Posted on: May 06, 2021

The ultimate goal for entrepreneurs who venture into real estate is to be financially free while having the power to control their precious time, which is liberation from working on a full-time job! Transitioning, on the other hand, is another challenging phase to face. Most listeners have this question in mind when it comes to transitioning – HOW to do it?  

This will be an inspiring episode as Kelvin Mathis and Darrell Smith from Camden County, New Jersey, join Brent to share how they transitioned from working full-time to being full-time real estate entrepreneurs in less than a year. They will break every step of their journey where listeners can pick up tips to apply in their businesses.

Kelvin and Darrell started their partnership in September of 2020. Fueled by their ambition and hunger for experience, they were able to put together 5 to 6  deals over $65,000! They continue to build awe-inspiring things to keep the momentum of their business going, the Maybell Acquisitions.

Learn from Kelvin and Darrell, the living proofs, on transitioning into successful real estate entrepreneurs. Do not miss this episode.

Key Takeaways

  • Kelvin talks about the Maybell Club
  • What kept Darrell occupied before meeting Kelvin
  • How Kelvin built his real estate wholesaling business and keeping it running
  • The importance of having quality conversations and building relationships in their business
  • How they function as a team
  • Breaking down the steps that they underwent that nailed their most recent deal
  • Brent’s bonus tip on working on the ⅔ of the medium sale price
  • On consistency as a key to success
  • Where they see their wholesaling business 5 to 10 years from now
  • Some advice  for new real estate entrepreneurs from Darrell
  • How to get in touch with Kelvin
  • Their final messages for the listeners

 

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, Mister Talk To People, and I am telling you this, if I can do it, so can you. So let’s get started.
I’m going to get started with this podcast with a question, how? How? This is the question on everybody’s mind. “How do I transition from a full time job to doing this business, to being a true real estate entrepreneur, full time?” And I think the best way to break this down is to show it, is to prove it, is to give you a path that these two incredible wholesalers out of Camden County, New Jersey, they’re going to break it all down. It is my absolute pleasure to bring to the Wholesaling Inc podcast, Daryle Smith and Kelvin Mathis. Say hello to everybody, guys.

Kelvin Mathis:
What’s up, y’all? How you doing?

Daryle Smith:
It’s a pleasure to be on board.

Kelvin Mathis:
Pleasure, dream.

Brent Daniels:
Incredible. The Maybell Club. Tell me guys, all right, first of all, we’ll get into your backstory. We’re going to time-travel and get into your backstory. But before we do, what is the Maybell Club? Tell me about this.

Kelvin Mathis:
It started off because we’re both married. We’re full-time husbands, dads, everything. So Maybell is, I got twin daughters. So I’ll put both their names together, Isabella and Malaya, and I started from there. You know what I mean? Yeah. That’s how that kicked off. And I just ran with the name and the first time I ever heard somebody say it out their mouth, it was affirmation to me like, “Yeah, this is real.” When somebody else says it, that lets you now, “Okay, it’s established now,” because they processed that in their mind. And they said that because that’s how they identify you. So that’s where it started for us.

Brent Daniels:
And that’s the name of your business?

Kelvin Mathis:
Yeah, Maybell. Well, it’s Maybell Acquisitions. Maybell Club is another brand that we’re going into for people that we know that want to know what we do, how we do, and they want to break it down. So Maybell Acquisitions is the actual business, Maybell Club is more so the brand, the educational behind it, all that fun stuff.

Brent Daniels:
And by the way, guys, just for everybody watching and listening to this, Daryle and Kelvin came together in September of 2020. Since then, they’ve put together five, six deals over $65,000. They’re building this momentum, they’re building this momentum. They’re doing incredible things, but let’s go back, Daryle, let’s go back to where you were this time last year, essentially, or even further. So what were you doing a year ago?

Daryle Smith:
Prior the coming out to South Jersey, meeting Kelvin, I was in Nassau County, New York. I was working at a hospital. I was living at my mom’s house with my wife, my two kids, and I didn’t really have too much of a real estate background, but when I started working, so in 2018, I started working at the hospital. And a couple months in I’m trying to be the best, I’m going to be the best employee. I’m a go getter. I always aspire to be the best at anything that I do. So I started working at the hospital, a friend of mine, actually back in New York, who’s a commercial broker now, his name is Christian Rodriguez introduced me to Bigger Pockets. And I started listening to the podcast and that’s how I got introduced to real estate.
Didn’t really get my feet wet too much. I just fell into the analysis paralysis. But on my end, I fell in love with the idea of flipping houses. So when I first got into that idea, I knew it was the best of my knowledge that the key to flipping houses is finding deals. So I practiced day in and day out, Redfin, Trulia, Zillow on just running numbers, finding properties, how to get the max allowable offer and how to pursue an offer. You’d rather be off market to a distressed seller or through a real estate agent, I got really good at that. So that was my own little personal niche.
And then fast forward to I’d say August of 2020, August 28th to be exact was my last day of working at my job, at the hospital. I put it all on the table. I took my last bit of savings. I told my wife, my kids. I was like, “You know what, we’re going to move. We’re going to give ourselves a fresh start.” I had the thought that I had this cushion, that if I were to take a chance and risk it all, now would be the time. So I did that August 28th. I quit. Through that weekend, that following Monday, September 1st I believe it was, I moved to South Jersey. We got into our place. We found a nice little, two bedroom spot. We moved in, and I’m just getting the feel for the area and just driving around and driving around everywhere. I kept seeing Kelvin’s signs to Maybell Acquisitions, we buy houses signs. I kept seeing them, I kept seeing them.
I knew that if I were to come out here, I’m going to need someone that has boots on the ground that knows this market, because in New York it’s a completely different ball game. The price of homes are extremely high, it’s very competitive. Out here, it was a lower price point for homes. I saw a lot of opportunity myself. When I kept seeing his signs. I was like, “I got to find this dude.” So I found him on Facebook. I sent him this lengthy, lengthy, long message saying, “Hey, I’m new out here. I just want to get connected. Whatever I can do to help you, let’s do it.” He messaged me back later on that evening, we met the next day at a Wawa parking lot, and there was someone else that was with us, and he didn’t end up sticking around because he was more focused on the money aspect, I was more focused on the experience and getting my feet wet with the business.
He had already established three deals on his own. That was his own story itself. I come from not doing any deals. I didn’t really know much, but I knew I was hungry. And our ambition together is what took this business off the ground.

Brent Daniels:
I love it. Listen, the most important thing as you’re starting, well, any time in this business, it’s that hunger, you know what I mean? That hunger, hunger, hunger. And the beautiful thing is in that story that was missing, the little missing piece is Daryle, you called Kelvin off his sign right? No, you found him through Facebook, right? Through DM-ing, did you try calling him?

Daryle Smith:
I didn’t call him initially. I messaged him first and then when we spoke on the phone after [crosstalk 00:07:09].

Brent Daniels:
I love it. I love it. Either way, you’re being proactive, you’re reaching out. You’re not just sitting back and going, “Ah, he’ll probably ignore me,” or, “he probably won’t respond.” You put it out there and you’re being proactive. So Kelvin, give us your story because I love this because you were loading trucks.

Kelvin Mathis:
I was loading trucks.

Brent Daniels:
Loading trucks with earbuds in your ear, listening to podcasts and YouTube and just feeding your mind. So go for it. Tell us.

Kelvin Mathis:
So I’m loading trucks. So where I worked at, you could load truck… you’re a body. As long as you get the job done, they don’t care what you do. So everybody listening to music, I’m listening to music, but I start listening to Bigger Pockets and TTP and stuff like that. I got the YouTube playing. I can’t watch it, but I can hear it. So I set it up and I just load my trucks. And it helps me get through my shift. I’m learning, I’m getting excited hearing about other people doing deals, it’s wrapping me up and I’m getting my work done. So that was my little thing. Everybody else think I’m playing music. Like, “Nah, I’m trying to get educated because I got to figure out how to get up out of here.”
So I started doing that, start listening, start applying, figuring out what Prop Stream is, Mojo Dialer, I’m learning what everybody else is doing. And then lo and behold, my first deal was in January. And I think my first deal is what set the confidence for me, because till this day, I never even met my seller at all. It was all through texting. And what was crazy about it, everybody at my job knew what I was trying to do. So I would talk about it all day because it’s on my mind. I got to tell everybody.

Brent Daniels:
I love it.

Kelvin Mathis:
We were going home one day and the dude was like, “Well, there go one of those houses you always be talking about, man. It’s been here forever.” And I was like, “Oh, really? Okay.” I get the information. I skip trace, all that. I get in touch with him and I run a little pitch and he was like, “What, you guys all go to the same school?” And all that. But I always been good at talking to people. I laughed it off and started talking to him. After two weeks it went dry, no response. And then I think that’s when the New Years hit and I just sent out a reminder saying, “Hey man, just saying happy New Year, seeing how you’re going, how’s everything going?” And he hit me back and said, “Yeah, man. If you’re still interested, I want to sell.”
So from that point on 30 days later, I made three grand off that, and that set the tone for me. And then I just kept going because around March time, that’s when COVID started coming in, you can’t work. So I go from listening to podcasts, all this staring up at me. I’m ready to go. I done got one deal under my belt. I’m ready to go. And now we can’t work anymore. So now I have all the time in the world to focus on what I already was doing. And that’s when the momentum hit. That’s when I got to find my third deal around April. I went and got me some bandit signs. I put them everywhere.
I’m waiting to hear some leads and stuff and then here come Daryle and I instilled everything that I was learning and listening to into him, and it was like I duplicated myself because he had the same energy.

Brent Daniels:
I love it.

Kelvin Mathis:
And we just hit it running, man.

Brent Daniels:
I love it, man. I love that you were getting louder and louder and louder, not only in your own group, not only with the guys that you were working with, but now you’re getting louder with the bandit signs. The more that we’re putting out, the more things like a magnet come to us, just like Daryle coming to you seeing that sign and going, “You know what? I just moved here. I’ve been listening to this Bigger Pockets and I’m ready to go, but I need some help. I need somebody that has the experience so I don’t have to fumble and stumble around for the next six, nine, 12 months and get really frustrated and discouraged and disappointed,” and all those things, and start doubting yourself, all those things. You went right in and start building this relationship, which is just absolutely phenomenal.
But are you telling me, Kelvin, are you telling me that you saw an ugly house, got the phone number for that house and made $3,000 on it?

Kelvin Mathis:
Yep. Sure did.

Brent Daniels:
It’s that easy? It’s not easy. It’s that simple. Right?

Kelvin Mathis:
Yep.

Brent Daniels:
And that’s what I want to get across here for everybody that has a full-time job, everybody that has that fire in their belly to be a real estate entrepreneur and to build that portfolio of properties and to just really, really, really taste that financial freedom that maybe your family or your friends or your group has never had before, it starts with that first step. The first step is you need to find a distressed property and you need to have a quality conversation with that owner. Listen, you do that enough times, you win. You can’t lose. You can lose if you [inaudible 00:11:27]. Right?

Daryle Smith:
That’s it exactly what our business is at now, not to fast forward too much, but our business is now structured of having quality conversations, because to have quality conversations, and you’re focused on building relationships, the money will follow. Don’t chase the money, chase the relationships.

Brent Daniels:
And you know what’s beautiful is you guys, just the hats and the shirt, the club, I assume that you guys are bringing more people to what you guys are doing. You want to bring like-minded people around you. You want to help them be… you know what I mean? And build a real good community so that everybody wins. That is what it’s about. It’s about squading up in your local markets or nationwide, whatever, but especially in your local markets and really helping people out.
Now, should you get part of those deals? Absolutely. And that just builds it and builds and builds your team and helps you find the right people for your company, but it starts with finding ugly houses, calling the owners and getting in front of them, going there with a servant’s heart, there to serve them and to solve their problems. So, absolutely incredible, guys. How do you guys function as a team? Do you guys split the rules? Do you guys both go out and both go after the properties? Are you both hunting for opportunities? How does it work? Because there’s a lot of partnerships listening.

Kelvin Mathis:
The way it works now is, at first we were just grinding, just do whatever. Knock on doors, cold call. Some of the deals we’ve done came from different things. That’s how you know everything works. Some came from a door knock, some came from cold calling, some came from somebody just know where a house is at. For the most part I like to cold call, get that initial, “Hey, how you doing? This is Kelvin with Maybell Acquisitions.” And once I’ve filtered them out, I know that they’re interested, I’ll send that email off to Daryle and he’ll do that follow-up, because his whole objective is to, the initial conversation went good. They liked that. So let me follow up with my partner to come exactly in to just poor rebuild. I understand that the property has value. so we’re not even going to talk about the property just yet, let’s just talk to this person as a person, because-

Daryle Smith:
Quality conversation.

Kelvin Mathis:
Like I always tell Daryle, people for the most part, especially in this market, everybody’s calling everybody. People are more likely to sell to their friend than an investor. So I focus on trying to find friends. I tell people all the time, “Look, we can be friends. If I can go any way to help you, let me help you.” It’s not all about the deal. That’s the initial goal, but really focus on trying to solve somebody’s problem. We’re problem solvers. And when you can solve somebody’s problem, they’re happy, they’re good.
I always look at it. If you go to the previous people I’ve done deals with, all the previous sales, I can call them right now and say, “Hey, how’s everything going?” “Hey, great, man.” And that’s what you want. That’s what you want. And we learned that from just calling people, calling people, getting our script together. It’s times when I was cold calling with my script, like, “Okay, maybe I should take this line out,” because it’s a science behind it, but you don’t know until you do it over and over.
So we’re still learning still growing. And like you said, that doubt, that fear, that doesn’t necessarily go away. You got to keep training your mind. You don’t get to a point where you do a few deals and “No, I never got doubts or fears.” No. That’s an everlasting doubt.

Brent Daniels:
It’s the people that go through it. It’s the people that go, “You know what? That’s great, but that’s not bigger than the goal. That’s not bigger than the dream. That’s not bigger than where I see myself in the next 10, 20 years, for the rest of my life, doing this business.” We could do this forever, that’s what’s so exciting about this. So let’s break down a deal. Let’s break down, let’s give people some meat and potatoes of how you found a deal, what list it was on, how you went about it so that people can replicate that in their own markets.

Daryle Smith:
So I think that the two we can talk about the most is-

Kelvin Mathis:
I think the one we recently… because we got one that we’re waiting to close on now, but the most recent one that we just did on March 2nd, we made 15 grand off a deal.

Daryle Smith:
From cold calling.

Kelvin Mathis:
Cold call. I think it was an absentee owner list. We were calling that.

Brent Daniels:
So for everybody that’s just listening and you’re just getting into this, absentee owner means that the people that own it don’t live in the property. So you can pull these lists. Kelvin mentioned Prop Stream. You can get that at ttpdata.com, ttpdata.com. So these are properties that the owner doesn’t live in, right? Percentage of equity, do you put that in there?

Daryle Smith:
I think this one was anywhere from 30% to free and clear.

Brent Daniels:
Beautiful. 30% that means that what they owe on it is 30% less than what it’s worth. So whenever you’re wholesaling real estate, there has to be two main factors. There has to be equity, and there has to be motivation. There has to be some sort of distress from the property owners. So 30% absentee. Now, do you guys do it by hot zip codes or do you do it by… Because your zip codes in counties and everything in New Jersey is kind of crazy. So do you do it by a certain location? How do you guys do it?

Daryle Smith:
This one was actually specifically set on Camden County.

Brent Daniels:
The whole county?

Daryle Smith:
The whole county.

Brent Daniels:
I love it. So 30%. What about length of ownership that they’ve owned it?

Kelvin Mathis:
Well, normally we’ve took it down a little bit, but it just depends on what shows up in the Prop Stream. If you got a whole bunch and you’re not trying to spend too much money on skip tracing that many, I will go higher. I’ll do 20 years first because that’s when the estates are going to start popping up. You know what I mean? Those people have held on that for a long time. So you want to start there, and then you just work your way. As you go through all those, call all those, open it up a little bit. Go down to 15 years, go down to 10. Work it.

Brent Daniels:
I love it.

Daryle Smith:
You can always build motivation into your list by narrowing down your filters.

Brent Daniels:
That’s it. Now, just watch, if you’re in a smaller… They’re in a bigger market. So if you’re in a smaller market, you need to open your filters up. But if you’re in a bigger market that has a lot of opportunities, you got to tighten it first. And I love that you said that. 20 years of ownership. So just for everybody that’s listening, when you put it in for people that have owned properties for 20 years, the list, the total amount gets smaller. So they’re targeting a more motivated because they’ve owned it for a long time. Maybe they’re just like, “We’re done.”
Now, I typically recommend seven years as a minimum of ownership because the stats prove it. The numbers prove it. People sell the properties every seven years on average. So you hit them in the sweet spot. But if you have somebody that’s owning a property for 20 years plus, oh my gosh. Fantastic. Go after that. That is a really great tip. That’s incredible. Okay. So you got absentee.

Daryle Smith:
It just so happens that this specific seller owns 23 other properties. So not only did he own this one that we got on the contract in this boat, he owned 22 other properties outside that one.

Brent Daniels:
Yep. Tired landlord.

Daryle Smith:
Exactly. [crosstalk 00:18:10].

Brent Daniels:
Now, did you do just single family houses?

Kelvin Mathis:
No, I put a couple multi-families in there as well, but for the most part, I was just collecting as much as I could and then narrow it down. I’m trying to see what’s the oldest of the oldest and then work my way, you know what I mean?

Brent Daniels:
And multifamily up to four units?

Daryle Smith:
Up to four units.

Brent Daniels:
Like a fourplex.

Kelvin Mathis:
Right. Yes.

Brent Daniels:
Okay, great. I’m just breaking this down because I can see people’s minds churning and they’re going through and they’re like, “Oh, I can just put this list right in Prop Stream, and be able to pull this.” Did you do anything about the price that they originally bought it for, the original sale price? Did you mess around with that at all?

Daryle Smith:
No [crosstalk 00:18:50].

Kelvin Mathis:
We didn’t mess with it, no.

Brent Daniels:
Okay. That’s another tip that I would just say for anybody if your list is still bigger. I like going about two thirds of the median sale price. So you just Google in your area median sale price and then go two thirds of that, and then go for the properties that sold less than that, that are less, and you’re going to get some really good opportunities, because if there’s a sweet spot for cash buyers, it’s doing flips on single family houses that’ll sell to first time home buyers. So if you give them that inventory, they’re going to really love you and you’re going to make a ton on it.
Okay. So we did a lot of breakdown there. That was fantastic. You guys, we did not prepare this. I did not ask them to break down this list. They know this list. Oh my gosh, you guys know your stuff. It’s just incredible. You guys know exactly what you’re going after and just the passion, not only the passion, but just the precision of you knowing all these things is incredible. It shows a lot. Okay. So then you cold called them?

Kelvin Mathis:
Cold called them. I think I cold called them and then what happened was that Daryle was going back through my notes, because after I’m done for the day, he’ll go back through just to look, to make sure. And then I remember he put a note saying, “Spoke to the guy. He was really rude,” but here’s my motto I go by. If they don’t say no right off the rip, I got to make sure. I look at it, “Let me just get you out of my mind. If you really don’t want to sell, want nothing to do with it, great. I accomplished getting you out the way. This is not for you.”
But when I called him, he said, “I’m in traffic, dah, dah, dah. This is a bad time.” So instead of me trying to force my pitch, I said, “Listen, not a problem. I’ll call you tomorrow. I don’t want to disturb you. You take care of what you got to go.” He said, “All right, thank you.” Meanwhile, I got him on notice that he was in traffic. He said there was a cop in front of him, doesn’t want him to be on the phone. Cool. I’m out of here. When I follow up, I have the notes and I say, “Hey, how you doing Mr. Seller? I know the other day we previously spoke you didn’t have the right time. I know you was in traffic. There was a cop in front of you.” He said, “Oh, okay. I remember.” I’m reminding him of who I was because so many people call him. You know what I mean? He’s a receptive person, which means if he’s receptive for me, he’s receptive for anybody. So I established what we spoke about. That’s the first thing.
And then after that, I was like, “I’m seeing if people were still interested in possibly selling his property.” And he was like, “Oh yeah, yeah. If the price is right.” So at that point I’m getting excited. I’m like, “Oh man, here we go. This is what I’ve been looking for all day.” And then I do it again. I make it seem like I’m not being super aggressive, I want to be your friend. I said, “All right, well listen, I’m going to look at the numbers and I’m going to come up with an offer that we can stand behind, and then I’ll call you back either later on today, Daryle will get in touch with you, or tomorrow.” And he said, “All right, sounds good.”
The next day we talked to him, had a good conversation, told us the situation with the tenants and how he’s owed money. And I heard his pain and I said, “Man, I get it. I know you got a lot going on, just this market, all this COVID stuff.” I’m hitting all the points that relate to what he wants to hear, which is the truth. I agree with he got going on, I hear his struggle. The next day, we’re at the Wawa, we sign the agreement. And then after that I said, “Well, let me go over and talk to these tenants and see what’s going on.” So I’m on my way over there. I don’t know what’s going to happen. They’re upset too. It’s broken communication.

Daryle Smith:
That’s all it was. It was broken communication.

Kelvin Mathis:
They open the door, they’re the nicest people in the world. And they was like, “Yeah, he doesn’t really talk to us, dah, dah, dah.” And I said, “Well, you know what? If I can do anything for you guys, I’m going to do the best that I can.” And they had a five month old baby, no heat in the house. They’re going through all this mess. And what we learned is that with a lot of these landlords and the tenants, it’s just broken communication. It’s so awkward to not talk, but guess what? That’s where we come out in the gray area because we’re communicators. We’re going to talk to the landlord, we’re going to talk to the tenants. We’re going to get it figured out.
And we went so far with it that we locked up the deal. We got them a U-Haul truck. We packed all their stuff. They moved to Philly and they were happy. I set up a cash for keys where they get a couple of dollars so they could restart. And literally just the other day, they said they just got them a laptop and they’re ready to train and learn what we’re doing, because that’s what you get when you’re building rapport. Sellers will want to be friends with you. You know what I mean? I get text messages all the time with sellers like, “A lot of people that we’re talking to, but we feel comfortable with you,” or, “We like you.” I’ve been at the closing table and like, “Yeah, so many people call me, but it was just something about you.”
That’s the part you got to perfect because you got to understand everybody’s calling these people and you have to stand out. They have to feel transparency. They have to resonate with you. You know what I mean?

Brent Daniels:
Yep.

Kelvin Mathis:
If you go somewhere to buy a car or something like that, if you don’t like the way that car salesman is coming off to you, you’re out of there. Just like I tell Daryle all the time, the psychology behind this is nothing different from… And I use this example all the time. It’s like a guy talking to a girl. If you come off not confident, shaking, “Hey, what’s your number? Can I…” She’s like, “Oh, I’m out of here. This dude is crazy.” But if you come without being aggressive, “Hey, how you doing? I just want to talk to you, see how things are doing,” he’s going to win. There’s nothing different from talking to people on the phone because it’s a person to person. It’s a people business.
And once we learned that we started learning how to go in for all the questions that we need to know if we got a deal, but know how to back off, don’t be too… We’re all hungry, we all want deals, but you got to put that to the side and focus on this person. You know what I mean? And that’s been successful for us because it’s just rapport building, that’s what it’s all about. If I’m going up to build that rapport, you got to earn the mind share in that person’s mind so that when they’re ready to make a move, they’ll call you back.
Just like other deal that we did for 18 grand. I knocked on this guy door. I shook his hand and said, “Hey, how you doing?” I said, “Listen, if it’s ever on your mind and you’re ready to sell, take my card, let me know what you want to do and I can see what I can do for you.” I probably was the only person that knocked on his door, ever showed my face to him, showed my transparency. And like I said, one day, I’m breakfast with my wife, text message goes off and he just blatantly says, “Ready to sell.” 30 days later, 18 grand. That’s it.

Brent Daniels:
Well, there’s a big deal there. There’s a big difference between having that positive hunger and having deal breath. You know what I mean? Where you’re reeking, you’re almost desperate for it. You’re trying to push it too hard and too fast and you’re not considering the emotions and the situation that are going on with this person. And if you really dig in and you really go and try to figure out what is going on and what put them in this situation and how do we get them out of it, you’re going to win way more. It’s not even close and you guys are a pure Testament to that. It’s not even close to the approach.
You don’t have to learn all these slick sales things and ways to manipulate and go through all these different ways to communicate so that you’re manipulating them instead of influencing. You can go there and you can be yourself, and you can be kind, and you can be optimistic and you can be likable, and you can have that certainty. And when you have all those things and go in there with that confidence, you’re going to win. It’s going to be a lot easier for you. You can do that. Just listen to this podcast, listen to these guys, to Daryle and Kelvin talking about it here. Literally take this to heart because that is the absolute truth. If you go in there, especially by the way, guys, especially when you’re playing the middleman between a landlord and a tenant, oh my gosh. And I’m telling you, I don’t know, obviously you guys are seeing this, but on our end it’s 60% of our deals, we’re playing like mediation between the two here. Right? It’s crazy.
But I’ll tell you what, the deals have been getting bigger and bigger and bigger. Those landlords will take less and less and less because this headache is, if you go there and you figure it out and you are the glue that holds this together, then you’re going to get some fantastic opportunities. And truly, it’s really true. The deal of a lifetime comes around about once a week. You just got to be able to find it and you got to be able to work with those people and have that certainty and likeability that you guys are talking about.

Daryle Smith:
Absolutely.

Brent Daniels:
I want to ring this bell. So what did you lock it up for and what did you sell it for?

Daryle Smith:
So we put it under contract for 85, and so from the moment we put it under contract, that same day after we went to go speak to the tenants, the buyer went to the house and he says, “I’ll take it at 100.” So we locked it in for 85 and we assigned it for 100.

Brent Daniels:
And you made?

Daryle Smith:
15.

Kelvin Mathis:
15 grand off that deal. I was [inaudible 00:27:19] show to get that bell ringing forever. Brent, listen, I told him months and months ago. I said, “Bro, we’re going to get on that show. [crosstalk 00:27:26] matter of time.” And it happened.

Brent Daniels:
It happened.

Kelvin Mathis:
I’m not surprised. When everything aligns up in your mind and you say, “I’m going to win. I don’t care what happens,” the universe has to serve like, “Hey, this guy is going to win it. It’s on his mind.” You’ve got to believe it.

Brent Daniels:
100%.

Kelvin Mathis:
I set a timer at 8:00 in the morning and 8:00 at night for the amount of money I want to make for that month. So that way, it’s going in, it’s embedded. It’s embedded. That’s why that first or second deal is so critical because you have to break through that film that, “Hey, I did this before. I can do this again,” because you can always hold on to that, and that’s critical for everybody. So you have to fight, fight, fight until you get that first one or two deals under your belt. And then, “I got this, I’m going to keep going.”

Daryle Smith:
Never doubt.

Brent Daniels:
Yeah, that’s it.

Daryle Smith:
And stay consistent. It’s the key to success.

Brent Daniels:
That’s it. I love that. I used to get up and I would write every morning, “I’m going to make $10,000 today. I’m going to make $10,000 today. I’m going to make $10,000 today.” And then I started really dissecting it. And I was like, “Wait. To make $10,000. I have to provide $10,000 worth of value today. How do I do that? Where are they? Where are these property owners? Whose problems that I can start…” Now you’re in the right mindset. Now. You’re like, “Oh, okay. I need to put myself in a position to be able to bring that much value.” Your income is equal to the amount of value you provide to the marketplace or to your community. That’s just the fact, that’s the equation. So I love that you guys do that.
Obviously you guys get together and you guys brainstorm and you come up… What is the goal? What’s the vision? Where do you see this five, 10 years?

Kelvin Mathis:
Oh man. I see just syndication, rental portfolios because you start learning going through this business, you’re getting deals but you got to get to the point where you’re sourcing them. Like I just was telling him, the deals are great, but we want to get deals where we hold on to them, flip them by having those rentals because you want to get off that rat race. Because once you start doing deals, then you got this other thing like, “Am I getting the next deal? Is it coming? What’s going to happen?” And see, as you keep going and getting deals, you’ll start learning, you build the capital. “Do I want to hold on to this, or do I not?” You know what I mean? And that’s it.
And another thing I want to tell people out there is not only be transparent with your sellers, do it with your buyers too.

Daryle Smith:
Exactly.

Kelvin Mathis:
You got to sell at each avenue because you know what, your buyers, that’s your bread and butter. you get those core buyers, they believe in you. They see a track record, they’re with you. You can’t lock up this deal and then just keep trying to throw it to everybody. Once you’ve got your core buyers and they know you, that’s it. You know what I mean? On each avenue of it, people got to know you. They got to know your heart. They got to know you’re serious in it. They want your energy. They’re receptive to you because like I tell Daryle, receptive people get the deal done. The buyer should be receptive. The sellers have to be receptive, the title company, all parties have to be receptive to push that thing through, you know what I mean? And you’ve got to go through a lot to get that done.

Brent Daniels:
Love it. Daryle, talk to somebody just starting out. Give them some advice on just how to get their first deal. What they should be doing, what they should be putting into their minds. Give them some advice here.

Daryle Smith:
I would definitely recommend doing what I did. Find someone else in your market that you can provide value to and do whatever it takes to alleviate stress from their shoulders to help them grow their business, so that you can grow also. And you’ll gain knowledge no matter what. And you can’t chase the dollar, you have to chase the knowledge and the experience because the experience is what’s going to carry you through no matter where you go.

Brent Daniels:
Squad up. Squad up with somebody, find somebody that you can squad up with. I’m telling you, if you’re going to be proactive and you’re going to show that you’re being proactive, people want you on their team, people want to be around you. And you just naturally find people that are also proactive. They also have that energy. They also are on that frequency where they’re like, “You know what, no matter what, this must happen. I must be successful at this.” Not want, want is flimsy. Want is a flash in the pan. You know what I mean? “I want to do this?” No, no, no. You don’t want to do it, it must happen. That’s where it comes from. Find people that it must happen, and connect with them and squad up.
So Kelvin, how do people get ahold of you? If they’re in New Jersey, how do they hang out, how do they find the Maybell Club? What dos that look like?

Kelvin Mathis:
Hit us up on Facebook, just type in Maybell Acquisitions or Maybell Club. Kelvin, it should pop right up. Got the little commercial, it should pop right up and you shoot me a DM and we’ll go from there. You know what I mean? Because it’s all love. I would love to help somebody just starting out because I was just there. And the fact that I went through the process and I know it’s real, that’s what makes me crazy. Even if I go back and look at old interviews and stuff, I’ll hear stuff differently now, because now I know exactly how that feels. It’s different from just hearing it from the outside. Once you’re in it, it’s different. So I help out as many people as I can, man. It’s all love.

Brent Daniels:
I love it. I love it. And that’s it. Guys, fantastic. Absolutely incredible. You’re going a full-time job to now working full time in your business. Just an incredible inspiration. Any final thoughts from you guys?

Kelvin Mathis:
Man, just-

Daryle Smith:
Stay motivated.

Kelvin Mathis:
Stay motivated, try to talk to as many people as you can. Try to have as many quality conversations. Track your progress. If I could go back, I would say, try to pick one thing that works for you or just go down a hallway with one thing as much as you can. So that way you can say at the end of the day, if that lane doesn’t work, you know why it didn’t work. “Hey, I tried that. Now I’m going to the next thing.” You can’t just be all over the place. You got to dial down and you got to really focus.
And for anybody just starting out, get the no pay, drive around your area. You know what I mean? Because somebody that’s in distress, they stop taking care of what they’re not paying for. It’s going to show on the outside and then [crosstalk 00:33:19]. Keep it simple. This business is the most simplest but keep it easy until it gets complicated because you don’t want to overthink it because it’s people that I know that got major deals, their first deal, just, “Yeah, I knocked on the door.” It’s that simple.

Daryle Smith:
Don’t let all the softwares and the gurus and everything tell you otherwise because the simplicity of having a wholesale business or just wholesaling in general, there’s no science to it, there’s no secret. The secret is that there’s no secret. And anyone and everyone can do this business, but you have to want, not doubt yourself, stay consistent and choosing one lane, one thing that works for you around your life and your schedule that you can commit to.

Kelvin Mathis:
Yeah. Repetition, man.

Daryle Smith:
And you will succeed. You got [crosstalk 00:34:06].

Brent Daniels:
It has to be sustainable. It has to be sustainable. And listen, basically find ugly houses and talk to the owner and see if they would consider an offer. I mean, that’s it, that’s it. Everything else… I tell my TTP students all the time, just focus on this. The only question you have to answer at the end of the day is, “Did I have enough quality conversations with distressed property owners to hit my financial goals?” That’s it. Everything else, you’ll figure out. Everything else, the title company takes care of. Everything else, somebody else in your market can help you do a little bit of things if you don’t have a mentor. Or squad up, find somebody in the market that will help you with all those things. But if you’re having those quality conversations, you’re going to win.
So Maybell Acquisitions guys, Daryle, Kelvin, so great to have you on here. A couple of resources that they talked about, Prop Stream at ttpdata.com. Definitely check that out. If you’re looking to get the phone numbers, that’s at batchskiptracing.com. Use the TTP code to get it at 15 cents a skip trace. And if you’re interested in joining the most proactive group in real estate investing, it is the TTP family, the TTP program. Go to wholesalinginc.com/ttp, wholesalinginc.com/ttp. Check it out, scroll down, see what the program’s all about. See all the testimonials. You’re going to have to scroll for awhile. If it feels good in your gut, sign up for a call and I look forward to working with you personally.
Daryle, Kelvin, great, great, great podcast. Thank you so much for joining us, guys. And for everybody else out there, I encourage you as always to talk to people. Until next time, love you guys.

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