Posted on: March 04, 2021

It is undeniable that the pandemic has affected businesses of all sorts globally, weakening the economy. However, some, especially in the real estate business, have managed to grow their businesses and earn a hefty income. How do they remain resilient and thrive amidst the crisis? How do they adapt to the changing market? Hear insights from our guest on how to find and take advantage of the opportunities during the crisis.

Today’s guest is a professional real estate investor and a wholesaler from Philadelphia. Marqus Freeman will share his story on how he made $120k during the pandemic by being proactive in doing his business despite not having ample experience doing real estate. Marqus is a TTP family member and uses what he learns from the program in doing wholesale.

In this episode, Marqus will talk about his wholesaling journey. He will also talk about how he gained so much success in doing it full-time. Also, he will share his vision, stumble-blocks, the process that he uses in pulling leads, deals made, and tips on handling the situations.

Get excited! Learn how to do wholesaling successfully in this time of pandemic through Marqus’ valuable inputs. Listen and enjoy!

Key Takeaways

  • How Marqus stumbled into the business and how he found success in it
  • What made him decide to do wholesaling full-time as suppose to working as a real estate agent
  • The benefit of being a licensed real estate agent to give multiple options
  • On getting a license to do wholesaling in Philadelphia and the process of getting it
  • On who influenced him to do real estate
  • Marqus’ big vision of building an autonomous driving machine in 18 months
  • His tough time starting wholesaling full-time in 2019
  • Marqus talks about the text message he sent to Brent on getting probate leads.
  • What process he uses in pulling leads
  • What qualifiers he looks for in pulling leads during the pandemic.
  • Breaking down his last two deals
  • His bits of advice on having a conversation with tenants if the property is tenant-occupied
  • How SAW helps him in doing the business every single time

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome to the wholesaling Inc podcast, America’s number one podcast for new real estate investors, where we know that finding discounted property is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP. And I am telling you this, if I could do it, so can you. So let’s get started. I want to dive right in to this conversation today. I want to dive right into this podcast because this one is absolutely going to just… This is a fireball going straight towards your brain, because I’ve got a professional, a real professional wholesaler, a real professional real estate investor out of Philadelphia, out of Bucks County that is here to share his story on how in an era of a pandemic, he made $120,000, all, all by being proactive in his business.
It is my absolute pleasure to introduce to the wholesaling Inc podcast, Marcus Freeman. Marcus, say hello to everybody.

Marcus Freeman:
Hello, hello, everyone. This is for you. Brent, thank you for having me. It’s a blessing. Appreciate you.

Brent Daniels:
It’s a blessing to have you on here because you have been quietly, behind the scenes, just doing deals, doing deals, doing deals. You didn’t have a tremendous amount of experience. You started your business in 2019, it was kind of like a sprint and stop, sprint and stop, and then you really got your momentum going in 2020. So first of all, Marcus, who are you? What is your background? Where’d you grow up? How did you find this business? And then we’ll get into how you’re so successful.

Marcus Freeman:
Yeah. First things first, to God be the glory. We’re here. All the things that you want, you just ask for them, pray and believe it. I’m from Brooklyn, New York originally, and moved around a bunch. Fast forward, I ended up in Philly with my now wife. We were dating and she lived in the greater Philly area from Bucks County, so we ended up back at our hometown, her neck of the woods. So I ended up back in Philly. I’ve always been in and out of real estate and in and out of sales, different roles, as far as like a licensed role. I was a licensed realtor for over maybe 12, 13 years now. Similar backgrounds to you, Brent, similar story as far as coming up in real estate.
So I got licensed in Philadelphia and I started wholesaling just by way of someone asking me if I did it. And I’m like, “I don’t know what that is.” So I looked into it, and YouTube University, everything, fell into Max Maxwell Podcast, which led me into Wholesaling Inc, because he did an interview with Wholesaling Inc, which led me into TTP and following you. So that’s how I got familiar, Sean Terry, everyone. I reached out as far as like YouTube University, really took a deep dive into the business and what it was. So I started in 2019, I made the decision to go full-time wholesaling, even still as a licensed agent.

Brent Daniels:
Let me ask you this, how is your life different now that you are full-time wholesaling as opposed to working as a real estate agent?

Marcus Freeman:
I feel like as a wholesaler, I really have my hands around the business. I feel like I own the real estate business as a wholesaler. And you know this because you talk about this all the time, you have your eyes and ears and feet on the ground. You’re the one basically digging up deals. So agents, they find deals, they network. Everyone knows an agent. We cold call, everyone tells you, “I have an agent.” So agents are at a surface level, but I feel like when you’re wholesaling, you’re really getting down into the dirt, you’re digging these deals up. So I feel like I have a sense of control of the business from a wholesaling standpoint.

Brent Daniels:
Well, I’ve been licensed since ’04, and I just remember weekends and evenings and being at the whim of whatever my buyers and my sellers… I wanted to provide a really great service, I wanted to be there and accessible and communicate and do everything. But it was almost like you have anxiety because you never knew when you were going to get a text or a call or something that you needed to do something or show a house or go on an appointment or dress up really nice. And I just knew, I was like, “Man, there’s got to be a better way. There’s got to be a better way to make income and real estate and have a freedom of schedule.” And that’s really what I found.
Not only that, but I was averaging $7,500 a commission, and now I’m averaging 28,500, a wholesale deal, so it’s not even close. And you get control of your schedule, which I thought was the biggest thing. So when you’re making that transition, and this is a question I often get from people that are real estate agents and there’s a lot of listeners and there’s a lot of people that are watching this, were you going in and you giving multiple options to people saying, “Hey, I can give you a cash offer for your property and here’s the number, or I can list the property for you”?

Marcus Freeman:
Yeah. So that’s one of benefits of being licensed, is you do have the option. And absolutely right. So the way that I would frame it is, from the first phone call, the initial phone call, when they ask usually, “How did you get my number?” I would say, “Well, full disclosure, I am a licensed agent. I’m not calling you as an agent, I’m not calling you for a listing.” And then fast-forward down the line of a conversation, I would let them know, “Listen, if I’m not your buyer, that’s fine, I’ll find your buyer.” And then they’ll ask, “Well, how are you going to do that?” “Well, I’m just going to list the thing.”
So worst case scenario as a wholesaler who happens to be an agent, worst case scenario, I will get the listing.

Brent Daniels:
And can you clarify, because you’re on the ground floor there in Philly, they are trying to make everybody that wholesales, you have to get a license, and we talked about this off air. Can you give us a little bit of just, you’re in the thick of it, where’s the progress there? What’s going there?

Marcus Freeman:
I actually was part of a podcast, it was a seminar session, virtual seminar a couple of months back before the New Year turned with actually my title company. They had an attorney from Philly who discussed the whole thing. And basically, the City of Philadelphia is a huge market for investor activity. And so you have a lot of people who call themselves wholesalers, amateurs who are trying to get deals. They’re hungry for deals, for fast money. And you can’t knock the hustle in that regard, but the City of Philadelphia, they want to crack down on people getting taken advantage of. So the way that they do that is by requiring that if you’re going to do any business in the wholesale business in the City of Philadelphia, they want you to have a license.
What that really entails is you filling out some type of application, yes or no questions and you get some type of certification that says that you can do business in the City of Philadelphia. I don’t think the infrastructure is there yet in terms of actually getting a license as we speak right now on January 20th, Inauguration Day, unless it just got released, but it’s just something that you got to know. If you’re going to do any business in the City of Philadelphia, you’re going to want to have a license. There could be some penalties if you don’t and you get caught.

Brent Daniels:
I think it’s really interesting because what happens in other cities, other states is they see what cities like Philadelphia do, and then they copy it, and then that’s the model that people work off of. So it’s really interesting, everybody in the country that is wholesaling or considering should be keeping an eye and just see, what are the actual requirements in Philadelphia that they’re making you do. Is that something where you have to get a full blown real estate license and go to the school and take the test and do all that? Or is it something that’s more like a certificate where you just have to be registered so that they know that you’re out there and you’re doing things?
So I thought that that’s really interesting that it could just be a certificate or something, not a full blown license.

Marcus Freeman:
From what I gather, it’s a very simple process. And unless you have a conviction of fraudulent activity on your background, it shouldn’t be a problem getting licensed in the City of Philadelphia as a wholesaler. You’re absolutely right, whatever market you’re in, if this is your business, you want to know your business, you want to know the stipulations, you want to know the regulations if there are any, you want to know everything about your business inside and out, and that’s major.

Brent Daniels:
We’re going to go on a time machine right now, we’re going back 13 years before you knew that real estate was going to be your livelihood or your passion or your business or your industry that you’re going to go into, what brought you into real estate? There’s so many other things. I ask this question a lot because I’m genuinely curious. I just don’t run across a lot of people that are there like us. You know what I mean? You meet with your family, you meet with your friends, you see people on Facebook and Instagram, they’re not doing real estate. Why do we do it? Or why did you do it?

Marcus Freeman:
Yeah. It’s interesting that you asked that question because when you listen to a lot of the podcasts, I’ve listened to a bunch of TTP podcasts, Wholesaling Inc, and that question comes up and even about books that you read and things like that. My story, a lot of people I’m sure can relate to it, I have an uncle who’s a real estate investor in New York. Like I said, I grew up in Brooklyn. So I watched him buy his first property in Brooklyn and leverage that property to buy some more, buy some more, buy some more. And when I went to college, I went to college up in Connecticut, I was 18 years old, he told me to read Rich Dad, Poor Dad.
So that’s where it started. It started with Rich Dad, Poor Dad, just like a lot of other people read that book, learned about money, learned about assets versus liabilities. And I was always attracted to real estate because I saw what it provided for my uncle. So that’s what made me jump into it. I jumped into it right after graduation college, 2005, 2006. And I’ve been in and out of it ever since. We got hit with the bubble 2008 to 2010, sort of, and so I got out of it, did a couple of things, did some door to door sales, some door knocking, but real estate was always in the background.
So once I finally moved to Philly after growing a decent size door to door business, I left that business, got back into real estate full-time as an agent and then got introduced to wholesaling. And this was just the path. This is just the path and the trajectory that we’re on right now.

Brent Daniels:
So where does this go? Are you going to be like landlord of 1,000 doors? Do you want to be a bank? Do you want to be a flipper and developer? What’s going on? What gets you excited about the next level? Obviously, you’ve done 120K in wholesale deals, by the way, he did this all by picking up the phone and cold calling and being absolutely proactive. Marcus is not the type, as you can tell by this interview, this conversation that, listen, he’s not going to just wait around for deals to fall into his lap, he’s going to go out and find those deals. So with that, I look at this thing, Marcus, and I’m like, “Man, the sky’s the limit.” You can go so many different ways. What right now, in the beginning of 2021, is sticking out to you as like what you want to do? What’s the big vision?

Marcus Freeman:
So really, the big vision. And I love this conversation because this is for the people, right, Brent? So if we’re talking big, hairy, audacious goals, the big vision is over the next 18 months, this is January 2021, over the next 18 months, I’m going to grow my wholesaling business and to an autonomous driving machine.

Brent Daniels:
I love it.

Marcus Freeman:
I’m ramping up now, I’m hiring cold callers now, training them. I’m going to be training some acquisition managers, recruit and form, training some disposition managers over the next six to nine months. Over the next 18 months, this business is going to be on autopilot and I’m going to leverage this business to do what you just said, actually, as far as being a property owner. Picture this, Brent, I am going to be the black, spiritual, philanthropic Grant Cardone.

Brent Daniels:
I love it.

Marcus Freeman:
So thousands of rental units across the country, all in the area of re-entry housing. All right? Re-entry housing. I feel that in my personal passion is being a part of fixing the rehabilitation process in our prison systems. So I’m going to do that by way of real estate and re-entry housing for our ex-convicts.

Brent Daniels:
I love it. I love it. Actually, after we get off here, I’ve got a referral for you, but that is absolutely incredible. So the autonomous thing, yeah, that’s where it starts. Because you got to free up your schedule to be able to go after those, it’s called BHAGs, Big, Hairy, Audacious Goals, you need to free up your schedule. And then the way to do that is, you’ve got to have a healthy bank account and you have to have that leadership skills that allows you to hire the right people to take over the 17 steps it takes to wholesale real estate. And so you start fitting people into those, and then all of a sudden… Like me, my passion was doing the coaching, I have a team that runs it and we meet on Fridays for two hours, three hours.
And that’s where it’s at, like you were saying, it’s on autopilot for me for my business, and it absolutely frees me up to be able to do that. So there is a path there, and there is opportunity there, but you have to be able to get those deals going first, you have to be able to have that success. You have to have it, not just from a financial standpoint, and I think you’ll agree with this, Marcus, but from a mental standpoint. You know what I mean? You have to know that you can do this, you’ve got to know that you’ve got the systems, you’ve got to know that you’ve got the right plan before you have the financial responsibility of other people in your hands.
So I love it. I’m watching you over the next 18 months, that’s going to be incredible, and you’re going to do it. But talk to me about 2019, because you had started, was your schedule too packed with other things, or were you doing too much traditional real estate, or why didn’t it get off the ground in ’19?

Marcus Freeman:
And again, this is something that a lot of people talk about, I think between you and the Todd Tobacks, you guys have spoken about this a lot. 2019, I made the decision to go full-time wholesaling. And what that meant was, I’m on the phone, I did some door knocking. I started off doing some door knocking, but really hitting the phones, getting lead lists. Imagine this, I’m sitting at my dining room table, I’ve got my laptop in front of me with all my leads, I’ve got my phone here, I’m hand dialing because I don’t have infrastructure in place yet, I don’t have a Mojo Dialer or anything like that, I’m hand dialing these leads one by one. I’ve got my tablet on this side, I’m listening to audio books, Grant Cardone, 10X Rule and be obsessed to be average. I got that thing just rolling.
And then on my TV, I’ve got TTP, Wholesaling Inc, Sean Terry, all YouTube University in front of me. And I’m just going at it, going at it, calling, calling, calling, hand dialing. What happened was, the first half of 2019, I made $0 for the first half of 2019 as a full-time wholesaler. And the reason why I’m telling you that, this is because there are people who are listening to this podcast who are maybe feeling discouraged, They’ve decided to do this business, but they haven’t gotten it off the ground yet. I did it for six months, full-time with a wife, a child, one on the way, we just bought a house in 2018, and I’m going from January to June of 2019 on zero. I’d been working. I’d been working. And you start to see progress.
And I think, Brent, you said it once in a podcast, I think he did like a training of 50 steps to success or something like that. One of the steps was you have to recognize every single little success. So you recognize all the little-

Brent Daniels:
Stack the small wins.

Marcus Freeman:
Small wins. So I’m getting people on the phone, that’s a win, I’m getting callbacks, that’s a win, it just wasn’t materializing into revenue. So I got a deal on the contract that March. Fast-forward, it didn’t close until June. So I got my first check, it was an $8,000 deal, was my first deal, had my LLC name on it, picked it up from the title company, came home, showed my wife the check. I’m like, “Babe, this is it. Let’s go. It’s go time now.” It goes back to the goal, to the dream. What is important to you? For me, it was being a man. I’m being a provider for my family and setting something up, not having to work for anyone, being able to be home with my child.
I was home with my son every day while I’m hustling, he’s watching me grind it out. You have to earn the freedom that you want, and that’s what I was doing in the first half of 2019, just grinding and trying to earn. The check started rolling in the second half of the year. And by October, November of that year, I decided to reinvest into my business and join the TTP family. It was right around Thanksgiving, I got into the program, got into the training. So this is where it comes in, where I’ve heard you guys say this before, you guys meaning you, Todd Toback. I’ve heard you guys talk about this. All the YouTube videos out there, all of the material is out there, and you’re taking a deep dive into it.
But the fact that of the matter is, if you don’t have this program, you’re all over the place. And that’s where I was first half of 2019. So I got into the program and now I have a structure to it. Now, I’m able to systemize what TTP really is, the scripts, the next step, the next step after that. So by start at 2020 now, now I’m getting the ball rolling. I’ll be quite honest with you, the holidays hit. The holidays hit, and 2019, holidays hit. So I wasn’t really working, I wasn’t working. So by 2020, January, I didn’t make any money in January 2020. The summer hit, it doesn’t work in the summer, so I didn’t make any money in August or September of last year, but I still managed to make the results happen as what you mentioned.
2019 was rough, and you guys, you’re going to go through those rough patches. Getting your business, getting anything off the ground is just going to be tough. But if this is what you decide that you want to do, if you’ve made that decision, you don’t turn away from that decision and decide to do something else because no matter what you decide to do, if you’re going to do it for yourself and work for yourself, you’re going to have that struggle regardless getting it off the ground. So just go, put your head down and go.

Brent Daniels:
And that is the difference between the people that make it and the people that don’t. I’m telling you, some of the absolute best superstars around the country, it took them six months to get their first deal. For real, six months. I always tell people, you need to expect 90 days before you get your first deal of really grinding and really grinding. And people are like, “Oh no, 90 days. How am I supposed to last that long? Mentally, I can’t do it. I need to switch it up. I’ve got a shiny object here and Bitcoin there and drop shipping and all these other things that are popping up at me.” But if you stick to the plan, if you make the decision that you’re going to make real estate investing your life and your lifestyle, stick it out. I’m telling you the reward is so much better than the risk that you’re having over that really tough six months to essentially a year and now you’re off and you’re running.
Listen, you did some deals, it was a proof of concept, you were getting it going. Now, you’re full go. You joined TTP, you got into it and just went bananas. I want to put you on the spot though. You’re ready?

Marcus Freeman:
Go.

Brent Daniels:
I want to put you on the spot. I want to read a text that you sent me because I think that it’s a really interesting text and I want to see how you respond now. So you said to me, “Hey, Brent, Marcus Freeman here. Hit a mental roadblock, prospecting probates, from a moral standpoint. I know it can be lucrative and I have access to public records, but still conflicted. Any thoughts on overcoming it and going rhino on probate leads?” How do you feel now? Because I responded like, “Don’t hallucinate, you’re assuming you know, you’re making judgements that you know what’s best for the seller without even talking to them. Have you tried it? Have you got into it? Is that part of your business?” Are you still feeling like, “You know what, I’m doing enough business on other lists, I just still don’t feel comfortable.”

Marcus Freeman:
I have not actually started touching probates yet in terms of the reinvented business. So 2020 business, I didn’t do any probates. That question, I remember that text that I sent you, and you’re absolutely right. If you talk about what I think about that now, versus when I sent you that text, it’s funny you mentioned that, I didn’t know you’re going to bring that up. I was training my cold call today and we’re on Mojo, and I told him, he’s leaving a message and he was getting ready to hit contact. He’s screen-sharing with me, so I’ve seen everything he’s doing. He’s getting ready to hit contact on it, and I said, “Don’t assume anything.”
And I actually thought about that text that I sent you when I told him that, don’t assume anything, you don’t know who the person is that you just left a message for, you don’t know what their situation is. Long story short, you’re absolutely right, you can assume, you know what you’re in the business of. And if your mindset is, how can I serve the person that I’m reaching out to, then nothing else matters, because you’re coming from a place of goodness. If you have to do something, you have to help people. When I did door to door sales, I had a coach, a manager who used to say it, you’re not where you want to be in life because you haven’t helped enough people yet.
If you have a servant mentality and you go out there to serve people, good things will come back to you. And the same thing happens with probates. Somebody out there has a problem and they’re in a probate situation and they need to get rid of a property, and when you cold-call them, you’ll find that out, but you can’t assume anything

Brent Daniels:
Perfectly said, I have nothing to add to that. And I add to everything, that was perfect. What list do you like? What do you like calling? And then let’s break down a deal.

Marcus Freeman:
Yeah. As an agent, obviously, you have access to the MLS. The way that I pull my lists now is I pull all leads by zip code and the MLS that have had the most cash transactions. And Philadelphia, like I said, it’s just a hot market, you can’t really go wrong in the City of Philadelphia, but there are still certain zip codes that you want to do more business in than others. So it really is a buy zip code lead generation process that I use.

Brent Daniels:
What is there signs of distress that you pull in those zip codes? You’re not just pulling every house, right?

Marcus Freeman:
Right. What I’m pulling is I’ll pull leads that are, I pull by zip code, I’ll pull it by the length of time because I want equity in the property, so I’m pulling it by the length of time of ownership, last sales transaction.

Brent Daniels:
10 years?

Marcus Freeman:
I would say, from seven years prior on back, as far back as you can go. So I’m pulling out blocks of leads from seven years prior, all the way back. I started off doing… Last year I did a lot of non-owner occupant properties, that was my bread and butter last year. This year, I’m opening it up to everyone, you go from seven years and back. So with that, there’s a lot of volume, just a lot more nos that you got to filter through, but there are some lucrative opportunities. I am getting some probates just by virtue of that, they fall into the pool, pre-foreclosures fall into that pool. So I’m getting some of those too, but it’s a pretty large pool. That just means a lot of leads to filter out, and a lot of business to get.

Brent Daniels:
I love it. Just to clarify for everybody, you had seven years, so basically what Marcus is saying is you want to look at when they bought it. So if it’s 2021 right now, you want to go that they bought it before 2014. And the reason for that is there’s been appreciation in Philly, and properties are worth more, so there’s more equity. And it’s a short enough window to where hopefully they didn’t suck out all their equity through some home equity line, but you deal with that sometimes. And he was going after non-owner occupied, basically rental properties. Were most of them vacant or were they occupied this year?

Marcus Freeman:
Maybe half and half.

Brent Daniels:
Same with us.

Marcus Freeman:
It’s an interesting thing now, especially with COVID. One of the questions that I would ask is my qualifiers aside from condition, timeline, motivation and price is, is this property occupied, or is it vacant? Obviously, a lot of investors want vacant properties these days, especially, and if it is occupied, I would ask, can it be delivered vacant? And how much time would you need for that? Oftentimes, they’re month to month leases, you have some long-term tenant situations, so usually, the timeline is about 90 days or sooner. But that’s important whether or not it’s occupied at this point.

Brent Daniels:
Awesome. Let’s break down a deal. What do you got for me?

Marcus Freeman:
Let’s do it. Speaking in terms of occupied property, I know that that’s something that we’re going to be dealing with, today’s Inauguration Day, and with that, the moratorium for evictions is getting extended to March 31st or the end of March. And this is a real thing that we’re dealing with in our business. So I want to talk about that. The last two deals that I did, one actually just closed yesterday, but we’ll talk about the one before that. It was a very clean deal, it was a retired Philadelphia cop, cold called them, left them a voicemail. He actually called me back just to see who I was and why I was calling them, a really, really caught minded type of individual, but I build the rapport with them, found out that he wants to retire.
He’s actually a retired cop, but he wants to retire from being a landlord. So he owns a few properties and this one in particular that I called them about, he was willing to sell property. He hadn’t managed it so we knew in terms of condition, that it was a pretty beat up property without even seeing it. It was occupied, it was occupied for a long time. He had a long-term 30-year tenant in there, and that’s a very colorful situation because they used to be best friends and they had a falling out since then and they hate each other and the tenant stopped paying rent. And these are the situation. This is a real situation for everyone out there.
You’re going to run into these situations, and it’s important. I’m only telling you this because these are the questions that you have to ask. This is the type of detail that you have to pull out of these people when you’re talking about the situation with the property and with the tenant. Long story short, we got the property under contract at a fairly decent price, really good price, just because he wanted to get rid of the property, he wanted to get rid of the problem with the tenant. He gave the tenant 15 days’ notice that this property was being sold. So I had the pleasure of actually going in after getting it under contract, going in and smoothing, ironing things out with the tenant.
This was my investor showing, my one-time investor showing. So I’ve got guys coming in and out of this place and ironing things out with the tenant. This deal was a $17,000 deal, it was a $17,000 assignment deal. What that did for me, it gave me flexibility to offer cash for keys. So my buyer wanted the property. All of my buyers, I got multiple offers on this property, it’s right in Philly, right off of 95, hot location, up and coming. And so I got multiple offers on a property. The highest offer won the property. And he’s a pretty good guy, I could tell someone that I’m going to do future business with as far as the buyer goes.
But either way, he wanted the property vacant. So I offered the tenant cash for keys. He wasn’t working, so he’s not generating an income, he was going to live in his van. He knew he was going to have to move, but he also knew his rights as a tenant and as a squatter. So what do you do? He knew that the property was going to be sold. At that time, by the end of the year, he was going to have to go anyway. This deal closed in November, at the end of November. So he knew he had about a month left according to the previous moratorium. So what I did, I said, “Listen, we’re going to need to take over this property, I’m going to offer you a couple thousand dollars, but I need this place vacated and I needed relatively emptied out. Whatever you can’t get out, don’t worry about it, but I just need it vacated.”
He was a little upset about it, but he went along with it because he needed the cash. He had no other source of income, no other means to get $2,000 in his pocket. So the day before settlement, I went over there and met with him, he and I went back inside, we did a quick walkthrough. We talked, again, ladies and gentlemen, you want to come from a place of service. I wanted to find out how I can help this guy, and that’s where it came down to. So I gave him an envelope full of cash, and he gave me the keys. And I told him, “Hey, listen, give me a call if you need anything. I’m an agent, if you need a place, I will find you a place.” He’s just like, “Ah, I’m going to be fine, I’m going to stay in my buddy’s couch and whatever.”
So that was a cash for keys deal. It works, use it, implement that into your strategy, especially now with the eviction moratorium. You can’t evict, that’s the bottom line. You can’t evict, tenants know that, they stopped paying rent, a lot of them. And this is a pain point for the seller, it’s a pain point for the seller, and it’s something that you can leverage, knowing that you’re generating revenue off of this deal, offer a cash for keys and make that deal happen.

Brent Daniels:
Well, a couple of things, because I took a bunch of notes there, Marcus. A couple of things that I noticed here is one, you made, and I’m going to ring the bell here in a second, but I want to finish this up, you made the money on this by solving that problem of that landlord. One, they had a falling out, they were friends that had a falling out, so they’re not communicating, which happens all the time, all the time, all the time, all the time. That’s why we get so many good deals. Two is, he doesn’t have a job, he doesn’t have income, the tenant, and he knows his rights. He could’ve planted there. He could’ve really planted there.
It took you to go in there and to listen to him and see what he needed and asked the important question, how can I help you out here? Your landlord’s going to sell this property, I want to make sure that you land on your feet and at least give enough, at least… You only had 15 days to figure this out or at least that’s the notice that he gave him, you’re back’s against the wall anyway. But at least you’re communicating with them and you’re helping them out, and you’re being there as a human being, as somebody that is there to help serve them. And that is why we get paid, because guess who doesn’t want to do that? The owner of the property.
The owner of the property doesn’t want to do that, but he also doesn’t want to have the headache. So you solved all this, you made 17,000 and now you get a bell….

Marcus Freeman:
Yeah, it was good. It was a good deal, but these are the things that we’re going to have to be dealing with occupied properties.

Brent Daniels:
One question I have is, what do you say because a lot of people watching and listening are like, “Oh my gosh, if I had to go and knock on the door or call a tenant of a property and it’s like a weird situation, I wouldn’t even know what to say to him.” Give some advice to people and what they should say to somebody, if it’s a tenant occupied and it’s a rough situation.

Marcus Freeman:
First thing I asked, the way that I set this up, and I get this from your training, and from all the videos is, I tell the seller, “Hey, listen, at some point, I really would like to get into the property. I know that it’s occupied. And obviously, with the times that we’re in now with COVID, we want to make it COVID safe, but I really would like to get in there with some of my partners and really just eyeball, walk through, a quick walk through. How can we set that up?” So, I’ll set it up with the seller and I’ll have the seller contact the tenant to give them a heads up that I’m coming.
The tenant always, especially in nowadays neighborhoods, you don’t want to just go knocking on people’s doors saying, “Hey, come and do a walk through.” You got a mask on, so they don’t even know who you are. So the seller will set that up by my request, and then by the time I get there, the tenant knows I’m coming. I let the tenant know, “Hey, I’m going to be in and out. I appreciate, thank you for letting me in your space. I appreciate you letting me in, this will be a very quick walkthrough. It might be up to 30 minutes or so, but we’ll be in and out. I’m going to take some photos, I’ll have some people coming in and taking some photos, and we’ll be out of your way.”
And so now while my cash buyers, investor partners, financial partners, whatever you refer to them as, as they’re doing their walkthroughs, that’s when I’m having the conversation with the tenant, and that’s when I’m digging deeper with the tenant to find out what their situation is, how long have they been there? Is it tumultuous? Are they working? Do they have options? What can I do for you? It is really the bottom line of the conversation that I’m having with the tenant while my investors are doing their walk through.

Brent Daniels:
I love it. And if you boil it down, what can I do for you? That’s it. What can I do for you to help you out in this situation? This is what’s going on, what can I do for you? And then just let them talk. So go there with a servant mindset, that’s what you want to do. Go there in service, and you’re going to win. Phenomenal. Marcus, how do people get in touch with you? How do they find you? How do they reach out if they want to say that they love you, they want to partner with you, they want to sell you deals or help sell deals, how do they get in touch with you.

Marcus Freeman:
The best way is probably by email. Actually Brent, I’ve taken myself off the grid.

Brent Daniels:
I know you have.

Marcus Freeman:
I have been out of [crosstalk 00:35:07] more, I have an Instagram, I barely use it, so I couldn’t even tell you how to @me in Instagram. I’ll give you my email, it’s Freemase, F-R-E-E-M-A-S-E.co@gmail.com. Probably the best way, I always get it on my phone or wherever I’m at, I’m always on my email. Shoot me an email, you can tag TTP podcast, whatever on it, so I’ll know where it’s coming from, but that will probably be the best way at this point to reach out to me.

Brent Daniels:
I love it. I love it. And listen, I see the vision, I see this next 18 months, I’m excited to watch the journey and I’m excited to see this re-entry housing dream come true. I think it’s very much needed. And listen, I think you could do it. I think you’ve got this. So I’m excited to watch it. I’m excited that you got to share that. I think a lot of people have got a ton of inspiration and hope and confidence from listening to you, and listening to your story about going through this and taking a year and then really taking off and having these big goals, and going out and being proactive. So thank you for being on the podcast. Final thoughts?

Marcus Freeman:
Final thoughts. Again, this is for the people, Brent. When you’re out there, if you haven’t done a deal yet, or if you’ve done a deal and it’s a little bit of a lag time between the first and second or the next deal, there are three things that have helped me. It’s actually one thing, but it’s an acronym because in sales, we love acronyms, TTP, it’s called SAW, S-A-W. And I learnt this over a decade ago when I started doing door to door sales. S stands for System. You have a system in place, you have TTP. This is the track, you don’t have to blaze a trail if you want to be successful in this business, just figure out who’s done it before, who’s done it really well, and follow the path that they’ve laid out.
TTP lays that foundation. So system is S, you can also substitute the S, the system for student mentality, because even when you’ve got the system down, sometimes we think we know it all, and that’s when you hit a rut, it’s when you hit a little funk in your business. That’s when it’s time to unlearn what you thought you knew and go back to the basics with your student mentality, go back to that system. The A, Attitude. We all know what a positive mental attitude is. But let me describe what a positive mental attitude is because we all do the same business. When you’re cold calling and you get that guy on the phone and he’s like, “Yo.” And you’re like, “Hey, I just called to see if you’ll consider an offer on your property there.”
And he’s like, “Well, who told you to call me? Who are you? How’d you get my number? Who told you? Did you see a for sale sign on my property? If I wanted to sell, I’ll list it with an agent.” We’ve all talked to that guy before, you talk to him, I talked to him today.

Brent Daniels:
Thousands of times.

Marcus Freeman:
All the time, a bunch of times. Positive mental attitude is when that guy, because he’s still on the phone, he still hasn’t hung up on you yet, when he’s still on the phone, and you can say something to the effect of, “Hey, you know what, it sounds like you’re not ready to sell yet, I can appreciate that. Thank you for your time, I wish you all the best.” And you know what that guy’s going to say, because he’s still on the phone, he just ruined you out and told you a new one, but he’s still on the phone. You know what he’s going to say back to you before he hangs up, “Thank you. You too.” That is a small win for your attitude, and that is that win that you can take to the next dial and the next dial and the next hot lead that’s going to pop up because you managed that positive mental attitude. That attitude is going to take you a long way.
And then the W is Work ethic, work ethic. You just got to work. Again, work ethic speaks for itself, we all know how to do it, we all know what we need to do. But for whatever reason, sometimes we still don’t do it. So for me, work ethic, especially now, is being able to get off the grid. That’s why I cut off my Facebook, I don’t want to catch myself during the day doing this right. Work ethic to me is telling my close friends and family, “Hey, I love you, I can’t hang out with you right now, I’m doing something.” And they don’t have to understand it, they don’t have to understand it, but they will appreciate it because they appreciate the focus that you’re putting into something that you’re doing to better yourself.
Work ethic is short term sacrifice leads to a lifetime of paradise. System, attitude, work ethic, every single time. System, attitude, work ethic, every single time.

Brent Daniels:
I broke the bell, I broke the bell, I broke the bell. SAW, baby. That is absolutely incredible. Thank you so much. Guys, you got to reach out to Marcus, show him some love, send him an email. He’s off the grid. I’ll get him back on the grid, don’t worry, but he’s off the grid. If you guys are interested in joining the most proactive group in real estate investing like my man Marcus here, it is the TTP Program at WholesalingInc.com/TTP. That’s WholesalingInc.com/TTP. Check out the testimonials, scroll and scroll and scroll. If you feels it’s good in your gut, sign up for a call. I look forward to working with you personally.
Marcus, absolutely incredible. I love this podcast, it was phenomenal. Thank you. It took me a while to get you, but I got you, and it was so worth it. So thank you so much, and I’m excited to see what happens in the future. Everybody out there, as always, I encourage you to Talk to People. Love you. Till next time, see ya.

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