Posted on: December 25, 2020

For two decades, today’s hardworking guest had a stable job. While he earned a substantial amount, he knew what he was making won’t make him financially free. So, he took a leap of faith and ventured into something life-changing: wholesaling.

George Aplicano has been running a thriving wholesaling business for four years now. Successful and financially-free, there’s no denying taking a chance is one of the best decisions he has ever made.

In this episode, George shared how his wholesaling journey started, what his current business structure is like, and the three things they track. He also provided a breakdown of one of his most lucrative deals.

If you’re considering taking a leap of faith but unsure if it’s worth it, today’s episode might just give you the clarity you need, so don’t miss it!

Key Takeaways

  • His background and how he got started in real estate
  • How he finds sellers
  • Top three things they track in their business
  • What his company looks like right now
  • Breakdown of his most lucrative deal
  • Biggest spread from wholesaling so far
  • Top 3 things wholesalers need to focus on

RESOURCES:

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Episode Transcription

Rafael Cortez:
What’s up tribe. Welcome to the wholesaling Inc podcast. I’m your host and Wholesaling Inc coach Rafael Cortez. And today we have Mr. George Aplicano with us. Thanks for being here, man. I appreciate it.

George Aplicano:
How are you guys doing? Welcome tribe.

Rafael Cortez:
Doing great, man. Doing great. Yeah. Thanks for stopping by. You’re totally crushing it where… You’re actually in my market. Tell us a little bit, what’s your background? How did you get started in real estate?

George Aplicano:
I was a mortgage loan officer for 20 years. Came to the realization at the end of my 20 years, even making loans, I wasn’t making enough to pay for my daughter’s college. I was doing well, and well enough, but it wasn’t going to be enough to have my daughter’s college paid off or my son’s college paid off, and financial freedom was really, really far away. So found a little bit of a rich dad, poor dad, just like most wholesalers do.

Rafael Cortez:
The catalyst, yes.

George Aplicano:
Right, the catalyst. Exactly. And then that started the mind shift. From there, it just kind of took off. I found wholesaling and figured out how that process worked, and met a lot of different partners here in this Phoenix market, this wonderful Phoenix market. We’re collaborating with a lot of our peer group out here, and everybody’s pushing everybody to go forward. I’m part of that and I’m blessed to be a part of it. That’s in a nutshell, it’s a four year spiel in less than a minute, right?

Rafael Cortez:
So you’ve been at it for four years, right?

George Aplicano:
Correct. Four years. Yeah, exactly.

Rafael Cortez:
And it doesn’t take much to really get the wheels rolling. Right now, I see you on a regular basis all over my inbox and properties left and right, all over the country, and doing a lot of massive stuff, and moving along quite nicely. So that’s really cool. Let’s dive a little bit into the technical aspect. How many deals do you have on the whiteboard right now?

George Aplicano:
On the whiteboard, we have a total of eight deals right now, but we just ended up closing two today, so we had 10.

Rafael Cortez:
You’re in a very, very competitive market, so finding sellers, what’s currently working for you guys?

George Aplicano:
I’ve done it all. I did the bandit signs. I’ve done direct mail. I have done cold calls. The RVMs, ringless voicemails, and also texting, so I’ve done it all. And amazingly enough, it all works. It all works, to a specific degree. At the end of the day, there are certain things that are more comfortable for some people than others. For me, I found that in cold call. In my mortgage background, I was raised in a call center. I was a manager for a call center. So, for me, I’m looking at little things like aux times and dials and basically how effective people are on their calls. To me, that’s something that’s second nature. So for me to look at that report going, “Okay, my call center is doing X, and then, my X equals number of deals every single month,” that’s easy for me. It may not be for everybody, but it’s easy for me. At the end of the day, my belief though is, is that you’re never going to get a deal unless you talk to people, right? TTP.

Rafael Cortez:
Yeah.

George Aplicano:
Unless you talk to people, you’d have to talk to them, to sell it. And if you’re not making that connection, you’re not building those bridges with sellers and you’re not solving those problems. You’re not getting anywhere. So basically we have a call center, a call center that basically calls… We buy our data, a lot of it is absentee owners.

Rafael Cortez:
Mostly on volume.

George Aplicano:
We bust it on volume. Based off of that volume, then we get it. Now we do have some in-house acquisition people. So we have about five people at our call center that we hire, we also have two in-house acquisition people as well. And they basically are calling those hot leads.

Rafael Cortez:
So you’re your backbone from marketing is going to be cold calling, which makes perfect sense. I see a lot of people just not giving it the time, when… Different strategies, everything works for a period of time, until it doesn’t. What I mean by that is, sometimes it’ll get saturated. For example, everybody started doing RVMs, ringless voicemail drops, and then compliance and all kinds of stuff started bubbling up, and it stopped working, and it just got sketchy. I did the same thing and it was working, for a while, but the thing is, people keep it on the technology side. For example, if you start getting a lead through SMS, through text messaging, and then you start a conversation and they actually respond to it.
“Do you want to sell your house?” “Yes. I want to sell my house.” Okay. They keep it in SMS. They’ll keep it on the text message, instead of jumping on the phone right away, and actually having a one-to-one conversation, human connection. And nothing’s going to convert, at the end of the day, leads like having the actual conversation. That’s why I’m a huge believer. It’s actually our backbone as well, cold calling. We do supplement it with a lot of different stuff social media and pay-per-click and so we do a portion of all that. The SMS, we do a lot of SMS, but the backbone is cold calling. That’s

George Aplicano:
Right. And my theory is that with SMS and then ringless voicemails, that’s getting a prospect. You get it where they’re warm leads, and then from there, the call center will now go ahead and capture it and actually make it into a warm lead. And then at the end, my acquisition people will actually convert it.

Rafael Cortez:
Nice.

George Aplicano:
So, that’s kind of my process. The great thing that helped out in securing that process was definitely the Pulse Podio. That was an incredible tool that you blessed me with. But it’s an incredible tool because now everything that we have is categorized. So if I get a JV deal… Because now since we’re heavy on the social media, we are getting acquisition people from everywhere else going, “Hey, I have this deal. I don’t know how to sell it. I don’t know how to dispo it.” So then we’re able to go ahead and capture that, and recognize, “Okay, well, part of our business is coming from JV deals and cold calls.” So now we’re about 50/50, right?

Rafael Cortez:
Mm-hmm (affirmative).

George Aplicano:
Pretty incredible that that’s happening. And it’s coming from social media. Other people that are getting into the business, they’re reaching out to both me, and I’m pretty sure that that’s happening to you as well, just saying, “Hey, I have this deal. I don’t know what to do with it. Can you walk me through it?” And because of the system that you provided, we’re able to now track all of that information. Before, it was just up in the air, and trying to figure that out.

Rafael Cortez:
Thank you. I appreciate that by the way. And I think it’s one of the key things. And you can use whatever you have at your disposal. It can be a spreadsheet. It can be whatever it is. It doesn’t have to be a big fancy system. Of course, if you have it in place, it’s going to be a lot easier. But the point is to track where things are coming from, that way where your time is best spent. And I think like… I know I spent a lot of time on the wrong stuff at the beginning, because I thought it was working. So I was getting a lot of busy work coming in, and then, for example, with ringless voicemails, we would have to just sort out through all the phone calls, and that took hours.
But at the end of the day, the leads that we were actually getting from that type of marketing were hardly converting to prospects, and the deal amount was minimum. So it’s really important to just keep an eye out on the stuff that you track. What’s are you guys tracking? Give me the top three things that you track on your business right now.

George Aplicano:
The first thing that we follow is just dials per day. So we have to ensure that every single person from the call center is dialing at least 300 dials per day. From there, based off of that data, how many leads are actually generated. From a generation standpoint, we are gaining about 25 to 30 leads per week-

Rafael Cortez:
Wow.

George Aplicano:
… from those. So from those, it easily converts into one or two contracts. That’s essentially how our KPIs are. On our acquisition side. We want to make sure that those guys get at least two contracts per week, right? The funny thing-

Rafael Cortez:
Right.

George Aplicano:
… is, is that just like everything else, it’s a challenge and I’m growing. So I don’t have everything nailed down to a T, and it’s not perfect.

Rafael Cortez:
It never will.

George Aplicano:
Right. Exactly. So we’re tracking this stuff from the call center, we’re paying all these things for the call center. Do I know for sure that my guys are actually getting two deals a week from the call center? Not really. Because what happens is that I’m transferring over some of the JV deals that we’re getting from other people to them, so that they can get it properly in place inside of our system and then dispo it out. So there’s a little bit of that battle, but I see down the road, that stuff is going to be something fixed. Right?

Rafael Cortez:
Right.

George Aplicano:
So that’s easily fixable.

Rafael Cortez:
Well, if you have something that’s kind of wobbly in the business, you know where to peg it, once you have a process in place. And, of course, nobody starts off with a process in place. You start with an idea, and then some sort of a sense of direction of, “Okay, I think this is what I got to do. Let’s try it out.” Psychologically, it’s one of the hardest things to get through, because there’s all that fear of uncertainty. There’s all that I’m not sure what to do. I don’t know where exactly to go from here, and it can stop you in your tracks. So four years ago, when you started wholesaling, and you got into it, there was a click right there, so you decided to jump into it. What did it look like then in comparison to what it is now? Did you start off with employees? Did you start off with [crosstalk 00:09:18]-

George Aplicano:
No. No. Oh, my God, it was hard. And it was a lot of days of ramen, man. What it looked like-

Rafael Cortez:
Love it.

George Aplicano:
Yeah. So it was a struggle, right?

Rafael Cortez:
Mm-hmm (affirmative).

George Aplicano:
And what does that saying, that “nothing worthwhile is easy.” Right?

Rafael Cortez:
Right.

George Aplicano:
Or something similar to that.

Rafael Cortez:
If it was, everybody would do it.

George Aplicano:
Yep, exactly. If it was easy, everybody else would do it. So at the start of it was… I understood what flipping was. My mom and dad, they sold shoes and they sold high-end shoes. What they would do is they would buy some shoes that needed some adjusting or fixing or whatever, they would fix them up, and then they would try to resell them at like half of the price of whatever, they were, so they flipped shoes. I know it sounds silly, but that’s-

Rafael Cortez:
We’re doing the same with contracts.

George Aplicano:
Right, exactly. So now we’re doing [crosstalk 00:10:04]-

Rafael Cortez:
We’re doing the same thing with paperwork.

George Aplicano:
And bigger margins, so that’s the whole thing. And then, Wells Fargo did teach me a little bit about business. But just to your point, when I first started, I figured the easiest way for me to get into this business was to go and work with an investor. Somebody that’s already in the business, and I did that. I made the phone calls. I did the contracts and it was brutal. It was a ton of rejection, a ton of people saying, “No.” But I figured out a way away from me to do it, and unbelievably enough, the first investor that I worked with, didn’t pay me my commission when I started, and it was at a point in time where I really needed it. Yeah, and [crosstalk 00:10:46]-

Rafael Cortez:
It’s easy to get demoralized like that. It’s-

George Aplicano:
Yeah. But I had a goal and I was going to see my way through. And so, eventually I started doing cold calls, and I started doing cold calls on Craigslist.

Rafael Cortez:
I’m telling you, people undermine Craigslist all the time, but it works. There are certain things that it works really well for.

George Aplicano:
Called on Zillow as well. That’s how I got my database. Once I got a contract together for myself, I was like, “Okay, great. And now I have a contract and what do I do with it?” So reached out to a couple of different investors and some friends of mine that I met along the way, and they helped me disposition it, and I made money. And then, once that happened, my proof of concept that was secure, and that was it. It was over. That was game over. Once I figured out, “Okay, this is all I need. I just [crosstalk 00:11:32]-

Rafael Cortez:
This is [crosstalk 00:11:32], you landed.

George Aplicano:
Yeah, that was it. It was over.

Rafael Cortez:
What was the spread, if you don’t mind me asking, on that first deal?

George Aplicano:
My first deal, the total spread was $10,000. But with my percentages and everybody else wanting a chunk of it or whatever, I ended up making like 2,500 bucks.

Rafael Cortez:
2,500 bucks, but you saw 10K rolled in.

George Aplicano:
Yeah, I did.

Rafael Cortez:
And it really like… I always talk about that. It’s not really the amount of the first check that’s coming in, it stamps everything, man. Okay, it has a stamp on it. It says, “Legit.” And you understand that it’s real like, “Oh, wow, I can do this again.” By then, you’re already working on multiple properties or more deals and more sellers. So it just becomes a tangible thing. Something that you can actually touch, and it’s not wishful thinking anymore. It’s not overnight success, because it takes a while. Of course, rejection and everything that comes into it. But if you stick to it, grit’s always going to pay off, especially in this type of work.

George Aplicano:
One thing I want to-

Rafael Cortez:
Love it.

George Aplicano:
Sorry to cut you off, I didn’t mean to, but on the hud it actually showed it. And now, the average wholesale deal that we do is about 15 grand. And I just closed one, I want to say, yesterday, last week. Last week, and it was a 35.

Rafael Cortez:
See, I’m telling you the more comfortable that you get, the better conversations that you start having, the better systems as you start putting in place. And that’s the thing, a lot of people don’t look at this as a business. They stay in the hustle stage for too long. And I think in the long run, it’s definitely going to drain you, because if you’re trying to do all the marketing, trying to do all the cold call forever, it’s just going to spend you. You have to start off that way, but it’s really smart to start working on the business instead of in the business.

George Aplicano:
One big thing is managing your money, right? And most people don’t-

Rafael Cortez:
Yeah.

George Aplicano:
… talk about this. So I read a book, Profit First, Mike Michalowicz, I think is the author on it.

Rafael Cortez:
Great book.

George Aplicano:
I came from a background where money was not talked about. We never discussed it, we didn’t know how to manage it, and things like that. It was always, “Hush. Hush. Don’t say what everybody’s making.” And the reality of it is, is that once that mindset started shifting, rich people talk about money all the time, right? Wealthy people-

Rafael Cortez:
Right.

George Aplicano:
… talk about money all the time, because that’s the major focus on what they’re going to continue to build their wealth on. And so, I went to YouTube university and I started learning on how to… And then, bought the book Profit First. The way that that process is, and that system is, has helped me tremendously, because whether… My company has been financially solvent, because of that management, and so there’s all kinds of companies that don’t make it, because they don’t manage their funds well, right?

Rafael Cortez:
Yeah.

George Aplicano:
Now, learning that process, and by no means, am I an expert, but that has helped me out tremendously, especially with the kind of margins that we make in this business. It’s one of those things that, “Okay, well now I have the funds to do this and explore, and grow, and expand, and then reinvest back into my company, and how [inaudible 00:14:24] grow and grow further.” So, yeah, so it was-

Rafael Cortez:
Perfect.

George Aplicano:
… great environment for [crosstalk 00:14:27]-

Rafael Cortez:
Yeah, man, I love it. And you’re saying something that’s… it really hits the nail on the head, and that’s we’re not experts. The time is never going to be right. And the time is never going to be perfect to get started, to get rolling. If you hadn’t taken the leap four years ago, you wouldn’t be where you are right now. What does your company look like right now? What’s the team size?

George Aplicano:
When I was barely starting off. After I found that deal and I made that 2500 bucks, I was still wholesaling. A buddy of mine, that was a real estate agent came over, Albert [inaudible 00:14:56], he came over and he was like, “Hey, I have a wholesale deal. You want to [crosstalk 00:14:59]-

Rafael Cortez:
Uh-huh (affirmative).

George Aplicano:
… with me?” And I was like, “Yeah, sure, great.” That was the first of many. And we started doing some JV-ing on a bunch of deals. And we were like, “Hey, why don’t we start up a company? Right. So I’m just one piece of an equation. My partner is actually a big piece of what our success is, right?

Rafael Cortez:
Mm-hmm (affirmative).

George Aplicano:
So we started JV-ing on these deals, we created the company, and then we see eye to eye on a lot of things. The differences is that I’m a lot more aggressive and more outgoing. He’s a little more conservative. The thing about it is, is I’m learning from him, and I think that he’s learning from me and that ying and yang has helped.

Rafael Cortez:
Well, you’re playing on each other’s strengths, so that’s key.

George Aplicano:
Right. Exactly. Exactly. So from there, we have five in the call center. We have two acquisitions here. We have two dispositions as well, and then myself and myself and Albert. So we are currently hiring and going through that, and that’s a whole separate podcast. Sorry, we can’t-

Rafael Cortez:
Yeah. It always is.

George Aplicano:
Markets that we’re in right now. We’re, obviously, in Phoenix and Wisconsin, Atlanta, Georgia, and now we’re going into California. We were going to open up in another market, but then we decided that are our boots on the ground kind of had different plans, so we’re going to be looking for a fifth market shortly.

Rafael Cortez:
Nice. Yeah, man, I love the growth. It’s been fast. Four years go by quick, especially, when you’re moving along, and then, you’re just taking massive action. That’s really the thing we call it, massive imperfect action. It’s always going to get you further than sitting there and then theorizing about everything that could happen, how it could play out, and I that’s another common mistake that I see all the time. It’s not… People don’t have the roadmap laid out to the T, and then, they never take the first step. So I love it, man. Yeah, kudos on that.

George Aplicano:
[crosstalk 00:16:36] inaction is hurtful for you. Just so that you know, also, another thing from my background, we specialize in multi-units, and there’s a reason for that. Even though maybe the expense may be times three or four, and it’s always the small family units, but the spreads are also times three. The spreads are also times five. So that has helped out with our fix and flip side of things. Basically, we acquire these small little apartments, these two, three, four unit buildings, and [crosstalk 00:17:03]-

Rafael Cortez:
Do you cap it off at four because of residential?

George Aplicano:
Yeah, because it’s residential, they’re easier to sell, they don’t go through the commercial aspect, and then the financing is easier for them to get. So, once again, my mortgage background that made it [crosstalk 00:17:15]-

Rafael Cortez:
Yeah. Let me do a pause there. So one to four units, multi-family, for those who don’t know or are not aware, it’s still considered residential. Even though you have different… up to four doors in that same property, it’s still processed on the lending side as a residential property, and a lot of times it’s easier to qualify. So they still treated as a single family residence. So if you go above four, it’s a different game, it becomes commercial.

George Aplicano:
Yeah. It becomes commercial, and it’s harder to qualify on those. So what we do is that we do turnkey for first time investors. And we usually end up having one of the units available, because we, basically, buy it, we rehab it, and then from there we stabilize the rents for first time investors. So when a first time investor comes in, they can live in the property, if they choose to right.

Rafael Cortez:
Mm-hmm (affirmative).

George Aplicano:
They can live in the property, and then from there they can now know… They can do a little house hacking [crosstalk 00:18:07]-

Rafael Cortez:
House hacking, oh, that’s beautiful, man, so clever.

George Aplicano:
Yep. So they can actually live in the house, have somebody else pay the rent. That’s our first step into investing. And then, from there they’re making a good return. Their home is being paid by somebody else, and then, that starts the process. We’re getting into bigger projects now. We have a 97 unit property that we’re trying to figure out in Texas, but-

Rafael Cortez:
Wow.

George Aplicano:
… it’s no longer scary. You know what I mean?

Rafael Cortez:
It’s seems like that.

George Aplicano:
It’s just numbers. A $400,000 fourplex that we had here in Phoenix, and now it’s a $4.6 million project in Texas, is just more zeros. That’s all it is.

Rafael Cortez:
Absolutely. This is a crazy thing, man. I used to flip cars. So I would go to auctions and I would buy-

George Aplicano:
Love it.

Rafael Cortez:
… cars and buy them for a thousand, $2,000. I did that for years, for a long time. It was just like a side hustle. I would go buy them at the auction, and then I would flip them, and then make 500 bucks, 800 bucks. But you know what, man, everybody has 24 hours in the day, so we can choose to stay in something that pays us 500, 800 bucks for an amount of work. Or we can apply all that energy into something else, like a 92 unit multi-family deal, just come back with massive, massive results. They love it, man.
This is crazy. Four years, you jumped into wholesaling, leave your job, and now you’re looking at 92 door deals in a state that’s not even yours. That’s amazing bro.

George Aplicano:
Exactly. [inaudible 00:19:30]. Thank you.

Rafael Cortez:
It’s amazing. I love it.

George Aplicano:
It’s been an amazing. I’m glad it’s not over. And this is just… This is phase one, right? I don’t know where the end result is, and I don’t know if there is an end, but I’m definitely enjoying the journey right now.

Rafael Cortez:
Beautiful. That’s what it’s all about, man. That’s what it’s all about. I was talking to a real good friend of mine and the comment was that the point is not the point, it’s really in the journey. It just kind of came out, but it resonated so well with both of us. The point of making millions and millions and millions is not really the point, it’s everything that’s on the way there. It’s the lessons, it’s the growth, it’s the appreciation that you get for everything. It’s the blessings that you’re able to leave behind you. And it’s a beautiful thing when you see it that way. Real quick, if you’re okay, sharing this, let’s break down perhaps your most massive deal.

George Aplicano:
Okay. Well, so I have a couple of different sources of income, right? So-

Rafael Cortez:
Mm-hmm (affirmative).

George Aplicano:
… I still do hard money loans. I still do wholesaling. I do fix and flips, and then-

Rafael Cortez:
All this branched out from you making the decision to wholesale four years ago.

George Aplicano:
Right, exactly. All of this came from-

Rafael Cortez:
Beast.

George Aplicano:
… wholesaling. Yeah, exactly. All of those are my income sources, and then, I still have my own private portfolio. So all of that stems from it.

Rafael Cortez:
On a wholesale deal, what’s the biggest spread that you guys have done?

George Aplicano:
Biggest spread, that one actually last week, the one for 34,000. I want to say prior to that, we did another one for 30. But at this point in time, it’s more of the… We’ve already created the assembly line, so even if a deal is a big, big deal… So we have, and I don’t know if you guys call them burgers or… Everybody has their own name for the splits on it. But, basically, yeah, 34,000 was the highest one so far.

Rafael Cortez:
Where and what type of property was it?

George Aplicano:
Actually your hometown.

Rafael Cortez:
Nice.

George Aplicano:
In Yuma, yeah.

Rafael Cortez:
Did you take it from me? Did you beat me to it?

George Aplicano:
Yeah. It was a deal in Yuma. That one was also a multiunit. It was a-

Rafael Cortez:
Multiunit.

George Aplicano:
… single family residence in the front, and then it had-

Rafael Cortez:
Actually, for Yuma it’s a big chunk of spread. The market in Yuma is different. The numbers are a lot tighter whenever they do roll up.

George Aplicano:
Yep, exactly. My partner’s also from Yuma, so that you know.

Rafael Cortez:
Insider, we’ve got an insider.

George Aplicano:
I’ve got an insider, yeah.

Rafael Cortez:
How did you find that lead?

George Aplicano:
Same thing, cold call. We just got the data. We pulled the data, made the cold call. Guys like, “I just want out of the deal.” My acquisition guy was very friendly with them. The guy’s like, “I’m just tired of renting,” a single family residence on the front, and I want to say it was a three/one. And then, in the back they had two additional units, duplex. Which both of those were one/ones, which is one bedroom, one bath. And then as an additional rental income, it had two RV slots. So, typically, we don’t count those as multi-units, but it is income, so they wouldn’t go into our appraised value. So we wouldn’t pay for those two parking spots, because of the income that it generates. So we didn’t count those when we first started, but it was a bonus when we were selling it.
And, obviously, that’s rental income. Whoever’s going to go and buy it, they’re looking at renting those two locations. Yeah. At the end of the day, this guy’s buying a fiveplex in Yuma. So when you do your cap rates on that, and then your return on investment, you’re going, “Well, awesome. So this thing is a cash cow.” So that’s what we ended up getting, we just grabbed it. We wholesaled it, and there it is. And we made some money in our pocket and it was pretty easy.
Here’s another thing that most people don’t talk about to referrals. So that seller has a couple of different properties and he’s already kind of told us, “All right, we’ll go ahead and we’ll give you a shot on those next properties. We’ll see how it goes. This one went very smooth. I’m very happy with the way it goes.” And there it is.

Rafael Cortez:
Yeah. And they will come back. That’s the thing. Most people see sellers as a one-time hit, but if they have… Sometimes you come across people, for example, I kid you not, right now, we locked the deal on Friday. You locked it a little high. We locked it at ARVs 250, locked it at 190, so it’s units. It’s high for a wholesale, but it doesn’t need much. The rehab on it, it’s going to be 10. It’s lipstick and paint and carpet, even has appliances and everything. So it’s… The numbers for a deal, it would have been a very… a regular, small deal, maybe 5K, 7K or something like that, which is not bad. But we have first pick, we can cherry pick. So that one, we’re just wholesaling it.
And that was a seller that I bought a property from about two and a half years ago in Avondale. So I bought his house in Avondale and he was pretty happy and gave me a call, so the lead didn’t cost a thing. And at the end of it, we’re looking at the projections after the flip, and everything’s… it’s got to be about a 38K deal. It’s an all right [crosstalk 00:24:13] Yeah. It’s not all right flip for just some cosmetic. Pretty much come in, clean it, and then put it up on the MLS. So there’s ways to ramp up those profits, and it’s so good whenever they come in from the vine, from the previous marketing that you’ve dropped for [crosstalk 00:24:26]-

George Aplicano:
Right. Exactly. Exactly. That’s a free lead. Yeah, exactly. It doesn’t cost you anything for it.

Rafael Cortez:
Yeah, man, I love it. And normally I appreciate you spending the time and then sharing all that info with us. What are the top three things that new wholesalers or aspiring wholesalers need to be focusing on right now?

George Aplicano:
Mindset. One is-

Rafael Cortez:
Mindset.

George Aplicano:
… you have to change your mindset. Because in every other business you’re selling something. In this business, you’re buying. It’s a different mindset. And you’re buying. Yeah, you are selling yourself as a problem solver, but that mindset has to change. And the sooner you’re making that mindset change, the quicker you’re going to see the fruit of your labor. That’s just the way it is.
The second thing would be don’t stop the hustle. There is consistency.

Rafael Cortez:
Consistency.

George Aplicano:
The harder it gets, you just have to break through that, and continue to go through it. Because on the other side of that, is amazing opportunity. And the discussions I’ve had with people… People have come in and out of my office and in my world, that they think, “Okay, I’m going to be a wholesaler.” And then they come and they do the wholesaling and they end up becoming flippers or they end up becoming note holders or they end up becoming separate things that they didn’t even think that they were doing, but the only way for them to get there is through wholesaling. That’s the only way for them to understand the rest of these other concepts of happening.

Rafael Cortez:
Right. It’s one of the best vehicles out there, man. I keep talking about that. And when it comes to mindset and hustle, one thing that I want to throw out there, it’s… The way I like to picture it, it’s like a hockey stick effect. It takes a bit to just kind of ramp it up, ramp it up, ramp it up, then you get to a point where it just does this. And it becomes so much easier to navigate, everything just starts… You’re on top of the boat at that point, and out in the ocean, not trying to build a boat, and then get off for a while.

George Aplicano:
Building a boat while you’re swimming.

Rafael Cortez:
Yeah, no kidding.

George Aplicano:
The third thing that I would say is just never stop learning.

Rafael Cortez:
Never stop learning.

George Aplicano:
You just cannot stop learning. If you don’t know something, ask somebody. Right here in the Arizona market, we’re in a very special group. We’re very… It’s a very special peer group. I can reach out to Rafael at any moment in time. I can reach out to any one of our peers here and say, “Hey, I’m struggling with this transaction. Is there any way that you can help me?” Or, “Is there anything that you can help…” And they are all very open to giving their knowledge and giving it away. Most of them are actually podcasters, and so this information’s on YouTube.

Rafael Cortez:
We can’t keep our mouth shut.

George Aplicano:
Yeah, you can’t keep quiet. So that’s key. That’s key. You find other wholesalers that are in your market, know who’s out there. Know who your buyers are for this. We’re known to buy multi-units here in the Valley, so that’s the thing. So when people come up to us and they want to sell something to us, “I have this deal. I have this multiunit.” Oh, yeah, we’re all over it. Because we’ve already experienced that before. So if you continue with your education… When you continue learning and continue to network, those are going to be some of the keys that are going to make you successful. And realize not everybody’s perfect and not everybody will want to help you grow and help you on your journey, but there are people out there, it’s just a matter of you finding them.

Rafael Cortez:
Right. I love it man. Yeah. Thank you so much again for spending the time and sharing your journey with us. Tribe, thanks for listening. There has been, literally, no better time than now to jumpstart your wholesaling career. So if you’re ready to take advantage the best opportunity out there and create wealth, just go to the Wholesaling Inc website, and set up an appointment, have a conversation, see if it pans out. If it works, you might get an invitation to become a tribe member. And if so, I look forward to working with you, personally. In the meantime, stay focused, you got this.

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