Posted on: October 20, 2020

Regardless if you are a new or seasoned wholesaler, you’ve most likely heard the misconception that bandit signs no longer work. Today’s rockstar rhino will prove it simply is not true!

Blair Bass is an astute wholesaler and real estate investor from Memphis, Tennessee. In this episode, Blair shared his inspirational wholesaling and real estate journey. From the risks he took to the hiccups he encountered down to the successes he experienced, Blair covered it all.

If you need to hear an inspirational wholesaling journey and solid proof that bandit signs do work, this episode is for you!

Key Takeaways

  • What ROL means
  • The difference between ROI and ROL
  • How he found wholesaling and real estate investing
  • How he built up his cash buyers list
  • Breakdown of a deal he did
  • How he convinced the seller to bring the price down
  • How much he made from the deal
  • His advice to people that are starting out
  • How people can reach out to him

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 everybody to the Wholesaling Inc podcast. America’s number one podcast for new real estate investors, where we know without a doubt with all certainty, that finding discounted properties is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP. And I am telling you if I can do it so can you, so let’s get started. We’re going to start with this thought. This is an important thought. Truly successful people know that there’s something more important than ROI or return on investment. It’s ROL, return on life. ROI is what we get back from investing money. ROL is what we get back from investing in ourselves. That leads me to my guest here in the Phoenix, Arizona TTP studio from Memphis, Tennessee-

Blair Bass:
Yes sir.

Brent Daniels:
… Mr Blair Bass. How are you?

Blair Bass:
I’m great. I’m excellent man.

Brent Daniels:
I’m excited for you to be here.

Blair Bass:
Yes, I’m blessed to be here.

Brent Daniels:
You’ve gone through a lot and we’re going to go into your background. We’re going to go into some of the successes that you have been having, but I think a lot of your experience comes from outside of real estate and you brought that into your real estate business and it really is returning on those life skills. The skills that you’ve developed, just growing up. So tell me about you. Tell me about what’s going on. Tell me about how you found real estate investing and then how you found wholesaling.

Blair Bass:
Okay. So basically my mom was a teacher and my dad was an industrial engineer, so school was always the end of. So I went to college twice. I had my associates in hospitality management. In 2016, I got my bachelor’s in hospitality management from University of Southern Mississippi. I had plenty of job offers. My mom told me, “Pick wisely because you don’t want to be somewhere that you want to be stuck with for the rest of your life.”

Brent Daniels:
Right.

Blair Bass:
So I said, “Okay, I don’t know, mom. So what do you think I should do?” So she said, “Why don’t you just come home where I’m staying now to figure it out.” So I found out through that time when I was staying with her, she was sick. She had cancer and it went in remission. That’s why I didn’t go back to college. But once I graduated, I realized she was sicker than what she perceived it to be. So that’s why she told me to come back, to stay home with her, to take her to doctor’s visits and things of that nature. Come to find out she was sick cancer consumed her whole body, January 4th, 2017 she passed away. So I had to figure it out. I was ground zero, just like, “Oh, man.” I had this plan, go to school, get a good job. Take care of my mom, go to business with her because she was a cook. She wanted to be her own business person, but tragically, she passed away. So I went through my depression, figured it out, went to Illinois with her.
Then I moved back to Memphis, 2017, trying to figure it out, came up on a job just out of nowhere. A friend of mine told me, said, “Why don’t you go to youth counseling?” I said, “Youth counseling? That’s not anywhere near what I’m doing.” But I needed a job. So I went to company called Youth Villages, where you teach young men and women how to get back into the life sector and like residential treatment facility. So children that have been dealing with runaways, neglect, adoption, foster homes, things of that nature.
So I was going through that path trying to help as many people as I could being a service man using psychology to mimic them, to mirror them, understand what they’re going through. See if I can help them in any kind of way. I’ve touched so many lives. But in the back of my mind, I have kids. I have a wife. I know this job is not the end all be all. So I’ve found wholesale real estate just out of nowhere. My wife’s friend she’s a big wholesale real estate investor in Memphis, Tennessee [crosstalk 00:04:56].

Brent Daniels:
Really?

Blair Bass:
Yeah. So she’s pumping like no tomorrow. So I asked my wife about, “Do you know anything about wholesale real estate?” And she was like, “No, I know she’s doing pretty well.” I said, “Well, let me just go ahead and take this class.” It was a free course. She gave the ins and outs of wholesale real estate. I was like, “I can do this. I’ve done business. I know how to talk to people. I know how to be hospitable.” So I asked her, “So what’s the process?” And she just broke down the process. “Let me try this. Let me try this out.” So I worked with her that’s September 22nd, 2018 is when I began my journey.
We bought a list. It was in the high equity area. She just told me to mail out a thousand postcards. I said, “Okay, let’s do it.” I told my wife, she was pregnant at the time, “We’re going to be rich. This is going to be the next step to our generational wealth.” She said, “Okay, I don’t know. I’m pregnant so you’re taking a risk.” So it was $500. I put it in post cards. She was like, “We don’t have any food though.” But I was like, “It’s going to work. I promise it’s going to work.” I said, “I’m still working. So something’s going to work.” So unfortunately it didn’t work. I was calling, calling, calling. People were saying, “No, no, you’re crazy. Discounted properties. No. No.”

Brent Daniels:
So you were calling the same lists that you were mailing.

Blair Bass:
Mm-hmm (affirmative).

Brent Daniels:
You were cold calling.

Blair Bass:
Yeah.

Brent Daniels:
Okay. Yeah.

Blair Bass:
It didn’t work out. I told my wife, “Well, I spent this $500-”

Brent Daniels:
You were just hand dialing. Like you literally were just putting their phone numbers in your phone and just calling.

Blair Bass:
Yeah. [crosstalk 00:06:27] Google Voice.

Brent Daniels:
And this is after you get off work.

Blair Bass:
Yeah.

Brent Daniels:
This is with small children in the house.

Blair Bass:
Yeah. I had a pregnant wife-

Brent Daniels:
This is with a pregnant wife.

Blair Bass:
I had a pregnant wife and a seven year old.

Brent Daniels:
Yeah.

Blair Bass:
Yeah.

Brent Daniels:
So was it a situation that the job that you were in wasn’t giving you enough income to where you wanted it to be and you guys were just getting by or was it a situation where it was okay and you could live off it, but you knew you wanted more or maybe both. I don’t know.

Blair Bass:
So basically I wanted more because I wanted to fund my DJ business with that because I’m a DJ. So I wanted to get out of that workforce to be able to fund my DJ career and then be able to have my wife, which is a personal chef to be able to function together. So a chef and a DJ, we can grow together, entrepreneurial style. It didn’t work that way. As far as the cold calling aspect and she was like, “Okay, well you spent this $500. So I need you to get a return on investment asap.” So I said, “Okay, this list didn’t work-”

Brent Daniels:
Did she talk to you in those terms?

Blair Bass:
In a nice way.

Brent Daniels:
She says, “I want a return on investment on this $500.”

Blair Bass:
Basically, yeah.

Brent Daniels:
What an incredible woman.

Blair Bass:
Basically-

Brent Daniels:
That’s an incredible woman.

Blair Bass:
… basically, basically. So she’s pregnant at the time. So I have to take action. So I’m in YouTube university all day trying to figure out wholesale real estate, wholesale… came across Max Maxwell. He had a 30 day challenge to get your first deal. So at this time I had little to no money calling, DealMachine, driving in the city, pinpointing distress properties, calling them, hand dialing. At this point I’m losing money, phone goes off. And then one day he said call local real estate realtors to see if they have any off market property. I said, “Okay, I can do that.” So my phone went out that day. So I had to get another Google voice number. So I called realtors. They said, “No, we’ll send you a list if we have any.” Came across one property that a realtor had.
And she said, “Well, it’s not something that you might be interested in. But I’ll let you look at it if you’re open tomorrow.” I said, “Yeah, sure. Let’s do it.” She gave me the property information and I reached out to a real estate investor that’s a friend I went to high school with. He said, “If you have anything, just send it my way. I can probably close on it really fast.” So I said, “Okay, I have a potential deal for you. Are you open to check it out?” He said, “Just send me the address.” I said, “Okay.” Send him the address. He said, “I’ll be there tomorrow.”

Brent Daniels:
So wait, so let’s break this down. So what was your first conversation with this real estate agent? Why was this real estate agent sending you these off-market deals? Did you just call him up?

Blair Bass:
Yeah, I just cold called.

Brent Daniels:
You saw him driving around or did you pull it up on Zillow? Did you pull it up on the internet? How did you know to call that agent?

Blair Bass:
Oh, I was just Googling. Was just googling-

Brent Daniels:
What’d you Google?

Blair Bass:
Real estate agents, real estate companies.

Brent Daniels:
You just called anyone or were you looking for ones that specifically worked with investors?

Blair Bass:
I was just calling.

Brent Daniels:
Just random.

Blair Bass:
I was just randomly calling.

Brent Daniels:
Isn’t that incredible? This is the craziest things because I talk about obviously TTP. People correlate that with cold calling owners of properties and I totally understand that. And I think that it deserves that connection, but it also means just reaching out to all the people that could potentially be in your network to send you referrals. You know what I mean? To be able to send you these off market. If they’re like, “Hey, listen, you’re my best cash buyer. I’m a real estate agent. I’m going to send you all these ugly houses because I get to keep the commission and you get this property. And we can do this over and over and over again. And I don’t have to worry about you closing on it. I don’t have to worry about the deal getting done as long as you get the deal done.”
That’s the initial thing. So guys, if you’re new and you’re starting out and you’ve never done a deal, but you get a referral from somebody in your marketplace, a real estate agent, the number one most important thing is close that deal. If you can’t close it, do not commit to it. Because if you commit to it and you don’t close it, you’ve lost that relationship forever. But if you commit to that and you close, man, they will bring you deal, after deal, after deal. And I’m telling you, it is the equivalent… It’s even better. But it’s like the equivalent of reaching out to one property owner and they own 50 houses that all need work. And you get each and every one of them from one conversation. But you literally can build that up if you’re working with real estate agents. So you just cold called her.

Blair Bass:
Just cold call.

Brent Daniels:
And now she’s sending you this opportunity. You’re playing middleman with your investor because your investor would never know about this deal. Unless you picked up the phone and connected there. So you’re going here, “Real estate agent. Uh-huh (affirmative). Here investor. Uh-huh (affirmative).” And then… Right.

Blair Bass:
Put them together.

Brent Daniels:
So what happened?

Blair Bass:
So the next day we went to the property, long gas. Made sure I got to the property on time. I was sitting there calling my real estate friend. He said, “I’ll be there in 20 minutes. I had to go check out another property.” So I went in look at the property didn’t know anything about what I was doing. She said, “Well, this is the bathroom. This is this. This is that.” I’m like, “Okay, okay, okay.” She said, “How long have you been doing this? ‘I’ve been doing it for some time now.” Just trying to build rapport with the seller. She’s like, “Well, my mother is sick, so we’re just trying to sell it.” But as an agent, I know I’m trying to get top dollar. I know I can’t get top dollar. So I’m just going to sell it.
I’m looking for $100,000. I said, “Okay,” I didn’t know anything about that, but I knew a 100,000 was way too high. So my real estate investor friend came. He said, “Well, let me talk to her.” And he just, basically, he was telling me everything that I need to know about property, and what to assess, and what am I looking for if you find anything else. And we went outside and he said, “I like it. I like it. How much do you want to make of it?” I said, “5,000.” He said, “Okay, all right, let’s go back inside and let me negotiate.” So they sat down in the kitchen table and she said, “Well, I want a $100,000. And he said, “Well, I can’t do 100,000 because I have to break this wall. I have to do this, that, and the third. I will be the end buyer myself. So I think a $100,000 is too high.” So they went back and forth, came to 80,000. So they signed the contract. She showed her proof of funds.

Brent Daniels:
And that was it.

Blair Bass:
That was it.

Brent Daniels:
And you made your first five.

Blair Bass:
No, he called me later on that day. He said, “Well, unfortunately I can’t do the five because I had to go down. Can you take three?” I should have took the five.

Brent Daniels:
It’s all right.

Blair Bass:
It’s my first time.

Brent Daniels:
It’s a relationship. That’s it. You don’t want to get too greedy with it. You know what I mean? There’s something to be said there, it’s not that you couldn’t use the extra 2000 or that you deserve the extra 2000. But if you’re getting pushback from them, then you say, “Okay, well listen, then you owe me on the next one.” All right. I better make this two grand up on the next one that I send you. Because you know I’m going to be going out every single day and I’m going to be finding opportunities. And I want to bring them to you, but I need to make sure that I can get paid on him as well.” That’s just savvy business.
That’s the conversation that you want to have and building that, and building, and building, and building it. And then all of a sudden, when you get to the point when you have 50, a 100, 200 real estate agents out there sending you opportunities and you’re matching them up with all the investors, life’s good. Life’s good. And that just supplements your efforts going directly to the seller. Because you’re going to get the biggest spreads going directly to the seller-

Blair Bass:
That’s true.

Brent Daniels:
… by getting these referrals don’t cost you anything. And it’s a lot less effort than spending hours on the phone calling the distress property owners, which eventually you ended up doing-

Blair Bass:
Of course.

Brent Daniels:
… because you joined the TTP family.

Blair Bass:
I did. I did. I did. I did. So my journey with TTP was a blessing. So after that deal, I was trying to figure it out. Buying lists that I didn’t know anything about high equity, absentee, sending direct mail, still looking on YouTube university, trying to figure it out. I lost a lot of money in the process, came across DealMachine. So I just use DealMachine to start all over. So I’m driving around came across a property, handout still, still didn’t know anything about how they go though. Landed another deal, 6K. Another time started JV-ing with another investor out of Memphis.

Brent Daniels:
Well, we want to break down your biggest deal.

Blair Bass:
Okay.

Brent Daniels:
So I want to break that because we have this bell ring here.

Blair Bass:
Okay. Let’s do that.

Brent Daniels:
So is that where we’re going?

Blair Bass:
Yeah. We’re leading them to that.

Brent Daniels:
Okay keep going, keep going.

Blair Bass:
So we JV-ed a couple of deals together. We parted ways-

Brent Daniels:
Explain JV to people that have no idea what you’re talking about, a joint venture.

Blair Bass:
A joint venture with another investor. So we find a property. He finds a property, I find a buyer, we split the commission.

Brent Daniels:
He doesn’t necessarily have the investors that you have. So he can’t make any money on this deal. It’s not a deal to them until you match it up with a ready, willing, and able cash buyer.

Blair Bass:
Right.

Brent Daniels:
Right. And that’s what you brought to them. How did you build up your cash buyers?

Blair Bass:
It was a tip off your podcast.

Brent Daniels:
You mean the podcast you’re on right now?

Blair Bass:
Yeah. So I have a Facebook group, search bar, cash buyers. All there. Just put them in the database. Just kept going, kept going, kept going. Everyone I see. Just kept going ahead every day.

Brent Daniels:
Yeah. And there’s a couple of great resources just to be able to pull cash buyers. One is Facebook, put it in there, just search for the fix and flip groups, real estate investing groups. And I highly suggest everybody reach out to the admins of those groups because those people know everybody. Typically, the admins have been in it a long time. They kind of know, they managed to make sure that people aren’t spamming in there and causing friction and just keeping it clean in there. So they have some authority and they know everybody. So if you reach out to them, you’re connected to now thousands of investors. Now they’ll get paid for that.
But they do, they should, they’ve built up that network and that authority. But there’s several groups there in your market of those Facebook pages that you can reach out to the different admins. And then also just type in real estate investor Memphis into LinkedIn. And it’s like unbelievable amount of people that’ll pop up and then you just start reaching out to them. So that’s what you did.

Blair Bass:
Yeah. Yeah.

Brent Daniels:
You were just proactive man.

Blair Bass:
I had to. I had to.

Brent Daniels:
Right. Because you didn’t have a huge bank account, a big wad of cash to throw at this business. You went out and you traded your time, and your skills, and your efforts as opposed to having a big budget in the beginning.

Blair Bass:
Yeah. You don’t really have to have a big budget. You just got to have a passion.

Brent Daniels:
That’s it.

Blair Bass:
That’s it.

Brent Daniels:
That’s it. So you’re doing these JV deals, you’re using DealMachine to build up your driving for dollars, by the way, everybody out there. DealMachine use coupon code TTP, it’s the biggest discount you get for DealMachine, use the coupon code TTP dealmachine.com. It’s a turn for dollars. It pulls up all the owner information, it lets you know if they live there, if it’s vacant, if it’s a rental, what it is, it’s really… And they keep adding stuff to it. So anyway, let’s break down the deal.

Blair Bass:
Let’s break down.

Brent Daniels:
Let’s break down this deal. Now this one is… Well, let’s talk about first, how did you have the first conversation with is this direct to seller?

Blair Bass:
This deal?

Brent Daniels:
Yes.

Blair Bass:
The one we’re talking about… Yeah, it’s direct to seller. So it was a bandit sign lead. My mentor told me, “Since you’re driving for dollars, why don’t you utilize bandit signs?” And I’m like, “I see them all the time, but I don’t really know too much about them.” He was like, “Just try it out. If it doesn’t work, just don’t take my advice anymore.” And we just laughed about it. And I said, “Okay, I’ll take it.” So utilize his bandit signs put out two to 300 every weekend. Well, 50 every weekend came across a distress owner. It came to his CallRail number, CallRail’s a business line. So he said, “Just reach out.” I reach out. I made the first initial contact. So you reach out again, see if she’s motivated or not reached out.” I reached out. I gave her a number maybe in a little bit too high. At first I called her back and said, “Well, can you do this?”

Brent Daniels:
So she’s driving. She sees a sign that you put out with your mentor’s phone number on it. All right. And you mentioned CallRail. So just to break that down guys, callrail.com. It’s a way to get different phone numbers so that you can use it for any marketing or for a caller ID, when you’re making your cold calls. It’s a really great resource. So definitely check that out. It’s pretty inexpensive and it’s easy to set up. So they call in the CallRail. Does it ring to you or to your mentor?

Blair Bass:
We both can see it. So he made the first initial contact. It was ringless voicemail. So he reached out first. It was on a Sunday. So he said, “I don’t do business on Sundays. So I’ll follow up on Monday and you follow up with the same way.” So I followed up, gave her a number. She said, “Well, I’m just trying to figure it out if I want to sell or not.” And he said, “Call her back. She seems like she’s motivated.”

Brent Daniels:
She called on a bandit sign. Something’s going on. What did the bandit signs say?

Blair Bass:
Cash for houses.

Brent Daniels:
Cash for houses and phone number. That’s it.

Blair Bass:
Mm-hmm (affirmative). That’s it.

Brent Daniels:
Incredible simple. I remember, I think he posted a picture in the group of you with a bunch of bandit signs. And I was like, “What is he doing with bandit signs?” It’s reactive marketing, but it worked in this case.

Blair Bass:
It works.

Brent Daniels:
You put it out there, you planted the seed, you put your phone number out there or the CallRail number and somebody called.

Blair Bass:
Yeah.

Brent Daniels:
Yeah. So who got ahold of her first?

Blair Bass:
We both build rapport. So by the end of it, he told me assess the property. we had a big time investing company. Memphis Invest came assessed the property as well because they were the main buyers. A fix and flip buyer didn’t want to buy at that price point, it was a little higher than most. So they assessed it. They told the seller that, “We’ll follow back up to see if this is a good deal for us and we’ll see if we can help you out.”

Brent Daniels:
Why did she want to sell what was the motivation? So when we go through everything we pre-qualify every lead. Condition of the property, timeline to sell, motivation, price. Well, let’s go to the condition. What was the condition of this property?

Blair Bass:
It was in pretty good condition.

Brent Daniels:
It was pretty clean.

Blair Bass:
Mm-hmm (affirmative).

Brent Daniels:
Livable.

Blair Bass:
Mm-hmm (affirmative).

Brent Daniels:
Okay.

Blair Bass:
It was mostly turnkey, possibly.

Brent Daniels:
Three bed, two bath, two bedroom, one bath. What was it?

Blair Bass:
It was three, two.

Brent Daniels:
Okay. Three bedroom, two bath, clean.

Blair Bass:
Did some minor renovations to it, to the bathroom.

Brent Daniels:
How fast did she want her money?

Blair Bass:
Pretty fast, within 30 days.

Brent Daniels:
And why?

Blair Bass:
They stayed on a main street and she had a small grandchild. She didn’t want to risk that. And she just went through a divorce about a year or two ago. So she was ready to get out of the house.

Brent Daniels:
See here’s the best part. When you start, there’s a reason I put it in that order. Condition, timeline, motivation, price because the condition is the easiest thing for them to tell us about. People will tell you how many bedrooms, and bathrooms, and how many repairs they’ve done. And if they’ve upgraded kitchens or bathrooms or anything like that, they have no problem telling you the conditions. The first thing, so it opens up the conversation. And then the second one is the timeline. “Well, when would you like to let you know Ms. Seller, Mrs. Seller. We typically purchase these properties in two weeks to a month. Does that work for you? Are you good to close in the middle of whatever of the month?”
And that’ll tell you what their motivation is, which is beautiful because a lot of people protect their motivation, but if you put the timeline to them, they open up and then all of a sudden you start learning, “Oh, I’ve got a young child in the house that I don’t want to live next to a bunch of traffic. Oh, I just got a divorce.” Now you’re getting the motivation just by asking the condition and the timeline. You know what I mean? And it sounds natural. If you go into it and go, “Huh, well, this sounds like it’s a nice house why you selling. Is much different than unfolding it when we’re doing… Right.

Blair Bass:
Break it down in layers.

Brent Daniels:
Do you feel that way?

Blair Bass:
Yeah. You skinning the layers back. Trying to solve this problem.

Brent Daniels:
And then the last one was the price. So what’d she say?

Blair Bass:
She really wanted one 145, but we broke it down. We finally agreed to 107.

Brent Daniels:
Whoa. You got her down from 145. What’s that? $38,000 that she reduced, just talking.

Blair Bass:
Yeah. Yeah.

Brent Daniels:
How’d you get her down? Give us some tips.

Blair Bass:
So basically we just figured out the motivation we wanted to sell within a certain time span to be able for her to get out. So my mentor just built rapport with her. I threw the assist to him, he just told me just to stay informed-

Brent Daniels:
Do you want to give him a shout out, what’s his name?

Blair Bass:
Tommy Lee.

Brent Daniels:
Tommy Lee. Great job, Tom.

Blair Bass:
Yes, sir.

Brent Daniels:
Yeah. All right.

Blair Bass:
Yes, sir. So he just told her, “If you really want it at this price point, we have to do it at this time. We really want to get it at 130, but unfortunately we can’t 130, 145, but due to the area and the street, we can’t really do it at that price point. So 107 is the best we can do.”

Brent Daniels:
Got it. Got it. So you got it from 107. Closing in how fast?

Blair Bass:
Three weeks.

Brent Daniels:
Okay. And when you do a joint venture, are you the buyer in the contract or is Tom-

Blair Bass:
Tom.

Brent Daniels:
… or Tom’s company?

Blair Bass:
Tom’s company.

Brent Daniels:
Okay. But then you have an agreement with him that’s a joint venture agreement so that you guys can both negotiate this deal and work on the deal and you get paid. And you get paid through the closing, through the title and escrow.

Blair Bass:
Mm-hmm (affirmative).

Brent Daniels:
Okay.

Blair Bass:
Well, unfortunately at this one it was through his LLC, so he just cut me a check at this point.

Brent Daniels:
Got it. Got it. Okay. So then you lock this thing up. And do you blast it out? Or you brought it right to Memphis Invest-

Blair Bass:
Yeah. We brought it right-

Brent Daniels:
Who buys a lot of properties.

Blair Bass:
A lot. Yeah.

Brent Daniels:
Okay. And what’s their process?

Blair Bass:
Well, like I said, they assessed the property. They liked it. They can pay a little bit more. So they said the best we can do is one 119 for this one.

Brent Daniels:
Okay. So-

Blair Bass:
He locked it up at 119.

Brent Daniels:
119. So you made how much of it?

Blair Bass:
12,000.

Brent Daniels:
$12,000, right? From a call off of a bandit sing. Ring this thing man.

Blair Bass:
Yes, sir. Been waiting on that.

Brent Daniels:
It feels good though. It feels good, right. Because you were doing deals for 3000, for 5,000, for under 10. And then you popped one for 12,000.

Blair Bass:
Yeah man.

Brent Daniels:
How’s that feel?

Blair Bass:
Amazing.

Brent Daniels:
Amazing. It’s real life. So now all day you’re doing this full time, right?

Blair Bass:
Yeah.

Brent Daniels:
Absolutely incredible.

Blair Bass:
So you have to take action every day.

Brent Daniels:
And the job that you had, just the last three years of your life have been absolutely just wildly emotional. A lot of different changes, but you’re still always… You’re always in the group. You’re always on the phone. You’re always supporting. You’re always loving. You’re always bringing that optimism. You’re always bringing that support. You’re really cheering other people on in our private group. It’s absolutely fantastic. Where does that come from?

Blair Bass:
My mom was very hands-on. She was a childcare director as well. So I got that fun spirit from her and just God, got to be a servant hearted man. So I want to make sure everybody else wins. I want to make sure our nation is stronger.

Brent Daniels:
Incredible. And that’s where it comes from. And that’s how you keep that positive and then you’re out there. What do you think? As people get into and discover wholesaling, they start learning that it’s not about the deal. It’s not about the money, it’s truly about going out and solving the problems of these distressed property owners in our market. Have you found that to be the truth?

Blair Bass:
Sometimes you have to take money out of the picture and you’ve got to figure out what’s the problem. Why do they need to sell and how can you solve their problem as fast as possible.

Brent Daniels:
Right. Yeah. It doesn’t feel good when you’re done.

Blair Bass:
It feels great.

Brent Daniels:
Oh my gosh. It’s just incredible. That’s really the biggest benefit of it. And that’s really what… People can make money, but if you can’t sleep at night, what’s the point. You know what I mean? You’re going to be more stressed or you’re going be like, you know what I mean? But it’s the best sleep ever. You close this deal and all of a sudden you’re getting Christmas cards from distressed property owners that you made $42,000 on a deal or something. And they’re so thankful that you got them out of the situation because it is the truth. People will trade equity in their property for speed and convenience. They will, they will. And to a lot of the people that we work with, the six to 10% of the real estate market, that’s in distress. Those people, it doesn’t always come down to the money, right? I mean, it’s about the money. That’s the secondary benefit of it.

Blair Bass:
It’s the by product.

Brent Daniels:
The first is get rid of this problem.

Blair Bass:
As soon as possible.

Brent Daniels:
First is don’t worry about a young kid running into traffic, right?

Blair Bass:
Yeah.

Brent Daniels:
Being in a house that you were married and now you’re divorced. And now it feels bad being in that house. All of these things are real life. These happen every single day.

Blair Bass:
Every day.

Brent Daniels:
And people go, “Well, I don’t know what to do. I don’t want to fix it up. I don’t have a lot of money to fix it up. I don’t necessarily want my neighbors to know that I’m going to sell this property. I don’t want it on Zillow, on the internet. I don’t want a sign in my front yard. I don’t want strangers coming through. I don’t want an inspector to come through and nitpick everything, and turn my house into a blood bath of repairs that need to be done. I just want you to give me a price and be done with it.” And that’s the truth.

Blair Bass:
That’s it.

Brent Daniels:
So give some advice to people starting out. Give some advice to people that are going after their first deal. They’re starting. They’ve got that fire in their belly, which it’s not a lot of us out of the whatever 350 million Americans there are. There’s a small amount of people that want to be real estate investors, even smaller that want to be wholesalers. So we’re speaking to our crazy people out there that are listening, that are inspired, that have that fire in their belly to succeed in this business. What advice would you give them?

Blair Bass:
So I basically just say, learn your market. So learning your market, I would say driving for dollars. So utilize DealMachine app. And if you don’t have that, just write the property value, the property address down and just take action. Look up the property assessor and just take action every day. Just try to find as many properties as you can. 200 a week is the goal. Stick to a goal, stick to a plan, take action. In 30 days, 90 days you’ll have a deal. Just got to push forward.

Brent Daniels:
Got to stay consistent. And you have to pick up the phone.

Blair Bass:
Definitely.

Brent Daniels:
It starts with the conversation. I don’t care if it is you’re waiting for referrals to come into you or you’re buying those leads from marketing, or you’re going to go out and earn it by being proactive. You have to have the conversation. We talked about this today. We talked about that our ability to speak and to talk and communicate effectively with people is the single greatest skill we have for making money in this business. And absolutely is. So why wouldn’t we, if we don’t have a lot of experience in it, if we’ve never done it before, if we haven’t talked to people about real estate before, why wouldn’t you want to get there as fast as possible?
Just start having as many conversations as you possibly can. I’m sure the first time that you did, you felt a little bit off, and then you felt a little bit off, and then you felt a little bit better and then it starts to build up. Now you don’t have a problem talking to people about real estate.

Blair Bass:
At all.

Brent Daniels:
You’ve been talking to my team all day about real estate.

Blair Bass:
All day.

Brent Daniels:
It’s incredible.

Blair Bass:
I love it. And you always learn.

Brent Daniels:
Thank you for being on here-

Blair Bass:
Thank you so much [crosstalk 00:29:32].

Brent Daniels:
… what an inspiration, what a story. Anybody in Memphis how do they reach out to you? How do they get a hold of you? How do they just tell you to send you love?

Blair Bass:
You can reach me on Facebook Blair Bass or you can hit me up on Instagram. @djblackcard is my DJ handle or my business is-

Brent Daniels:
Black card or heart?

Blair Bass:
Card. C-A-R-D. Or my business, we just started a business page Intrepid Investments. I-N-T-R-E-P_investments.

Brent Daniels:
Love it, love it. Guys reach out to him. I don’t care where you’re at. If you were inspired. If you hear this story and you were encouraged, please reach out to Blair. Especially if you’re in the Memphis market, definitely squad up with him there. He is an unbelievable resource and a huge heart. And he really is somebody that you need in your corner. If you are dealing with any kind of pessimism or you’re feeling negative or you’re feeling unsure. This is the guy that you want in your life to help boost you and be around because it is truly the people that we spend the most time with that we become.
And I’ve seen that time, and time, and time again, it’s a pleasure to be able to spend time with you and have you around and have you in our community. You’re just absolutely phenomenal and everybody loves you. It’s incredible. Listen, if you’re interested in joining the most proactive group in real estate investing it is the TTP family.

Blair Bass:
Yes, sir. Yes, sir.

Brent Daniels:
Go to wholesalinginc.com/TTP that’s wholesalinginc.com/TTP. Check it out, scroll down. If it feels good in your gut, sign up for a call. I look forward to working with you personally. Blair, so good to have you in Phoenix.

Blair Bass:
Thank you man, thank you.

Brent Daniels:
Oh man, such an incredible time. Until next time guys go out there. I always encourage you to talk to people until next time. Love you. See you.

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