Posted on: February 10, 2022
WI 882 Elijah Bryant | Vacant Land Deals

 

Pursuing a career in wholesaling is not an easy venture, but eventually, it can be. It takes a lot of skill to close deals and learn the ropes of dealing with buyers and sellers. It is a path that one must commit to and practice before getting the hang of the process. This episode has Elijah Bryant narrating how he went from Doordash to 60 vacant land deals in just one year. He tells in detail how he moved from New York to Tampa to fulfill his goal of financial freedom. Bryant gives insight on how something you’ve never tried or even been scared of can come naturally to you as a means of living. Listen in to learn more about his deal breakdowns and the advantages of vacant land.

From Doordash To Doing 60 Vacant Land Deals In One Year With Elijah Bryant

Isn’t it incredible that one decision, that one spark, that one thing that you know, “If I made this move, if I take this action, if I start putting my effort into this direction,” changes your entire life? That’s what this interview is going to be all about because I’ve got an incredible wholesaler out of Tampa Bay, Florida, that moved to Tampa Bay after watching this show.

He watched an interview that I had with Dan Green, an incredible wholesaler that I’ve personally coached and decided to move from New York to Florida to pursue his real estate dreams and goals. I’ll get right into it. It is my pleasure to introduce Elijah Bryant to the show. Elijah, Welcome. How are you?

I’m doing fine, Brent. Thank you for having me on your show. You are a legend to me. Watching your show inspired me. You say all the time, “Talk to people.” At the time, I was laid back and shy, but you got me out of my shell. You made me believe that I could do this.

You have put in the work and it’s an incredible story. It’s getting started. You’ve been going aggressive at it since 2020 when you did twelve wholesale deals of houses, but in 2021, you made a switch to go after vacant lots. You did 60 deals averaging between $5,000 and $7,000. Let’s call it a clean $6,000 on 60 on land deals. We’re going to get all into that. What were you doing before you decided to be a full-time real estate entrepreneur?

I was playing semi-professional basketball in DuBois, Pennsylvania. After that, that’s when I moved to back to New York and DoorDashing while trying to figure out the wholesaling business.

Did you have a friend in the business? Were you googling, “Make money in real estate?” Do you do your own business? How did you discover it? I always ask this question in every episode because it’s interesting to me. I was in real estate, Elijah, for ten years before I knew what wholesaling was. I should have known. I didn’t know. How did you find it?

From YouTube, “How to become a millionaire.” Google, “How to become a millionaire.” Somehow, wholesaling came up. I was watching all your episodes back in New York while I was DoorDashing. That’s how I got started.

Let me ask you this question. It might be a little bit deep, but why do you want to be a millionaire? I get that it’s a nice thing to think about, but then you started taking action. What about you, internally, is going on in your brain that you’re like, “I want to have this financial freedom. I want a certain amount. This is my goal.” What is going on inside?

Courage is only possible when you’re experienced in fear.

I want to live comfortably and have a luxurious lifestyle, not just for myself but my future kids, family, and if I retire, my mom and dad. That would be my ultimate end goal.

You’re on your way. I’ll tell you that. I see that you’ve got a stack of books behind you. How often are you reading? How often are you investing into that goal and mind of living that luxurious lifestyle?

I try to read 10 pages every morning and about 5 pages every night. I try to do that consistently, reading different mindset books. Think and Grow Rich is my favorite by Napoleon Hill. It changed my mindset as I was doing the wholesaling.

That book is the seed of personal development. When that came out, it impacted so many people. A gentleman by the name of Earl Nightingale exploded that in the ‘40s, ‘50s, ‘60s and ‘70s. He came out with something called The Strangest Secret, which is we become what we think about. That’s what you’re doing. You’re constantly pouring in and thinking about being successful. You understand that you have to solve the problems of people who have these distressed properties to do that. Let’s talk about that journey. You moved from New York to Tampa Bay to be an apprentice.

At the time, I was living in my mom’s basement. My mom and I were watching your show and you had a dude from Tampa, Florida, Dan Green. He was explaining how he moved to Tampa himself and started wholesaling houses and made six figures. At the end of the show, he stated that he was looking for an acquisitions manager. That immediately piqued my interest. At the time, we were the same age, 25 years old.

My ego was like, “Don’t hit him up.” My mom was like, “You better hit him up.” That’s exactly what I did. I contacted him through Facebook. He messaged me right away and said, “Come down here for an interview.” That’s exactly what I did. I packed up my car, drove to Virginia, and then took the Amtrak train to Tampa, Florida. I was in Tampa the next day.

You get into this business. Starting this out, you admitted, “I am more of a shy person. I don’t go out. I’m not going to be screaming, being loud and bombastic out there.” How did you adapt your personality? Maybe it opened up or blossomed in this acquisition manager role because acquisition managers are sales. In sales, all you do all day is get paid for your ability to communicate effectively. What happened?

While working for Dan, he and Mark McAllister, another one of your students, worked in the same building and office. Around the time when I was coming down here, I wasn’t that good at sales. I’ll be honest, I sucked. From being around them, seeing them speak to sellers and their different tactics, their tonality, how they handle objections, I would record them and write down certain things that they were saying. I’ll go home later that day and practice in the mirror for 1 or 2 hours until the next day. I feel like each day I got a little bit better. That’s what made me more comfortable speaking to sellers.

WI 882 Elijah Bryant | Vacant Land Deals

Vacant Land Deals: As you start doing a lot of businesses, there are usually only about 20 different real objections that pop up. And as long as you learn how to overcome those objections, you win in that.

 

This is shooting free throws when you’re young, getting going and building that skill. People have to understand that there are people who would classify themselves as introverts, but you’ll find that as you start having more opportunities to speak with people. You understand that most of the people that we speak to in the real estate business usually have pretty similar conversations.

We’re talking about the condition of the property, their timeline to sell that property, their motivation, their price and then overcoming whatever objections pop up. As you start doing a lot of businesses, there are usually only about 12 to maybe 20 different real objections that pop up. As long as you learn how to overcome those objections, you win. It sounded like you did. In that first year, you’re working with Dan, building the skills, around this incredible team and then you started to go on your own?

I worked for Dan for a little bit. I wasn’t the best salesperson. This is my first sales job. We decided to part ways, but he told me that he’ll still mentor me whenever I had questions. That’s exactly what he did. Around that time, I went back to DoorDashing. I still had to pay bills and everything. While I’m DoorDashing, I’m driving for dollars. I’m going to different areas in Tampa like New Port Richey, St. Petersburg, and Tampa Bay, learning different areas, driving for dollars, and calling these leads. That’s I got my first house deal from driving for dollars and DoorDashing.

How would you reach out to these property owners? How are you getting the opportunity to get in front of them?

I would go to True People Search and call them up.

You’re shy. You don’t do that. How did you get over that? I want you to talk about this because this is a big hurdle for a lot of people. A lot of people have these preconceived ideas or at least it’s been put in their brain that, “He’s or she is the quiet one. They don’t say much. They’re going to do their thing. He’s a basketball player and he does DoorDash.” All of a sudden, you’re calling people and getting opportunities. How did you overcome your fear of the phone?

Reps and also having the courage. Courage is only possible when you’re experiencing fear. I knew that this isn’t life or death. Being from New York City, I’ve been in way crazier situations than asking somebody if they’re willing to sell their house. Once I put that in my mindset, I’m like, “I could do this.” The more you do it, the more comfortable you become and you become whatever you do.

You started the classic. I’ve said this on this show probably a bazillion times, 80% of brand new real estate wholesalers get their first deals from driving for dollars. It is a very simple formula. Ugly properties, big checks. That’s what we’re looking for. We’re looking to solve the problems of distressed property owners. “What does that mean? What is a distressed property owner? What’s a motivated property owner?”

Hang around the right people because the right people will put you in the right positions in life.

It’s somebody that has a property that needs a lot of renovation, somebody that has a super dated property. It’s a junkyard, a horror house, the roof has been burnt down or the plumbing burst and there’s a flood. There are so many different opportunities to drive around town, find these properties and have a quality conversation with that distressed property owner. You called them up and asked them if they wanted to sell?

That’s exactly what happened with my first deal. I called it up. Another wholesaler had it under contract, but she said, “Call me back in a month. If they don’t close, I’ll sell to you.” That’s exactly what I did. I wrote down the date, called her back a month later and she told me that they backed out. I asked her, “What price did they have it at?” At that time, they had it at $60,000. I already knew they couldn’t move that at $60,000. I immediately low-balled her. I told her, “They had it too high. This house needs a lot of work. I could do it at $30,000.” She wanted to sell, so she agreed on that price. That’s how I got my first deal.

Once you got that first check-in, did you go full-time? Did you keep doing your DoorDash? What did your life look like after you got your first check? Is it one of those things where you have proof of concept and felt a lot more courageous and confident? Were you like, “I still need to do some more to make sure that this is something that I can do for a long time?”

Brent, once I got that first check, I felt like a rock star. With the 2nd or 3rd deal, I was competing with Dan’s acquisition manager. This is another driving for dollars lead that I got. Dan was still mentoring me. We’re still close and would hang out every weekend. We’re competing on the same deal, but it’s his acquisitions manager. I ended up getting that deal. That’s what made me even feel more confident.

It’s my progress from when I first started with him to competing with this company and getting that deal. It was still love. We celebrated right after I closed that deal because I used to go to his office all the time as well. From there, I started doing it virtually in a different state and wholesaling houses in Indiana. That’s where I felt more confident, doing it virtually and calling from my house.

Did you have boots on the ground? Why did you go to Indiana? Why did you feel more confident there?

The Tampa market is flooded with a lot of wholesalers. I was getting deals in Tampa, but I wanted to get more deals. I tried a different market. I pulled the list and got over that fear of, “I don’t have to be there to make money.” That’s what made me go to Indiana. Low price housing, it’s more of a rental market. I pulled the list and got a good response. That’s what made me stay consistent in that area.

Let’s switch tracks a little bit here because I want to dig into what you’re doing with vacant land. A lot of people sleep on vacant land. One of the best vacant land coaches in the country is Brent Bowers. I would consider him the best on this show who does an incredible job talking about this and trying to convince people that it’s a great strategy.

WI 882 Elijah Bryant | Vacant Land Deals

Vacant Land Deals: If people are starting in this business and they want to build up their courage and experience, they need to call on vacant lots.

 

Here you are wholesaling vacant land in infill situations. What that means is in neighborhoods that are already established. You’re finding lots in there and doing five of these deals a month. You’re at 7 to 8 deals a month from vacant lots. Tell me what’s going on there. Do you like it more? This is a big focus for you.

They’re asleep, so I’m about to wake them up. With the vacant lots, it’s an easier conversation. A lot of these people don’t have a big connection to the land, so they want to offer it. If you’re around the same price as them, they’re more easily to agree on your price. I don’t feel like I have to convince them. It’s not talking about the condition. I don’t need the motivation. We just have to be at that same price.

I also noticed my follow-ups. I’m getting deals usually around 2 to 3 follow-ups, if not the first content. I feel like it’s much easier. What I do is I find the builder first, get his criteria, exactly where he’s looking at, ZIP codes, price, square footage. I’ll pull a list of that filter then I give out offers. I send a text out and cold call.

I got a bunch of questions here. 2 to 3 follow-ups and you get the deal locked up. We do the same thing here in Arizona. It’s the absolute truth. They either want ten times what it’s worth or they want to get rid of the property. That’s a fact. My first question is, is there less emotion when it comes to land than with houses for the property owner?

Yes. A lot of these times, it feels like they’re trying to sell it to me. I’m like, “Bring them on.”

The second thing is, in almost reverse wholesale, they give you the criteria and then you go to work for them. How do you find these builders? What does that conversation sound like?

I’d find the builders either on Google or I look at recent lots that have been sold in the area. I skip trace the LLCs or sometimes these builders have a website. I’ll be transparent with them. I let them know exactly what I do and I could look for off-market lots for them at a discounted price. They’re not going to say no to that.

Elijah, you can build a nationwide company. It’s already in your head. You’re already seeing this sooner. You can make this the thing where you have an army of people that talk to builders and match them up with vacant lots. I’m telling you. Do you know why people sleep on this, Elijah? It’s because it’s not exciting.

You become what you think about.

You can’t go to the barbecue and be like, “I sold this lot in this neighborhood.” They’re like, “An empty lot? Okay, whatever.” If you go and be like, “I sold this house. It’s on this street. It had cats everywhere, also junk cars and everything. Look at these pictures.” It becomes this elaborate story. Do you want to make the most money in this business? Have the worst stories. Nobody else will do that. I’m excited to watch you expand your reach in your business. That’s going to be phenomenal. Smaller deals, though, $5,000 to $7,000?

I got a good one in North Carolina. It’s three lots. I got it for $15,000 each, so $45,000. What I don’t like about the land so much is that these builders look at the fees. We brought it to the builder for $105,000 because I got it at such a low price. He agreed once, but he backed out once he saw my fee. What I’m deciding to do is buy it myself and list it on the market for $120,000. Hopefully, an actual tenant or buyer that wants to build a home will buy it because they’re all three right next to each other in a luxury area.

You close on that at $45,000 and put it on the market at $120,000. It could be bid up to $150,000 or more. Let me ask you. In that neighborhood, Elijah, what are properties selling for?

They’re selling for around $450,000.

You got it for $15,000 each. You better close and put that. That’s incredible.

I listed it on the market on a flat fee listing. I plan on closing on it soon.

When you’re googling, you just google, “Homebuilders in the area?”

Yes.

WI 882 Elijah Bryant | Vacant Land Deals

Vacant Land Deals: Wholesaling is the art of solving the problems of distressed property owners.

 

The beautiful thing is they’re always looking for land. A lot of times, they have people that are in-house trying to find it. They have people calling, but they’re always looking. They always have opportunities. That’s phenomenal. It’s not that difficult. Google it, find these people, call them up, see what they’re buying and go find it.

What I noticed from a lot of the sales that I got is a lot of these people want to sell their lots, but we procrastinate. A lot of these people don’t want to contact the realtors and go through that whole process. When I contact them, asking them if they want to sell their lot, they get excited. It’s like a light bulb hits their head and they’re like, “Yes, we want to sell this.” A lot of times, they give me their offer first. That’s how I got these three lots for $15,000 each.

It’s amazing what one phone call can do. You’re right. If people are starting in this business and they want to build up their courage, experience and endurance talking to strangers, call vacant lots. I’ve been saying this for years. It’s a lot easier of a conversation. Most people are very unemotional about it. Either they want way too much or want nothing for it. It’s that time of the show when we break down a deal. You had a deal on a house. We had talked before this and you’re like, “Land doesn’t have a lot of stories.” It’s like a barbecue. Let’s tell the barbecue story. Tell me a deal that you did and we’ll break it down.

This was one of my early deals, probably the third deal that I got. I’m driving to a doctor’s appointment. I’m going through this town. It’s in Leesburg, Florida. I see a lady and her son moving furniture out of the house. At the time, I’m still nervous to speak to people. As they’re moving furniture out, I drive right by them. Immediately something in my head was like, “Turn around, speak to them.” I circle the block and drive by them again. I hesitated. You’re only courageous in those moments of fear, so I said, “I’m going to do this.”

I circled the block again, went up, introduced myself, and let her know that I work for a real estate company and buy houses. From there, we had a long conversation. She was breaking down the story with the house. This was her mother’s old house and they weren’t looking to sell it. She said, “You seem like a nice guy. Give me an offer later and I’ll consider it.” I took pictures of the house and I told her I’d give her an offer later.

Later that day, I’m looking at PropStream and Zillow. This is a small town, so they don’t have many comps. The Zestimate is about $110,000 or $120,000. I have to give a low-ball offer. I called, offered $50,000 and she immediately accepted. I was surprised. I put that deal on the Facebook Marketplace for $55,000 because I wasn’t sure if this was a deal or not. A lot of buyers hit me up. They were flooding my DM. I had an open house where they all came at the same time. I let her know that these are my contractors for the house and they want to do an inspection.

At the time, one of my buyers walked in with his wife and a baby. She stopped me, pulled me to the side and was like, “Are these people buying my house?” My heart dropped. I didn’t know what to say, but quickly, I was transparent. I let her know that they’re the ones that are going to buy the house, but they want to see what layout they would want to have it as. She was okay with it. Later that day, they all bid on the price. The one with the baby and wife are the ones that came the highest at $63,500.

Was the property in pretty decent condition? Do we move in and fix it up as we go?

Don’t give up. You only lose when you give up.

It wasn’t even that bad. It was vacant and nobody lived in it. I made $13,500.

Sometimes we get nervous when the seller’s there and we have people coming through. You hit it right on the head. Be honest with them and tell them. We even have it in our purchase agreements and when we are having conversations with them, one of our exit strategies is to assign this to somebody else. I have not had a problem with it when you’ve been open. People want their price. They want it as smooth as possible. They want you to communicate effectively. They’re happy and they get out of that situation.

Congratulations, $13,500 on driving around. I know that gut check where you turn that car around and you’re like, “Do I get out of the car or do I play this off? I’m going to keep going.” You go through all these things. Maybe you did naturally, Elijah. You implemented a five-second rule where it’s like, “I’m going in 5, 4, 3, 2 and get out.” It’s a countdown. It’s a mental thing that helps me to take action and not overthink it too much. There’s a human. You’re a human. Go talk to them, see what’s going on, see if you can help them out and you can give them an offer, whether that’s in person or over the phone.

Be the person in the community that is helping people solve these problems. That’s what we do. That’s what wholesale is. It is the art of finding discounted properties and solving the problems of distressed property owners. If they don’t have problems, they’ll put it on the market. They’ll sell, keep or rent it. They’ll do whatever.

I tried to tell myself, “This isn’t life or death.” All I had to do was ask that 1 question and that one question made me $13,500. That’s what I would tell people. This is easy once you even get it in rhythm. You’re having conversations with people

It’s fun. It gets to the point where that switch gets flipped and all of a sudden, it gives you energy as opposed to draining you of energy. For anybody that wants to reach out to you, squat up with you or learn more about what you do or be a part of your company, what’s the best way for people to reach out to you?

You reach me either through Facebook or Instagram. Facebook is Elijah Bryant and on Instagram, it’s @ThyBookOfEli.

If you’re reaching out to work with this guy, you better be reading. To wrap this up, thank you so much for being on here but give some advice to anybody starting. You hit it on the head about the perspective and how fun this business could be. Tactically, what do you think people should do if they’re reading and they’re inspired and they’re like, “I want to run out and do something?” What would you tell them to do?

WI 882 Elijah Bryant | Vacant Land Deals

Vacant Land Deals: Once you put yourself in a mindset that you can do things, the more you can do it, and the more comfortable you become.

 

Be consistent on your marketing and follow-up. Hang around with the right people because the right people will put you in the right positions in life, like how Dan and Mark did for me. Grind and keep at it because it’s going to happen. Don’t give up. You only lose when you give up.

I’m going to give a special message to your mom. Thank you for giving him the push to reach out to Dan and get him out to Florida. Elijah has incredible things that he is going to do in this business and for real estate in general. Thank you, mom, for convincing him to send that DM and make that move. Congratulations. You’re incredible. I celebrate you. I’m going to be watching you from afar, making sure that you keep going. It’s going to be exciting to see you expand your business, live that luxury lifestyle, retire your family, be that magnet in your family that is building wealth and doing incredible things and has that energy. It’s awesome.

Thank you, Brent. I appreciate you. Thank you for having me.

If you are interested in joining the most proactive group in real estate investing, the TTP Coaching Program is the TTP family. Go to WholesalingInc.com/TTP. Check out what it’s all about. All the incredible people that I’ve had the pleasure and honor to coach over the years, check out all of their success, testimonials and what they have to say about it.

Check out what the program is all about. It’s over 100 hours of support calls, the program A to Z, exactly step-by-step what to do you and work with me. If it feels good in your gut, make sure you go there and sign up for a call. I look forward to working with you. As always, I sign out encouraging you to go and talk to people. Until next time. Love you. See you.

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