Posted on: June 02, 2022
WI 964 | Real Estate Partnerships

 

Who says real estate isn’t a team sport? In today’s episode, Kevin Griffin and Corey Brown tell their story of getting started in real estate and how they’ve become successful in the industry.

Key Takeaways

  • Real estate might seem crowded but 10% of the market is in distress
  • Handling the pressures of flipping houses
  • How important relationships are in real estate

Take action now and save $2,000 when you pay in full. Visit Wholesaling Inc. to get started!

Real Estate Partnerships ft. Kevin Griffin And Corey Brown

Episode Transcription

Let’s get started with a quote that’s going to open up this show and we’re going to go out fast. That quote comes from Zig Ziglar, who I’ve been a huge fan of over the last years and who I’ve been listening to a lot. He says that you cannot climb smooth mountains, which leads me right to these two gentlemen that I’m interviewing from Indianapolis. Kevin Griffin and Corey Brown, it is a pleasure to have you guys here in the TTP studio.

Thanks for having us.

This is incredible because this has not been an easy road. It’s not only wholesaling but life and everything. You guys have an incredible story to share on this show. It all builds up to the success that you guys are having right now. You’re closing six deals already. I’m not going to spoil the surprise here, but what was your life like before discovering wholesaling?

It’s going to work every day and tired when you get off work.

It’s 9:00 to 5:00 working frustrated because you can do more, but don’t know what to do. It was frustrating. You’re trying to find your way out.

Where are you guys from? Where did you grow up?

I grew up in Chicago. It was pretty rough. I moved to Indianapolis in fourth grade. That’s when I met Kevin. We met in fourth grade in Mr. Brown’s class. We’ve been cool ever since.

I was brought up in low-income housing and trustee clothes. It was rough coming up. We always knew we were going to be something.

What planted the seed? Outside of the surroundings that you’re seeing every single day in the environment that you’re in, what made you guys believe? What lit that fire that you’re like, “I can do something else. Not only that, but I can be a real estate investor. I can be an entrepreneur?” How does that even happen? Did you have a mentor or role model?

It started with me because I played varsity basketball and I had a coach who always came and got me for practice. He took me to games. I never knew what he did. I’m like, “He never worked.” I’m riding with him every day and he talks to one of his employees. I went to college and that was the first person I was around. He had a nice house and went to college to help own his own business. He opened my mind up to all the different stuff in the world. He changed my life and how I think.

What was the business he was in?

Environmental waste. It was not real estate. I was in high school years ago, but he would do business in China. He’s a real big business owner. He opened my mind up to all that. I can do something different than what I’m around because he did it. He came from the same place I came from.

Did you guys have businesses growing up? You’ve been friends since fourth grade.

Nothing. We always knew we are going to do real estate. We’re like, “We can save up.” That’s before we even knew that you don’t take that much money to do real estate. We were like, “We got to save up and keep saving at these jobs. We are going to get a double. We’re going to live on one side and we’re going to work on the other side.”

That was the idea we were having, but it was so hard to save up all the money because we were taking care of ourselves, paying bills and all this stuff. We found out about wholesale. It was like, “Why am I doing that?”

How did you find out about it?

WI 964 | Real Estate Partnerships

Real Estate Partnerships: If there are ugly houses, real estate agents will always have a job.

 

I was reading my real estate book at a breakfast cafe. I was reading on rentals and then some man came up over. He’s like, “Are you in real estate?” I’m like, “Yeah. I want to buy a few rental properties.” He said, “You should start out with wholesaling. Go google it.” I went home and got on Google and YouTube.

A stranger when you’re reading a real estate book. It’s amazing what happens when you talk to people. It starts with that. You guys are seeing it because you guys have been part of the TTP family. That gentleman that probably approached you has probably talked to hundreds or thousands of property owners. When he sees something, all of a sudden, your radar is out. You go, “That’s somebody that’s like me,” because a lot of people aren’t.

People think it’s funny because we feel everybody is wholesaling, but 6% to 10% of the real estate market is in distress. That’s millions of homes in our country. There are 20,000 wholesalers maybe, I don’t even know. There’s not because it’s such a niche list. It’s such a niche community, but we surround ourselves with each other.

We think there are so many people, but there are really not. I’m telling everybody out there, this is more for the audience, there are plenty of opportunities. Until the day that there are no ugly houses in your town or city, then wholesaling will be dead then. If there are ugly houses, then we have a job. The fact is there are cash buyers that don’t want to deal with the emotions of homeowners.

There are property owners that don’t know how to solve their problems. The cash buyers don’t want to solve their problem. That’s where we come in. We go into these houses. You guys have done it six times now. You go into these houses and there’s always some issue. There’s always some reason why they’re selling. Let’s talk about this because this is important. I’ll ask you, Corey. The first time you guys went on an appointment, how did you feel?

I’m like, “I was supposed to be here. I want to help this guy out.”

You had pre-qualified.

In my first appointment, I felt like an imposter. I didn’t know what I was doing.

It feels weird. That imposter syndrome where you’re like, “Do you mind if I take some pictures?” or whatever. You’re trying to piece it together and you’re trying to talk and you’re trying to soften up the conversation so you don’t feel as nervous.

She goes, “What are you going to do with it?” I’m like, “I’m going to fix it up and flip it.” I don’t know what to say. It was pretty scary with the first appointment.

When you went on your first appointments, did you pre-qualify these sellers before you went out there or were you excited and you went out there because somebody said yes?

I just went out there. We went out there. Before we got a few deals, we had to back out of four of them because we weren’t confident and stuff like that. We were just beginning.

The toughest part in the beginning is, “Is this a deal or no deal?” Everybody, check out this interview on Brent Daniels YouTube channel. When we’re starting, a lot of times we don’t want to ask a lot of questions because we don’t want them to tell us no, and we think that it’s going to cause a lot of friction in the conversation because we’re not confident in the way that we’re asking. When we’re asking about the condition or the timeline or the motivation or the price, we’re stuttering. “Did you do any remodeling?” “No.” “That sounds nice.” Things fly out of our mouths.

You feel like you’re getting in their business or whatever. I don’t know if they are going to take this too personal or not. They want to get personal with them and build rapport with them.

We’re here to help them out.

It’s like when you go to the doctor, they make you fill out all sorts of stuff. You talk to the doctor and they ask you all these questions, and then they go through all these things. You don’t just go to the doctor and be like, “I don’t know. My neck, I can’t do this.” You got to fill out all these things. It’s the same thing. You want to find out what is going on with this property owner so you can see if you can be of value. If you can, those are the people that you want to try to work with. Those are the people that you want to get in front of, shorten the timeline, break down and help them understand the process of how you can help them solve their problems. It’s six times now. What is the timeline?

Just take action. Learn everything by going through the process.

I started a long time ago by myself and then I was driving for dollars. When we started together, we got the Mojo and DealMachine. They made everything so simple. We can focus on work instead of having to do all this extra analytical stuff, make lists and send them to Batch Skip Tracing and find the owner. DealMachine does all that for you. It makes the process simple. We started in October.

Is that one of your best lists, your driving for dollars list?

Yes.

Just because of this show, Wholesaling Inc. has the biggest discount on DealMachine. Use the coupon code TP. You save $10 a month. It’s not a fortune but it makes it only $40 a month. It’s one of the best values of all time because now they give you all the data. You can literally drive down the street and see an ugly house and say, “This owner doesn’t even live here.” It may or may not be vacant. It’s incredible. Were you guys each driving on appointments or was it specific times?

At first, we were both driving together.

I was teaching Corey to hold. He came in brand new. I’ll listen to your videos. That’s how I learned. When he came in, it was like an intern type.

It’s like an apprentice.

He watched me for a month. We were watching your video and he’s watching me work. Once we did a few deals, he hopped in. That’s when it started taking off.

You’re seeing him out there doing real estate and you’re like, “What are you doing?” Are you guys just hanging out?

He called me one day, “We need to meet up.” I’m like, “What’s up?” He’s like, “You need to do wholesaling. Come over to the house.” I’m like, “I’m going to be over there.” I pull up and we talk about it. He showed me a lot of videos and stuff. We are going through some things. He said, “You need to quit your job.” I said, “Come on.” He said, “You need to quit your job.” I said, “I can’t quit right now. Give me two months. I’m going to put my two weeks’ notice. I’ll tell you if it was my last day.” I was a diesel mechanic.

He’s making great money, but we knew we can do better. I was a team leader at my job for six years, and climbed up the ladder making $20 an hour. I knew I can do more than that.

This was the shot. It literally is the most life-changing business that I can imagine because you’re dealing with the biggest asset that we deal with, which is real estate. I don’t care. People wholesale everything, commercial buildings, skyscrapers, land, and the little terrible houses. There’s so much opportunity when you learn how to source the deal. That’s a huge thing because that’s always going to be in demand because people don’t want to source it themselves. They want to stay in their lane. They want to fix up properties. They want to own properties and keep them in their rental. That’s why we fit into this beautiful area where we’re the hustlers in this industry. We’re the ones that have to go and talk to people all the time. You guys started your partnership. Who is getting on the phones? Who is better on the phone?

That’s all we got in right now because I’m better on the phone. I build rapport real good with people. I get them talking, open them up, and let them know my past. That’s what you have to do because there are ten other people calling them.

The more genuine that you are, the better. If it’s you calling somebody and somebody from overseas is calling them from like the Philippines, you’re going to beat them like a drum. You’re going to get that deal. That’s a fact. I always encourage people as they’re starting out building their momentum in their business to make the calls themselves. You’re not worried about people showing up and doing the work. You’re putting it in, plus you’re building those skills. How many people have you talked to now and asked them if they would consider an offer on their property?

Over 1,000. It’s easy now.

Was it scary in the beginning?

WI 964 | Real Estate Partnerships

Real Estate Partnerships: Real estate agents will always be in demand because people don’t want to source property themselves.

 

I did what you did. I hang up the phone before they answer.

I’m going to take a lap around the kitchen. I’m going to get ready. I’m going to listen to something and then fifteen minutes, I still haven’t made a call.

Corey got a good story for you about his first call.

I called the lady. I forget what the house was. She said, “Not right now.” I said, “Maybe in the future, that needs some love.” She said, “You want to make love?”

For everybody reading this, the script goes, “Are you thinking in the next 30 days? What I’m looking for is a property that needs some love that we can fix up and repair.”

It was my first time and she was like, “You want to make love?” I hung the phone up.

If you can deal with that and bounce back. That’s why he’s texting now. That is hilarious. What is the name of your business out there?

Prolific Home Buyers.

For anybody reading this, before we break down a deal, what is the best way to reach out to you guys? Are you just in Indianapolis?

We’re just in Indianapolis. They can reach out to us on Instagram. My Instagram is @Kevin.Prolific.

Mine is @Corey.Prolific.

We’re the Prolific bros.

Let’s break down a deal. Let’s get people excited. What deal do you want to do? Do you want to talk about the one that you posted?

I got the list and I’ve seen the house was in this 4628 area. I ran a comp on one property. I know this area well. I’ve seen two houses sell for $290,000. I know if I get a deal for $30,000, I can make some profit. I’m calling the list. I leave a voicemail. The next day he called me, “Is this Kevin? We would like to sell our property.” I got to pre-qualify them. I got the appointment the next day. I called them the next day after the appointment. “I like the house. I’ll come in at $35,000.” She said, “I got somebody else also. I’m going to call them.” She called me back at $36,000. I said, “I can do $37,000.” She said, “If you can sit at $37, 500, you have it.” I said, “I can sit over at $37,500.

What tool do you use to look up comps?

We got the MLS access.

Build a buyers’ list if you want to remain a property seller. If you don’t, you are in a lot of trouble.

We do have PropStream.

If you have MLS access, that’s going to be the best. When you pull comps, what are you looking for? What are you looking for in the neighborhood? Are you looking within a certain area? What are you looking for?

A quarter-mile radius, plus 250, minus 250 square footage, bedrooms, bathroom counts, garage or basement. You got to take all that stuff to the table.

Sometimes lot size. It depends.

What year the house is built.

We got a lot of houses built in the 1900s.

You ran the comps and there are properties for $290,000 in this neighborhood.

The one-level was sold for $299,000. The two-level was sold for $295,000. I got a two-level with a vacant lot. I’m like, “We got a deal here.”

How much?

$37,500.

That doesn’t happen. You can’t just call somebody up and get ahold of them and they call you back and sell their house.

Voicemail. People don’t like leaving voicemails.

Was it the driving for dollars list?

Yes.

Just so everybody knows, I don’t encourage leaving voicemails for your bigger lists like absentee owners. It clogs up the system. People call you back. They don’t want to sell. They are tire kickers. With the properties that are on your DealMachine app or your driving for dollars list, I like leaving voicemails for those because they have to make a decision. They have to either sell for cash or they need to repair that thing. A lot of them don’t have the money to be able to repair it. He called you and he wanted $30,000 or you offered him $30,000?

He wanted $35,000.

WI 964 | Real Estate Partnerships

Real Estate Partnerships: Don’t leave voicemails for your bigger lists. You will be like absentee owners who clog up the system.

 

Explain to me this. You’ve got a neighborhood where you’re running comps. They have $290,000 and $299,000 and you’re like, “I offer 10% of that.” Is it a rough neighborhood and somebody is renovating it?

It’s a rough neighborhood, but there’s one prom buyer in there that’s customizing houses. He knows the process.

That’s ten times the amount. This must be the greatest buyer flipper of all time. He’s good. You’re going back and forth. Did they have somebody else call them? Were they talking to somebody from a mailer? Did they fill out something on the internet? How did you have competition on this deal if they’re calling you back from a voicemail?

It was a few people that reached out to them. I talked to the wife. I built rapport with the wife. That’s why she chose me. I talked to the tenant and then she said there were a lot of people coming in and out and looking at the house. She was like, “I hope you get it.” There’s room for me to get it.

You had to be the highest price. That was part of it. The beautiful thing is a lot of people have an interesting part of our brain that says, “I don’t want to negotiate too long and too hard. I’m going to go with the person that I like. If they can beat the other person by $1,000 of the price, if they give me that, I’ll be good,” as opposed to keep bidding up. This is an important lesson in this interview because if you go in there with your personality and you’re building a relationship, it’s not rapport.

Get rid of that whole build rapport. Build a relationship with a human being that lives in your community and listen and be interested in finding out what’s going on with them. You were doing it with a tenant. You would probably do it with everybody. It’s probably your natural default mode. This is such a huge thing. It’s not necessarily the things that you’re saying. It’s your tone of voice. It’s the way that you’re listening. It’s the way that you’re looking at them. These things matter.

It makes a big difference.

You get it locked up for how much?

$37,500.

Please tell me you found that buyer that was doing those flips.

On the MLS, you can see who owned the property. We couldn’t get in touch with him. We found out he has a construction company in California. I’m thinking, “He’s a California buyer.” I’m like, “Corey let’s Facebook it.” We Facebook it and came straight up. I said, “Corey, I’m about to write a comment on his post. He’s going to see the comment before he sees the DM.” I wrote on his post. He wrote to me right back. I said, “I got a house you may be interested in.”

You beat him. Honestly, sometimes people don’t even check their DMS, but the posts that go right to them are in your face. You guys are dropping some golden nuggets. I’m serious. These are good interesting things that a lot of people aren’t thinking about or not taking that extra step. You reached out to him.

He came and see the property the next day. He was like, “We want it.” He wants it at $60,000. Everybody was coming in at $55,000. He knew he can deal with the neighborhood. Everybody else was like, “It’s a rough neighborhood. I don’t know.” He came in, “We can do $60,000. Send us the assignment.” He had a house and a lot. He sold one house for $300,000 over there. He won.

He’s going to do well on that thing. What did you guys net on that deal?

$22,500..

How did that feel?

WI 964 | Real Estate Partnerships

Real Estate Partnerships: Never negotiate too long and too hard.

 

That was life-changing. I look at life differently now. I will take care of my family and the younger generation. We can do it with wholesaling.

Not only that, but it gives you the ability to have enough income to start buying those assets that you guys were talking about back in elementary school. This gives you the capital to be able to do that. Is that still the goal? It’s interesting. The more that I’m in wholesaling, having a big rental portfolio is a whole another business. Don’t get mistaken. There’s no such thing as that passive income. You’re either managing those properties yourself or you’re managing the manager. There are ways to clean it up and make it as smooth as possible, but there’s always something going on. You’re always repairing and doing stuff. You’ve got to make sure that tenants are happy. You got to make sure that you’ve got a good product that’s out there for people to rent. This is where you’re going. You want to own the properties. Do you guys have a goal in mind? Do you guys have a vision for that? What do you think?

We say hopefully by the middle of 2023, we would be able to start purchasing properties and rent them out and stuff like that.

What’s the goal? Have you guys talked about it or is it just, “Let’s start with one and see how we build?”

We haven’t talked about it yet because we should focus on the wholesaling part and marketing.

That’s what I encourage. If you look at wholesaling, we find deals. That’s what wholesaling is. Let’s dress it up, put a tuxedo on it, and make it fancy. We source real estate opportunities. That’s what we do. With that, you guys have the option now. You guys will have the option to be able to be like, “We want to keep that one. We want to flip that one. Maybe we want to develop this piece of land. Maybe we want to buy this property now and build up equity, sell it and buy apartments.” There are many opportunities if you learn how to source the deal and have those conversations with distressed property owners.

Skills don’t go nowhere.

Once you talk to 1,000 people, you can talk to anybody about real estate. That’s what it is. Each of you, go back to when you first started, what advice would you give somebody starting out? What would you have them avoid starting out?

I’m going to answer both questions. When I started out, I read wholesaling books, listened to podcasts, and watched videos on YouTube. Take action. You’re going to learn. I learned more from taking action than all that other stuff. You’re going to learn everything you need through the process. It’s cool to learn and watch videos, but you got to go do it. It’s not going to happen if you don’t do it. That’s my main thing. Take action as quick as possible. That’s when you start learning. I look back and I took classes. I know a lot but I could have been away further if I took action.

People think that you need to understand all of the terminology and all of the things. There are people that have houses that are problems and there are people that want to buy those houses. Get in the middle.

I got a quote, “Keep it as simple as possible.” Keep your business as simple as possible.

It’s the same thing he said. Take action. When you do, make sure that when you call them, call your buyers and sellers, not just sellers. Call your buyers. Build a buyers list. When you’re calling your sellers, make sure you call your buyers. If you don’t, you’ll be in a lot of trouble.

Having those conversations early on, you’re going to build a reputation for having the best deals. People are going to start seeking you out as opposed to you trying to find all these cash buyers by posting to their Facebook. They’re going to find you. I hope that people find you from this show and the YouTube channel and everything there. You guys are incredible. You guys have closed six deals now. Two pending deals. You guys are building that momentum. You’re staying consistent. You’re still calling. You’re texting. You got to keep it lean. You are keeping the profits, which is most important because the biggest problem I see is you start going, and then the expenses shoot through the roof. All of a sudden, you’re making way less than you were when you were doing it yourself. You’re like, “What happened?”

If you guys are out there in Indianapolis, please reach out to these guys. They’re incredible. They’re the real deal. They’re so inspirational and incredible. Thank you for being on here. Everybody out there reading, a couple of resources, DealMachine, use the coupon code, TTP. Batch Skip Tracing for the most accurate phone numbers for the addresses that you’re trying to get. If you’re interested in joining the most proactive group in real estate investing with these guys, it is the TTP family. Go to WholesalingInc.com/ttp. Scroll down and check out what it’s all about. If it feels good in your gut, sign up for a call. I would love to work with you personally. Thank you so much. Everybody out there reading, as always, I encourage you to talk to people. See you. I love you.

 

 Important Links

 

About Brent Daniels

WI 480 | Critical Energy ShiftsBrent 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, and “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

 

 

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