Posted on: May 27, 2021

We’re back with another jam-packed episode where we share the tips, tricks, and strategies you can immediately implement to start making money in real estate…RIGHT NOW! 

In today’s show, our guest is Austin Rutherford. He is an entrepreneur, investor, author, and real estate developer. He’s doing a hundred deals a year, has added 70 doors to his rental portfolio, is flipping 50 to 60 of those deals every year, and how he is doing ALL of this using referrals from other investors as his primary lead source.

In this episode, Austin talks about his journey into real estate investing. He shares how he managed to flip his first property without any money and goes deep into a deal where he generated explosive profits. 

Join Austin as he breaks down the challenges he faced when he first got into real estate investing, how he financed his first property while being a student, and the lessons he learned throughout his real estate investing career.

Key Takeaways

  • The spark that started his journey into real estate investing
  • The lessons he learned from the moment he started to take consistent action
  • How he managed to purchase his first flip while being a student and working as a valet for ten months
  • He breaks down how he financed the first property he purchased and how he got it sold
  • How his dedication and courage to build a network is what ultimately led to his massive success as a real estate investor 
  • His only three exit strategies and how he determines which one he’ll use on each deal 
  • He breaks down a deal where he bought a property that was worth $300,000 for only $100,000 and managed to pocket $50,000 in profits
  • The real reason why people become tired of being a landlord
  • How being loud on social media opened up massive opportunities for his real estate business

 

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 properties is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTP. And I am telling you this, if I can do it… So can you.
So let’s get started. Listen to this. In six years, 2,190 days, the gentlemen that I am interviewing on this podcast today is doing a hundred deals a year. He has added 70 doors to his rental portfolio. He’s flipping about 50 to 60 of those deals every year. And he’s doing it based on getting referrals from other investors. We’re going to break all that down. We’re going to break down this six year journey. It is my pleasure to introduce to the Wholesaling Inc. podcast from Columbus, Ohio… Austin Rutherford. How are you brother?

Austin Rutherford:
I’m good brother, looking forward to this.

Brent Daniels:
I am excited. So six years, what a journey so far. I mean, you’re doing it all. When we start in this business, when we start as budding young, real estate entrepreneurs, we start out finding deals, right?

Austin Rutherford:
Yep.

Brent Daniels:
We start out finding opportunities and then… Which is essentially called wholesaling, right? That’s all wholesaling is, is finding discounted properties. And then, there’s a lot of different paths we can go. We can do fix-and-flip. We can do rental portfolios, we can do development. We can be the bank. We can do coaching and mentorship. You’re kind of doing it all.

Austin Rutherford:
It’s grown over time, but it’s been a journey. Started out with just flipping, didn’t know anything about wholesaling and then got into actually new construction, and then learned about wholesale and fell in love with it. It was a lot easier to make money and then just continued building the rental portfolio along the way.

Brent Daniels:
So what about you? What is that spark? I mean, you’re speaking to an audience that has that fire in their belly to be real estate business owners and to change their lives. We’ve read Rich Dad Poor Dad, we’ve read Think and Grow Rich, we’ve read the Go-Giver… Read all these amazing books. We’ve got all these great ideas, how did you start? Like literally, what was the spark that started this whole business off?

Austin Rutherford:
Absolutely. So my dream is to go to the NBA, didn’t work. And then for whatever reason, the book Think and Grow Rich fell into my hands. Read that book at the age of 19 years old, and then the possibilities just opened up. And I was actually journaling on my rooftop here in Phoenix, Arizona. I lived here for a year, and knowing nothing about real estate, there was like a 10 unit apartment building across the way. I was like wait a minute. One person owns that, but 10 people are paying them… Real estate is the way. So fell in love with real estate, started buying every little knick-knack book you could buy to learn as much as possible. And so I moved back home to valet cars, to Columbus, Ohio. And I was just trying to start real estate and I was driving into work and it was like, “Hey, you want to come to learn how to flip houses, come to this little free meetup.”

Brent Daniels:
On the radio?

Austin Rutherford:
Yep, yep. So I went to the free meetup. It was three days. Day two, they were like, “Hey, we got this mentor program.” And that itch was there, but you needed the money on day three and I was broke. So that night I went home and opened up a line of credit, credit card. Maxed it out the next day, but I still didn’t have enough money for it. And there’s a moment in life where people know something’s for them. And that was me that night.
I asked my parents, I asked my uncles, I asked everybody for the remaining money to put down on this payment for mentorship. And at the time I was still living with my parents and I couldn’t get the money. And I literally crawled under my parents’ dining room table and started bawling my eyes out because I felt like I was missing out on an opportunity of a lifetime. Parents woke up, came back downstairs, saw that obviously I was dedicated and I wanted it and they loaned me the money. Swiped my credit card, thought I was going to be rich in a month, didn’t quite happen like that. But it did work.

Brent Daniels:
That’s incredible. So it was the mentorship for fix-and-flip?

Austin Rutherford:
Correct, yep.

Brent Daniels:
Got it. So, once you get into this mentorship, what do they have you do? How do you… This is the biggest thing, right? We read the books, we see the YouTube now, we listen to the podcast. We’re doing all these things, but a lot of it is education. A lot of it is not instruction.

Austin Rutherford:
For sure.

Brent Daniels:
I mean, I think that that’s why this podcast is so popular, is because we want to get into the nuts and bolts of exactly what to do. Just tell me the action items and I’ll do them. So what did they have you start doing so that you can… Because when we get started, we’re excited, right? We’ve got that passion. We’re just on fire. Everything looks like an opportunity. We haven’t been tainted. Nobody’s rejected us yet. We have another deal fall out, right? Everything is like blue skies, right? But then you get into it. And then all of a sudden you’re like, “Okay, I got to stay motivated. I got to keep taking action. I need to move the ball forward. Or I’m going to just… This passion, this energy is just kind of burn itself out in one spot.” What did you do to start taking the action?

Austin Rutherford:
No, absolutely. We think we’re going to get rich overnight. It doesn’t always happen like that. So the first thing that I learned is one, how to evaluate deals. You got to know how to run numbers. And two, the biggest thing with the misconception a lot of people don’t understand, we’re not really in the real estate business. We’re in the marketing business. So from day one, we started marketing and since that day I’ve never stopped. I’ve never missed a week in marketing because I understand that’s the lifeline of the business. So back then, I didn’t know about cold calling or RVM or SMS or none of that stuff. So it was just direct mail, direct mail and driving for dollars. So from the day I swiped my credit card to the day I ended up purchasing that first flip, it was a 10 month process.

Brent Daniels:
Wow.

Austin Rutherford:
I was working real estate. I was a licensed realtor. I was working 50-60 hours as valet. I was going to college, taking 15 credit hours because I promised my mother I’d get my college degree. So I was putting in 18-20 hour days, I actually remember driving home from work one day and I fell asleep at the wheel. I woke up because I hit the curb and I was on the sidewalk and there’s a light pole in front of me. Woke up, went back on the road, drove home, started writing handwritten letters to send out to sellers. So it was a process. But direct mail, the first deal came from five letters over five months to the same person. And that was a probate. They ended up calling back seven siblings we had to put together, but ended up doing the deal for me. So the biggest thing is that you just got to market. That’s how you get started.

Brent Daniels:
I have to have conversations with distressed property owners. That’s the fact, I mean, that’s the whole reason I wear the same shirt every day that has TTP on it. You got to talk to people about their properties. You have to. Either they’re going to call you from marketing or you’re going to call them from being proactive and prospecting, right? And the third one, which we’ll get into because I think it’s really exciting for this audience is getting the referrals. Being the guy or gal in your market that people know and trust and like to do business with. But yeah, I mean it starts out, you’ve got to find a way to have those conversations with people. So what do you do? So you, you said something there, 10 months.

Austin Rutherford:
Yep.

Brent Daniels:
10 months, you’re working as a valet. So you’re running around all day.

Austin Rutherford:
All day, every day.

Brent Daniels:
You’re going to school, right? And you’re doing this real estate.

Austin Rutherford:
Yep.

Brent Daniels:
I mean, there’s a lot of distractions. There’s a lot of things, there’s a lot of opportunities for you to go, “You know what? It’s not going to work.”

Austin Rutherford:
A hundred percent.

Brent Daniels:
“You know what? I can make money doing something else. You know what, oh, that shiny thing over there. That other business… That looks good too.” Right? What kept you in it for those 10 months?

Austin Rutherford:
A hundred percent. It’s a struggle. People think they’re going to get into it and get rich. I had friends that I lost. I had friends that literally called me like, “Hey bro, are you okay? We haven’t seen you in six months.” I had friends who was like, “You say you’re working all this time, but you’re not making money. What are you doing? You’re lying, right?”
It’s something we go through. But I just always had that motivation to win. I like to win, I wanted the nice things. So I just got through it. Definitely a mental fight… 10 months to buy it, another six months to renovate it and sell it. So 16 months in debt, credit card debt. 10, 100 dollars in my bank account at times, and sold the first house made a hundred thousand dollars in profit.

Brent Daniels:
Oh, come on.

Austin Rutherford:
And the rest was history.

Brent Daniels:
That is bananas. So let me just get into the technical things here for a second. So you’re a valet. How does the valet buy a property? How do you get the cash to buy a property, then have enough money to get it fixed up and then wait for it to get sold while you… It’s not like you’ve got millions of dollars in the bank. It’s not like your family’s loaded and they’re just giving you all this. Maybe. I mean, how did you finance it? How did you-

Austin Rutherford:
No, we never went without, but we never had, my family never had real money. I definitely didn’t have real money.

Brent Daniels:
Right.

Austin Rutherford:
So my entire business, all the rentals, everything has been funded by other people. So private money lenders is how I build it. So it was a $74,000 purchase and $170,000 rehab. 600 square foot addition, $28,000 into the foundation, roof, windows, siding, gutters, new two car garage, a lot of less-

Brent Daniels:
This was your first deal?

Austin Rutherford:
First deal ever. 21 years old when I bought it.

Brent Daniels:
This is making me sweat.

Austin Rutherford:
Yeah.

Brent Daniels:
For real.

Austin Rutherford:
Yeah. Borrowed a quarter of a million dollars from a private money lender, funded the entire deal. They pushed off all interest and principal payments until the sale of the property. Thank God. And yeah, so-

Brent Daniels:
How’d you find that lender?

Austin Rutherford:
Networking, right? You always got to be talking to people, TTP. So year, year and a half… As soon as I got it, swiped my credit card, I went to a meet up. And we were just talking with people like, “Hey, what do you do?….” And the lady was like, “I just rolled over my IRA to self-directed, I’m going to start flipping houses.” I was like, “Oh cool. Congrats. Hopefully everything goes well.” Year later I got this deal, I’m like, “All right, well I got to get the money for it.” So I started thinking who I could call. And I was like, if that lady still got the money….

Brent Daniels:
Self-Directed IRA money.

Austin Rutherford:
Yep. So I called her back. She was like, “I haven’t done a deal.” I was like, “Got an opportunity for you.” And she funded the deal.

Brent Daniels:
Wow. Just like that?

Austin Rutherford:
Yep.

Brent Daniels:
Yeah. Well one, there’s a couple important things to look at here. One, she knew it was a deal. So you obviously put together something that showed, here is the potential equity in this property. If we do X, Y, and Z, and take care of these things with this property. And it made sense and she understood that it was a discounted property. I think that’s where this all starts. Remember, if you want to raise money, you got to find deals. They got to be discounted. I mean, you got to find the opportunities to do something special with that money. You can’t just hope and pray that somebody is going to give you money if it’s a tight deal or if it’s an okay deal. This was a big spread. You made a hundred thousand dollars on your first deal. How old were you at the time?

Austin Rutherford:
I sold it a week after my 22nd birthday.

Brent Daniels:
22nd! So you were 21, going out there raising funds. And I highlight this just because… Anybody can do this. That internal fear that people have of, can I do this? Can I not do this? Listen, this Austin is giving you a perfect example. And if you’re just listening to this, make sure you check out the video interview of this. Brent Daniels, YouTube channel, put a face to the voice. That’s incredible. People can do this. You didn’t have credit, that this amazing credit score. You didn’t have cash reserves. You didn’t even have experience. What you did have was, you had enough courage to go talk to people at a meetup group, build a connection, show that you’re out there hustling. And that was enough for you to raise money.

Austin Rutherford:
A hundred percent. I mean no business, no construction, no real estate. But when people know, when you show that you’re dedicated and you’re able to answer questions intelligently… If that lady would have asked me, “Well, what happens if you die? What happens to my money?” And I said, “Well, I don’t know.” I wouldn’t have got the money. So I educated myself on it and I knew the answers to things. I got promissory notes, mortgages, all that stuff. So when she had questions, anything… Sellers, marketing, all that stuff. If you have the answers, and you sound like you’re the expert, people just tend to trust and believe in you.

Brent Daniels:
Love it. A hundred percent. So how do you find wholesaling?

Austin Rutherford:
Yeah. So a couple of years of flipping and stuff, made good money doing it, but I never did a rehab less than a hundred thousand dollars budget.

Brent Daniels:
Wow.

Austin Rutherford:
We’re doing big monster rehabs. Some went tremendous and some, we didn’t do as well. And I don’t remember exactly how I found it, but when I heard about it, I was like, “Wait a minute. I’m doing all this work, putting six, nine months into one house. And I can do it without even doing any of that?” So fell in love with it, increased the volume on deals through the marketing channels and stuff. So we started wholesaling more for fast cash. We still flipped a little bit, the big ones that made the most money. And I started buying some rentals along the way too. But once wholesale was put in game, you can do a lot more deals and make a lot more money.

Brent Daniels:
That’s it. And how do you determine, because you’ve got three strategies… You’ve got buy and hold, right? And I’m literally speaking of you. You’ve got your rental portfolio, you’ve got fix-and-flip and you’ve got wholesale. So when a deal comes across your table, how do you determine what you want to do?

Austin Rutherford:
Absolutely. So about a year ago, it switched. So before a year ago-

Brent Daniels:
So five years of your business, you’re…

Austin Rutherford:
Flipping.

Brent Daniels:
Flipping.

Austin Rutherford:
I’m trying to rent it up.

Brent Daniels:
You’re trying to flip… So flip is your first option. Wholesale second, rentals third.

Austin Rutherford:
Back then. Yes. But a year ago, I got tired of chasing money 24/7/365, which is wholesaling and flipping. It’s a great business, you can make a lot of money doing it, but you’re always looking for that next deal.

Brent Daniels:
Right.

Austin Rutherford:
So about a year ago, the model changed a little bit and the first option now is rentals. So the goal is to get in through the BRRRR method, 75 cents on the dollar so you can refi out of it. And in our market, we looked to make $400 a month in profit and cashflow. If it fits that, we’re keeping it. If it doesn’t, if it’s less than a $50,000 rehab, we’re going to flip it. And the profitability is 20% ROI. And if it doesn’t hit those numbers, then we’re wholesaling it to somebody else.

Brent Daniels:
I love it. Love it. And I think that this is important. This is an important lesson because it’s almost like you put your chips on the table and they keep stacking up and you’re like, yeah. And it keeps stacking up and keeps stacking up, it keeps stacking up, but you’re like, “Okay, this is great, but I need to take these chips off the table or I’m going to lose them.” I mean, you literally will. You’ll get silly if you don’t take the money off the table for yourself and start putting them into assets because all of a sudden you get a big, heavy bank account. You get a big stack of chips. All of a sudden you’re starting to feel comfy. And then all of a sudden you start hiring more people than you need. You start kind of starting new marketing channels and getting kind of cute and creative with some other things.
And all of a sudden that stack of chips is way less. You’ve got nothing that you’re taking home. You know what I mean? You have nothing that you’re adding to your wealth, to your net worth. So you’re taking those chips off the table now because of that switch. So now, you’re looking to buy more rentals first. And then because right now, just talking before this podcast, you’ve got 15k a month cashflow net, that you’re making from your rentals, right? It’s $180,000 a year. That’s fantastic. It’s not a million dollars. It’s not $2 million, but this is an incredible passive cashflow, covers a lot of costs. Right? But you want, I mean, you’re taking it to the next level.

Austin Rutherford:
That’s not even close.

Brent Daniels:
I mean, do you have a goal for how much you want to?…

Austin Rutherford:
The goal… Quickly, by the end of this year, is to get over a hundred doors.

Brent Daniels:
Awesome.

Austin Rutherford:
But that’s the closest goal that I have right now on the rental side.

Brent Daniels:
Yeah. Do you have a financial goal? Like you’re like, “If I get 50k a month passive, I’m going to feel good” or is it one of those things where you get to 50 and you’re like, well, 100 would be good. You know what I mean?

Austin Rutherford:
Yeah, there’s always the next level. My goal is to make 10 million a year.

Brent Daniels:
Got it.

Austin Rutherford:
And that will be part of that. That’s not going to get me to 10 mil.

Brent Daniels:
Right.

Austin Rutherford:
But that’ll be part of it for sure.

Brent Daniels:
Got it. Love it. Love it. Love it. Love it. Let’s break down a deal. This is a Wholesaling Inc. podcast. We break down deals so that people can understand exactly how you found the deal, how you negotiated it. What was the situation with the seller and what you made from it. So hit me with it, whatever deal you want to talk about. We’ll start with breaking down the four pillars of pre-qualifying. And if this is your first time watching or listening to this, anytime that you talk to a property owner, you’re looking for four things to see if there’s somebody that you can do business with. One, is the condition of the property. Two, is their timeline to sell. Three, is their motivation to sell. And four is their price. So hit me with it.

Austin Rutherford:
Yeah. So it was a lead that came in from a direct mail campaign and they called us and was like, “Hey, we’re interested in selling the property.” So we went through the questions. Build rapport number one, and then asked about the condition, if they live in the property, is it tenant occupied? Why you selling? Where you headed to? So asked all of the questions to determine the motivation, and kind of a weird scenario on this one. I had a salesperson at the time and then they, for whatever reason, didn’t think the deal with a deal. So they killed it. And then a couple of months later I brought another salesperson in because it wasn’t working out. So they were going back through old leads, and came to this deal and they were asking a hundred grand, and the house was worth 300 grand. And I was like-

Brent Daniels:
How did your guy not think that was a deal?

Austin Rutherford:
That’s why they weren’t there anymore.

Brent Daniels:
Yeah. Okay.

Austin Rutherford:
But I was like, “What?” And the dude was like, “Yeah, I think-” He’s brand new. It’s the first week. He’s like, “I think this is like a really good deal.” And I looked at it, I was like, “Yeah, it’s a great deal.”

Brent Daniels:
So, this is direct mail.

Austin Rutherford:
Correct.

Brent Daniels:
What list did you send it to?

Austin Rutherford:
This was a high equity.

Brent Daniels:
High equity, owner occupied? Or it doesn’t matter?

Austin Rutherford:
Non-owner.

Brent Daniels:
Non-owner. So this is somebody that has a rental property. They’ve got some equity. Did you do anything with the age of the house or the length of ownership? Any of that?

Austin Rutherford:
No. Just the-

Brent Daniels:
You just wanted a big wide list.

Austin Rutherford:
Correct.

Brent Daniels:
So you went what percent equity?

Austin Rutherford:
70.

Brent Daniels:
70% equity, non-owner occupied. Single family house?

Austin Rutherford:
Single family.

Brent Daniels:
Single family house, okay. So that was your three filters that you did for your list?

Austin Rutherford:
That was it.

Brent Daniels:
That was it?

Austin Rutherford:
Yeah.

Brent Daniels:
Beautiful. Okay. So you open it up, you’re sending out mail, they call you, somebody drops the ball. Thank God that you had somebody else to clean up on this thing. They call this person and go ahead.

Austin Rutherford:
Yeah. So the house, the tenant just moved out at the time, couple months before. So I don’t know if they said it wasn’t a deal because maybe there was a tenant at the time but at the point where we followed up, it was just turned vacant. It was a older gentlemen, he was tired of keeping up on the house. It was one of those houses that had knob-and-tube and the old shag red carpet, it needed renovated. It was not a nice house.
And so we got on the phone and we’re like, “Hey, we talked a couple of months ago.” He’s like, “Yeah. I remember talking to you, what’s going on?” We’re like, “You still interested in selling?” He’s like, “Yeah, the house is vacant.” We’re like, “Can you meet in an hour?” He’s like, “Yeah, I’m actually at the house now.”
Jumped in the car and took off.

Brent Daniels:
Beautiful.

Austin Rutherford:
And pulled up to the house. Funny thing is, I didn’t even take a contract with me because I was just going, and I got there and we built rapport and he was like, “Yeah, I want to do a hundred thousand.” Knew that I could sell it for 150, very, very easily. And I was like, “All right, perfect. Let’s do the deal.” And I was like, “Wait a minute. I don’t have a contract with me.”

Brent Daniels:
Oh no.

Austin Rutherford:
So I called my assistant to load a DocuSign contract to send to him, and then just sat there and walked him through the process of signing the agreement.

Brent Daniels:
Love it. And the reason he wanted… Was he just a tired landlord.

Austin Rutherford:
Yeah.

Brent Daniels:
He was just tired landlord. So will you explain to the audience, why people get tired of being a landlord? Cause you are a landlord of 70 properties. So why would somebody be in that situation?

Austin Rutherford:
I mean, I’m young now. So when you’re young, you want to build, you want to grow, you’re ready to deal with all the headaches. Then people not paying rent, the people throwing house parties next door to other people… It’s just part of the process. But when you’re 70, 80, 90 years old and you’ve rode this way for 20, 40, 60 years and made millions of dollars off of one property and you have a owed on it for 20 years. And somebody is flashing a couple hundred grand in front of you… It’s motivating, but it gets tiring. Everybody makes rentals out to be this beautiful, passive, guaranteed income. It’s not that.

Brent Daniels:
No.

Austin Rutherford:
That 400 a month that I said that we try to make? We’re lucky to actually take home a hundred a month, lucky to do that. With all the vacancies and all the repairs… Because when the tenant moves out, you got to go in there and dump another five grand just to turn the unit.

Brent Daniels:
Right.

Austin Rutherford:
So rentals is a definitely a long-term play. You don’t make much money today. So a seller can be tired of dealing with all the headaches. Expect non-payments usually the biggest one. Non-payment, do an eviction, they fight you. So you’re six months into the eviction. You finally get somebody out, you walk into the house and it’s destroyed and it’s sellers just like, “All right, like I’m done.”

Brent Daniels:
Done.

Austin Rutherford:
Yeah.

Brent Daniels:
So, and his timeline was, he was ready to go now?

Austin Rutherford:
Now.

Brent Daniels:
Now. Well, which is interesting because you had it six months. It was kind of either way, it was probably the right time for him to sell it at that time. So even though the guy dropped the ball, fortunately you guys picked it up at the perfect time, which doesn’t always happen, trust me. The condition was, it was dated. It was dated [crosstalk 00:21:15].

Austin Rutherford:
It was livable, but it was very dated.

Brent Daniels:
It was dated and it was a rental, rental condition. Timeline now, vacant property, tired landlord. And he wanted a hundred grand. So you gave him a hundred grand.

Austin Rutherford:
A hundred thousand.

Brent Daniels:
Okay. And what’d you sell it for?

Austin Rutherford:
So I literally walked out the door, called a friend of mine that I knew was buying in the area. I said 150. He came by immediately, that guy was still there. I was like, “This is my business partner. Walked in the house and signed a contract for $150,000.” So I made a $50,000 assignment fee in seven days.

Brent Daniels:
Oh my gosh, come on. Ring that bell.

Austin Rutherford:
It was good.

Brent Daniels:
I love it. 50,000. It blows me away. It really does… I mean, I just look at these things, this month is the biggest month that we’ve had at 285,000 that we’re closing. And I just think about that and I think about just, you can easily just Google and just what’s the average household, how long would that take people to make in just a nine-to-five? And it’s just… The opportunities in real estate are unbelievable.

Austin Rutherford:
A hundred percent.

Brent Daniels:
And I’m in Phoenix. Everybody’s like, “Oh my gosh, that’s so competitive. How do you make money there? Are you doing business there? Are you doing it virtually?” No, it’s all here. It’s all hard work. It’s all talking to people. It’s all building up the pipeline. And it’s all just, if I were to think when I started out… I remember the first time I got a $42,000 deal and I was shaking.
I was literally shaking and I was uncomfortable. And I was just like, “Oh my gosh, can I do this again?” And now, we average $42,000 a deal, average!

Austin Rutherford:
That’s phenomenal.

Brent Daniels:
You know what I mean? But that is the potential. That’s what I’m trying to… I’m not trying to do a humble brag here on this. It’s literally like, I want to inspire that the ceiling on this is so high. I mean, there’s people that I talked to that their average deal size is $2 million that they make on things. There’s just so many different layers to this, but it starts with planting the seed of finding those distressed property owners and having that conversation.

Austin Rutherford:
A hundred percent. And the thing that really shifted for me over the year is if you make the $42,000 assignment, if you’re a 50,000 or a 10 or 20 whatever it is, and you do it one day. Why can’t you do that every day? Right. It’s the same thing. Just start multiplying.

Brent Daniels:
That’s it.

Austin Rutherford:
We get in our own heads and think that it’s this one-off happening. If it happened, it can happen again. But people don’t understand that-

Brent Daniels:
Well and people… And that’s the other thing about keeping all your money in that business, you get real loosey-goosey and all of a sudden you’re starting to do other things that didn’t get you the deals in the first place, because you’re trying to peer around corners that aren’t there. And it ends up really hurting you, so I love that you’re taking the chips off the table and buying those properties. Really looking to build up that rental portfolio, and for long-term wealth. I mean, you’re a young man. You’re going to own millions and millions and millions of dollars in just a few years here. It’s exciting to watch. So how do people find you? How do they reach out and kind of tell people what you’re doing?

Austin Rutherford:
Yeah, no absolutely. So Instagram is where I communicate the most, @austinrutherfordofficial on Instagram. TikTok, I’m on there as well, just austinrutherfordo. YouTube, Austin Rutherford. We’re still doing real estate, still getting deals, still buying rental properties. A lot of my time recently has been spent on putting out good content, helping people and building the brand.

Brent Daniels:
And from the start of this show, I talked about, you’re getting these deals from referrals. Talk about, and I’ve talked about it on this podcast a lot. And on this YouTube channel, a lot about being loud. And being loud opens up opportunities. What has it done for your business?

Austin Rutherford:
A hundred percent. People think that other people know what they do. Even if you bought a hundred houses, there’s a lot of people, close friends, that have no idea that you’re in real estate. So social media is a beautiful platform that you can use. Now there’s two ways social media exists in today’s world. It either uses you or you use it. That’s it. If you’re not on social, that’s not an option. Because if you’re not on it, everybody around you is on it and they’re talking about it. So there’s only two ways. So use it, use it as a benefit. Tell your story. But biggest question’s like, “Well, what do I post?” Just document what you’re doing. You don’t got to create. This is creating stuff. You don’t have to do that starting out. Just literally document what you do, document what you wake up. Document the direct mail marketing campaign you sent out, the house that she bought, the house that you sold, the tenant that you had to evict, whatever it is, just document the journey.
And you will be blown away at the people that are like, “Holy moly. You’re in real estate?” My dad just passed away. My mom’s looking to sell her house. I got this friend at work that doesn’t know how to sell a house. My friend just got a deal, $60,000 assignment fee from a friend he went to high school with, that is a basement contractor that went into a house and it needed work. And he’s like, “Hey bro, is this a deal? You want to split it?” He’s like, “Yeah, let’s split it.” $60,000. Just about a couple posts on social media. So it’s very powerful.

Brent Daniels:
And you’re going to help out a lot of people that are starting out. A lot of people that are looking to get their first deals and they’re confused. And they’re going through that trial period where you’re like, “Oh my gosh, is this a deal or not a deal? How big of a deal is this? Is there anybody that can help me? I don’t really know the paperwork. I don’t know the language. I don’t know the escrow officers. I don’t even know what escrow is.” All of those things and they see you out there and you’re being loud and they’re like, “Well, maybe this guy can help me out.” And then they DM you.

Austin Rutherford:
A hundred percent.

Brent Daniels:
And then all of a sudden you’re buying that deal.

Austin Rutherford:
Absolutely.

Brent Daniels:
And all of a sudden you put that into your rental portfolio or you help them flip it, or you help them wholesale it. Right?

Austin Rutherford:
A hundred percent.

Brent Daniels:
And it’s because you’re getting these referrals, because people are seeing you out there doing the work. You’re actually doing the business, and they need help. And they want to reach out and you respond.

Austin Rutherford:
Absolutely. Talking to people. We do free meetups in the city. Just connect with as many people as possible. You never know the one person or the hundred people that are going to add value to your life or potentially one… One relationship can literally change the trajectory of your life.

Brent Daniels:
For sure.

Austin Rutherford:
And you touch way more people on social media than you ever can in real life.

Brent Daniels:
Yep. Love it. Absolutely love it. Give everybody your Instagram again.

Austin Rutherford:
It’s @austinrutherfordofficial on Instagram.

Brent Daniels:
Guys, reach out to Austin, especially if you’re in Columbus. Look at… He’s got a phenomenal TikTok for everybody out there that’s on TikTok. He is just growing that like bananas. So definitely check that out. I love that. It’s really cool. And thank you so much for being on here, bro.

Austin Rutherford:
Absolutely my man.

Brent Daniels:
That was awesome. And if you are interested in joining the most proactive group in real estate investing, it is the TTP family. It is the TTP program. Go to wholesalinginc.com/TTP. Check out what the program’s about. Check out all the testimonials. If it feels good in your gut, sign up for a strategy call. And we look forward to working with you. And I would look forward to working with you personally in that program. But other than that, guys, as always, I sign off by encouraging you to talk to people. Until next time, love you guys. See you.

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