Posted on: June 16, 2020

You’ve probably heard wholesaling is one of the best ways to achieve financial freedom. But how lucrative is wholesaling exactly? Think about this: today’s awe-inspiring guest made a staggering $316,000 in his first year alone!

Michael Fernandez is one of those truly dedicated and driven wholesalers who gave his wholesaling business his all. Fortunately, all the hard work and effort he put into his business paid off big time when he made a whopping 6-figure in his first 12 months!

If your big hairy audacious goal is to earn 6 figures in your first year, you’d surely love today’s episode. Michael not only talked about his wholesaling journey, he also shared many of the techniques that has helped him get to where he is today.

Believe your dream is within reach and don’t miss today’s episode—it’s a huge step in the right direction!

Key Takeaways

  • How he discovered the wild and exciting world of wholesaling
  • What LoopNet is and what it does
  • What he loves about cold calling
  • Why time is crucial when doing wholesaling
  • What he’s most pumped about daily
  • The one thing that changed his energy level
  • Why it pays to invest in mentorships and coaching
  • Why having the right mindset and belief system are key
  • What his morning ritual is like
  • Breakdown of a deal he did
  • How he works with his team
  • Best way for people to reach out to him
  • His advice to those who have never done a deal before

RESOURCES:

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Episode Transcription

Brent:
Let me throw a number at you. $316,000. $316,000 in his first year. I am interviewing on the podcast today, out of South Carolina and incredible wholesaler that just exploded onto the scene, took this business extremely seriously, took his work ethic, took his athletic background and just poured it into his wholesaling business. It is my pleasure to introduce Mr. Michael Fernandez to the Wholesaling Inc Podcast.

Michael Fernandez:
Brent man, thanks for having me. Long time coming and I’m super excited.

Brent:
I’m super excited for this as well. This is one of the questions that I get over and over and over again. Is, is it possible to replace my income in the first year? Is it possible to make six figures in my first year of wholesaling? I mean, you blew me out of the water. My first year in 2013, I made just over $100,000 and you went triple that, in your first year.
So, I think that this is going to be an incredible breakdown on exactly how you did that. And I want to get into, and we talked about it a little bit before we went live here. We’re going to talk about something that I think is really important, which is your energy in this business. Keeping your energy. Because I don’t think it’s a time management issue, it certainly is a priority management, but priorities are stacked based on the amount of energy that you have. So, give me a little bit of background on you. Tell me about you. How did you come into this wild and wacky wholesaling?

Michael Fernandez:
That’ll work man. So, let’s see, he said athlete background. I did play football in college and after year two, I tore my knee for the second time and I said, you know what, screw this. I’m out. Not worth it. Want to be able to enjoy my life a little bit later on in the years. And so I was standing around not knowing what I wanted to do. I had, like you said, all this work ethic, all this energy and all this drive, and I just needed a place to channel it. So I really dedicated myself to practicing networking at a young age and just meeting other people of business at the Citadel where I went and Charleston, South Carolina was a military school, so I was very disciplined like you said, with waking up, having the mental state, the physicality side of things.
So, what we did most though, where I’m getting at is, I really dedicated those last two years to networking with people, and I’ve grown up in the real estate business. My uncle’s a longterm buy and hold investor. He’s a developer, flipper, you name it. He’s been there, done that. Any side of the business. Lender, everything. So, I gravitated towards real estate. I actually got my license right when I turned 18, and hated the retail side. Awful man. Went sold a house. Said this is not for me, I’m more of a numbers guy. And I want to see the investment side. I loved going to collect rent with him. I loved the slum property side of things. And at the end of the day, he had a lot of beat up properties that we’d probably find every day.

Brent:
Is this just growing up or is this, since you’ve been in South Carolina, where does your uncle live?

Michael Fernandez:
He’s in Greenville with me as well. So this was growing up. And so I had a good foundation, but I had no clue what I was doing. So when I got my license at 18, I said, you know what, let me network around. I hate the retail side. I actually jumped to a commercial underwriting position where I learned how to run numbers, analyze everything. What makes a good deal from a bad deal, from an investor standpoint. And at the end of the day, man, it became time to graduate, and I said I can always fall back to real estate. I don’t really have anything lined up. And so I moved to Denver, Colorado, and this is where I learned my sales side. I actually took an inside sales role. Believe it or not as a wholesaler, but I was wholesaling mutual funds in ETF.
So I was covering Louisiana, Memphis, Tennessee. I covered parts of Alabama and then the whole state of Louisiana. So, I learned sales, and I learnt cold calling, which is what led me to, how do you be gritty on the phones and more importantly, how to get creative. So, on the other side of this, I work for an asset manager, calling up advisors all day. “Hey, I know you don’t know me. Here’s our firm. Here’s our fund. What are you guys buying?” And they have had so many calls, just like homeowners today from other wholesalers, trying to put their foot in the door, trying to wedge themselves in. So I learned how to be different. I learned how to be creative and I just learned how to stand out. And it’s a numbers game at the end of the day.
So, I was on the desk for a little over a year and came in, crushed the numbers. I was not leaving that desk until I made the most calls for the day. Some of the older people on the desk hated it, and they gave me shit crap for it. But that’s neither here nor there, but at the end of the day, I was not happy. I go to say this, I think I was 20, 21, 22 at the time when I took the job, and this was a six figure paying job. I mean, we had a base plus a very handsome commission that we were making over six figures right out of school, but I hated it. And it wasn’t worth it for me to stay.
Like I mentioned before, my uncle’s an investor here and it came around time that he was going to develop an apartment complex. We’ve been talking for about six months, said, “Hey, why don’t you come back home and help me syndicate the apartment?” So after a little, over a year of being in Denver, I picked up, moved back to Greenville, South Carolina. And this was right at Christmas. So end of December, by February, apartment syndication not happening. Very old school guy, he decided to partner on it. They’re still developing it. They’re going vertical now actually. But that was over a year ago, last, let’s see, 2019 of February. And he said, “Hey, well, why don’t you go learn how to sell real estate?” That’s what you wanted to come back. And I said, “Heck no, dude.” [crosstalk 00:00:06:47].

Brent:
I don’t want [crosstalk 00:06:48].

Michael Fernandez:
No. I did not leave the job. And realtors are great. It’s just not for me. Let me just clarify that.

Brent:
I get 100%. Same.

Michael Fernandez:
We work with realtors day in and day out. Some of the easiest, most smooth transactions we have to date are with realtors.

Brent:
Yep.

Michael Fernandez:
So let me just clarify that. I’m not bashing realtors by any means. I just knew it wasn’t my liking and it wasn’t my forte.

Brent:
Just to interrupt here. How old were you? Because this is interesting. I’m just asking because we have a lot of people that are successful. Real estate investors that have kids and even myself. I mean, you wonder when do you start introducing kids to what you do when going around to these rough neighborhoods and going around and seeing the process. How old were you when your uncle started bringing you around and did he just pull you or were you just naturally drawn to it?

Michael Fernandez:
I’ll say this. So I grew up and my uncle basically raised me. So I grew up single mom household. All that good stuff. So my uncle was very present when we were younger, and he took us under his wing and I owe my life to that guy. So I’ll say that first. And I mean, as early as I remember, eight, 10 years old, every Saturday, like I said, he’s very old school. Every Saturday we would drive around the neighborhoods and I would go stay in the car and watch him go. I didn’t know what he was doing at the time, but watch him go collect rent, come in, I’d be like, “Man, how [inaudible 00:08:13] all this cash? Like what? I don’t understand it.” But it started becoming a little bit normal. And I was like, okay, I’m tying at a very young age, properties with this. If you own them versus not owning property.
And most importantly, let’s see middle school to high school, he’d say, “Hey, do you want to go make a hundred bucks for the day?” And he could have sent me to clean up a property. What he would say was, “You’re going to go clean the property.” Little did I know it was people that went and paid, and so on and so forth. We won’t go there.

Brent:
Yeah, sure.

Michael Fernandez:
So I had grown up going into the, I guess, more of distressed areas of the town. And now it’s crazy, man. Everything is revitalized. There’s investors, flippers going in there and doing just great things for the community. But I remember those neighborhoods as still being pretty, pretty distressed.

Brent:
We literally changed the face of these neighborhoods. I’ve seen wholesalers and flippers and investors literally revitalize the worst neighborhoods in Phoenix here. And now it’s like these historic and they’re beautiful and they’re modern and they’re so incredible. And everybody wants to live there. I mean, there is a huge satisfaction that I get at least going by every deal that I’ve done and seeing it look completely beautiful now. It’s a wonderful product of what we do. You know what I mean? It’s incredible.

Michael Fernandez:
So I’ll fast forward too. So I had that background of real estate growing up, knowing what he did, but not really knowing exactly how he did it. I just knew that he was in real estate, that he had a brokerage. That was it. And I knew that he had managed properties of his own, but that was it.
So when I moved back, I really had no clue on how to purchase property without any money. I had no clue how to mark it as a wholesale deal. I only knew how to write letters and door knocks. And that’s what he made me do when I was young. So I would write out handwritten letters. It’s like, Hey, try and get them to call you. And that’s really all I knew. I didn’t know the back end of that. I didn’t know if he bought it. I didn’t know if he listed it. All I knew was he said, write a letter to the property owner. So I had that much information. Okay. I’m a little slow in South Carolina. So it takes me some time to pick up on these things.
But fast forward, February of 2019, I went to the 10X Growth Conference with Grant Cardone. This was like pivotal moment in my life. More from a mental state. I was in a very confused place. Just left a really good job. Colorado’s beautiful. I didn’t really want to live at home. Nothing against Greenville, South Carolina. I was just ready to branch out and do my own thing. And so I was very confused. Didn’t have much direction, had started interviewing a lot of different places. Once this fell through, because I said, I’m not going back to listing property. No way. And I went to the 10X Growth Conference in February and man, it just blew my mind away. Just from an entrepreneurial standpoint in a whole, you had people from sales and marketing, you name it. Just founders, creators, real estate developers, real estate investors.
And so, I came back just on fire man. And I’ll tell you a guy in the tribe, Carson Fox. I’ll call him out here. I owe everything wholesaling wise to him because we sat down for lunch. And I knew that he was… I saw a lot of his deals. My uncle was like, “Hey, this Carson guy keeps sending me deals.” He’s like,”And he keeps sending me all this freaking mail. Tell him to [inaudible 00:11:32] calling me.” And he knew that we knew each other. I sat down with Carson and he told me a little bit about what he was doing. And this was right before I went to 10X. And the day after I went to 10X, I kid you not, man. I had spent all the money in Denver. So I was broke. And I went skiing, fishing, camping, hiking, you name. I had no money left over.
And I said, “All right, if this is real. I went onto the wholesalinginc.com. And I was like, no way, people are making 20, $30,000 on an $80,000 property. For me, I was used to making 3%. So I said, this has got to be fake. And I scheduled a call. I actually, the day I got back from 10X, I said, yep, this is what I’m doing. I put it on my credit card, man. I think it was like $5,500. Something absurd like that. I’ve never spent that much money in my life on something.
And I said, “Well, I know the biggest investments itself. I’m going to learn what these guys are doing.” Because I know if they can do it, I can do it. And that’s just always been my mindset. So, I put it on the credit card. Still had no clue what the hell I was doing, man.
I studied the course and I just dove in. All in. But it was frustrating because I was too scared to spend any more money on mail. So [crosstalk 00:12:35], let me get back to what I know how to do, and that’s pick up the phone and call people. And so I learned cold calling, like I said, at the sales division. I learned how to build a team around that. And I said, all right, I’m going to get creative. I’m going to call people. This was probably, yeah, this was March when I bought it. And April no deals. And may I told you just now, before we started the podcast May 19th of 2019 was my first deal ever. I actually cold called a house. It went horribly. Put out the bandit sign, went horribly.
This was those two months of learning what I’m doing. And I knew bandit signs, I knew handwritten letters and I know how to cold call obviously, get anything. And one day I swear, I was really like, “Man, this doesn’t work.” And I hopped on LoopNet believe it or not. And I said, all right, I’m going to call this broker to see he just posted a little triplex. Let me just see if I can get this thing under contract. And he posted it. And like it said, two hours ago. I picked up the phone called him. I said, “Hey man, I’m going to write you a cash offer right now. I’m sending it over, get your seller to sign.” And I was just very direct to the point. Locked up my first deal on LoopNet and-

Brent:
Explain what LoopNet is to anybody that’s not familiar with [inaudible 00:13:41].

Michael Fernandez:
Yeah. It’s like a Zillow for commercial properties.

Brent:
Right.

Michael Fernandez:
People go on, brokers can go on.

Brent:
[inaudible 00:13:48] commercial properties, office buildings, yeah. Huge buildings. Yep.

Michael Fernandez:
Yep. So for some reason there was a triplex on LoopNet. And I said, man, this is odd. Let me call it. Got it under contract. And I kid you not five days later, I picked up the phone called a buyer said, “Hey, this thing’s got to go site on scene.” And I had no clue. I just listened to the course. I’ve never heard of someone buying a property without seeing it. I took really good photos. Video sent it over. They went out on a limb for me. The deal was to the dollar $5,500. And I would never been so stoked to go pay off credit cards. The first deal was the biggest and the most pivotal time in the wholesaling career because now, it built up my belief system. Okay, it’s possible. It can happen. I just made a $5,500 fee, when the broker made like 1200 bucks, he was pissed at closing. He was like, “How did you just do that?” But he was confused. Never knew what was going on.
And after that, it picked up pretty quick, man. Seven days later, I got another deal, made 6,500 bucks. And then it was on from there. I partnered up with another wholesaler here in Greenville. Who’s actually a part of the tribe as well. He’s the one that introduced me to you and that’s Pat Martin. And we did a Drive For Dollars on the app. So went around the neighborhood, solid distress property-

Brent:
Which, DealMachine?

Michael Fernandez:
Yap. DealMachine. So I got into my DealMachine, exported it out, got the seller’s phone number. Cold called the seller, got creative. Property has been sitting there for years and it actually had a lot of title problems, probate issues and no one had just taken the time to work on the deal.
And I said, “Pat.” I said, “Hey man, I have a very good zip code. I know buyers would kill to have this deal. Let’s work on the seller. And I think it took probably 45, 60 days for us to sort everything out with the probate court. The attorney was super slow. In South Carolina we use attorneys because attorneys state, they just weren’t having it. They were like, “Oh, we’ve already had this property in here two times. We weren’t able to close it.”
Well, Pat and I closed it and we made $30,000 on that one. So we joint ventured it. Split it down the middle. And like I said, from there, it was just… Okay, I’ve got the belief system. I know how to do this. And this is what I know Carlos Reyes says a lot. Like you go from hustler to CEO. And I was still in hustle mode. I was still trying to do everything myself, pulling the list, get tracing the list, calling the lists, negotiating, getting photos, setting up when buyers could see it, everything. Doing the title work. So I was doing everything on my own and-

Brent:
Those deals that you were getting was cold calling?

Michael Fernandez:
Yeah. Everything I’ve done, believe it or not, man. I bought the first Wholesaling Inc course. I think I’ve sent maybe one bachelor mail every [crosstalk 00:16:27].

Brent:
Right.

Michael Fernandez:
And I said, I’m just an offensive guy. I’d rather get to yes or no quicker, than just wait. And so I picked up the phone and just dial my eyes out. Like, that’s all we did.

Brent:
That’s all I did when I joined the Wholesaling Inc course in 2016, sent out one batch of mailers. And I was like, I am not waiting around. I am going to get after these. And literally, just same thing. And literally, that year went to like 700. What was it? 842,000. But it was being on offense. I love it. Yeah. I love it.

Michael Fernandez:
And I’ll say this and he’ll probably text me shortly after he hears this. Patrick and I were in on that meeting with the seller and one of Carson’s foxes postcards was in there. I had texted Carson before I said, “Hey man, you’re working on this? I’ll back off.” He’s like, “No, go ahead.” But that just shows the cold calling and having an intention to get in front of the seller.
And I go to these three things. It’s people, data, speed. And so it’s, who’s going to sell, I know they’re going to sell. It’s matter of when they sell and who they sell to. And so it’s people, data. Now we’re getting into like tracking and trying to run a business and speed, speed kills. If you talk to a motivated seller, we are on that seller, so like white on rice, I’m telling you until we get a screw you and hey, I’m not interested anymore. Because I know that the more time a deal goes, the more time it’s going to go to someone else or fall through.

Brent:
Absolutely.

Michael Fernandez:
So we’re very adamant about that. And I think cold calling does a great job.

Brent:
One of my favorite things, Michael, of all time, when I was going on appointments was saying, “We’re all close here in Phoenix.” I would grab the postcards or the letters or whatever of my buddies, my competition. I’d put it to the sign contract that I got at the door, because I cold called them. I take a picture and I’d send it to them. I wouldn’t post anything like that, I’d just send it directly to them. But it was speed. You know what I mean? It was just speed and speed and speed and speed. And I was always ahead of them.
None of them, literally, none of them were like, “Hey, I got this deal from this mailer. And they said that you’ve been calling all the time.” That never happened. I’m telling you. If you have this type of attitude, if you have this personality that you want to be on offense, you have to be proactive. You have to pick up a phone. And I mean, you’re absolutely crushing it, man.
Let’s move a little bit to energy side of things, right? Because you were super dedicated to your workouts, you’re super dedicated to your schedule and your routine. Obviously that’s going to get you going, right? That charges up your battery. But how do you keep energy? Where do you see you have the most energy in this process? You know what I mean? In your day to day, where do you see you’re just pumped about?

Michael Fernandez:
Yeah, I’ll say this. I’ve learned to take a step back from everything, and I’ll give you some background here, but it’s 100% mental. The physicality comes into play, but all the physical does, is just build mental strength as well. And I will say that this, one thing that really changed my energy level and the way that I was committing to this was [inaudible 00:19:40] Salesforce. When you guys came out to that, I said, you know what? Investing in myself, I’ll say, is the best return on investment you can have. I’ve spent thousands of dollars in the last year on mentorships.

Brent:
Well, you joined Wholesaling Inc and TTP.

Michael Fernandez:
Yeah. And yours. And I said I can listen to Brent all day on YouTube, but going the next level and committing, it’s just a different aspect. And I’ll say this, you are the average of the five people you surround yourself with. And so even though you’re in Arizona, I’m here, like I still feel like I’m part of your family. We came out and met you. And it’s just like that. You’ve got to have that energy in the early stages, because I’ll say, where I was by myself, doing everything. It’s very tough to be motivated when things aren’t going right. It’s very tough to keep being persistent and consistent Driving For Dollars, cold calling, doing your list when you’re not seeing any fruit. So it’s a belief system. And on that, [inaudible 00:20:34] Salesforce, [inaudible 00:20:35] very first module. I love it.
I give it to every guy that ever comes in this office. And I say, “Hey, sit down and study this.” And the very first module of 25, is mindset. And it’s the of a six figure wholesaler. And before he breaks down to how to cold call, how to do a list, what the heck is wholesaling? He says, “It’s your mindset?” And I will 100% backend to say, my mindset plays everything in this business. Its belief system. Like I said, I was raised by a single mom. I didn’t think it was possible to make 10, 20, 30, 40, 50. You hear some people making over six figures a month, let alone like a year. That’s ridiculous amount of money, but it’s a belief system to say like, “They’ve done it, now I just need the right vehicle and the tools and the resources to get me there. But it’s giving yourself that, that you deserve it and that you believe.
And so a lot of mine is reading. I’ll just tell this, reading, podcast, I’ll meditate every day. Take 10 minutes to myself. If you don’t have 10 minutes, then you don’t have a life. You got to give yourself at least 10 minutes to yourself to just sit there and say, at least what you’re grateful for.
This isn’t saying an opportunity that we have to be able to work for yourself, replace your income, like you said, and double your income if not quadruple it with some people in some cases. So I would say it starts out with gratitude. I pray in the morning do devotionals. We do these with our team. Now every Monday, Wednesday, Friday. It’s just iron sharpens iron. It’s a proverb that iron sharpens iron it’s biblical. So who you surround yourself with, whether that’s in person, whether that’s audio, whether that’s books, it’s going to pan out to the rest of your life. So I try to surround myself with people that are, like you where I want to be.
I want to be heading in your direction on the same path. Not like, “Oh, look at that guy. That seems cool.” No, like, “Hey, I want to look to the right and left and see you guys right there with me.” And that’s the direction it goes. Of course workout once, sometimes, twice a day, obviously. I mean, I’m standing up now and listen to you, stand up desks. You’ve got to have the energy. You got to have the tonality. If you’re sitting down crunched over, you don’t have any belief. You can hear it on the other end of the phone. So on and so forth. So I mean every day starts out with writing down my goals, writing down my targets, my successes from yesterday, my successes. I’ll go ahead and say, what I succeeded in today for future. Because I’m just going to manifest that every day. And of course, I mean work out program. Yeah.

Brent:
Awesome. Let’s break down a deal.

Michael Fernandez:
Okay.

Brent:
Guys, if you’re listening to this on the podcast, make sure you check out the interview on Brent Daniels, YouTube. Just Brent Daniel real estate on YouTube. And you can see. You can put a face to a voice, but behind Michael is a very, very filled board with all sorts of goodies on it. All sorts of deals, break it down. And there’s one particular on there that you wanted to start, right?

Michael Fernandez:
Yeah, man. So I’ll break this down too. This is not me. I can’t take all the credit for this.

Brent:
Sure.

Michael Fernandez:
This is all my acquisitions managers. So I’ve broken down there’s two by person. So we’ve got there’s sphere and then the deals they have under contract and already assigned, ready to close. The one Brent’s talking about. So this was a high equity vacant list.

Brent:
From what resources?

Michael Fernandez:
This was PropStream.

Brent:
PropStream, ttpdata.com. ttpdata.com. Go ahead.

Michael Fernandez:
Yeah. So we did a 10 plus year ownership, absentee owner, and I contacted the lady out of North Carolina. So she’s a state away, property has been vacant for five years. It’s beautiful. She bought a new construction house and believe it or not, she’s just been sitting on it for no reason. She was free and clear, so didn’t know anything on it.
So there wasn’t really that much pain in terms of like payments or anything that she was behind or needing any financial alleviation from, but it was more of, “Hey, I got to find someone to cut the grass.” And she’s super sweet old lady. It’s like, when you get that lady on the phone, you get relieved. Thank God, I can talk to someone, have a conversation and believe it or not, man, this call started right before I came out and saw you in February. I think you remember, right? When I got back, we dealt some family stuff. And so I had taken some time to myself and everything with the virus. And I just decided out of the blue a month ago to just make a followup call, negotiated a pretty good price on it. We’ve got under contract for 1725. We’ll actually take this deal down, and then relist it on the MLS. Because like I said, it’s a new construction house. I pulled it up. I said, well, I’ve never been to a house like this.

Brent:
This is a deal. You were telling me about it literally, and I’m telling everybody. I have done hundreds. Over 1500 deals and I have never had a property that is new and it’s nice, and it’s pristine and it’s at this big of a discount. This is absolutely bananas.

Michael Fernandez:
She’s pumped about it. We got it for 1725. We’ll take it down. And we’re going to list it on the MLS for about 239. Hope to get it 235.

Brent:
What do you think you’ll net on it?

Michael Fernandez:
So it’ll be about 62, 62.5. [inaudible 00:25:41]

Brent:
It’s incredible. That is incredible. That is great. You mentioned that you were in two other [inaudible 00:25:48], in three markets.

Michael Fernandez:
Yeah.

Brent:
Okay.

Michael Fernandez:
So the fast forward to, when I came in and saw you, you had really sat down and that’s a game changer alone. If anyone’s students are listening and you’re like on the bubble. So you’re probably hate me for this because you’re going to get flooded, but spend the money, go take the flight, go see Brent, go sit down with him. It just puts things into a reality of man, this guy’s real. He’s not just some big head with a nice haircut or behind the screen.

Brent:
That’s it. That’s it.

Michael Fernandez:
Just meet hi, sit down with him. And man, you just dissected everything and I’ll tell you, it was a game changer to just sit with you, go over all of the business and just say, “Hey, we’re struggling here. Here’s what I see, and just minor tweaks.” And so that helped tremendously, man. And then I’ll tell you even a step further was, “Hey, do you want to go on a ride along with [inaudible 00:26:35]?” [inaudible 00:26:36]? And that alone, I came back with so much more grit. I thought I was working hard. I realized I was not working at all.

Brent:
Yep.

Michael Fernandez:
I’m coming out and seeing the activity you guys have in Arizona. And it’s insane. We rode down-

Brent:
It’s great. Any TTP member that’s listening to this or anybody interested on Fridays when things are opened. It’s opened up now. Our office is open up now. People can come in, spend a day, spend time with my team, break down your business. It’s more about you. You get to pick the brain of everybody that’s in my office, but pays more me. Who’s an incredible creative finance and wholesaler. He’s in the office next to me. So he goes on right along. He’s very rarely at the office because he’s always out doing deals, but he takes the TTP family. Because he is part of the TTP family, around to his deals. And it’s like $100,000 of value I swear. It’s incredible. So anyway-

Michael Fernandez:
I want to tell you, man, between those two, it was worth the trip alone. So we are in Greenville, South Carolina, we branched down to Jacksonville, Florida to test it out in Birmingham, Alabama. The reason the Birmingham, I’ve got a good buddy of mine, who I went to college with, and he’s been selling a lot of deals there. And I said, “Hey, we’ll do some marketing. We’ll lock them up. You sell them.” Until we figured out the market. And if it’s working. So we’ve been doing that Jacksonville. Random connection, but through the civil as well, reached out to me was wanting to learn about wholesaling and he just brought a tremendous amount of value to me right off the bat said, “Hey, I’ll cold call for you. I’ll make them lock up deals.” And he just started really bringing in the strategy to the business, like what we were talking about. What I was really lacking.
Because I’m very scattered mind. I’m very like visionary. I got a thousand ideas flowing through my head already. I already went off tangent with what we were talking about. That’s how I am. So he has brought us a lot of structure to this and to where our team’s at now you told me I needed one acquisitions manager and little did I know we’ve got six now. And these guys are, I brought that whole old cold calling model back, and I said, hey, I know that the logistics model is take it from cradle to grave. And the model that I learned from sales was cradle to grave. I cold called my own leads. I nurtured my own leads and I closed my own leads. And so each, I think I’ve got it here now. So I’ve got down the acquisition manager, how many leads they’ve had for the month, and so we’ve got 35, 11, 57, 17, 40. And at the end of the day, it’s a numbers game. And if we look at this leads per deal, you can see it takes one of my guys, Nick, here’s a stud who I met at Call Motivated Sellers through you guys. I met him through there.
This guy has got freaking, I think it takes him five leads to get a deal because he says, and now, and he’s just learning the acquisitions and how to convert and cold calling for years. And so he’s very natural on the phone. Very good tonality. And now he’s taking that leap, to get to conversion. And so that’s been our focus and it’s a numbers game. People, data, speed. How many leads can I send in per day? How many leads of those are going to turn it offers and how many offer those are going to turn into contracts.
And so, the last three months with the COVID, it was a blessing man. Our business went more on the creative side. We were fine, and it just gave me the time to finally dial in this system. And I pull the leads, the leads are locked into podio as soon as I start and Hey, what are you guys going to do this week? What are you guys going to do today? Because you control how much you get paid now.

Brent:
Awesome.

Michael Fernandez:
They love it. They hated just the cold call. I went too. I said I don’t want to be a cold calls the rest of my life. Let me see how I can train guys up and how we can grow them as well. I do a lot of the real estate side of things. And there I’m looking for people that are married, like gritty, they understand sales, they want to learn and they’re just hungry, ready to make some money. And I’ll tell you, man. Me making checks is fun, but giving bigger checks to people that work for you is really cool. And you just see them build up a set of confidence. And it’s cool.

Brent:
Change lives, yeah. That’s right.

Michael Fernandez:
Not only are we doing it with the property owners and cash buyers, we’re also doing now doing it in house and it’s just cool to see that. So I’ve had some guys, I had an intern last summer. He’s back with me here. I literally will say, “Hey, you passed the test. You go see if he’s good or not.” And he knows enough now, he’s like yeah or nay, in a matter of a day or two because it just some shadowing. I mean the end of the day, now I’ve got to learn how to run a business. And that’s the trajectory that we’re taking. So we kind of, it’s not as slow too, it’s not as like slow or fluffy anymore.

Brent:
Yeah.

Michael Fernandez:
Now I’m more like direct straight to the point. Let’s see what we can do.

Brent:
Well, give advice to… And first of all, anybody that wants to get deals from you or squat up with you in those markets, do they reach out to you on Instagram? What’s the best way?

Michael Fernandez:
Yeah. It’s Instagram is Michaelf34 and I’ll even throw my number out there. (864) 908-6217. So, if you are in Birmingham, two and deals, if you’re in Jacksonville and you have buyers, we’ll lock them up. We’ll let you sell them. So we’re learning new markets and I don’t mind at all working with other people. We work with other wholesalers realtors [inaudible 00:31:47] .

Brent:
Awesome, Awesome.

Michael Fernandez:
Yeah.

Brent:
In 90 seconds. What you would do, what advice you would give somebody that’s never done a deal before for them to do a deal?

Michael Fernandez:
I got it. It’s a no brainer. Because this is what did it for me. Four Spiritual Laws of Prosperity by the book, read it, listen to it, just immerse yourself in it and say, “I’m going to do this for the next 21 days. And no matter what, and it’s no complaining.” And I’ll tell you this, the tithing aspect has changed our business. And for me, I said, you know what? I remember the night I was there. I said, Malachi 3:10, “Those that tithe, I’ll open a storehouse where there’s no more room to fill it, because there’s going to be so much coming down.” And so what I would do is get that book. I would follow it step by step and I would literally immerse yourself in Brent’s content. There’s so many distractions out there on Instagram, on YouTube. Quit, listening to it [inaudible 00:32:38]. Find one person to listen to and dive into their strategy. Dive into what they’re teaching you because it works and it’s steps.
And there’s not many people saying do this step by step by step by step. So I would get the book number one. Number two, I would follow Brent. I would listen to Brent, and take it very seriously. And then number three, I would just believe it for yourself. I would go ahead and write on the wall very specifically, in 30 days from now, I closed on this house, on this street, and made this much profit and I would make it happen. I would read it every day and just build that belief system in you and each day. One podcast a day. I don’t listen to music in my car. I listen to podcasts. I don’t listen to music in the morning at the gym, I listen to podcasts. And I would study it, but don’t get distracted. There’s so many different things on how to do this, how to do this next flashy object.
It’s very simple. Drive For Dollars. Get the phone numbers, cold, call them, get creative. Get in front of the seller. Be the other people that are competing. You don’t want to compete, you want to dominate. You want to have the best offer. You want to be different, you want going to show up early. Those are things that just come with characteristic traits and that’s something you’ve got to be if you’re going to work and make this business work for you long term. Any blind squirrel can find a nut. Anyone can do it first deal. The thing is you want to replicate it and [inaudible 00:33:54] repeat. And then you want to systematize it. Then you want to scale it and now you want to delegate it.
So, this is the thing. Read the book. Number one, number two, follow Brent, number three, write the goal, make it happen. See it every day. Just immerse yourself in it and believe yourself that you can do it. And I’ll tell you, man, I didn’t know what the heck I was doing, and all I did was follow a system. And I mean the guys at TTP, obviously you’ve created a very clear cut step by step process on how to get a deal. So I appreciate it. It’s changed my life and cold call, man, make it happen.

Brent:
Make it happen. Yeah.

Michael Fernandez:
No one is working hard. I promise you. I thought I was working hard, until I came up and met you guys and said, “Man, these guys are committed. These guys are all in.” And if you’re working a nine to five, you still have eight hours in the day to do this.

Brent:
Yep.

Michael Fernandez:
Wake up earlier, sleep less. Make it happen. Like I said, if you’re going to go all in, go all in. Don’t don’t go halfway and straddle the fence. And that was the best thing I did. I went all in.

Brent:
Love it. Love it. And you gave your phone number. So I mean crazy Guys, $316,000 in his first year, a couple of resources that he use DealMachine. That’s your Driving For Dollars app. Use the TTP code. It’s the biggest discount that they give out. Use the TTP code@ttpdata.com powered by PropStream. That’ll get you the lists and help you comp your properties. Call Motivated Sellers, they are a phenomenal company for hiring Americans maker, cold calls. Batch Skip Tracing for your accurate phone numbers. And that’s it. I mean, absolutely incredible. Thank you. I mean, such an inspiration. You’re going to get absolutely dumped on. So get ready. Get ready for that.

Michael Fernandez:
I’m sorry man.

Brent:
If you’re in those markets guys, definitely reach out to Michael. He’s the real deal he is working. This thing. He is going to help you out. If you’ve got a deal, he’ll help you sell it. If you want some help putting it together, definitely lean on him for that.
So, and of course, listen, this business comes down to one thing and that is having quality conversations with distressed property owners. You consistently do that. You will win. Quality conversations with distressed property owners. If you want to join the most proactive group in real estate investing with Michael, it is the TTP Program. Go to wholesalinginc.com/ttp. wholesalinginc.com/ttp. Check it out. If it feels good in your gut, sign up for the call. It’ll be the best 45 minute call of your life. It’ll either be with me or with my right hand guy.
So make sure you set up that call and get after it guys. Listen, it’s a simple business. It’s all about talking to people which I encourage you to do every single day. Thank you Michael, for being on.

Michael Fernandez:
Yeah, absolutely. Thank for having me.

Brent:
Thank you guys for listening or watching until next time. Love you. See you.

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