Posted on: March 20, 2020

What are you willing to do to get your first wholesale deal? Today’s rockstar rhino chose not to hold back—he went into wholesaling full-time, stepped out of his comfort zone, invested in expert help, and took massive imperfect actions. Of course, his hard work and tenacity paid off big time!

Jay Mancuso is a new rhino from Omaha, Nebraska. While he has no prior wholesaling experience, he invested in expert help, failed his way forward, and gave the venture all he’s got. And the rest they say is history.

If you’re a new wholesaler who has yet to find your first ever deal, this episode is for you. You’ll not only learn a few effective techniques, you’ll also discover the mentality that has helped Jay win in the competitive world of wholesaling!

 

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 darrin@wholesalinginc.com.

3 winners will be chosen at random and announced on the Podcast in April! Good luck!

 

Key Takeaways

  • Marketing channel he used to find his most recent deal
  • What the Tom Krol list is
  • Total number of mailers he sent out
  • Doubts and fears he experienced and how he addressed them
  • How he viewed going out on appointments and what he has learned from the experience
  • Why it’s crucial for sellers to know you’re buying the property as is
  • How he built rapport with the seller
  • How his first deal went down
  • How much he got the contract for and how much he was able to sell it
  • His biggest takeaway from the first ever deal he did
  • What he’ll do differently/the same knowing what he knows now
  • Book that has influenced him the most

RESOURCES:

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

Subscribe to Wholesaling Inc

Episode Transcription

Cody Hofhine:
Hey guys, Cody Hofhine here, before we get going with today’s episode, I want to remind you about the contest going for the whole month of March. And I want you to ask yourself this question. What would it do for your business? What would it do for your wholesaling business/career? If you could just spend two full days with Tom Krol down in sunny Florida and have him really dissect your business, plan your model, and make sure that you’re really on track to dominate your market. Well, for the whole month of March guys, we’re doing a special ratings and review contest where we’re going to pick three lucky winners to go head down to sunny Florida. That’s right. We’re going to take care of all of your flights, all of your accommodations, and you’re just going to simply spend two full days with the man, the myth, the legend, Mr. Tom Krol himself in sunny Florida.
Now what do you have to do? It’s heading over to iTunes and rating and review. So rate and review this podcast. Five stars, please. And then simply just take a screenshot of the review and send it over to darrin@wholesalinginc.com. That’s Darrin, D-A-R-R-I-N, at wholesalinginc.com And then ultimately, if that’s not enough, the three of you by hanging out with Tom and with one another, Tom is also going to put you in the hot seat and have you featured on this podcast as well. So head on over to iTunes, do a rating and a review, and simply take the screenshot, send it over to darrin@wholesalinginc.com, Darrin D-A-R-R-I-N at wholesalinginc.com. Now let’s keep going with today’s episode.
You’re listening to another episode here at Wholesale Inc. My name is Cody Hofhine, and I’ll be hosting today’s podcast episode. A huge shout out to each one of you listening. My rhino nation. Love you guys and glad that you’re here today. For those that are new, welcome to the podcast where we talk about wholesaling and wholesaling is just simply the art of finding deeply discounted properties. ‘Cause my friend, if you can find deeply discounted properties in your market and be able to find these consistently, you can make a lot of money in real estate. And today we’re going to be breaking down as we have one of our tribe members, one of our students here with us today, his name is Jay Mann, a CUSO and he’s from CUSO and he’s from Omaha, Nebraska.
He just did his first deal and he’s going to talk a little bit about how he did the step by step. So for those of you that are listening to right now, I want you to pull out a piece of paper, get a pen, and get ready to jot down some gold nuggets as he is going to be sharing literally step by step how he just did this deal. So let’s get ready to rock and roll and get going. And let’s bring on my man Jay. Jay, how are you doing?

Jay:
Good, Cody. Thanks for having me on the show.

Cody Hofhine:
Okay. Mr. J Mann, CUSO. Let’s hear it. What got you into wholesaling? What is it that you were, I mean, are you doing this? Well, I guess first and foremost, are you doing this full time or are you doing this part time?

Jay:
Right now I’m doing it full time.

Cody Hofhine:
Doing it full time. What were you doing before you got into wholesaling and what got you into wholesaling?

Jay:
I was actually a painter. So I was painting full time and I actually got just brought into wholesaling by my brother-in-law. He’s the one who found all this. He was looking into it, he owned some properties and was just looking at different ways to invest, and so he pulled me in and once we started the program, I was all in.

Cody Hofhine:
Sure. Let’s go. I’m at full. I’m burning the boats.

Jay:
Yeah.

Cody Hofhine:
Awesome. So you’ve been doing this for about how long? Has it been about five months if I remember right?

Jay:
Yeah, I stopped painting in late August and so right from the beginning of September.

Cody Hofhine:
Okay. So we’re going to break this down. So you’re painting, you’re now doing this full time. Let’s go right into the meat and potatoes behind this. Let’s talk about how just recently you did a deal and let’s talk about everything. Let’s get the struggles out. Let’s get the successes, the joys, the happiness, but more importantly, just the whole experience. So we’ll go from right from the start. What is it that you were doing to find this lead? What kind of marketing were you doing when this lead came in?

Jay:
So we did exactly what you guys would say in the training. We did the direct marketing.

Cody Hofhine:
With direct mail, right?

Jay:
Direct mail marketing. Yeah. And I just kind of thought, “Hey, why not go with the Tom Krol list?” It looks like something most people who are doing wholesaling in our area probably aren’t using. Maybe it’s something specifically with the training. So I was like, “Let’s do it”. And at first, we’re thinking about the numbers. We’re kind of thinking` we don’t want to spend a lot. We don’t have any kind of pipeline. We don’t know what we’re doing. So maybe let’s go small. And then we decided let’s just do the whole thing. Let’s [crosstalk 00:06:10]

Cody Hofhine:
So when you say start small, what does that look like? When you say, “Hey, we started small. We didn’t know because we didn’t know what we were going to get out of it.” I mean, how many mailers? Were you sending them out weekly? Were you send them out monthly? What did that look like? And how many?

Jay:
Yeah, for this one we just took the entire Tom Krol list they had for Omaha.

Cody Hofhine:
Nice. For those listening, Tom Krol list. That’s something within the tribe. We have a… I don’t even know the algorithm. That’s the funny… Jay, this is the funny thing behind this list is I don’t even know the algorithm. So our list provider behind this has his unique, special sauces and we were able to get this list to be our custom list and we call it the Tom Krol list. And I don’t even know the secret sauce behind it. I just know the provider. So you got this list from that provider and you were mailing to them. Okay. Now talk about the size amount, quantity amount, and all that stuff.

Jay:
Well, yeah, so I was thinking, we’ll just get a couple of zip codes and then the guys that I was working with, they’re like, “Why not? Let’s do the whole thing.” So it was 6,000 and I didn’t even do any separate drops which would have probably been smart.

Cody Hofhine:
So you just blasted this bad boy out. You’re all, “Let’s go!”

Jay:
Yep. I just did the whole 6,000 right at once.

Cody Hofhine:
Okay. Was your phone like crazy off the hook ringing?

Jay:
Yeah, for one weekend it was a bunch of calls, a bunch of people tell me to pound sand, as you guys would say, or meaner things.

Cody Hofhine:
Yeah.

Jay:
And it’s so nice having the… We had CallRail set up. So it’s so nice not having to answer those calls and let them yell at you. Just to be able to listen…

Cody Hofhine:
Yeah.

Jay:
To the voicemail.

Cody Hofhine:
Go to a voicemail. So you had them call in and actually go to the voicemail.

Jay:
Yep. Yep.

Cody Hofhine:
Perfect. Perfect.

Jay:
So we had a bunch of voicemails coming in for especially one weekend and I will say in my experience, majority of those first calls are not the motivated sellers that you’re looking for. But…

Cody Hofhine:
They’re the quick to pick up and call you and be like, “Take me off your list! I don’t want this!”

Jay:
Yeah.

Cody Hofhine:
Okay.

Jay:
Which I was actually surprised about. I was thinking I wouldn’t want to go through all that hassle. I would just throw away the postcard and…

Cody Hofhine:
So true.

Jay:
That kind of surprised me, but… Got a lot of those, but it really is a numbers game with that. But this call that we got from the deal that we did came in probably maybe two weeks after.

Cody Hofhine:
Two weeks after the mail drops. So about three weeks into it.

Jay:
Yeah. I had already gotten a bunch of stuff and then it all settled down and I was kind of thinking, “What am I going to do next?” I guess we’re going to go look at another mailing because I had kind of had some decent leads from it.

Cody Hofhine:
Yeah.

Jay:
I had about four house visits that some of them didn’t go so well, but I was thinking, “What am I going to do?” And then this guy called and he was real motivated.

Cody Hofhine:
What does this do with your confidence, by the way? I think this is crucial to talk about. The whole time you’re doing it, you’re working basically off of faith. You’re hoping that this works, you’re in a course for say, and you’re learning this, but since you’ve never done a deal, I know when I first started, it’s like, when will this happen? Will this happen? And did I get the right list? And does this list work in my market? And so there’s all these almost natural fears or natural doubts that starts to sink in. And you’re like, “Well, should I invest more money into this?” Or, “Oh my gosh, does this not work?” Did you have any of those struggles or real life doubts or fears kick in?

Jay:
Yeah, I mean, for sure. I was thinking, I mean, when we first did the mailing, I didn’t even know what a house visit was like. I didn’t have any of that understanding. And when you’re getting all these calls that seem like no one’s a motivated seller, you’re just thinking, “We just spent this much money to get this done and it seems like nothing is coming of it.” And so you start to think, “Either this list is bad or I know it works in other cities, but Omaha might not be a place where it works so well or…” All those things that come to your mind.

Cody Hofhine:
Sure. Did you question almost like… Did you see going out on appointments as learning experiences or did you see them as complete catastrophe? You’re like, “Ugh, that was awful” or was it like, “Oh yeah, it was awful, but here’s how I can make it better next time.”

Jay:
No, I definitely learned. I got better and better each time I met with someone and I had a better understanding of just what they’re looking for.

Cody Hofhine:
Mm-hmm (affirmative).

Jay:
One big thing I think that I realized is that when you’re on the phone and it is a motivated seller, you got to kind of pinpoint and drill in on them getting that deal done when you’re there in person. Like if we come to an agreement, are you ready to sign? Get this thing going and find out their timeline. Because some of the things I just didn’t think about. I just got the appointment, set it up, and then I’d meet with them in person and then they’d say, “I want a couple of weeks to either clear things out or we’ll clean this up and then you can come back and kind of give us a price” and that just slows everything down.

Cody Hofhine:
Sure, sure.

Jay:
And that’s something that I realized as well. Along with just learning to listen. When you are thinking about how much money you spend on the marketing, you’re thinking about the money when you’re at the meeting with the seller.

Cody Hofhine:
How can I get this deal to close right now? I need this deal to close right now.

Jay:
Yeah. Instead of focusing like their family.

Cody Hofhine:
Yeah.

Jay:
Focusing on what their problems really are.

Cody Hofhine:
This is a good point I think I want to highlight to make sure those listening, when you go on these appointments, it’s very real right out of the gates that, “Okay, I just spent this money.” I mean in your case, you spent money on a training, on the wholesaling course, the program that teaches you. So you’ve already got that money. Then you’ve got the money into the marketing and so it’s very easy to each of you listening to this podcast. That’s why I’m so glad he’s sharing this. It’s so easy. We call it almost a… On a sales floor, they call it commission breath, right?
Where you’re just doing everything you can to just close the deal, close the deal, close the deal and he’s saying how crucial it is that, yes, that was that going on, but he learned how to correct that. Like, “Oh, I wasn’t spending the time on the family or finding out about them or listening.” And this is crucial. That’s how the deals actually start to happen, but so many times out of the gates, it’s really hard to focus on what really matters because all you’re thinking about is “Man, money’s out and I got to get money back in.” So keep going, Jay. This is perfect.

Jay:
Yeah. Yeah. That experience helped me a lot. Just getting to know their situation. So one of the deals, while I was finishing this deal that we got done, I was in the process of another one. Meeting with them and trying to get that done. And they got cold feet a little bit. I had met with them and they were super motivated at the time. I just didn’t get that closed while I was there like I should have, but…

Cody Hofhine:
What was holding them back? When you say cold feet, like, “Gosh, I didn’t get the contract or the agreement like I should have.” What was the big hold back on that?

Jay:
Well, so it was an older lady and her daughter was the one who actually called in. So she called me. Her mother was the owner of the home and she’s 84 so she can’t move very easily. She wanted to move down to Kansas. She had some different ideas about what she wanted to do. And so when I was talking to her, I didn’t phrase some things right and one thing I realized is trying to really make sure they know that you’re going to buy it as is because some people think they need to clean out things or move different things.

Cody Hofhine:
Yep.

Jay:
And they got that in their head. So she was thinking, “Let me clean some things up and then you can come back and give me a number based on…” But buyers see through all the cleaning and things like that that maybe seem important or like it’s a lot of work. That’s a very cheap thing to clean up a house or….

Cody Hofhine:
The sellers, you’re saying? See through that?

Jay:
I’m saying cash buyers. They don’t look at that as a big expense.

Cody Hofhine:
Yeah.

Jay:
Cleaning up things in the home. And they see right through. They’re looking at the structure and all the big expenses.

Cody Hofhine:
Yep. Yep.

Jay:
And so that shouldn’t affect your price at all. So I shouldn’t have let them get that train of thought, but I think the daughter is totally ready.the 84 year old mother was a little bit scared of where she was going go and what she had to do and so the daughter got a dumpster and the mother sent it away. And so the daughter reached back out to me and was like, “I’m really sorry. She doesn’t want to do it right now.”

Cody Hofhine:
Yeah.

Jay:
But when I was there with them in person, they were so ready. Like, “We want to get this done now.” And they were already talking the numbers down from what I was expecting to get.

Cody Hofhine:
Yeah.

Jay:
So that was a learning experience too. But that meeting, I also… It was probably my fourth and so I really sat with them for about an hour and a half, just talking and talking about life and… Yeah.

Cody Hofhine:
Just building that relationship, building that rapport.

Jay:
Yeah. Built that relationship to the point where she was like, “She doesn’t know what she wants to do right now.” The daughter said this to me. “My mom doesn’t know what she wants to do right now, but once we find out we’re going to talk to you first” which says something, but it’s also not making money right now.

Cody Hofhine:
Yeah. Sure, sure.

Jay:
You know, that’s something I think I didn’t drill down on early enough is kind of learning how to make that deal happen right when you’re there.

Cody Hofhine:
So crucial.

Jay:
But I did build the rapport.

Cody Hofhine:
Okay, so how did the deal that we’re going to talk about, how did it all go down? Was this something was done over multiple visits or what is the shape of it? What’s the structure of it?

Jay:
Messy. That’s the structure.

Cody Hofhine:
And you will never forget it, my man.

Jay:
Yep.

Cody Hofhine:
It’ll be the deal that you always remember and that will turn that faith to fact. We’ll talk more about this in a little bit, but okay. So talk about the mess. What was it the first time you went and visited?

Jay:
So he was a guy who wanted to sell his home. He was getting married, wanted to just pool his resources with his new wife and get all that settled. So he told me he was going to have other investors look at it. And so, especially being one of my first visits, I was not very confident. I kind of didn’t know my numbers either. So I said, “I’ll look at it and then I’ll send you a number.” Because he said other people were going to look at it. I met with him. He was very closed off, kind of. It was hard for me to get to know him.

Cody Hofhine:
Yeah. So he held his guard pretty close. He wasn’t there to socialize. He’s just like, “Hey, get me the number.”

Jay:
Yeah. He would just kind of follow behind me as I looked through the home, which is not what you want ever, for those of you that are new and learning how to talk with motivated sellers. You really want to get to know them and make it as little about the house as possible, which you guys emphasize in the training, but…

Cody Hofhine:
Yep.

Jay:
I just had that. I knew that. While I was walking through it, I go, “This is not how it’s supposed to be.” I’m just looking through it and it’s all about the house. I’m not getting to know him. He said he had other people that wanted to look at it. So I just had a very brief visit and I ended up actually sending him a number which we kind of looked into how we wanted to do that.
I also, at the time, did not take the training’s advice, which would be if you’re going to have to send in a number or say it first, really maximize your profit or change those margins. And I kind of made it really competitive because I had fear. I had that fear mindset.

Cody Hofhine:
Sure.

Jay:
Having that confidence and the abundance mindset. So I was thinking, “We’re going to lose this deal” and so I just sent him one and it was probably two weeks later. It was a Sunday night and I was thinking, “I don’t even know what I’m doing this next week. I don’t know what I have planned.” And he…

Cody Hofhine:
This is so real. I laugh and chuckle because… I don’t do this in any… I think you know my heart. I would never do that out of making fun. It’s like this is so real, guys. Everyone listening, this is so real, this experience. For everyone that gets out there. There’s so many frustrations, trials, and challenges that hit you and then you question, “Do I even have something to do next week? Do I even have leads to work? Do I even have a pipeline? What do I do now?” So keep going.

Jay:
Yeah. Yeah, so it was a Sunday night and I’m thinking, “What do I have going on next week? This week. I mean, it’s coming right up and I have no other leads. I have no one calling.” And so Monday morning rolls around. Sunday night I was just praying, “Lord bring something because I have no idea what I’m doing.” And this homeowner emails me back and says, “I’m going to accept your offer. Let’s meet in person.”

Cody Hofhine:
Wow.

Jay:
And I also, that same morning, got another really good lead. So I was amazed…

Cody Hofhine:
There was a couple.

Jay:
Just by having that happen, but I ended up… He took that offer and another thing I learned later, which it really made me feel stupid, was that he never even had any other offers from anybody else. He had told me that and then when I met with him, I asked him about it and he’s like, “No, no one else ever got back to me.” I mean, I could have probably done a lot bigger of a deal or… Because he was-

Cody Hofhine:
Or at least better pricing.

Jay:
Yeah. I could have sent him a different offer. Anyway, we can move past that. We signed it.

Cody Hofhine:
Yeah. Talk about, so you got it under contract. At what price point did you get it under contract?

Jay:
My price point. So I got it under contract at 80,000.

Cody Hofhine:
At 80,000. What was the home worth? If it was all fixed up, it could sell for what?

Jay:
It could sell right around probably 120.

Cody Hofhine:
120. Okay, and was there much work that needed to be done to it?

Jay:
I guess it depended on if it was a homeowner that was just coming to live there, I don’t think it needed that much besides cleaning everything out.

Cody Hofhine:
Yep.

Jay:
But a lot of investors were thinking about flips and things like that. So they thought it didn’t seem like a good price point.

Cody Hofhine:
Yeah. Yeah.

Jay:
But once everything was cleaned out, there was wood floors underneath the carpet. The carpets were pretty rough.

Cody Hofhine:
Yep.

Jay:
But there was wood floors underneath them. You just had to rip out the carpets and it was not needing a lot of work in my opinion, but…

Cody Hofhine:
Sure. So getting under contract, was your ultimate hope to be able to find a cash buyer that you could assign this to? Was that the play you were looking for on this one?

Jay:
Yeah. And I assumed it was probably 10,000, 15,000 of work that needed to be done on it.

Cody Hofhine:
Yep.

Jay:
And so I think an investor could have made 20,000, 15,000 on it.

Cody Hofhine:
Okay.

Jay:
That was what I had in my mind.

Cody Hofhine:
Okay. Now when you send out reality, what did it say? When you start marketing this to your cash buyers list, what was the results?

Jay:
Only a few people laughed and said, “No, I’m looking for homes that are in distress, not ones that are new.”

Cody Hofhine:
Yeah.

Jay:
Because this was a really old home, brick home, and it was in an area of downtown that’s typically pretty rough as far as the homes and the… People don’t want to invest in that area very often.

Cody Hofhine:
Yep.

Jay:
And so they thought most homes in that area are selling at max val or new home sell around that price.

Cody Hofhine:
Yeah.

Jay:
Why would I? But what happened was I had gone to the REIA meeting and so one of the guys there, I had him come look at it first because it was the guy that ran the…

Cody Hofhine:
The Real Estate Investors Association.

Jay:
Yep.

Cody Hofhine:
Mm-hmm (affirmative).

Jay:
And so he looked at it and he was immediately, “You got it too high” and I’ll tell you, I exhausted my entire buyers list until one guy, our very, very last buyer, had another connection. And this guy was really just our last hope, you know?

Cody Hofhine:
Yeah.

Jay:
All the way to that point. And this guy actually had talked to the homeowner and given him an offer just after ours that was more and he refused it. And so he knew everything about the house. I didn’t even have to walk through it with him.

Cody Hofhine:
Yep.

Jay:
He knew exactly and it was one of those things where it all just came together perfectly, which just blew my mind.

Cody Hofhine:
So was this the guy that ends up buying it from you? That ends up buying the contract from you?

Jay:
Yeah.

Cody Hofhine:
Okay. So what did you end up selling that? You got it under contract for 80, what’d you sell the contract for?

Jay:
85.

Cody Hofhine:
85 and Jay, you know what we do. Well, at this part of the podcast, my man, you get the victory bell ringing for you. So hold on one second. There’s the victory bell, my man. And you have that ring for you. So you made a $5,000 assignment or profit on this deal and what was your biggest takeaway from this deal? What is the biggest learning curve that you took from this deal?

Jay:
Oh man, there’s so many things that came to my mind right after I’d finished and I was really mainly thinking to people who are new thinking that, “Don’t be afraid to just go do that deal, make the mistakes” because I’ve learned so much. I can’t really everything together to one point, but I learned so many different things from just going through the process and just taking what I learned and doing it because I had no idea about the meeting, I had no idea about like how to send the offer, how to talk to the buyers. I called or emailed almost all my buyers individually. I had to meet multiple times at the home because I didn’t set a inspection time where everyone could come at once. So I met multiple times and it’s hard to pinpoint one thing, but I’d just say don’t be afraid to make those mistakes because you’ll learn so much from them. All those different things, just going forward and doing them instead of having that fear.

Cody Hofhine:
This is crucial. This is so crucial. Everyone listening, listen to these key words. “It’s just getting out there and doing it.” He wasn’t an expert. He wasn’t perfect at it. He went out there and just did it anyways. I think so many times our fear is we have a fear of meeting with people. We have a fear of doing the contract wrong or we have a fear of marketing wrong or we have a fear of setting up the appointment and talking to them. There’s all these natural fears and they’re real, don’t get me wrong, but courage isn’t a lack of fear. Courage is having the fear and still going out there and doing what you know needs to be done. That’s courage. And so we always talk about this massive imperfect action. Get out there and take massive imperfect action because perfect plans don’t exist.
In fact, because this is new for many of you going out there, it’s going to be challenging. You’re going to find the word failure maybe exist in some of your appointments or in some of your conversations or in your marketing. That’s okay. It’s that proximity to the fear that allows you to overcome it. So you think about riding a bike. All of us, when we were young and we had training wheels, the day that maybe your parents or someone that loved you said, “Hey, it’s time to do it without training wheels.” There was this huge fear that probably came over all of us. I know it did for me. And the only way that we were able to overcome the fear was with proximity to the fear. Meaning our closeness to the fear. Just doing it. Many times I fell on my bike. Many times each one of you might have fallen on the bike. Multiple times, multiple times, multiple times, but you keep doing it.
You get closer and closer to the fear. It’s the proximity of the fear that ultimately gets to the point where we all can just ride a bike and you don’t have to think about it anymore and falling is just not even an option, but it wasn’t because you came up with a perfect plan. It’s because you just took imperfect action and you stayed close to it. The proximity to it was what helped you overcome it. So Jay, this has been absolutely sound advice. Advice that anyone listening could adopt right now and realizing, “Hey, what are my biggest fears right this second? And if it’s something I’m afraid of, then I must do it. I just got to get out there and do it with imperfect action.” So following up, two questions. We always end our podcast this way, Jay, and I want to ask the same two to you, is if you were starting over knowing what you know now, is there anything that you would have done differently or is there anything maybe you would have done the same?

Jay:
Well, definitely how I talked with the seller would probably be different. Like how I arranged that meeting and now that I’ve just done it, I’d say I have more confidence. That maybe is something that causes people to hesitate is because they don’t know what they’re talking about which is exactly what I was doing. I had no idea what I was talking about, especially when I was talking to buyers.

Cody Hofhine:
Yep.

Jay:
They’re all smart talking and talking numbers to me. And I have no idea what they were talking about, which was fine, but probably how I talk to buyers. It would be totally different now.

Cody Hofhine:
Awesome.

Jay:
And you guys said to call each of them, your first deal, and that really helped a lot. I gained a lot of contacts from doing exactly what you guys said. Just calling each one, talking to them, finding out what kind of deals they want.

Cody Hofhine:
Yep.

Jay:
And I learned a lot through that.

Cody Hofhine:
Fantastic. The second question is a good book. What’s a good book you’ve recently read that’s been helpful to help you become someone better?

Jay:
Well, I saw that I should think about a book that I really wanted to talk about. I’m not much for reading, but I would say the book that has influenced me the most is the Bible. The scriptures are definitely what motivates me and most of the decisions I make in life and I would encourage anyone listening to go read the scriptures. And I know that’s not very businesslike, but that changes every decision I make in my life and how I go about my business. So…

Cody Hofhine:
That’s awesome.

Jay:
That’s exactly what I’d say.

Cody Hofhine:
I think that’s sound advice. Well, that’s fantastic. Jay, my man, I want to thank you so much for being on this podcast today. I know there’s many people listening to this right now that this resonates with them. Maybe they’re in that fearful state and they’re like, “Man, I haven’t taken action because I’m afraid of what’s going to happen or I’m afraid of failing or I’m afraid of going on that appointment.”
And this was a perfect episode that allows people to say, “It’s okay. You’re not going to get it right. Go out there imperfectly and just get it done and learn from it.” But ultimately, it’s your action that led you to this first deal and will now, like you said, what’s cool is your confidence is now higher. So now going forward is going to be so much easier because your confidence. It’s like, “Okay. This has been done. It’s no more faith. It’s now fact. I’ve done it.” And doing it again is just going to be that much more easier or that much more easy to continue to do this consistently. So thank you so much for being on the show today.

Jay:
Yeah. Yeah, and I just wanted to say this one last thing.

Cody Hofhine:
Please.

Jay:
The seller are actually got out of me that it was my first deal which was an embarrassing moment where he’s like, “Well, you’ve done it before” and I was kind of like, “Yeah, yeah” but I didn’t say that.

Cody Hofhine:
Yeah.

Jay:
I was like, “Well, this is actually our first one, but we work with guys who have done them.” And then the very last thing I’d say is to anyone listening, this training really works and people in our area, and I assume it’s the same around the country, don’t do business the way this training with Wholesaling Inc actually talks about. And they’re most of the time not getting to know, they’re not building rapport, they’re just seeking the deals and there’s a lot of people cheating in real estate. And I really would endorse Wholesaling Inc and going through this training because it’s helped our business a lot and it’s sound advice. So…

Cody Hofhine:
Jay, I appreciate those kind words. We try our best here, but I thank you for sharing that. That’s fantastic, and for those listening today, I hope you’ve been able to get what you were seeking, what you were looking for. To get here to the podcast and Jay sharing his story hopefully gave you answers, but more importantly, given you something to write down on what you can act on today because really that’s what the podcast is about.
It’s not here to just feel good. That’s great, but if you don’t go out there and act upon what you felt today, it will do no good for you. So make sure you get out there. Take the action. Get out there, have conversations, get on appointments, make offers, and that is one step closer to getting your first deal or your next deal. And if you need help building your wholesaling business, just like Jay said, head on over to wholesalinginc.com where you can book a call with our team and begin to have that conversation and really find out what it is your looking for and see if it’s a fit. And if so, we’ll invite you to be part of the tribe and get you going on your wholesaling business. Until next time guys, get out there and take imperfect action and we’ll see you on the next episode.

Leave a Reply

Your email address will not be published. Required fields are marked *

Wholesaling