Posted on: October 26, 2020

If you think closing a wholesaling deal is impossible if you live outside the United States, think again! Today’s awesome guest lives in India and he makes it look easy!

Josh Howard is the epitome of a virtual investor. Even if based thousands of miles away, Josh is crushing the wholesaling game, earning a total of $21k in just 6 weeks!

In this episode, Josh candidly shared how he made it all happen and showcased the power of determination, hard work, and working with the right mentor. This is one awesome episode you shouldn’t miss!

Key Takeaways

  • A little bit about him and why he’s based in India
  • The great cause he’s a part of
  • What prompted him to get involved in wholesaling
  • How he was able to close deals even if he is based in another country
  • His main marketing channel
  • Average number of hours per day he spent on lead generation
  • The cool thing about text messaging

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Episode Transcription

Lauren Hardy:
What’s up, Rhino Tribe? This is Lauren Hardy, and I am here with Josh Howard. Josh is one of my students and he is crushing his wholesaling game right now all the way from India. You heard that right, I just said India. He is literally the definition of a virtual investor. He is my furthest student, I would say, from his market. So very excited to have him on today because I know that we do have some international listeners and you guys are probably wondering, how do you do this? How do you put the pieces together when you’re international? So we wanted to ask Josh some questions, how is he running this business all the away from India? So, without further ado, Josh, welcome to the program.

Josh Howard:
Thank you, Lauren. It’s great to be here. Thanks for having me on here.

Lauren Hardy:
I’m excited to have you, because I told you when you joined the program and joined the Rhino Tribe, I was like, “Okay, India? As soon as you start closing deals, I need to know.” Because, actually, fun fact, I have not been anywhere outside of the United States. I’ve been to Canada and Mexico. That’s about as far as I’ve been. So I-

Josh Howard:
It’s international travel, right? That’s international travel.

Lauren Hardy:
Technically, but it doesn’t count, I feel like. So just the idea of doing this business out of the country, for me… I know it can be done because I actually had my favorite employee go to Vietnam for a month. So I saw he was able to do it. And so I knew, I’m like, “If he could put deals together in Vietnam, anybody could do this.” And it gets me so excited. But because I haven’t personally done it, I don’t have advice to give. So that’s what we brought you on for. So tell me, Josh, a little bit about you. Why are you located in India?

Josh Howard:
Yeah, absolutely. I’ve been living here, Lauren, for 12 and a half years. And so it’s been a while. It’s been a long time. I moved here right out of college. I married a beautiful Indian woman who is just… I married way up, let’s just say that. She’s a way above my pay grade, okay? So her parents started an organization here almost 40 years ago called Central India Christian Mission. And so they started this nonprofit. And I grew up in a faith-based home, a Christian home, and really felt God calling me overseas to really begin to do non-profit work as well. And so we moved here to do this nonprofit work full time.
My wife leads a children’s home, an orphanage. So we have over 150 kids in the children’s home that have been orphaned by their families. We actually have five other children’s homes in different parts of the India that our organization helps oversee. And then we also have like a hospital, and a nursing college, and we do a lot of relief work. We work with churches and pastors and do a lot of work like that. And so that’s what’s had us here for the last 12 and a half years. So that’s kind of why we’re 10,000 miles away from the good old US of A.

Lauren Hardy:
What an amazing cause. When you told me about that, I immediately went on the website. I had to know more. And it’s an amazing cause. And it’s a lot, you guys really do offer a lot of services for these kids that are less fortunate. Help us kind of understand, what are these things these kids are going through? Why do they come to this orphanage?

Josh Howard:
Yeah, absolutely. So many parts of India… India is progressing a lot. It’s definitely a up and coming nation. But the problem is that there are still massive areas of India that are still well below the poverty line. And so health care is not provided very well. And many times there’s not really good foster care, or anything like that, in India. And so if there are parents that pass away, or if they’re in a bad situation, then their kids have literally nowhere to go. And so there are homeless kids on the streets, begging in the streets of our country. If anyone’s visited India, you’ll see it immediately in New Delhi, or Mumbai, or Calcutta, any of these big cities of India. And so the orphan issue in India is massive because there’s not really that system or structure in place.
And so as my wife grew up here, she lived here her whole life, when she saw this happening around her, it broke her heart. And so from like 15 on, she dreamed of starting an orphanage like this. And at 20 years old… This is why I’m saying I’m married way up, okay? At 20 years old, her parents helped her launch this dream of really starting this for kids that are less fortunate. And so it’s been absolutely unbelievable to see the transformation in these kids’ lives. We’ve had children that have been saved out of brothels, out of sex trafficking. We’ve had kids that have been saved from incredibly abusive homes, where even some of them were even tied up and not even fed. They were fed little biscuits, or just horrible situations like that. And to see the transformation that has happened in their lives by being in a loving, caring environment is just unbelievable. It’s really incredible.

Lauren Hardy:
Oh my gosh. Your wife is incredible. She really is.

Josh Howard:
Yes, she is. Absolutely.

Lauren Hardy:
What a special person. You’re right, you did marry up.

Josh Howard:
Yeah, thank you. I know, I always say that she’s the Princess Jasmine, I’m the street rat, Aladdin. That’s the way it goes.

Lauren Hardy:
That’s an amazing cause. When you told me about that, I was like, “Oh man, this definitely pulls at my heart strings.” Being a parent, I could never imagine. You’ve got to think like, imagine your own children out on the streets because you died. That wouldn’t happen in the United States, but it happens in other countries. I think that if the people that are not affected by something can become affected because other people are going through something, that’s when change happens. So I’m not maybe going through this, I don’t have this problem. My kids don’t have to worry about this, but I was affected when I saw your website, you told me about it, and I want to help. I wanted to help. Side note, we will include the website in the show notes if you guys want to donate, it’s an amazing cause. So when you came to me, I remember you wanted to be able to continue supporting this cause, but also make income. Tell me more about why you decided to get into wholesaling.

Josh Howard:
Yeah, so I’ve been thinking about the idea of being financially independent and stable for a long time. Because we are in the nonprofit world, I really wanted our family to get to a point where we didn’t need to take salary out of our organization and that salary to go towards this type of work, right? Because the more money that can go towards stuff like that, the greater impact that we could really make. And so we had a dream of getting to a point where we could do everything that we’re doing in India for free, we wouldn’t need to actually take salary. And so that was kind of the driving force of looking for business opportunities in the United States that may be able to not only support our family, but also if we’re able to replace our income, then things above that could also go back into our work as well.
So it could also help sustain and impact our work here in India as well. So that was kind of the driving force. What got me into wholesaling was a pastor friend of mine in Texas has been doing this for many years. His name’s Chris [Galanos 00:00:08:37] and him and I were having a conversation about things. He’s like, “Josh, have you ever heard of wholesaling?” I’m like, “No, I have no idea what wholesaling is.”
This was a few months ago. And he’s like, “Dude, you need to let me tell you about this because I really think you could do this from India, even from there.” And I’m like, “Are you serious?” He’s like, “Yeah, man, let me tell you about it.” So he gave me just the overview of what it is. And he was like, “You really need to check out the people over at Wholesaling Inc.” He went through that coaching several years ago, which is what got him involved as well. And so he’s like, “You’ve got to check these guys out. There’s no one else that I would recommend for you to go to than them.” And so that’s kind of what led me to your program.

Lauren Hardy:
Awesome. Well, I’m glad you found it because what you’re doing, it’s helping out your family, but really there’s something bigger behind it. You’re serving hundreds of children that really need it. So I’m very glad that we got to… I feel like we’re a part of that. And let’s talk about what you were able to accomplish in such a short amount of time. You started really working this business about six weeks ago, and I get a text message from you that you’ve been closing these deals. And it looks like you’ve closed about $21,000 in six weeks from India.

Josh Howard:
It’s crazy, it’s crazy.

Lauren Hardy:
That’s crazy. $21,000, for some people, that’s a half year’s salary, but you did that in six weeks?

Josh Howard:
That’s half of my salary. That’s half of my salary in India, okay?

Lauren Hardy:
Yeah, I know. For some people that is. And you were able to do that in six weeks and you were able to do it without seeing any of these properties. Obviously, you weren’t traveling, going on seller meetings all the way from India. So how did you do it? What are the mechanics of how you were able to talk to these sellers on the phone, being that you’re international? How does all that work?

Josh Howard:
Yeah, absolutely. So your coaching was pivotal. It was awesome. Especially the biggest thing for me was that I knew I couldn’t do a ton of cold calling because I’m international and the time difference is so much. I knew that I couldn’t do ringless voicemail or even direct mail because I would be waiting on them to call me back and they could call me at 3:00 AM my time, or whatever, and it really wouldn’t work that way. And so I knew I was going to have to do something that was a little more proactive that I could do on my time, and then set up times that would work for me to call. Which is why we went through your coaching on the virtual wholesaling side and ended up doing the SMS campaigns. So text messaging was our main marketing channel.
So I signed up for BatchLeads, which you recommended on your course. And we began to send out SMS campaigns and just started texting people on times that would work for me. Usually my late evenings, morning in America, I’d be sending out texts or what have you. And then when I’d get a lead, I’d do a lot of it through that text. And then when it got to a point, I’d pick up the phone, I use a voiceover internet provider that gives me a local number in my market, my market is Indianapolis. And so we began to do it that way.
So it’s literally just text messaging and then picking up the phone with the voiceover internet provider and giving them a call and talking to them. Another huge thing was that my brother-in-law, Greg, actually, him and I are business partners in this deal. And he doesn’t even live in India, though, either. He lives in Denver, Colorado, but at least he’s a little bit more on that time frame, okay? So he was able to, at certain times where if I was in bed, he could pick up some of the issues in between. But most of it was just done through texting and then the voice provider is really all it was.

Lauren Hardy:
Yeah, that’s awesome. I’m going to dive super, because you got micro, I’m getting even more micro. So how many hours a day would you focus on just your lead generation? And what I mean by that is just the texting and that’s it. Not calling the sellers, but the actual lead generation, how many hours did you do that per day, in six weeks?

Josh Howard:
Some nights I stayed up later in order to do it. But on average, Lauren, it’s really only, I’d say, two hours today. Something like that. It’s really not very much. In some days I did a lot more. There were nights where the kids went to bed early or something and I did it for three or four hours or something like that. But it’s not like it became my full-time job. I was still doing all the non-profit stuff in the daytime and then in the evening for a couple hours. And usually that was just five nights a week, usually. Sometimes six. Sometimes I’d do it on Saturdays as well, but really it was just a couple hours a day.

Lauren Hardy:
Cool. So a couple hours a day, you’re sending text messages out. I have done it before. I have a VA do it now, but to get started, I started doing it so I could know what it was about, and how it works, and how the system works. And I would do it while watching TV. It’s not that hard, actually. You could totally do it while watching TV. So you would do it at night, a couple of hours a day. And then how long would you spend on now talking to sellers through the voiceover internet system? So now it’s more like qualifying calls and making offers, how many hours a day did that look like?

Josh Howard:
That’s a lot less. That’s literally… Most of my phone calls, Lauren, because I do quite a bit over text, more than other wholesalers do, honestly, because I’m international. And so I do a lot of qualifying through texts even, I’ll ask questions over text. When I first started, I would ask people, “Hey, when would be a good time to call?” And so many people in my market would say, “Could we just text?” And so I would literally ask questions over text. “What’s the current condition of the property? Are there any major repairs?” That type of thing. And, honestly, I know this sounds crazy, and I’m not saying I recommend this to people, but I have closed deals all the way to contract just through text message. There have been people that I didn’t even speak with one time and still they signed the contract. And my first call with them was after they signed the contract to set up our property or go around there to go see the property. So, literally, I mean maybe a half hour on the phone-

Lauren Hardy:
With sellers everyday?

Josh Howard:
With sellers, yes, something like that. Some nights, none. It depends. Some days there was no time on the phone, if it wasn’t needed. If it was needed, then each call would be 10 or 15 minutes. Some people talked longer than others, but it wasn’t long. They weren’t long calls.

Lauren Hardy:
Yeah, that’s crazy. So if you think about how many hours somebody works a full-time job versus how many hours you worked. This is a fun exercise, I like getting my calculator out. So you made $21,000 in six weeks, and it sounds like you really only worked about three hours a day.

Josh Howard:
Yeah, that’s about right.

Lauren Hardy:
So maybe 15 hours a week, which is really part-time. So if you have a full-time job, folks, you could probably carve out 15 hours. Josh did. And in those 15 hours, if you really equate that to an hourly wage, he’s made $233 an hour, it sounds like.

Josh Howard:
Not too bad.

Lauren Hardy:
He just gave himself a raise, basically, right? What do you have to do? I know when I worked a corporate job, for me, I would get like a 3% raise. Like, “Cool, I make $24 an hour, yay.”

Josh Howard:
And there really aren’t raises in the nonprofit world, just so you know.

Lauren Hardy:
So it’s crazy to think what you were able to do, you carved out some time out of your day, you made the time zones work for you, and you figured it out. That’s crazy. I think it’s pretty amazing what you were able to accomplish. Is there any kind of tip that you can give, say somebody who’s newer who is international or who doesn’t want to be trapped down to one area, what kind of tips can you give them to help them get started in this business?

Josh Howard:
Yeah, absolutely. So, like I said, it was literally finding a good voiceover internet provider. I use my.phone.com or Skype. Both of those are completely fine. And so I use both of those for a phone system. And then some sort of good text messaging. I use BatchLeads, I’ve got a buddy that will uses Lead Sherpa, but a good text messaging company to be able to blast out text messages. But, honestly, that’s really all you need. You want to make sure that you have a system in place that’s going to be working for you on your time. Because most of America, I’m 10 and a half to 12 hours difference depending on where you’re at in America. And so it’s a major time difference, right? And so you’ve got to do it on your time when it’s going to work for you and at a time that it’s also going to work in America.
And so the whole idea of trying to have people call you on their time, like ringless voicemail, or direct mail and stuff, probably doesn’t work greatest internationally until you can build a team in America that could field those calls. So at the beginning, pick a simple thing that you’re going to be in control of when you can do it on the time that is open for you and then just keep doing it. Honestly, the text messaging thing is a lot of fun. Like you said, I did it playing with my kids. Sometimes I’d be hitting send, and playing a game, and it really doesn’t take massive amounts of time and attention. It’s really just only when you get replies do you really need to focus a little bit and do some stuff. And so sending out blasts like that, it’s really easy to do it while you’re sitting with your family, while you’re doing other things, and get it out there, like you mentioned.
And so picking something super simple like that, that’s easy, that doesn’t cost a lot of money. A lot of these SMS campaigns, it’s like 3 cents a text, or something. And a lot of other lead generation stuff could cost a dollar or two per thing, or whatever. That’s a lot of money. And so I didn’t have a ton of extra money to put into the business at the beginning. And so I had to pick something that was going to be simple. It was going to be cheap enough for me to do at the beginning, and it was going to be something that I could do on my own time. And SMSs were killer. It was amazing.

Lauren Hardy:
Yeah, as far as the voice over internet phone system, a lot of people don’t realize that this is a thing. And they’re so powerful because you can direct, it’s basically like having a phone system in your computer and you can point the numbers anywhere you want. So if you want the number, say, to just go straight to voicemail and you’re going to just call every missed call on voicemail because your time zone is different. So, for me, I am not that big about answering calls live. I know there’s a lot of people out there that swear by it. And after years, and years, and years of doing this, there was a time where we answered calls live. And then after a while I realized, “If a seller really did want to sell, they will answer your call when you call them back.”
So I actually stopped answering calls live years ago, and I have everything go to a voicemail box through CallRail for me. And my CallRail voicemails go to my virtual assistant. And then she puts the lead into our CRM. And then our sales reps, whenever they get it, they open up the CRM, they see who their lead is, and they give them a call. So I just have a rule, “Can you guys call within 24 hours?” Because sometimes leads come in at five o’clock and they’re already done for the day. So you don’t have to answer the calls live. I personally don’t do it, but if you want to, it’s something you can do. I think another thing that is unique and that could help people that are sort of trying to figure out, “How am I going to do this internationally?” is just not having the excuse that you can’t. So I feel like you looked at it like you found out this is something you could do, and you just went for it. You didn’t overanalyze, you just made no excuses said, “Okay, I’ll figure it out. I’ll make it work.”

Josh Howard:
Yep, absolutely. Yeah, and that’s going to be key for people, Lauren, is that it’s just about basically picking a lane and running in it and seeing what happens with it. I feel like we need a disclaimer, right? Like a lot of people have underneath their telemarketing or something or whatever, but results may vary. But within six weeks it may take you a few months to get a deal and that’s okay. But the cool thing about text messaging is you’re not waiting on mail to go out and waiting for people to call back, you’re getting immediate responses. And so you’re able to get deals quite a bit quicker that way than you would maybe in other lead generation platforms. But it may take you a few months to get something and that’s okay.
The key is just really being persistent, trusting that the system is going to work. Trusting that, “You know what, if this guy in India could do it, if people can do it all over the country in virtual markets. If I can get a good solid list and start hitting them with texts, I’m going to get somebody ready to sell. I’m going to get somebody that there’s an issue in their life, or there’s an issue with their property, and they’re ready to make a deal.” As many wholesale coaches say, we’re really in the business of being deal finders. That’s what we’re doing. We’re finding great deals and then helping connect the buyers to those deals. And it’s really a fun thing, honestly.

Lauren Hardy:
Well, you’re killing it. So I’m very excited to see the progress that you’re going to be making over the year. So you have to keep us updated on all that and updated on how your India mission is doing. Again, I want to put it in the show notes, you guys. If you guys want to donate, I personally have, and I think it’s an amazing cause. I personally have put some thought into this, Josh. I know I kind of mentioned it earlier, but I said I really wanted to get into a charity, something that my coaching program could support. So I want to donate a portion of my personal sales from my coaching program to your mission on a regular basis. I think it’s amazing what you guys are doing. And I think that it’s amazing that you don’t want to take a salary from the nonprofit, and that’s why you’re doing this business. So the better you do, the better I coach you, I feel like I’m a part of that.

Josh Howard:
Thank you. Lauren, that’s amazing. Thank you so much. I was not expecting something like that. And so thank you for even thinking that and for thinking in that direction. That’s a huge thing, and it’s going to impact thousands of families and lives here in India. So thank you so much.

Lauren Hardy:
Yeah, no, I’m happy to be a part of it. It’s hard because I want to get involved in charities, but I am a single mom, busy with two kids. I don’t have a ton of time to do the things that I would love to do. But I think everybody, we all have our time constraints, but we could still do something. And I feel like I can still raise awareness to something with my voice, with this podcast, with my coaching program, I can help raise some money and it helps people. So I want to be able to do whatever I can to support it because it’s really an amazing thing you guys are doing.

Josh Howard:
Thank you so much, Lauren. This is huge. Thank you.

Lauren Hardy:
Awesome. For the international students out there that are listening, this is really something that you can do. There’s no borders, no boundaries. You could do this anywhere. I always say live anywhere, invest where you want. So if you guys want to do the same, I have a coaching program covers all things virtual, virtual real estate investing specifically. We talk a lot about wholesaling in it, all things virtual. If you guys want to check it out, www.virtualinvestingmastery.com, that is where you want to apply. And if you guys want to get into text messaging, guess what? I’ve got a discount for you, it’s 50% off your first month. If you guys go to batchleads.io and you guys put in my code, virtual, that will get you 50% off your first month on the platform. I think you guys are going to love it. I did a recent podcast drop all about texting. So make sure you check that out on the Wholesaling Inc. podcast. But that’s it, that’s it for today. Josh, thank you so much for coming. It was awesome having you.

Josh Howard:
Yeah, it was great to be here, Lauren. It was a lot of fun.

Lauren Hardy:
Awesome. Till next time, you’ve got to keep us updated on your progress.

Josh Howard:
All right. You got it. Thank you so much, Lauren.

Lauren Hardy:
All right.

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