Posted on: January 01, 2021

The wholesaling journey of today’s guest has been nothing short of awesome. Just like most people, he had to find his way around when he first started. Fortunately, he has also discovered several ways to triple his assignment fees along the way.

Max Jimenez is a tenacious wholesaler who knows what he wants. He’s also not afraid to try innovative ways to do wholesaling. And in today’s episode, he shared how he was able to earn as much as $50,000 in assignment fees.

In this episode, Max also shared his highest revenue generating activities, his primary goal when doing follow-ups, and what the biggest investment is for him, among others. You’d surely learn tons of helpful insights in this episode, so don’t miss it!

Key Takeaways

  • His background and how he got started in real estate
  • What his wholesale efforts was like back then compared to now
  • Where the majority of his sellers are coming from
  • His current highest revenue generating activities
  • Breakdown of a lucrative deal he did
  • What his primary goal is when it comes to doing follow-ups
  • What they do internally when setting up follow-ups
  • What the biggest investment is for him

RESOURCES:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

Subscribe to Wholesaling Inc

Episode Transcription

Rafael Cortez:
What’s up, tribe? Welcome to the Wholesaling Inc Podcast. Hands down, the number one wholesaling podcast in America. I am your host and you’re Wholesaling, Inc. coach, Rafael Cortez. And today I’m very excited, just like every other time, because we have Mr. Max Maxwell is with us and he is the perfect example of what can happen in a very short period of time when you commit to your results, when you start taking ownership of your journey, and then you dive head on into wholesaling. Thank you so much for being with us, Max. I appreciate you brother.

Max Maxwell:
Yeah, man. Thank you for having me on. It’s always an honor to get on a podcast with Rafael Cortez. The man, the myth, the legend. I love it. I love it. I’m excited, bro. I know you’re doing great things and I’m just excited to be a part of that and be here with you. So I appreciate you, man.

Rafael Cortez:
Thanks, man. Thanks. We go way back. We actually met back in 2015. I’ve been able to see everything that’s happened since then, man. Your journey has been crazy. It’s been insane and it all stems out from wholesaling. So I think you’re one of the best examples of what can happen and the type of life that we can tap into, the type of life that we live, [crosstalk 00:02:07] commit to it. So from your words, just tell us your background and how’d you get started in real estate and how it all started.

Max Maxwell:
So really quick. We met in 2015. That was right around when I found out about wholesaling. I was actually working construction at that time. And so I was into my four and a half, maybe four years going into my fifth year of working construction. But before that I’ve always loved sales. I’ve always loved entrepreneurship. I’ve had people in my life that made impact on me, right? Some people were entrepreneurs, some were their own business, but I never knew what exactly what I wanted to do. But it came to the time where, again, my thing was, I always wanted to do my own thing. I was great at my job and I did it with pride. Obviously, us Hispanics, we take everything, we do it with pride. We’re very prideful people.

Rafael Cortez:
Absolutely.

Max Maxwell:
And so, but it wasn’t something that I wanted to do forever. So around 2014, I reached out to a friend of mine that did real estate back in ’05 and ’06, he wasn’t active. So I reached out to him, his name was Randy, he passed away a couple of years ago. And so I reached out to him and then I said, “Hey, Randy, what do you think about us looking into getting some real estate?” So like everybody, and I’m pretty sure your audience as well, the first thing was, we’re going to buy real estate to buy it. You got to get the money. We got to buy it and then fix it up. And then sell it, right?

Rafael Cortez:
Usually it’s thinking hammers and nails. And there’s so much behind that.

Max Maxwell:
Yeah. Yeah. We fall into this trap. I was guilty of that. Is, “Man, where am I going to get the money from? How am I going to find these properties?” And so that’s what started the journey right there. But here’s the thing that helped me is that when I put my mind on something, if I know if it’s for me, and I’m going to figure it out until I get it figured out. Does that make sense?

Rafael Cortez:
Yep. You stick to it, you stick to it.

Max Maxwell:
Stick to it, yeah, yeah.

Rafael Cortez:
Stickability, right? At the end of the day, it’s being committed and it’s staying on with the results. Even when the stuff is kind of hazy and it’s not clear and your path is not laid out, but you have that feeling, that sensation that, “Okay, this is the right thing for me to do right now.” And you follow that path. Things are going to light up. You’re going to run into the right people, and are you going to run into the right podcast, you’re going to listen to the right sentence in somebody’s mouth and it’s going to resonate with you. I mean, a simple comment, man, can carry you for a couple of years. It’s amazing how that happens.

Max Maxwell:
That’s definitely true, man. I didn’t know, right? I didn’t have all the answers. I did not have the direction, but I knew, again, stickability. I wanted to stick with this because I knew what it can do because I’ve seen it. I saw what my friend was doing back then. So I’m like, “Man, I got to go.” So I started putting in the work. I was working my construction job, waking up… At summertime, I would wake up at 4:00 AM, 3:30 sometimes. And then I’d come out. the good thing about that job is by that time… You’re out by 1:00, 1:30. So I had a majority of the day, even though I was still getting up at that early. I spent that rest of the day figuring out how I’m going to do this. So some of the things, here are some of the things that I did, which probably don’t work today maybe, because obviously things shift, things are always changing.
I started going on Craigslist and I started looking at properties. That was my first step, right? I started going on Craigslist. And back then, I didn’t know who these people were. Now I know that it was actually people who were wholesaling, right? Properties, they were putting them up for such a low price. And I would pick up the phone and I’d call them. That’s what I would do. I would pick up the phone and call them, “Hey, I saw that you have a property for sale. Can you tell me a little bit more about how do we go about purchasing them?” “Yeah. Cash, close in 10 days.” And then I’m thinking like, “Whoa, Whoa, wait, wait. I’m not prepared for that.”

Rafael Cortez:
What’s going on here?

Max Maxwell:
I’m like, “I’m not prepared for that.” So I go back to my friend and be like, “Randy, I don’t know what’s… I’m going on Craigslist, I’m making phone calls. But these guys are telling me that we got to have the money like right now.” And so I’m like, “Man, we’re not prepared for that.” So again, going back to that mindset where we all start, where we’re thinking we have to have the money, we have to have the connections and all that. And I’m like, “Man, what should I do?” Because I kept at it and it was just running into that roadblock. It became a roadblock for me. But I’m like, “Man, there’s got to be something here that I’m not understanding. How are these guys are doing this? And how they’re finding these properties?” This is my attitude, bro. I’m being honest here, like transparent, right? Because we all go through this. We all go through this. You can’t lie to yourself. And this is what I want your listeners to hear too, is that every time you’re running into roadblocks, it’s part of the process. You might have a comment on that, Rafael.

Rafael Cortez:
Bill’s backbone, man. I had one of my old captains up at the fire department. Every time something, we had a crappy call. For example, we used to get these calls of brush fires. Right. And brush fires take a long time to put out. And you hated those as a fireman because you would have to sit on them for a couple of days, and then just pour water and then sit on them, pour water. And it was the crappiest thing. And one thing that he would always say was like, “It builds character, it builds character.” It’s the exact same thing, man. I think about that. And this was years ago. And I still think about that every time I come across something that it’s an obstacle or something like, “All right. Build character and I’m going to use it somehow, some way.” Completely [crosstalk 00:06:53]-

Max Maxwell:
No, for sure.

Rafael Cortez:
This is around 2000, what? ’14, ’15?

Max Maxwell:
This is around ’15 already. Yeah. I want to say-

Rafael Cortez:
Cool. In 2015. What did your business, or what did your wholesale efforts look like back then? And what do they look like now? And I know the journey has been insane for you.

Max Maxwell:
I didn’t do a lot of door knocking, but most was mailers and bandit signs. So that’s kind of the marketing that I was doing back then. Because back then that marketing still worked at a high level, right? You can send 100, 200 letters. And you were getting phone calls from that 100 to 200 letters. You can pull it out 100 bandit signs on a weekend and you were still getting calls from those bandit signs. Obviously, that’s changed a little bit now, now it’ the contact ratio for a letter is a lot lower than what it was back in 2015 because you got a lot more people in the industry. But again, a locked up two deals, reached out to you on a couple of them to get some ideas on costs. Dude, I didn’t know what I was doing. I was still talking to sellers.
I loved it because now I wasn’t reaching out to those guys on Craigslist. I was dealing directly with the homeowners and that’s a different game when you’re dealing directly with the homeowners. And like I said, I got calls in, I was still working. I was still working at my job. I was still sending out mailers, going out to appointments, going out looking at properties. I want to say around from when I started going all in into wholesaling from, I want to say June 2015, and it actually took me 11 months to get my first deal. And it was for $11,200. I still remember it, bro. My first deal.

Rafael Cortez:
First deal, $11K.

Max Maxwell:
I was excited. I was like, “Man, this stuff works.”

Rafael Cortez:
It’s 11, 11, man. It’s got to be a sign. Eleven months to get you $11,000 deal. No. And what happens is that once you get that first check in, it becomes real. And then you know your efforts pay off. And just something snaps inside your head and you get rewired and then you start thinking like, “Holy cow, I can do this over and over again.” And you started hitting your next deal, the next deal, the next one. Then you start getting deals in the pipeline and closing two, three deals a month. And it’s a life changer. [crosstalk 00:08:53] skill.

Max Maxwell:
Oh, yeah. Totally.

Rafael Cortez:
So you were solo. You were doing everything by yourself during this time?

Max Maxwell:
Yeah. Yeah. I was solo. My family helped me out. I had my daughter. I mean, they bought into it. My wife, my son, they were helping me out, fill out the envelopes and put the letters in the envelopes, put the stamps on the envelopes while I was at work. So yeah, I had the whole crew working. I’ve come a long way from the letters and bandit signs. So right now our marketing has shifted to the more higher end marketing. We’re doing TV commercials. We’re going to get back into mailers, something that we’ve been talking about for awhile.
We’re still doing cold calling because cold calling always works. Where some of the other telemarketing text message and RBM, that still works in some markets, and some systems are having challenge with that. But I still wouldn’t shy away from it. We’re still doing RBMs, but our bread and butter right now from what we’ve seen is TV. And then we’re going to go full on into, what do you call it? Mailers, as well, starting in January. Right now, we’re currently in one market with TV in New Mexico and Albuquerque. And then first week of January of 2021, we’re going to be here in Phoenix. We just shot that commercial yesterday for Phoenix.

Rafael Cortez:
Nice. I mean, I think everything works if you do it enough, but the level of results is going to be different. So for example, I’ve talked about bandit signs, I’ve talked about direct mail, all that stuff. And it depends on what area you are. For example, direct mail, we niche it out. We do direct mail, but we niche it out, and we have a small list that we hit through direct mail. But we’re also hitting that same group of people through cold calling and different avenues. SMS and that sort of thing.

Max Maxwell:
Right, right. And that’s the thing, you’re right. Every market’s different, we’re trying to catch the bigger fish. We’re going after other marketing sources, which is TV and direct mail. Direct mail can get very expensive very quick and you will lose a lot of money. So like you’re saying, I agree, you need to be niche with that. And we’re pulling leads directly from the county as well. So we don’t buy all our niche lists, we pull them directly from the county. We have a one VA that works 20 hours a week. And her sole job is to go on the county recorder’s office. Every county is different. Our county recorders, we’re blessed, because everything is on there. We can pull all the records. I mean, you wouldn’t agree? [crosstalk 00:11:08], Rafael?

Rafael Cortez:
Absolutely. Absolutely. I mean, Maricopa does a really good job about keeping stuff lined up and having decent real estate encounter records. So yeah. It’s great. And I’ve seen other counties where you can’t find anything at all.

Max Maxwell:
Where you can’t find anything, yeah. I mean, we’re having a challenge right now, right? Albuquerque’s a non-disclosure state. The good thing what we did is before we went live there, we actually hired a disposition manager, but we make sure, obviously, we put them through all the processes, our hiring processes, and then one of the requirements was for them to be licensed in order for us to have access to the local MLS there. So it’s been working out great with him on board with us.

Rafael Cortez:
You’re tapping into different marketing strategies, but finding sellers. Where are the majority of your sellers coming from?

Max Maxwell:
Well, as of this month TV.

Rafael Cortez:
TV.

Max Maxwell:
Right. But before TV, cold calling.

Rafael Cortez:
Cold calling.

Max Maxwell:
Cold calling had been, and has still been delivering. For some reason, December, obviously, we know, it tends to slow down just a little bit, but our VA’s are still pounding the phones. But for the most part cold calling for sure. Yep. And when we started, man, we were kind of all over the place. Even if you’re on your own and you want to create this into a business, you need to look at where you’re going, where you’re struggling, how to fix it.

Rafael Cortez:
Beautiful. Beautiful. Yeah. I mean, that in itself, it’s a huge golden nugget because if you don’t have the awareness to slow down a little bit and see whether or not your actions are getting you results, you’re going to be flying blind. You can scale processes and systems or you can scale chaos. One of the two. What stands true is that you can start this by yourself. Right now, what are your highest revenue generating activities?

Max Maxwell:
For me, personally, the highest generating activity, obviously, I love going to appointments. I don’t do those all-

Rafael Cortez:
Closing.

Max Maxwell:
Yeah, closing. Closing. I’m not doing it as much because I got Ruben, who’s my right hand guy. He’s stepping into that role a little bit. But for me, that’s one of them because I love closing, I love going to the appointment. But now it’s more of stepping into more of a visionary role, like filling in the right team members, finding the right team members. That’s one of them. Now I don’t do all the hiring process, I just interview. That’s it. Because at the end of the day, we want to make sure that we have the right team members. The second thing for me is a sales training. Sales training our team members. Yeah. Because we’ve got to make sure that they follow the sales process. I’m not involved in the day-to-day setting everything up, but it’s just more of, “Hey, let’s have a quick session with our…” And we do this twice or three times a week.
The other thing too, is that, for me, it’s very important that our VA’s, because we have three VA’s in the Philippines that run all of operations. You know who they are. Obviously, they’re in our system. So that’s another thing for me. Those four, you caught me in a transition. So that’s the four that I can think of because that’s where I was at. But right now the transition is I’m going to get out of those four roles completely. And for me, it’s going to be more goal, full 100% into the visionary role, create the bigger deals, build more private money relationships, and build the bigger relationships. Those are going to be my three high income generating activities for 2021.

Rafael Cortez:
Beautiful.

Max Maxwell:
We all started here, guys. Again, going back to what Rafael was saying, is that I didn’t just fall here. I don’t know about you, Rafael, but I just didn’t fall. I always laugh when people say, “How did you get so lucky? How did you…” It’s a learning process, right?

Rafael Cortez:
Preparation and opportunity. That’s what happens.

Max Maxwell:
Boom. There you go. [crosstalk 00:14:32]

Rafael Cortez:
If you stay ready, you don’t have to get ready.

Max Maxwell:
That’s true, that’s true, man. I love that. I love that saying.

Rafael Cortez:
And I do the same thing. Every now and then we’ll jump into a negotiation and then put deals on the board. Why? Because I don’t want to lose that edge. It’s a skill, right? Use it or lose it. So we can play in that range. It doesn’t mean that because, I mean, you have a business now, you can’t close. Why not? Go in there and play. Look at it from that perspective. It’s fun. That’s what this is. It’s a fun way of creating the life that you want to create. I know you guys have done a massive deals. And I know recently you guys did a couple that were back to back. And we were talking about them and we were talking about them and I thought it was the same stuff. And it’s like, “No, it’s back to back stuff.” You guys did two $50,000 deals back to back one month after the other. Let’s break some of that stuff down. Where and what type of property were those?

Max Maxwell:
All right. So the first one was actually a manufactured home. Yeah. Manufactured home, affixed, so that’s the key. It was affixed, which means it was attached to the land. So a good tip for-

Rafael Cortez:
Attached to land.

Max Maxwell:
Just a good tip. And here’s a golden nugget for your listeners, is that don’t shy away from manufactured homes. The key there is that you look at this one thing, which is when on tax record, if it doesn’t say mobile affixed, then what that means is it’s okay. You can still do a deal, even if it’s not affixed, but now you’re going to negotiate a little bit of a deeper discount because now you’re end buyer is going to have to affix it to the land. Because when it’s affixed, it goes from real property to where, when it’s not affixed, to just personal property. So basically you’re only taking title to the land. But this one, in this case, in their example, it was an affixed manufactured home of North Phoenix. And so it was actually a three month followup with this prospect.

Rafael Cortez:
Let me… Sorry. Let me interject there.

Max Maxwell:
Sure.

Rafael Cortez:
Yeah. So when it’s not affixed, do you take it, you treat it as a land, and it doesn’t mean that you can’t do a wholesale deal with it, it means that you have to sell the mobile just as a regular vehicle transactions? So you would sell it via title. So I mean, it just works a little different, but if you come across something like that, I mean, they can be big spreads just like the one we’re talking about right now.

Max Maxwell:
Oh, yeah. For sure. Again, this was a three month followup. We followed up with this guy. Here’s the story behind it. So just really quick. He bought the property for his daughter and his son-in-law and they were supposed to live on it. He didn’t want nothing to do with it. He goes, “I want to buy it for you guys. You guys take care of it.” Then they started missing payments on the taxes, they started missing payments on the mortgage, they started missing payments on the well, because there was a well there, too, because of where it was that located. They ended up leaving. They left the property. And the guy didn’t want anything to do with it, the dad. Plus, he lived two hours away. He lived in Payson, which is two hours North from where the property was. So Ruben, our acquisition guy, he kept following up with him. “Hey, how’s it going?” And then with COVID, he was helping, I don’t know what he was doing. He was part of some type of COVID unit or something. But finally we ended up getting him to come down.
He originally wanted one, I’d say he wanted like $180, and we ended up getting it for $150. We locked it up for $150. That was our contract price. And here’s the thing, we knew we were going to make at least $15K or $20K on it. From the time that we started doing… from the point of contact, we already knew where we had that in. When we contracted it, here’s what blew our mind. We went back and started redoing the comps, getting it prepared for dispo. The comps in that area shot up so much that we were like, “Dude, we’re going to be able to sell this for $200,000.” And [inaudible 00:17:55] like, “Nah, no way.” I’m like, bro, “Put it out for $200,000.”

Rafael Cortez:
Put it out for $200,000.

Max Maxwell:
Yeah. Put it out $200,000. And sure enough, it didn’t even take a week to sell. This was a quick close because it was vacant. We closed it in 15 days. And yeah. And so our total profit on that was like $48 or something like that. That was our total profit that we walked away with.

Rafael Cortez:
Insane. $48,000 out of a place that doesn’t even… It’s just landed. So it’s, I mean, technically a land deal that you had to structure. You got a little bit creative on how you structured it. But I’ve seen just a lot of deals kind of go by, fall off the side margins because they’re, “Oh, it’s a land deal. I’m not going to look at it.” “It’s a mobile home. I’m not going to look at it.” At the end of the day, if you’re dealing with real property anywhere in that transaction, there’s going to be a buyer out there that that’s their niche. That’s where we come in. That’s where the art of wholesaling really is. It’s in finding that type of buyer. If you go to the average rehabber, they’re not going to know how to find sellers. That’s where we come in. That’s where our investment is. If you learn how to do that the right way, you can come in, hit it out of the ballpark, like you didn’t on that $50K deal, and didn’t hit it out of the ballpark again with another $50K deal. What did the other one look like?

Max Maxwell:
So the other one was an inherited property, went through probate. So we reached [crosstalk 00:19:12]-

Rafael Cortez:
Did you get that through a probate list or was it-

Max Maxwell:
Inherited list, yeah. Directly from the county. Yeah. So you can actually pull this directly from the recorder’s office. All the files are there. But yeah. So you pull the list, and then we skip trace it. And then we got in contact with this gentleman, one of the siblings, right? He was the personal representative. So personal representative is when the court decides you’re going to represent the estate of such and such, which in this case was his parents. So what that means is that he takes control of what happens to the property, what happens to the personal property that’s inside the home as well, and all the belongings and everything. So he’s the personal representative of all the estate, including the real estate. So then we got ahold of him. This was another followup too. This one took a little while. [crosstalk 00:19:54]-

Rafael Cortez:
Key’s in the follow up. Key’s always going to be in the followup.

Max Maxwell:
Key is in the followup. And I always tell everybody like, “How long should I follow up?” And I said, “As long as it takes. But here’s the key. This is my one key that [inaudible 00:20:06] the follow up, is every time you follow up, are you following up to chit-chat or are you following up to push the cell forward? There’s two different.” If you’re just calling just to chat, which is okay, checking in, but you also got to make sure that it’s pushing the sale forward. Because if not, if you’re not pushing the sale forward, sometimes you may be following up with a dead prospect as well. But the key is in the followup. Yep.

Rafael Cortez:
Absolutely. I completely agree. There’s got to be an objective to that phone call. Somehow, some way, I have to put it into that conversation that you’re still there. You’re still making the offer. The offer is still live. We do three things whenever we do on follow-ups. And it’s something that we have just as a standard practice, which is we will always follow up until they tell us they sold the property or they ask us specifically to not call them again. If they say, “You know what? Don’t call me again.” We’ll put them on a do not call list and that’s fine. But we always, before we hang up the call, so we go through the objective of letting them know that we’re still here, the offer’s still on the table. And if anything changes, give us a call back before our next call.
And we always ask for permission to follow up. So right before we hang up, we tell them, “Can we give you a call in a couple of weeks? Is it okay if we give you a call just to touch base and see where everything’s at?” They’re usually pretty open to that kind of stuff. And then you know that they’re still in it, they’re still vested. [crosstalk 00:21:28] interest may not be skyrocketing, but they’re still in there. And what happens is that if you do it enough, what you’ll find is that that changes. And then you’re going to call him one day and they’re going to be all into it. “You know what? Take it right now.” “Why?” “Because you’re first in line.”

Max Maxwell:
Yeah, for sure, for sure. One of the things that, just real quick, just to finish up that, but do a comment on that, is we like to do two things when we set up the followup. We like them to set it up for us. So we’ll say, “Hey, if you were me, when can I call you back about this?” And sometimes you’ll say, “Well, call me sometime next week.” Okay. So next week on Monday or Tuesday, we give them the option so it feels like they’re making the decision. Tuesday, okay. “Tuesday afternoon or morning?” Because then that narrows it down and they’re making the decision. And then at the end of the day, it’s them who set it up, not us. That’s something that we do internally. Yeah. Because you know a lot of sellers like, “Nah, just call me next week, sometime next week.” “Oh, okay.” “All right. We’ll call you.” And we leave it at that. And what happens is you have no idea when to call.

Rafael Cortez:
It also leaves it open for them to tell you, “Oh, you know what? I’m busy right now. Just call me again whenever or so.”

Max Maxwell:
Yeah. When they call the day to set it up, so if they set it up next Wednesday at 3:00 and they don’t answer, now we’re going to say, “Hey, called you. You scheduled for us to follow through with you on Wednesday at 8:00. We didn’t hear from you.” Now we call them out. Now they got to defend why they didn’t meet with us. But yeah, this was-

Rafael Cortez:
Yeah, no, it’s a two-way street. It’s a two-way conversation on the follow-ups, on the cold calls even, it’s always going to be a two-way street. I think that the idea is, or the perspective is that whenever you’re making a phone call, you’re kind of… you’re coming in with a pen in your hand and just asking for a favor, but it’s really not. We’re there to solve a problem. And it’s going to be a two-way street. We have something to offer and they have something to offer. And if it works, we can make that happen for both parties.

Max Maxwell:
Yeah. It’s a good mindset to get into, by the way. It’s a really good mindset to get into.

Rafael Cortez:
Absolutely. Yeah. I mean, we’re there to present a solution and make money while we’re doing it because it’s a problem solving solution. And then they’re going to have issues. For example, that $50K deal for you was just people who left the property and unattended. They didn’t want to deal with it and then there was an issue that needed to be solved. Now the other $50K deal.

Max Maxwell:
That one, like I said, it took, we followed up a couple months. He finally decided it was a little bit of a battle between them and the siblings trying to figure out what they were going to do. What was crazy about this deal is the guy actually knew. He wasn’t like a full time, full blown investor, but he understood real estate. I mean, this guy was… And you know what? I love talking to those people because I don’t have to spend a lot of time education. Yeah. That’s one of the things. It’s straight to the point, does it make sense or not? And so I was kind of blown away. I even asked them, here’s the crazy thing. Because obviously our sales style and our sales process is usually pushing them away and trying to get them to understand you can do this on your own and all this. I even asked them at the appointment.
I’m like, “Hey, I’m a little confused.” And he’s like, “What’s that?” I’m like, “Why are we here? I mean, you’re an investor, you got connections. You can fix it up.” I already knew that the reason why he didn’t want to do it was because he didn’t want to deal with the siblings. It was more sentimental property, but I wanted him to tell me that. I wanted him to express that. And so basically he’s like, “Honestly?” He goes, “I don’t want to deal with this property. It was my parents, and my sister and I, we’ve been going back and forth. I can fix it up.” He goes, “I can do all the… I have connections to be able… But honestly, I just want to sell it, give my sister and my brother their, money and get it over with.”
So there was pain there. And there was pain because there was a battle. So I told him, “Okay.” I said, “That makes a lot of sense.” That moved the sale on. Because that was my big thing. I’m talking to somebody who can actually do what we’re trying to do. But he just didn’t want to deal with it as far as because the other siblings and stuff. And so we ended up getting that one under contract for $310. We pushed that property all the way up to $400 when we sold it, when we displaying it. And so the reason we did that is because the ARV on it, once it was fixed up, was going to be like $550. It was really high ARV. And here’s the key.
We push our properties always a little bit more than what we think we can get for it because you got to get into the mindset. If you’re always pushing your properties to make a $10K spread, guess what? You’re always going to make a $10K spread. You got to get into the mindset like, “Okay. You got to push the limit. You got to start pushing the limit.” Now you got to be careful. It’s got to make sense within your quadrant of disposition. But you got to shift that mindset. So we did that. So most of our properties we’re pushing them $10K, maybe $15K, depends on the deal. More than what we think we can get. Because what happens with our buyers is they’ll come back and they’ll say, “I can’t be at that price, but here’s where I can be at.” That’s $5k lower than the $15K, but $10K higher than what we actually wanted for it.

Rafael Cortez:
Than your number. Yeah. And I mean, at the end of it, we are sitting down in a field full of negotiators. You can count on your dispo. You’re going to leave money on the table if you don’t [crosstalk 00:26:21] around that.

Max Maxwell:
No, you don’t, you don’t.

Rafael Cortez:
[crosstalk 00:26:22] selling the property to one of your end buyers.

Max Maxwell:
Yeah, no. For sure. So we got a couple offers. Low ball offers like $330, $340. We’re like, “Those don’t even get looked at.” And then an offer came in at $360. And so we were like… Our target was to if $50K. We probably, again, going back to that mindset, we probably should have set the threshold maybe at $60 or $70, we would have got it, I think. Actually, here’s the funny story is, when you get to a position, obviously, you can’t do this all the time when you’re starting out now. But I was hoping that the buyer would canceled. That was my mindset [crosstalk 00:26:56]-

Rafael Cortez:
Yeah. Take it down and flip it and keep it.

Max Maxwell:
Yeah. Take it down and flip it. I’m thinking like, “Man, I hope this buyer cancels.” But, again, on the day we, we actually did a double close on that one. Did we? No, we didn’t do a double close on that one because we knew the buyer. So he was good. And we made a $50K spread on that one, on that property. So that was a good deal.

Rafael Cortez:
How long did it take for you since from the day the lead came in to when you stamp that closing document?

Max Maxwell:
It was like five months, man.

Rafael Cortez:
Five months, $50K.

Max Maxwell:
Yeah. Five months.

Rafael Cortez:
People make $50K in a year. And you did that through the process that you guys already have in place. No, I love it, man.

Max Maxwell:
So the first one started, I think, a month or two before and then the second one came back in. So you got to think that was two deals within that five month period.

Rafael Cortez:
Yeah, no, that’s just one out of all the deals that you guys are closing.

Max Maxwell:
Correct, yep.

Rafael Cortez:
It becomes sustainable, it becomes something that can just really change the way that we live. Putting back and looking back at your business, what are some of the biggest things that have helped you through the process? From day one to where you are right now? Give me three.

Max Maxwell:
So this is something that I’ve come to learn, right? The base investment is investing in yourself. You need to invest in yourself. So whether that’s self-development, coaching, you can only get so far by yourself. What’s the one thing? If you want to go fast, you go by yourself. If you want to go far, you go with someone else. That’s one big thing. I think that’s the biggest thing, right, is investing in yourself. Again, go whether that’s self development, coaching, whatever the case is because you need to do it at some point.

Rafael Cortez:
Yeah. Somebody’s already laid out the track. And do you remember that quote that says, “You’re standing in the shoulders of giants.” That makes so much sense, man. Somebody’s already putting in the work. And stuff that I’m not good at, I’ll reach out and then I’ll stand on somebody else’s shoulders and build on that. Just to leap further and make it bigger yet.

Max Maxwell:
Yep. The second thing is learning how to delegate at a high level, right? Because that’s the other key is delegation, high-level delegation, because you get to a point where you can literally not sit in all the seats for your business to survive. Not thrive, not make money, survive. That’s one of the things that… I’m not saying that I was always a person that liked to have control over every position in our company, this was by default. It was fault. And I just learned this. I just learned this, right? Like you cannot have a thriving business until you delegate at a higher level. And so I did a little bit of a mindset shift is that I always wanted to be the best at everything, which I still do, everything that I do. But now it’s more like I want the people that come into our team be the ones that are best at that, what they do. Better than me, right? Better than me.

Rafael Cortez:
Yeah. Creating leaders in their hats.

Max Maxwell:
And then the third thing I would say is, I guess this goes into a little bit of self-development, but definitely some personal coaching. I’ve been talking to, especially for me, right? To be more intentional with everything. Because I know that even though I still have a successful business, successful family life, all this, but sometimes we lose that intentionality, being intentional with things. And also as entrepreneurs, we have a lot going on with… Everything intertwines. Life, work. And so just being more intentional with the things that I do for this year.

Rafael Cortez:
I have a mindset coach that I talk to on a regular basis. The technical stuff, for example, I mean, building everything that I’ve been able to put together on my end, for example, the operating system and the business and all that stuff. I don’t think I would have gotten 50%, 60% of it done if I wasn’t working on my mindset on a regular basis. And I have a coach that I go to for that. It’s just one of the cornerstones of my growth.

Max Maxwell:
That’s what I’m doing starting this month as well.

Rafael Cortez:
Nice, man. I love it. Thanks for sharing, man, your journey with us. It’s been an amazing last five years for you, and you’ve leaped-

Max Maxwell:
Yeah, it’s been crazy.

Rafael Cortez:
… through results, bro. And I love the fact that you’re having ripple effects through real estate disruptors, through your business, and you’re creating solutions out there and really inspiring people to move forward through action. No, man, I love it. Thank you so much for spending the time with us. I appreciate you, bro.

Max Maxwell:
No problem. Thank you, Rafael.

Rafael Cortez:
Good deal, tribe. So thanks for listening. There has literally been no better time to take advantage of the best opportunity out there, which is wholesaling. So if you’re ready to cut the learning curve, go to wholesalinginc.com and set up an appointment. And if it works out for both parties, you may be invited to be part of the tribe. If you are a part of the tribe, I am looking forward to working with you on one-to-one basis. So until then, stay focused. You got this.

Leave a Reply

Your email address will not be published. Required fields are marked *

Wholesaling