Posted on: January 07, 2021

Today’s guest has done something truly impressive—he has earned $347,495 and kept two fourplexes—all that in his first year!

Ryan Weimer is a brilliant wholesaler from San Diego, California. In this episode, he shared the blueprint that has helped him achieve the wholesaling success he’s currently enjoying.

From his motivation down to his morning routine, Ryan covered it all. If you want to know how Ryan made it all happen and how you can mimic his success, this is one episode you should not miss!

Key Takeaways

  • How he found wholesaling
  • Why he did under market rent
  • What the heart of the wholesaling business is
  • Why time kills all deals
  • How he generates leads
  • What motivates him
  • The power of goal setting
  • How he keeps himself motivated and inspired
  • What his morning routine is like
  • How you can start your morning strong
  • How he sells wholesale deals with a conventional loan
  • What the impostor syndrome is all about
  • How to handle the fear of success
  • Breakdown of a deal he did
  • How people can reach out to him

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling Inc podcast, America’s number one podcast for new real estate investors. Where we know that finding discounted properties is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP, and I am telling you, if I can do it, so can you, so let’s get started. Because this podcast interview is going to be absolutely bananas. Let me tell you this, let me open with this, let me tell you some stats here, in his first year, my guest has already done $347,495 in wholesale deals.
Not only that, he has 79,000 in pending deals that are going to close before the end of the year, and as an extra bonus, the cherry on top, he’s kept two fourplexes he decided he wanted to add to his portfolio, and not make the income right now. It is my pleasure to introduce from San Diego, California, but doing business in Boise, Idaho, Ryan Weimer. How are you brother?

Ryan Weimer:
Thanks for having me, Brent.

Brent Daniels:
Nice to have you on here.

Ryan Weimer:
That was quite the introduction, I don’t know if I can live up to that.

Brent Daniels:
We didn’t even tell them the best part, you’re part-time.

Ryan Weimer:
That’s true.

Brent Daniels:
You’re doing this part-time. Guys listen, if you are not hooked already, this is absolutely bananas. There’s so many people, Ryan start this business part-time, right? Because they’ve got other jobs, they’ve got other responsibilities, they have this passion for real estate, but they’ve got other things in their schedule. So you’re going to be here to give us the blueprint. You’re going to be here to show us what you did, share your story, and really just give not only the hope that people can do this, but show them the path that you followed so that they can also follow it as well. So I’m excited for this.

Ryan Weimer:
Oh yeah, me too.

Brent Daniels:
All right.

Ryan Weimer:
Let’s do it.

Brent Daniels:
So how did you find wholesaling?

Ryan Weimer:
Oh gosh. Well, I guess I should start with a little bit about my background and how I got here. So I graduated from a small engineering school, went right into Corporate America, worked in oil and gas for a couple of years, the market tanked. They let me go without paying my bonus for the prior year, they didn’t pay out my vacation, I felt completely shafted. So I was like, “All right, I need a life change.” I went out to San Diego, California just started completely over, no job yet or anything.
It took me about three or four months, I got a pretty good job or what I thought. Was flying around the world as an engineer. It was great, I got to see a bunch of cities around the world and mess around, and all that fun stuff. And then one year it was, right before Thanksgiving, I was in Taiwan for five weeks, and they were like, “Hey, the project’s not done yet, you can’t come home.

Brent Daniels:
What?

Ryan Weimer:
And I was like, “What do you mean, I can’t come home? You’re going to hold me hostage here?” And they kind of insinuated like, “Yeah. We need you to stay there with Wink.”

Brent Daniels:
Yeah.

Ryan Weimer:
So I missed Thanksgiving, and that was strike one, and I was just like, “All right, strike one.” And then so-

Brent Daniels:
Yeah. But while you’re listening, most people in your position that have a good job, you’re in Taiwan, you’re traveling the world, they tell you, “You got to stay there.” You’re like, “Cool man, I’m having fun.” But you have something inside your brain is going, “Wait a second, why are people telling me what to do?”

Ryan Weimer:
Yeah.

Brent Daniels:
I think that’s what happens with everybody that listens to this, you had that pilot light inside, that entrepreneurial spirit, right?

Ryan Weimer:
And I didn’t know it at the time, but looking back, it’s glaringly obvious. So I’m working really hard in this job, and I’m up for promotion, and I’m already doing that job halfway. And kind of the last draw with it was they hired another guy, and my manager literally told me, “Our company is headquartering in Europe.” And they said, “We think this guy because of his nationality, he’s from the country, and he speaks the language. He’s going to get along better with the stakeholders at this company.
So even though you’ve been doing the job and you’ve been killing it, we’re going to give it to him because of his nationality.” And I was like, “What?” Not to be dramatic, but it felt kind of like on the same level of racism or sexism. So at that point I just became completely unemployable. That was the moment, and it was-

Brent Daniels:
That was it.

Ryan Weimer:
It was just boom. I got to find something else, and I need to be in control of my own destiny because I’m sacrificing my life for this company and they don’t care about me, I’m just a number.

Brent Daniels:
Right. Sure. So then how do you wander down the… Nobody knows about wholesaling.

Ryan Weimer:
No.

Brent Daniels:
The general population does not know about Wholesaling Real Estate. Right? A lot of people that… I was in real estate for, I don’t know, 10 years before I knew what wholesaling was, how did you find it? How did it come into your life?

Ryan Weimer:
So I got involved in bigger pockets and I was like, “That’s how I found real estate.” And I was looking at different markets in Boise, Idaho, was checking all the boxes for population growth, wage growth, job growth, all that good stuff.

Brent Daniels:
Yeah.

Ryan Weimer:
My college roommates from there, and so we took a trip out there. We interviewed this realtor rockstar, his name’s Corby Goade, with Boise Turnkey. And this guy just was such a go-giver with his time, and he explained everything to us, and just took-

Brent Daniels:
Awesome.

Ryan Weimer:
… all hours of the day. And I’m sitting there, and this is kind of the main message of what I want to share with you on the podcast is, I was sitting there thinking, “This guy’s dollar per hour is way over mine is, how am I going to make up the difference? How am I going to add value to this person to make it worth his while?” And the only thing that was missing from his thing was finding deals.

Brent Daniels:
All right.

Ryan Weimer:
And boom, that’s when I found Wholesaling Inc.

Brent Daniels:
Now finding deals in a sense of off market?

Ryan Weimer:
Yeah.

Brent Daniels:
Right. So he was doing listing, he was working with buyers, he was doing that, but he wasn’t working the people that truly are in distress?

Ryan Weimer:
Right.

Brent Daniels:
Right? The distressed market. Right. Okay.

Ryan Weimer:
So that’s how it got started. And I was literally… This was before I knew about distress lists or anything like that. So I set up a Zillow search for rentals, and I set the criteria, so it would only hit on the ones that were under market rent.

Brent Daniels:
Okay.

Ryan Weimer:
So that could either indicate maybe a mom and pop landlord, or it’s not fixed up real nice, those kinds of things. And everyday I’d get an email from Zillow that had seven to 10 properties, of the new ones. I would just look up whatever number was listed on there, didn’t know if it was the owner or whatever, and I would just call them.

Brent Daniels:
Mm-hmm (affirmative).

Ryan Weimer:
And it wasn’t too long before I found a property manager that said, “You know what? I’ve got one for you.”

Brent Daniels:
This is beautiful. Let me break this down for everybody, this is a beauty. I haven’t heard anybody do this. So you set an alert for properties that were coming to rent, so they’re vacant?

Ryan Weimer:
Yep. They’re vacant.

Brent Daniels:
Nobody’s in there typically. Sometimes people put them for rent before the tenants around just to kind of get things lined up. You’ve got rent, and you went under market rent. Why did you do that? I know why I did it, but explain why he did under market rent?

Ryan Weimer:
Usually the-

Brent Daniels:
What would that signal to you?

Ryan Weimer:
Distress, any kind of distress, either it’s a tired landlord, or they don’t have the funds to fix it up themselves-

Brent Daniels:
Right.

Ryan Weimer:
… or anything like that.

Brent Daniels:
They’re not getting full market rent everybody because these properties are probably not renovated, or maybe they’re just totally trashed, or the landlord wants to get somebody in there, whatever, get it done fast, they’re kind of motivated. They don’t have the financial means, not just to fix it up, but to keep it empty. Right? Because they probably have some debt on it. They probably have some bills to pay on it, insurance, utilities, all these things that are eating them up. And if they don’t have a huge bank account, then they get nervous, and they get stressed, and they get anxiety. Oh my gosh-

Ryan Weimer:
So that-

Brent Daniels:
… guys this is incredible. This is a really good tip.

Ryan Weimer:
Yeah. That would be a huge tip is, calling property management companies, and say, “Hey, I buy quite a bit of property in the area and I have a big network, if you ever come across something where somebody wants to sell, instead of continue renting, I’m your guy, give me a call.”

Brent Daniels:
Love it.

Ryan Weimer:
And they did one day. And instead of that becoming my first wholesale or whatever, I gave it to Corby.

Brent Daniels:
Sure.

Ryan Weimer:
And I said, “I want you to have this because you’ve shown me everything, and just taken so much time.” And I bought some rentals with him and everything like that.

Brent Daniels:
Awesome.

Ryan Weimer:
So that was kind of, that was just phase one. And then it just snowballed from there. And then I got additional-

Brent Daniels:
What gave you that idea by the way? Going on Zillow and putting under market rent.

Ryan Weimer:
The podcast. Just finding lists, and it’s so important when you’re in this in-between stage and you’re getting started, you got to fill your brain with as much positivity, and as much people that are doing more than you as you possibly can, because if you don’t, it’s so easy to get down on yourself. I made a thousand calls in a month, I didn’t get any traction or whatever, but it’s not about that, it’s about putting your best foot forward every day. It’s about talking to distressed property owners every day.

Brent Daniels:
That’s it, quality conversations. I’m telling you, that is the heart of the business, the heart of… Remember everybody listening and watching, this real estate wholesale comes down to three parts, it breaks into three parts, one, Lead Generation. Okay? This is the engine of our business, this how we find opportunities. Second is Conversion, where we’re actually getting the contracts signed, and third is Disposition or Exit Strategy, where we decide what we want to do with it.
But that first part, getting the engine to start rolling down the tracks a little bit, that’s where all of that doubt and disappointment and distraction, the three Ds start messing with you. And they start trying to stop that train to get that momentum, and it’s all about…
Just listen, to make sure that that all goes away, just take action, just have those quality conversations with distressed property owners. And if you’re proactive, you don’t have to have a huge budget. Right? You don’t have to throw a ton of money at it. You’re constantly out there finding opportunities because they’re there. There are people that need help.

Ryan Weimer:
There are. And you’re your own worst enemy there too, this self-doubt and all that stuff.

Brent Daniels:
It’s true.

Ryan Weimer:
And so what nobody likes to talk about too, is the one that the deal that got away.

Brent Daniels:
Mm-hmm (affirmative).

Ryan Weimer:
So I had one pretty shortly after that, distress situation, was going into foreclosure, they wanted 180 and it was almost in Turnkey condition, and ARV was 300. So it was really worth 300, over 100k spread. I had someone go look at it, and it was really early on, so it wasn’t like an acquisitions person or anything. And I went to dinner, and when I came back, they had signed with somebody else, in like two hours. And that took a little bit of time to feel sorry for myself and get over it.

Brent Daniels:
But what did you learn?

Ryan Weimer:
I just got to get it done right there, time kills all deals.

Brent Daniels:
Time kills all deals brother.

Ryan Weimer:
Yeah. I know.

Brent Daniels:
It does.

Ryan Weimer:
Yeah, it does. But then I was completely hooked. That was the revealing moment that I needed, like, “Holy crap, this stuff is real.” It made it real for me. It took me missing out on something for me to just go full bore with it. Then I met Casey Ames in Boise, who’s just-

Brent Daniels:
Great TTP Family member, yeah?

Ryan Weimer:
He’s the best. Yeah. TTP, and he’s just such a go-giver man, he’s unbelievable, he’s just exploded things for me. So I do mentorship with him, and we are really good friends and good and close and everything. So from there it’s just been snowballing.

Brent Daniels:
So how do you go in your first year, you’re going to be over 400,000 virtually doing this part-time. Okay? How do you do this? How do you organize it? Or how do you get your deal? First of all, how are you getting your deals? How are you doing that first part, building that engine for lead generation?

Ryan Weimer:
It’s a majority cold calling. I do do some texting as well, but with the texting, it’s pretty key, get them on the phone right away. So texting is just to kind of eliminate all the nos, Right?

Brent Daniels:
Right.

Ryan Weimer:
From there, starting out, I just have the goal of about 10 to 20 hours a week calling.

Brent Daniels:
That’s all?

Ryan Weimer:
That’s all. So it would be-

Brent Daniels:
You were calling?

Ryan Weimer:
I was calling. So it was during my lunch breaks, and then it was nights and weekends.

Brent Daniels:
Mm-hmm (affirmative). And just to kind of give people a…. The job you have, it’s not like you’re making minimum wage?

Ryan Weimer:
No.

Brent Daniels:
You’re doing well?

Ryan Weimer:
Yeah.

Brent Daniels:
You’re doing well, and not only that, but you’re still on your lunch breaks, making cold calls for wholesale deals?

Ryan Weimer:
Yeah. And Brent, I know I’m wired a little different, but it’s not about the money for me, it’s about the time freedom.

Brent Daniels:
Sure.

Ryan Weimer:
Right? It’s about achieving financial freedom, it’s about doing something for myself, for my family, for my fiance, who by the way, your support system is everything. My fiance, Julia has just been super supportive with all this, and me sacrificing a lot of time quite frankly, especially with how hard this year has been with COVID and everything.

Brent Daniels:
Sure. So you’re doing calls at lunch, you’re doing it after work, you’re doing weekends, right?

Ryan Weimer:
Yep. And then-

Brent Daniels:
Aren’t you exhausted?

Ryan Weimer:
You know what? No. Because I get the energy that I’m doing it for myself.

Brent Daniels:
That’s right, yeah.

Ryan Weimer:
I’m not doing it for anyone else, that’s for myself and my future. When you do that, it’s just a whole nother energy level.

Brent Daniels:
It is. And listen, I talk about it. There is a switch in our brain that either things are going to drain you, or it’s going to energize. Right? And the thought of you’ve got to hallucinate a little bit, you’ve got to look at your future and you’ve got to be like, “Okay, what does that look like if I do this?” Right?
If I make calls right now, what does this look like 90 days from now, 120 days from now, a year from now. And if you really focus on that, that gives you the energy, that gives you the juice, “Wait a second, I can quit my job. Wait a second, I can work for myself. Wait a second, after a few years, I can have my own schedule and do whatever.” Those are the exciting things, that’s the stuff that gives you juice. Yeah.

Ryan Weimer:
Absolutely. And what’s been key is I would write down, just goal setting. So daily goals, just writing down, I need to call two hours today, and then boom, it would happen. And if I didn’t, then it wouldn’t be in the forefront of my mind, it wouldn’t trigger my subconscious mind that I need it to get it done. As monotonous as it feels, just writing down goals.

Brent Daniels:
You got your notebook right here.

Ryan Weimer:
Look at this chicken scratch, yeah, I know, unbelievable.

Brent Daniels:
You got your notebook, and so you would literally write in something like this your goals?

Ryan Weimer:
Yep. I got all these pages of fun scribble. So yeah, that’s how it would go, and-

Brent Daniels:
Well, it anchors.

Ryan Weimer:
It does.

Brent Daniels:
And listen, what we focus on improves, what we focus on becomes important. You know what I mean? And that whole saying, “What you’re seeking is seeking you.” Right? So if you’re constantly seeking it every morning, and you’re putting it and you’re being intentional and you’re literally taking that extra step to write it down, years and years.

Ryan Weimer:
I did that.

Brent Daniels:
Years and years of writing. I’m going to make $10,000 today, and then boom. It’s so ingrained that all of a sudden it starts happening.

Ryan Weimer:
Yep. And then it becomes an obsession.

Brent Daniels:
Yeah. It is.

Ryan Weimer:
So reading the Gary Keller is the one thing, that really helped with that. I was feeling anxiety, you don’t get a deal for a couple of months when you’re starting out and everything, and you’re like, “That’s where positive self-talk and filling your mind.” Like I said before, with positivity is so important.

Brent Daniels:
Sure. So what do you do for that?

Ryan Weimer:
I listen to Wholesaling Inc pretty much daily, Wholesale Hotline, you name it. So I’m listening to at least one of those podcasts every morning. I like to do it at the gym every morning, it’s part of my routine, and that just gets me in the right mindset to go crush it. Yeah.

Brent Daniels:
Yeah. Well, and I think it’s the best, when you’re exercising and it’s still in the morning, and you’re getting up, and you’re getting going and all of a sudden you’re putting good stuff in, I’m telling everybody right now, and this is my first time saying it on the podcast, but I don’t think you should look at any news until 5:00 PM. Right? It’s just going to bum you out.
There’s so much, there’s too much, so stay off the news. Listen, I get it you want to be on social media, good, just don’t do it until 10 O’clock or 11 O’clock. Get the morning going, get it with positivity, fill it in there, you know what I mean? Fill in all that positive stuff, the audible books, the podcasts, reading, writing down your goals, all these things. It sounds crazy and old, everybody says that, “It works.”

Ryan Weimer:
I know it does.

Brent Daniels:
It works, it absolutely works. And that’s why I think it’s so important to start off the morning really strong, making sure that your media free for as long as you can, don’t listen to music in your car, listen to great stuff as you’re driving around. Don’t check the news until after five.

Ryan Weimer:
Exactly. Yeah. So some tips I want to give your audience too. So this being a COVID year, there’s been a lot of migration into quite a few markets actually. What we’ve found, so for calendar year, my average deal size was just short of 17,000, in the last three months it’s gone up to 25.

Brent Daniels:
Why do you think that is?

Ryan Weimer:
A lot of it, it’s we’re locking up deals with longer closes. So everyone likes to go off after the non-owner-occupied, we, about half of our deals come from owner-occupied.

Brent Daniels:
Awesome.

Ryan Weimer:
And we approach them and we say, “Hey, would you like to have a longer close?” And what happens is when we’re offering a 60 or 90 day close, we get three months of appreciation. And with everyone moving, prices are just going crazy, there’s no inventory anywhere.

Brent Daniels:
Well, and that’s the thing that a lot of people don’t realize, or don’t take into a factor. Everybody goes, “What are the comps?” I always look at the comps and say, “Okay. What’s also the supply and demand?”

Ryan Weimer:
Exactly.

Brent Daniels:
And this is what I do honestly, what I pull up is, I’ll look at the Zip Code, right? And I’ll say, “What is available? This size house, this age house. What’s available to only fix it? What’s available not fixed up? What is available?” And I look for that, and I go, “Okay. What’s the worst one? Oh okay. The worst one is at 250,000. So I could probably sell mine for 240,000, even though it makes no sense.” Even though the comps, the ARV is 330 or whatever, and it needs 40k, I’m going to push that value. And it sounds like you’re doing the same, because people need properties.
There’s a slowdown in new builds because of all of the different… The whole world is feeling this. So there’s a slowdown in getting all the raw material to build new houses, but that slowdown people need to move somewhere. People in big cities are like, “Oh wait, we can work virtually, I don’t want to live in this city in this tiny little house with all my family. I want to move somewhere where I’ve got a big piece of land and space in Boise.” Boise is blown up.

Ryan Weimer:
Exactly.

Brent Daniels:
Phoenix is still blown. It’s absolutely bananas. People are leaving some of these bigger cities.

Ryan Weimer:
Yeah. And another thing once… And you can’t do this all the time because a lot of times, a lot of the deals are, people need money now, you need help now, you handle those differently.

Brent Daniels:
Sure.

Ryan Weimer:
But if you can get it on a 30, 60, 90 day close, you can advertise it like, “Financed buyers are okay.” And then what you do… I’ve had very few that actually ended up going conventional by doing that, but what it does, is it just opens up your buyer pool competition.

Brent Daniels:
So how do you sell a wholesale deal with the conventional loan?

Ryan Weimer:
So it’s no different, the buyers just need to add their assignment onto the down payment. So it’s no different than if they were paying for a realtor to represent them.

Brent Daniels:
Yep. Got it. So what you do is, they have to cover your costs and the bank’s fine with it?

Ryan Weimer:
The bank’s fine with it.

Brent Daniels:
Okay. So they just have to have a bigger down payment to cover it?

Ryan Weimer:
Yep. Right. Yeah.

Brent Daniels:
So you go through the appraisals?

Ryan Weimer:
Yep.

Brent Daniels:
And the inspections?

Ryan Weimer:
Yeah.

Brent Daniels:
And all that?

Ryan Weimer:
Yeah.

Brent Daniels:
So you’re selling a conventional, but you’re rolling in your assignment fee of an average of 25,000, so these buyers are coming in with an extra 25,000 to buy these properties right now?

Ryan Weimer:
Well, here’s the irony, very few of them actually go conventional, but it causes the people buying with cash or hard money, now they got to up their earning.

Brent Daniels:
Got it. Love it. So most of the deals are still cash?

Ryan Weimer:
Yeah, exactly.

Brent Daniels:
Okay. Well, it makes a lot of sense. Listen, when you look at cash buyers, the hierarchy of cash buyers, you’re fixing flippers. Well, first your investor wholesalers that you sell to are going to pay the least, next is your fixing flips, next after that is people that are going to buy and hold those properties in their portfolio. And then the next, the people that pay the most, are the people that are going to live there?

Ryan Weimer:
Yeah.

Brent Daniels:
They pay the most?

Ryan Weimer:
Exactly.

Brent Daniels:
Holy cow, it’s like through the roof, they’ll pay basically retail for the opportunity in some markets. That’s incredible. So why are you still working? Why do you still have a job?

Ryan Weimer:
I’ve been in-

Brent Daniels:
For real. $400,000, you’ve got two or four flexes that you’ve added to your portfolio, why are you still working? Why is this part-time?

Ryan Weimer:
So honestly Brent, it’s just because so I can qualify for conventional loans. So I need a full year of tax returns and I’m just waiting till the spring, that’s the only reason.

Brent Daniels:
Love it.

Ryan Weimer:
So one of my goals this year was to get 10 more doors of rentals, and I just achieved that last week. Also, once I get a full year tax returns it’s-

Brent Daniels:
How many doors do you have?

Ryan Weimer:
I’ve got 11.

Brent Daniels:
Oh, incredible.

Ryan Weimer:
Yeah. But this goes right into what you and I were discussing pre-show is just, I definitely understand what it feels like with the imposter syndrome. You kind of get this feeling like, “Whoa, I know I’ve been working hard, but not this hard.” Or at least, I don’t know if I deserve this. This is coming way faster than I thought it was going to. I thought I was going to have to work five to 10 years to get this, and how you handle that it’s shaky.

Brent Daniels:
Oh yeah. Well, and it’s not. A lot of people are worried about the fear of failure, the tougher part is the fear of success. Once you get that success… I remember the first time I got in a $42,000 check, I literally was shaking in the kitchen, and listen, I was broke, doing okay, never $42,000 sitting in my account, never. I was like, “Oh my gosh. And now I have it in my account.” I’m shaking, I’m looking at my wife, and I’m like, “I don’t know if I can do this again. I don’t know if that was just luck. I don’t know what to expect for myself. I don’t know what’s going on.” And then she’s like, “Knock it off.”
And then from there I was like, “Yeah. Okay. I got it.” And then my brain changed. Your brain changes and you start understanding that you can get big opportunities, that this is the path to financial freedom, is finding discounted properties. Because the fact is, typically, a property is the biggest investment somebody is going to make in their life. Right? For the average American, it’s going to be the biggest investment that they make.
There’s some talk if it’s an investment or a liability or an asset or whatever, who cares, it’s going to be the biggest purchase somebody makes. And some people don’t care about the price. Some people just want to get rid of the headache. And I was like, “Wow, I wonder how many people just want to get rid of the headache.” It turns out a lot.

Ryan Weimer:
Yeah. I know.

Brent Daniels:
Six to 10% of the real estate market wants to get rid of the headache, or in distress of some kind. There’s just a conveyor belt of opportunities. So what I would say to you as you’re having this imposter syndrome is, there’s plenty of opportunities.

Ryan Weimer:
There is.

Brent Daniels:
There is plenty of opportunities, keep growing, you’re not the first guy that has ever gotten to this point and thought that, but just keep building, keep having fun with it. You know what I mean?

Ryan Weimer:
Yeah. So once I filled my pipeline up, it took a solid six months to really get consistency and predictability. And then it’s kind of funny how I first found Corby, that first realtor through bigger pockets. A guy named Brandon Rhodes found me. And I’m sure you get hit up all the time by people that are like, “Well, what are you doing?” And they’re interested, and they want to pick your brain and all that stuff.
But this guy, who’s now my full-time acquisitions guy, he was working manual labor construction job. He was getting onsite at 4:30 or five in the morning working 12 hours. And then he would go on my appointments for me in the evenings, and not ask for anything in return. And I was like, “I got to have this guy.” So he works for me full-time now, and we work together and we’re constantly pushing each other, and he’s essentially tripled my business. So I’ve done about 16 deals virtually, and now we’re doing anywhere from four to five a month regularly.

Brent Daniels:
Because he’s in Idaho?

Ryan Weimer:
Yeah. He’s boots on the ground. Yeah.

Brent Daniels:
Incredible. And he just started, he just knew that this was an opportunity?

Ryan Weimer:
No. He’d been following, he’d been waiting for an opportunity to kind of quit his job, and just join full-time, and…

Brent Daniels:
No. What I mean is, when he’s working 12 hours, and then he’s going on appointments for free and trying to do something and put stuff together, he must have seen that this was fun, this is an opportunity, right?

Ryan Weimer:
Yeah, absolutely. He was right up at that jumping off point off the cliff where it’s sink or swim, but yeah, he’s been awesome.

Brent Daniels:
Awesome. You have two callers… No. You have a caller and a texter-

Ryan Weimer:
Correct.

Brent Daniels:
… in the Philippines, is that through a company or did you find them yourself?

Ryan Weimer:
One I found myself, one’s through VA Rocket Station.

Brent Daniels:
Okay. And how do you communicate with them?

Ryan Weimer:
WhatsApp.

Brent Daniels:
WhatsApp?

Ryan Weimer:
Yeah.

Brent Daniels:
Okay. WhatsApp, and then how often?

Ryan Weimer:
Daily.

Brent Daniels:
Every day?

Ryan Weimer:
Every day. They ping me when they start shift, when they end shift, if they have any questions.

Brent Daniels:
What about training them?

Ryan Weimer:
To be quite honest, I send them your YouTube link.

Brent Daniels:
Yeah. Really. I know it’s the best training material available, and it’s completely free.

Ryan Weimer:
The stuff that you do, it’s completely bonkers, man. The amount of people that you touch in insurance, it’s incredible really.

Brent Daniels:
Well, I love it. And it’s really… This is a tight community, you know what I mean? There’s not a lot of people that want to wholesale real estate, so I love it. So awesome. So you send them my YouTube channel, they get trained up, they’re starting to go, and so one’s texting, one’s calling, right? It comes in, does it go to you or does it go to your guy? What’s your guy’s name?

Ryan Weimer:
Brandon.

Brent Daniels:
Brandon.

Ryan Weimer:
It’ll go to either of us, it really depends on which one of us is free. If Brandon’s on an appointment, then I’ll handle it. But I’ll be able to answer questions, usually it’ll just be questions like, “Hey, this lead said this, what should I say next?” Or, “Is this a real lead?” Pass it through to that. We use Mojo as a CRM, it’s just simple and easy.

Brent Daniels:
I love it. Yeah. Awesome. The point that I was just trying to make with how much you communicate with your VAs is I think a lot of people set it and forget it with VAs.

Ryan Weimer:
I know.

Brent Daniels:
And it’s a nightmare, it just never works out. You need to develop them, you need to let them know that they matter. You need let them know that when they send something in, you’re responding quicker, because once you do that, they’re going to be on your team, they’re going to work harder. Once they feel like there’s some security there, because a lot of them get shuffled every month, or every six weeks, or every two weeks.
Now they’ve got to do something else, and they’ve got to work for somebody else, and they got to do a different, a whole different industry or whatever. When you give them security and some sort of foundation that they can grow from, now the seed’s planted they’re growing. You know what I mean? Yeah.

Ryan Weimer:
Yeah. So we’ll do Zoom calls once a week too. We’ll talk about, “Hey, I think you did this really well. Hey, in this situation I would have said this,” stuff like that.

Brent Daniels:
Beautiful.

Ryan Weimer:
In that way, and really the encouragement, “Hey, really good job today. This was perfect, what you said.” It’s not just the critiquing. It’s not just the constructive criticism. Right? It’s also the really important to give them the positive feedback too, also it’s motivating. Yeah.

Brent Daniels:
Well, it’s that time in the podcast where we need to break down a deal.

Ryan Weimer:
What’s the deal?

Brent Daniels:
All right. Let’s get nitty gritty on something. So do you have a deal you want to break down?

Ryan Weimer:
I do. Let’s do it.

Brent Daniels:
Did it come from a list?

Ryan Weimer:
It did.

Brent Daniels:
Okay. What list?

Ryan Weimer:
This guy was on a non-owner occupied, unknown equity.

Brent Daniels:
Okay. So explain unknown equity for people that have never heard those words put together before.

Ryan Weimer:
So unknown equity is a list that does not have either a loan amount or what the tax assess value is. So it just doesn’t spit out a number at all. So with the high equity you get, here’s what their loan is. Here’s what the tax assess value is, and it comes up with an amount of equity, right?

Brent Daniels:
Right.

Ryan Weimer:
And that’s how you get the high equity list. Unknown equity is, there’s information missing or data missing or whatever. And nobody calls those.

Brent Daniels:
Right.

Ryan Weimer:
So-

Brent Daniels:
Well, The issue is most people when they’re pulling their lists are taught to look for at least 30% equity.

Ryan Weimer:
Yeah.

Brent Daniels:
You’re saying go unknown… Okay. I get it. Yep.

Ryan Weimer:
And we’ve got-

Brent Daniels:
In unknown by the way, it’s just a button you click in list sources, is that where you pulled it? From ListSource?

Ryan Weimer:
Yeah. And PropStream.

Brent Daniels:
And PropStream? Yeah. Beautiful.

Ryan Weimer:
Yep. So I called the guy, cold called him and he, super assertive personality, super assertive. So I went through the script and I said, “Did you have a price in mind or what you wanted to get out of it?” He goes, “I want 225.” I said, “Oh, okay. 225.” And then waiting for him to talk, to break the silence. He goes, “Yeah. I’ve had this as a rental for quite some time, that’s what I want to get out of it.” And, “Okay. I completely understand. What’s your rough timeline to sell it?” I love coming in with that because it’ll tell you a lot of information.

Brent Daniels:
Everything. Timeline tells you everything.

Ryan Weimer:
Yup. “So, what’s your rough timeline to sell?” “Oh, I don’t have one, as soon as I get that price, I don’t have one. Just give me that price and then I’ll sell it.”

Brent Daniels:
“What’s your rough timeline to sell?” People use this. I love that. Yeah.

Ryan Weimer:
It’s very mind opening.

Brent Daniels:
Open-ended.

Ryan Weimer:
Yup. Very open-ended. Nine times out of 10, they’ll say, “I don’t know, you contacted me, I don’t really want to sell.” Okay. In the trash, right?

Brent Daniels:
No. I know, yeah.

Ryan Weimer:
Onto the next, but you can get through them really quickly. So then we’ll use some kind of verbiage like, “Okay. Yeah. That makes sense. Besides price, what’s your deciding factor, is there?” And then another open-ended question to get them to talk. Right?

Brent Daniels:
Love it.

Ryan Weimer:
And this guy, he was just, “That’s just what I want, whatever.” And so I said, “Okay. Well let me follow up with my business partner, let me see what we can do for you.” 225 was a great price. So I called them back the next day. And I said, “I talked it over with my partner, if we could come up to your 225 number, what would be the next step for you?”

Brent Daniels:
Love it.

Ryan Weimer:
Which I’m pretty sure I got that from Pace.

Brent Daniels:
Yeah. If I could do it. Yeah.

Ryan Weimer:
If I could do it-

Brent Daniels:
Yes, then. Right.

Ryan Weimer:
And he said, “Yup.” And he’s like, “Well, I think we would have a deal on it.” And I said, “Okay. So if I send you an offer at a 225, is there anything keeping you from moving forward?” “Nope.” Signed it. I sent it and he signed it 15 minutes later. That’s it, conversations with the guy.

Brent Daniels:
But you did something really smart there. You got the advanced agreement. Is there anything stopping you? Right? You used an, “If then,” beautiful. This is just a symphony of just using the right words in the right order and sequence to pull it out, to see if this is really something. But I’ve heard when he said 225, you were like, “Woohoo.”

Ryan Weimer:
Yeah. I said that.

Brent Daniels:
Right?

Ryan Weimer:
Yeah. Exactly.

Brent Daniels:
Isn’t that the best feeling ever? When somebody throws out a number you’re expecting… Sometimes in your brain you’re like, “Oh man, this thing says 400 on Zillow or 370 on Zillow, he’s going to say 350 or 360 or something,” and then they throw 225 at you, and you’re like-

Ryan Weimer:
I know.

Brent Daniels:
“Woohoo. Is this real life? Am I getting pranked here? What’s going on?”

Ryan Weimer:
That doesn’t happen very often honestly, like 75% of our deals are from follow-up.

Brent Daniels:
Sure.

Ryan Weimer:
But pre-qualifying like that is so key to get those agreements, because I can’t tell you how many times I’ve sent an offer, especially being virtually, and they just use it to get another offer.

Brent Daniels:
Of course. Yeah. You anchored him down, you anchor him down with first, you hit him with the, “What’s your rough timeline?” Opening it up, he wants it now. Right? So now, “Okay. If I throw him an offer, if I say yes soon, either this conversation or the next, then he’s going to be able to leverage this. So let’s make sure that I’m getting enough from him.” And then you ask that, “If I could come up to 225, then, well, what would be the next steps?” And he says, “Well, we got a deal. And then you just closed it with, “And so if I send you the agreement right now, is there anything stopping you from signing?”

Ryan Weimer:
Yep. Exactly.

Brent Daniels:
Beautiful.

Ryan Weimer:
So this is before we found… Before I really knew how… He gave me kind of a rough description of that condition-

Brent Daniels:
Sure.

Ryan Weimer:
… but I didn’t know a whole lot. I didn’t know the underlying situation, or much about his motivation.

Brent Daniels:
Right.

Ryan Weimer:
But it turns out he had that rental property to the same tenants for 40 years.

Brent Daniels:
Yeah. Sure.

Ryan Weimer:
40 years, the same tenants were in there. And another tip that we like to do, we like to negotiate with the seller to be able to serve the tenants the 30 day notice, so that we can wholesale it or keep it, or whatever, as a vacant property. And we don’t have to worry about that.

Brent Daniels:
Sure.

Ryan Weimer:
So we’ll either say, “Is it okay with you if we get the tenant served? We can actually do it for you. I have it written right here, all it needs is your signature. You don’t have to worry about having that awkward conversation with the tenants because you’ve had them for so long. You guys probably have a personal relationship, you don’t want to upset them. Let us take that burden off your hands, let us do that for you.” And that’s been a thing that we use sometimes.

Brent Daniels:
So you actually go out there and talk to the tenants and give them the notice?

Ryan Weimer:
Yep. In the state of Idaho, all you have to do is just give a written, just a piece of paper with a signature that says, “You have 30 days to vacate.” And-

Brent Daniels:
Right. As long as they don’t have a lease?

Ryan Weimer:
Exactly.

Brent Daniels:
You can’t serve-

Ryan Weimer:
Yeah. Exactly. This applies to either-

Brent Daniels:
Month to month.

Ryan Weimer:
… month to month. Yeah.

Brent Daniels:
Or non-lease. Yeah.

Ryan Weimer:
Exactly.

Brent Daniels:
Got it.

Ryan Weimer:
So-

Brent Daniels:
By the way, before we get sidetracked, what’d you make on that deal?

Ryan Weimer:
39,500.

Brent Daniels:
Come on player, woohoo. I love it.

Ryan Weimer:
I’ve been waiting so long to hear that.

Brent Daniels:
Yes. Victory bell, man. That’s exciting. So you called, so one cold call to a unknown equity, a non-owner occupied list, one call qualified him in a day. Got the contract signed the next day, and made $39,500?

Ryan Weimer:
Yeah.

Brent Daniels:
This is real life.

Ryan Weimer:
I know. It’s crazy, man. When you say one phone call can change your life, it really can. And obviously it’s a combination of hours and hours of cold calling to find that one person. But when you do it’s a crazy feeling.

Brent Daniels:
Yeah. Awesome. Well, give some advice to people starting out in this, give them some… Speak to somebody that’s never done a deal before, they’re just getting into this, they’re very excited. What should they do?

Ryan Weimer:
Take action. Even if it’s an hour, a day over your lunch break, just do it, and do it every day, and do it, and give it six months, give it nine months.

Brent Daniels:
What action?

Ryan Weimer:
Making calls, picking up the phone. Something proactive. I was in a situation where I had funds for my W2 job to do mailing, or PPC, or all that fun stuff, but I didn’t want to. I had time to give, I didn’t want to spend thousands and thousands to get a deal. Just picking up the phone and calling people, be okay with imperfection, massive imperfect action. Be okay with not getting a deal for a while.
Just keep grinding, and it’ll come, and if things fall into place, and again, just listening to content and surrounding your mind with positivity, especially being virtually it’s tough because you’re not around anyone else that’s really doing what you’re doing. You have to have-

Brent Daniels:
Yeah. You feel like you’re on an Island.

Ryan Weimer:
Yeah. You have to have that, what feels like people in your corner are surrounded by like-minded individuals. So yeah.

Brent Daniels:
Yeah. Awesome. How do people reach out to you? How do they find you? How do they say congrats? Or how do they do business with you? Maybe partner, maybe joint venture, send you deals-

Ryan Weimer:
Absolutely.

Brent Daniels:
… maybe you send them deals. How do people reach out to you?

Ryan Weimer:
So my Instagram is @Weimerinvestments.

Brent Daniels:
Spell it.

Ryan Weimer:
W-E-I-M-E-R Investments. That’s where I publish most of my stuff for now. So yeah. Reach out to me on there, send me a message, I’d be glad to collaborate or help anybody, because really adding value to people and being a go-giver. It’s funny Brent, because a lot of people they have this short-sightedness about, “Well, I don’t want to JV a deal with somebody because I’m going to lose half the profit or whatever.”

Brent Daniels:
Right.

Ryan Weimer:
And what happens, like with Brandon, when he was going on his appointments for free, after working a 12 hour day, is as somebody further along, you’re like, “I want to work with somebody like that.” And when you give, before you receive it tenfold.

Brent Daniels:
10 times.

Ryan Weimer:
And people don’t know that. And you just… I can’t stress that enough. Look to add value to others before you do for yourself, and that delayed gratification will shoot you on a completely different trajectory.

Brent Daniels:
100%. It’s incredible. When you were out there, and you’re giving, and you’re showing that you’re willing to really willing to do it consistently, it’s just going to set you up with the right people. And you’re going to get the opportunities that other people didn’t because they stopped short, because they wanted. Give and then watch the opportunities come.

Ryan Weimer:
Absolutely.

Brent Daniels:
So awesome man.

Ryan Weimer:
Yeah. Thank you so much.

Brent Daniels:
So good to have you on this day, incredible. And if you are interested in joining the most proactive group in real estate investing, it is the TTP Family. This is the TTP program, go to WholesalingInc.om forward slash TTP. That’s WholesalingInc.com forward slash TTP. Check it out, scroll down, if it feels good in your gut, sign up for a call. I look forward to working with you personally, but incredible, really-

Ryan Weimer:
Yeah. Awesome.

Brent Daniels:
Incredible tips on here today. So everybody re-listen to this, some incredible tips for conversion, some incredible tips for mindsets and really working how to have a really successful first year in this business. So definitely re-listen to this. And until next time I’ll close out. As I always do to encouraging you to talk to people till next time. See you, love you.

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