Posted on: September 16, 2021
WI 777 | Time Management

 

If you want to start a real estate business, the first thing you must do is find the time. With a full-time job, extracurricular activities, and family obligations, devoting even a few hours to your business seems impossible—but that doesn’t mean you can’t. If you want to grow your wholesaling business while working a full-time job, you must manage your time effectively. The question is, however, how.

Today’s guest, Bobby Burg, works in the United States Navy and wholesales real estate as a side hustle. Bobby will discuss how he juggles his time between his work and wholesaling, as well as the mishaps he had to overcome to become as successful as he is now. He’ll also talk about a deal he got in San Antonio that netted him a $28,000 profit.

If you want to find out how to fit in the time to build a successful business, make sure to tune in!

Lessons From A Navy Veteran On How To Maximize Every Minute Of Your Day With Bobby Burg

Episode Transcription

This show is all about time management. Not only that but the responsibilities that we have in our lives. How do we fit in the time that we need to build a successful wholesaling business? I’m not going to tell you how to do that on this show. I have an incredible interview here with a wholesaler out of San Antonio. He’s also a member of the United States Navy that has a very structured schedule but is still succeeding in his wholesaling business and his dream of being a real estate entrepreneur. It’s my pleasure to introduce Bobby Burg. Welcome.

Thanks for having me. I appreciate it.

I’m excited to have you on here. We had conversations before we started this that military members come into the Rhino Tribe whether through any of the coaching, but especially through TTP. They take it and do really well with it. Sometimes, it takes time to build some momentum because of the schedule, but that’s what I want to talk about here. Your shift’s twelve hours long, right?

Yes. When I started out.

With no phone?

No. It stays in the car.

You can’t have your phone. You’re disconnected from society, essentially, or disconnected from your wholesaling business for a certain amount of time. Let’s rewind it a little bit because it’s important to understand your passion for this business and why you’re doing this. I think that will lead us wonderfully into how you time block to be able to come into this business. When did you find wholesaling real estate? When was that first spark in your brain?

It was probably during 2018 or 2019. It wasn’t initially wholesaling. At first, I thought, “I’ll get all these rental properties and it’ll be easy. The bank will let me do it,” but it doesn’t work out like that. It was short-lived. From there, I didn’t know what to do. I didn’t really know what wholesaling was. I went to another workshop, and they mentioned wholesaling, but it was one that you go once and then upsell you on the next one.

Was this local?

It was one of the big ones that were nationwide. Someone else there knew more about wholesaling than I did and they asked the instructor like, “I want to learn more about wholesaling.” The person shut it down and was like, “You don’t want to do that.” After that point, I was like, “Maybe I do want to do that. That doesn’t sound too bad,” because getting rentals is hard. I don’t have the cash to do that. I dwelled on it for a while and I didn’t really take any action. Until one day at my job, someone did something that rubbed me the wrong way and I decided that I couldn’t do this anymore. This is miserable. I went to Craigslist and called every single ad that looked like someone was doing wholesaling.

How did you even know to look on Craigslist? Were you taught that in the quick little seminar you went to?

I think it was probably some YouTube video. Every market’s different, but this YouTube video was saying things like, “You post on Craigslist and then you study how to get buyers and sellers.” I was like, “I’m going to find people that are doing that and ask them if I can work for free. I just want to learn.”

You weren’t looking for distressed property owners. You were looking for wholesale and investors on other wholesaling companies.

I figured the fastest way for me to get success is find someone who already has success and offer them the time I have. I still didn’t have a lot of time because I had my work, but I needed to do something. I was done waiting around because nothing was going to change if I didn’t make anything about it.

Is this something that you see the light at the end of the tunnel with your career with the military and you’re like, “I need to have a runway to figure something out. I know what I don’t want to do and I know what I’m really excited about, so I’m going to go towards that.” It wasn’t like you were going to stay in this career forever and you want a side hustle type of thing. You wanted to replace most of your professional efforts.

At first, I was working with someone else and we got a deal. I took the money from that deal and joined TTP, and then I was like, “I want to do it on my own now.” It was rough. I didn’t get anything for a while. My first ever solo deal was a $200. That’s all I got. It was a piece of land, and that was after hustling on my own for 6 to 8 months.

Talk to me about this because I think a lot of people that are reading have either started or they’re in the process and maybe it’s their 1st week or their 8th week that they’ve been taking action, or they’ve been working and developing skills for their wholesaling business, or they’ve been working in building up a pipeline of leads. Was it that you didn’t put in enough time? Was it that you were going after the wrong properties? What took you eight months to get a $200 deal?

I think part of it was not having the skills yet because I jumped into it. I was working at it, but I don’t think anyone could have been worse at sales and talking to people than I was. There’s no way. I would challenge people on that and I was going after a probate list. Even though people say, “It’s a great list to go after,” other people are going after it too. It’s not just you. My sales skills, compared to everyone else, were so bad that I couldn’t get anything. The only reason I got that land was because the lady had already sold her house and I asked the question, “Do you have anything else? Maybe some land that you think about selling?”

No successful story starts with hanging out on your couch all day and not working on yourself or doing anything.

A quick little reference there. When you call up somebody and you ask them if they would consider an offer on their property and they say, “No,” you want to see if there are any other properties that they do have. What I like throwing in there that Bobby’s referring to is, “Do you have any other properties that maybe need a complete renovation or a piece of land that you would consider selling?” We find people get deals like that all the time.

You’re getting deals by asking that second question when you get shut down by no, they don’t want to sell the house they live in, but they’ve got another property, inherited a property, or got a piece of land. That’s fantastic. Do you feel like it was a confidence thing? Do you feel like when you were making the calls, people could smell that you weren’t really confident with the communication? Was it that you weren’t doing enough?

It was probably a mixture of everything. I definitely wasn’t very confident, and then I was even less confident when it came to the sales aspect.

When you say sales, explain to everybody what you mean. Is it the pre-qualifying, the lead follow-up, the building rapport or the closing?

The closing. I could be friends with the homeowner, but I couldn’t get them to come to a decision.

You could be liked but not respected.

That’s a great way to put it.

That was a big challenge that I had as well. If this is your first time knowing this, everybody out there, the wholesaling business comes down to three parts. The lead generation, which you were doing. Conversion is your sticking point, and then exit strategy, which we call disposition, selling or signing the contract. That middle part there is what trips up a lot of people. That’s what you’re talking about in the sales part.

That breaks down into pre-qualifying the lead, doing your lead follow-up and then your offer presentation. Somewhere in there, was it just your offer presentation? Were you getting the pre-qual and understanding the condition, the timeline, the motivation and the price, or were you not going deep enough with it?

It was pretty much everything. The first-ever appointments that I went on were foreclosures, and they were probably the worst. I don’t think it could be any worse unless you didn’t show up because I was going to the house thinking I’d walk around and do small talk and then at the end blurt out a number and be like, “I could probably pay this.” They’re like, “No,” and then I’d be like, “See you,” and leave.

That’s pre-qual, right?

Yes. That was rough.

That’s what everybody goes through. In the beginning, you get so excited. You have a conversation with a stranger or this distressed property owner and you’re like, “They’re being nice to me. I feel good.” We weren’t born naturally expressive or dynamic or versatile with communication with everybody in any situation and every different personality type. We need to get the reps. We need to get the swings at the bat.

When you were going at it, you were trying to get there but not pre-qualify enough. I think that this is a beautiful lesson for everybody to learn. Every conversation you have comes down to the four pillars of pre-qual. Condition of the property, timeline to sell that property, their motivation and their price. You were on the show talking about how much better of a communicator you are now because you’ve done this and you’ve talked to so many homeowners.

I got way better. You have to put the work in. I think I said too that no successful story starts with, “I hung out on my couch all day and didn’t work on myself or do anything.” It’s like lifting weights or exercising. You have to put stress on your body if you’re going to grow. If you don’t ever stress yourself, then you’ll never grow. If anything, you’ll get worse.

That’s what you were going through. Was it frustrating in that first 6 to 8 months?

Yes. There were times I was thinking like, “Maybe this isn’t for me. Maybe I need to figure out something else to do,” but I’m happy I stuck with it because I have that same mindset of, “I’m doing my full-time job, but part-time, I’m working on myself. I have to do it that way until I can flip flop those and then I’m working full-time on myself in a business I want to do, and then part-time on whatever someone else needs me to do.”

Let’s build up here. You go through that first 6 to 8 months and you get a $200 assignment fee. You’re still going, and when does the momentum start kicking in? When does that confidence start coming in? When does the pipeline of leads start popping for you?

WI 777 | Time Management

Time Management: The fastest way to get success is finding someone who already has success and just offer them the time you have.

 

There are probably two points during my career where I had that happen. I teamed up with the original guy I learned from locally and said, “Let’s put a team together,” because I got really good at understanding the data side of things. I think we put together maybe $70,000 to $75,000 in gross assignments in 2 to 3 months. It was pretty good.

It didn’t work out in the end because it was too many cooks in the kitchen or too many cuts going around everywhere, so I left that. Now, everything’s looking good. In 2021, it started out rough, but that rough period taught me that the processes and the systems that I want to use to get things done does work. Even the beginning of the year was rough. It was a teaching moment for me.

Did you change something up?

I was working with some other people and I felt that something was not working. There wasn’t a lot of success happening. They were successful before we met and I thought that maybe it’s something with what we want to do that doesn’t match, so we split up from there. I didn’t want any hard feelings or anything.

I honestly felt, like, “You guys were successful in 2020. Maybe you can go back to focusing on that and then we’ll go our separate ways and try to be successful again.” Right after that happened, we had a lot of success, so it was good. It was a teaching moment. It was rough. Through any adversity, as long as you learn from it, you’ll come out on top.

What does your schedule look like now?

I start work at 8:00 AM.

Is this your 9:00 to 5:00 job?

I handle a lot of admin stuff now, and then I get out at about 2:00 PM to 3:00 PM. It’s not too long compared to the normal 9:00 to 5:00, so I’m lucky with that. I have a coworking space that I paid for, so as soon as I get out, I’m going home, I’m changing and I’m going straight to my coworking office.

Why not do it from home?

At home, it’s very easy to sit down and be like, “I’ll do the lead follow-up tomorrow. I want to watch that Netflix episode. I’m going to play some video games,” which is my vice. I’d be like, “I’m going to play video games. I’ll call later today,” and then later today happens and I’d be like, “It’s too late. I can’t call them this late in the day.” There are coworking spaces everywhere. Mine’s $25 a month, so it was a no-brainer. I get to take advantage of all the space. I go down there and make my calls. It’s great.

I find that I’m the same way. First of all, my children are animals. They’re crazy, so it’s impossible to do anything at home, but I also feel like I wear a different hat. That’s a different role and a different response to my surroundings. Once the kids go to bed, I’ll do some reading and a little bit of work there, but I get way more done in an office setting. That’s how I’m programmed, and I think a lot of people are like that. If you are like that, find a space that’s a coworking space. Maybe you’re not in a private executive suite, but you’ve got a space that you can work in. That’s a great tip.

I make calls right next to everyone playing ping pong all day. I’m just trying to get it done. It’s not my own little office and anything very fancy. There are people screaming and playing ping pong. I’m trying to get up, walk around, and make my calls. You got to get it done.

Is this from 4:00 PM to 6:00 PM?

It depends if there are any appointments or how many lead follow-ups there are. I’d say on a quick day, usually, it’s getting done at 5:00 PM, but on a longer day, it might be 7:00 PM.

What do you do for lead generation? What are your sources?

TTP cold call all day.

Are you doing the calls or you hired somebody to do the calls?

Through any adversity, as long as you learn from it, you’ll come out on top.

Now, I have someone hired. Everyone wants to hire someone right away because no one wants to call. Getting rejected constantly is not fun, but you have to go through it or else you won’t understand. When I was doing my twelve-hour shift from 6:00 AM TO 6:00 PM, flipping between days and nights, on my off time, I made those calls and I would call for as long as I could. I would get up to 5 or 6 hours sometimes, then after a point, I was like, “I don’t want to do this anymore,” but I did it enough so I could understand and teach my virtual assistant how to do and how to handle it.

You have a phone prospector. How many hours are they putting in a week?

I started out with one and they were doing three hours.

Three hours a week?

No. In a day. Just on weekdays, and then I increased it to two. It’s the same thing. It’s three hours a day on the weekdays.

Did you find them yourself or did you go through a hiring company?

I found them myself. I went to OnlineJobs.ph. Shout out to Max Maxwell because I found it in one of his old videos. I became a YouTube junkie. I watched everyone’s stuff and I’ll piece everything together. That’s where I found mine and I hired them. I used the DISC profile and trained them myself.

If you’re just reading this and you are a YouTuber or a YouTube fan and getting a lot of your information, instruction, or education from YouTube, check us out at Brent Daniels YouTube channel. You can put a face with the voice. You’ve got two guys going 30 hours a week making calls, sending you in leads, and you’re going in your workspace and doing lead follow-up and setting appointments.

JB and Nover are awesome. They’re real engines.

You have to make them part of your team and let them understand that they are an important part of the company. You give them encouragement and recognition. You need to have a meeting at least an hour a week with any of your phone prospectors to go over their calls, what list is going the best for them, what lists they like calling, and which ones they hate calling. Going through some of the recordings of their calls, breaking it down, and improving. Let’s break down a deal and ring this bell. Do you have a big deal that you want to talk about?

I have one and we can go over that. It’s a longer one. This one came from the inherited.

Where did you get that?

I got that from Batch Leads.

Inherited list from BatchLeads.io. If you use the coupon code TTP, you get 5,000 free addresses that you can pull from your list. They love TTP and the Rhino Tribe there, so you use that.

It was a while ago when she inherited it. It was past the point when people initially touched it. She decided that she would stay there initially, but then because she has some health concerns and her family lives outside of San Antonio, I think they live up in Lubbock. She decided, “I want to move up there with them.” We happened to catch her at the right time.

You called her up, asked her if she would consider, and she says yes. From the day that you called her, how much follow-up was there? Was she ready to go?

She was pretty much ready to go.

From day one calling her and day X that you closed it, how many days was that?

WI 777 | Time Management

Time Management: Getting rejected constantly is not fun, but you have to go through it or else you won’t understand.

 

It was two months.

It took 60 days to get that close. How was the condition?

The condition is not bad. It was in pretty good shape. In San Antonio, everything needs foundation work, but other than that, it wasn’t too bad. There weren’t too many big-ticket items. I had a brand-new water heater. That’s a big-ticket thing. I want to say we estimated maybe $25,000 in repairs.

Was her motivation the health issues?

Yes. She wanted to get out of San Antonio and live near her family in Lubbock and get a job up there and relocate her whole life. With COVID going on, she was very against anyone coming in the home when she was there. That is why this deal dragged on for so long.

It’s reasonable. Many people are really concerned about a lot of people wanting to take a step back and slow things down, but it’s fantastic that you made it happen. How did you get past that? If somebody says, “I don’t want people coming through the house because of COVID,” how do you get your cash buyers in there? How do you sell this deal?

We offered to help her like, “If you need help packing things up or moving, we can help you out. We can be your movers,” but she didn’t want it. She’s like, “No. My family’s going to come down,” so we had to wait for her family to come down from Lubbock to then help her pack everything up and move. It wasn’t just one time. They came 2 or 3 times.

I think she had a lot of things in the property. We didn’t see that when we finally got in. I want to say it took maybe a month before we even got to see what the inside of the property looked. The price that they wanted was already so juicy that we were like, “That should work.” If anything was drastically different when we look at it, we would let her know, but the price point already seemed good so we were like, “We can get on board and wait this out.”

That’s an important factor there. The fact that you got that price out of her and that it was something that made a lot of sense and something that you could be patient with. What I see oftentimes is people are being real patient with the property owners and they’re not getting the price, and then they think they’ve got this great lead and they’re holding and clinging on to it.

They are so ready for this thing to turn and to metamorphosize into this beautiful big check, but what happens is they want retail. They want more, so make sure that with any of these leads, you understand what their expectation of the price is because it’ll save you a lot of time and a lot of heartaches, if you can do that.

The worst part with that too is people stop prospecting.

Once we get excited about a deal, it takes over our mind and stops the hunting part. Now, we want to gather and we want to stay in front of that, and that makes us feel warm and cozy, but the fact is until it closes, you don’t have that money. A lot is going on there and it has to be the right price to be able to get a good deal. How much does she want for it?

She wanted $64,000.

It needs $25,000 in repairs, it took 60 days to get it closed, and she inherited the property a few years ago. What did you sell it for?

We partnered with KeyGlee to help us get a sold. A quick shoutout to Phillip Villegas up in Austin. He’s the man. We sold it for $92,000, so it was $28,000.

It was from one call, and your callers are in the Philippines, right?

Yes.

From across the world, you gave them the list, the phone numbers, the process and the script. They hustled up and called this property owner and in 60 days, that one conversation turned into $28,000. That is great. If that squeaked by you a little bit fast, it’s Phillip Villegas from KeyGlee in San Antonio. If you need help selling your deal, he is a phenomenal resource for that so make sure that you connect there. You can find him online.

He’s the Austin franchise owner, but he’s branching out into San Antonio.

Talking to like-minded people doing the same thing helps out a lot.

What does it look like now? When are you free to do this full-time?

It’s a mystery. I’m going through all my medical stuff now and trying to figure out when my separation is. I don’t have a clear date, but how I view it is I want to be good to go tomorrow. I’m trying to do what I can to get everything rolling and get that momentum.

First of all, you went for wrestling at the Naval Academy and blew out your shoulders a bazillion times. This is the medical we’re talking about. Now, you’re in limbo as to what that looks like and how that separation works. Your contract is through in 2023 or 2024, but maybe you’ll get out a little bit earlier. You’ve been there since 2011.

It’s just a paperwork process, so however long it takes.

Do you feel prepared? Are you ready?

I don’t know. It’s one of those things where you don’t know until it happens because you’re always nervous. I’m nervous.

You had ten years of being in that life.

That’s what I’m used to, so it’s different. It’s a lot of uncertainty. What’s it like not having that? I guess you could correlate it to moving to a different city. I don’t know what my average day-to-day is anymore.

You adjust, evolve, grow and you do it. I’m excited. How do people get ahold of you if they want to reach out? Maybe they are in the military as well and they want to pick your brain or see what to expect and get the nitty-gritty of what is the behind-the-scenes look at this life. We have a lot of incredible people that tune in to this show and watch the YouTube channel that is in the military. How does somebody like that reach out to you?

I’m going to give out three different ways because everyone likes to talk in a different manner. One is my Facebook. It’s just Bobby Burg there and then my email is going to be Gihnop@Gmail.com. I’m going to give a number as well. It’s (210) 966-9255. Hit me up there. That’s where I make all my calls.

There are a lot of people that have full-time responsibilities, which means full-time job or full-time working for somebody else. Discover this business. It is the shining light or the North Star to the potential of not having somebody else control your schedule and your income. What an inspiration to see you breaking out and making $60,000 where you’ve got a pipeline of leads, opportunities are coming in, and a team that you’re growing. It’s fantastic.

Anybody can do it. It just depends on how long you’re willing to keep pushing to hit your goal. That sounds very basic, but if you stay in there and you truly keep that fire in your belly for this business, you cannot lose or fail. Maybe an attorney will hate me for say something like that, but if you have enough quality conversations with distressed property owners, you’re going to find opportunities.

I found one after eight months when I was horrible. My first deal ever when I was learning from that other guy helped me to learn that this is real and this isn’t an online scam, and then the one that I did on my own, even though it was $200, it was like, “I can do this.” It wasn’t the biggest assignment in the world, but I did it. It was a proof of concept.

Thank you for being on here. What a pleasure. Thank you for your service. I’m excited to see once you get full-time and get the wind behind your back, so to speak. What’s that going to look like. I think it’s going to be a rocket ship. It’s going to be unbelievable.

I wanted to shoutout to a couple of other people. My wife, because doing something for eight months with no results requires a lot of support.

She is wildly supportive. I’ve never seen somebody post more positive things about their husband than Jenny does for you.

It’s a good amount. Sometimes I think it’s a little much, but I appreciate it, and with my wholesaling now, Clinton Duke. He’s my partner. He helps me out because he is doing it full-time while I’m stuck at work. I appreciate him a lot and good friends of my wife and I, Ray and his wife, who is also Jen. She’s also Asian, so that’s a joke with us. He helped sell one of my other deals as well.

You’re surrounded by people in the business.

WI 777 | Time Management

Time Management: You could essentially be friends with the homeowner, but you couldn’t get them to come to a decision.

 

That’s a big thing for 2021 that I tried to do for myself. I was like, “I need to get out of my shell and I need to go out and try to network and meet people.” It’s the five people you surround yourself with. That’s true.

I think that that’s the one of the biggest feedbacks that I get about the TTP coaching that we do. It’s the community or the people that surround themselves. Phillip was in it and you’re in it. It is important that people understand the language you’re speaking because most people do not understand wholesaling real estate. I certainly didn’t. I was a real estate agent for eleven years before I figured it out. It’s important to be around people that understand what you’re doing because they’re doing it as well, and it’s important to be around people doing more than you.

It’s a plus when they’re supportive. Most people bring it up to random people they work with or their friends or family and they’re not necessarily the most supportive because they’re like, “That sounds risky. You shouldn’t do that. That doesn’t sound real. That doesn’t work.” Like-minded people that are doing the same thing helps out a lot.

Thank you, Bobby and shoutout to Jenny. If you are interested in joining the most proactive group in real estate investing, it is the TTP family and the TTP coaching program. Go to WholesalingInc.com/TTP. Scroll, check it all out and google it. Look at all the testimonials and what it’s about. If it feels good in your gut, sign up for a call. I look forward to working with you personally. That’s it. Thank you for being here and for sharing your story. For everybody out there, I will sign off as I always do, encouraging you to talk to people. Until next time. I love you guys. See you.

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About Brent Daniels

Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low cost, and incredibly effective telephone marketing program…

Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!

Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…

A natural leader, Brent combines his passion for helping others with his high energy, “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

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