Posted on: November 02, 2020
WI 549 | Wholesaling

 

Ever wonder how hard work and discipline can make a difference in your wholesaling business? For today’s amazing guest, it has helped him generate $22,000 in just 8 weeks!

IK Enemkpali is a former American football defensive end for the New York Jets. After a successful football career, he shifted to virtual wholesaling and has done quite an impressive job, generating deals in just a few short weeks.

In this episode, discover the techniques that has helped IK achieve an awe-inspiring feat in such a short amount of time. You’ll also get a glimpse into the discipline and mindset that has helped him dominate wholesaling with ease.

If you can use some motivation and inspiration to get going, today’s episode is exactly what you need to hear!

How This Former NY Jet Generated $22,000 In 8 Weeks Of Wholesaling With IK Enemkpali

Episode Transcription

We are talking to IK Enemkpali. IK closed $22,000 worth of wholesale contracts in the last eight weeks of starting his virtual career. IK is with us to share everything about how he got that done, how he did it, and where he came from. IK, welcome to the program.

Thanks for having me.

I’m excited to have you. You’ve been doing so well and killing it in your game. I want to pick your brain a lot in this episode because there’s something super unique about who you are and you can help a lot of people, especially those who have trouble getting motivated. Let’s get back to the basics. Who are you, IK? You are a father. How many kids do you have?

I have one son.

Is he asleep next to you?

He is.

I’ve seen you have your son crawling all around you as you are on these are coaching calls. It’s amazing because I know how distracting toddlers can be. It is so hard to have a toddler dancing around you, climbing on your back while you’re trying to send an email. I watched you do it. We did a role-play session and you did not break character, which is crazy, while your son was climbing on your neck. Are you married?

Yes.

What are you doing?

My wife is a nurse practitioner and picked up a COVID assignment. We’re in Baytown, Texas. She’s working for a line in COVID. My wife is a new mother. She doesn’t like being away from us. I knew coming into this that I needed to switch virtually. This was what pushed me to go 100% virtual because I knew she was taking this assignment. I said, “Let me go ahead and make the leap.” I knew I already had to. I’ve been working from my laptop, doing all my acquisitions here in the hotel and it’s been great. I’m closing deals in hotels.

I didn’t know that that’s why you wanted to go virtual. I thought you wanted to go virtual because you lived in Austin, Texas’s super high-priced, competitive market.

As a professional, learn that resting is also a part of training. When you’re resting, train your mind as well.

That’s the number one reason, but this was the extra push. When she told me that she wanted us to come with her, I was like, “Let’s go ahead and do it.”

Your market alone was enough reason to need to go virtual. Austin, Texas, is super competitive. A lot of people struggle in that market to make our business and marketing strategies work. Tell me a little bit about what you did before you got into investing.

I was an athlete. I played professional football for three years. After college, I got drafted to the New York Jets, played two years in Buffalo and ended my career in Oakland. I had a bunch of knee surgeries and stuff like that. After my second knee surgery, the path I was on was with football. I never used to think that I would stop playing, but I realized that I needed to start putting my focus somewhere else to start getting a second career going because I’ve seen how short your career can end in football. I started getting my real estate license and an agency at first. I was there as an agent for four months, then I quit and started doing wholesaling. It wasn’t for me. This wasn’t my style.

I feel like being an agent is you have a new boss every listing. You’re also like their therapist and it’s very stressful. What my agent friends go through is extremely stressful. It’s because the seller thinks they own you for the listing agreement.

I didn’t get too deep to even figure that out, but I knew it wasn’t for me.

You got into investing because you didn’t want to have all your eggs in one basket with your football career. You wanted to have something else. Tell me about how did you get into wholesaling. What was your experience when you started?

Being an athlete, my 100% focus was sports. I ate, slept and dreamt it. My energy went to sports. I didn’t know of anything other than sports, so I started looking up stuff. I have always wanted to get into real estate since I was a young kid. I started listening to Grant Cardone, researching his stuff on YouTube and he was talking about wholesaling. I was upstairs in the bed and he was explaining it. I was like, “That’s simple. That’s all you do? I can do it.” I committed right then and there. I did my first deal in four months in my market.

WI 549 | Wholesaling

Wholesaling: Understand you’re going to make mistakes. Embracing the process of making mistakes sounds crazy and stupid.

 

Was your first deal in Austin?

It was a submarket in Austin called Bastrop, Texas.

I have to ask because I’m curious. I don’t have any friends that play professional sports. I don’t think I’ve ever had a deep conversation with anybody that played professional sports, but I noticed something different and unique about you. It’s almost like if I could bottle it up and sell it as a product, it would help a lot of people if there was some way to package this. It’s about your mindset. You do what I say and don’t hesitate at all. You take immediate action. The second you’re given a task or an idea, you’re executing it five minutes later.

Most people get analysis paralysis. They hear an idea and overanalyze it for three months or they get a mentor. The mentor tells them to do something, but they think they know better. They do it differently and then they fail for a while. What is it about you that makes you this way? It would help a lot of people if you could explain it.

That’s probably the only thing I had going for me. Coming into entrepreneurship was my mindset. It was the way I was trained with my coaches. I had great coaches in my life. I can tell you a story. When I first started football, I didn’t know how to tackle. My coach saw that I was unorthodox and a little timid, stuff like that. He always said, “Go put your face on. I don’t care what it does to you.” That’s what I did. I learned how to tackle it by doing that, saying eff it and doing it right. Understand you’re going to make mistakes. Embracing the process of making mistakes sounds crazy and stupid. I’ve been laughed and kicked out of houses, but I’m like, “It’s fine. It comes with it. Let’s keep it moving. Who’s the next person I can talk to?”

Embracing the micro stress, that stressful feeling that you get in your body. I can see where your training came in because you probably trained to be a football player for how many hours a day and years of your life.

My day is where you wake up, work out, study film, take a break, then go hit the weight room or practice, stuff like that. You have a physical part, but then you have a mental part as well. As a professional, learn that resting is also a part of it. When you’re resting, train your mind as well. In college, I built a lot of skills. College calloused my mind and body. I became a hard person to endure whatever came with it.

In college, it was a crazy amount of training. If I had to put a number on it, it’s 5, 6, 7 hours. I would go work out. During the Super Bowl, I was sneaking to the weight room to go work out because I wanted to get there. During the combine, I was sneaking to weight rooms and go work out. I want to watch it. I was weird like that. I had this complex that I’m not going to sit around when people are feeling relaxed. I drive into it. It’s equivalent to somebody saying, “People are home on Sundays.” Instead of taking Sundays off, do a cold call or whatever it is. Push into the marketplace when everyone’s relaxed. It was the same thing I was doing in football.

I read the book Can’t Hurt Me. Did you read that book?

Instead of taking Sundays off, do a cold call or whatever it is. Push into the marketplace when everyone’s relaxed.

I did. It’s by David Goggins.

The whole idea is making sense to me. When you were training for football hours out of the day, you were stressing your body and mind. That’s exhausting and a lot of work. It hurts and is painful. Your body probably hurts, but you still have to get up the next day. I can imagine the physical exercises you had to do. Not just that. There was even a studying component. There’s the combination of the micro stresses every day to your mind to callous it. You stress yourself out. You did that on with football, so real estate was easy for you.

Some people are getting into this business like me, bright-eyed and bushy-tailed. I never went through anything that hard in my life. Getting on the phone with a seller when I first got started would give me this fight or flight feeling and I would get scared as if a bear was in front of me. I’d get nervous and flustered. It would make me want to avoid talking to the seller. This is a feeling that other people go through and it’s because I didn’t turn off that fight or flight yet. I hadn’t put myself through enough stress. You had already put your brain through so much stress that talking to a seller didn’t even ruffle your feathers.

The only thing that got me was in football, you get a little bit of instant gratification because you work out, go to the gym a month and do exercise. You might start seeing or feeling a little bit better. I’m feeling a little bit stronger, but when I was a month into cold calling, I’m not seeing results. I’m like, “What the hell?” I continue going the same thing with my mindset, but the instant gratification that I was used to seeing in working out wasn’t transferring over as fast as I wanted to in entrepreneurship.

Everything you get into is different. There’s always a new challenge that you have to get better. For this one, it was you had to be a little bit more patient. If we think about it because I was wondering myself, I love that you’re bringing up these ideas. We talked about scripts and you wanted to role play with people. You were the first person to say, “Does anybody want to get in role-play?” That was you watching yourself perform, probably listening back. We role-played and recorded it. You probably listened to it.

That’s two big pieces of practical advice for anybody that wants to move to the next level. Not just in wholesaling but anything. That’s crazy. Fast forward, you don’t play football anymore. You’ve got a wife and a cute little boy. You are on a roll with closing deals. What was the big change? Your business at first was a little bit unstable until you’re regularly closing deals.

Our business was very unstable in Austin because it was crazy. My first two and a half years were strictly in Austin. All my marketing dollars went to Austin. Everything was dedicated to Austin because the thing is, start in your backyard. That’s what I did. I was closing deals, but it was very ebb and flow. It was nothing ever consistent. It was not until I switched to virtual and focused on a virtual market, doing the research and properly setting up the foundation on a virtual market. Once I turned on the marketing, it was a lot simpler. It’s the same process, but it was a lot easier to acquire these deals because my market was a very high-end developers market.

I worked the national market for a while and they say that Nashville was like following in Austin’s path. That was my first virtual market. I got out of it because it was turning into an Austin situation. I was like, “Why would I go virtual to a hard market as well? Why would I have chosen a hard market?” I left and went to a more balanced and stable Midwestern market. I’m from California, so my first years of the business were in California. I know what you mean of the feast or famine.

When you close a deal, maybe your checks are bigger, but that 4 to 8 weeks you go without getting paid, you start stressing out. I liked sleeping at night, personally. I would rather have smaller checks, but there’s a volume of them and they’re coming more regularly. You took no time at all and you’ve already closed $22,000. It’s amazing. Not everybody’s going to have that type of success, which is okay. Not everybody’s going to have that. Still, amazing that you were able to do that. Is there any advice or anything that you got out that’s notable that you feel helped you?

WI 549 | Wholesaling

The biggest thing that helped me was the acquisition script because I don’t have the gift of the gab. I’m not a sweet or smooth talker, anything like that. I have a more structured mindset. You do this and we do this right. If you give me a script and try to get me to freestyle or something like that, I become an average person on the phone. The acquisition script helped me out because it was very structured. It was a process and it disclosed everything.

It was the amount of disclosure put on there and let people know. At the end of the call, when I ask somebody, “Do you have any questions?” They always say, “No, you explained everything. I understand everything crystal clear. You did a good job. What was your name again?” That’s how I know that I did a good job when they asked me what my name was. It helped me out. I can tell that it put me ahead of my competition in the marketplace. There were many amateur wholesalers who knew what they were doing, which put me ahead of my competition.

It was something that I put together over the years. I started in a super competitive market, Southern California. The Southern California sellers are savvy. They are not the nicest people, not friendly like Midwesterners. They were chewing me up and spitting me out. I had to refine my process by speaking to sellers to avoid me getting yelled at the most. I’m sensitive. When a seller would be rude, yell at me or if I delivered a low-ball offer, for example, which that’s another script I’ve got in my program, that sting their response of, “Are you kidding me? Do you know what my house is worth?” I had to figure out a way to speak so that the seller wouldn’t get to respond negatively that would then bring me down for the day.

It’s important in the front end to disclose everything, so there are no surprises. You’d rather prep your seller for any kind of hiccup rather than over promise-under deliver. Under promise-over deliver. I’ve noticed that sellers feel like I was being honest, whereas the other guys they talked to weren’t. My script reveals that the other guys are lying to them.

I’m glad you found success with it. You don’t have to be perfect with your words. I am bad at memorizing a script. You’re good at memorizing a script, from what I saw, to each zone. What I try to give out with my script, at least, is like, “This is how I say it. You don’t have to say it exactly like this.” Just so you know, these are things that come out of our mouths. Sometimes when we sell the properties to other investors and assign by contract assignments, we say those things.

Disclosing that we assign properties is amazing. Every single sale of the day, we might assign properties. It puts me in a better situation. I feel better knowing that they know all the possibilities that can happen.

Seller conversation, it’s very important to get good at it, but it takes a lot of practice too. You’ve given us a ton of value and good mindset advice. What do you read and listen to?

The books that I’m reading are on Audible. It’s a longer title. The Law of Success in Sixteen Lessons is what I’m reading. I read books that talk about entrepreneurship and success. I like learning more about mindset, anything that’s always going to stretch and challenge your mind. As an entrepreneur, you never want to be in a very comfortable state. You always want to be stretched. I’m always reading stuff that’s going to stretch my mind that’s going to always push me and any self-development to help develop me as a person, entrepreneur and father.

Can’t Hurt Me is another good one. Some people are seriously so weak. I find myself making excuses sometimes. Every once in a while, when I look and I’ve been making an excuse for not doing something for a long time, I look in the mirror and I’m like, “You’re the problem.” In that book, it made me laugh when he was like, “If you’re being dumb, stop being dumb.” He said that in that book, like, “You are dumb. Call yourself dumb. If you’re fat, you’re fat.”

As an entrepreneur, you never want to be in a very comfortable state. You always want to be stretched.

It’s true. Self-awareness and being honest with yourself. I even think we’re training the future generations not to be self-aware and honest with themselves. The most important human characteristic for me to find a partner that I want to work on with myself every day is self-awareness. You don’t have to be perfect, but the fact that you know that these are your weaknesses, you’re aware of them and not lying to yourself about them, you can work on something.

I struggle with that too in the beginning. As a player, you know what your strengths and weaknesses are, but you have to learn as an entrepreneur. This journey has been great, but knowing my strengths or weaknesses as an entrepreneur and within my business. “What am I good and not good at?” I’m always trying to take on everything, but I had to be self-aware of what I’m good at and delegate the stuff that I’m not.

I’m asking it in two ways. What would you say you are not good at? Not only entrepreneur but in a bigger picture. What is a weakness that you have that you feel like you’re not good at?

I’m not just good at delegation. I’m always trying to figure out a way for me to do something. I never think, “I’m not good at this. Let me pass this off.” I’m always trying to figure out, “Let me find a way to do this and research how I can do it better,” when it’s not something I’m good at.

Is it maybe it’s hard to trust people?

That’s another thing. I took a DISC test and realized something. I’m a high D. I’m not a people person so I shouldn’t be doing sales in my company. I do lose patience sometimes on the phone and I hate that. That’s not my strong point and I need to outsource that. My next step is trying to get myself to feel comfortable and trust somebody enough to outsource my acquisitions. That’s nerve-wracking for me.WI 549 | Wholesaling

It’s trust. I’m a driver too. My DISC profile is funny. I probably need to retake it because I haven’t in years. I remember it was fairly balanced with all the other things but with a high D. The other ones were balanced. They were whatever level they were, but all the same and then the rest was high D. I know what you mean about getting impatient.

I get impatient, too, when I try to explain things. My weakness is something that’s taken me, no joke. I overcame in 2020 was fear. I had a quick fight or flight instinct. Things would freak me out. I would get that feeling in your stomach. I’m very anxious. I can get that anxiety feeling all the time where your stomach sinks.

Fear would paralyze and stop me from taking opportunities. My business could have been probably four times as big if I wasn’t so scared to do more deals in my first couple of years. In my first couple of years, I purposely turned deals down. I was a house flipper. Looking back, if I had partnered with someone new and a high-level flipper, I feel like I could have been retired with how many opportunities were in front of me, but I was so scared.

The fear never goes away, though. It’s learning how to deal with it. The fear is always going to be there. The more you do it, the better you’ll know how to deal with it. Kudos to you for stretching yourself out of your comfort zone and continuing to do it. If there are people on the show reading and are like, “I feel that way,” but seeing you, knowing that you still go through it and still doing it, should give them a lot of hope.

IK, you’ve been doing well. How can people get ahold of you?

You can find me on Facebook and IG. My IG handle is @IK.Enemkpali, which is my first and last name. The same thing on Facebook, it’s IK Enemkpali, real simple. Reach out to me. DM me.

You’re a giver and always down to help people. I love that about you. I am so glad we got to hang out. You have to keep me updated on your progress.

Lauren, I appreciate you having me.

Thank you. Have a good one.

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About Lauren Hardy

Lauren Hardy is a Virtual Investing expert and Real Estate influencer who owns multiple companies in the real estate industry including real estate investment, coaching, and software companies. She is also a Wholesaling Inc coach and co-host of the Wholesaling Inc Podcast.

Her experience in the last decade has been focused on real estate investing and creating products and services to serve the real estate investing community. If you are interested in investing in real estate virtually, house flipping, or virtual landlording, Lauren’s your girl.

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