Posted on: June 07, 2021

In today’s episode, Lauren will be joined by one of her Virtual Investing Mastery (VIM) students, David Trevino. He recently landed three big deals virtually in spite of doing wholesaling as a side hustle. His daring strategy that led to this success is simply picking an area not heard of by most real estate wholesalers paired with a positive mindset and living by the statement: making something work no matter what. 

In this episode, David will talk about his recent success from having zero to three big deals. Along that line, he will share the details of the area he picked to make deals in and what is in the outskirts of suburbs that got him into it.  

If you are aiming to be successful in getting deals virtually and strategically like David, then this episode is a big plus for your business.

Key Takeaways

  • David on getting into real estate wholesaling
  • His first real estate deal in 2019
  • On signing in for the VIM mentorship program
  • About the market that he chose
  • What he changed after VIM
  • On doing wholesaling part-time virtually
  • On having a positive mindset
  • How to get in touch with David

 

RESOURCES:

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Episode Transcription

Lauren Hardy:
You’re listening to the Wholesaling Inc podcast. This is your host, Lauren Hardy. And today we have David Trevino in the house. David is one of my Virtual Investing Mastery students and we are going to talk about his recent success. He went from zero to now three deals and these deals had pretty big fees on them. And my favorite thing about David’s strategy right now, and my favorite thing about him, is that he picked an area that I’ve never heard of. So we are going to talk about the area he picked, what type of area it was, and why you should probably stop going to the major metros and start looking at those outskirt suburbs. All right, David, welcome to the show.

David Trevino:
Hey, Lauren. Nice to finally be on the podcast. It’s an honor. Thank you.

Lauren Hardy:
Oh my Gosh. I love it. Now, had you listened to this podcast before?

David Trevino:
I have. I’ve been listening to it since 2019. So I’ve been a big fan of Wholesaling Inc for a while and to finally be on the podcast, it’s … I would not have believed it a couple of years ago to be honest.

Lauren Hardy:
Oh my gosh. I love hearing that. Did you start in 2019 or did you just start hearing about wholesaling in 2019?

David Trevino:
I started hearing about wholesaling in 2019. I heard Tom Krol on the podcast and I was pretty much … I just knew I wanted to be a real estate investor. I was looking for rentals and I went to, just like everyone else, YouTube university. I was looking at everything. How to find the right property manager, how of find the right contractors, et cetera, et cetera.
And it all pretty much boiled down to how do you find a deal? Because as an investor, that’s what we do. We find good deals. And I got nitty gritty and really just wanted to dial in how to find deals and that’s pretty much what I did. I just took some action from that podcast and I just build on it, step-by-step. A lot of trial and error and pretty much how I got into it.

Lauren Hardy:
So what was your first real estate deal, back then, in 2019?

David Trevino:
You know, in 2019, I was just dabbling a little bit. I sent out like 600 postcards and I pretty much just [inaudible 00:03:09] out without really thinking too much into it. I just followed the action and until I actually got voicemails and I was like, “Hey, this actually works, but what do I do now?” So I had to go back and get more into it. How do you talk to a seller? How do you meet them? How do you … all of that.
And then once I said, “Okay, I have a basic understanding of how to talk to sellers, let’s give it another shot.” And I sent out more postcards and I got more sellers and I didn’t get much traction because I wasn’t mailing as much. I wasn’t going big with my marketing. And then 2020, I said, “You know what? I’m going to take this a little more serious. And there’s … leads are coming in where I’m not even interested in the homes that they have, but they’re actual leads. So why don’t I build a buyers list and go forward with that.”
So 2020, tried to do a whole thing. If I find a deal I like, I pick it out for myself. But again, I’m pretty sure I was doing something wrong. I was getting like two calls a week and I was putting out thousands of postcards and I said, “You know what? I know I’m doing something wrong and I need guidance.” And it was a little discouraging because I was spending a lot of money and I wasn’t … time was going by. And I was saying, “I’m a real estate investor,” but I haven’t done a deal. It was kind of like self-judging myself a little.

Lauren Hardy:
They call that imposter syndrome a little bit. Right?

David Trevino:
Yeah. I felt a little discouraged and I felt myself … because there’s like a month and a half where I wasn’t really doing anything. I wasn’t marketing. I wasn’t doing anything. I felt myself giving up. And it was right towards the end of the year, you guys were having a promotional discount for the program and after that price was going to go up and I said, “You know what? It’s now or never. I need to make this work. Otherwise, I’m going to give up.”

Lauren Hardy:
Right. So it sounds like from 2019 to the end of 2020, so what, maybe a year and a half, you were using YouTube university to put the pieces together and you took action, which is awesome. A lot of people don’t even go to that step. They just watched YouTube university for years. So you took action, you’re mailing postcards for a year and a half, you’re getting leads, but you don’t know what you’re doing at that point, and you’re not closing any deals and you can’t figure out why. So now take me to, then, you finally bit the bullet, got some mentorship, which I imagine was pretty scary. Right?

David Trevino:
Absolutely. I had made a phone call with Wholesaling Inc in the beginning of 2020 but I didn’t pull the trigger. I said … and I was getting friends and family, especially, because … not because they don’t you to succeed but because they feel like they’re looking out for you. So they kind of said, “You could do it. You don’t need to pay anyone or.” I kind of took that and then I just had to say, “You know what? Screw it. I don’t care. I’m going to go for it. I need mentorship. I need to get out of my own way and make this work.”
And there’s actually … there’s part in your course, in the beginning of your course, where you say you got to adopt the attitude where you’re going to make this work, no matter what. And it’s like … it was really quick, but that kind of stuck with me. And it’s true. You have to make this work no matter what. And that’s pretty much that. It’s what I’m taking, and I didn’t notice I was taking that attitude, but you had to really expand on that.

Lauren Hardy:
Well, I want to pause right here because a lot of people are in the exact same situation that you were in back December 2020, where you were afraid to spend money on a coaching program, but you were wasting money in marketing because you didn’t know what you were doing. So you justified to yourself to spend money on the marketing and the action items, like sending postcards out, but you were scared to bite the bullet in the mentoring that actually would have made those marketing dollars work for you. So do you have an idea of how much you spent in marketing in 2019 and 2020, that you can kind of say you almost threw in the trash.

David Trevino:
Yeah. No. A few thousand dollars for sure. I don’t have a exact number but it’s in the ballpark between three and four grand, maybe.

Lauren Hardy:
Right, which is like almost the cost of a lot of mentorships. Honestly, a lot of people don’t understand the value of mentorship and you touched on your family having doubt on you. And I tell you, anytime I’ve ever gotten doubt like that, it’s from somebody who is not an entrepreneur. Anybody-

David Trevino:
That’s a good point.

Lauren Hardy:
Guys, I want this to sink in. Anyone who is telling you that you should not invest in, say, a coaching program, mentorship, but instead, try to figure it out on your own using YouTube, ask yourself what are they doing for a living? And if they are not an entrepreneur or a successful entrepreneur, that’s a good indication that they do not know what they are talking about and are giving you poor advice.
I personally buy into mentorship programs to this day. I did it just last week. I know nothing about TV ads and running television commercials and I really wanted to start utilizing TV commercials for my house-buying company. So I found a mentor and I wrote that check gladly. I was so excited. Anytime now I buy a mentorship, I actually get this high. You should see, I start glowing for the rest of the day because I get so excited because I know that that check I just wrote, I’m probably going to 20 X my return on that. I know I am so I get so excited.
But here’s the thing about writing that check and mentorship, and the difference between David and someone else, maybe, who doesn’t have success with a mentorship program, is that David took massive action and did every single thing that I said to do. Everything to a tee. But other people, they buy the coaching program or mentorship and they don’t follow the directions. They just do whatever they … they still do what they heard on YouTube university, for some reason, but they try to like apply it to the coaching program they got and those are usually the people that struggle at first and hopefully they have a good enough mentor to kind of smack them out of it a little bit, which you’ve seen me do a lot.
I do a lot of smackdowns. Right? I mean, it’s amazing. I remember when you called me, initially, and you were talking about what market you were thinking about getting into and, what I was so excited about was, it was a market that I’ve never heard of before. So, I don’t know, if you’re not comfortable sharing exact markets, because I know a lot of people don’t want to do that on the podcast, that’s totally fine, but you can give us an idea of this type of market. What it looks like. So tell us a little bit about the market that you chose.

David Trevino:
Yeah. So I’m out of Northwest Indiana. Most markets that people go into, they go after a major Metro, say, like in Indianapolis or some kind of town or city where people recognize, but market that I’m in, it’s mostly a county with suburb-like towns. They’re about an hour, hour and a half outside of Chicago. So it’s not exactly Chicago, but it’s its own market that benefits from a big city, but it’s mostly suburbs and I love it.

Lauren Hardy:
What’s the population size in your territory. Do you know?

David Trevino:
Yeah. It’s about 300,000 people, give or take.

Lauren Hardy:
Okay. Okay. And what’s the … do you know the average house price?

David Trevino:
173.

Lauren Hardy:
Okay. Sweet spot. That’s my sweet spot right there. So I love those numbers. My favorite thing was I’d never heard of it before, but you knew enough. You knew that a lot of people live there, but then they go commute to Chicago. So you knew about it. It was, maybe, something familiar to you because you … did you live there or you just maybe knew about it because you lived near there?

David Trevino:
I knew about it. I actually looked to invest over there. I own a rental property over there. So I just know it’s a great market and it’s better than where I live this side of Illinois, for sure, by far. Yeah, all over here, Illinois, you deal with a lot of high taxes. I think we have some of the highest property taxes in the country. We can call it tenant-friendly and it’s pretty hard evict someone. It takes a while, at least. And, Indiana, it’s like the complete opposite.

Lauren Hardy:
I love it. So you started in January, you got a little education, and then what did you change from, say, before me to after me, because you did some marketing? What were some of the big changes?

David Trevino:
So first thing is I had to change my marketing strategy. I pretty much put down direct mail and I went into text messaging and pretty much followed your program exactly how it is. Created a website, got a mailbox, all these things I probably wouldn’t a have done if I didn’t join the program.

Lauren Hardy:
Do you have a full-time job as well? Or is this your only hustle?

David Trevino:
No, actually I work full time. I’m a truck driver. I drive semis for UPS so it’s a lot of hours. I’m doing anywhere 50 to 60 hours a week. So that was another thing why I went virtual because I didn’t have the time to go out and drive an hour, hour and a half, to go meet a seller face to face. So I needed to find something that was more efficient. I probably put away two to three hours in the morning to this business Monday through Friday, and I do Saturdays too.

Lauren Hardy:
That’s incredible. So if anybody wants to use the excuse of that they have a busy full-time job, I don’t want to hear it because this guy works 50 to 60 hours driving trucks, which is not something that you can like multitask and talk to sellers while you’re doing it. Like for me, when I started, I had a full-time job as well, but it was an office job. So there were some times where I could do some research when we were … like when we had downtime at work, but you cannot do that.
So instead you fit these activities in the morning before you had to go to work and, what, only two to three hours a day, which is what I always recommend. If you can, at minimum, please promise me, you’ll try … you’ll work three hours a day at this, that’s kind of a number that I stick to as a minimum. I mean, it’s incredible what you’ve been able to do. So now let’s talk about what you’ve been able to do from January to now with only two to three hours a day.

David Trevino:
So the first month, that was pretty much just setting up the business and going through the course and really absorbing that information in. Right towards the end of January, that’s when I started pulling lists and setting up my texting campaign. Then I went through some leads. I was getting the hang of it. I actually thought it’s really fun kind of like texting a lot more. Came across a seller who wanted to sell her house.
She lived all the way in Nevada and she was going through some things. She had just suffered a stroke and her father wasn’t doing the greatest and there was just a lot of family drama. And she had a property out here in Indiana that she originally bought for her family to live on, but she was renting it out to a tenant who wasn’t paying rent and she had a property manager who was pretty much unresponsive.
And she was pretty much just paying these high … not high, but … because there’s two properties on the lot so she’s paying property taxes on two houses that she’s not even renting out, collecting any rent money for it. So I had some downtime during work. I was waiting on a load to finish up. So kind of picked up the phone called her. I had about 50 minutes so I had a good conversation with her and from there it was just … from there, it was history. I made an offer. She agreed on it and went from there.

Lauren Hardy:
Yeah. So what did you end up getting out of that deal? What was the total fee?

David Trevino:
So that one was 20 grand.

Lauren Hardy:
20 grand. Your first deal. Your first wholesale fee was $20,000. That’s amazing. That’s really, really good. And then you did another deal after that, shortly after. What did you net on that one?

David Trevino:
That one went for 18.

Lauren Hardy:
Crazy. Crazy. So the thing is about the higher fees, when you see a fee like that in an area where the average house price is 170,000, typically, that means it’s a less saturated market with other investors. So more reason, if you’re listening to this, to avoid the major metros and go to the suburbs that are outside the major metros. You can really just own that territory. And honestly, David, you can. You can just own this little territory and what you might want to do, because I know what’s going to happen next is you’re going to say I’ve ran out of people to text.
You’re going to get list anxiety, I call it, where you’ve ran out. You just have … because there’s not … there’s only so many houses. Right? The next thing you can do is try another marketing method and get the people that aren’t responding from text because either they don’t check their cell phones, they don’t have cell phones. Right? So you can try direct mail. You can try radio ads. You can try TV. You’re going to get a different type of … or a different seller.
It’s going to open up and expand your market. Even though … so it’s the same market, but it’s going to expand it if that makes sense, because now you’re catching the people that don’t answer text messages like yours. So rather than just, maybe, going to another county or finding another virtual market, I would say really milk this market because your fees are so good that you can actually afford to do maybe some TV ads or radio or something that’s a little higher cost.

David Trevino:
Yeah. On yesterday’s coaching call, I was actually pretty interested in TV ads. I have yet to book a call with Tony Javier, but I’m not sure if that would be the right marketing choice to go into right now, right away, but I’m giving it some thought. I know with texting it’s probably inevitable that it might go away. So I have been thinking about that.

Lauren Hardy:
Yeah. Yeah. Well, you’re doing amazing. You’re doing exactly what you’re supposed to be doing, so just keep it up. I’m really proud of you. Your success is very inspiring. I mean, how many of you guys are listening to this? You’ve got a full-time job and you just want to make some side money or you want to start your side hustle that eventually will be your full-time hustle, but you don’t know how to do it. You can’t imagine doing it with your 40 hour a week job. Well, now we’ve got somebody here who’s like, “No, I … ” is at 50 to 60 hours and they still is able to do it. So it’s very, very inspiring for a lot of people.

David Trevino:
Oh yeah. Thank you. It’s pretty much that. And if there’s one thing that people should dwell on is make it work no matter what. I can’t say that more than once. I can but [inaudible 00:18:37].

Lauren Hardy:
Yeah. No I didn’t realize that that statement had so much impact, but it is a statement that I live by. I will make something work no matter what. When I get something in my head and I’m like, “It’s go time. I’m going to do it,” I’m going to make it no matter … make it work no matter what. I do not commit to anything unless I have that attitude about it. There’s nothing worse than committing to something when you don’t have that attitude and then you just waste a bunch of time and it didn’t work and you’re just like, “”Gosh, why did I even do that?” You just feel bad about yourself.
So I totally, totally agree with you. I mean, I can relate. Right now. I actually bought into two coaching programs recently. Another one was YouTube. So I’m really trying to grow my YouTube following and I did not even film a YouTube video 20 months ago. Okay. I did not have any aspiration to be a YouTuber or influencer. That was not my background, but I fell into this coaching role and influence, and part of it is social media and YouTube and I tried, for the last year, to grow a YouTube following just going off instinct.
I did not know what I was doing. I had no recipe to grow my YouTube channel at all. I was just posting videos. I had no clue what I was doing. I didn’t know how to title them. I didn’t know what to put in the descriptions. So after about a year … it sounds like your story. Right? After about a year, I was thinking, “Wait, there’s got to be some mentorship on this. Like there has to be a coaching program. Right?” So I sought one out and found one and I’ve been taking this program. They only drop one module a week. It’s one of those. My course luckily doesn’t do that. But it’s a 10 week commitment for me. And I’ve been watching this thing diligently, and I am fully committed.
And what’s crazy is this is my brain. I’m like, “I’m going to crush this.” Like, “You just watch, in one year, my following is going to explode. I’m going to crush this. I’m going to do everything this guy says. And if it doesn’t work for me, I mean, it’s this guy’s fault, basically, because I’m going to do everything he says to the letter and I’m going to crush it. And I’m going to be better than the examples. I’m going to be like on his … he’s going to put me in his course as a success story.” That’s where your brain needs to go. And yours did. And you didn’t listen to the haters. You didn’t listen to the family members that were like, “No, you’re not. You’re not doing that.”

David Trevino:
Yeah. And I think that’s pretty much what it means to be a rhino. Right?

Lauren Hardy:
Yeah.

David Trevino:
[inaudible 00:21:26] thick skin and you just charge at one thing and you’re going to get there.

Lauren Hardy:
David, if I can give you one piece of advice that I could not … I mean, it blew my mind, even in the recent time is just network and talk with real entrepreneurs and level-up. You’re going to talk to entrepreneurs in maybe this level. Right? And then you’re going to start meeting ones that are million dollar a year to multimillion dollar a year. Then you’re going to multi … multi, multimillion dollar a year. Right?
Keep leveling up and talking to them and just asking them, “What do you do when you’re trying to learn a new skill?” Like they give you tips that are so valuable. That’s the advice you listen to. And the family advice. They’re just trying to help. Just kind of tune it out a little bit. Like, “Oh, okay. Yeah, thanks mom.” But, you know. “Thanks, but you work in accounting for a CPA firm. How would you know what I’m trying to do?” You know? So I love it.
Well, David, thank you so much for coming today. Very, very inspirational. And I’m very, very, very proud of you. I cannot wait to see you when you come down to meet me at my office. And if anybody does want to reach out to you, maybe just for some advice, or maybe you can pump them up a little bit, if they’re going through the same thing, I’m sure a lot of people are going to find you very inspirational. Are you on Instagram at all or any of the social media networks?

David Trevino:
I’m on Instagram, but I’m not very active on there. But if someone wants to reach out to me, they can email me at david@chbuyers.net You can email me there. I’ll respond back for sure. I have a go-giver mentality so I would be more than happy to talk to someone.

Lauren Hardy:
Amazing. Amazing. Well, thank you so much, David. We really, really appreciated having you. And if you guys want to learn more about real estate investing and taking your business virtually go to www.wholesalinginc.com/virtual. Thanks again for listening.

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