Posted on: April 20, 2020

What’s better than finding good wholesale deals? Finding good wholesale deals for free! Today’s rockstar guest has been on the podcast before. Now he’s back and shared another great deal. And this time at no marketing cost!

CJ Love has been active in real estate for 8 years already. Nowadays, his primary focus is generating cash flow through wholesaling. In this episode, he shared a totally repeatable strategy that you can do to generate deals for free!

If you’re new to wholesaling and don’t have marketing dollars to spend yet, you owe it to yourself not to miss this episode. You’ll not only learn how to find great deals for free, you’ll also find countless gold nuggets that can help you take your business to the next level!

 

Key Takeaways

  • How he found the deal for free
  • One of the best ways to start off in wholesaling
  • One of the biggest secrets in wholesaling
  • How he was able to get through to the seller
  • What happens during his meeting with the seller
  • Why it pays to always assume motivation
  • How he got the property under contract
  • What to do when the seller won’t give you a price first
  • What anchoring low means when negotiating price
  • Why it pays to seek discomfort
  • Why being a reluctant buyer is recommended
  • What ABL means and why it’s important
  • How much he made from the deal and the total number of hours he spent on the deal
  • What it’s like to have his dad as a partner
  • Resources that has helped him early on in his journey

RESOURCES:

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Episode Transcription

Tom Krol:
All bad guys, I have got a rock and roll episode for you today. A young man out of Houston, Texas, who is crushing it. We are going to do a deal review. And what I love about this deal review that we’re going to do right now is that it cost this young rhino absolutely nothing. That’s right. Zero. He did not use a marketing channel to find this deal. This is a deal that was brought to him for free. So it is totally repeatable. If he can do it, you can do it. So we’re going to get right into the meat and potatoes. We’re going to hold his feet to the fire. We’re going to go through step by step so that you can repeat exactly what he did. And I am super excited to start this show today.
If you don’t know what wholesaling is, wholesaling is the art of consistently finding discounted properties. That’s it. If you can find discounted properties in your neighborhood consistently or in another neighborhood consistently, you can find financial freedom. I don’t care what the exit strategy is with the property.
So I’m your host today, Tom Krol, and let’s get started. I have on the line with me, CJ Love, out of Houston, Texas. CJ, are you there?

CJ Love:
I’m here, hey Tom.

Tom Krol:
Bro, it is so good to hear your voice. I will never forget the time I met you and your dad in Orlando, 2018, at our summit, our Wholesaling Inc summit. And there’s another one coming up in October 2020. And I hope to see you guys there, but I remember meeting you and I remember you were ready to go and attack the world. And it seems like you’ve had tremendous, tremendous success. Your numbers are through the roof. And I wanted to speak with you today about a deal that you did, where you made a tremendous amount of money in a short amount of time for free. And that is amazing.
But before we do that, can you just tell us a little bit about yourself, who you are, how you got started in wholesaling or real estate investing and a little bit about your journey?

CJ Love:
Absolutely, absolutely. So again, I’m CJ Love out of Houston, Texas. I am from Houston, born in Dallas. I travel back and forth between the two. I’ve been in real estate for about eight years in a bunch of different capacities. As a property manager, a licensed real estate agent, and most recently a full time wholesaler. Me and my dad partner on our wholesaling business. We do some other projects as well, as far as property management, stuff like that. But our main focus right now is generating some cashflow through assigning contracts and wholesaling.

Tom Krol:
I mean, I love it. It’s easy now. It sounds like, because you’re 28 years old, which is awesome. And you are doing numbers now that I would describe as… Have found, unless you’re in some mountain of debt that I don’t know about, you are already have found financial freedom at your age, which is amazing. Did you go to college or did you just skip college altogether? Because it sounds like you’ve been in it for eight years and you’re 28. So what did that look like?

CJ Love:
So my college journey, it stopped a little short. So actually I played college football for about two years and then I transferred schools and stopped.

Tom Krol:
Got it.

CJ Love:
I was doing it part time and actually started learning real estate while I was in college, had a part time sales job and I really, really, really wanted to get into real estate. So I just stopped with the education piece on the college end, and jumped both feet in as far as real estate. Got my license and took off running from there.

Tom Krol:
Brother. I love it. Easy peasy, by the way, we have an NFL player in the tribe as a rhino, Percy Ellsworth. Did you ever get a chance to beat him?

CJ Love:
I haven’t.

Tom Krol:
Oh, we got to, we got to hook you guys up if you’re a football fan, but bro, I love it. I’m with you entirely. I did the same thing, started college and then that quickly ended after a year and I jumped right in and I didn’t start unfortunately in real estate, but God bless the broken road, right? So good stuff.

CJ Love:
Right.

Tom Krol:
So great. So here’s the deal brother. We have a lot of people listening. They want to know how did you do a free deal and how can they do a free deal? So I really want to go through this step-by-step. On this particular deal that you found, the first question… what I really want to focus on is how did you… Obviously you got a chance to work with a motivated seller. So this is somebody who wanted to sell their home quickly at a discounted price in exchange for speed and convenience. How the heck did you find this deal for free? Because most people are spending money on cold calling, text blasting billboards, radio ads, direct mail, driving for dollars and all sorts of different ways to find motivated sellers. How did you find a deal or how was the deal brought to you at no cost?

CJ Love:
Well, Tom, this one was really, really special. On this one it was a little bit different, because we’ve had referrals in the past. However, this one was from another real estate professional.

Tom Krol:
Okay.

CJ Love:
Actually I try and make it a habit to attend our local real estate meetups. Whether it be through Houston Area Realtors Association, or, investor meetups specifically through the title company. There’s all types of meetups that take place in whatever area you’re in, whether it’s Texas or other States. So just building a good habit of going to meet ups and talking, right. Telling people exactly what it is that you do, and what it is that you’re looking for. So this relationship that we had was actually from another real estate agent.

Tom Krol:
Okay. So this deal came from a real estate agent that you met at a REIA meeting?

CJ Love:
Correct.

Tom Krol:
All right. I have a thousand questions. And I will say this. Finding deals from real estate agents is one of the best ways to start off in wholesaling. And I could tell you getting deals from agents is great because everyone thinks you can’t get deals from agents, but here’s the secret, no matter how much you spend on marketing, most Americans, when they are interested in selling a home, are going to call a real estate agent first, whether they’re motivated or not. So very interesting. So CJ, okay. So take me through this. You meet an agent at the REIA meeting. How did you guys first form your relationship?

CJ Love:
Well, the discussion topic was marketing, right? And so we were going around the room and everybody was sharing their experiences with marketing. Some of these individuals were investors, some of these individuals were real estate agents, some of them were brand new and never done a deal before, wanted to get some additional information.
So after giving my two cents or a little bit of my background or feedback, as far as marketing, after the REIA meeting, there was a handful of individuals that we walked around the room with and exchanged cards, discussed some quick deals. And I met one gentleman who said, hey, I have something that I think is a deal, but I do not know what to do with it. I have no idea what’s going on. I can’t get in touch with the individual, but I have his telephone number. I have his email address. I have the property address. I’ve seen the outside of it. I know something can be done. I can’t get in touch with him. He won’t talk to me. I don’t know what to do. Can you help?

Tom Krol:
Now. So this was somebody that you met right away who brought you the deal?

CJ Love:
Correct.

Tom Krol:
Okay. Now, so obviously this is a real estate agent, right?

CJ Love:
Yes.

Tom Krol:
Okay. What kind of real estate agent is this? Is this a guy who’s been in the business, he’s one of the biggest guys in the market? Is he brand new? Is he just starting out? Is he just a cash buyer agent? Because what I want to know, CJ, is if someone is listening right now and they want to go out… Brent Daniels always says, the way you make money, right, is TTP, talk to people.

CJ Love:
Absolutely.

Tom Krol:
But if somebody wants to do this, what kind of an agent are they looking for?

CJ Love:
Well, this particular agent happened to be a newer agent, right?

Tom Krol:
Absolutely.

CJ Love:
And was looking at try and get some information regarding how to work with real estate investors, cash buyers, and also how to generate more listings.

Tom Krol:
I love it. So this is absolutely a piece of liquid gold here because the agent that you choose to work with, or the ones that you’re going to attract as a wholesaler, are going to be a little bit, I don’t know how you’d explain it, but not the typical agent. It’s not the one whose face is all over the billboards and benches and all of that.
So it’s typically somebody who is brand new and they’re hungry and they’re aggressive and they want to do a deal. Or what we also find is that sometimes it’s the agents who are not really very active, so they have their license and they haven’t done a deal in a long time. And they’re… somebody comes up to them and says, hey neighbor, I know you’re an agent. I need to sell my home quickly for cash. And typically when agents bring us deals, it’s either those new, hungry, aggressive agents, or it’s the ones who aren’t really working. They haven’t done a deal in a while. They’re a part time agent. So interesting little dynamic there, but-

CJ Love:
Absolutely.

Tom Krol:
Yeah. Very cool. So, all right. By the way, it’s worth noting here that the property that you saw with this agent, this was not an on market property, meaning it wasn’t actually listed on MLS. Is that correct?

CJ Love:
That’s right.

Tom Krol:
Okay. So that’s another key point, guys. It’s usually off market properties that agents are going to bring you. It’s not the ones that are listed on MLS typically. So, all right. So tell me what happens. First of all, what is the agreement with the agent? Number one. Number two, is what happened after that point when you got the phone number?

CJ Love:
Well, I guess the agreement that we had, or we had a brief discussion as far as how far he’s got in the process. So he gave me a background. He made a phone call out to the individual after finding his information somehow, don’t know how he did it, but he got it. He reached out to this home owner and tried to have a conversation with him and he was upset and angry and frustrated and hung up on.

Tom Krol:
Perfect. That right there guys, who wants to know what a motivated seller sounds like? Angry, upset, and hung up on you. Perfect. Always assume motivation. Okay. So what happens at that point?

CJ Love:
He tried referring this lead to another real estate investor. Same response. Got angry, upset, mad and hung up on them.

Tom Krol:
Got it.

CJ Love:
And my past experience I’ve found that sometimes those frustrated individuals that are getting phone calls, they have a problem that needs to be solved. It’s just a matter of breaking through to them. I love it.

Tom Krol:
So you guys listen to what CJ just said, because that is one of the biggest secrets of wholesaling, bam. I love it. 100% accurate. Okay. So how did you… So two people have tried to get in there. We have no idea how the agent came across this seller lead, but we have two different people, an agent and an investor who already attempted to form, build some rapport and find out how they could help this seller. And you broke through. How the heck did you do that?

CJ Love:
Well, he gave me the information. He sent me a picture of the outside of the property. It was a distressed property and we just called. Waited until it was after work hours, I think it was probably 6:30 PM that same day that I got the lead. And I think that’s super important. Somebody gives you a lead, act on it immediately, and give them feedback, whether it works or it doesn’t.

Tom Krol:
I mean, how funny, just to pause here for a minute. How funny is this that when we are interviewing on the podcast the absolute rock stars in every market, how funny is it that there are always these common threads? They always have the same… It’s almost like you’re just talking to a robot or a recording. It’s the same exact answers, right? So sense of urgency. Fast response time. So keep going, brother. I didn’t want to interrupt you, but I just got to point this out, you don’t have to be a good salesman. You don’t have to be good at negotiating. You just have to follow some really simple rules, like get back to people. So go ahead, CJ. Yeah. Great stuff.

CJ Love:
Absolutely. That’s huge. So I reached out to the individual and he picked up the phone call and he got straight to it. Hey, what do you want? I told him, hey Mr Seller, my name is CJ Love. I am a real estate investor and I’m calling about this house. Hey, I get tons of these phone calls all the time. What do you want? Why are you calling me? And I say, I am so sorry if I’ve disturbed you, I don’t want to upset you or anything like that. The reason for my phone call is I am absolutely looking for a property that I might be able to purchase here in the next 30 to 60 days. If you have five minutes for me, I promise I’m not going to waste your time. I think this will be a very valuable conversation and I really, really want to work with you. Can you give me about five minutes?
And somehow he just disarmed himself and we were able to have a good, solid conversation going forward. We talked about why he purchased a property, for a family member that never moved into it. There was some family issues there. He invited me out to his office to sit down and talk some more. And then we finally got to the property and were able to walk it together.

Tom Krol:
So. Okay, terrific. So this was a home that was vacant and it was not the primary residence of the homeowner?

CJ Love:
Correct.

Tom Krol:
Okay. Got it. Okay. So you meet with this homeowner. What happens at that meeting?

CJ Love:
So after we met in his office, I told him a little bit about what I do. I am a licensed agent, however, I’m more so interested in this opportunity as an investor.

Tom Krol:
Okay. So, let me ask you this. First of all, I just want to be clear on that meeting. It sounds like, and you guys, this is another key, CJ’s only objective was to get the meeting and he got it. So did you guys discuss price on the phone or not really? Or what did that look like before this meeting?

CJ Love:
Absolutely not. I already know that he was frustrated and I’m sure people have shot him offers over the phone before. So I wanted to be a little bit different and just get in front of him.

Tom Krol:
So guys, again, this is liquid gold, is that you always assume motivation, right? You assume that they’re motivated. So many new wholesalers are waiting for the homeowner to prove that they’re motivated before they will meet with them. What professional wholesalers do is they assume that every contact with the seller, any sellers who reach out to them, who are somehow interested, they go and assume that they’re motivated until proven otherwise.
So again, this wasn’t a whole series of qualifying the seller, CJ knew something was there and his only objective was to get the meeting. So now he’s with the seller and he’s having the meeting. So this is just very cool. So keep going, keep going.

CJ Love:
Well, the initial meeting at his office was basically just for us to get to know one another. I am an agent. I am a real estate investor. However, I’m a real person too. Don’t hang up on me. Don’t kick me out of your office. Let’s just sit down and chit chat about life, right? So he told me about his businesses. He told me about what he does, where he’s lived. He told me about his family. And finally, he rushed me, and said, hey, you know what? I had a timeline. Would you like for me to take you over to the property, do you want to take a look at it? I feel comfortable with you. Let’s get over to the property and let you check it out.

Tom Krol:
That was in the same day?

CJ Love:
No, the same day.

Tom Krol:
Got it. Okay. Sense of urgency. Got it. Go ahead. Okay. Keep going.

CJ Love:
Absolutely. So we went over to the property and from the outside, it was distressed. The garage door was off it’s hinges. It had a lot of mold, I guess, mildew is the better word for it here in Houston. It’s very, very humid. So a lot of the brick homes and siding homes get a little allergy or mold or mildew on the outside of it.

Tom Krol:
Okay.

CJ Love:
You could just tell from the outside that it hadn’t been lived in in a while. It was in a nice area. And there were remodels taking place up and down the street, which was a positive sign.

Tom Krol:
Got it.

CJ Love:
We went inside and it was completely gutted.

Tom Krol:
Got it. So no kitchen, no nothing.

CJ Love:
No, nothing. It had plumbing ran. It had electrical ran, but as far as sheet rock, there was nothing there. You can see from one side of the house to the other.

Tom Krol:
Right. Okay. All right. So you get there. How much time are you actually there with the seller?

CJ Love:
Well, at his office, we were there for about two hours, and then probably another hour and a half, maybe two at the property itself.

Tom Krol:
That is spectacular. I want to know, is it fair to say that most of that time was spent building rapport or talking about real estate?

CJ Love:
Mainly building rapport.

Tom Krol:
Guys, right there-

CJ Love:
Talking about his business.

Tom Krol:
Talking about his business, which has nothing to do with the house. I love it. Okay. That’s number one. Number two is I want to get to pricing. Tell me how did you put this property under contract? Because that’s the number one thing that everyone who’s listening is thinking?

CJ Love:
Well, the number one goal is to try and get a price point out of them first.

Tom Krol:
Beautiful.

CJ Love:
Which was extremely difficult. He was an investor and a builder developer himself and was very savvy as far as negotiating and would not give me a price. So I asked him maybe four, five, six different ways. Hey, I mean, what would you like to, what would you like to see at the end of this transaction, right? If we can agree on terms, what price point would make sense for you today? So on and so forth. And so eventually I shot a number out, not anchored, and fairly low.

Tom Krol:
Okay. So let’s talk about that. And before, I just want to say for anyone who’s listening, we always, because CJ is talking about something that we teach in the tribe, which is a key, basic principle is that you want to, if the homeowner’s is going to give you a price, you want to get them to give you the price first. And a little trick that we’ve learned too, and I know CJ knows this, and I just want to point it out for any listeners, is that very often, if they absolutely will not give you a price, very often, what you can do is just remember this, the when will reveal the why. So sometimes if they won’t give you a price, they won’t give you why they’re actually selling. It goes hand in hand. They’ll give you a surface level, but they won’t give you the real deep reason of why they need to sell the property.
So one thing you can do, Alex Youngblood and I discussed this once, and I’ll never forget it is the one thing that we’re in the habit of doing is asking when they want to sell it. So that if they won’t tell you why they want to sell, or for what price you can sometimes ask them when. And just one thing to remember is the when reveals the why, and then the why can help you with the price.
So you can say, well, when were you hoping to sell by? And then if they… sometimes they’ll be aggressive and they’ll say, well, I don’t even need to sell, but if you have a good rapport, they’ll say, well, I’d like to sell before the end of this year, before the next tax bill is due, or before the next mortgage payment is due, or before my divorce is finalized or whatever.
And then that can give you, you see what happens is, in every scenario I just gave, it revealed the why I was selling. Why are they selling is revealed when you ask the when, and then that can help you get a price, because you could talk about how much money they need to get out of the deal. So, all right. So you said you gave the price first and you anchored it low. Can you explain what that means for anybody who’s listening, who doesn’t understand what you mean that you anchored it low?

CJ Love:
So the very first number that I want them to hear is something extremely low. That way, when we’re continuing our conversation, and I’m not necessarily going to call it a negotiation, we’re going to have a conversation about it. As we’re going through this process, they have that low number stuck in their head, right? It may not be my offer. It might be formed as a what if question? Well, hey, Mr seller, what if I can give you something like $30,000 for it. I mean, would that help you get to your goal?

Tom Krol:
Right.

CJ Love:
So that number was not what we were looking to offer. That was just an anchor that I knew… If it was accepted, then fantastic. Great. If not, well, I still have a lot of room to go up in price and negotiate.

Tom Krol:
I mean, there’s so much liquid gold on what you’re saying, I don’t want to keep interrupting you, but guys just rewind this and listen to what CJ just said, because everything that he just said, especially the way he posed it as a what if, that is something that comes from Todd Toback’s training, for sales training, I’m actually going to put a link for the sales training from Todd Toback also. Because that’s actually a question of how do you actually give the price and that’s just one gold nugget from that course, is that you pose it as a what if.
So, hey, Mr Seller, I don’t know if I can do this, but what if I could give you this much in cash and close within two weeks and would that work for you or probably not? And it’s just a little sentence that we use there, but CJ, bro, everything that you’re saying, I mean, it’s incredible. I don’t mean to keep interrupting, but this is awesome. So you guys negotiate price right then. When you finally agree on a number, do you actually get the contract and get it signed on the spot?

CJ Love:
Yes. I think that is super important. If at all possible if we are in person, I do not want to leave without ink.

Tom Krol:
I mean, how many times can I ring up victory bell during a podcast? We’re going to hit a record here, but you guys, this is so key. If you feel in your belly, like you’re oh, well, let me just do some research and then get back to you. That’s easy. Remember that wealthy people like CJ, they seek discomfort. It is super awkward and uncomfortable to ask the seller to sign right then on the spot. It’s much easier to say I’m going to do some research and get back to you later and I’ll meet up… No. Seek discomfort. Do not leave that house without putting it under contract at a price that you feel is a good price. And that’s it. No exception. So CJ, great job, man. That’s awesome.

CJ Love:
Thank you so much Tom.

Tom Krol:
Did he give you any kickback on that when you tried to have it signed right on the fly?

CJ Love:
Well, he gave me huge kickback. Again, this guy, he’s kind of an investor. He is a builder and a developer. And so when I sat in that $30,000 number, he said, absolutely no.

Tom Krol:
Right, okay.

CJ Love:
I like you, but I feel like you’re jerking my chain.

Tom Krol:
Right. Okay. Okay.

CJ Love:
Well, hey, every negotiation has to start somewhere and end some place else. So how far apart do you think we are? And we began discussing it. He came up with a number that he said, hey, this is my bottom line. This is the absolute best I can do and I will not negotiate any further than $60,000.
Of course before going out and meeting with the seller, I had already ran some quick numbers and tried to get a really good understanding of the area and what we could potentially pay for the property or sell the property for on the back end.

Tom Krol:
Okay.

CJ Love:
And with that understanding, I was fairly confident that $60,000 would work as a purchase price for us.

Tom Krol:
Got it.

CJ Love:
We might be able to sell it for somewhere between 70, 75, maybe 80 if it’s a push.

Tom Krol:
Got it.

CJ Love:
I still was a reluctant buyer. That’s also a Todd statement. I did not want to accept the 60 right away just because I didn’t want him to backpedal on me and feel like he’s not getting a good deal out of it. He can sell it for more to somebody else, and I also wanted ink right then and there. So we went back and forth on the 60 for a little while and eventually I accepted it.

Tom Krol:
Okay. Yeah. Awesome. I mean, and be a reluctant buyer, again, ring the victory bell for that. And that’s another Todd Toback training guys. I’m going to put a link to his training course in the show notes because it works. So you have the property under contract and now you are going to assign the contract? Or are you going to sign it to a real estate investor with cash?

CJ Love:
So yes, our goal was to assign the contract now, his terms, and I was trying my best to meet all of the terms as possible. He asked for a $5,000 earnest money deposit down, and I told him absolutely not. There’s no way I’m going to do that. So we negotiated, making sure title is clear, free of any liens and stuff like that. And I would agree to, instead of a hundred dollars, which we normally do, I’ll agree to 500 because I’m pretty confident that it is a deal.

Tom Krol:
We are given out all the tribes secrets on this podcast. I love it. Oh you guys. I mean, this is where it’s at. And by the way, the link, I just checked, it’s www.wholesalinginc.com/sales. And that’s where all that sales training is.
It is an amazing, we made it super, super affordable by the way, so anybody can afford it. But that course will absolutely change your life because everything that CJ is talking about is in here, but just really incredible, but be reluctant. And I can’t stress that enough. I mean, one thing that Oren Klaff talks about in Flip The Script, is he says always be, he says ABL, which stands for always be leaving. And that is so important because if the seller senses desperation or that you’re chasing. Remember if you chase a dog, it runs away. If you want to catch a dog, run away from it and it’ll chase you. So I love it. CJ, you’re a rockstar man. That’s incredible.

CJ Love:
Yeah. I appreciate it, Tom, I’ve learned from the best in the business, you and Mr Cody and Todd as well.

Tom Krol:
Well, you’re a rock star. So listen, I want you at the next event to actually get up on stage and speak because I know your numbers and what you’re doing a year and it’s incredible. So we have definitely got to get you up there and give you a slot to actually talk about what you’re doing that’s unique because finding deals through relationships for free, I mean, and networking, nothing is better than that. So you are a rock star, man. That’s really incredible

CJ Love:
Doing deals is fantastic, but doing three deals is even better.

Tom Krol:
I couldn’t agree more.

CJ Love:
Absolutely.

Tom Krol:
Well, good.

CJ Love:
After we got through all of those challenges with the negotiating directly with the seller, our goal was to assign the contract. And so we started that process. One of his needs or asks was that we close this out in 14 days, and our goal was, hey, if we can make that happen, it’s a vacant house. So it should be easy to get in and out, let’s make that happen. We’ll commit to 14 days.

Tom Krol:
Isn’t it amazing how two other people went and tried to work with the seller and he was just angry and frustrated and hanging up. And then all of a sudden, as soon as CJ comes in, it’s like, oh, well we have to close immediately. He was super anxious to sell. He couldn’t have gone through an agent because it would have taken too long or possibly he could have, but he wanted to work with a wholesaler because it was fast and convenient and easy. It was quick. No seller says I need to close in 14 days. I mean guys, right. So, you see this seller was motivated. All right, so you find your cash buyer. Everybody wants to know how much did you make on this deal and how much time did you put into it total?

CJ Love:
It was a $10,000 deal.

Tom Krol:
Okay. That’s awesome.

CJ Love:
The time that we spent, or that I personally spent was very, very minimal. I spent probably about a total of four hours on the appointment, doing the paperwork and opening up title, and then maybe an additional two to three hours with closing with the cash buyer.

Tom Krol:
I mean, you guys, so $10,000 in let’s just call it seven hours total. That is absolutely incredible. And by the way, we have a copy of CJ’s HUD, because we want to vet these deals to make sure that this is real and this is real and doable. And if CJ can do it, who didn’t, like me, finish college and is now finding financial freedom, if he hasn’t found it already. I mean, incredible. This is an amazing way to make a living and to find financial freedom and to enjoy this life that is short. And it goes by in a blink. And it’s really incredible. So CJ, let me ask you this question. That’s an incredible journey that you’ve been on. What is it like to have your dad as a partner by the way, is that incredible?

CJ Love:
It is fantastic. I’d much rather work with him than for him.

Tom Krol:
I think that’s great. It pays off. I’ve learned from all of my mentors. There’s a lot of things in this life that are for sure that pay off. Hard work, compound interest, laser focus on fewer things than multiple things. And one of the things I know for sure pays off is keeping family close. And I think it’s so great that you and your father get to work together. That’s great. I wish my dad and I were working together, but that is really amazing. Maybe I’ve got to ask dad, I’ll send him an application.
But that’s great. All right, well, listen, we’ve got to wrap up the show. I want to ask you before I let you go, when you were first starting, because a lot of our listeners are just getting started or maybe you’re getting ready to scale your business, what are some of the resources? And I know you’re a rhino. So besides our course, what are some of the resources that you have used that were your catalyst, your trigger to say, man, I’m going to go at it hard and I’m going to make the change. And I’m going to go into wholesaling and become a real estate investor. Anything that helped you early on, on your journey?

CJ Love:
Reading books. I believe you, Cody, everybody in the tribe have said it. What got you here in life will not get you to the next step that you’re going to. And so you have to change your habits. You have to change the things that you’re doing. You have to change the people that you’re around and level up your relationships and level up yourself.

Tom Krol:
I mean, I cannot say enough about that. I totally agree. It’s the only common thread, no matter what, if you go to the 1% of the 1%, it doesn’t matter their age, their gender, their race, their nationality, their fitness level, they’re all over the place. But when it comes to the one thing that they all do, they all read. All of them. 100%.
When I was younger, the guidance counselor, I was basically distracted easily. I was not focused on school. The guidance counselor said oh, it’s a learning disability. You’re a visual learner. You’re an audio learner. And I never read a book. What a bunch of BS. If you can read street signs, and I know I’m going to get a lot of kickback on this from a lot of different people, who have… Look, if you literally cannot read, I understand. But if you can read street signs, you can read a book, start slowly, read one sentence a day. And I am telling you, listening to books is great, but read, practice it every day. Even if you are such a slow reader that you have to start with one sentence a day, the next day, make it two. And if you can get to reading eight pages a day, it will change your life. Just like CJ. CJ, I appreciate you being on the show brother. That was a major encouragement for everybody.

CJ Love:
Well, Tom, thank you so much for having me. I really do appreciate the invite. I love your podcast. I love the events that you guys host. So I’m really looking forward to the next opportunity to meet you again in person, along with the rest of the tribe.

Tom Krol:
Well, I am super excited to see you again, you and dad and the next conversation we’re having is about scaling that massive business to even bigger numbers, to get it to run 100% without you. So I am going to definitely pester you about that. So I can’t wait, man. It’ll be a great adventure.

CJ Love:
That’d be an honor. I really do appreciate it Tom.

Tom Krol:
Absolutely. All right guys, that was CJ Love from Houston, Texas. What a rock star. What good advice. So many golden nuggets. I think, I don’t think I’ve ever rang the victory bell so many times. I’m going to put links to a Todd Toback sales training. It’s wholesalinginc.com/sales.
I’m headed to the next podcast to record it for you. We’re going to hold their feet to the fire and get you guys some awesome information. If you want to find out more about how to start wholesaling in your local market, head on over to wholesalinginc.com, wholesaling i-n-c dot com, fill out an application and we’ll invite you in to be a rhino. Rate and review this podcast. If you are listener, if you’ve listened to more than one episode, rate and review the podcast right now, be a go giver, have an abundance mindset. Share this episode with somebody you love. And I’ll see you guys on the next show.

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