Posted on: May 29, 2020

With all the drastic (and dramatic) changes brought about by the COVID-19 pandemic, many wholesalers have chosen to play it safe and just halt operations for the time being. Today’s guest however did the exact opposite. If anything, it’s his boldness and consistency that has made him one of wholesaling’s unfaltering rockstars!

Bob Antonie is a wholesaling beast. And he does not play it safe when it comes to wholesaling. Rather than staying on the sidelines, Bob chose to double down on his efforts and stay consistent. The result? He closed 8 deals despite the current state of the market!

While the pandemic has brought about new and unique challenges for wholesalers, it’s no match for Bob’s relentless commitment and drive to succeed. So if you can use some motivation on how to get things done despite having a curve ball thrown your way, this episode is for you!

Key Takeaways

  • What the month of April looked like for him
  • Number of people he has on his team
  • What has helped him close deals even during this time
  • Market changes he has observed that’s brought about by the pandemic
  • His mindset and how he stays focused and positive
  • Marketing channel he’s using
  • The average number of deals he closes each month
  • Number of postcards he sends out weekly
  • The importance of marketing on a consistent basis
  • The response rate he gets
  • The lists he goes after
  • What his wholesaling business has done for him
  • One advice he’ll give to listeners

RESOURCES:

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Episode Transcription

Cody:
People are asking, how do we do deals in this market? Are deals still happening in this market? Do they happen? Do they take place? How are we able to do that? And so we are going to give you about 10 or 15 minutes of just sheer gold here and let you know that deals are still happening. I have with me, one of my favorites, Bob and Tony, and I just love this guy. And he is in the Memphis market and crushing it. Absolutely crushing it. Bob, tell them a little bit about your background, your history, what you did growing up, and then why you’re in to real estate.

Bob:
Sure. So I’ve got degree in microbiology, minor in chemistry. I’ve been in the corporate world for over 20 years. And about a year and a half ago, things were started to change for me. I ended up losing my job and I jumped right into wholesaling. I started getting involved in wholesaling in about October of 2018. So it’s been a little bit over a year and a half altogether. I mean, I didn’t know what ARB was or any of the other terms that we [crosstalk 00:02:25].

Cody:
Okay. So now let’s fast forward because you have been crushing it. But more importantly, I think what’s crucial is, let’s just talk about April because we’ve had COVID-19 started back in March, really when I think that the big push was for the United States. And so let’s talk about just recent stuff we are at what’s today? April 21st. What has the first 21 days of April look like for you? How many deals have you done? And then let’s start with that.

Bob:
All right. So for the month of April, actually, April’s been really, really good for me. I’ve closed on five deals, but I think I’ve got another one closing either yesterday or today that’ll make it six. And I’ve got two more that are scheduled before the end of the month. So looking at eight deals altogether this month.

Cody:
Closing enough deals that you don’t know if the close you took place yesterday or today. This is too good. I love it. I love it. Bob came out to the scale event out at my office and I was just listening to his process. So here’s the better thing. So he could be doing up to eight deals this month in April. Bob, how lean and mean is your business? How many people are on your team?

Bob:
So I;ve got myself and I’ve got a virtual assistant from the Philippines who handles my calls. So she’s my lead manager. She’s taking my calls, do all the lead followups, schedule appointments for me. And so that’s it just. Just her and I.

Cody:
Just the two of you and you are completely just doing your thing where you’re going to just do a casual eight deals this month.

Bob:
Yeah. It’s a good [crosstalk 00:04:07].

Cody:
What do you feel like your secret sauce is? What do you feel like is helping you during this time? When I’m sure you’re having conversations where people are like, “You know what we don’t want to meet.” Or maybe people are like, “No we’re okay meeting.” How are you able to do deals today, specifically wrapped around this COVID-19?

Bob:
So the deals are actually a little bit different. I mean, there is a lot of apprehension and I don’t blame anybody for it. I mean, I do everything I can to make sure that people are comfortable. But I’ve gone to houses. We’ve kept doing the social distance thing. I’ll be outside, we’ll stand apart, we’ll have a conversation. And I think really the secret sauce here, Cody, is nothing special. It’s going and meeting with the individual, getting an understanding of their situation, why they’re looking to sell, and then just trying to help them solve their problem. I’ll tell them the different options that they have, the pros and cons of going through a real estate agent or going through a for sale by owner process or a lease purchase agreement, and just step them through. And then help them understand what the benefits are, what the negatives are, and then just try to help solve the problem. At the end of the day, there’s a lot of situations where we can help the people which ultimately leads to a win, win solution.

Cody:
So do you really feel like there’s any big changes going on or you feel like, no, I’m just consistently doing what I’ve always done?

Bob:
So changes for me have… I’ve experienced it on the buyer side. There are a lot of my buyers who are just kind of standing on the sidelines right now. I got around 5,000 cash buyers on my list. And some of my real consistent buyers are being more selective at what they’re buying. And then others are also just kind of just picking a hiatus for a few weeks just to kind of wait and see what happens in the market.

Cody:
Man. This is incredible. So in a year and a halfs time, I can’t believe it was a year and a half ago that we kind of had our first conversations and your [inaudible 00:06:04] course, and here you are, you’re just doing your thing. You’re just doing your thing. Eight deals going to happen in April and you’re finding a way to do it. How do you stay positive? What’s the mindset you would tell those listing right now, what do you do to stay focused, to keep doing deals?
Because I think what I’ve seen, and I’m not saying this is for everyone, but what I have seen is I’ve seen a lot of people almost step off the gas and start pumping the brakes. Almost like they’re almost like, what should we do? Like I got to wait. I don’t know what’s going on with this COVID-19, so I got to wait. And I feel like one thing I’ve seen you do consistently is no, you’re stepping on the gas. You’re going, you’re going, you’re going, you’ve never pumped the brake. But what are some of the mindset that keeps you going, even though all this is going on, how do you stay focused and positive during this time?

Bob:
So Cody, one of the things that I do, and then I do it as often as I can, is just recognize that in any circumstances that I deal with, there’s usually several choices to pick from, but usually a decision there’s only really two decisions to make. There’s one that’s the easier way, the more conservative way, the more comfortable way. And then there’s the other decision that can lead you to be just more uncomfortable. Whenever I feel a circumstance where I’m in where I’ve got two choices, one’s safe and easy, the other one is going to be uncomfortable.
I move towards that every time. So I just make a point of being uncomfortable. It’s something that the tribe, the course talks about all the time. It’s getting comfortable with being uncomfortable and that’s really all I do. So I would rather sit back and wait and see what happens, but I’m hitting my marketing harder. I’ve increased at least 30% over the past several weeks. I’m focusing on the distress properties, I’m focusing on absentee owners, taking a ton of calls, doing a job of screening these out, and just having the mindset of trying to help the people solve their problems.

Cody:
That is fantastic. What is the marketing channel you’re using? When you go out and you say your marketing absentee owners and these distressed properties. What’s the form of marketing to get your message to them?

Bob:
So I just keep it pretty simple. I mean, I do direct mail.

Cody:
Direct mail! It’s not [inaudible 00:08:24]. Hold on. It’s the only bell I have, because I’m not in my office. So it’s more like a school teacher today. So direct mail is not dead. You’re out there. You increased it 30%. But because of that is eight deals in a month normal for you or do you think it’s been higher this month?

Bob:
Well, I mean, my average, I usually get… My minimum number is around three. Ill get, typically between three and five deals a month that I’m closing on. And so this month has just been an uptick. And I don’t know if it’s because of the COVID-19 situation that we’re in. It’s just [crosstalk 00:09:05]

Cody:
You increased 30%.

Bob:
Yeah. Right, exactly. Really, it’s a numbers game when it comes down to it. The more marketing you send out, the more conversations you have, more appointments I go on, and the more offers I make.

Cody:
Bob, this is awesome. This is good stuff. And for those listening, I hope you caught this and wrote this down. He’s not only just applying the gas, but he’s also increasing the speed, meaning he’s also increased his mail going out. But I love the fact that direct mail is still pulling in a ton of deals for you. It does all the heavy lifting for you. You’ve just increased how much is going out. And then you’re able to still do business during these times. And I think so many times we get in our own way.
Wholesaling or real estate is not complicated. It’s the wholesaler or the investor that’s complicated. And we tend to get in our own ways. And so I think this is just a perfect example of not only how to continue to do business, but that you’re actually increasing how many deals you’re doing every month. Would you say to anyone out there, like if they were right there thinking, man, what do I do? Do I want to do this? Do I want to get into this? Am I crazy for getting this? Is the time passed or are you saying no, now’s a fantastic time to get into real estate?

Bob:
I think that there’s more opportunities coming than we’ve seen in probably the last 10 or 15 years in wholesaling in real estate in general just based on circumstances. We’re experiencing a correction in the markets and that’s going to be… We’re going to go through that as well in real estate. I think that with this said, there’s a lot of doom and gloom if you listen to the news, there’s so much terrible things going on. But I’ll tell you what, I don’t watch the news. I don’t watch hardly any TV at all.

Cody:
No news is good news, baby.

Bob:
That’s right.

Cody:
How many direct mail letters are you sending out? So I think it’s just the postcard, first and foremost, not a letter.

Bob:
Right.

Cody:
Try postcard. We have a smoking off postcard that continues to just perform well. But how many direct mail postcards are you sending out?

Bob:
So in the beginning quarter of this year, my average was right around, I would say about 4,000 a week. But right now, like last week I sent, I actually sent in about 8,000 [L-cards 00:11:23] out. If you had to average it, I’m sending right around 6,000 cards a week.

Cody:
6,000 cards a week. So here’s the crucial thing, guys. This is a rockstar right here. I want to pinpoint this. He’s probably not going to point it out. Because the guy is the most humble, lovable, teachable, coachable, best friend you’ll ever have in your life. But let me tell you something I love about Bob is the fact that he doesn’t just send out this mail. He sends it out weekly. That is huge. Most people send it out like once a month and that just doesn’t allow consistency. It doesn’t allow consistent conversations, consistent appointments, consistent contracts, consistent paydays. It’s that every single week, Bob stays boom, 6,000 mail pieces going out every week so that he can have consistent conversations, consistent appointments, consistent contracts, consistent paydays. So this is crucial. What’s the response rate on that? I think that’s probably universal. It’s probably hovers pretty close to 1%. But what is your response rate?

Bob:
Yeah, it’s about… It depends on the marketing channel on the campaign I should say. But it’s right around 0.7%, 0.8%.

Cody:
This is fantastic. So I want you to know how much value you bring to people. We talked about this briefly on just a text message before we hopped on. But guys, we’re hoping to inspire you, motivate you to let you know that deals are still happening. Don’t put the brake on, don’t pump the brake. Now’s the time to really hit the gas and what an incredible first interview that I’ve done this way, Bob. So I appreciate you jumping on with me. More importantly, a perfect example of just going out there and staying steady and staying strong and being consistent. And I love that it’s nothing really new going on other than you’ve increased, maybe marketing span, but you’re still just doing what you always done and it’s still netting the results that you’re looking for, which I think is phenomenal.

Bob:
That’s right. I’m looking forward to what the future is going to offer me.

Cody:
Well, I think it’s going to be very, very good because you’re consistent in a time when there’s a lot of inconsistency going on. So I think you’re going to do fantastic. One more thing we noticed about direct mail, just to add one more note on this, is we’ve noticed a lot more people pulling out direct mail and it’s almost revamped the power of direct mail all over again. So when all the people started pulling away from direct mail, the ones that kept doing it, we’re starting to on our end for our business. I know this is probably the… Is this the only channel you’ve been doing, right? So you don’t know any other channel [inaudible 00:13:55] this. But for our channel, we’ve been doing other channels. And now all of sudden, we’re seeing this bump and this uptick in response to our direct mail. And it’s because of how many people are not doing it anymore. And it’s like, keep pulling out, guys. Keep pulling out. Because I’m going to go consistent.

Bob:
That’s right.

Cody:
Did gathering your list, did you do anything special or did you just follow the exact thing how we do it in the tribe?

Bob:
So my lists are the same list that pretty much everybody goes after. I use tax delinquent. I do absentee owners. I’ve had a lot of success with the Tom Crow list here in the Memphis area. I do code violations. I also am working on building a list from driving for dollars.

Cody:
Awesome. Bob, what has this done for you and your family and your future and your lifestyle that might be different from your other nine to five? When you were corporate America versus now, have you seen it to be a blessing or have you seen like, no, I still got to figure out the blessing side of it.? What does that look for you now versus what it wasn’t Corporate America?

Bob:
I’ll tell you what, Cody. I mean, I was always pretty frustrated working through Corporate America because someone else is telling you what your value is in an organization. And it’s also very political. It would frustrate me more than anything. Now working for myself, it’s just such a sense of satisfaction that I have. I mean, I get so much joy out of helping someone and I’ll tell you this real quick. I had a property that the gentlemen of where I worked with, it was his mom’s property. She had a stroke, she’s incapacitated, she needs to sell a property. There’s a car there that he needs to deal with. He lives in California, he had a car. What do I do? I need help. I want to donate it. What do I need to do? So I’m like, I’ll figure it out.
I’ll help you out. Well, the next person that gives me a call, I go to their house. They’re like, we want to sell our house, but we really need a car. And I’m like, this is funny how this works out. So I’m like, “Hey, I know a guy.” So I call him, I get the car connected, we go and pick it up. It’s been sitting in the garage for seven months, but it started right up. So I’m helping the guy solve a problem with the car and I’m helping the other homeowners. I get a car and I’m just there to solve problems. So it’s just crazy how if you look for the opportunities they’re out there. You just have to look for ways to solve problems.

Cody:
Yeah. So, so true guys. Write that down. This is one of my favorite things. When I hear these things, it just like makes my, I get chills when I hear it because it’s just the way to do business, is it’s not about real estate. We’re really problem solvers. And so it’s using your ears, your mouth proportioning, listen more than you talk, and just find out the situation, what’s going on, and then be good at solving their problems. And the byproduct is you’re going to get contracts that allows you to purchase their home. And Bob’s just really, really good at that. So I wanted to highlight that and it’s just been incredible to see you go through the wholesaling course. And then you came out to the scale course and instantly what I love is everyone walks out of here, they’re like my favorite person, Bob Anthony. I just love this guy. I just love this guy. This guy is just a friendly teddy bear. This guy is my guy. And I remember standing between you and was it Brian Hammerly?

Bob:
Brian. Yeah.

Cody:
I’m standing. So guys, if you can imagine, Bob is not Cody Hofhine’s height. Bob is a very tall gentleman, right? Did you play football?

Bob:
I did. So did Brian. We’re both about 6’7″.

Cody:
Six foot seven. And I’m standing between the two of them to get a picture. And my arms were like this to hold onto their shoulders. Right. And anyways, it’s just been incredible watching you as you’ve gone through just your journey. There’s multiple times, I’m talking to either my team or I’m talking to Mark or talking to Tom and I’m just sitting there and I’m like, Bob he’s just, in fact someone said it over here, they said, Bob is the GOAT. And if you know what that is, greatest of all time. So GOAT is a good thing. But I was going to say, I talked to Tom and I’m like, Bob’s the GOAT, man. That guy’s the greatest of all time. You’re just one of our favorites. So fantastic. Bob, any last things you want to share with those watching that this moment?

Bob:
I’ll just leave you with this consistency is key.

Cody:
Consistency is key guys. Write this down. This is not fluff. This is not just him saying, “Oh, well this sounded like a great quote.” This is what’s led to his success. The guy is consistent, consistent, consistent, consistent. And Bob, thank you so much. I know right now you could be doing follow up, you could be reaching out to people right now, you could be lining up the deals that you already have. And so from the bottom of my heart, Bob, I think you know me good enough that I truly mean this. Thank you for spending some time with us today and helping uplift and motivate those that are going to be listening live. But those that are going to be listening here in the future on this when they see it.

Bob:
Well Cody, it’s always an honor.

Cody:
Anything I can do for you brother?

Bob:
Not at this time, we’ll just keep on moving.

Cody:
Okay. You’ve got my number, my man. So you call me if you ever need me.

Bob:
All right, Cody. Thanks.

Cody:
Thanks Bob. See ya. Okay guys, what an incredible, incredible, incredible interview to help motivate you, to excite you, and lift you up, to let you know deals are happening. And if you need help, Tom and I, we’re here to help you. We’re here to help you. We’re going to keep pushing forward and we’ve got it at a price point that will fit most people’s budgets. So we can just simply get you in the game. Like Bob said, now’s the time. Now’s the time it’s going to get better. He sees the getting better. I’ve seen him getting better. I’ve seen response getting better. And so if you’re looking for help, head on over to wholesalinginc.com, fill out a short questionnaire, and we’d love to get you in the game. Let’s get that jersey on you and let’s get you in the game so you can get out there and just start doing deals. Take care of guys and have a blessed day.

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