Posted on: November 26, 2020
WI 567 | Closing Wholesaling Deals

 

Today’s special guest is nothing short of inspirational. Jazmine Gittens went from doing nothing to closing 3 wholesaling deals in over 3 years, organizing meet-up groups in Baltimore, and operating in 3 different markets!

 

If you’re wondering how Jazmine made it all happen, you won’t have to. This episode will provide all the answers you are looking for! Jazmine not only shared the ins and outs of her business, but she also shared her humble beginnings and how she got to where she is today.

 

If you can use a little inspiration, you owe it to yourself not to miss this episode!

Meet The Wholesaler Who Closed Over 100 Deals In Just Over 3 Years Of Wholesaling With Jazmine Gittens

Episode Transcription

In this episode, you are in for a treat. Brent gave a live talk where he went deep on the differences between being a real estate wholesaler and a real estate investor. The differences are very surprising here and not what you might expect because, at the end of the day, the goal should always be to build wealth on the front end but building passive income, what a lot of people refer to as legacy wealth, on the backend. That is what he covers in an awesome way in this talk. Enjoy.

We’re going all the way to the City of Baltimore to have an incredible conversation with a woman that in her first 3.5 years has done 100 deals. I’m so happy and proud to bring on to this show, Ms. Jazmine Gittens.

How are you? Thank you so much for having me. I’m super excited to be here with you.

I’m excited to have you on here. 100 deals in 3.5 years is a huge milestone for anybody. It’s starting from doing nothing years ago to three different markets. You’re helping out people to learn how to do virtual wholesaling and doing meetup groups in Baltimore. We’re a shining light in this industry and I want to know more about it. Did you always have this real estate and entrepreneurial spirit?

When people are coming to you for advice, guidance, or inspiration, it makes your business better!

I always had an entrepreneurial spirit. Sitting at the desk was never for me. There’s always this itch of, “There has to be something more. This cannot be it.” Even going to college, I did not know what I wanted to do. I was like, “Journalism, that sounds good.” I chose that and thankfully, it helped me a bit with communicating but I came out of that. I wasn’t able to find much in that field and real estate found me. I knew I wanted more and there was more out there for me.

I ended up getting a job in New York on Wall Street for a company. I was the senior marketing manager there, putting on real estate events nationwide for investors. I’m traveling to different cities. We had a newspaper educating investors on what’s happening in this market and sector. I was on the backside of the table. I’m signing people in, looking at all these major investors coming in and saying, “I want to be on that side. I want to be the one signing in and getting my badge.” It so happened that I was laid off from that job a few days after announcing my pregnancy. What do you do?

That is the spark that got you in. Not only that but you had some experience. Was this a sales position? You said marketing.

It was a marketing position. They go hand-in-hand, sales and marketing.

You have some experience. You know how to speak the language a little bit, at least in some of the real estate terminology so you weren’t coming totally green into it. What do you do? Do they give you a package and are like, “Here’s a few months of severance and that’s your runway?” What happened?

I had unemployment for a few months. That was it. They laid me off and one other lady was the oldest there. She had been there for years. They were covering their butts but either way, that gave me a better pad. I had been wanting to get into real estate. I had been itching. My perspective is, “I need a lot of money, this and that. I can’t do this.”

Sitting at home, pregnant, unemployed, looking at ways to get into real estate and I came across wholesaling. I was like, “What’s going on here?” I’m the type of person who is once I get into something, I’m going to dive all the way in and take action. I was watching YouTube University, Wholesaling Inc and every single podcast.

Max Maxwell, you did an incredible interview with him. It’s an incredible channel to get the juices flowing. All these great places to find the actual instruction, you’re like, “Okay.” What did you do? Did you start piecing it all together?

I started piecing it together a bit. I knew at the end of the day I needed to talk to people. It always comes down to that. I started making some cold calls. I went down to the courthouse. I got a list of probate, made some calls and ended up getting my first deal. It was crazy. After getting my first deal, I’m going, “I need to fine-tune this. How can I get this consistently and ramp this thing up a bit?”

That’s when I signed up with your program, TTP. Shout out to you. It helped me understand the need to talk to people. I knew I had to talk to people but I was also getting in that space of wanting the inbound calls. I’m like, “Let me do some Google PPC. I don’t even have the money to be doing this.” When I got to your program, I was being coached by you and Brandon Simmons at the same time. I put those two things together.

WI 567 | Closing Wholesaling Deals

Closing Wholesaling Deals: Consistency is a big part when it comes to getting deals in real estate. If the time to make calls is 10 to 1, be consistent with that.

 

That’s interesting because you went out and were like, “I’m going to skip to the head of the line. I’m not messing around. I’m going to go and get two coaches. I’m going to make sure that I’ve got everything covered. I don’t want to learn it. I want to be told what to do. I want the instruction so that I didn’t just go out.” You did and went off. You were not to be stopped.

Those terms are glazing over the real efforts that you were putting in there. You were getting your lists, calling and meeting with these sellers, building your business and working all three parts. There are three parts to the wholesaling business. For everybody that’s reading the first time and you’re interested in this, don’t overcomplicate it.

There’s lead generation and conversion. That means you get a lead and convert that to a signed contract. There’s an exit strategy or disposition. That’s where you sell and make money. There are only three parts and you went bananas with it. You took off and still are. Is that inside you? Are you one of those A-type, driver-type personalities?

I’m a driver like, “Let’s get it done.” I take instruction very well. I’m coachable and still coachable at the same time. With that being said, I was doing three hours of calls. 10:00 to 1:00 was the time I had available. I shut the door and that was it. Consistency was a huge problem for me in the beginning. I was making calls but then once I got it, I realized how important consistency was. I was making my calls and things started rolling. The momentum started building and the deals started flowing in. I haven’t looked back since.

Let me ask you this. This is a little bit off-topic on your wholesaling business and I’ll bring it back to it. To a lot of people reading this, there’s something about seeing people on these interviews, hearing somebody, seeing YouTube, Meetup groups or people at the front of the room. You were saying to the other side with the investors with the name badges like, “I want to do that.” As soon as you started, did you have that, “I’m going to crush this thing. I want to be able to lead.”

I know my purpose even prior to getting into real estate or anything. I don’t think I found that or understood my purpose but I knew there was something. I love being in front, talking and inspiring people. I have this personality where people love talking to me and they get pumped up like, “Let’s do this.” When I started to do that, that’s when I realized, “By me doing this, my family and friends seeing me, I was starting to inspire people to be great.” That was awesome.

The best thing that isn’t often understood about this is when you are loud. I encourage everybody to be as loud as possible. I don’t care if it’s doing stories when you’re driving for dollars, making calls or before you’re going on an appointment and saying that you’re nervous. Be real. You don’t have to be Jazmine, me, Max Maxwell or Tom Krol. You need to be you. If you are loud, opportunities are going to come your way.

Jazmine, you can tell me if this is true in your world and life. When you are teaching something and people are coming to you for advice, looking for guidance or inspiration, it makes your own business better. You were so in it and obsessed with it. You want to show them by doing the business and not just standing up there talking about theory. It takes your business to a whole other level.

If you want to get good at something, it all comes down to talking to people.

I don’t even know where this concept came from but I started doing meetups when I was in Jersey. When I first started, I was brand new hosting Meetup events. For me, it was like, “Let me bring in the buyers, start building my network and create myself as an expert in the area of sorts even though I was brand new.”

By the fact that I was hosting it, people wanted to talk to me and connect with me. It so happened people started asking me questions, “How do you do this and that? Can you show me how to do this?” That opened up a whole new world. That’s where I found my passion for teaching and mentorship. The wholesaling, I love it but the passion was in the teaching and mentorship.

A lot of people that read this, they have too that little seed that has been sitting in their brain for a long time, whether they did something when they were younger and it gave them a lot of support and recognition or maybe they were athletes, public speakers or whatever else. Anybody that has that inside them, you can feed that. Be loud. We have these things right here like these phones that you could talk to billions of people with. It doesn’t get that far typically but you can talk to a lot of people and share a lot.

When it comes to starting out and building it up, be honest and let people in on your journey. How this top show in this space became is because Tom Krol was interviewed by his older brother to do his first deal. That’s how it started. It is under-talked about but people need to be loud. I love and respect what you’re doing out there because you’re making a difference. That’s so important. Putting yourself in a position of leadership will always pull your productivity for deals up. It opens up opportunities for other things.

WI 567 | Closing Wholesaling Deals

 Closing Wholesaling Deals: When you feel like you’re starting to inspire people, that’s when you know you’re in the right field.

 

We executed on that. In our first year, we made a little over $100,000 with talking to people, getting out there and cold calling. It remained our number one marketing strategy hands-down. We keep pushing with that. You find what works and we perfected that. It was an amazing first year. I wrote my husband’s two-week letter for him to leave his 9:00 to 5:00. He used to work on the turnpike with hundreds and thousands of cars passing him every day. It’s super dangerous. I was so thankful to be able to pull him out of that and we’ve been going ever since with it.

Do you work together?

Yes.

How does that work? Who does what?

I’m the one that’s on the phone. I was busting out those calls. Initially, when we first started, we were doing local wholesaling. Meaning, traditional wholesaling and going to meet the sellers. I was home on the calls and my husband would be the closer. He goes to the house to close that thing out. He did it so well. That was how our team worked.

When it came to marketing the deal and showing the properties, it would be a little bit of both of us. I made the initial contact, he went out and closed those bad boys out. Once we transitioned to virtual wholesaling, we don’t go to any homes. We’re doing everything from the comfort of our home. At this point, we have a team of virtual assistants. They’re making the initial call for us and then we have our sales acquisitions who come in and close the deal.

Let’s break this down. You’re in Maryland, North Carolina and New Jersey.

Those are the three markets we wholesale in.

You have callers. Where did you find them? Where do they live?

I got them through MyOutDesk. They’re in the Philippines. We use MyOutDesk to hire them.

How many do you have?

We have two callers.

Are they full-time putting 80 hours a week total?

It’s eight hours a day. They’re making about 1,100 to 1,200 calls a day. They’re busting that out. We’re following the blueprint. If they want to sell in the next 90 days, that goes to our sales acquisition who runs the numbers and makes the offer. With this being virtual, with us not going out to their house, the way we’re making our offers is a little bit different in the sense that we are looking at the MLS or PropStream in finding what cash buyers have recently purchased in that specific area. We’re getting it below that price. We’re confident when we make our offers that buyers are already buying cash deals at a specific price. We make sure we come in below that so we can get those deals sold superfast.

Did you pull that list from PropStream?

We have MLS access in each account and a licensed assistant but you can use PropStream as well if you don’t have that MLS access. We can show you how to do that. They show you right on PropStream if it was a cash deal or not. You can go right on there, look around the area in the last 90 days or so to see what cash buyers are paying for properties in about a mile and make offers about $10,000 or $15,000 below that.

Find your passion. Don’t just roll with the punches.

I’ve been doing the exact same thing. I’ve got MLS access here but I like the way that PropStream formats it. It’s got those top little boxes. You click on it. I go into a specific ZIP code on any deals that we get. I look at them and then go, “This is a cash purchase but I wonder if this is a wholesale deal.” I add $20,000 to what they bought it for because that’s the average assignment fee here in Phoenix. The assignment fees don’t show up. Only the purchase price that’s on the contract shows up in PropStream. I’m constantly pushing up the values and that’s why we average $28,000 a deal here in Phoenix. We’re collaborating here. You’ve got your team. They’re calling and doing it. How do you find acquisition managers that are on the ground? Are they in North Carolina already?

Everybody is virtual. I found them on Indeed. I put an ad out for our acquisitions and interviewed a bunch of people to find the perfect right person. We have two acquisitions managers, one here in Maryland and one in New York. They’re on the phone when the leads come in. They get a notification, have to make the call immediately and make that offer right away.

You were telling me that by your phone, you’re able to lock up deals at discounts in other states and never have to go and set foot in those properties.

I’ve never set foot on the property. I’m 900 miles away. There’s no way I’m going to see the property.

Talk about the perfect business for the pandemic that we’re dealing with. Everybody is safe. It’s phenomenal. You need to be able to get accurate photos, understand the condition of the property and be able to do all that but I’m sure you’ve already set up a process for all that.

In every market that we go into, one of the first things we do is build what we call our perfect starter team. That’s our realtor and title company on a contractor. That helps us with that. We establish relationships with our realtor. They’ll go out, get pictures and show the properties for us. We’ve established a great relationship with them because we’re doing an exchange. Everything has to be a win-win situation.

My team was making 1,200 calls a day and we were trying to look for wholesale deals. A lot of those people that do want to sell, they want to sell retail. When we first started, we were hanging up the phone, not on them but we couldn’t offer them. We offer for our partner agent to go out for a listing appointment. That’s the relationship that we created. They are more than happy to go out and take some pictures for us because we’re sending them listing appointments pretty much every day.

The beautiful thing here is when you’re calling these people and they want retail, you don’t have to throw them in the trash. You’re referring them to your preferred partner, who is also hooking you up on the back end. This is an interesting thing. If you have a license, you can get a referral fee and the whole thing and do that. You can build a relationship with agents that will bend over backward for you on all of these deals that you got to get people into.

You need some representation at the house, whether it be through cash buyers or sellers. They’re willing to do that because you’re giving them so much business on the other side. Don’t throw these opportunities away if it’s a retail lead. If you have a license, get a referral fee. If you don’t, build that relationship and help them. Remember, you can get everything you want if you can help them get what they want. That’s a Zig Ziglar thing that we’ve been saying forever.

This is marketing. We have a marketing agreement with these realtors because we’re calling and qualifying these leads for them and setting them up on listing appointments. We establish a marketing relationship with them. The thing about it is right about us being problem-solvers. I hated the fact that we were hanging up the phone with many people and not helping them with their problems. We’re able to help and offer a solution, which in turn helps them and us as well.

Let’s time travel. You’re growing up and in high school. What do you want to be?

In high school, I didn’t know. I was like, “What am I going to do?” Going into college, I had no idea what I wanted to do. My mother was like, “Maybe Journalism.” I was like, “Let’s go for it.” I did not have a burning passion at that time. I went in for Journalism and got my degree. I was working. I didn’t have a real passion of any sort. It was going with the punches.

Once I got that job, I realized that was when that itch of real estate started to crawl. I’ll take that back. A few years prior to getting that job, I was an agent for three years but I did not like that. It’s a different ball game. I was driving for hours, showing this house and this house. They don’t like the color of this paint and I couldn’t do it. I had to get out of that. That didn’t show me much about the investing side. It didn’t bring that to me. It wasn’t until I got that job that showed me the investor side of it all.

We went back in time in our time machine. Let’s go forward in ten years. You’re on a rocket ship. Your business is going bananas. Are you seeing yourself as owning a lot of properties, having a portfolio, building up an account, being a private lender or a developer? What does that look like? Let’s inspire.

In a few years, there’s going to be a combination of those. One of the things is I want to continue growing our educational platform, helping hundreds of people get into virtual wholesaling. I want that to be huge because that’s the passion part. In January 2021, we’re going to be developing affordable housing in Rwanda. I want to be like the Ryan Homes of Rwanda where you’re coming to us, we’re building those affordable homes and you know our name.

WI 567 | Closing Wholesaling Deals

Closing Wholesaling Deals: Every market that you go into, you have to build a perfect starter team – your realtor, your client company, and your contractor. Establish relationships with them.

 

We have already started building our portfolio. We’ve been flipping houses. We’ve bought some rentals. We want to continue that. In ten years, we’re transitioning. We’re not doing the flips anymore. What we’re looking to do is we want to purchase some mobile home parks. That would be our passive income coming in. We want to do some lending as well. If you touched on it all, we want to be doing all of that. We’re planning to move to North Carolina and get a nice plot of land where we’re going to be building a nice community there.

Before we give out your details and people reach out to you, I wanted to make sure that we gave this thing a ring. 100 deals in 3.5 years and $100,000 in her first year, it started completely out there. Not only starting but you were also pregnant. You were having a baby. You got two in that time span. It’s incredible.

You’ve got two boys, a husband working in the business, employed two people in the Philippines, people that are doing your acquisition and disposition and agents that you’re partnered with. What a difference three and a half years makes. You can do this business. You don’t have to struggle for the next 3 to 5 years.

In real estate, it’s good to establish a strong marketing relationship with your Realtor.

Get the instruction that you need so you can skip ahead of all that. Focus on the actions that are going to get you paid, the income-producing activities that are going to make the difference in your financial life. How do people find you, communicate with you, congratulate you, be around you or learn more about you?

You can find me on Facebook, Instagram and YouTube @JazmineGittens. Any investors or wholesalers, I love connecting. Please reach out to me and send me a DM.

If you’re inspired by this, you’re in the area, you want to squad up and learn more, reach out to Jazmine. She has an unbelievable heart for this business and she will certainly be able to help out in any way that she can. If you want to join the most proactive group in real estate investing, it is the TTP family. Go to WholesalingInc.com/TTP. Check it out and scroll down. If it feels good in your gut, sign up for a call. We look forward to speaking with you and me working with you personally. Jazmine, thank you so much for being on here. You’re incredible. I’m excited to watch the path that you’re leading. Everybody out there, I close out the show as I always do, encouraging you to talk to people. Until next time. I love you. See you.

Important Links:

About Brent Daniels

WI 765 | Real Estate Virtual AssistantBrent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low cost, and incredibly effective telephone marketing program…

Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!

Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…

A natural leader, Brent combines his passion for helping others with his high energy, “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

Leave a Reply

Your email address will not be published.

[class^="wpforms-"]
[class^="wpforms-"]