To say the TTP (Talk to People) program is both effective and powerful is an understatement. And that’s something today’s young and driven guest can definitely attest to. Lenny is a determined rhino who’s passionate about real estate and becoming his own boss. While he’s only doing wholesaling on the side, it has not deterred him from giving the venture his all. Lenny had no real estate background and started out not even knowing if he’s doing the right thing. However, he took action and chose to move forward despite the hiccups he encountered. As expected, his boldness and willingness to fail his way forward was rewarded handsomely and Lenny walked away $44,000+ richer just from one deal alone! If you’d like to learn the effective tips, techniques, and mindset that has helped this young rhino find a really lucrative wholesaling deal, don’t miss today’s awesome episode!
MARCH CONTEST ANNOUNCEMENT!
For the entire month of March, Wholesaling Inc is running a Ratings and Review contest! We’re going to fly out 3 lucky winners to Florida, paying for airfare and hotel, to spend to full days with Tom Krol! Whether you are trying to land your first deal or scale your existing Wholesaling business, Tom is going to help you crush your obstacles and achieve your goals! And the lucky winners will all be featured as guests on the Wholesaling Inc Podcast! To enter, you must Rate and Review the Wholesaling Inc Podcast on iTunes (5 stars please:) and send a screenshot of the Review to Darrin at firstname.lastname@example.org. 3 winners will be chosen at random and announced on the Podcast in April! Good luck!
$44,000+ From One TTP Call!
I was thinking about this. This is interesting. I remember it was January of 2016. I’m looking on my phone for a show that would talk, teach, or give me some instructions about wholesaling real estate. I didn’t have anything. The first one that popped up was this one that was orange, and it said Wholesaling Inc. I clicked on it and started reading. They had this incredible guy on there. His name was Tom Krol, and he instantly pulled me in. I had read two blogs before joining the Rhino Tribe.
The reason I did it wasn’t what you think it is. It wasn’t because I needed to know how to wholesale necessarily. It’s because I wanted to be around people doing a lot more than me. I’d loved all the instruction, and I wanted to build my business, but I wanted to be a part of something special. Being a part of the Rhino Tribe has been one of the most impactful things in my life. Because of that, I get the opportunity now the fortune to have real-life interviews with people around the country.
These aren’t people that are posturing. These are people that are trying to sell you something. These are people who are out there every day, taking action based on their training, purpose in life, and passion for real estate. They go out and have a real testimonial speak of a real story to speak of. It’s beautiful. Not only that, I want you guys to know that we make sure that everybody on here that is speaking to you sends us an actual settlement statement to prove that this is real.
This is incredible. This isn’t some infomercial or some crazy thing that you see online. This is the real nitty-gritty and true raw truth. Like Tom Krol said in those early episodes, “We are getting to the meat and potatoes of this business by giving you the instruction.” Make sure you get a paper, get a pen, and stop what you’re doing because I’ve got an incredible story coming out of New Jersey, living in Pittsburgh, but we’re doing work in New Jersey. He’s living in New Jersey. He’s going to tell us his incredible story. Tell us about a fantastic deal so that you can pull all the golden nuggets out of it. Without further ado, I want to introduce Lenny Poliziani to the show. Welcome.
How are you guys doing?
I’m excited because you’re coming in with an interesting deal that you put together. There’s a lot to learn from this. Before we get into that, why don’t you tell us about yourself? Give us your background and how you got into wholesaling real estate.
I’m originally from Pittsburgh, Pennsylvania. I went to college at West Virginia University. I had no idea what I wanted to do after college and ended up getting into medical device sales. I spent a little bit of time in Southern California and did some training out there for my company. They said, “You look for me. You’d do well on the East Coast.” They put me in New Jersey. I’ve bounced around a little bit from there and ended up landing for the last few years a territory manager position in Manhattan and the Bronx.
That’s what I do, but I’ve always been a Type 2. I started my own landscaping business in high school, but I always was looking for something else, the entrepreneur route to be my own boss. I’m always at the pipe looking. In real estate, we have no background. Nobody in my family did real estate. I’ve heard some things here and there and decided to jump in. That’s where we are now. I do a wholesaling in North Jersey. This is part-time.
What is your full-time schedule look like? A lot of people reading this have full-time jobs. They have this passion for real estate, but they’re not exactly sure how to balance it. How do you balance it? Tell us your schedule.
Depending on how they answer the phone, you can tell what type of person they are.
Especially with my job, it’s all over the place. With medical device sales, you’re in the operating room, and the schedule is not a 9:00 to 5:00 and 8:00 to 4:00 job. You’re cold calling on offices. You get to create your own schedule. Sometimes that’s tough, especially with trying to get a nice schedule down with doing real estate or wholesaling. The good thing is surgery usually starts at 7:00 to 7:30 in the morning. I start early. I finish my day if I can at an earlier hour unless I’m stuck in a procedure, but if I can get out at a decent hour, I’ll try to put in about two hours of cold calling after work. On the way home, I drive for dollars ever since joining your program.
This was exactly why I got into it. I realized with my type of schedule, being proactive was the only way that it was going to work. I’ll drive for dollars if I can on my way home, write a couple of addresses down, get home, and get on the Mojo Dialer. After that, depending on what time it is, I’ll try to call real estate agents and GoSection8.com to find landlords, LinkedIn, you name it, and try to get a couple of names here and there.
Another thing I try to do, which is huge, and the reason why this deal happened, is that I try to attend one real estate investor meeting a week. There’s one up here in Jersey and also to attend one of our county sheriff’s sales week. There are about four counties now in North Jersey that I’m focusing on. That has been huge to try to make that consistent action to take.
When you’re talking about going on LinkedIn and these other websites, you’re looking for cash buyers to add to your database when you’re going to these meetup groups.
I’ve been doing wholesaling for less than a year. I’m new. You can always build your cash buyers database. I tried not only to call motivated sellers but build that database because, especially with this deal, it wouldn’t happen without a buyer. That is a very important thing a lot of people skip over, depending on where they are in the United States. Cash buyers are huge.
It’s almost more intimidating to cold call up or reach out to a potential investor or potential cash buyer than it is to a distressed property owner for a lot of people. You think that they know more than you. They’re going to tell you that your deals aren’t deals, you’re new, or be degrading to you in some way. Very often, it doesn’t turn out that way. If you go with good confidence, we talk about likability in certainty on this show all the time, whether you’re talking to a seller or a buyer.
If you have that certainty and likability, people will communicate with you. You can get that certainty by reading this, seeing other people do it, and trying it out over and over and over again, getting into a rhythm where you’re always constantly communicating and talking to people. When you call these cash buyers up, what does that conversation look like?
I keep it very simple. I read all the blogs by you guys. Maybe I have an advantage because I’m in medical device sales. At first, I was making it complicated. Now when I call a cash buyer, I’m like, “I know this is out of the blue.” I keep it the same as when I’m talking to the seller. “My name is Lenny. I’m a local investor in the North Jersey, New Jersey area. I come across discounted properties all the time. Are you looking for any more properties to add to your portfolio?” It’s also depending on what cash buyer I’m talking to.
One time they said, “Yes.” I said, “I’ll add you to my database. What’s the best way to get in contact with you?” I keep it very simple, almost like the T of the script. When I tried to explain myself in the past, I might’ve sounded sketchy, or they’re like, “What do you do?” I keep it real, exactly what I do. They’re like, “Who doesn’t want to be sent a discounted property?” Depending if you’re talking to a landlord or a fix and flipper, you can critique it how you want, but keep it simple.
Keep it under a minute. Either they’re going to say yes or no. If they say no, you can ask why. That’s it. It’s honestly a simple conversation. The more you have, the more smooth you are with it. One thing I like to do is read people. Depending on how they answer the phone, you can tell what type of person they are. I customize how I approach my conversation with them. It’s very straightforward. I keep it short.
Talking to people is what needs to be done to have success in almost everything you do.
There’s so much in there that I want to pick apart quickly. The biggest question people might be asking is how do you know to determine if this is somebody looking for a rental or looking for a flip?
For me, the site that I use is GoSection8.com. You know that these are landlords. That is the easiest site. Their phone number is right on the site, and they answer all the time. It’s the same with Craigslist, but if you’re on LinkedIn, you can usually see the title of the person you’re calling. That’s how I separate it.
It depends on which sites and doing a little bit of digging. If they’re on LinkedIn saying that they do fix and flip, or they’re an investor, you might have to play it and see which one is which. The other thing that you mentioned is as soon as they answer the phone, you’re starting to dissect what personality they are. Don’t put anybody in a box, but there are four main types. If somebody is going to be short and quick on the phone, or they’re quiet, it’s either going to be like a driver that wants you to get to the point or an analytical type or engineer mind that’s like, “Why is this person calling me? How’d they got my number? What did they want for me?”
If they’re expressive like me, and they’re like, “How are you doing?” you know that you’re dealing with an expressive. If they’re soft and gentle and they’re, “How are you, sweetheart?” they’re typically amiable personalities. You need to be able to be versatile with anybody. I don’t care if it’s a cash buyer or this works the exact same for a seller, a distressed property owner, but you’re listening for these cues. The more you do it, the better that you’re going to be on your radar to understand how to communicate effectively. That’s what Lenny’s talking about. A lot of people don’t bring that up. That’s probably based on your sales background.
I’ll give my dad some credit on here. He’s given me the gift of God, which is talking to people. I get nervous, but talking to people, I know what needs to be done to succeed in almost everything you do. The more you end up talking to people, the more you get comfortable with it and pick it up on time. That is so far in my career that I have talked to a lot of people. That could have helped, but that’s something that I’ve been doing for a while.
That’s why I push everybody to talk to a thousand distressed property owners as quickly as you can because once you do that, you’ve got that skill forever. That never goes away. That stays with you forever. It compounds and compounds and leads you to some unbelievably rewarding relationships. What did you do on day one? You’re like, “I’m going to wholesale real estate.” Walk us through those first 90 days.
My schedule was all over the place. I was looking for something outside of work to work on myself. I started reading, looking at different avenues, and started investing a little bit with stocks, but I was like, “There has to be something that I can do more hands-on and create myself with some of the time I have.” I started going on YouTube and talked to a couple of guys, old friends I had from Pittsburgh. One was a real estate agent. I knew that he was doing some fixes and flips and investing on the side. It turns out he did a little bit of wholesaling. He gave me the basics, taught me to listen to Max Maxwell, and brought you guys up. As everybody says in this show, go to YouTube University, so I started digging.
The first thing I did was create an LLC. I went through LegalZoom. I didn’t even know what I was doing, but that’s one thing. I had no idea what I was doing, but I was going to do it. After watching YouTube videos and podcasts, I started listening to Wholesaling Inc. That’s what I stuck with. I went to YellowLetters.com and created a mailer. I started with direct mail. This was in February 2020. I started blasting out mail. I had no idea what I was doing. First, I was driving for dollars. That’s what my buddy told me.
After that, I bought a couple of lists on ListSource. I was paying full price, but I was going for it. The good thing is I had no idea what I was doing, but I was talking to people. Even after the first 20 to 30 calls, I sounded more confident. I had some appointments set up. I tried to do some wholesaling back in Pittsburgh with the guy that originally introduced me. I answered the calls, and he would go on some appointments. It didn’t turn out to be anything, but I was trying to make something work and see which area was better, Pittsburgh or New Jersey. In New Jersey, I could go to a couple of sellers’ houses. I met them in person. We walked around.
At first, I tried to play it up, like I was a little more experienced. A couple of the people were nice. I explained, “I’m new at this. This is what I do.” The doors open, and everyone’s like, “Okay.” That’s something that you only learn from experience. When you go and do it, be yourself. It’s hard at first. Everybody wants to be at the top and the most experienced. Until you get out there, you got to be yourself, and everything will come along.
Whatever you’re doing, take action even if you have no clue, you feel so lost and uncomfortable.
That went on for a couple of months, and I felt like I had no direction like everybody. I started attending some REI events out here, but everybody was telling me different things. I read about Wholesaling Inc’s blog. It was straight to the point and simple. I decided to join Wholesaling Inc. I joined the regular program. I was doing direct mail for a while and getting a ton of calls. I did one small assignment fee for about $3,000 out here.
I didn’t have that many cash buyers and met a guy at the sheriff’s sale and signed it over to him. I did it. It was a small deal. It proved that it worked, but it didn’t satisfy me. I was like, “I need to do this the right way.” I didn’t follow everything to the T. I didn’t build my list up enough, but I was still moving forward. I started treading and not moving. I was like, “What can I do to be more proactive?” I was getting calls while I was in the operating room, and it wasn’t clicking.
That’s when I thought I’d come over to you. I cold call on the phone doctor’s offices. I approached doctors in the OR and the hospital. I thought I could do this. I have a background in this. I can control when I’m making the calls. People are calling me now, which is huge. This is where we are. It was a couple of months of finding myself, but the biggest thing I did was take action and talk to people. I know it sounds simple, as you said on all the videos and podcasts, but it’s that simple. You got to do something, and that’s it.
In the TTP family, there are a lot of people that have these congested schedules. They’ve got a lot of responsibilities, whether it be the military, firefighter, police officer, sales, teaching, these full-time jobs, drivers, truck drivers, all of these. We have a mix of these incredible professions, and they can’t drop everything that second to take incoming calls.
Not only that but like you, they’re naturally built to take action, “Let you lose. Let me try to go out there and hunt. I want to hunt. I’m not a gatherer. I want to go after it. I want to be proactive and on offense.” You get off of being in surgery early in the morning, get into the afternoon, and start making calls. This is incredible. Isn’t it exhausting? Aren’t you overwhelmed? Isn’t your social life totally wrecked?
No. I feel like that at times, but it comes back to wanting a different life at the end of the day. My why is there, and that’s a big thing too. It can’t only be money. I’m a proactive person. I want to control my schedule, what I’m doing, and when and where. I need that. This is an avenue. I have a passion for real estate. Wholesaling is a great avenue. It has gotten me into real estate and where you can go with it. There are a million directions.
The money’s there, but the networking. It has everything that I want. If your why is like that, the days are long, and you have to sacrifice some social time. The gratification, in the end, is not instant. You’ve got to keep that. It’s going to be long-term. I listen to the audiobook, The Dip. Once you can get through that dip, and I don’t even consider myself out of that yet, but a little bit of success at the end. It keeps you going especially if you want it, and you have that why.
Let’s break down a deal. Go ahead and tell me about the deal. Break it down and set the foundation here.
It’s a driving-for-dollar deal. It was a vacant property, or you could tell it was vacant. Trees are overgrown, and no cars on the driveway. They had a pool in the back. There are trees growing out of it. It was obviously a cold call. I looked up the address. I have an app called LandGlide. It had all the owner’s information on that. I looked it up on Whitepages and gave the owner a call. This was back before I joined TTP a couple of months, but it was the follow-up. Since I joined, I implemented that, but I kept it in my CRM system, which is huge.
Another thing that’s always repeated because I read every blog for Wholesaling Inc is the money is in the follow-up. This was a case of it. There were so many times where I almost deleted it, but this started in about June or July 2019. I would call about every 2 or 3 weeks, and we’d have a great conversation. This relates to what I do in medical sales. I wouldn’t say I’m the best salesman. I don’t like being called a salesman. Building a rapport and the relationship factor is something that I respect. I know that’s the most important. I did well in medical device sales because people don’t want to buy necessarily a product. They want to buy it from you.
I made sure that I built that relationship with this homeowner. It turns out her husband died back in early 2000. She lived in Fort Lee, which was twenty minutes away. She was paying taxes all up to date with everything, but nobody gave her the time of day or reached out to her enough to guide her. She needed some guidance. The first couple of times, I followed up with her for the first two and a half months. I didn’t know where to go with it. She’d like to talk, but it wouldn’t go anywhere. I caught myself spinning the wheel. I joined TTP, and I’ll read a couple of other blogs. I talked to her one other time and got this idea.
Building a rapport and the relationship factor is something that is so important.
I’m like, “She needs the guidance and the time.” I forget what blog it was, but somebody talked about a timeline. I used that to structure this. I called her one more time. The biggest thing was she was embarrassed with the house. She didn’t want anybody on the property. I don’t think anybody outside of the family has been in there since she left. I said, “How about this? I have to see the inside of the house. If someone’s going to buy this, we have to go in and see what the condition is. That way, I can give you a fair offer.” In two weeks, she said, “Okay.”
I got her to confirm in two weeks, and we’d go into that. In two weeks, I confirmed that she was going to be there. We showed up, and she left me in the house. We walked around, and that’s when I knew that I leveled up and this was going to go somewhere. There were a lot of tough phone calls. I talked to a lot of people, but it was very tough to feel her out. I would always reverse back to, “Why do you want to sell? You told me this,” and make sure she wanted to sell the property. She did.
She was paying all the taxes. It was sitting there, losing value by the day. She didn’t want to deal with the realtor fee. I asked her. I tried to get myself out of the deal. I tried every option and made sure that I was the one and she wanted to go with me. After we went into the house and saw it, I knew that we had built something here. I had the contract. We started talking about offer numbers.
Another thing with me, being a couple of months in, was that I wasn’t good at first, but I started well. I had the ARV of the property around $550,000, and that was conservative. My first offer was $275,000. She said, “No, I can’t do that.” She was near $400,000. We went back and forth and left. I had her at $315,000 to $330,000.
We didn’t get anything signed there, but the conversation was going well. I didn’t want to be pushy. I knew her well at this point. She trusted me. A couple of times, she even told me, “I only want to deal with you.” I explained my background. I’m younger and ambitious. I will go above and beyond. I’ll help her move her stuff.
While we were there, somebody drove by in a pickup truck and said, “Are you still selling your house?” He threw out an offer. You could tell the type of people she was dealing with. I said, “I will do things differently. Anything that you need, I’ll make sure it gets done.” That’s one thing that she wanted. She had that comfort.
What did she say not to sign the contract? Was there something she was like, “I need to review and think about it?” What was the objection?
She bought the house for $320,000 many years ago. She felt like this was one of the biggest mistakes she had made in her life. I understood that, too, and how deep she felt about this. She’s like, “I’m not even going to make any money on this after all these years. It’s in a nice neighborhood and area.” She had to think about it, but she knew the condition of it. She was even a little surprised when we went in there. It had water damage. Nobody’s been in there in several years. You can imagine what it was like. I explained everything.
I even explained what we would do to the home, what needed to be done, and the price. I wasn’t pulling this price out of thin air. This comes from going on appointments, seeing houses, and knowing a little bit in detail about what repairs cost so I could explain myself a little bit. I gave her 24 hours. I called her back the next day, and we got to talking. She wanted it at $370,000. I was at $330,000. We agreed upon $350,000.
We got it under contract at $350,000, but with the ARV being $550,000, it needed a lot of work. It was a full gut job. I was nervous. I knew we had a deal here. It just had to be the right buyer. We’re going to local REIA meetings and sheriff auctions. This is where this all came into play because I had a couple of buyers off my list interested, but they honestly thought the number was tight for their regular rehab.
I reached out to Eddie and Kyle Lopez, an EKJ Real Estate up here in New Jersey. I saw Eddie speak at one of the REIA events. Afterward, I introduced myself. He did some wholesales and fix and flips in the area, and his brother did it full-time. They’ve been doing it for a couple of years now. I called him because I knew that he was from the town and had some connections. He made some calls as well. He found a buyer who would take a different approach. It turns out the value of that deal was in the law. It was a 100×100 corner lot, which is bigger than most in that neighborhood.
What this guy was going to do was come in and subdivide and build two homes on. I’m like, “I know I got a deal here.” He helped bring that relationship to the table. It turns out he had some family ties with him. We met and agreed upon a price, which was $400,000. I have it lock-up at $350,000. We got him locked in with the owner’s deposit of $10,000 of $400,000. He’s going to come in, subdivide, and build two homes. His backend profit is going to be way higher now. He’s got some room to work. We got both of those locked in.
Eddie also helped me out by giving me a referral to a real estate attorney up here. We shopped around for a good title company, but we chose the double close deal. It all came together, but this deal sounds like it went all smooth. It did not. It went off. This deal should never have happened. From every little detail with it, I felt like there was like a hiccup, but I pushed through it. We believe that we had the right number. There were deals in the end.
When 2 or 3 of my buyers fell through, I reached out to people in the area. I knew that there was a buyer, and there’s always a buyer as long as your price is reasonable and low enough. There were a couple of times where I was like, “There’s nothing here.” I got to call her and cancel it. I stuck with it. We made it through. We double close it. After closing costs, we walked away with $44,242.98.
You took that extra step. You went that extra mile to reach out. One of the most powerful things about your story is once you have a deal, you need to do everything possible, talk to as many people as possible, get in front of them, pick up the phone, and call these people. Go to meetups and talk to them. Get this in front of everybody. Don’t assume that it’s 1 person or 5 people who say that it’s not a deal for them. Keep pushing, and you end up with $44,000. That is incredible.
It turned out to be a team effort. We worked out Eddie and Kyle. You see the end result, but until you go through it, you don’t know what it’s like. This isn’t easy. If it were, everybody would do it, but it pays off for the people that can stick it out. I hope to do these deals every month. It took somebody for this seller that was willing to stick with her. That’s the biggest takeaway I got. This is the deal that should never have happened because I followed up with her for months. It took a couple of months, and there were times I called her. I’m like, “Why am I even calling her?”
She was annoyed with me, but we’d have a conversation. We wouldn’t even talk about real estate or houses or anything. I found out a little about her life and her family. She would tell me what she was doing on the weekends. We turned out to be friends. She was getting hit up by other buyers, but it was a business call. It wasn’t somebody that cared. She respected the fact that I was younger and willing to go out of my way for her. I showed that I cared. I built that trust, and it’s a relationship business. A lot of people that get into wholesaling or real estate become rigid, and it’s all about the numbers or the house. That’s not my bread and butter with medical sales. I don’t sell the product. That is the key that some people miss with everything. That’s the biggest takeaway.
If you want to watch this, go to Brent Daniels Real Estate Coach on YouTube. The 6% to 10% of the entire nation is in some distress on their property. It is about the people, not the property. The 94% or 90% of other people who want to sell it retail are about these distressed property owners. It is about that person and the relationship you can build with them. They’ve got to want to sell. They’ve got to trust you to get the job done. They got to have a problem that you can solve. Those are the core elements of every distressed property sale since the beginning of time. You hit it right on the head. Give some advice to everybody starting out.
Whatever you’re doing, take action even if you have no clue or feel so lost and uncomfortable. I had no real estate background. My dad doesn’t have apartment buildings, anything. I watched a couple of YouTube videos and listened to some podcasts. I bought a couple of postcards and sent them out. People called me. I had no idea what to say, but after you do it 10, 20, or 30 times, you pick stuff up. You listen to other people and attend your local REIA meeting.
One of the most important things is to attend and network in person. You can use technology, Facebook, and even call people, but go in person because there’s a difference when you talk to people in person. Go attend foreclosure sales. Anything you can real estate related, get yourself out there. You don’t have to make a 180-degree turn and become this different person. Make a little step each day, and you’ll turn into that person. That’s the biggest thing. Take a little bit of action each day. If this is something that you want and has a passion for and all the benefits that come with it, let’s do a little bit each day. You’ll get some results.
How do people get in touch with you? For people who want to network and talk to you, how do they get in touch with you?
The best way to find me is on my Instagram. I’m going through a couple of business name changes with my LLC. I don’t want to give you the wrong email address. It’s @Lenny_Poliziani. It’s the best way to shoot me a direct message. We can talk.
There are a ton of hacks, different golden nuggets, and value that you provided in that story alone. Thank you for being on the show. Everybody, if you are interested in joining the TTP family, the most proactive group in real estate investing, go to WholesalingInc.com/TTP. Check it out and keep scrolling through all the testimonials. Nobody has more. I’d love for you to join the TTP family. I will work with you personally. As always, I encourage you all to go out there and talk to people. Love you. See you.
- Wholesaling Inc
- Lenny Poliziani
- Mojo Dialer
- Max Maxwell
- The Dip
- Brent Daniels Real Estate Coach – YouTube
- Be sure to join the Wholesaling Inc Facebook group
About Brent Daniels
Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low-cost, and incredibly effective telephone marketing program…
Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!
Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…
A natural leader, Brent combines his passion for helping others with his high energy, and “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!