Posted on: March 04, 2021
WI 636 | Philadelphia Wholesaler

 

It is undeniable that the pandemic has affected businesses of all sorts globally, weakening the economy. However, with some proactivity, you can actually grow your businesses and earn a hefty income. How do you remain resilient and thrive amidst the crisis? How do you adapt to the changing market?

Today’s guest is Marqus Freeman, a professional real estate investor and a wholesaler from Philadelphia. He shares his story on how he made $120k during the pandemic and gives some insights on how to find and take advantage of the opportunities during the crisis. Marqus is a TTP family member and uses what he learns from the program in doing wholesale.

In this episode, Marqus talks about his wholesaling journey. He also shares how he gained so much success in doing it full-time. Also, discover his vision, stumble-blocks, the process that he uses in pulling leads, deals made, and tips on handling the situations. Learn how to do wholesaling successfully in this time of pandemic through Marqus’ valuable inputs. Listen and enjoy!

Episode 637: The Unique Approach a Philadelphia Wholesaler Used to Generate $120k in Wholesale Fees!

Episode Transcription

I want to dive right into this conversation in this show because this is a fireball going straight towards your brain. I’ve got a real professional wholesaler and real estate investor out of Bucks County, Philadelphia that is here to share his story on how in an era of a pandemic he made $120,000 all by being proactive in his business. It is my absolute pleasure to introduce to the show Marqus Freeman. Marqus, welcome.

This is for you. Brent, thank you for having me. It’s a blessing. I appreciate you.

It’s a blessing to have you on here because you have been quietly behind the scenes doing deals. You didn’t have a tremendous amount of experience. You started your business in 2019. It was a sprint and stop and then you got your momentum going in 2020. First of all, Marqus, who are you? What is your background? Where’d you grow up? How did you find this business? We’ll then get into how you’re so successful.

First things first, to God be the glory we’re here. All the things that you want, you ask for them, pray and believe it. I’m from Brooklyn, New York originally. I moved around a bunch. Fast forward, I ended up in Philly with my wife. When we were dating, she lived in the greater Philly area. I’m from Bucks County so we ended up back at our hometown, our neck of the woods. 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 a licensed role. I was a licensed realtor for years. Similar backgrounds to you, Brent, similar story as far as coming up in real estate.

I got licensed in Philadelphia and I started wholesaling by way of someone asking me if I did it. I’m like, “I don’t know what that is.” I looked into it in YouTube university, everything. I 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, Sean Terry and everyone. That’s how I got familiar. I reached out as far as YouTube university. I took a deep dive into the business and what it was. I started in 2019. I made the decision to go full-time wholesaling, even still as a licensed agent.

How is your life different that you are full-time wholesaling as opposed to working as a real estate agent?

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

I’ve been licensed since ’04. I remember weekends, evenings and being at the whim of my buyers and my sellers. I wanted to provide a great service. I wanted to be there, accessible, communicate and do everything. It was almost like you have anxiety because you never knew when you were going to get a text, a call or something that you needed to do, show a house, go on an appointment or dress up nice.

I was like, “There’s got to be a better way to make income in real estate and have a freedom of schedule.” That’s what I found. Not only that but I was averaging $7,500 a commission and then I’m averaging $28,500 a wholesale deal so it’s not even close. You get control of your schedule, which I thought was the biggest thing.

This is a question I often get from people that are real estate agents. There’s a lot of followers and people that are reading this. Were you going in and giving multiple options to people saying, “I can give you a cash offer for your property. Here’s the number. I can list the property for you?”

Work ethic is a short-term sacrifice that leads to a lifetime of paradise.

One of the benefits of being licensed is you do have the option. The way that I would frame it is from the initial phone call when they ask usually, “How did you get my number?” I would say, “Full disclosure, I am a licensed agent. I’m not calling you as an agent. I’m not calling you for a listing.” Fast forward down the line of a conversation, I would let them know, “If I’m not your buyer, that’s fine. I’ll find your buyer.” They’ll ask, “How are you going to do that?” “I’m going to list the thing.” Worst case scenario as a wholesaler who happens to be an agent, I will get the listing.

You’re on the ground floor there in Philly and they are trying to make everybody that wholesales get a license. You’re in the thick of it. Where’s the progress there? What’s going on there?

I was part of a podcast. It was a virtual seminar session a couple of months back before New Year 2021 turned. With my title company, they had an attorney from Philly who discussed the whole thing. The city of Philadelphia is a huge market for investor activity. You have a lot of people who call themselves wholesalers and amateurs who are trying to get deals. They’re hungry for deals and fast money. You can’t knock the hustle in that regard but the City of Philadelphia wants to crack down on people getting taken advantage of. 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 entails is you’re 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 that the infrastructure is there yet in terms of getting a license on Inauguration Day unless it just got released. It’s 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.

It’s interesting because what happens in other cities or other states is they see what cities like Philadelphia do, they copy it and then that’s the model that people work off of. Everybody in the country that is wholesaling or considering should be keeping an eye and 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, go to school, take the test and do all that or is it something that’s more like a certificate where you have to be registered so that they know that you’re out there and you’re doing things? It’s interesting that it could just be a certificate or something, not a full-blown license.

From what I gathered, it’s a very simple process. 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 right. Whatever market you’re in, if this is your business, you want to know your business, the stipulations, the regulations if there are any and everything about your business inside and out and that’s major.

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

It’s interesting that you asked that question. I’ve listened to a bunch of TTP podcasts, Wholesaling Inc. That question comes up, even about books that you read and things like that. A lot of people I’m sure can relate to my story. I have an uncle who’s a real estate investor in New York. I grew up in Brooklyn. I watched him buy his first property in Brooklyn and leverage that property to buy some more.

I went to college up in Connecticut. When I was eighteen years old, he told me to read Rich Dad Poor Dad. That’s where it started. A lot of other people read that book, learned about money, learned about assets versus liabilities. I was always attracted to real estate because I saw what it provided for my uncle. That’s what made me jump into it. I jumped into it right after college graduation in 2005 or 2006. I’ve been in and out of it ever since.

We got hit with the bubble from 2008 to 2010 so I got out of it. I did a couple of things, did some door-to-door sales, some door-knocking but real estate was always in the background. 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. This is the path and the trajectory that we’re on.

WI 636 | Philadelphia Wholesaler

Philadelphia Wholesaler: As a wholesaler, you have your hands around the business. You have your eyes, ears, and feet on the ground. You’re basically the one digging up all the deals.

 

 

Where does this go? Are you going to be a 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? You’ve done $120,000 in wholesale deals. By the way, he did this all by picking up the phone, cold calling and being proactive. Marqus is not the type, as you can tell by this conversation, that’s going to just wait around for deals to fall into his lap. He’s going to go out and find those deals. I look at this thing, Marqus, and I’m like, “The sky’s the limit.” You can go so many different ways. What, at the beginning of 2021, is sticking out to you as what you want to do? What’s the big vision?

I love this conversation because this is for the people. We’re talking big hairy audacious goals. The big vision is over the next eighteen months I’m going to grow my wholesaling business into an autonomous driving machine. I’m ramping up. I’m hiring cold callers and training them. I’m going to be training some acquisition managers, recruit and form. I’m training some disposition managers over the next 6 to 9 months. Over the next eighteen months, this business is going to be on autopilot and I’m going to leverage this business to do what you said as far as being a property owner.

Picture this, Brent. I am going to be the black, spiritual, philanthropic Grant Cardone, thousands of rental units across the country, all in the area of reentry housing. My personal passion is being a part of fixing the rehabilitation process in our prison systems. I’m going to do that by way of real estate and reentry housing for our ex-convicts.

That’s where it starts because you’ve got to free up your schedule to be able to go after those BHAGs, Big Hairy Audacious Goals. The way to do that is you’ve got to have a healthy bank account and the leadership skills that allow you to hire the right people to take over the seventeen steps it takes to wholesale real estate. You start fitting people into those. My passion was doing the coaching. I have a team that runs it and we meet on Fridays for 2 to 3 hours. That’s where it’s at. It’s on autopilot for me for my business and it frees me up to be able to do that.

There is a path and 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 you’ll agree with this, Marqus, but from a mental standpoint. You have to know that you can do this. You’ve got to know that you’ve got the systems and the right plan before you have the financial responsibility of other people in your hands. I’m watching you over the next eighteen months. That’s going to be incredible. You’re going to do it. Talk to me about 2019. When you had started, was your schedule too packed with other things? Were you doing too much traditional real estate? Why didn’t it get off the ground in ’19?

This is something that a lot of people talk about. Between you and the Todd Tobacks, you guys have spoken about this a lot. In 2019, I made the decision to go full-time wholesaling. What that meant was I’m on the phone. I started off doing some door-knocking but hitting the phones and 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 and I’m hand dialing because I don’t have an 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 and I’m listening to audiobooks, Grant Cardone’s 10X Rule and Be Obsessed or Be Average. I got that thing rolling. On my TV, I’ve got TTP, Wholesaling Inc., Sean Terry, all YouTube university in front of me. I’m going at it, calling, hand dialing.

In the first half of 2019, I made $0 as a full-time wholesaler. The reason why I’m telling you that like this is because there are people who are reading this show, Brent, 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 $0. I’d been working. You start to see progress. Brent, you said it once in a show that you did a training of 50 steps to success or something like that. One of the steps was you have to recognize every single little success.

Stack the small wins.

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. I got a deal on the contract that March 2019. Fast forward, it didn’t close until June 2019. I got my first check. It was an $8,000 deal. It was my first deal. I had my LLC name on it. I picked it up from the title company. I came home and showed my wife the check. I’m like, “This is it. Let’s go. It’s go time now.” It goes back to the goal and the dream. What is important to you? For me, it was being a man. I’m being a provider for my family, setting something up, not having to work for anyone and being able to be home with my child. I was home with my son every day. While I’m hustling, he’s watching me grinding it out.

You have to earn the freedom that you want and that’s what I was doing in the first half of 2019, grinding and trying to earn. The check started rolling in the second half of the year. By October or November of 2019, I decided to reinvest into my business and join the TTP family. It was right around Thanksgiving. I got into the program and the training. 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 talk about this. All the YouTube video and material is out there. You’re taking a deep dive into it.

Recognize every single little success.

The fact of the matter is if you don’t have this program, you’re all over the place. That’s where I was for the first half of 2019. I got into the program then I have a structure to it. I’m able to systemize what TTP is, the scripts, the next step, the next step after that. By the start of 2020, I’m getting the ball rolling. I’ll be quite honest with you. The 2019 holidays hit so I wasn’t working. By January 2020, I didn’t make any money. The summer hit, I didn’t work in the summer so I didn’t make any money in August or September of 2020 but I still managed to make the results happen.

2019 was rough. You’re going to go through those rough patches. Getting anything off the ground is going to be tough. 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. 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 of getting it off the ground so put your head down and go.

That is the difference between the people that make it and the people that don’t. Some of the absolute best superstars around the country, it took them six months to get their first deal. I always tell people, “You need to expect 90 days before you get your first deal of grinding.” People are like, “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, Bitcoin there, dropshipping and all these other things that are popping up at me.”

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. The reward is so much better than the risk that you’re having over that tough six months to essentially a year then you’re off and you’re running. You did some deals. It was a proof of concept. You were getting it going. You’re full go. You joined TTP. You got into it and went bananas.

I want to put you on the spot. I want to read a text that you sent me because it’s an interesting text and I want to see how you respond. You said to me, “Brent, Marqus 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? I responded, “Don’t hallucinate. You’re assuming. You’re making judgments 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, “I’m doing enough business on this other list. I just don’t feel comfortable.”

I have not started touching probates yet in terms of the reinvented business. 2020 business, I didn’t do any probates. I remember that text that I sent you and you’re right. It’s funny you mentioned that. I didn’t know you’re going to bring that up. I was training my cold caller. We’re on Mojo. 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. I said, “Don’t assume anything.”

I thought about that text that I sent you when I told him, “Don’t assume anything. You don’t know who the person is that you left a message for. You don’t know what their situation is.” Long story short, you’re right. You can assume. You know what you’re in the business of. 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, “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.” The same thing happens with probates. Somebody out there has a problem. They’re in a probate situation and they need to get rid of a property. When you cold call them, you’ll find that out but you can’t assume anything.

I have nothing to add to that. That was perfect. What list do you like? What do you like calling? Let’s break down a deal.

WI 636 | Philadelphia Wholesaler

Philadelphia Wholesaler: If your mindset is about how you can serve the person that you’re reaching out to, then nothing else matters because you’re coming from a place of goodness.

 

As an agent, you have access to the MLS. The way that I pull my lists is I pull all leads by zip code in the MLS that have had the most cash transactions. Philadelphia is a hot market. You can’t go wrong in the city of Philadelphia but there are still certain zip codes that you want to do more business in than others. It is a buy zip code lead generation process that I use.

What are the signs of distress that you pull in those zip codes? You’re not just pulling every house.

I’ll pull by zip code. I’ll pull it by the length of time of ownership because I want equity in the property.

Ten years?

I’m pulling out blocks of leads from seven years prior all the way back. In 2020, I did a lot of non-owner occupant properties. That was my bread-and-butter. In 2021, I’m opening it up to everyone from seven years and back. With that, there’s a lot of volume, a lot more noes that you got to filter through but there are some lucrative opportunities. I am getting some probates by virtue of that. Pre-foreclosures fall into that pool so I’m getting some of those too. It’s a large pool. That means a lot of leads to filter out and a lot of business to get.

To clarify, you had seven years. What Marqus is saying is you want to look at when they bought it. If it’s 2021, you want to go when they bought it before 2014. The reason for that is there’s been appreciation in Philly and properties are worth more so there’s more equity. 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. He was going after non-owner-occupied rental properties. Were most of them vacant? Were they occupied in 2021?

Maybe half and half. It’s an interesting thing especially with COVID. One of the questions that I would ask my qualifiers aside from condition, timeline, motivation and price is, “Is this property occupied or is it vacant?” A lot of investors want vacant properties. If it is occupied, I would ask, “Can it be delivered vacant? How much time would you need for that?” Oftentimes, they’re month-to-month leases. You have some long-term tenant situations. Usually, the timeline is about 90 days or sooner. That’s important whether or not it’s occupied at this point.

Let’s break down a deal. What do you have for me?

Speaking in terms of occupied property, I know that that’s something that we’re going to be dealing with. Because of Inauguration Day, the moratorium for evictions is getting extended. This is a real thing that we’re dealing with in our business. I want to talk about that. The last two deals that I did, one just closed but we’ll talk about the one before that. It was a very clean deal. It was a retired Philadelphia cop. I cold-called him and left him a voicemail. He called me back to see who I was and why I was calling him, a cop-minded type of individual.

I built a rapport with him. I found out that he wants to retire. He’s a retired cop but he wants to retire from being a landlord. He owns a few properties. This one in particular that I called him about, he was willing to sell the 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 for a long time. He had a long-term tenant in there. That’s a colorful situation because they used to be best friends and they have had a falling out since then. They hate each other and the tenant stopped paying rent.

You have to earn the freedom you want.

This is a real situation for everyone out there. You’re going to run into these situations. 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, a good price because he wanted to get rid of the property and get rid of the problem with the tenant. He gave the tenant fifteen days’ notice that this property was being sold. After getting it under contract, I had the pleasure of going in, smoothing, ironing things out with the tenant. This was my one-time investor showing. I’ve got guys coming in and out of this place and ironing things out with the tenant.

This deal was a $17,000 assignment deal. What that did for me is it gave me the flexibility to offer Cash for Keys. My buyer wanted the property. I got multiple offers on this property. It’s in Philly, right off of 95, hot location, up and coming. The highest offer won the property. He’s a good guy, I could tell, someone that I’m going to do future business with as far as the buyer goes. 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. 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 at the end of November 2020 so he knew he had about a month left according to the previous moratorium.

What I did is I said, “We’re going to need to take over this property. I’m going to offer you a couple of thousand dollars but I need this place vacated and I need it relatively emptied out. Whatever you can’t get out, don’t worry about it. 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.

The day before settlement, I went over there and met with him. He and I went back inside. We did a quick walkthrough and talk. 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. I gave him an envelope full of cash and he gave me the keys. I told him, “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 like, “I’m going to be fine. I’m going to stay on my buddy’s couch.”

That was a Cash for Keys deal. It works. Use it and implement that into your strategy especially with the eviction moratorium. You can’t evict. That’s the bottom line. Tenants know that. A lot of them stopped paying rent. This is 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.

A couple of things that I noticed here is one, you made the money on this by solving that problem of that landlord. One, they were friends that had a falling out so they’re not communicating, which happens all the time. That’s why we get so many good deals. Two is the tenant doesn’t have a job, he doesn’t have income and he knows his rights. He could’ve planned it there.

It took you to go in there, listen to him, see what he needed and ask 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. You only had fifteen days to figure this out.” That’s the notice that you gave him. Your back’s against the wall anyway but at least you’re communicating with him and you’re helping him out. You’re being there as a human being, as somebody that is there to help serve him. That is why we get paid because guess who doesn’t want to do that? The owner of the property but he also doesn’t want to have the headache. You solved all this and you made $17,000 so you get a bell ring.

It was a good deal. These are the things that we’re going to have to be dealing with occupied properties.

A lot of people reading are like, “If I had to go, 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 on what they should say to somebody if it’s a tenant occupied and it’s a rough situation.

WI 636 | Philadelphia Wholesaler

Philadelphia Wholesaler: With COVID, one of the questions you want to add to your qualifiers is if the property is occupied. Many investors want vacant properties these days.

 

I get this from your training and from all the videos. The way that I set this up is I’ll tell the seller, “At some point, I would like to get into the property. I know that it’s occupied. With the times that we’re in with COVID, we want to make it COVID safe but I would like to get in there with some of my partners and eyeball, a quick walkthrough. How can we set that up?” 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.

Especially in neighborhoods during a pandemic, you don’t want to just go knocking on people’s doors saying, “Come and do a walkthrough.” You got a mask on so they don’t even know who you are. 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, “I’m going to be in and out. 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.”

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. 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 the bottom line of the conversation that I’m having with the tenant while my investors are doing their walkthrough.

If you boil it down, that’s it. “What can I do for you to help you out in this situation? This is what’s going on.” Let them talk. Go there with a servant mindset. That’s what you want to do. Go there in service and you’re going to win. It’s phenomenal. Marqus, 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 you sell deals?

The best way is probably by email. Brent, I’ve taken myself off the grid. I have an Instagram but I barely use it so I couldn’t even tell you how to add me on Instagram. I’ll give you my email. It’s Freemase.co@gmail.com. It’s probably the best way. I always get it on my phone. Wherever I’m at, I’m always on my email. Shoot me an email. You can tag TTP Podcast on it so I’ll know where it’s coming from. That will probably be the best way at this point to reach out to me.

I see the vision. I’m excited to watch the journey and see this reentry housing dream come true. It’s very much needed. You could do it. You’ve got this. I’m excited to watch it. I’m excited that you got to share that. A lot of people have got a ton of inspiration, hope and confidence from you and your story about going through this, taking a year and then taking off and having these big goals, going out and being proactive. Thank you for being on the show. Final thoughts?

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 one thing but it’s an acronym because, in sales, we love acronyms. It’s called SAW. I learned this decades 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. Figure out who’s done it before, who’s done it well and follow the path that they’ve laid out. TTP lays that foundation.

You can also substitute the S for Student mentality. 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, you get that guy on the phone and you’re like, “I called to see if you’ll consider an offer on your property there.” He’s like, “Who told you to call me? Who are you? How’d you get my number? 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 talked to him. I talked to him. It’s all the time.

A positive mental attitude is when that guy is still on the phone and he still hasn’t hung up on you yet, you can say something to the effect of, “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.” He ruined you out and told you a new one but he’s still on the phone. Do 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 that you can take to 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.

You’re not where you want to be in life because you haven’t helped enough people yet.

The W is Work ethic. You just got to work. 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. For me, work ethic 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. Work ethic to me is telling my close friends and family, “I love you. I can’t hang out with you right now. I’m doing something.” 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 a short-term sacrifice that leads to a lifetime of paradise. System, attitude, work ethic, every single time.

That is incredible. Thank you so much. You got to reach out to Marqus. Show him some love and send him an email. He’s off the grid. I’ll get him back on the grid, don’t worry. If you are interested in joining the most proactive group in real estate investing like Marqus here, it is the TTP program at WholesalingInc.com/TTP. Check out the testimonials. If it feels good in your gut, sign up for a call. I look forward to working with you personally. Marqus, it’s incredible. I love this show. It was phenomenal. Thank you. It took me a while to get you but I got you and it was worth it. I’m excited to see what happens in the future. As always, I encourage you to talk to people. Love you. Until next time. See you.

Important Links

About Brent Daniels

WI 682 | Financial FreedomBrent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low cost, and incredibly effective telephone marketing program…

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

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

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

 

Leave a Reply

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

Wholesaling