Posted on: July 08, 2021

Anthony Slane teamed up with automotive salesman Amer Alabsi to establish a successful wholesaling partnership in Cleveland. In just 4 and a half months, they closed a $180,000 deal, and they have a $240,000 deal on pending.

In this episode, they join Brent on the show to talk about how they got started and expanded their team. They also share their strategy for getting more leads and how they source the right people for their business.

Key Takeaways

  • How real estate can be a way to help communities
  • On Mojo accounts and accidental landlords
  • On doing sales in person versus over the phone
  • How crucial a buyer’s database is
  • Wholesaling works if you do

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, Mr. talk to people and I am telling you this, if I can do it, so can you. So let’s get started. Are you in a market where you feel like the most you can make on your wholesale deals is 10,000, maybe 20,000, maybe you hit a home run and it is 25,000 and you feel very frustrated because maybe the price points don’t feel very strong and you just can’t break out and get these big, massive deals. And here with the Rhino Tribe, with Wholesaling Inc, a massive deal is defined as something where you net wired into your bank account or a big check for a minimum $50,000. That is a massive deal.
And that’s what we’re going to be talking about today because I’ve got these two guys that have brought a whole crew with them here to Phoenix. But these two guys out of Cleveland, and listen, if you’ve done business in Cleveland, you know you can buy properties for $10,000 in Cleveland, all the way up to million dollar houses, but it depends on what you’re going after and how you get the most out of every single opportunity. I think that this conversation is going to impact a lot of people. It is my pleasure to introduce Anthony Slane, Amer Alabsi in the house, in the podcast studio. Welcome everybody. Thanks for coming in from Cleveland.

Anthony Slane:
Yes, sir.

Amer Alabsi:
Thank you.

Anthony Slane:
Thanks for having us.

Amer Alabsi:
Thank you for having us on.

Brent Daniels:
I’m excited about this. So you started this journey and then like a magnet you started pulling in all your best friends, all the people.

Anthony Slane:
That’s right.

Brent Daniels:
All the people that had the same kind of mentality that you have. So where did you find wholesaling and how did you start pulling on that thread and start taking action?

Anthony Slane:
So I got into real estate, I’m going to say it was back in 2016. I got my license originally. I knew I wanted to get into real estate, I always knew that. So basically what happened was I got my license and I was kind of working as an agent, but I always knew I wanted to get more into investing. So I didn’t really like to read books and I’m like, man, how am going to learn if I can’t read these books? And I’m like, I’m just going to listen to some podcasts. So I started searching up some podcasts. Next thing you know, I came across Wholesaling Inc, and I listened to hundreds of testimonials, and I’m like, man, this obviously works, this is what I got to do. So I signed up and I think that was right around 2017 or so. And I was by myself for about two years and then this year we kind of got the team together and now we’re just trying to do more and impact our community.

Brent Daniels:
I love it and how enlightening is it being a real estate agent and then finding, wait, wait, wait, wait, wait, you can wholesale. What is wholesale? You can wholesale real estate? Wait, I’m not flipping it. No, it’s not flipping. It’s not doing all the repairs, and picking out the colors, and the doors, and the fixtures, and the appliances. But this is, I put a property under contract, I sell that contract and all of a sudden I can make way more than I can on commissions from traditional real estate.

Anthony Slane:
That’s right. That’s true. Yep. You learn how to flip the piece of paper, but I mean, it still makes sense. It makes sense for someone to want to pay you that fee because you’re adding value to them, they’re going to get value out of that. It’s a win-win for everybody and you get to help someone out of a distressed situation.

Brent Daniels:
I love it. Amer.

Amer Alabsi:
Absolutely. So I’ve been in the automotive sales industry almost over 10 years now and sales in the automotive industry can really give you that crocodile skin that’s needed in sales. They brought me aboard. They’re like, hey, we have this opportunity, we really need someone that has good phone skills, good sales skills and I think you’d be a perfect fit. I’m like, sure, I’ll try it out. And then they said, we’re wholesaling houses. I’m like, well, what is this? I don’t understand this. And then they showed me how it works and I was just onboard. I mean, it made perfect sense for me. I’m like, all right, I’m good on the phones, I’m good with people, I can go on these walkthroughs, I can try and look at the properties, help people get out of situations. Just like Anthony said, there are people that don’t have time to deal with real estate agents, don’t want to deal with real estate agents and they just want a quick in and out. Just, hey, I just want to move this property and move to a different state. A lot of people do that too.

Brent Daniels:
I love it. And I love it that you mentioned that, that you were in sales because I think a lot of people think, well, sales, I’m not a salesman, I can’t be a salesman. A salesman has this weird kind of veneer on it that’s like, I don’t want to be labeled as that. But in fact, all you’re talking about is you effectively communicate with people and get past their force fields and their stiff arms and have a real conversation and see what their goal is and what they’re trying to do. And you do that by asking questions.

Amer Alabsi:
Absolutely. Overcoming objections is number one, that’s all we do, that’s sales.

Brent Daniels:
Right, that’s it. And listen, we all have that knee jerk, we all have that thing that’s like, you go anywhere and somebody asks if they can help you. And you’re like, no. And you don’t even think about it. You’re just kind of like, you’re a stranger, I don’t know if I can communicate, I don’t want to feel stupid and I don’t want to feel like I don’t know what to say or do here, so I’m going to just, no, no, no, no. Because we naturally just as humans most people aren’t great at communicating, there’s just not a lot of expressive personalities that are just like, oh, I love everybody and everybody’s going to be my friend.

Amer Alabsi:
Yes.

Anthony Slane:
I totally agree. I was the same exact way when I started and I’ll tell you, and that’s how I had these guys start. When we first got together this year, I had everyone, we got Mojo accounts and I’m like, listen, even though we had the budget to [crosstalk 00:06:10]-

Brent Daniels:
Explain to everybody that has no idea what you just said. What is a Mojo account?

Anthony Slane:
So a Mojo account is basically an account that you use online, mojosells.com. It’s an automatic dialer, so you can dial three lines at a time, you can upload your list into it and just hammer the calls out.

Brent Daniels:
So very simply you have an Excel list with a name, address, phone number, you put it into this website, you press a button and it calls. And when people pick up, you talk to them.

Anthony Slane:
That’s right.

Brent Daniels:
That’s it.

Anthony Slane:
Simple as that. And I’ll tell you, that’s the best way. Especially if you’re someone like me, I was in sales as a kid, kind of like in clothing stores and stuff and I was always the worst. I was always the worst salesman. And I’m like, man, I don’t know how I’m ever going to make it in sales. But I’ll tell you, once you get on Mojo and you press go and you make enough calls, I mean, it just leaves you. You don’t worry about that anymore. So you talk to anyone, it doesn’t matter what they say.

Brent Daniels:
That’s it. And I’ve been talking about that for four years that, listen, you have conversations with a thousand strangers and asked them if they would consider an offer on their property, you could talk to anybody about anything.

Anthony Slane:
Anything.

Amer Alabsi:
It’s true.

Brent Daniels:
I mean, it’s just, it’s a skill. But I don’t care if you’re the shyest person in the world, I’m an introvert and this and that and all these different things. Well, listen, I think that most people, I think probably 99% of people are naturally introvert. It’s when you have to get pushed out of that, and have to communicate, and have to go, and whether it’s because you have a goal that you want to accomplish or a dream or whatever else, you need to be able to talk to people.

Amer Alabsi:
Absolutely.

Brent Daniels:
And so if you start the process and start building up your experience in that, you’re going to get better at it. You’re going to get better. I mean, your first day selling versus your 10th year.

Anthony Slane:
Oh, it’s night and day. I remember [crosstalk 00:07:50]-

Brent Daniels:
You’re a different person.

Amer Alabsi:
… I’ll never forget my first day in the automotive industry making a cold call. I was shaking on the phone. I was like [crosstalk 00:07:57] –

Anthony Slane:
It’s a 500 pound phone.

Amer Alabsi:
It’s like, would you like to sell? Because you can’t do it. And now it’s like, I don’t even think about it, it’s fluid. It’s like I have word tracks, I just know how to handle the objections, it’s just everything it flows nicely. And 90% of communication for people is body, body language, body communication. But when you’re on the phone, you have to somehow manipulate your voice [crosstalk 00:08:22]-

Anthony Slane:
Yes. Your tone’s going to be important.

Amer Alabsi:
… your tone, and you portray and the conversation’s a good pace as well. That’s how you communicate over the phone and that’s how you get a better sale. It’s all about communication. That’s all sales is, is communication. It’s transfer of emotion.

Brent Daniels:
And by the way, everybody, these guys know what they’re talking about. Four and a half months, they’ve closed 180,000 and they’ve got 240,000 pending. Okay, let’s lay that on the table here [crosstalk 00:08:47] –

Amer Alabsi:
It’s a blessing.

Brent Daniels:
… so that people really understand the advantage to having that certainty, and that confidence, and that optimism to be able to communicate with people in your community.

Amer Alabsi:
That’s right. Absolutely.

Brent Daniels:
So how does it work? Talk to me about you’ve gone the last couple of years by yourself, now you’re in a partnership, you’ve got people working, you’ve got your whole crew that’s here, what does your company look like and how do you stay organized?

Anthony Slane:
So we use Podio as our CRM and that really helps us stay organized. And something else that really helped was Amer put together some Google docs so we can really keep track of all of our deals, what title company they’re at, because I mean, when we first started, everything was on the whiteboard [crosstalk 00:09:27]-

Amer Alabsi:
Whiteboard. Take a picture of the whiteboard.

Anthony Slane:
And it’s like, man, it was getting very, very, very unorganized.

Amer Alabsi:
Stay with me.

Anthony Slane:
So we were like, look, we got to get on this. So we have Podio as our CRM now, we all work in an office every day together, so we all have our own office, we’re very close to each other.

Amer Alabsi:
We’ve dispersed the workload as well. We found that having each one of us do an entire workload didn’t work out too well. Now it’s more like it’s compartmentalized I believe. So I handle the acquisitions, and then Anthony handles disposition, and then overflow we have our other two partners, Josh and James, to kind of help out as well. I physically go on the walkthroughs when I’m on the phone with a client, hey, absolutely, I’ll be there at that time. I go right then and there. And then I come back with a contract, here you go, here’s the acquisition form, I fill it. I have paperwork ready to go. So he knows everything and he needs to dispose of the property as quickly as possible because as we all know, time kills deals.

Brent Daniels:
Time kills all deals. We talked about this off air before we started about how you have gone back in to the property after there’s been multiple showings of a property, gone in and said, you know what, I’m ready to go. Let’s put this on. I’ve got the contract. I mean, listen, it sounds very simple, but it is a huge advantage to carry a contract in the car with you.

Amer Alabsi:
Oh, absolutely.

Anthony Slane:
Absolutely. It’s definitely slept on.

Brent Daniels:
No, no, no. I’m telling you, I would say probably 90% of real estate investors do not have a purchase contract, a purchase agreement [crosstalk 00:10:59]-

Amer Alabsi:
I have several just stapled just in case because you never know.

Anthony Slane:
You never know.

Brent Daniels:
Well, and listen, the fact is, negotiating comes down to really three things when you’re with the seller, it comes down to the price, the terms and you.

Anthony Slane:
Correct.

Brent Daniels:
Right?

Anthony Slane:
Yep.

Brent Daniels:
So Mr. Seller, do we agree in the price? Okay, we’re good on price. Great. What about the terms? Are you cool to have your money in 20 days, 30 days, whatever it is? Okay, great. I’ve got to go in through the title company, you good with that? Okay, great. And really the last thing is just me, are you comfortable working with me and getting this done? Yes. Okay. Well, great, I’ll sign it. Why don’t you sign it?

Anthony Slane:
Boom.

Amer Alabsi:
It’s easy. I mean, coming from the days of automotive car sales is probably one of the most difficult industries of sales, in my opinion. Coming into real estate and dumb, coming out of a depreciating asset and into an appreciating asset, it’s in my opinion easier because the asset itself is worth more as opposed to a car, which everyone knows is going to be worth less. So you’re trying to convince people, hey, I want you to buy something that’s going to be worth less the second you sign the contract, so that’s kind of difficult as opposed to our situation. It’s opposite. So it does help a little bit.

Brent Daniels:
Awesome.

Anthony Slane:
Especially our market too. A lot of people, what they come to our market for, a lot of out of state people is investment, like rental properties. So a lot of it is the cap rates can be ridiculous, you can get 20%, 30% cap rates if you buy something. So it’s like with that kind of return, you got a lot of people coming from outside and that’s a lot of what we run into too, is accidental landlords, that’s a lot of who we do business with.

Brent Daniels:
What’s an accidental landlord?

Anthony Slane:
I’d say someone who maybe inherited a property, inherited some tenants, maybe they inherited from a father who was more hands-on with the tenants, they got the property and the tenants thought they could take advantage of the now current owner, and they’re not paying rent, they’re not taking care of the property, this and that. And the people are stuck and they’re like, I don’t know what to do, I’m losing money on this thing every month, they haven’t paid me rent and that’s when we come in to help.

Brent Daniels:
Love it. And how are you finding these leads? I mean, you talked about acquisitions, you can’t do acquisitions without lead generation.

Anthony Slane:
Talking to people. [crosstalk 00:13:09].

Amer Alabsi:
That’s right. So we have 10 cold callers in Jamaica right now, we have 10 cold callers, we have a web campaign going on, we have a web developer managing that campaign, so we have leads coming in from there, those are basically our two main lead sources right now. But we are really, really considering looking into the REI radio. We want to get on the radio. I think our market would be great for the radio, so that’s definitely next up for us.

Brent Daniels:
I love it. And you have 10 callers in Jamaica?

Amer Alabsi:
10 callers in Jamaica.

Brent Daniels:
How did you find them?

Anthony Slane:
So, yeah, no, it’s actually [crosstalk 00:13:40]-

Brent Daniels:
I mean, most people it’s like either you’re hiring somebody that is an American living abroad or you’re going way overseas, right?

Anthony Slane:
Yeah. So initially when I was first looking for a cold caller when I was by myself I had one on Upwork. I think it might’ve been someone you recommended, to be honest. One on Upwork, basically a website where you can just hire freelancers, virtual assistants. So I went on there and you can search for U.S. or you can search overseas, wherever you want someone to work for you from. And basically I like Jamaica because they’re a little more cultured, they kind of talk more like us and they’re able to communicate with sellers better. That’s a big thing with us, like you said, you want to make the seller feel comfortable. So they’re able to have, I think, smoother conversations in my opinion. So I mean, basically I found the one on Upwork, kind of got out of touch for a while, then she kind of reached back out to me. She’s like, hey, I started up this company and I’m basically hiring a bunch of people in Jamaica and we have a center here and we want to know if you want to be our client? So I’m like, okay, well, if I keep growing, how many callers can you handle? And she’s like [crosstalk 00:14:39]-

Amer Alabsi:
Unlimited.

Anthony Slane:
… unlimited. I’m like, oh, that’s perfect. I’m like, okay, this is great. We’re going to have a good relationship. So we definitely plan on growing that relationship. We have 10 right now, we’re going to double down next month, we’re going to have 20, so it’s going to start to get really hectic.

Amer Alabsi:
And they’re getting better and better. I mean, when the lead comes in and it’s a hot lead, warm lead, the note taking that they’re asking the notes on clients, how long have you owned the property, how long has the roof been… When’s the last time you’ve renovated the property? They have gotten some really good notes that helps me to make the phone call quicker and easier and smoother and just make that quick cash offer.

Brent Daniels:
So explain to me the process. You take the list, you skiptrace it, you put it into Mojo, you hire these callers, they press go on this dialer, they get the leads and send it where?

Anthony Slane:
Where they send it to Podio.

Amer Alabsi:
Podio.

Brent Daniels:
Okay.

Amer Alabsi:
And it comes to me and then I see it as a new lead. I see the lead, I look at the lead and I make the phone call. I just make the phone call and I talk to the client, the homeowner and [crosstalk 00:15:40] –

Brent Daniels:
But with 10 people, you got to be getting leads like [crosstalk 00:15:43]-

Amer Alabsi:
Oh, yeah.

Anthony Slane:
There’s some days we get 30 leads in a day.

Amer Alabsi:
Absolutely.

Brent Daniels:
And you’re calling all of them?

Amer Alabsi:
I’m calling all of them.

Anthony Slane:
Every single one of them.

Brent Daniels:
Same day and doing your lead follow-up and appointments?

Amer Alabsi:
Absolutely.

Anthony Slane:
It’s getting hectic. We’re pretty busy. So we definitely need someone on acquisitions next and we definitely need to get someone to go on walkthroughs. So I think, I mean, we’re killing a lot of time going on walkthroughs, so I think we need to find someone for that.

Amer Alabsi:
Lead time is everything. I mean, what is that standard? 30 second lead time, you got to answer within 30 seconds with an online lead. Two minutes is like, after two minutes it’s over.

Brent Daniels:
The analogy that I love was Todd Toback, one of the best mentors in real estate, and he said, you’ve got to imagine that your roof is leaking, you need somebody to come fix this roof right now, your roof is leaking and you call somebody and they don’t answer. You’re calling somebody right after and the person that calls you back, you’re like, no, I already have somebody coming out.

Amer Alabsi:
Exactly.

Brent Daniels:
That’s the mentality you have to have if you’ve got incoming leads.

Anthony Slane:
Exactly right.

Brent Daniels:
You do, especially internet leads. I mean, you’re just one click away. I mean, they don’t even have to type in that many numbers [crosstalk 00:16:47]-

Anthony Slane:
All they have to do is just click one and they see three other or five other buyers.

Brent Daniels:
Speed, that is huge. I mean, speed to that lead, especially coming from internet leads is critical. Absolutely. And then, so it comes into Podio, you’re setting tasks for follow-up and, I mean, every day do you open up your computer and you’re like, okay, I got 50 calls to make today?

Amer Alabsi:
Absolutely. So I have immediate follow-up, I have long-term follow-up, I have even dead leads I call sometimes. It’s leads that are like, oh, they hang up on me. I’ll call again and just say, hey, I just wanted to follow-up just to see where things are with you and your property. But after the lead, I have judged the lead as, hey, this is something that’s going to be a good lead, I call them and I speak to the client, I schedule a walkthrough day of, I try and get it the same day, or the next, or as soon as possible, and then I go on the walkthrough, and look at the property, and I have a purchase agreement on me at all times. You have to have a purchase agreement. I know a lot of people like to use the DocuSign, that’s great, but sometimes that takes time. And again, time kills deals, so I want to close it right then and there. So after that I come back to the office, I fill out an acquisition form. Sometimes I’ll already have one filled out because I know it’s going to be a deal. I’ll have it filled out and then I come back to the office and I give my acquisition form to my disposition guy. And he has everything he needs to dispose of the property as quickly as possible.

Brent Daniels:
Got it.

Amer Alabsi:
And then Anthony takes it from there.

Anthony Slane:
That’s right.

Brent Daniels:
So you’ve pretty much just kick back all day long and just [crosstalk 00:18:11]

Amer Alabsi:
You know what? In my opinion, disposition is the most important part because acquiring the properties is one thing, but if you can’t dispose of them in time, you’ve gone off them. I need him.

Brent Daniels:
Not only that, it’s really interesting in our industry some people pay $100 per dispo because they’re like, listen, we’re selling discounted properties, everybody’s going to want it. Well, I will counter, sure, if you want to get the least amount for that property. I remember when I started bonusing my dispo. So the way that works in my company is 0 to 15,000, they get 5% of the amount that we make, from 15 to 30, they get 7.5, if you sell for over 30,000 that we’re making, you get 10%. Well, guess what? It took my average from 16,000 to 28,000, to now it’s 42,000. So people that want to get… Hey, listen, and by the way, he’s responsible for building the cash buyer database, creating that healthy tension with all of them to sell the deals so that they’re buddy, buddy, but they’re not too like, hey, give me this deal. If you give us the [crosstalk 00:19:19] –

Anthony Slane:
Yeah, we know.

Brent Daniels:
… if you’re the right one and if you’re going to be the highest bidder and be the smoothest. But it’s a huge advantage to really put a lot of emphasis and focus on dispo because, listen, the truth is all the systems, all the contact management, all of the things, that’s great, but you’ll never be able to sell that. The only thing that you can sell or the only asset that we truly have in our business is our buyer’s list. It’s our database.

Anthony Slane:
It is.

Amer Alabsi:
Absolutely.

Brent Daniels:
That is the thing that is the most valuable and I mean, there are multimillion dollar databases in my market here that have been built over 20 years, 25 years, 8 years, whatever it is. But they make so much more than everybody else because they have really taken disposition seriously.

Anthony Slane:
That’s where the money comes from.

Brent Daniels:
That’s where it is.

Amer Alabsi:
And then a lot of people, acquisitions, it seems like it’s a lot and it does sound like it’s a lot. But disposition, Anthony’s got to follow-up with title, he’s got to follow-up with every buyer. Sometimes we have about 8 to 10 buyers going to a property, he has to follow-up with every single one of them, each one of them he has to follow-up with. And that’s multiple times a day, they go hand in hand. You need one for the other. You cannot run this operation without [crosstalk 00:20:33]-

Anthony Slane:
We were kind of dipping in each other’s way in the beginning there and we just kind of got to… It’s like, I was putting on my acquisitions hat, then I take it off and I put on my dispositions hat. And I’m like, my brains crossed and I’m forgetting things. I’m like, oh my God. Then I’m forgetting stuff. So we were like, you know what? Let’s just separate it. And I think it’ll run a lot smoother, which it has.

Amer Alabsi:
Yes, which it has.

Anthony Slane:
It’s worked out for us for sure.

Amer Alabsi:
It already runs smoother.

Brent Daniels:
Who’s more analytical?

Amer Alabsi:
I would be the analytical one.

Anthony Slane:
Yeah, for sure.

Amer Alabsi:
I like to put everything in Excel spreadsheets and put [crosstalk 00:21:03]-

Anthony Slane:
He crosses his Ts and dots his Is.

Amer Alabsi:
I make sure of everything. Even the status of the title company, where is this involved?

Brent Daniels:
There has to be somebody.

Amer Alabsi:
Has to be.

Brent Daniels:
Has to be somebody and listen, if you’re out there and you’re a solopreneur, or you’ve got a partnership, or whatever else, and you guys are both expressives or drivers or whatever else, find somebody responsible, please, hire them. Hire them and find somebody that loves the numbers and all of that.

Anthony Slane:
It’ll save the day.

Brent Daniels:
And it helps everything else go so much smoother.

Amer Alabsi:
Absolutely. You have to be organized.

Brent Daniels:
That’s it.

Amer Alabsi:
You have to.

Brent Daniels:
Did you guys grow up knowing or thinking that you wanted to work for yourselves or you want to be an entrepreneur?

Anthony Slane:
So it’s funny you ask. I grew up in a very middle-class family, never really had anything extra and my whole family has always worked kind of nine to five jobs and I always since I was a little kid wanted more. So I always wanted more and I always thought it just didn’t add up to me. I’m like, how do I work a nine to five job, and be rich, and make enough money, and this and that. And it’s like, man, then you kind of learn about sales and it’s like, okay, if I can sell X amount of something, it’s different than working by the hour. So it’s just kind of putting all these different pieces together. And I remember I used to work at a moving company and I’ll never forget, I busted my butt, I had a long day and [crosstalk 00:22:16]-

Brent Daniels:
Literally moving?

Amer Alabsi:
Literally moving [crosstalk 00:22:17]-

Brent Daniels:
You’re packing up people’s stuff?

Anthony Slane:
… and all day long. And I remember getting back to the shop and just tired all day and the boss man just kind of walks out in the warehouse and you hand them the bill and it’s like a $5,000 move and I’m making 11 bucks an hour. And I just remember clicking infront of him, man, this guy is hustling me right now. It clicked for me. So I’m like, man, business ownership, you have to… I wish it was taught more. No one teaches it except for you, guys like you.

Brent Daniels:
Well, I think it’s interesting. I think that there’s just a small fraction. I think it’s not taught because I think we’re a minority. We’re a minority that understands from birth till the day we die, we have a certain amount of time and I would like to have as much control over that as possible. I think that’s what it is and it took me a long time to get to that, guys. It took me a long time to kind of pinpoint, what is it? It’s the control.

Anthony Slane:
100%.

Brent Daniels:
It’s the control. I don’t want to control people, I don’t want to be a politician or something.

Anthony Slane:
No, you want to control your life.

Brent Daniels:
I want to control my lifestyle and control the things. And even as a little kid, I remember, I was like, wait, why do I have to be there at this time? What am I doing? Why am I? No, I don’t want to do that. I wanted to do the things that I liked. And I said, hey, listen, if it was something I liked, I was diligent, I was there, I was committed, I was going. But if it was something else I was like, I don’t want to do this.

Anthony Slane:
Money is freedom, that’s how I look at it.

Amer Alabsi:
And it’s the same way for me for entrepreneurialship, automotive sales is you’re your own business. You have to go out there and grind, make the phone calls. If you’re sitting at your desk, not at the door getting ups, you’re not selling cars.

Anthony Slane:
It’s just like this business. I always said, it works if you do.

Brent Daniels:
Yep. It works if you do.

Anthony Slane:
Exactly, that’s it.

Brent Daniels:
Absolutely.

Anthony Slane:
Absolutely.

Brent Daniels:
Let’s break down a deal, that’s what everybody gets excited about on this podcast. So let’s put it through the filter of really understanding what’s going on. So tell me how you found it, let’s start there.

Anthony Slane:
Okay. So you want to talk about one 16th?

Amer Alabsi:
Yeah, let’s do one 16th, that’s a good story.

Anthony Slane:
So we had this property and it’s on a nice street, a decent street and basically there were two ugly houses right next to each other. The only ones on the street. We had an appointment for the one, we go check it out, we contracted it. It did need a lot of work and we kind of had [crosstalk 00:24:29]-

Brent Daniels:
Now, are you just driving and seeing this ugly house or was this on a property? Did you talk to the owner and then you went to the street? How did you find this?

Anthony Slane:
So it was a lead that came in from Podio. It came in, I made [crosstalk 00:24:40]-

Brent Daniels:
From cold calling?

Anthony Slane:
Correct. Absolutely [crosstalk 00:24:41]-

Brent Daniels:
Do you remember what list?

Anthony Slane:
Vacant. Was it?

Amer Alabsi:
Yeah. It was a Vacant list?

Brent Daniels:
Where do you pull your Vacant lists from?

Anthony Slane:
Batch Leads. We get a lot of stuff from Batch Leads. So the Vacant lead came in, I made the phone call, scheduled the walkthrough, next day went there. I was like, oh my gosh, this is in bad condition.

Amer Alabsi:
It was rough.

Anthony Slane:
It was rough. It was really rough.

Amer Alabsi:
I’m sure you can imagine.

Anthony Slane:
So getting that contract signed. I’m like, okay, all right, let’s do this.

Brent Daniels:
Rough like you can renovate it or rough like it needs to be bulldozed?

Anthony Slane:
Close to being condemned.

Amer Alabsi:
You got animal droppings all over the place, you got the roof coming in, all that kind of good stuff.

Anthony Slane:
The roof needs to be replaced, everything. So basically we ended up contracting that house and we were kind of having a hard time selling it. Basically all our offers came in at what we have it at. So we were kind of having some trouble and a lot of the buyer feedback we got was, well, I can redo this house and make it look really nice, but it’s hard to sell it when there’s a boarded up house right next door. It’s not a good sell. So we’re like, man, we got to figure out who owns this things.

Amer Alabsi:
We got to get the other.

Anthony Slane:
So we ended up finding out it’s owned by an LLC and usually it’s tougher to find who owns an LLC. So we did a lot of digging, just kind of Google searching and we found a couple email addresses for the guy, a couple of phone numbers and we actually called all the phone numbers, didn’t work, sent like five emails out. One of the emails hit, he replies back. He’s like, yes, I would sell that property.

Brent Daniels:
Let me pull on this a little bit and this is the way that I would do it. I’d say, okay, LLC. And I’m going to go to the Corporation Commission. I’m going to Google Corporation Commission Arizona, and then I’m going to put online search. Okay, online search. I put the name of the LLC in there and I see who the managing member is, or who the principal, or the president, or whatever. And then I’m going to Google that dude, or gal, or that lady. And I’m going to see, okay, are they on LinkedIn? Are they on Facebook? Is their email somewhere out there? And then eventually you follow that web down far enough and you find some way to contact them, whether it be an email or a phone number. Batch now obviously skiptraces LLCs, but it’s only 30, 40% hit rate, so for those other 50 to 60% you got to do a little digging.

Amer Alabsi:
For sure.

Brent Daniels:
I’m telling you to this day for 17 years, I have found every single contact that I’ve looked for.

Amer Alabsi:
Is that right?

Brent Daniels:
If you dig deep enough.

Amer Alabsi:
Absolutely.

Brent Daniels:
For sure.

Amer Alabsi:
I believe it.

Brent Daniels:
For sure.

Anthony Slane:
I mean, the internet is a powerful machine.

Amer Alabsi:
It is, everything is on there.

Anthony Slane:
He emails me, the owner of this property next to the one we had contracted. So he emails me and I’m like, oh my gosh, please call me, here’s my cell. He calls me and then we meet up and we meet at the property and we agree. I had a purchase agreement, we agreed on the number. We got this.

Brent Daniels:
Now what’s the condition? So this is boarded up.

Anthony Slane:
This one is also boarded up and pretty much close to looking condemned.

Brent Daniels:
Same condition?

Anthony Slane:
Same condition.

Brent Daniels:
Okay.

Anthony Slane:
So we were there when we were getting that contract signed and the neighbors started showing. The neighbor’s like, what are you guys doing? And we’re like, we hate these two houses. All the houses on the street are beautiful. It’s a perfectly nice street except for these two houses. And the community’s like, hey, we’re really interested. What are you guys doing? Are you guys getting rid of these? Are you buying these, you fixing these up? We’re like, we’re in the process of putting these houses and getting them to either revitalize them or we’ll figure it out how we want to make it go from there. And it’s just funny seeing the community wanting to, they want to get them out.

Brent Daniels:
That’s the thing. That’s the collateral effect that you have is it’s really interesting. And I almost feel like this on my own neighborhoods that I’ve lived at before is I was like, okay, I can go after this property. The only issue is if for some reason I offend them or I bug them, I have to live by them or I have to live by a property that they own. So it was always like, that was the only time that I’d be a little bit hesitant myself. I’m the talk to people guy, I would knock on every door in the world except for on my street. You know what I mean? And I think a lot of neighbors feel that. Internally they’re like, you know what? I don’t want to rock the boat and offend these people, but we need to do something about this property. And I don’t want to be a jerk that goes over there and starts something. And then they see you guys and then all of a sudden you’re knights in shining armor.

Anthony Slane:
Literally, here to save the day. They were like, oh my gosh, you guys are great. We’re doing our best.

Brent Daniels:
And people are really, you can’t buy properties at a discount, not in this market. And you guys are just going out there and doing it every day.

Anthony Slane:
Here’s the kicker. So the seller ends up having another property on the same street.

Amer Alabsi:
The guy we hunted down.

Anthony Slane:
The guy we hunted down. So he had the one next to the other one that we had and then he had a whole separate one on the same street, just down the street a little bit. Great property, nice looking property, just wanting to get rid of it. He’s like, man, I’ve been a landlord, I’m done with it. This is what I want. So we ended up contracting that one too. And we ended up selling all those.

Brent Daniels:
All three?

Anthony Slane:
All three of them. We sold the two together as a package next to each other. And then we sold the other one completely separate.

Brent Daniels:
So what did you make on the package and then what’d you make total?

Anthony Slane:
On the package we made about $30,000, 15 from each house. And then on the one down the street that was a $72,000 assignment.

Brent Daniels:
What? Wait.

Amer Alabsi:
$72,000.

Brent Daniels:
72. Let’s look at this. You made $102,000 off of your Jamaican cold caller calling a Vacant list that you got from Batch Leads sending it to you. You not being able to make as much as you wanted to on this deal. So you have to go down and research the next door neighbor, find their info, send them an email. They email you back, get that one under contract, get the other one down the street. This is what happens on your proactive.

Amer Alabsi:
That’s what happens.

Brent Daniels:
This is what happens in you’re proactive. $102,000. Come on.

Anthony Slane:
Yes, sir. I’ve been waiting for this one.

Brent Daniels:
I love it. I love it. I mean, that’s what it’s about. I mean, this is real life. Holy cow. I mean, that’s what it is. That is the process. If you can get over those internal fears that you have, if you can get over the little things stopping you, the little things pulling you back, that’s telling you, you can’t do this. Use Anthony and Amer here as inspiration to say, holy cow, if these guys can do it, so can I.

Anthony Slane:
If we can do it, anyone can do it.

Amer Alabsi:
If we can do it, anyone can do it.

Brent Daniels:
For real. I mean, that’s what it is about. So use this as fuel, keep pouring that fuel on that fire because listen, people aren’t going to be listening to this if they don’t have that fire in their belly for real estate, for real estate investing, for being an entrepreneur, for having control of their schedule. You know what I mean? And now you guys are just, you guys are on a trajectory. I mean, your first year in it, you did 50, 60. Your second year, you did 100. Now, you’ve already got 180 close, 240 pending and a machine running.

Amer Alabsi:
Yes.

Brent Daniels:
How’s it feel?

Amer Alabsi:
It’s not done yet.

Anthony Slane:
It feels great though.

Amer Alabsi:
I feel like we’re just getting started. It’s funny, I haven’t really put all those kinds of numbers together until I knew I was going to be on the podcast today and I was kind of thinking about it. I’m like, man, we have come a long way. And it just feels like a blessing. It really does. I just feel so blessed that I have such a good group of guys with me and we’re all like-minded, no one’s greedy [crosstalk 00:31:40]-

Anthony Slane:
It’s cohesive.

Amer Alabsi:
… it’s all. We’re all on the same page and we all work very well together.

Brent Daniels:
Awesome.

Amer Alabsi:
So I couldn’t be more thankful for that.

Brent Daniels:
And just remember, it’s the journey that’s the most important. You know what I mean? The goals are great, but once you hit them, now you got to just increase them.

Amer Alabsi:
Embrace the grind.

Brent Daniels:
It’s the journey, it’s this group, it’s having this with your friends and potentially your family and everybody, being a magnet for people that see how excited you are and all of a sudden you have all this energy. Can you imagine? Can you imagine if you spent the next 10 years loading up people’s furniture and delivering them and everything? And the lights would be out of your eyes.

Amer Alabsi:
Who knows where I’d be?

Brent Daniels:
You know what I mean? I mean, it would just be [crosstalk 00:32:20]-

Amer Alabsi:
Who knows?

Brent Daniels:
I mean, it’s just, we have paths in life and then you just get to be able to do it.

Anthony Slane:
I know.

Brent Daniels:
Incredible. Awesome. So how do people get ahold of you? How do people reach out to you if you’re in Cleveland and [crosstalk 00:32:33]-

Anthony Slane:
You can reach out to me Instagram if you’re on Instagram, AT3314. You can send me an email.

Brent Daniels:
Say it again.

Anthony Slane:
AT3314.

Brent Daniels:
There you go.

Anthony Slane:
You can send me an email at anthony@cashmyhome, and you can check out our website, cashmyhome.com, and you definitely can get in contact with us that way.

Brent Daniels:
Awesome. Awesome guys. Thank you for being here.

Anthony Slane:
No, it’s a pleasure.

Brent Daniels:
Thanks for coming to town. Absolutely incredible. Guys, reach out to them, especially if you want to squat up. If you’re in Cleveland and you’re like, I don’t know anybody. I don’t know. I want to do this business, but my family doesn’t do it, my friends don’t have any idea, they think I’m crazy. Don’t stay in that island by yourself. Go reach out to these guys, DM Anthony and connect and just squat up and maybe join venture on some deals and do some business together.

Anthony Slane:
Absolutely. We’re here to help.

Brent Daniels:
Awesome. And that’s it, guys. A couple of resources, you talked about Batch Leads, batchleads.io, you use the coupon code TTP. You have 5,000 property addresses that you can download for free. So batchleads.io, definitely check that out. Use the coupon code TTP. 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. That’s wholesalinginc.com/TTP, scroll down, check out what the program’s about, check out what all the testimonials are about. You’re going to have to scroll for a while [crosstalk 00:34:00]-

Anthony Slane:
A while.

Brent Daniels:
But if it feels good in your gut, sign up for a strategy call. We look forward to talking to you. And that is it. Thank you guys for being here.

Anthony Slane:
Thank you.

Amer Alabsi:
Thank you for having us on.

Brent Daniels:
And as always, I sign off and encourage everybody to talk to people. Love you guys. See you.

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