead channel they used to find their first deal
  • The quickest and most efficient way for them to get the mailers out
  • Why knowing one’s market is crucial
  • The important lessons they have learned along the way
  • Why having a high sense of urgency is key
  • Why it pays to have a proactive approach
  • How they marketed the deal to their cash buyers
  • How much they made from the deal
  • Game-changing books they’d recommend to the listeners
  • What they’d do differently/the same knowing what they know now

RESOURCES:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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Episode Transcription

Cody Hofhine:
You’re listening to another episode here at Wholesaling Inc. my name is Cody Hofhine, I’ll be hosting today’s podcast episode and I’m super excited to be with you guys as I am every single episode because this is where we break down wholesaling. So for those of you that are new to the podcast, I first of all want to welcome each one of you to the podcast. And what we’re going to be talking about is wholesaling. Wholesaling is just simply the art of finding a deeply discounted property that you can then turn for a huge profit.

Cody Hofhine:
And there’s so many ways to do that. So many times you can just do a simple assignment. You could maybe fix and flip it yourself, you can keep it as a rental. Really the exit is your choice. But if you can simply locate those deeply discounted properties in your area, which they do exist, you can make a good amount of money in real estate.

Cody Hofhine:
So that’s what we’re going to be talking about today. I have two rock stars that just recently just did their first deal in Fort Worth, Texas. And they’re going to be sharing step-by-step what it is that they did to get this deal. So what I want from each of you, Rhino Nation, all of our listeners right now is get out a pen, get out a piece of paper and get ready to jot down some actionable items. Really jot down the gold nuggets that they’re going to share with you because they’re going to share with you again, step-by-step how they did this deal.

Cody Hofhine:
So today I have Rashad Green and Jonathan [Sondue 00:02:25] and they’re rocking it out. They’re at the point where they did their first deal and now you’re going to see this just snowball where it’s going to get into multiple deals. So Rashad, Jonathan, how in the heck are the two of you doing today?

Jonathan Sondue:
Super exited.

Rashad Green:
Doing good.

Jonathan Sondue:
Yeah, super excited to be here, man. Thank you so much for having us.

Rashad Green:
Thank you very much.

Cody Hofhine:
You are so, so welcome. Gentlemen, this has been awesome. You’ve been in the tribe for a little over, what has it been about four or five months?

Rashad Green:
Mm-hmm (affirmative).

Jonathan Sondue:
Yeah. Since July.

Cody Hofhine:
Okay, well let’s talk about maybe right out of the gates. First of all, what are maybe the backgrounds for each of you, so each of you could take minute to kind of share your background of what you were doing before you got into wholesaling and maybe share are you guys doing this full time? Are you doing this part time and let’s kind of get to know the two of you.

Jonathan Sondue:
Okay. Do you want to go first for Rashad?

Rashad Green:
Yeah, I can jump in here. So before I guess we got together, me and Jonathan, I have a background a little bit in wholesaling. I was a real estate agent for about seven months. I didn’t like it, worked for a wholesale brokerage where I learned the business for about two years, left there because I didn’t quite get the commission splits and things like that and talking with a friend one summer as I was working for the State of Texas as an investigator, I realized that I could probably try to venture out on this on my own, although I didn’t know enough. There’s some things, there’s some little pieces I didn’t know.

Rashad Green:
And so a year later, this January, my parents, they were moving. They came to me so I actually wholesaled their house. And so I did it on my own, kind of just dove in there and not really knowing everything I was doing, really calling a lot of people that were still in the business, asking them questions. And then during that same time I actually had lunch with Jonathan and we were talking about the wholesaling. There was a series of events and during the summer we got together and then jumped into the Rhino Nation together.

Cody Hofhine:
That’s awesome. Jonathan, tell us a little bit of background on you.

Jonathan Sondue:
Yeah, so I’ve been a mortgage loan officer for the past four years. So basically high sales, just building rapport with people kind of a little bit I guess education and real estate a little bit from the side of the financial standpoint. But I got interested in wholesaling probably last year sometime. Just looking at different ways to invest in kind of the same story that a lot of people have. Watching YouTube videos, listening to podcasts, just trying to find another stream of income, another source of income and like Rashad said, I knew that he had some background in it, so we set up a lunch and he was in the middle of his deal with his parents. And so yeah, he gave me a book to read, started reading it, still tried to watch a lot of YouTube videos, listen to a lot of podcasts, try to find as much information as I could online.

Jonathan Sondue:
Then a few months later we found Wholesaling Inc and just digested as many podcasts as I possibly could. I think at one point, I was listening to a different one every day just to kind of catch up to real time with you guys. But definitely as far as getting into wholesaling with Wholesaling Inc, I’m the kind of person like, I like to do all the research and I sort of get stuck there. I think you guys call it paralysis analysis. I always have been afraid to sort of step out and do something before I knew everything about it. And so it was definitely a step of faith joining the Rhino Nation and getting into wholesaling, but-

Cody Hofhine:
That’s awesome.

Jonathan Sondue:
… so glad that I did.

Cody Hofhine:
Awesome. And do the two of you do this full-time or part time?

Jonathan Sondue:
Part time. So I still have my mortgage job that I do during the day. And then Rashad you can say.

Rashad Green:
Yeah. I work full time at a ministry. Then I’m also in Bible college so I do this part-time as well.

Cody Hofhine:
Okay. So doing this part-time, what does that look like? Because I think there’s plenty on here that probably have the same background in the sense of maybe not exactly what it is, a mortgage officer or in the ministry, but they have a background where they’re working 9:00 to 5:00 maybe and they’re trying to figure this out part-time, doing it something on the side. What does that part-time, what does that on the side look like?

Rashad Green:
Work, so-

Jonathan Sondue:
It’s [inaudible 00:06:24]. Just trying to [inaudible 00:06:26].

Cody Hofhine:
That’s awesome. It’s work.

Jonathan Sondue:
I think it boils down to the decision, Cody. I think if you make the decision that you’re just going to make it work no matter what. And Rashad and I were talking about this earlier this week in basketball, there’s a thing I hear commentators say, “Oh that guy just stuck his head down and decided to make a play.” I think that’s kind of mindset you have to have if you’re going to work full-time and try to fit wholesaling in part-time.

Jonathan Sondue:
For us that was about 12 to 15 hours per week between the two of us. So we kind of work six, seven hours a week, each one of us. And so we were able to split a lot of the tasks that we… all the instruction that we were getting from Wholesaling Inc. So that may be a little bit easier, but it still was at the end of the day trying to find an extra two hours a days, it can be a little bit difficult when you got a whole another job that you’re working on.

Cody Hofhine:
I mean elaborate on this because I feel like this is where the rubber meets the road. I think there’s individuals everywhere that want to do this. They want the hopes of it that it could work for them. They could wholesale their first deal, they could get involved in real estate. Maybe build this to a point where they could do it full-time, but there’s big decisions that the two of you made of getting involved in this in the first place. But second of all, taking the action that it takes to do it. This is not easy. I don’t want to pitch this ever in the sense that, oh you gentlemen, was this the easiest thing in the world? Was it not just so easy?

Cody Hofhine:
I know you guys would sit in there and laugh like, no, it’s not like here you are doing this for five months to get your first deal. It takes time. It takes energy, it takes action. And then Rashad you probably said it best, it’s work. Tell me some of the common frustrations you faced early on.

Rashad Green:
I think for both of us, what really helped me is we would really rely on each other a lot, especially in some of those first few months we had a couple of deals, deals didn’t work out, contract fell through, we couldn’t find a buyer and things just weren’t looking great. And then as you know, different timers, strengths on each one of us for different reasons. There’s really keeping each other encouraged and so we’d have weekly meetings and really one thing we keyed in on probably worth three months, and Jonathan correct me if I’m wrong, I know we started to just kind of turn things around as far as not just working practically and just continue with what we know you guys are telling us to do. But we also applying not just our [inaudible 00:08:47] face, but also praying over where we wanted to be-

Cody Hofhine:
That’s awesome.

Rashad Green:
… and where we wanted to go and so things started to change and we started to get deals and it was more promising and more promising all the way till we finally got one close.

Cody Hofhine:
That’s awesome. That is a true, true story of faith right there. I love hearing that. The fact that you involve prayer into it, I just think you can never go wrong involving someone that probably knows the whole plan, right? This is a masterful plan that the two of you are creating. So you go out there, you go through some of the struggles that just entrepreneurship in general brings, but you go forward with faith, you keep pushing forward, you keep taking the necessary actions.

Cody Hofhine:
And let’s go through this now that we kind of have a background of what this looks like. Let’s go through and break it down for our listeners today about this deal that you just recently did that just closed and let’s talk about right from the beginning, what was the lead source, what was the lead channel that you used to find this lead and however the two of you want to split this up so that you guys can share the story would be perfect.

Jonathan Sondue:
Yeah, I’ll take the front end because that’s kind of what my role is here is doing the marketing and then meeting with sellers. So we had picked the unknown equity lists from ListSource. That seemed to be what spoke to us the most and was the quickest way. I know there’s a lot of other lists that you can get from the County and you can just kind of track them down yourself. But ListSource seemed to be the quickest, most efficient way for us to start getting mailers out.

Jonathan Sondue:
I wanted to get mailers out as soon as possible. I didn’t want to try to track down a VA to data mine all these different different lists. But I wanted to get them out as quickly as possible. And so we started right away right when we were instructed to from you guys at Wholesaling Inc, got the unknown equity list started doing the mailers. I’ve got them on a weekly rotation and to be honest with you, I actually had a bunch of calls, dozens of calls coming in, some of them were viable leads, some of them weren’t. Unfortunately we actually did get under contract with one house and it fell through. We couldn’t find a cash buyer for it and it was a really big learning lesson for me.

Cody Hofhine:
What do you feel like that was, when you say you dint have cash buyer, before you even get to that lesson, do you feel like it was not enough cash buyers or do you feel like it wasn’t under contract at the right price? What did you feel like led to that?

Jonathan Sondue:
Well, it’s about knowing our market and I think we still hadn’t fully learned everything we need to know about our market. But you guys’ motto, progress not perfection. That was a prime example of it. If we had just been too afraid to get under contract, we wouldn’t have known that this specific house in this area is kind of on the outskirts of Fort Worth. It had a little bit of land, which in Fort worth, if you’re inside the city limits, a lot of the houses are just standard three bedroom, two bathroom and kind of a normal neighborhood. But this one was a little bit outside of that area. And there’s a lot of areas around us that have acreage and maybe a medium sized house or a small house but have acreage.

Jonathan Sondue:
And so this one did. And once we did get under contract and we noticed that there wasn’t as much interest, it’s like the investors in Fort Worth, they didn’t want to pay what we thought was a normal percentage depending on the AV, what our builtin profit was supposed to be.

Cody Hofhine:
Sure.

Jonathan Sondue:
So it should’ve been priced way lower because it had acreage and it was a little bit further outside of the city. So I think for me it was about knowing the market, SLS and I learned that.

Cody Hofhine:
Rashad, is there anything you want to add to that, that you felt like you guys learned from? Because I think what’s crucial that everyone understands that is listening to the podcast today is our mistakes and our failures actually lead us and guide us to become better individuals, savvier individuals, better entrepreneurs. And it’s not our wins that teach us our best moments. It’s actually our losses that teaches our best moments. So kind of elaborate what are some of the things that you learned from this?

Rashad Green:
Yeah, I agree with Jonathan and this deal has showed me some things, having done a few deals before and seeing how it worked, I guess in jumping in this, we were just so ready to get one done, but in doing it and kind of seeing how it worked it panned out towards the end, we were like, man, some things just didn’t line up in the feedback we got from it. It was a learning [inaudible 00:12:57] for both of us and they had really prepared us for the closing of the one deal we just did and we kind of knew what to look for, what we needed to make sure the numbers arrived, what we need as far as a cash buyer list.

Rashad Green:
I think our cash buyer list at that time, we were just probably around 100 Jonathan?

Jonathan Sondue:
Yeah, it was probably around 60 or 76 then.

Rashad Green:
60 or 70 yeah, so we didn’t have a lot yet. We’re still working on that and all those kinds of factors, which kind of has let us know when it ended. We all okay with this. Let’s not stop here. Let’s get over it as quick as we can. Let’s keep moving and keep working towards our goals.

Cody Hofhine:
I love it. I love, so even though you had some early on hiccups, you didn’t allow them to take you down. You just kept moving forward, which I think is crucial because we’re all going to face those challenges. Every one of us face our own challenges, our unique struggles. They’re not there to take us down. They’re not happening to us. They’re happening for us to make us just stronger individuals, better individuals. So I love this. Let’s break this down. So you’re sending out direct mail, you’re sending out to unknown equity about how far into this did you come upon this lead that we’re going to be talking about today, that for the deal you closed.

Jonathan Sondue:
Yeah. So that lead bestseller calls about, was three, two and a half months, maybe three months into after we had started sending the direct mail, which during that time I do have to say, because like you said, well I don’t want to give anybody the wrong impression. Like it was just a cakewalk that we went on a lot of appointments. I mean tons of appointments. We went to a bunch of people’s houses. I’ve sent, I don’t know, maybe a dozen contracts as offers. So it wasn’t like we were just sitting around waiting for the mailers to call us. We were actually going out and marketing and doing all those things and actually putting in offers on houses. But this one came in from the unknown equity lists and immediately, the day, I think he had texted me on a Saturday and I called him the next day and he wasn’t willing.

Jonathan Sondue:
He lived out kind of on the outskirts of Fort Worth and this one was in Fort Worth. I went through the scripting and everything and the questions about rapport over the phone and he didn’t want to meet me at the house whenever I wanted to set the appointment. He’s like, “Well, I just, I don’t want to drive. That’s over 10 miles from my house.” I started laughing. I was like, “Well, okay, I guess I’ll just drive by.” And he’s like, yeah, you can just look in the window. So I drove by, I got off the car, looked in the windows. What had happened was he had been renting it to his sister and brother-in-law and he had bought the house 30 years ago. They had been renting it for almost that whole time. His sister passed away a year ago and his brother-in-law was living in the house.

Jonathan Sondue:
And obviously if you’ve never been through that kind of experience, I actually have been through a similar experience. So I was able to build a little bit of rapport with him having a family member that passed away in a house. And it’s really, it’s an emotional thing because not only do you have memories of that person in the house, but now you have to go through, sell it and get rid of it. So I think his motivation was very high because of that. He called me on a Saturday. The brother-in-law had just moved out two days before.

Jonathan Sondue:
So I think it was just an emotional thing for everybody involved. And so I drove by the house, looked at it. It was completely stacked full of garbage and clothing and it was just packed out. I guess the couple there had been a pack grab, but I can’t speak to what kind of emotional state the brother-in-law wasn’t in when he just packed up and left. But you can definitely tell that the house had been rundown. It was in really poor condition. It basically is going to need to be rebuilt from the ground up. But I went and looked at it on a Monday. I called him that afternoon. He wasn’t available. I called him back the next morning at about 9:30.

Jonathan Sondue:
Listen Cody, this is how important or high sense of urgency is that you guys talk about. I called him back on 9:30 on a Tuesday morning and I said, I’d like to buy your house. We discussed the numbers, I built a little bit more rapport. We talked about the numbers again. He wanted 50 for it. I offered him 35, we went and forth for a little bit. We wound up settling on 40,000

Cody Hofhine:
Okay, and at that moment were you already thinking, yes, this is a deal or because of the condition, were you also thinking, well I hope it’s a deal?

Jonathan Sondue:
No, we were both pretty confident. Rashad and I had run numbers during the day, that day on Monday and we were pretty confident that we were going to be able to turn it over for a profit, yeah.

Cody Hofhine:
That’s awesome. That’s awesome. And Rashad, you probably have, and it sounds like you have, even with experience that you’ve had in real estate in general, you are probably pretty sure about the numbers and everything. Are you guys talking to each other often saying, “Yeah, I think we could do this deal,” or is it something just on the spot you’re like, yeah, I think this is going to work and let’s do it.

Rashad Green:
We run everything by each other. So, obviously-

Cody Hofhine:
That’s awesome.

Rashad Green:
Jonathan will come me or I’ll call him or we’re texting, hey, you got a minute and talk about this deal and we’ll jump on it together and kind of look at it. And when he ran the numbers by me, he’s kind of… I literally heard the numbers, ARV, repairs, and then the price point we’re getting at, that’s a do. That’s a deal.

Cody Hofhine:
I love it. I love, so you are already ready. You’re like, let’s do this, let’s do this.

Rashad Green:
Yeah.

Cody Hofhine:
So you get the home under contract from there. What did you do? You said, you had about what 50, 60 cash buyers. What was the process to start getting over this contract to people to start to see?

Rashad Green:
Well, actually before we dive into that, Cody, I just want to say one thing because I think it’s so important for people that are listening to this podcast to understand how a high sense of urgency, how important that really is. Because-

Cody Hofhine:
It’s crucial.

Rashad Green:
Yeah. I’ve heard Tom say this before on another podcast, he said, “Everybody’s sending postcards that everybody’s putting a bandage signs, you know, but the people that are making the most money and actually doing business are the ones that have a high sense of urgency because in any industry, whether it’s real estate or home depot or whoever it is, if you don’t get a call back, if that person that you want to do business with, if they’re not calling you back and you know, being proactive and taking an active step to reach out to you, that customer is going to go and find somebody else.

Rashad Green:
This is a perfect example of this. I called the seller back at 9:30 in the morning and I said, “We worked out the numbers and we set up a time for us to meet together.” I had to meet with them. They didn’t have internet or computer or anything. I had to meet with them to actually sign the contract. Plus I wanted to meet him face to face and give him the option money and all that stuff.

Rashad Green:
So we set up a time at one o’clock just a couple miles from his house. Si I wanted to do it to where it was super convenient for them, so I drove about 35 minutes to where they live to a diner. We meet this diner at one o’clock they’re drinking coffee. I get out the paperwork, we chit chat for a minute. I started going through the paperwork and sign the contract with them. As we’re signing the contract Cody, another wholesaler calls them.

Rashad Green:
Apparently they had put out feelers to sellers that put out feelers to different investors and maybe another wholesaler got ahold of it and called him. As we were signing paperwork, the wife picks up the phone and says; because it was a husband and wife that were signing with me, the wife picks up the phone and says, “Oh, I’m sorry we’re actually here with another real estate investor. He’s buying the house from us. We’re signing the paperwork right now,” and I guess whatever he says, he tries to maybe backtrack and say, “Well, you how much are they going to pay?” Can it be blah blah blah.

Rashad Green:
She looks at her husband and her husband just shakes his head and says, “No, no way.” He starts waving his hands, “Nope, we’re already working with this guy.” And he points at me.

Cody Hofhine:
Wow.

Rashad Green:
That was such a huge lesson for me because if we’re not calling people back, if we’re not taking a proactive approach, if we hadn’t set that appointment up at one o’clock, if I set it up for 1:30, I don’t even know if we would have had this deal. So I just had to say that before we go [inaudible 00:20:35].

Cody Hofhine:
No thank you for taking the time because that detail is huge. That is the difference of literally closing a deal and not closing a deal. And furthermore, it prolongs that faith promoting moment where you’re like, “Man, is this going to work? Is it going to work for us? I mean is wholesaling even going to work for us. Is it going to be something we can even do? Can we even get a deal?” And now you don’t go out at the right time. And now that journey takes longer to accomplish, that moment of getting the deal takes longer and every day that goes by it starts to make you question yourself a little bit more and there’s no need to question the fact that you just went out there and just act. The speed of implementation act, act, act. How fast are you going to execute? You need to get out there because speed is of the essence.

Cody Hofhine:
So thank you for sharing that because I think that is something that absolutely needed to be shared and everyone listening is now a better wholesaler or going to be a better wholesaler after hearing this because too many times we do sit too long. So thank you for sharing that.

Rashad Green:
My pleasure.

Cody Hofhine:
Let’s go into this. So you get the contract, you have a guy call right during the time, tried to take the deal from you guys. The guy is like, nope, we’re not doing it. We’re going forward with these individuals. What does that look like? For now the timeframe you put together the contract, how are you marketing this out to cash buyers? What was the timeframe to close? Let’s kind of tell a little bit of details there.

Jonathan Sondue:
You can go ahead Rashad.

Rashad Green:
So yeah, so after that Jonathan called me, let me know this is going to wrap some things up. Once he got back home and I was ready to go. So at that point he kind of passed it to me. I then got the marketing out to all our cash buyer list that we had and had built up to right around 120 something and we sent that out to those folks and it got immediate response. He was hard calling Jonathan pretty quickly and reaching out to me.

Rashad Green:
I was calling some other folks I knew they might be interested and then so we set up a showing later that week. I want to say Jonathan said he had about nine folks show up to the showing, who would call up on inspection day. We knew we had a deal because of the amount of response we were getting a lot of people calling a lot of people texting.

Rashad Green:
So we knew the numbers were pretty right on for what people were paying for the area we got the house in and so from that point on, it was pretty much all downhill. Once we got the deal going, I think we had about three people on the pod as far as who gave a good offer. We took the highest offer, which was another learning experience for us as well. And in the highest offer, the gentleman who won out offered us 53,500 if I’m not mistaken. He was using a hard money lender, which we didn’t ask the question and going in if he was paying cash and or hard money, which was another learning experience for us just because we were just so excited and kind of getting the deal working and titles working and everything’s kind of moving along.

Cody Hofhine:
It’s like a kid at Christmas. He’s like, ‘Yeah, let’s see if Santa came. Let’s roll.”

Rashad Green:
Yeah. We’d got that far. And then from there, pretty much getting ready to go into closing, and Jonathan you can pick up from there.

Jonathan Sondue:
Yeah. So we’re about a week out from closing. We were supposed to be closing and the the cash buyer, like Rashad was saying, he wound up backing out because his hard money lender didn’t like the deal. And so we kind of had to go back to the drawing board and go back to our cash buyer list and find out if those people that I originally made an offer with us still be interested in it. So we went back and forth with a couple of different ones and we wound up landing one. One of them wanted to buy for $48,000 so we were still going to come out with a good profit, getting an under contract for 40, and then from that point actually was pretty simple. It just was a matter of coordinating with title and moving everything over.

Cody Hofhine:
That is awesome. So here’s the thing I want to even maybe add a little more perspective too is when that individual backed out, what were the thoughts going through your head at this time? Were you thinking yet again? Like, “Ah, man, like is this ever going to happen?”

Jonathan Sondue:
Yeah.

Cody Hofhine:
Did this start to wear and tearing on you at that moment?

Jonathan Sondue:
I definitely, for me it was. Me and Rashad were talking about this earlier this week. I mean you hear everybody else say they get their first deal, it’s under contract and you go through with the process and there’s this little voice in the back of your head saying there’s no way this is for real. This doesn’t happen for people like you. This is for somebody else. You can’t succeed in doing this. And so the whole time, it was extremely stressful to be real honest with you, Cody. I was very stressed out the entire time-

Cody Hofhine:
Sure.

Jonathan Sondue:
From the time that we signed the contract all the way up till the time that we cashed the checks. Because, especially in the industry that I’m in, as the mortgage lender, there’s all kinds of things that are out of your control. There’s just certain aspects of the sale that I can’t control. So I was kind of looking at it this way on the wholesaling side is there’s so many variables that are out of my control. What if this happens when the seller backs out, what if the title finds a lien that the seller didn’t know.

Cody Hofhine:
Sure.

Jonathan Sondue:
Which actually did happen and they wind up clearing it up. And so, I think everything that could’ve gone wrong possibly popped up on this deal. But for me especially when that cash buyer fell out, I’m like, “We’re out of our option period now. So I guess I’m just going to have to buy this house cash and flip it myself.” I was really stressed out about it.

Cody Hofhine:
Sure.

Jonathan Sondue:
But thank God that everything did work out. Which was amazing.

Cody Hofhine:
Well, let’s put the numbers to this. So you put on a contract at 40,000 and then you sold that for 48,000, is that correct?

Jonathan Sondue:
Yes.

Cody Hofhine:
Okay. So on that deal and then it sounds like a guy fell out. My guess is [inaudible 00:26:12] money was hard. So you kind of made some money on that end as well, but total, what did you make on this deal?

Jonathan Sondue:
We made a total of $9,600 [inaudible 00:26:20].

Cody Hofhine:
9$,600. Now you gentlemen know what’s going on. We do this every podcast and now it’s for you to hold on one second.

Jonathan Sondue:
Finally.

Cody Hofhine:
Finally he says, I love it. So there is the victory bell for two incredible rock star tribe members that went out and got their deal. It took time. I want to make sure that everyone understands this. It just doesn’t happen overnight. Yes, it could, Maybe, but this is a real story right here. Fort Worth, Texas. It took them about five or six months. Is that correct?

Jonathan Sondue:
Right at five months.

Cody Hofhine:
Right at five months to get this done. Now moving forward, here’s what I do want to ask. You go through these. These roller coaster moments of you’re excited and then you get depressed again. You get excited, you get depressed again, you have these moments, but now that you’ve done a deal, what does this do to your spirits? What does this do to your momentum going forward?

Jonathan Sondue:
Well, it’s total confidence. Yeah. I mean there’s a scripture in the Bible that says faith is being fully persuaded that what you believe is going to happen. For me that’s the biggest thing that’s happened here. Obviously, you have to have faith to believe in something that you don’t see. But like you said, now that it’s gone through from faith to fact, we’re in a completely different realm now. It’s something that’s definitely attainable. Definitely possible. And reproducible I should say as well. Because there is, the way that you guys coach us and train us, it’s basically science. We just have to go through the process. I think if you can get past that initial… There’s a quote that Zig Ziglar used to say that I love and have adapted for myself.

Jonathan Sondue:
“You don’t have to be great to start, but you have to start if you want to be great.”

Cody Hofhine:
So true.

Jonathan Sondue:
And so for me a lot of times that paralysis analysis has stopped me from doing things that I know that I could be good at. But it’s like I don’t even want to step on unless I know I’m going to succeed 100% of the time. In reality, even our failures can be and they are opportunities for us to learn from. And so for me, closing this first deal has just been life changing. For me [inaudible 00:28:33]-

Cody Hofhine:
That’s huge. Rashad, what do you want to add to that? Because that’s huge. That’s huge, Jonathan.

Rashad Green:
Yeah, I agree with Jonathan. I mean I used to play football and so for me it made me think of tour days. In the summertime and you-

Cody Hofhine:
Oh, the brutal tour days.

Rashad Green:
… are practicing. And if you can get past that and really key in on just the conditioning and the workouts and the strength training and the playbook and learning what’s going on. When you get to the games, you’re more well-prepared because you stuck with it and got through there and I think it strengthens you. And if you stick to that same regimen over and over again, you can duplicate it there, like Jonathan says, and just continue and continue with it. It does create a snowball effect. It does create an opportunity for you to say, “Okay, I can do this, we can do this and there’s more to come.”

Cody Hofhine:
I love it. I love it. You gentlemen are rock stars before ending, we always ask two questions now because there’s two of you. I want to get both of you to answer each one. So let’s start with the first one. First one is what book have you read recently that’s been game changing in your life and Rashad, let’s start with you, that you would recommend with Rhino Nation, the listeners right now.

Rashad Green:
Man, that’s that’s a good question. I’m reading a lot of books right now because I am in Bible college as I said, so we’ve got a lot of things on my plate on that regard. But if I had to read one that I would recommend and I don’t think it’s ever been recommended before, but actually just handed out to somebody, it was on my mind is the Authority of the Believer.

Cody Hofhine:
Authority of the Believer. Yeah, tell me a little bit about it. Why?

Rashad Green:
Authority of the Believer it’s by a Kenneth E. Hagin and it’s about basically knowing your authority, knowing your place, and taking your dominion. I think if you know that, knowing who you are and knowing who you are in Christ. I am a Christian, so I believe in Christ and believe in being like he is and just because like he is, I am. And if I know that, then I can take that same opportunity into the workplace, into the business place and enter the wholesaling. Where we’ll start to see those things manifest because I’m taking the dominion in my place in my sphere-

Cody Hofhine:
That’s awesome.

Rashad Green:
… of [inaudible 00:30:31], as you would say.

Cody Hofhine:
That’s awesome. I love that Jonathan.

Jonathan Sondue:
Yeah, Cody. I’m a Christian too and I read a lot of great Christian books, but I’m going to actually throw out a non Christian book here because it’s helped me on both sides and really in life in general. Because Rashad and I have, have a mission statement for our business and that’s to serve as many people as we can in this industry. And so the book I’m going to throw out there is called Mr. Schmooze and it’s by an author named Richard Abraham.

Jonathan Sondue:
It’s an allegory about basically it’s like the top dog salesman of all time going around and connecting people and serving people. And so for me, that book has really spoken to me in so many ways because I think in order to be successful, you got to put in the work, you’ve got to make the decision. But at the end of the day, of course you got to make the numbers work.

Jonathan Sondue:
But at the end of the day, if you can’t build rapport with people because you genuinely are interested in them, then you’re not going to be successful. Rashad and I built our business on this principle that we’re going to serve. Jesus said, “I came to serve and not be served.” So I think a lot of times if we had just only gotten stuck in that mode of well, how much money are we going to make off this deal? How much money are we spending? Just looking at the numbers or just looking at the logistics of it without saying, let’s see how many more people we can serve. Are we going to be able to serve this seller? Are we going to be able to help this seller? Are we going to be able to help this cash buyer and looking at it that way. And that’s one of the books that’s helped me-

Cody Hofhine:
I love it.

Jonathan Sondue:
… just called Mr. Schmooze.

Cody Hofhine:
I love it. I love it. Now for the final question, knowing what you know now, looking back, what would you do differently or maybe what would you have done the same? Either way you want to answer that. So what would you have done differently or what would you do the same knowing what you know now?

Jonathan Sondue:
You can go ahead Rashad.

Rashad Green:
Okay, good deal. Good deal.

Cody Hofhine:
Good. Jonathan’s like give me a minute. So Rashad, take the bullet, brother.

Rashad Green:
I think for me what I would have done differently is probably I would have, if I’d have known about what you guys offer as far as the coaching and the training and even teaming up with Jonathan, I would have done that sooner than later.

Cody Hofhine:
So meaning you would have got into wholesaling sooner or you would’ve got into a partnership sooner. Expand a little bit on that?

Rashad Green:
I think the whole thing, I think what you guys offer in Wholesaling Inc as far as the curriculum, again, my background, I worked at a wholesale brokery, so I knew a little bit about the business, but again although some pieces I didn’t get in working there as a licensed agent, as a licensed real estate agent. I think what you guys offer, if I’d have known some of those pieces then because you kind of help connect some dots.

Rashad Green:
And Jonathan can testify this. When we met, I was in pieces, so I didn’t have answers to. Just because I didn’t have that knowledge. Even in watching some YouTube, even reading some books, there’s still some pieces I wasn’t getting. I think what you guys offer, and then also with Johnson skillsets, we play off each other in those areas in age, it’s kind of it’s a good mesh to where things are able to flow freely. It’s a smooth process and so that’s my take on it.

Cody Hofhine:
I love it. I love it, Jonathan.

Jonathan Sondue:
Yeah, I’m going to piggyback off that same idea, Cody. I think for me, and I think Tony Robbins has alluded to this, but if you can sit down with the best basketball player in the world and learn everything that you can from them, would you do it if you want to be a good basketball player, would you do that with any person, any specific industry? Well, yes, obviously if you want to be the best at what you’re doing, you’re going to do that.

Jonathan Sondue:
I think for me, you know that that quote I said, “You don’t have to be great to start, but you have to start if you want to be great.” That’s helped me so many times because if you’re looking at, well I want to be the best at this right now, that doesn’t necessarily need you to do that overnight. You’re going to need somebody to teach you. You need somebody to train you how to do that. You’re going to need a coach. The best basketball player in the world still has a coach.

Jonathan Sondue:
So for me, I think listening to your podcast, it definitely has helped me. I think if somebody out there is listening right now and they’re saying, “Well, I’m just going to do this on my own. I’m not going to invest in myself. I’m just going to listen to this podcast and this podcast and read this blog and try to piece all the information from all these different sources.”

Jonathan Sondue:
Can you do it? Sure. But are you going to be able to do it as quickly as you could? As if you had a coach. And so for me, same thing, I wish we would’ve signed up sooner. I wish we could’ve gotten together a whole lot sooner because I know where we are now. We’d be a lot further than where you are now.

Cody Hofhine:
That’s awesome. You guys are awesome. I want to thank the two of you. You gave some incredible wisdom right there to end the podcast, but I want to thank the two of you for taking time out of your busy days, busy schedules to make this happen. So thank you from the bottom of my heart to the two of you.

Rashad Green:
Thank you.

Jonathan Sondue:
Thank you Cody.

Rashad Green:
Appreciate it.

Jonathan Sondue:
Appreciate everything you’ve done for us, man. This is awesome.

Cody Hofhine:
You are very, very, very welcome. Rhino Nation, this has been an awesome, awesome episode where you can learn from two individuals that are in the trenches right now making deals happen. I hope that you jot down some notes, put some gold nuggets together and some action and this podcast will do no good for you if you don’t act upon the things that you heard today.

Cody Hofhine:
So make sure that you create a plan right now, not tomorrow, but today to take action on what you just wrote down so that you can get one step closer to your first deal or your next deal. If you need help building your wholesaling business much like with Rashad and with Jonathan, head on over to wholesalinginc.com where we’d be glad to, you could book a call, talk with us and have a conversation with us. Begin to explore to see if it is a good fit and if it’s a good fit, we’ll invite you to be part of the tribe. Until next time, thank you so much guys for listening and we’ll see you on the next episode.

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