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Posted on: November 17, 2020

Many people have this misconception that you need to have money to start wholesaling or you need to do it full-time to succeed. Today’s two extremely successful guests can attest it’s simply not true.

Brendan Barth and Jeremy MacConnell’s wholesaling journey has been nothing short of inspirational. The tenacious and hardworking business partners started their wholesaling venture as part-timers and now they’ve done more than 100 deals!

In this episode, Brendan and Jeremy gave a glimpse into their amazing wholesaling journey—how they got together, how they made their business partnership work, and the mindset they have adopted to get where they are now.

If you want to build a solid foundation for your wholesaling business or would like to know the right mindset that can help you succeed, this episode is for you!

Key Takeaways

  • What it felt like when they got their first call from the sellers
  • How they connected and got together
  • What ‘psychologically unemployable’ means
  • How they made their business partnership work
  • Why Brendan did not quit his job right away
  • Average number of days it will take to close a deal
  • What it was like for Jeremy to quit his job
  • Breakdown of a deal they did
  • What made the seller accept their offer
  • Lead generation strategy that has contributed to their success
  • Advice they’ll give to those who want to give wholesaling a try
  • How people can get ahold of them

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 without a shadow of a doubt 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. I’m excited because I’ve got in the TTP studios here in Phoenix, Arizona, two extremely successful real estate wholesalers, flippers investors at a Seattle Washington. But before I introduce them, one second, this podcast is a story. This podcast is a story of two lives. There’s two lives that happen once you really dedicate yourself to real estate investing. That’s the life you had before you discovered it, and the life that you have after you discover wholesaling real estate. So, I am so excited to introduce all the way from the beautiful state of Washington, Mr. Brennan Barth, Mr. Jerry MacConnell. How are you guys?

Mr. Jerry MacConnell:
Good, nice to be here?

Mr. Brennan Barth:
Great. Thanks for having us Brent. This is an honor and a pleasure to be on the show.

Brent Daniels:
Well, I’m excited to have you guys here. So, obviously I introduced this, I built this up. This is something that’s exciting. And I think this is something that’s really important. And you, Brendan were the one that said, “I don’t know what we’re going to do with this podcast, but I’d like to talk about how we did this part-time for so long, to build this up, to do over…” You guys have done hundreds of deals, right?

Mr. Brennan Barth:
Correct.

Mr. Jerry MacConnell:
Yes.

Brent Daniels:
A lot of deals.

Mr. Brennan Barth:
A lot of deals.

Brent Daniels:
This is an amateur stuff, this is real live millions of dollars worth of real estate investing income to you guys but it started part-time.

Mr. Jerry MacConnell:
Absolutely.

Brent Daniels:
Right.

Mr. Brennan Barth:
Yeah. Part-time for me was 2013. I literally was stuck in the rat race. Getting up every morning, going to work, doing the same thing, working for the same people day after day.

Brent Daniels:
What was the job?

Mr. Brennan Barth:
I was a parks maintenance technician. So I worked for the local parks department, great job. Was there for over 10 years. I could have continued doing that forever if I wanted to, however, I just was ending up in the same place month after month with the same income, not able to do what I wanted to do for myself and my family. So woke up one morning, I told Jeremy the story many times, Googled wholesaling, actually Googled something along the lines of how to invest when you’re broke.

Brent Daniels:
How to invest in real estate?

Mr. Brennan Barth:
How did you the thing when you’re broke. I was broke. Even though I had this great job and I had everything I needed month after month, and then backup, I had zero, and I was over it. Like you said, the life I had before and the life I have now. So I started with a Google search and literally found, I think it was Dan Merrill wholesaling Bible, read it in one day, was often running. I think I told Jay, I had to deal with week later.

Brent Daniels:
Get out of here.

Mr. Brennan Barth:
Get out of town, right?

Brent Daniels:
Oh my gosh.

Mr. Brennan Barth:
So my journey in wholesale has started quick, happened fast. I had two deals in my first month.

Brent Daniels:
So this is, you started in 2013?

Mr. Brennan Barth:
13, yep. Nights and weekends.

Brent Daniels:
Okay. This is just you?

Mr. Brennan Barth:
Just me.

Brent Daniels:
So you get up, you go to work, literally eight, nine to five because this is a government job, right?

Mr. Brennan Barth:
Correct.

Brent Daniels:
You got the benefits. You probably got some sort of pension if you stay long enough, the whole thing.

Mr. Brennan Barth:
All of that. They called it the golden handcuffs, sure.

Brent Daniels:
Sure. So, you’re living life, but it’s the interesting thing. Everybody that sits in these chairs has the same thing or anybody that I interview or anybody that’s in the TTP family has the same thing. We have that pilot light inside of us, that fire inside of our belly, that’s like life’s good, but it’s not, there’s more.

Mr. Brennan Barth:
There is more to it.

Brent Daniels:
There’s got to be more.

Mr. Brennan Barth:
Not quite what I wanted, right.

Brent Daniels:
Right? And I think this is important. It starts with the finances, right, it starts with… Because that’s always the measuring stick. How successful are you professionally, right? That’s the first thing that kind of comes, but it’s not really that, it’s the idea that you get to have the flexibility of schedule. It’s the idea that you’re going to be in the example to your family forever of not having to live the same in the box life as everybody else.

Mr. Brennan Barth:
Yeah. Ultimately, no matter what, every day I was giving my time for a pay check.

Brent Daniels:
Of course.

Mr. Brennan Barth:
And that was not going to change. And like I said, I was never ahead. At the end of every month, just a couple hundred bucks, can’t take family on vacation. If anything goes wrong in life, I could never handle it. So I was literally broken and wanted to change. Really, I think the listeners should hear this, I started with no money. I had no credit, no money. I was dating a guy who is now my wife. She let me borrow like four or $500 to start this thing off. We bought letters, pens, postcards, stamps, we bought a small list of less than 500 people. I think it was absentee owners. We went after it, and like I said, I had to deal off Craigslist and a deal off my first set of mailers that we hand wrote together every night, and do like 20 of them a night, send them out day. And got two deals in the first month.

Brent Daniels:
What was that like when you were getting your first phone calls from sellers.

Mr. Brennan Barth:
I had no idea what I was doing.

Brent Daniels:
Oh my gosh. I remember it’s and so funny because, I started out a door-knocking and I’d go through the whole neighborhood. Now I have a real estate license. I would either list a property or I’d look to buy it or put it under contract, for what I thought was for my investor. So I didn’t even know what wholesaling was, but I remember one of the techniques we’d do is the ugliest houses, myself and my partner at the time, Dustin, we would write down the addresses.
We kept a little clipboard. We’d walk around with a little clipboard and we write down the address and we would write them a hand written note. A handwritten note that was very simple. Hi, my name is Brent Daniels, blah, blah, blah. I wanted to see if you would consider a cash offer on your property, call me and just put a number. And we did deals like that. This is the same time-

Mr. Brennan Barth:
Blew my mind when people call, people got back to us. It was awesome.

Brent Daniels:
Yeah. How about you Jerry?

Mr. Jerry MacConnell:
Yes. So, I have like a two-part. So my mom actually, before I got to college when I was 17, gave me the book, Rich Dad, Poor Dad, and at that point I was psychologically unemployable. I just knew this was it, it bit. So I flipped my first house when I was 18, got crushed in 08. And I was like, Oh, I’m never doing real estate again. I checked it every day. I was looking at Redfin Zillow and just watch the market and realized I need to get back in. Bought a rental in 2014 and then learned about wholesaling in 2016. And then right from there, my first deal was my neighbor.
I was kind of aware of off market investing and stuff like that, and I had a mentor that was working with me at that time. But I knew that this was a distressed property. Went over there and I knew she owed nothing, and she was just about to lose the house. So we ended up hosting-

Brent Daniels:
How was she going to lose the house?

Mr. Jerry MacConnell:
She did a hard money loan or some type of draw against… she had no mortgage, and she couldn’t afford the payment. [crosstalk 00:00:07:52].

Brent Daniels:
She just needed the income, the money?

Mr. Jerry MacConnell:
Yeah. She needed the money to support her life and then she needed to get out. So we’re able to-

Brent Daniels:
How did you find out about this?

Mr. Jerry MacConnell:
Actually, my neighbor told me that she had paid off the margin was going through some stuff and I just walked across the street and knocked on the door.

Brent Daniels:
It’s amazing what happens when you just talk to your neighbor.

Mr. Brennan Barth:
Talk to people.

Brent Daniels:
Well, and that’s the interesting thing that I found, even when I was out door knocking was, a lot of the times the people wouldn’t answer or it might be vacant. And somebody on that street knew what was happening. So I knocked two houses next to it and the four across the street. And one of those eight neighbors answered the door and gave me the scoop. And I would just say, “Hey, listen, I’m interested in buying that house right there. Do you know, is there a way that I can get in touch with the owner?” And it was like-

Mr. Brennan Barth:
They know everything happening on the streets, right. Yeah.

Brent Daniels:
They would just go crazy. Sometimes they would give us the phone number, sometimes they would tell us when the best time was to come by to talk to them. Sometimes they would give their car to the neighbor, the neighbor would us, it was interesting. But just getting into that face to face, I think is really powerful. Especially in some of the markets that you guys work in, where you are… We’re talking Seattle, we’re talking big time property. We’re going to do a deal breakdown, everybody guys, that these guys made over $70,000 on a million dollar property. And it’s really, really interesting because we don’t have a lot of people talking about million dollar properties, but Seattle’s a fistfight, right?

Mr. Brennan Barth:
Yeah. Very competitive. [crosstalk 00:09:22].

Brent Daniels:
… in a fist fight, so we’ll get to that in a second. So, how did you guys connect?

Mr. Jerry MacConnell:
We’ve known each other for quite a bit of time through business, through a friend and in-

Brent Daniels:
Through real estate?

Mr. Brennan Barth:
Yep.

Mr. Jerry MacConnell:
Through real estate.

Brent Daniels:
Okay.

Mr. Jerry MacConnell:
In 2016, when I got that ball rolling and I was getting into wholesaling, we would collaborate on a couple of deals. And that was 2018, I think is when we did our first collaboration. And we looked and we’re like, this was easy. We should do this more often.

Mr. Brennan Barth:
And we were tracking on the same track.

Mr. Jerry MacConnell:
Oh, yeah.

Mr. Brennan Barth:
He was a weekend and night guy, going to work to everyday but crushing wholesale deals. I was doing the same thing and it was like, we were on this parallel path.

Brent Daniels:
What was the job you had?

Mr. Jerry MacConnell:
So, I was working for what I call the farm state farm.

Brent Daniels:
Okay.

Mr. Jerry MacConnell:
And I was just in cubicle data entry. But I’ve always been on track to just get out. I knew I needed to get out. So we collaborated-

Brent Daniels:
Psychologically unemployable.

Mr. Jerry MacConnell:
Yes.

Mr. Brennan Barth:
That’s right.

Brent Daniels:
I love that so much, psychologically unemployable. I feel the exact same [crosstalk 00:10:21]

Mr. Brennan Barth:
And I worked on him for months. I was like, dude, just quit.

Brent Daniels:
So let’s go into this. How did you do it? You had the nine to five. One, what’s going on mentally? Are you thinking at some point something’s going to happen? How does that-

Mr. Brennan Barth:
After I got that first deal, I was like, okay, there’s something here, but it must have taken me 25 plus deals before I realized that it would keep repeating. Every day I’d wake up and be like, is this going to happen again? Am I going to find another motivated seller? And I would. So I think my first year part-time I did six deals. The next year I did 12. The following year I did 24 deals when working full-time and raising a family. And at that point I was like, there’s something here.

Brent Daniels:
So, wait a second, you went three years before you quit your job.

Mr. Brennan Barth:
Five years.

Brent Daniels:
You went five years?

Mr. Brennan Barth:
I got to the point where it’s making four or five times more than I was making at work every year on nights and weekends. And finally I was like, this is bonkers, right? I have to stop going to work. [crosstalk 00:11:15].

Brent Daniels:
Why didn’t you quit the first year?

Mr. Brennan Barth:
I was very scared to quit. I had the, like you said, the retirement program, I had the medical benefits, the golden handcuffs and just, it was a self limiting deal, right?

Brent Daniels:
Yeah.

Mr. Brennan Barth:
I didn’t think this could really be a thing and then turn it into a company. So, eventually I got the Kahunas to do it. And as soon as I quit, I started calling this guy.

Brent Daniels:
Yeah.

Mr. Jerry MacConnell:
And for me, we have very similar why envision, that’s why we aligned so well. And I was all about, I need to stack so much cash, buy rentals, and we’re both on the same page. We still just stack our cash to buy the rentals. We want the passive income, so same thing. I created a goal. I was like, I’m not going to leave my job until I have five properties, and because I was in the market that I was invested in that would work for my monthly net. So for us, it was kind of similar in that case, but I wasn’t ready to pull… I was like, no, I’ve got to make the five. But then I realized how good we are working together, how big our company was growing. We’re in the same vision, same why, and then just made a decision where I got to fully commit to this.
A lot of the reason too is to show that I was all in. We already had proof of concept. Like he said, we knew the deals are going to keep going. I need to be able to work more than that two, three, four hours at night. And I was working seven days a week to make it happen, but still more and more hours.

Brent Daniels:
Yeah. How important do you think it was to save up before you made the decision? Because I say you need to have six months saved up in your personal account for your personal, for all of your costs, all of your monthly costs, all of your expenses every single month, and then you could make that decision to go into this full-time. But I see so many people, and you guys have seen it too started really, really soon. And the issue is the pressure, oftentimes the knot gets too heavy than the timeline to be successful and get consistent. And it’s not that people aren’t putting in a ton of effort, it’s not that people aren’t taking enough action, it’s just the timeline to close these deals, people don’t… Sometimes these deals take 45 days to close.
Sometimes you talk to somebody and it’s not till 90 days later that you actually get paid on these things. And that’s a very, that should be for everybody out there listening, that should be the mentality is 90 days minimum. From the time you talk to them to the time you close. Now, there are people that go in one week and one month and whatever else, they start getting these things faster and quicker, but the timeline to actually getting the money in your account and not having to spend a ton every single month and all the different resources and tools and training and whatever else that people are investing in, it gets stressful. So for everybody out there, listen to these guys, these guys built it on a rock solid economic foundation that said, we’re going to stack up a ton of money five years-

Mr. Brennan Barth:
And we put those rentals in place.

Brent Daniels:
Right.

Mr. Jerry MacConnell:
Yes.

Mr. Brennan Barth:
We each have rentals so getting that monthly income was a little bit of a buffer.

Brent Daniels:
Right.

Mr. Brennan Barth:
Yeah.

Brent Daniels:
So what was the draw that broke all? What was the decision and how did you handle going into your bosses office and saying, this is it? [crosstalk 00:14:24].

Mr. Brennan Barth:
I pre-planned that for years and then it wasn’t as climatic as I thought, but I was looking forward to that day. And for me it was just a freedom thing. My job was pretty much the same thing, day after day with the same people, same hours and I wanted that freedom. I wanted to be able to pick my kids up from school, wasn’t able to do that before. Go where I want do what I want when I want.

Brent Daniels:
Love that.

Mr. Brennan Barth:
I was over it. Yeah.

Brent Daniels:
So that was it.

Mr. Brennan Barth:
That was it.

Brent Daniels:
There wasn’t a moment that you’re like, okay, I’m walking in and I’m quitting today.

Mr. Brennan Barth:
No. I think I just, for whatever reason-

Brent Daniels:
You just didn’t show up?

Mr. Brennan Barth:
Yeah. I just didn’t show up. I gave my two weeks, did the whole thing correctly, I guess you could say, but-

Brent Daniels:
Did they know it was coming?

Mr. Brennan Barth:
I think so. Absolutely. And I think everyone there knew-

Brent Daniels:
I can’t imagine you weren’t talking to everybody about what you were doing.

Mr. Brennan Barth:
Everybody knew it was coming.

Brent Daniels:
Okay.

Mr. Brennan Barth:
Absolutely. But yeah, what a great day, right? What an awesome day. Pretty scary day, I guess, but it’s worked out. I think I can imagine.

Brent Daniels:
Let me see, how old were you then?

Mr. Brennan Barth:
Let’s see. I’m 40 now. That was in 2018. So like 38, 37.

Brent Daniels:
Okay. So you went elementary school, junior high, high school, college-

Mr. Brennan Barth:
College.

Brent Daniels:
College.

Mr. Brennan Barth:
Dropped out of college, yep.

Brent Daniels:
And then, job.

Mr. Brennan Barth:
Then job, right into my job.

Brent Daniels:
So, structure, structure, structure, structure, structure, structure, structure, [inaudible 00:00:15:40].

Mr. Brennan Barth:
Boom.

Brent Daniels:
Freedom at 38 years.

Mr. Brennan Barth:
Yes. And I think two years into it, I still wake up going, am I supposed to be somewhere right now? What am I supposed to be doing?

Brent Daniels:
Oh yeah.

Mr. Brennan Barth:
It’s a real adjustment, right? Yes.

Brent Daniels:
Oh, yeah. It really is.

Mr. Brennan Barth:
Yeah.

Brent Daniels:
Because you’re feeling in the back of your head, am I supposed to be somewhere?

Mr. Brennan Barth:
Yep.

Brent Daniels:
What am I supposed to be doing [inaudible 00:15:59].

Mr. Brennan Barth:
With that being said, though, I would say we easily, I don’t know about Jerry, but I feel like I work more now than I did going to work eight hours a day.

Brent Daniels:
Of course.

Mr. Brennan Barth:
It’s just different work, different set of stuff. But yeah, what a transition.

Brent Daniels:
What a transition.

Mr. Brennan Barth:
Yep.

Brent Daniels:
How about you?

Mr. Jerry MacConnell:
Yeah. Mine was anti-climatic. I had dreamed about this for so long, because I always wanted to leave my job. And so, I went into the job knowing I was going to get out because I had freedom before that. So I wrote the email, sent it off. My boss was really cool. I worked with a really great team. They’re all aware of it. I was taking calls for like an hour or two closing deals on-

Mr. Brennan Barth:
Popping into the bathroom to call me. Hey, where are we at on this one?

Mr. Jerry MacConnell:
Then taking my computer and go into different rooms that I could work. And it was like, all right, I got to do this.

Brent Daniels:
Awesome.

Mr. Jerry MacConnell:
Everyone knew. And so, I think it was about two weeks or a week, a week or two weeks.

Brent Daniels:
Awesome. Not looking back. So let’s break down this deal because we had talked about it. You had talked to, I think you had reached out to me with a text or we talked or whatever about this deal on a Lake, right.

Mr. Brennan Barth:
Yes.

Brent Daniels:
Apparently, we don’t have deals on Lake here in Phoenix.

Mr. Brennan Barth:
We’ve noticed.

Brent Daniels:
But you guys do. So what happened with this? Let’s go through the whole thing. I want to know what lead generation you use. What lists was it? Let’s go through break all the four pillars down, and if this is your first time listening, anytime that you are talking with a distressed property owner, you want to pre-qualify them based on four things, the condition of the property, their timeline to sell their property, their motivation to sell that property, or what is their problem that they’re currently going through and what is the price? So those are the four things that we’re looking at so we’ll break those down here. So how did you first come in contact with this seller?

Mr. Brennan Barth:
Is a good story actually. I think this deal first came to me two years ago, I think through a postcard. And I tried to move it and I was unable to get the price that we currently had at that. So I had a little bit higher number, got to everybody in Seattle was not able to sell it, lost the deal, forgot about the deal. Then just one day I told Jerry about it. Like, “Hey, I had a shot at this waterfront property a year or so ago.” He’s like, “Let’s see if it’s still available.” I went back through, dug up the guy’s business card. I kind of pass it off because I probably worn out my time with this guy.

Brent Daniels:
Yeah, sure.

Mr. Brennan Barth:
And I said, “Jerry, why don’t you give him a shot?” So Jerry reached out to him and got them back on the line. Gosh, we got like a million, which I think was a couple hundred thousand dollars cheaper than the year previous.

Mr. Jerry MacConnell:
We got 1.3 to start, [crosstalk 00:18:29] 1,000,050.

Brent Daniels:
So you send him a postcard, Hey, we’ll pay cash for your house for you offer. Here it comes, right?

Mr. Brennan Barth:
Yeah.

Brent Daniels:
Classic postcard. He called, okay. So why did he want to sell this property?

Mr. Brennan Barth:
It’s in horrible shape. It was a hoarder house with the pathway through aligned with stuff that probably-

Brent Daniels:
Floor to ceiling.

Mr. Brennan Barth:
Floor to ceiling.

Mr. Jerry MacConnell:
Oh yeah, floor to ceiling.

Mr. Brennan Barth:
Probably had been there vacant for at least 20 years. So like a storage unit for this guy.

Brent Daniels:
Oh my gosh.

Mr. Jerry MacConnell:
[inaudible 00:18:57] was completely filled with stuff.

Brent Daniels:
But he didn’t live there?

Mr. Jerry MacConnell:
No.

Mr. Brennan Barth:
He did not live there.

Brent Daniels:
This is just his little hidey hole.

Mr. Brennan Barth:
Yes.

Mr. Jerry MacConnell:
Yes.

Brent Daniels:
Right?

Mr. Brennan Barth:
Yeah.

Mr. Jerry MacConnell:
Yeah.

Brent Daniels:
Okay.

Mr. Brennan Barth:
And I think other wholesalers had tried to move it in years prior as well. So a lot of people had seen it. He just really was stubborn on that number. And Jerry was finally able to get him down where we needed to be.

Brent Daniels:
What’d you say?

Mr. Jerry MacConnell:
So, the big thing that… We do this on all our calls ourselves, we’ve found out what’s the obstacle. Why are you not selling? What do you need at this point? And at that time he wanted $50,000 released to him sometime later. So we did that. And then he wanted a long timeline. There was stuff that he believed was really important.

Brent Daniels:
Of course , yes. And by the way, real quick, listen, anytime you’re running into a hoarder situation where they found a lot of stuff in there, there’s always secret treasures somewhere in the house that they try to pro along the timeline. Now, remember time kills all deals. So, if you need to help them remove junk, hire somebody, get through it, help them put things, put a storage box in front of there, that whole thing do that because it helps it out. But it sounds like this guy wanted to go through it himself.

Mr. Jerry MacConnell:
Yeah. And we already had it sold. So, I was all about just, okay, we need to get this locked up. Who cares about the timeline. We offered even to start, we’ll help you move stuff out. We got to the point where we were like, Hey, we’ll start a storage units so you can move your stuff. We’ll hire movers [crosstalk 00:20:23]. And we ended up, before the deal closed, we did actually financially help him get some stuff out. But we got to close and it was one of the most difficult properties-

Brent Daniels:
So the condition… How big is this house? Do you remember?

Mr. Jerry MacConnell:
Yeah. It’s not too big. It’s like a three one, and it’s probably between 13 to 800 square feet.

Brent Daniels:
So it’s a thousand dollars a square foot is what he was asking for?

Mr. Jerry MacConnell:
Yeah, [inaudible 00:20:45].

Brent Daniels:
Oh my gosh.

Mr. Jerry MacConnell:
For a Lake house, a very small home on Lake Washington. [crosstalk 00:20:48].

Brent Daniels:
Everybody listening in the lower price markets, they’ll be like, what is going on in Washington? I’m feeling that way anyway. So it’s not a huge house. So once all the stuff’s out, it’s not a terribly expensive renovation to where it’s like half a million bucks, right? So you’ve got this thing at a million. The condition is basically everything needs to be done.

Mr. Jerry MacConnell:
Everything. Most people are looking at it as a tear down. The end buyer ended up keeping the property and it’s conditioned and then just remodeled it. Not fully blown out, but to give us some room for someone to go all out on it.

Brent Daniels:
Right. So condition, totally rough renovation. Timeline, he was ready, he’s been ready for two years, right? He’s just been holding out for his price.

Mr. Brennan Barth:
Holding out, yeah.

Brent Daniels:
What made him decide now? Was it just this year? Was it this situation? Was it just something changed in his life? What made him except that million dollar offer now?

Mr. Jerry MacConnell:
I think the difference was we were there to help.

Brent Daniels:
Got it.

Mr. Jerry MacConnell:
He had experience with Brennan and I said, “Hey, I’m partnered with Brennan. You used to work with him a couple years ago. We’re ready to move forward on this deal.” And then we just pushed hard on our price, said, “This is all we can pay you.” We tried this multiple times and we solve some of this problems, and we gave him that timeline.

Mr. Brennan Barth:
We gave him like three months.

Mr. Jerry MacConnell:
It was a 90 day close. Yeah.

Brent Daniels:
Cool. And he stayed with it.

Mr. Jerry MacConnell:
And he stayed with it.

Mr. Brennan Barth:
We had to ride him pretty hard.

Mr. Jerry MacConnell:
Oh, we rode him pretty hard. Yeah.

Mr. Brennan Barth:
He was getting older and had some health issues. And we just walked them through it. And he ended up leaving about $10,000 worth of stuff, so there was an additional cost, but-

Mr. Jerry MacConnell:
That was more clearer. Yep.

Mr. Brennan Barth:
What can you do, right? We got the property and got it closed.

Brent Daniels:
Love it. And so he wanted one, three, you got them down to one million. What’d you sell for?

Mr. Jerry MacConnell:
We sold it for, I guess it’d be 1,075,000.

Brent Daniels:
1,075,000. And you netted how much?

Mr. Jerry MacConnell:
75,000.

Brent Daniels:
Come on boys.

Mr. Brennan Barth:
Ring the bell.

Brent Daniels:
Ring the bell.

Mr. Brennan Barth:
Let it go. Let a rip. That’s always good stuff.

Brent Daniels:
I love it. Just like that.

Mr. Brennan Barth:
Yeah.

Brent Daniels:
It’s really interesting because a lot of times we’re finding, when we’re going back through our database of past leads for the last six, seven years, we’re finding just wonderful deals tucked in there that we didn’t remember were there. So you guys were really smart going back to it, and then it’s just reopening that conversation with being proactive and making a call.

Mr. Brennan Barth:
Yeah. I think that’s a really important note for the listeners.

Brent Daniels:
Yeah.

Mr. Brennan Barth:
I would say 50% of our deals are people that have been in our CRM or our followup system for over six months. It’s very few deals come in and we actually get them right away and close them runway. It’s a small number of deals for us anyway, in our business. It seems like we talked to these people for three months, six months, even a year, all the time, and then finally get them on online.

Brent Daniels:
Incredible.

Mr. Brennan Barth:
Yeah.

Mr. Jerry MacConnell:
We do rapid follow-up and we’re always in touch. We try to leave an impact so that they can remember us, but we resurrect a lot of the deals.

Brent Daniels:
Yeah.

Mr. Brennan Barth:
Mm-hmm (affirmative).

Brent Daniels:
So what lead generation do you do now that keeps you so successful in one of the toughest markets in the country?

Mr. Brennan Barth:
I think this a good time to bring up a great point of how your program helped us really transition. I think both of us, when we were doing the one man thing on the nights and weekends, we were reactive. We’re sending mail, we were posting ads and waiting people to contact us with the TTP program became proactive. So we started a call center. We’ve got three full-time callers, a full-time text, and now we’re reacting. It’s nice.

Mr. Jerry MacConnell:
So that was a game changer.

Mr. Brennan Barth:
Game changer.

Mr. Jerry MacConnell:
Absolutely, put gasoline on our fire for sure.

Mr. Brennan Barth:
For sure, yeah.

Mr. Jerry MacConnell:
And we’re still seeing… We love the whole program of having callers that we can get the list out to them and then we can hit them twice texting. We still do a little bit of mail, but it’s very, very specific on what type of property we’re going [inaudible 00:24:41].

Mr. Brennan Barth:
Same with us. Shout out to Batch for using the texting system. That’s awesome.

Brent Daniels:
Yeah.

Mr. Brennan Barth:
We’re getting-

Brent Daniels:
Batch leads that IO guide. Batch leads that IO use the coupon code TTP, you get to try it out for a dollar or half off the first month or something like that. Check it out. Batch leads is not IO. It’s really something-

Mr. Brennan Barth:
Yeah. We’re getting like a 20 something percent response rate on testing right now, which is really great. So we’re trying to shift even more to texting and just increase the calls.

Brent Daniels:
Awesome.

Mr. Brennan Barth:
I think we’re getting like 10 to 15 good leads a day, which is killer.

Brent Daniels:
Awesome.

Mr. Brennan Barth:
Yeah.

Brent Daniels:
So speak now to those beautiful, ambitious, talented, smart people out there that are listening and that have never done a deal before. What advice would you give them to get started in this, and just take that first step? The toughest part, I think when we’ve got this passion, what’s the first thing I can do? You know what I mean? Give them some advice here.

Mr. Brennan Barth:
Imperfect action, right? And I think I got that from you guys. I love that term and mindset. I think it’s all about the mindset, having the belief, right, that we can do. Jerry and I wake up every day and believe that we can find deals. So I think before you take any action, just that belief that it can happen, we’re example. I’m an everyday normal dude, terrible students and it works. So I think that that belief and the imperfect action. You don’t have to have everything set up perfectly, right? Just do it.

Brent Daniels:
Yeah.

Mr. Brennan Barth:
That makes some calls talk to some people.

Brent Daniels:
Progress, not perfection.

Mr. Brennan Barth:
That’s right. I love it.

Brent Daniels:
Because time process over and over. Yes.

Mr. Jerry MacConnell:
Yeah. And speed of implementation. You’ve got to be able to take what you’re learning and then not be scared to just go right at it.

Mr. Brennan Barth:
That too.

Mr. Jerry MacConnell:
And I think that’s what we’ve always done. We learned something and we put it right into play.

Brent Daniels:
I love it. Love it. How do people reach out to you if they want to congratulate you, connect with you, they’re in your market, maybe they’re getting deals from other markets and they’re in a different market sending into you for referrals. How do they get ahold of you?

Mr. Jerry MacConnell:
Yeah, they can reach us at Jerry at Foursquare, and that’s F-O-U-R-S-Q-R-E.com. Or Jerry MacConnell is my handle for Instagram.

Brent Daniels:
Got it. Give them the last name.

Mr. Jerry MacConnell:
It’s M-A-C-C-O-N-N-E-L-L.

Brent Daniels:
Right.

Mr. Jerry MacConnell:
They’ll see the blend of… Well, there we go.

Brent Daniels:
There it is. Awesome guys. So happy that you guys are here, so happy that you guys are so successful. So happy that you guys are a shining example of what you can do. If you’re working a full time, you don’t have to stay stuck in it. There are two lives-

Mr. Brennan Barth:
There are.

Brent Daniels:
Two the lives. One before wholesale and-

Mr. Brennan Barth:
One after.

Brent Daniels:
… one after. That’s absolutely true. So thanks for being on the show. And thanks for being on the podcast.

Mr. Brennan Barth:
Thank you.

Brent Daniels:
Everybody out there listening and watching. If you are interested in joining the most proactive group in real estate investing, it is the TTP program. It is the TTP family. Go to wholesalinginc.com/TTP, that’s wholesalinginc.com/TTP. Scroll down, check it out. If it feels good in your guts, sign up for a call, we look forward to talking to you. And as always, I sign off by telling you and encouraging you to talk to people. Until next time. Love you. See you.

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