Posted on: July 15, 2021

Covid-19 has taken a toll on all of us. Many businesses have shut down and workers were laid off. But Scott Perry saw an opportunity and turned the situation to his advantage. This former military pilot has closed 30 deals from flips and wholesaling. Now, he owns a real estate company—The Indy Solutions—and produces quality real estate content on his Youtube channel.

In this episode, Scott shares a quick run-through of the strategies he used to close more deals outside of Indianapolis. He also gives the lowdowns of dealing with homeowners, and how people can utilize cold calling and Facebook ads to increase leads.

Key Takeaways

  • On his real estate background
  • How real estate can be a means for financial stability
  • Facebook ads versus cold calling
  • Youtube as a platform
  • On macro patience and micro speed

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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, Mister Talk To People. And I am telling you this with complete certainty that if I can do it, so can you. So let’s get started. This guest that I have on the podcast. Let me lay a little bit of track here. All right. He spent 10 years as a airplane and helicopter pilot for the army and then COVID hit and COVID is really interesting because he was in the private market. He flies for a major airline and everything was really just kind of turned off, turned down and he had this opportunity to have time to invest into his passion, that fire in his belly for real estate investing, for wholesaling.
And in that time, he did 30 deals. He’s doing wholesales. He’s doing flips. He’s out of Indianapolis. He’s got an incredible company called Indy Solution and he’s got a YouTube channel, Indy Solution. He’s going to talk about it. It is my pleasure to bring on to the Wholesaling Inc Podcast Scott Perry. Scott, say hello to the Rhino Tribe.

Scott Perry:
Hey Brent. Hey Rhino Tribe. How are you guys doing? Great to be here. Thanks for having us, Brent. Really appreciate it.

Brent Daniels:
I’m excited to have you on here. So you guys had sent me a link of some videos that you guys have done. And what was really interesting is I went to your YouTube channel and I went down the rabbit hole and I saw one of my favorite things that I ever see online and that was live cold calling for wholesale deals. You’ve had your cold callers that are part of your company in-house with enthusiasm, having fun, squading up with each other and making these live cold calls and putting it out there to show everybody, “Hey, listen. This is what it sounds like. This is what you go through. And this is the experience. It’s not as frightening as you think it is.”

Scott Perry:
Right.

Brent Daniels:
It inspires a lot of people. Has that been the response that you’ve gotten so far?

Scott Perry:
Yeah, we’ve got a lot of good response from the cold calling. Joe and I talked about starting the live cold calling with Gabe, Brent. Zach’s been on the show. Justin’s been on the show as well. And there’s really not much live cold calling. People typically say live cold calling, but it’s just recording. Right? And then it’ll be edited over something. We were like, “No, we want the live, raw footage.” There’s one time that Brent talked to somebody for an hour and a half, just to kind of prove a point that you can go down the wrong direction.

Brent Daniels:
Right.

Scott Perry:
And so we actually had to cut him off, but so we just think seeing it live unedited is really valuable.

Brent Daniels:
I love it. I love it. So let’s get into you, right? I want people to be able to understand if they’re just listening to your voice on the podcast or they’re watching it on the Brent Daniels YouTube channel, they get to know who you are, because I think that you guys are doing some amazing things and not only that, but literally, the pandemic, it was a blessing in disguise for you guys.

Scott Perry:
Oh, for sure. Yeah.

Brent Daniels:
Because it gave you the opportunity to get into this. So I introed you. You had been in service to our country for 10 years, and then you’re a pilot for a major airline. Why real estate? This is interesting because I know kind of, because we talked off camera.

Scott Perry:
Right.

Brent Daniels:
But I think that’s really interesting because you’re one of the first people that I know that actually has a background with their family in real estate. So kind of expand on that.

Scott Perry:
Yeah. Yeah. So I grew up around real estate. My dad kind of dabbled it. He actually worked for the government himself, but he kind of dabbled, do a deal here and there, but he really… His best friend, he used to cut lawns. He had a lawn mowing business and my dad talked him into buying his first place to kind of house them, his lawn mowing equipment and stuff like that. And so he finally talked him into it after. I think it took about a year to talk him into it. And this was back late 80s, early 90s. I was growing up at that time and I would be at lunch with them when they talk about real estate, and they dabble together. And then my dad’s buddy just decided, “Hey, this…” He saw the fruit of his labor.
He’s like, “Hey, I’m making more money in this commercial building.” It was like a duplex with a garage so it’s kind of like a mix use situation. He’s like, “Wow, I’m making money and it’s paying for itself and I’m not working like I am mowing yards.” So he took that over the next 15 years. When I was in high school, he almost had a hundred properties. So he had 96 properties.

Brent Daniels:
Rental properties.

Scott Perry:
Yes, sir. Yep. It was 96 rental properties. Now he actually flips them in the process. So he’s bought more than that. And since then, he’s… What everybody’s going to do. He’s going to sell some, buy some better ones, kind of move stuff around the portfolio and all that. So he’s actually sold down about 50 right now, but I still talk to him pretty regularly. And he’s in Florida collecting rent checks. Now he’s got a big portfolio. They’re all single family homes. So he does have quite… As opposed to having 96 units, apartment units, he’s got quite a bit of overhead and stuff like that. So he doesn’t have a full team that runs it for him. But yeah, he doesn’t cut grass anymore.

Brent Daniels:
I bet he doesn’t. I bet he doesn’t. So you’re growing up with this. You get out of high school. Did you go right into the army?

Scott Perry:
Yeah. Well, I went to college and then got picked up. So I went to flight school, Liberty University in Virginia then went in the military after that. I worked construction. That’s where I really got my hands-on experience on knowing how much a sheet of plywood costs, even though it’s six times the price right now. So yeah, I got my hands-on experience that we did a lot of basements, additions, stuff like that. I did one new build. That was fun. I was going to college. And then in 2009, I joined the army right after college and within two months, bought my first place. So that was always the plan, get the VA loan option, start building that portfolio.

Brent Daniels:
Love it. And so you go to flight school. Why… Did the military pay for flight school? Why go into the military after flight school?

Scott Perry:
Well, I always wanted to be… My family has a long history of military service, both sides of the family. So that was actually… So my dream as a kid was always be a pilot in the military. So that was always kind of the thing. I always enjoyed real estate, but it was one of those things. I tell our guys, I was talking to Gabe about it actually a few days ago. I said, “Always look at yourself when you’re 85 and then think about, okay, I’m 85. Am I going to regret not doing this kind of thing? Because you don’t want to be 85 and have regrets.” Right? So I got to try out the military thing. It’s always been something I’ve been around. I just really… Even if it’s for a couple of years. Right?

Brent Daniels:
Sure.

Scott Perry:
So that’s really where that came from. So I didn’t have to go to the military, but that for me, I had to go just to see what it was like.

Brent Daniels:
And in the military, are you doing real estate deals? You said you bought a property in ’09. Are you doing other things? Are you thinking about investing? Is investing your side hustle?

Scott Perry:
Yeah. That’s true.

Brent Daniels:
Or you had thoughts?

Scott Perry:
Yeah. It was always a side hustle because my grandfather retired and then my other grandfather served for about, I think it was six years and they got out, but the military retirement isn’t quite substantial enough. You can retire early. Right? When you’re 36, sometimes back in the day. Now it’s more like 40, 42 and the pension is very generous for 20 years, but it’s not going to be enough to sustain you, including inflation, all that stuff, into your 80s, 90s, people at a hundred now. So yeah. So real estate was always kind of the side hustle. I was never big into the 401(k) options that we had and stuff like that. And I knew real estate. I was always around it. Right? So to me, real estate over stocks always made way more sense.
I like being able to touch what I’ve invested in kind of thing. So yeah, I started… I bought a turnkey rental in 2009 that I lived in. I just moved in and used the VA loan knowing I was going to then rent that out when I left in three years. And I still own that one today. And I think one of the important things to think about is a lot of people, the analysis paralysis, right? You hear it on every Facebook page everywhere. And I did not want that to be my thing. So the way I looked at it was even if I lose $50,000, say a hundred thousand dollars, it’s like, I’m 22. I’m in the military. I’ve got this steady pay. My contract in the military was eight years.
So I know I got eight years of pay. Right? Some buffer there, so I can pay it back if I mess up. So that was kind of my mentality. The first one’s the hardest one. Right? So I was just like, “Buy that first one. The rest will be all downhill from here.” So real estate was always the thing. And then I did a live in flip when I was in El Paso, Texas. And then I did a absentee flip here locally on the north side of Indy in 2017. So I did three deals while I was in the 10 years.

Brent Daniels:
And then when did you get infected with the idea of wholesaling? You know what I mean? It’s one thing… You know as well as I do, it’s one thing to talk to real estate investors that own rental properties and talking to investors that flip properties or develop.

Scott Perry:
Right.

Brent Daniels:
But a lot of them, they’re not talking about, well, the first place to really start and build your foundation is wholesaling, is finding these discounted properties yourself. It’s finding these off market opportunities. How did you find that? How did you come across that?

Scott Perry:
Well, back when I was… Even when I was around it, I don’t know if you’ve heard of Cris Chico, but he’s like an OG…

Brent Daniels:
Yeah, of course.

Scott Perry:
OG kind of guy. So my dad would order his seminars back. I think he was even doing stuff maybe late 90s even. I was in… Even pre-high school, I think he was doing stuff. My dad would get the cassette tapes. My dad even dabbled in that back 20 plus years ago. You never heard of it anywhere. And so to see the progression over the decades, it’s kind of… I’m still young. I’m only 35. But kind of growing up around it, it’s funny to see the evolution of wholesale. Even 2010, I would say we have seems like a thousand times more wholesalers today than we did in even 2010, let alone the 90s. Right?
So yeah, I just kind of always knew about it and I started making those connections and that’s really what I did. I found bigger pockets early on. I think they started their podcasts like ’12 or something 2012, somewhere back then. It seems like it’s been forever but… So I just started making connections for bigger pockets and talking to guys back in Indy that were starting these wholesale businesses. And now, one of the guys that I talked to, who I talk to regularly, I call him Mr. Walmart of wholesaling in Indy here. If he’s not the biggest, he’s one of them. He’s definitely the biggest local guy. There’s a lot of virtual folks that do pretty well, but he’s definitely the biggest local.
So just making those connections. And then I met Joe, who’s my business partner. We co-own the company. He started doing all the editing on YouTube, and all that stuff. So we sat down and we had coffee and he said, “Hey, man. I want to own my own business. I’ve done real estate. I want to kind of make this a full-time thing.” And I told him about wholesaling. And he said, “Well, what’s wholesaling?” So I kind of told him about it. And then all of a sudden he goes…

Brent Daniels:
Wait, wait, wait. When was this Scott?

Scott Perry:
This is November of 2019.

Brent Daniels:
Isn’t that amazing?

Scott Perry:
Yeah. [crosstalk 00:12:17]

Brent Daniels:
Literally, in the same breath that you go, I think that there’s a thousand times more people that know about wholesaling. Your business partner, Joe, doesn’t know what wholesaling is in 2019.

Scott Perry:
Right. Yeah. Yeah.

Brent Daniels:
You know what I mean?

Scott Perry:
Yeah.

Brent Daniels:
Sometimes you just can’t see the trees when you’re in the woods. You know what I mean? You just can’t…

Scott Perry:
Right. Exactly. Yeah.

Brent Daniels:
We feel, and that’s a really interesting thing. And I want to really express this to the audience is we think because we’re obsessed with this or in this, that everybody thinks about this.

Scott Perry:
Right.

Brent Daniels:
But the fact is, you go to any barbecue or family reunion or high school reunion, or you go to the mall or you could just go to talk to somebody at church and ask them what they think about wholesaling real estate and they will look at you like you were speaking Mandarin Chinese.

Scott Perry:
Right.

Brent Daniels:
They would just like, “What are you talking about? I have no idea what you’re… What are you talking about?”

Scott Perry:
Right.

Brent Daniels:
And then you’re like, “Oh, okay. This is really interesting.” That’s why I think it’s so special. Right, Scott?

Scott Perry:
Right. Oh yeah.

Brent Daniels:
Your audience on your YouTube channel, the audience on the podcast, it’s a weird group of people. We’re weird people. Our brains are just built differently. We’re so excited about this.

Scott Perry:
We got to deal with certain types of things, right? So you got to deal with certain types of things that other people might not deal with. The mom who has dementia that owns the house, but the daughter has a power of attorney, but she lives in California, but she’s not going to be there until then, but she wants this piece of furniture. So this is literally the exact story of our current flip that we’re doing.

Brent Daniels:
Sure.

Scott Perry:
We worked on it for four months. So you got to be a special breed to deal with some of that, some of the things.

Brent Daniels:
Well, that’s why I love it. That’s why I love what you guys are doing. When I saw your video, I was like, “Oh my gosh. You’re like me. We’re in the same tribe.” You know what I mean?

Scott Perry:
Right. Yeah.

Brent Daniels:
We have this brain that is so excited about helping out distressed property owners in our marketplace.

Scott Perry:
Right.

Brent Daniels:
Working with the people. Listen, every single deal that Scott has done, that I have done, that our companies have done, there’s always a story of some problem that needed to be solved.

Scott Perry:
[crosstalk 00:14:16]. Just 10.

Brent Daniels:
There’s always. Whether the problem just be…

Scott Perry:
Or 10 problems.

Brent Daniels:
Or 10 problems. Yeah.

Scott Perry:
Yeah.

Brent Daniels:
Yeah. Whether it just be that they just don’t want the property anymore because they can’t keep it up.

Scott Perry:
Right.

Brent Daniels:
Or it’s like a huge family disaster where everybody wants to sell it as quick as possible so that they can get the money out of it.

Scott Perry:
Right.

Brent Daniels:
And get it done. And everybody has different opinions on things and you have to solve it all. It’s wild, man.

Scott Perry:
Oh, yeah.

Brent Daniels:
It’s an exciting business. It really is.

Scott Perry:
Yeah. We have one right now we’ve been working on since January and there’s seven errors. We’re about to give up on it because there are just no… By the time you play phone tag, you get back to the end and they forgot you talked to them or some [crosstalk 00:14:55]

Brent Daniels:
Yeah.

Scott Perry:
That’ll be our greatest feat if we can pull this one off. It’ll be a sweet deal too if we can pull it off.

Brent Daniels:
Listen, stay in the saddle, Scott. You’ll get it done. Stay in it. I’m telling you.

Scott Perry:
For sure.

Brent Daniels:
Stay in it. You’ll get it done. So you have… It’s late 2019.

Scott Perry:
Yep.

Brent Daniels:
You and Joe are putting together plans for wholesaling business. You get into it. You’re flying around as a pilot and 2020 is 2020.

Scott Perry:
Right.

Brent Daniels:
2020, the COVID hits. And what happens then?

Scott Perry:
So Joe, he worked for Fortune 500 company as a regional sales rep so very used to doing cold calls. He’s that special breed kind of person. That’s why I think as soon as I said wholesaling, he really figured it out. It’s like that. I really didn’t even tell him much. Because he had flipped before.

Brent Daniels:
Sure.

Scott Perry:
He just didn’t know the investing side as far as the off-market stuff. Right? So as soon as I said it, literally in 30 seconds, he just got it like that. But unfortunately, he got furloughed. I was up for getting furloughed as well. Since I just transitioned from the military, my seniority at the airlines, which is unionized so it goes in order. I was 12 from the bottom of, I think it was 15,800 pilots, something like that. So if anyone’s getting furloughed, it’s going to be me.

Brent Daniels:
Sure.

Scott Perry:
So I said, “Okay, Joe.” We got together. I’m like, “Hey, you want to do this full?” At that point, we’d done… We did one, two, three, four. I think we had done four deals before February. So that was in the first month and a half. We kind of hit it. Really, a lot of people, especially now, I feel like that’s more the exception, getting four right out of the gate. We just happened to hit this nice little thing. I believe somebody can get a deal in their first month for sure. Four, that was definitely a blessing for sure. So I would have…

Brent Daniels:
How did you find those?

Scott Perry:
So that was Facebook.

Brent Daniels:
What was your lead generation? What’s that?

Scott Perry:
That was all Facebook Ads.

Brent Daniels:
Facebook Ads. Awesome.

Scott Perry:
Yep. On Facebook, you can’t target market really at all because of the fair housing and stuff like that. So it was different. And I’d run Instagram, Facebook Ads before for separate Instagram page I did as a pilot, just for kind of fun. And Joe had also done the same thing. So we had already kind of educated ourself over the last few years. I follow Gary Vee like crazy for quite a few years now. So I got education from that, just dabbled for fun. So really, the timing worked out nice to where Joe’s like, “Hey.” He literally ran test ads the night after we had coffee when I explained to him what wholesaling was, like that night.

Brent Daniels:
Awesome.

Scott Perry:
And so that weekend is when we got our first deal. And Facebook Ads for us right now, they’re okay. I would say that first couple of months, I don’t know if people slept over the winter time or something, but December, January and February, so January, February of 2020, we just smoked it for some reason. And then Facebook Ads with COVID, it kind of died down, but yeah, we talked, said, “Hey, you want to do this full time?” We opened this office that I’m in now. We’re actually getting ready to expand into a bigger office. We actually are working on the contract right now. So that’s exciting. And so we just said, “Hey, let’s do the YouTube full time.” Because that was another decision. It’s like, “Hey. Now, we have the time. Let’s do the YouTube full time. We know, hey, we’re going to commit to…” At the start, we committed to two videos a week. And so started to run that and now we’re here where we are today.

Brent Daniels:
I love it. When did you guys start cold calling?

Scott Perry:
Cold calling on YouTube or cold calling just for leads?

Brent Daniels:
Just for leads.

Scott Perry:
We did that pretty quick. After the Facebook, I would say that was… I’m going to go, it was probably February of 2020.

Brent Daniels:
And it was you and Joe making the calls?

Scott Perry:
Yeah, we were just hand jamming. Because at that point, I understood wholesaling, but again, until you get into it, and that’s why I say to people just to jump, tell everybody, the people that I’ve coached. Like I mentioned to you earlier, I coach at least 150 people this summer for free, one-on-one and I tell them all. I say, “Just jump in and do it. Because you’re never going to know it all. You’re going to have to figure it out. And as an entrepreneur, you’ve got to be the one that says, ‘Hey, it’s okay that I don’t know everything, but I’m going to figure it out when it happens.'”

Brent Daniels:
Yeah.

Scott Perry:
So we just kind of took that mentality, started calling. So since then, we start using phone burners. So now we’re able to make a lot more calls. We hired our first cold caller. We’ve hired all local folks. We didn’t do any VAs. We thought about dabbling in that. But I know right now in our area, a lot of people, it pays big dividends to have English speaking, English accent. They’ll just hang up on you. They won’t pass go. So it’s not worth the money even if it’s cheaper to go abroad for VAs.

Brent Daniels:
Yeah. It’s really interesting. I think that people just used and abused VAs too much. They hired too fast. Got too many out there and now it’s almost like a knee jerk reaction. At least in our market here in Phoenix, that if they hear any kind of accent, it’s like, well, they put up the forcefield really fast.

Scott Perry:
Right.

Brent Daniels:
Either hanging up or just don’t really get too deep. But I’ve been using Americans, expatriates living abroad, right? They live in other countries for years now. And it’s been absolutely phenomenal. The deals are way bigger than they were when I was using traditional VAs.

Scott Perry:
Right.

Brent Daniels:
And that was a transition that I made years ago. I highly suggest that to everybody. First, I suggest you do what Scott and Joe did. And you talked to at least a thousand people first, right?

Scott Perry:
Yeah.

Brent Daniels:
Or as many people as you can. Talk to as many people as you can. I always suggest minimum thousand people first.

Scott Perry:
Oh, yeah.

Brent Daniels:
Because that’s going to let you know one, which lists are the best for you to call. But also, it’s going to give you a nice rhythm to understand what your callers are going through so that you can encourage them, so that you can always give them fresh opportunities, so that you know that they’re part of the team.

Scott Perry:
Oh, absolutely.

Brent Daniels:
And part of the engine. Because if not, a lot of people just think that they’re robots. They’re not robots. You got to be making part of the team and you actually have them in your office as part of your team, which I think is really cool and you show that on your YouTube channel. So with your YouTube channel, are you seeing that more people in the industry are finding you locally? Is it helping your business? Are you getting any referrals from that or connection sort of happen from that?

Scott Perry:
[crosstalk 00:21:22] Absolutely. Yeah. We’ve actually… Multiple times now, it’s kind of funny, people stop us in Kroger, Walmart, wherever we are, people will be like, “Hey, are you the Indy Solution?” And I would say we’re very on the fledgling stage of YouTube, but even where we’re at, just to see that happening, it’s pretty surreal actually.

Brent Daniels:
I highly suggest everybody listening and watching this to do it. I do. I think that it is no longer the hobby. It’s no longer this type of thing.

Scott Perry:
Right.

Brent Daniels:
I think it is one of the best lead generation sources that you can do. It still falls in line with my philosophy of talking to people. You just talk to a lot more all over the place, but you can do it very specific. I love that you went The Indy Solution because that gives you the opportunity to be the magnet in your market.

Scott Perry:
Right.

Brent Daniels:
Right?

Scott Perry:
Right.

Brent Daniels:
All of a sudden, because people have seen you on their phones and seen you on their computers and TVs, all of a sudden you have authority, right?

Scott Perry:
Right.

Brent Daniels:
You’re doing this. You’re putting it out there. You’re showing the ups, the downs, what you guys are going through. You’re sprinkling humor on top of it. You’re showing all those things and that excites people, especially people that are local, especially people starting out, especially people that are looking for really good people to squad up with because maybe they don’t know how to comp properties or value properties.

Scott Perry:
Right.

Brent Daniels:
Maybe they don’t have buyers for their deals. Maybe they don’t know if it’s best to wholesale or to flip or to hold this property. And they come you guys and get that support. So I absolutely encourage everybody, if you can, to reach out to those guys. We’ll give the contact information after this, but now you know what time it is, Scott. Now it’s time for a deal breakdown, brother.

Scott Perry:
All right.

Brent Daniels:
It’s what everybody loves, the nitty gritty. So whatever deal you want, let’s break it down. I want to know what list it came from, what marketing strategy. And then I want to know condition, timeline, motivation, and price. So rock and roll, brother.

Scott Perry:
All right. I’ll do my best. You’ll have to grab me on some of the gaps here but…

Brent Daniels:
What list?

Scott Perry:
All right. So the list, it was actually a basic. So what we’ve been doing is, I feel like this is relevant, is in Indianapolis, you’ve got 465, which is the beltway that goes around the city. And within that, mostly when you cold call somebody on any list, I don’t care if it’s… That doesn’t matter what list, unless you’re just calling every house which we have tried to do in a neighborhood before, but they’re going to be called seven to 10 times, possibly a day. People will literally tell us that. So we’ve actually stopped calling that. And I think really the bread and butter, especially for new investors, because you’re learning your skills, you’re going to trip up on the phone. And if you’re calling Indianapolis proper, you’re going to be dealing with seasoned pros.

Brent Daniels:
Got it.

Scott Perry:
And they’re not wandering around. Right? So [crosstalk 00:24:12].

Brent Daniels:
[crosstalk 00:24:12] marketing budgets.

Scott Perry:
Right. And different marketing budgets, right? Like six figure marketing budgets. We don’t have that here, nor do I… I don’t even know if I ever want that kind of marketing budget. We’ll see. But… So what we did is we decided just focus on small towns and we actually had somebody fly out this weekend that was a giveaway winner and kind of took them through a day in the life. That’s what we recommended them through the coaching this weekend was, “Hey, really believe in, what’s a close commute to Indy that’s reasonable and a good price point to enter and a good place that needs flipping?” Because I know working as a flipper as well and with a lot of contractors and stuff, people really are starting to take deals outside of downtown. So we’ve been calling a lot of the small towns.
And when we do that, we really start out with your basic wholesale list. You’re looking for some equity right now, specifically our equity on PropStream, we’ll put a minimum equity of 20%. That’s kind of our secret sauce. Sometimes we get really a hundred. We’re just looking for straight and vacant. We don’t put a lot of filters and the reason we do that is because data’s data. It’s not perfect. Right? And we want to test the market on a pretty good range to see how much they’re being called. So well, normally we’ll try to get a hundred numbers. And so if we end up getting 600, okay, we’ll make the list tighter. If we get 50 numbers, we’ll widen it up. And we just try to stick around that hundred numbers and do a test market.
And then once you start calling, that’s really why it’s important. Like you said earlier, call at least a thousand people yourselves because that way, when Gabe comes and tells me, “Hey, these people said this and they said this,” you can relate and you can… Because, ultimately, Joe and I, we’re the leadership of the company. Right? And we have to be able to give Gabe direction when he comes with questions. And I’m not going to be able to answer those if I haven’t done it myself. Right?

Brent Daniels:
Right.

Scott Perry:
So that was a really good point. Call at least a thousand people. I actually recommend to hand jam it even, kind of gives you the earn your stripes, if you will.

Brent Daniels:
Oh, I certainly did. I’ll tell you what. I turned on that dialer though. Just like you said, it is like turning on a flamethrower, man.

Scott Perry:
Oh, it’s crazy.

Brent Daniels:
I feel you. If you don’t have a budget, you got to do what you got to do. But as soon as you get a budget, I tell people, Scott, to sell the plasma from their blood to Kevin Tyler.

Scott Perry:
That’s a great point. It really does turn it on. I would say when you’re turning that on, make sure you have a good CRM as well. Because what we found is when we use phone burners exclusively for us and when we turned that on the first time, just like you said, it’s like turning on the flamethrowers. So it just went bananas. We’re used to calling 25 to 50 a day per person. Now we’re calling a hundred to 300 a day. And now you’re like… And you’ve got all these leads and now the follow up game is really the most important, especially with where we’re working. I’m not sure about other markets, but I know our market follow up game’s really where you… Just like in any sales, right?

Brent Daniels:
Yep.

Scott Perry:
So definitely make sure you have a good CRM in place at the same time you kind of turn that on. I don’t assume you’d feel the same way.

Brent Daniels:
Yeah. When you’re starting out, I think that you can write out a bunch of leads and put them into a accordion binder and go old school.

Scott Perry:
Oh, yeah.

Brent Daniels:
I did that for the first million and a half that I did. But listen, you’re a pilot. You’re analytical. You like things a lot cleaner than that. You’re going to have a system. People get lost in CRMs in the beginning.

Scott Perry:
That’s [crosstalk 00:27:39].

Brent Daniels:
Unless you’re bringing in anywhere from 50 to 70 leads a week, I should say.

Scott Perry:
Right.

Brent Daniels:
I think that you can manage it, but yeah, don’t let things slip through the cracks. Listen, if you’re not going to get lost in the CRM, use a CRM for sure.

Scott Perry:
Right.

Brent Daniels:
So you’re not in the what’d you call it? The beltway.

Scott Perry:
Yeah, the beltway. [Crosstalk 00:27:57]

Brent Daniels:
Okay. So you’re going outside.

Scott Perry:
Yeah.

Brent Daniels:
And was there a 20% equity, your vacant list?

Scott Perry:
Yep.

Brent Daniels:
Awesome. Okay.

Scott Perry:
Yeah. And so, yeah, that was 20% vacant. I believe it was non-owner occupied, your basic one where it’s off market. And I think I really did…

Brent Daniels:
That’s great. Non-owner occupied equity vacant.

Scott Perry:
Yeah. Vacant.

Brent Daniels:
Awesome.

Scott Perry:
Then we did years of ownership. I think we actually did five or more years, which right now, we’re only doing two or more.

Brent Daniels:
Okay.

Scott Perry:
But yeah, that time, it was five or more. So we’ve got a ton of leads because we found out in this location, nobody was calling for the most part. There’s really one person.

Brent Daniels:
Yeah.

Scott Perry:
Now there’s only, I think the population’s 15,000, so it’s not a ton. So you do want to know your market, make sure that you don’t overcommit to something that doesn’t have any… It’s not worth… The juice isn’t worth the squeeze. Right?

Brent Daniels:
Right.

Scott Perry:
But one of the things that really stuck out to me is we looked up active listings and there was three. That was it. So there was zero inventory and that’s what was attractive about it. And that had been true. I think they had probably 10 homes and in this market that we’re in right now, the retail side is rampant. Right? So they just don’t even have access. And it’s an older town, so they’re not building any new homes. So when we complete this home, it’ll be one of two new homes in the whole city.

Brent Daniels:
Awesome.

Scott Perry:
So yeah. So we got that. We paid. The numbers are, we paid 15,000 and we bought [crosstalk 00:29:24]

Brent Daniels:
For the property? The 15,000 for a house?

Scott Perry:
For the house. Yep.

Brent Daniels:
Holy cow. Let’s get into the pre-call real quick. What was the condition of this property?

Scott Perry:
Yeah, it was a full rehab. It was…

Brent Daniels:
Was this a cold call or was this a Facebook ad?

Scott Perry:
This was a cold call. So Gabe…

Brent Daniels:
Cold call, got the list, called them. It was non-owner, five years ownership, 20% equity, minimum vacant property. You call them up. What was their problem? Why did they want to sell this property?

Scott Perry:
So they bought it thinking they were going to flip it. And we’ve got some YouTube videos, our recent ones are all the inside of this house actually. So it was fully… Needed to be fully gutted. You’re talking foundation, subfloor, framing of the rafters, roof, the entire thing. And so I think the guy that sold it, really, his thing was he just didn’t want to mess with it anymore. He bought it thinking, “Hey. I’ll work on it with my son,” was his thing. And they did probably about $5,000 with the work and then just said, “Forget it.”

Brent Daniels:
Got it. Okay.

Scott Perry:
So tired flipper as opposed to tired landlord.

Brent Daniels:
It’s a tired flipper. I get it. Tired flipper going at it. And you get it under contract for 15,000, right?

Scott Perry:
Yeah.

Brent Daniels:
Is that what they wanted originally?

Scott Perry:
Yeah. We almost gave him the wholesale fee. He was really stuck at 15 because the conversation we’re always going to have is they’re going to say, “Well, I’m in it for this much so I want this much.” Even though it may not be worth that. Right? That seems to be the normal conversation when we’re starting the negotiation. So he had 13,000 into it. He wanted to make 2000.

Brent Daniels:
Okay.

Scott Perry:
So he said… Typically we would have bought that one for 10. We would have wholesale it for 15.

Brent Daniels:
Okay.

Scott Perry:
All right. Let’s just make it easy. It’s fine. We actually… We delayed that for about a month trying to negotiate down and he wasn’t moving. So we said we’ll just pay the 15.

Brent Daniels:
Okay. So you bought it for 15 and then you closed on it, so did you fix it up?

Scott Perry:
Yep. So we’re currently fixing up now. So we closed, was it March 1st? We actually closed on two properties the same day. We flipped the other one the last two months. We just started this one two weeks ago. And so…

Brent Daniels:
Awesome. What were the numbers on the one? Because I got to ring this victory bell and I can’t ring it, Scott, unless there’s money in your account. So you got to tell me about a deal that you closed.

Scott Perry:
Oh, the deal. Oh, okay. Oh, that’s right. I forgot about that.

Brent Daniels:
So what’d you buy the deal that closed for and then what’d you sell it for? We’ll just make it quick.

Scott Perry:
Okay. So it was a Facebook lead. So a Facebook lead so no list. We paid a 150 for it. It was also outside of the beltway, small town, same concept. And I think we ended up coming in at 54,000 all in and that’s realtor fees and that’s everything. So that’s at closing, 54,000 all in for the rehab and everything. So we’re at 204 and we got over ask cash offer within 24 hours for 325.

Brent Daniels:
Oh, so what’d you net on that? You netted 111,000?

Scott Perry:
Yeah. 111.

Brent Daniels:
Come on. That’s what [crosstalk 00:32:27]. Come on.

Scott Perry:
Yeah. That’s a victory bell. Yeah. There we go.

Brent Daniels:
I loved it. I love it. You’re going to spark a lot of questions about Facebook Ads. How much of your business is coming from Facebook Ads?

Scott Perry:
So right now we’ve actually turned it off. Cold calling has been the meat and potatoes right now. They’ve been… I don’t know if it’s… The market changes, right?

Brent Daniels:
Well, Facebook changes.

Scott Perry:
Right. Facebook changes. Yeah. December 19 to really summer of last year, Facebook Ads really were popping for us. They really slowed down second half of the year. Right now, they’re really slow. So we honestly just have Facebook on right now for awareness of the company.

Brent Daniels:
Cool.

Scott Perry:
And the YouTube. So I feel like it’s going to come… Everything’s cyclical. Right? It changes so I really feel that Facebook Ads, once we kind of get out of this, what’s going to happen with COVID, all that kind of stuff and everything gets back to kind of a normal, I think we’re going to see Facebook Ads kind of turn back on. I know one of the things that locally they’ve been talking about is that being around tax time, which we did see a dip last year in tax time, a lot of people weren’t as pressed to sell a home. They weren’t as motivated. Right? Plus you got stimulus check at the same time this year. So I think it’s just biding our time on the Facebook Ads.

Brent Daniels:
Awesome. Awesome. How do people get ahold of you? How do people, if they’re in Indy, if they just want to reach out, maybe they’re seeing some of your content or your YouTube channel and you guys are talking about maybe some of these Facebook things, they’re watching your cold calling, how do they get into your world, brother?

Scott Perry:
Yeah. Well, theindysolution.com.

Brent Daniels:
Okay. [crosstalk 00:34:12]

Scott Perry:
And then obviously YouTube channel.

Brent Daniels:
Yeah. And the YouTube channel is…

Scott Perry:
It’s also The Indy Solution.

Brent Daniels:
Love it. Love it. Guys, definitely check it out. And if you are in that market, definitely squad up with Scott and Joe and Gabe and Brent and Justin. They’re doing some amazing things out there. Definitely check out their channel. And especially if you’re interested in seeing them do some live cold calling, they’re doing that not only to get deals, but to show that you can have courage too to be able to do that. You can have the courage and get over the fear of picking up the phone because you’re seeing somebody else do it. That always helps. That always helps. And they have that energizing enthusiasm to their work that really, really makes it something special. So definitely check that out. Scott, give some advice to anybody starting out. How do you think that they… Whatever. Words of wisdom.

Scott Perry:
Yeah, I think my favorite quote, I’m going to quote Gary Vee on it, “Macro patience with micro hustle.” And that was actually kind of a philosophy of mine, not as articulate even before I followed him. And I tell that to my guys all the time, because a lot of times, you’d be in the weeds going, going, going and hustle and hustle and you’re like, “Man, I haven’t made a deal. I’ve been doing this…” Maybe you have a dry spot. You’re figuring out this marketing. You’re three months in, you haven’t got a solid deal. But then think about, even if it takes you a year, when you’re in your 20s, it takes a year. So what? When you’re 50, if you do one a year, that’s still 30 deals. So that’s 30 more than you would have done if you quit.
And I’d say just get started. Big tip, the tip I’d like to leave is for cold calling specifically, I highly recommend if you’re timid on the phone, if you can go to a meetup in your area, if you’re in Indy, you’re welcome to come here and join us live on the Facebook. I mean, on the YouTube live, you can hop right in. And even if you’re not part of the same company and you want to start your own company, but if you find somebody that needs to start cold calling, doing it together is a ton of fun and that’s what we really found out through these YouTube lives. We started out doing just like I was doing it and then Brent would do it by himself. And they we’re like, “Hey, let’s do it together.” Now we hate doing it by ourself because it’s just so much more fun doing it together. So I highly recommend finding somebody that you can partner up with and just trade phone calls back and forth. It’s a lot of fun.

Brent Daniels:
I love it. I love it so much. Yeah, guys, definitely check it out, theindysolution.com, and reach out. And especially if you want to JV in Indianapolis, if you’ve got some deals or if you just want to squad up with people that are doing amazing things in that market or nationwide, whatever, reach out to them. And that’s it. Scott had mentioned a resource, PropStream. I highly suggest. I use it every single day. You can get that at ttpdata.com, ttpdata.com, an unbelievable tool. Any serious real estate investor has PropStream, I’m telling you. And that is it. That is it guys.
If you guys 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. Check out what the program’s about. Check out all the testimonials. You’re going to have to scroll for a while because there is a lot of checks on there, but if it feels good in your gut, sign up for a call. I look forward to working with you personally. And that is it. Scott, thank you again for jumping on and to everybody out there, I encourage you in sign off. As always, encouraging you to talk to people. Until next time. Love you guys.

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