Posted on: August 27, 2020

One of the most important things you need to know about wholesaling is this: the road to success is not always linear. This is something today’s incredible guest can definitely attest to!

Natasha Turner is a driven wholesaler from Wilmore, Kentucky. This selfless teacher secured a massive 21-unit deal that not only put money on her account but also taught her so many invaluable lessons about the business.

In this episode, Natasha chronicled the excitement, frustrations, and triumph that lucrative deal brought. You will also learn how she effectively addressed the issues she encountered along the way.

If you’re facing a few hiccups in the business and can use some motivation to keep going, this episode is for you!

Key Takeaways

  • How she found wholesaling and why she wanted to be a real estate investor
  • What led her to entrepreneurship
  • Breakdown of a deal she did
  • Condition of the units
  • Price they agreed on
  • Big lesson for the listeners when doing huge deals
  • What a double close means
  • What a double escrow is
  • How she handled the seller’s disappointment and frustration
  • Total amount she netted from the deal
  • Advice she’ll give to those who are still looking for their first deal
  • What she finds exciting about being an entrepreneur
  • Biggest reward of being a wholesaler

RESOURCES:

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

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Episode Transcription

Brent Daniels:
Welcome to the Wholesaling Inc Podcast, America’s number one podcast for new real estate investors, where we know that finding discounted property is the most proven path to financial freedom. I am your lucky host, Brent Daniels, Mr. TTP. I am telling you, if I can do it, so can you. Let’s get started with this. If I could make success easy for you, I would be cheating you out of its biggest dividends and that is the sense of awareness, the liveness, empowerment and ultimately self-confidence that can only come from confronting your problems head on, rising despite your fears to their collective challenges and ultimately prevailing. That is a quote from a book Self-Made in America, a fantastic book, very, very under the radar but it is a perfect introduction to this wonderful interview that I’m having with an incredible wholesaler out of Wilmore, Kentucky. I’d like to introduce, to the Wholesaling Podcast, Natasha Turner. Natasha, say hello to everybody.

Natasha Turner:
Hey guys. What’s up TTP Family?

Brent Daniels:
That’s it. Well, I’m excited because you have a roller coaster of an experience to talk about here and the excitement, the thrill and then also almost being in a boxing match with a seller going back and forth and just taking your lumps and essentially at the end of it, you were able to complete a really fantastic 21 units transaction that went from a complete grand slam home run to something that was an incredible learning experience and something that was and is still very profitable for you. We’re going to break that down, but first of all, Natasha, how did you find wholesaling and why do you want to be a real estate investor?

Natasha Turner:
I happened upon wholesaling accidentally, I guess. A really good friend of ours invited us to a Tony Robbins event and someone at that event was talking about wholesaling and I was like, that sounds really intriguing, my husband should do that, and that wasn’t really in the cards for him. I was looking for something interesting to listen to one day while I was working out and I came across the Wholesaling Inc Podcast and it was super energetic. It really caught my ear so I kept listening to it every day and after a couple of weeks I was like, there’s really something to this, these are real people with real stories, it’s not a hype. Then, I got hooked. I talked to my husband about it and he’s like, “Well, if you want to give it a try and you’re willing to do the work, go for it.” And I was like, “Are you serious? I was hoping you’d say no.” He gave me full reign to go for it so I did.

Brent Daniels:
That is awesome. Just to let everybody know, I don’t know if many people mentioned this on the podcast, but every time that we’re talking with somebody that is giving or telling a story about a deal that they close, everything is completely above board. Everything is vetted out, everything is looked at, we look at settlement statements, we’ve got a TCPA attorney that’s all over us all the time, this is real life. I think that, that’s just something that you’ve touched on. These are real people, real life, this isn’t made up, this isn’t fantasy, this isn’t some sales pitch. This is incredible people around the country that make a decision and that decision is, I am going to wholesale real estate, I’m going to do what it takes.
And that’s why this podcast is such a blessing. It’s so incredible to be a part of because of people like you, Natasha, that were listening to the podcast, took action and now get to share your story on the actual podcast. It’s like a full circle, it’s beautiful. I appreciate you listening, I appreciate you being on here, more importantly, and sharing your story. What did you do before you went to Tony Robbins that led you down this path to, not only get into real estate, but be an entrepreneur, be a business owner? You know what I mean?

Natasha Turner:
Yeah.

Brent Daniels:
Did you have that? Did you grow up with that or were you working for a while and then all of a sudden you got out of it? Tell me about pre-Tony Robbins.

Natasha Turner:
Okay. Well, I didn’t grow up in it at all. My dad wasn’t in real estate or anything like that but he taught me two things. I had asked him one time, dad, if there was anything you could tell me, what’s the most important thing I should know, what do I need to change to become a better person? And he told me two things, work hard and walk in love. So I really took that to heart and I built my young adulthood on those two things. But I was really into missions work and traveled overseas and lots of different countries. That was my way of showing love, just to help people as I came across them. Whoever needed help, I was willing to go on any adventure and do whatever they needed.
I really, really enjoyed that but it didn’t make money. There’s some funny quote that my husband says all the time from a movie, I don’t even know what movie it is, they’re like, “Well, they told us we could live on love.” And the wife is like, “But we need money too” That’s basically my life story. The latest adventure I was on was, I was in Nigeria working as the principal of a school and I got deathly ill, literally. I was laying on a deathbed and wasn’t even strong enough to travel home so they had to do some things to build up my strength enough that I could even get on an airplane to go back. And they’re like, you really do need to go back to the U.S. if you want to survive.
So my husband made the call that that was enough of the adventure and we were going to go back and take care of that so we came back. I was sitting on the couch one day talking to a friend and I just realized in that moment that I had a choice right then, I could either wallow in all the things that I’ve fallen through in my life or I could choose not to be a victim and say, I’m going to take the bull by the horns and I’m going to do something with this extension of life that I’ve gotten. And I was like, well, I have no idea what that could be.
Right before Nigeria, I had started investigating entrepreneurism. My son was really interested in it. He had me reading a bunch of books about how to be an entrepreneur and I was like, man, these people are awesome. I could really identify with the drive and the vision that they had. So it was around that time that I ended up going to that conference and then it just all came together in a very weird way. I never thought I’d be into real estate but I was guessing I’m going to try this. And it was only because of you talking on the podcast about how you really could do it with not much money because by that time, our funds were exhausted.
And then I remember one particular story on the podcast. There is a couple sharing their story about how at night after work, they would handwrite out letters to sellers, one y one, stamps, one by one. And I was like, if you can literally do it with that little money, I can do this. I’m going to conquer my fear, I’m going to do what Brent says and I’m going to talk to these people cold because what’s the worst they can do to me? All they can do is yell at me. That’s it, they don’t know where I live.

Brent Daniels:
Incredible. Well, and early on, I remember you joining the TTP Family and we were texting back and forth and calls and texts and texts and going through whether it’d be deals or whether it be something that was going on, whether it be you were close on something and then it wouldn’t come through, and this was a while. It wasn’t like you got out of the gates and then all of a sudden you were making money Day 30 or something like this, you really had… That’s why I had that quote for you, I read this, this morning and I was like this perfect for Natasha-

Natasha Turner:
That’s so true.

Brent Daniels:
… because you really had to go through that really hard part, that 90 days, 120 days of really hard, can I do this? You have to keep your faith really, really, really strong. It’s a huge lesson to anybody out there that thinks that you get on the phone one time, you call a list of sellers and then all of a sudden it starts raining down $100 bills. It doesn’t work that way, you have to build it up, you have to build up your endurance, you have to build up your skills, you have to build up your lead pipeline and then things start rolling. And then, all of a sudden, you’re there negotiating a 21 unit deal as one of your first deals and it’s like, oh my God, what are you doing Natasha, what are you getting yourself into? And you’re like, I want to help this woman out, I really want to be there and work with her, she needs some help. Why don’t we dive into that story a little bit? Let’s talk about your deal.

Natasha Turner:
It actually came from two separate lists, it was driving for dollars, I had marked it down, and then it was also a vacancy list, I think. It was actually her ex-husband who I was trying to call and I remember specifically, five minutes before that, I was like, oh my word, I’m so tired of these calls, I just want to end it, I’m done with this. Your voice was in my head and it said, no, you need to finish the time, just finish it because you never know when that last call is going to be the call. So I was like, okay, I’m going to do it, I’m going to do it, psyching myself up.
I kept calling and sure enough she picked up and she’s like, well, that’s my ex husband, I haven’t talked to him in, however long it was. She’s like, “But why don’t you just buy my place because I never wanted to be a landlady anyway, I’d sell mine.” My brain was like, wait, what? And then she’s like, “Yeah, I own 21 on the same street.” My brain was like, oh my word, it’s getting ready to rain, I can’t believe this. I finished the conversation with her and then I had to stop the dialer after that and I ran out of the room and I was like, “Guys, you’ll never guess what.” In that moment, I thought it was going to be all amazing, rainbows and so super smooth and easy. It was a good thing I got to think that in the moment because that’s probably what only gave me the energy to get through what came after that.

Brent Daniels:
Well, some interesting things just to piece this together. A couple of things, when you get addresses, when you’re driving around, you’re looking for distressed property. This is for everybody listening and or watching, if you want to put a face with the voice, definitely check out Brent Daniel’s YouTube channel then you can see Natasha and myself. But truly, when you’re driving around, you get an address of a property that looks run down, when you pull the information and you skip trace that information, oftentimes it comes with family members or spouses that are attached to that property. Now, they might’ve been divorced. She might not have even owned that ugly property that Natasha was originally calling on but guess what, she owns other properties.
Well, you never know what people own so you’ve got to ask the question, you’ve got to see what’s going on. I don’t even think you have to ask the question, I think she just was like, get me out of this situation. But typically, if somebody says, no, that’s not my house or, no, I don’t want to sell that property right now, I love it, the next question is, do you have any other properties that you would consider selling, maybe something that needs love or something that needs some work? So some little tips there for you when you are making your calls.
If you do talk to a spouse or a family member, make sure that you ask them if they have any other property. And don’t make it just a broad statement, well, do you want to sell anything? No, be specific. That’s why I say, do you want to sell something, maybe something that needs some love or needs a full remodel. That’s really what we’re looking for because it pinpoints in their brain oh, wait, I remember that I inherited a property from my aunt a month ago and I haven’t been to it but I need to sell it. These things happen. You would think that it’s crazy but it truly does happen. So you make this initial contact with her, she says she has 21, are they houses, are they townhomes, what are they?

Natasha Turner:
Townhomes.

Brent Daniels:
So they’re just all connected?

Natasha Turner:
Yeah, it was beautiful.

Brent Daniels:
Is this your first deal?

Natasha Turner:
Well, it was my third deal, I think. I’m pretty sure I closed the other two way before that but they came at about the same time.

Brent Daniels:
But on the first two, how much did you make?

Natasha Turner:
You make me share all the awful things. The first one, because I was partnering with someone who’s a very shrewd businessman, I only made $500.

Brent Daniels:
Okay. And the second one?

Natasha Turner:
The second one, we were still partnering and I got to make $5,000 on that one so that was fun.

Brent Daniels:
So your first two deals you did $5,500, now you are standing in front of a 21 unit townhouse complex and you’re like, yeah, I’ve got it, I’ll handle this, right?

Natasha Turner:
Yeah, pretty much. Because I was listening to you every day, I felt I could conquer the world.

Brent Daniels:
So you went out, was there any issues with the pricing, did she talk about? You pre-qualified her, I remember talking to you as soon as you had that call and really pulled it out of her. What were the condition of these units?

Natasha Turner:
She described them as being budget units. She fixed everything anytime it went wrong but she didn’t do anything fancy to them whatsoever. She didn’t…

Brent Daniels:
She didn’t update them, didn’t upgrade them?

Natasha Turner:
Not until someone moved out. She wouldn’t put in new ACs until one broke, she wouldn’t replace the roof until something was wrong with it, but she kept them up basic. I do remember when it came time to value, something in my gut was just telling me I needed to double check with you because they were all rented out and there were hardly ever vacant. I knew the wholesale normal pricing just didn’t make sense there so I remember texting you about that and you advised me to do somewhere between 80% and 90% depending on our area. So I went with that, did the math and I was like, ooh, if she agrees to this price, I could make $200,000 on this deal. It’s so exciting because I knew it was only going to be $100,000 for me and $100,000 for my partner but it was still super exciting.

Brent Daniels:
That’s where we started, that’s the feel.

Natasha Turner:
That’s where we started. She accepted the offer and I was flipping out like, this is so great.

Brent Daniels:
Now, did she give you any indication on what she wanted for it?

Natasha Turner:
So when I asked her price, all she would say was, I don’t have a firm price in mind, I just know that the appraisal value on the PVA, I think it was $67,000 each. So I had to multiply that by 21, I got a number and I was like, that’s pretty close. So I brought…

Brent Daniels:
PVA is the tax assessor pulling it or the city or the county pulling value to be able to tax the property.

Natasha Turner:
Yeah.

Brent Daniels:
That’s PVA?

Natasha Turner:
Yeah. And then I looked at some townhomes that had sold close by recently and they were up a little from that so I knew that gave me some good margin there. I went ahead and made the offer and she’s like, that’s not out of the question, that’s in my price range. But then, she didn’t want to do any business over the holidays, it’s right around Thanksgiving.

Brent Daniels:
I know.

Natasha Turner:
That’s such a big thing around here. The older people don’t want to do business during the winter, they don’t want to do any business around Christmas or Thanksgiving. That whole time, I had to just keep, every once in a while, checking on her, wishing her a Happy Christmas and all that good stuff, making sure I didn’t drop out of her mind. I can’t remember, it might’ve been February before we actually had a signed contract. And that’s when you were like, time kills all deals, Natasha, this one might be dead, I don’t want it to be dead.

Brent Daniels:
Just keep in front of her, just keep in front of her, just keep in front of her, don’t her… I remember just something real quick for everybody out there, if you’re looking at the tax assessor value or the property valuation from the assessor, typically, they’re going to be much lower than what the actual value of the house is going to be. So if you hear an owner say, well, the tax assessor hasn’t valued or appraised at this price, there should be lightning bolts coming out of your mind. You’re just like, oh my gosh, it is so exciting because you know that they’re going to be reasonable with the price. What was the price that you guys had agreed on?

Natasha Turner:
$1.2 million.

Brent Daniels:
$1.2 million, okay. For 21 units guys. If you’re listening to this, then you’re just like, oh my gosh, $1.2 million for 21 units, this is incredible. So what do you do, how do you find a buyer for something like this? This isn’t a mom and pop fix and flipper, this isn’t somebody that dabbles in this business, this is a serious buyer that’s going to have to really, really scrutinized the deal, work the numbers, understand the language, understand what’s going on here, understand and interested in what you’re going to make on the deal. How do you find a buyer or how did you do it?

Natasha Turner:
Well, my first thought when I came across this property was, my business partner had some really interesting connections and one of them was a hedge fund manager and he had been looking for apartments or something like that in Kentucky because he likes the area and he can get a lot more value for his dollar here than he can in Colorado where he’s from. So I was like, man, this would be perfect for him, he’s very upstanding character, he’d really take care of these people. That was really important to the seller because she had owned them for 24 years, built them from the ground up with her husband. These people were her family so that was really important to her.
So I started out hooking up my business partner and asking him to contact them and that was just dragging on and on and I was sweating it. So I went into the Facebook Groups and started looking for different people that gave indications that they looked for bigger projects and I just started messaging them. A lot of them, I didn’t even have phone numbers for, but I could check their activity in the group and see what they liked. I reached out to them and I think I got three people that were rising to the top like, yes, I’m interested, I have the funds, I can give you proof. And they were all interested at $1.4 million, which is what we were asking.

Brent Daniels:
You locked it up for 1.2, they are in the numbers of 1.4?

Natasha Turner:
Yeah. Since they knew there were several people interested at the same time, one came back with, I’ll give you 1.41. And I was like, done.

Brent Daniels:
How long was the period from contract date to when it was supposed to close? Do you remember how long the escrow period was?

Natasha Turner:
Because I didn’t know any better, I think I did 30 days.

Brent Daniels:
I know you did because I remember you telling me this and I was like, oh my gosh. I said, you get on the phone and you call everybody. I want you to be exhausted at the end of the day because you are calling so many cash buyers and trying to figure this thing out. So how’d it go? Obviously, a close, easy peasy and you made $200,000?

Natasha Turner:
No, absolutely not.

Brent Daniels:
So what happened?

Natasha Turner:
So buyer number one, who I liked a lot, the guy from Colorado, he fell through. Buyer number two… We had locked up a different guy that I liked a lot and as I was double checking on him, he was going silent and I was like, okay, what’s the deal, are you going to put in your earnest money today? And he’s like, well, HGTV just signed us up to do a show and I can’t do both so I’m doing HGTV. And I’m like, okay, all right, that one is down. So then we get to the 1.41 guy and signed him up and he’s like, okay, I’ll be back in town tomorrow, I can check them, I’ve been in Florida. He comes back to me two days later, I think, and he’s like, man, I did the numbers a little closer. Oh no, dude, it was after. Okay, yeah. That’s where I get super-

Brent Daniels:
There was a fatal mistake in this process that was made along the line.

Natasha Turner:
A fatal mistake.

Brent Daniels:
Why don’t you explain it?

Natasha Turner:
I remember you guys talking about double closes and assignments but the other ones we did were assignment super easy, no big deal. My business partner had heard of a double close but didn’t know what it was, didn’t know how it works. He’s like, I don’t think we should do a double close. And I’m thinking, but everybody else said, if you make too much money, you should do a double close. And he said, “Well, yeah, but it’s going to cost us more and that’s going to be thousands of dollars we have to pay. I don’t think we should do it, let’s do an assignment.”
I’m like, okay, he knows real estate, I don’t know real estate, I guess I’ll do an assignment. So I sent buyer number three the original contract, the assignment contracts, he saw the spread and he actually wrote back to me, holy bleep. He’s like, “You’re making $200,000?” And then he wrote a day later and he’s like, yeah, I did the math, it doesn’t really make sense to do that number, blah, blah, blah.

Brent Daniels:
Here is the lesson for everybody out there listening, if you feel like this is a really big deal or it’s a buyer you’ve never worked with or it’s somebody that’s really experienced in the business that’s buying the property and they don’t really know you and they don’t have that personal relationship or they don’t want to try to take money out of your pocket, you’re going to run into some issues if you do not close on these deals and then sell it at the same time. What it’s called is a double close, where essentially you close on it as the buyer but in the same day you’re closing, the new buyer is buying it from you.
So you don’t own it for a long time but you do take actual ownership. And if you’re if you have a title company that will do a double escrow, essentially what they’ll do is, they’ll use the funds from your cash buyer to fund the purchase of your contract. So what happens is, the end cash buyer doesn’t know exactly how much money you’re making, they just know that they’re buying a property for 1.4 as opposed to buying a property for 1.2 and paying Natasha $200,000, which he backed out, he was shaky, he was like, no, I don’t want to do it because he was like, wait a second.
See, what happens here is, it’s not necessarily that it was a bad deal at 1.4, it’s not even necessarily that he didn’t want Natasha to make money, what goes through the mind is, wait a second, what am I not seeing here, why did they sell it for so low, is there something in there that is strange or something that’s going to screw up this deal and not make sense? Anytime that happens in an investor’s mind, the price goes down because they feel like the risk is going up. They need to do something to insulate themselves from that risk so they’re going to hit you up to reduce it. It’s not because they’re mean, it’s not because they’re bad people, it’s not because they hate what you’re making or they’re greedy, there’s just something going in their head that they’re uncertain that they’re getting a good deal. And when that happens, you either lose them or they try to beat you up on price. So then what happened?

Natasha Turner:
Well, originally, the agreement between me and my partner was, I would find the deals and he would bring the buyers, that’s how we were going to do it. So around this time I’m like, okay, time to find another buyer, let’s go back to the Colorado guy and actually talk to him this time. I asked my business partner about it and he’s like, yeah, okay, I’ll talk to him, but then he went on vacation for a week or two and didn’t do anything. And I’m like, yeah, we’ve got not much time left so I had to get an extension and that’s when the seller started getting like, not digging that. But I was able to sweet talk her, we did it, I held her hand and we’re all okay for a little while longer.
And then my business partner came back and he finally got ahold of his friend and the guy was super interested. He’s like, yeah, we absolutely want this, this is a great deal. What we didn’t know is that he wasn’t a cash buyer, he wanted to buy through a credit union and then COVID happened. That was just great. So it was getting dragged out even longer again. And then, when the extension only had, I think, it was three days left, I kid you not, they finally told us that their banker turned down their request for a loan and they weren’t going to be able to do it. This was after we already had the explosive conversation, I told you about, where I was on the phone and was yelled at for 20 minutes straight.

Brent Daniels:
And that’s a lot of yelling.

Natasha Turner:
Yeah.

Brent Daniels:
She went from on your side, you’re helping me out, this is going well and you’re the sweetest woman in the world, you’re the nicest, you’re volunteering overseas, almost dying to educate children and you’re not used to somebody screaming, being mad at you too and being disappointed, you’ve just got to sit there and absorb this and it’s totally anti-your you. It’s totally the opposite of anything that you would put yourself in a situation. Here you’re, you’ve made $5,500 so far, in your third deal, you’ve got this 21 unit that you’ve got $200,000 there, you’re ready to do it and you’re getting extensions and you’re getting disappointments by partners and you’re getting buyers backing out. How did you get through it?

Natasha Turner:
Well, during the screaming session, I remember it went through my mind, I wonder if she’s going to try to sue me or something, I should probably record this. In Kentucky, we’re allowed to record calls so I did record it just for my own safety. I shared it with my business partner and he’s like, man, I could only listen to five minutes of that, that was awful. He’s like, you handled it really well but I’ll see if I can take some of the weight of it after this. But at the same time, I knew just in my gut that the weight of finding another buyer was going to be on me and I had three days left. So I called in a really good friend of ours. My husband went to the military with him, we’ve been friends for 20 years.
I was like, Daniel, I’ve got three days to sell these properties, do you want to help me? And he’s like, okay. So we gave him the lowdown and he’s like, yeah, let’s do this. We went back through the other people who had been interested before and just started recalling them. He brought, I think, two back in. And one of them was the HGTV guy and he’s like, yes, I definitely want this, I’ve got the money, it’s totally ready to go. My wife is okay now that COVID is levelling out here, let’s do it. We thought for sure he was going to do it, and he was going to do it at 1.3, which I was eating humble pie but I was willing to do that. So when we were waiting for his earnest money he’s like, I need two weeks to think about this. And we had already gone back to the seller again to see if we could get a little more time and she was not having it.

Brent Daniels:
No?

Natasha Turner:
No way, no hell because people were already circling back around to her making offers like, when it falls through, come to me, I’m going to buy it. I was like, that is not happening, I’m going to do everything I can to close this deal. Daniel was like, okay, now if we have to go back to the original guy who saw your assignment fee and gave you a much slower offer after that, are you willing to let it close with him? I really, really, really had to think about that, long and hard, because it was majorly eating a humble pie. It was like a literal tick in the gut. I remember telling him, I can’t talk about this right now, I want to think about it on the drive home. I’m going to go take a run after this and then we’ll talk. I think it took me 24 hours to become okay with it and I was like, all right, let’s do it.

Brent Daniels:
Awesome.

Natasha Turner:
So he called him back, talk to him like a math guy and they got it done for 1.267.

Brent Daniels:
1.267. So what did you net?

Natasha Turner:
$21,000 or $22,000, something like that.

Brent Daniels:
But you split 50,50 with your partner so it was a $42,000 deal?

Natasha Turner:
Well, what we did, since Daniel was really the one who helped us on the crunch time, we gave him 20% and then what was left, we split 50, 50.

Brent Daniels:
Awesome. Hold on a second. What was the total net though?

Natasha Turner:
$67,000.

Brent Daniels:
$67,000 on your third deal. Hold on a second. I love it. Victory bell engaged.

Natasha Turner:
Thank you.

Brent Daniels:
So incredible. How’s business now, you’re rocking and rolling?

Natasha Turner:
Yeah, it’s great. My board is overflowing, my brain is exploding, I’m calling in Daniel again to be the integrator to help stop my swirling thoughts and bring some focus.

Speaker 1:
Awesome. That’s so incredible. The year is going to finish out fantastic. You’ve got a lot in your pipeline.

Natasha Turner:
Yeah, I do.

Brent Daniels:
It’s now caught up to all those efforts. Because there was a time, it was grind, grind, grind, grind for the first few months, right?

Natasha Turner:
Yeah, it really was.

Brent Daniels:
And you popped a couple of smaller deals and truly, they probably were bigger deals but business partners and whatnot, only giving you 500. But incredible. What advice would you give to somebody that’s listening to this for the first time and they’re like, wow, I’ve always had a passion for real estate, I’ve always had a passion to be my own boss, I’ve always had a passion to not have the schedule of the everyday man? You know what I mean? Somebody that is special, that’s listening to this or watching this, what advice would you give them to help them on the path to getting their first deal?

Natasha Turner:
I know you guys say it all the time and maybe the listeners get tired of hearing it but it’s absolutely true, the number one most important thing is your mindset. The mails come on before and say, number one in your day has to be getting your mindset right before you do number two, which is lead flow or lead generation. I actually wrote that on my calendar. Number one at 5:30 in the morning is mindset, then at 6:30, I do what Pace does and start planning out the day, then after that, start making calls.

Brent Daniels:
Awesome. just-

Natasha Turner:
But you have to do it every single day.

Brent Daniels:
You have to do it every day.

Natasha Turner:
Every day.

Brent Daniels:
The beautiful thing is, as you’re starting to build it up and as you’re starting to get these deals to close all of a sudden, you do have the fortunate opportunity to hire other people, to bring blessings onto them. Here’s the thing, the beautiful thing about this business is, one, we’re only working with people that are in distress. They’re only going to sell a property if they’re truly motivated because they just cannot handle this property anymore, they don’t want to handle it anymore. They will trade equity for the speed and convenience. And because we’re out there helping, it is very, very, very special when you get to that point, that threshold, where you push through and you’ve got consistent leads to bring other people that you know, love or whatever, bring them into this and say, we are going to change the community.

Natasha Turner:
It’s an opportunity-

Brent Daniels:
We’re going out there and, not only are we getting these deals and we’re getting them into the hands of people that can make them beautiful and make them have pride with them again, but also we’re making sure that we’re taking off this huge stress of the seller. Getting people to buy into that vision or accept that vision is so rewarding and so unbelievable. It’s just the best business ever and it’s what you’re on the path to do. Daniel is sitting there next to you, you guys are rocking and rolling, you’ve got your Sub2 posters up, you got leads on the board going crazy. You’re going to grow and you’re going to bring this opportunity to the people that you know, like and trust or maybe their family and it’s such a blessing. It really is.

Natasha Turner:
I’m really looking forward to the point when the business is to the place that it actually can start providing jobs in the community. That’s what’s most exciting to me about being an entrepreneur, not only are you providing jobs in the community, but we are turning these ugly turds into something that is super beneficial again. It’s really fun getting to listen to the buyers talk about their pride and how much better it looks. That $500 check I made is now being sold for $127,000 and it’s absolutely gorgeous.

Brent Daniels:
Gorgeous. We change the neighborhoods. Literally, we are changing the neighbors, we are the people. The only reason wholesaling exists is because nobody wants to deal with the emotions of the seller, nobody wants to deal with distressed, ugly properties, and here we come in and we are just going after them, we love them, we support them, we communicate effectively with them and then we build a company that does that and we’re off to the races. Now, you’re making $30,000, $40,000, $50,000, $100,000 a month doing that. The only way you do that is if you’re providing $20,000, $30,000, $40,000, $100,000 a month in value to your community.

Natasha Turner:
Exactly.

Brent Daniels:
And that’s the biggest reward ever. The biggest reward is understanding that the income that you’re getting from these assignments, from these double escrows or double closes or flips that you do is coming from the value that you’re putting into that community which is incredible. And you love it.

Natasha Turner:
I do.

Brent Daniels:
This is somebody that has traveled the world taking care of people and now you’re going to do it in your backyard and with the people that you love so it’s just incredible. I love watching your growth, I love communicating with you. You’ve always been a shining light in our TTP Group and with me personally so I want to say thank you for that and thank you for being on the podcast.

Natasha Turner:
Thank you for being such an awesome coach. I’m thrilled hearing your voice in my head and it helps me all the time.

Brent Daniels:
Well, listen, you do all the hard work, I’m the guide, I’ve got the path and it is an incredible blessing to be able to work with people like you so it’s awesome. Just to tie a bow on this podcast, a couple of things that Natasha mentioned, she mentioned driving for dollars. I highly suggest the DealMachine app. Use the TTP discount code, it’s the biggest discount they have that’ll get it from $50 a month to $40, which is great. You had talked about skiptracing, giving the numbers bash, skiptracing.com, it’s the best resource to be able to get those phone numbers that are really accurate for the properties that you’re trying to get ahold of.
Last but not least, if you are interested in joining the most proactive group in real estate investing like Natasha, it is the TTP Family, it is the TTP Program, go to wholesalinginc.com/ttp, that’s wholesalinginc.com/ttp. Check it out. If it feels good in your gut, sign up for a call, it’ll either be with me or my right hand guy. I look forward to working with you personally. Natasha, thank you from Wilmore, Kentucky representing the wonderful, wonderful city town of Wilmore.

Natasha Turner:
[inaudible 00:36:50], village.

Brent Daniels:
Exactly. She’s doing some incredible things and we’re excited to watch her as she progresses. But everybody out there, this is the end. As always, I encourage you to talk to people. Until next time, love you guys. See you.

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