Posted on: October 13, 2016

Would you like to make MORE money on your deals? How’s about 5X as much (or more) per deal??

In today’s episode, we speak with Texas Real Estate Attorney, Victor Maas about how he regularly turns $5,000 deals into as much as $25,000…or more!!

He reveals the exact steps he took to turn what SHOULD have been a $5k deal into what ended up netting him a cool $25,000! BAM!

We tear this deal apart and get into the nitty gritty (no pun intended) and Victor spills his guts.

Victor gives us his VERY unique system for finding properties on the cheap. You just need a little elbow grease…and a LOT of “Grit”!

If you have been looking for new and creative ways to find deals (on a budget), you absolutely can’t afford to miss this episode!!

IN THIS EPISODE YOU’LL LEARN:

  • How Victor got into Wholesaling Real Estate (and why)
  • His thoughts on where exactly the Real Estate Market is headed
  • Wholetailing vs. Wholesaling (and why you could be leaving a TON of money on the table)
  • Victors “brain dead” easy system for finding deals cheaply without spending big dollars on marketing
  • The EXACT lists he works with and some very creative ways to find more deals
  • Best advice for NEW Wholesalers
  • and so much more…

LINKS AND RESOURCES MENTIONED IN THIS EPISODE:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

Subscribe to Wholesaling Inc

Episode Transcription

Cody Hofhine: Welcome to another episode of Wholesaling Inc. By Investor Grit. I’m excited for another episode of how to take massive action and explode your wholesaling business. Today, we have Victor Mass on the phone and this guy is just a rock star. He’s a practicing real estate attorney in San Antonio, Texas. He’s also an amazing, amazing wholesaler that is just crushing it in his market. Victor, how are you doing today?

Victor Maas: I am doing fantastic. Thanks for having me.

Cody Hofhine: Absolutely. We love to have you on the show. Give us a little intro in what area of real estate is your expertise?

Victor Maas: Absolutely. Well first and foremost, I did get into law school thinking I was going to make really good money and guess what? Nothing. You get out, you’re struggling, it sucks. Just by chance I fell into a deal where I pretty much tied it up, cleaned it all out, and I made 13,500 on my first deal in six weeks. Trust me. That was the game changer. That was a shut the hell up check.

Cody Hofhine: I love it and that was almost like maybe shut the doors to attorney work.

Victor Maas: Well pretty much. I did. Wow, but you know what I did after that? I did something stupid. I flipped houses for like four or five years and it was good, but man, I could struggle for months at a time without any income coming in. Then you get a big fat check for 40 or 50 or 60 all your problems go away.

Cody Hofhine: Sure.

Victor Maas: Every month you have to deal with the contractors, Home Depot, Lowe’s, you name it. It became a big job when it’s all said said and done, it just wasn’t worth it. But then the economy crashed and when it did, you have to find ways to make money. You had to adapt.

Cody Hofhine: Sure.

Victor Maas: I kind of fell down for a while, but I got back up and I learned about wholesaling, prehab wholesaling or wholetailing. And I learned about owner financing, lease options, you name it, creative stuff. Now the market’s just amazing these days in San Antonio in Texas in general. When I try to wholesale something, I make sure I always clean it up and then I sell it.
I’ve got buyers coming to my office the same day. Give me a cashier’s check, I deed them the property, it’s done in one day.

Cody Hofhine: Fantastic. That is awesome. So what makes you want to stay involved in real estate? You’ve got all the chicken littles out there, right? Saying the sky is falling. It’s going to be a correction. There’s going to be a crash in the market. What keeps you involved in real estate and keeps you positive saying, I will keep doing this?

Victor Maas: Supply and demand. I’ve got too many buyers begging me for deals. In fact, right before we started this, I mentioned somebody’s knocking on my door begging me for a deal and I just can’t keep up with it. In my marketplace, anywhere from 25% to 35% are cash buyers. So I focus on what they want. I go look for deals in the areas they want and I literally can just have a bidding war in one day and get top dollar for wholesaling. So that’s why I keep up with it. By the way, the zeros is what keeps me coming back to this game. The zeros, tons of zeros.

Cody Hofhine: Fantastic. Victor is not kidding. Literally before we started this podcast, I hear a knock on his door in the background and it literally is like an assistant saying, “Hey, there’s a buyer here, like wanting another deal.” This is awesome stuff. He’s got an amazing business running where people are literally knocking on his business door saying, “Give me another deal like I need it.”
So let’s deep dive one of what we call wholetailing deals that you recently did and if you can kind of give us maybe a brief definition of what wholetailing is and then tell us about one of your deals. Let’s get down to like the meat and potatoes of this deal and help our listeners how they can to do this as well.

Victor Maas: Well, wholesaling is, most people should know, I’ll pretend there’s a lot of newbies listening is where you find a deal, you tie up and you sell the deal to another investor for a marked up price. So I buy it for 50 I wholesale it for 55, I’m trying to make five grand and that’s what a lot of newbies should be doing. But what I figured out was if I take the time and I spend anywhere from 500 bucks to $3,000 to clean up the home, mow it, edge it, trim it, whatever, just make it clean. I’ve poured so much bleach water and some of these stinky homes, but I’m talking two or three days of work maximum.
Then you sell it. Now instead of making five grand, you might be able to pull off 15, 20, 30. I average between 20 and 45,000 for most of my wholesales these days.

Cody Hofhine: Holy, smokes. Hold on, hold on. We’re going to do a little victory bell. Get ready for this because that is like huge profits. Hold on, hold on Victor.

Victor Maas: Yes sir.

Cody Hofhine: So instead of making 5,000 on a traditional wholesale deal, you now… Now let’s break this down and make sure I understand this. You put this back on the market, like through the MLS? Do you listen to an agent or what do you do?

Victor Maas: No. I run the local REIA here, so I know tons folks that want to do this business, but I got to tell you something. One of the best things that I ever got taught was social media. So on my Facebook page I’ve got like over 4,300 local friends and stuff. We also have a business page. There’s like 6,800 people on there. Once I put it on there, man my phones are ringing off the hook. So I learned a system, set a date and a time, have everybody show up at one time and then when it’s done, give me your best price.
If you’re it, come on to the office, let’s get it done. That’s it. And I’m a lawyer, so I can get it done the same day.

Cody Hofhine: To a cash buyer. It’s not that you’re looking for the retail buyer. These are still going to your cash buyers. It’s just you’re doing a lot more now. Do you purchase this home and then you clean it up and then sell it again?

Victor Maas: That’s pretty much it. Most of my deals are sub two deals where they just deed me the property and so I don’t even own it typically less than a week. And then I sell it to a cash buyer.

Cody Hofhine: Man, that is absolutely like astonishing. So tell me, what does it look like? Like you’ve got this deal and let’s break down one of the hotel deals. Now let’s talk right from the beginning. Like, what does it look like? Tastes like, feel like, how do you get access to that deal in the first place?
Are you doing mail? Are you doing paper click? Are you doing, what kind of marketing are you doing to get deals coming your way? And then walk us through a hotel deal that you just recently did.

Victor Maas: You got it. I do spend quite a bit of time researching and I’m looking for my deals from distressed lead sources such as pre-foreclosures, pre pre-foreclosures, I call them. It’s kind of a secret thing I know. We do code violations, city liens. We do a tax delinquent list, tax foreclosures. My members tell me about deals that maybe they just don’t know how to deal with, but where I’m really an expert is finding people that don’t want to be found. I use a lot of interesting ways to find people from Google, Facebook, social media, but also skip searching government records. I find people, no one’s willing to do that little bit of extra work to find these people.
So I have no competition and most of these properties I go to and usually they’re vacant. So in this particular case I’m going to tell you about this property in Northwest San Antonio. It’s a nice area. It’s a blue collar, middle class home. The kind most of my investors want, because they can flip it pretty quickly. So we drove, let’s say on that date, 20, 30 properties. This happened to be very distressed. We knocked on the door and then we get talking to them. We build up some rapport with them and typically by the second third meeting we’ve made a deal. And in this particular case I offered them X amount of money. I also offered them to find them an apartment cause their credit stunk. We also helped them pack up their stuff and that my friend is the key here. Instead of thinking what’s the least you take for a property, it’s how can I help you?
We run a special group within our club called the problem solvers, not some big dog thing or you know, millionaire club bull crap. It’s what are we really? We’re not investors. What are we, we are problem solvers.

Cody Hofhine: So true.

Victor Maas: So I solve their problems. I build up some rapport with them, then they want to work with me. I get so many deals where they just gave me their properties. I pay for moving costs and that’s typically it.

Cody Hofhine: Wow. So what does that look like? Like the most recent deal you did. You get a call tell them they have this property or you find this individual like you said what from there, what’s next?

Victor Maas: Well after building rapport, because this one was, I knocked on their door, they live there, we get talking to them, we build up some rapport, we meet with them two or three times.
They agreed here, just take it. We don’t want it. It’s about to get foreclosed for not paying your taxes. In return, they don’t get kicked out and thrown out on the street. Like maybe a buyer would tell, “Hey get out. beaus I just bought it at the courthouse steps.” So I help them extend it some time for them to stay in the property. And then we found them an apartment. We even bought them a refrigerator. We moved them. I haven’t even talked about the deal yet. The deal was deed me the damn property, I’ll pay the taxes, I’ll help you move out and that’s it. That’s the best I can offer you. And they said sure. Because they put themselves in a corner bad. So once I helped them move out, well now the fun starts. And this is something your listeners need to understand.
Spend a little bit of money to clean out these homes. You’re not going to believe this Cody, but I actually had to use four dumpsters in two days to get this house rid of all the garbage.

Cody Hofhine: One of these deals.

Victor Maas: Yes, yes. So by cleaning everything out, mowing it, getting rid of tree limbs, they were all over the house on the roof, and basically creating a clean canvas I get better money. By the way, once we cleaned it all out, there was fleas everywhere and roaches everywhere. I ended up getting one of those big packages at Home Depot of the foggers. Remember those foggers?

Cody Hofhine: Yeah.

Victor Maas: So I laid them all out and I left the home alone for like two or three days and then we came back, picked up the foggers, and swept up the bugs and roaches and everything.

Cody Hofhine: Wow.

Victor Maas: Yeah.

Cody Hofhine: Wow.

Victor Maas: And I come to the part of selling it at this point, we just do a little bit of work a little bit, Cody. In fact, I don’t even do it. I hire people…

Cody Hofhine: Sure.

Victor Maas: On Craigslist, pay them 12 bucks an hour, and they put a bandana over their faces so they don’t have to smell this stench in this home.

Cody Hofhine: And just go to town. Now let’s look at this. So had you not cleaned it up, these same cash buyers that are on your list possibly would have paid…

Victor Maas: Five grand.

Cody Hofhine: Five grand to you, but since you took the initiative to clean it up, look at a little more presentable, clean the canvas, as you would say. Because of that, what did you make on this deal instead of five grand? By doing the wholetail side of it?

Victor Maas: We netted about $25,000.

Cody Hofhine: Unbelievable. To the same cash buyers?

Victor Maas: Yep.

Cody Hofhine: It just started with a cleaner like entry point versus a disaster. And you’re saying this only takes like $500 maybe $1,500 at best to do exactly what you’re talking about.

Victor Maas: On average you are correct. But on this one, because of four dumpsters, we were all in about honestly about $3,500.

Cody Hofhine: Wow. And that includes, like you said, you are serving these people trying to make it a win-win and you bought them a refrigerator, put them in an apartment. So covering those costs about three grand, but on return that three grand came back almost 10 fold as you made a $25,000 profit.

Victor Maas: Yes.

Cody Hofhine: Unbelievable.

Victor Maas: That takes about a week or two.

Cody Hofhine: Unbelievable. That is awesome. So listeners, this is crucial. Listen to how taking it just the next step and just cleaning it out and given a better picture than walking into the fleas and the cockroaches, but already having that cleaned up was a difference of making either 5,000 or 25,000 which one would you want?
Such an easy answer. Right? Well man, that is absolutely phenomenal. And this came from just a just knocking on their door. This was like a lead that you looked out?

Victor Maas: This was a tax foreclosure lead. I said earlier code violation, but it was a tax foreclosure lead.

Cody Hofhine: Tax foreclosure. Fantastic. And then you had the tenacity, like the grit to go out there to just knock on the door and go see who’s behind the door to see if you can make a deal. This wasn’t like a phone call coming in to you?

Victor Maas: No. I’m very proactive on my marketing versus reactive where you send out mailers or do online stuff, which is great for some people. But you and I were having a conversation before that. My marketing is so insignificant compared to what you guys are spending, which is fine, but you’ve got six employees. You got to have that system. Me, I’ve got myself and two or three staff and mostly they do other stuff for me.
So if I’ve got to run a few leads or send some flunkies to go run them for me, it’s a win win. I don’t need to do a hundred deals a year. I’m happy if I do, honestly, two to five a month.

Cody Hofhine: Fantastic. Just because your cost per conversion is so low.

Victor Maas: It’s nothing. Yeah.

Cody Hofhine: That is fantastic. So how does it look like, how do you get these tax delinquent lists that exist? Is it the same for every state? Is it different or what does that look like? How do you get access to that kind of a lead?

Victor Maas: I’m not certain outside my area, but I can tell you in my area there is a legal newspaper that the local law firm that’s going to foreclose on behalf of the county, they put it out the Friday after the foreclosure deadline. So in our state of Texas, the first Tuesday of the month is foreclosure day.
So you go back three weeks, that’s the deadline. That Friday, that Friday after the deadline, they come out in a local legal newspaper called the Daily Commercial Recorder. Okay. Every County has something like that because you have to do public notice for everything from divorces, probates, tax foreclosures, you name it. So it’s all right there. And they even tell you the value and the county versus this individual. And so we looked it up out of, I don’t know, 40, 50 hot leads. We narrowed it down to honesty about five or 10 and then we mapped them out on Google maps and we go visit them and knock on the door. It doesn’t take us more than two or three hours to go drive around for a few properties. And I just find it better for me under my system. That’s better because no one’s really chasing them down.
It’s, it takes effort and not a lot of people want to put in the effort. And that’s the key to this is just putting some serious effort into it.

Cody Hofhine: So key. So how many doors do you think you have to knock before you get the interest of, hey yeah, come sit down let’s talk numbers.

Victor Maas: Honestly, if I look at 50 properties, I’m probably talking to about five or 10 sellers and I may just buy one.

Cody Hofhine: Okay.

Victor Maas: That’s okay because I can pull that every week if I wanted to.

Cody Hofhine: Fantastic. Okay. So super, super cheap to find the data. Super cheap on actual team and staff. It sounds like majority go out to you on initiating the processes and then you have some staff that might help in like the real estate attorney side slash may do some crossover work for your wholesaling side, but you don’t need a big team.
You can go out there with little to no money, find these deals and ultimately find something that could potentially pay you $25,000 for a deal.

Victor Maas: That’s correct. By the way, I did one two months before and I made 47 on a wholesale.

Cody Hofhine: Holy smokes. We’re going to have to get you back on the show to just share that story alone. That would be awesome. Good stuff. $47,000 on another deal. That’s amazing.

Victor Maas: That’s not the best one. I could’ve done one about three months ago where I would’ve cleared six figures.

Cody Hofhine: Ooh.

Victor Maas: I decided to keep that one myself and just live in it.

Cody Hofhine: Hey, there you go.

Victor Maas: No more ditch.

Cody Hofhine: Not only are you finding wholesale deals, wholetail deals, you actually could find your future home that you want to live in.

Victor Maas: Yes.

Cody Hofhine: Fantastic. So what’s one piece of advice that you would share that is crucial when running a successful real estate business?

Victor Maas: One way or another, you’re going to pay for an education. So I encourage you to find someone who actually does this and learn from them and then implement the processes. Because if you don’t, you’re going to miss out on so many opportunities because you’re shortsighted. So I went to law school, I went to college, I went to law school and I had Joe jobs for those seven years, whatever it was. And in my last wholesale, not the 25 but I made one just around recently at 30 I made more money on that one deal than seven years of working Joe jobs while in college.

Cody Hofhine: Wow.

Victor Maas: So if I had just figured out a way to learn the right way of buying properties years ago, I missed out on so many opportunities because I was shortsighted. So don’t be shortsighted. Get the proper training from someone who actually does this for a living.
My mentor was a guy that barely got out of high school who was a multimillionaire, who’d done over 2,000 properties and he had lots of experience and so I learned a lot from him.

Cody Hofhine: Such key and crucial advice to our listeners is the importance of finding someone to mentor you and sometimes that looks like what you said, the short side to this would be like, Oh, I can’t afford one. But I say to the opposite, I can’t afford not to have a mentor because there’s no reason to reinvent the wheel, would you agree.

Victor Maas: Absolutely. In fact, I just went to Sean Terry’s thing in Phoenix and I paid good money for that and I’ve been doing this for a long time. I’m going to go see Sean McCleskey in Illinois soon because I still pay for education. I want to be the best investor I can because of time.
Time is the great equalizer. We have such a short period of time on this planet. Let’s learn as much as we can that we can implement. That makes us a buttload of money so we can enjoy life.

Cody Hofhine: Awesome. Now, if you could start over, I know you’ve mentioned starting fresh slate. You’d probably start with a mentor, but if you could start al over, is there any other advice, something that you would change so that my listeners that are new to this have an understanding of where they should start and how they should start?

Victor Maas: Well, first and foremost, if you’re really wanting to do this, do not treat this as a hobby. Okay? Create some sort of marketing plan, automate your marketing plan, and then learn to delegate some of these processes. Otherwise, you’re never going to get a deal. You’re going to say, this doesn’t work.
Oh man, I got hoodwinked and I’m wasting my life. I’m telling you, I’ve met some of the least educated people you’d ever imagine who do very well at this because they don’t come up with excuses. So again, if I was starting all over again, I would get the training 100% of what I want. I’m not going to go learn about notes. If I want to learn how to about wholesaling. Does that make sense?

Cody Hofhine: Absolutely.

Victor Maas: So I would get the training as quickly as possible. I would create systems and implement them. And guess what, don’t stop until you learn this and it’s going to take you to two to five years to start to master these processes. But even then, never stop learning. I’ve been doing this for over a decade and I’m a full time student till the day I die.

Cody Hofhine: Awesome. And probably you would say, be willing to say, look what investing has done. Like attorneys are typically out there with a great income and here you are saying, but I love the investing side because it does so much more for me.

Victor Maas: Oh hell yeah. It’s, it’s just much easier to make money doing this than anything else. By the way, it does help being a lawyer cause I know how to get rid of liens and judgements a lot more efficiently than people. I can find people a lot easier than most because I now have access to government records, divorces, probates, bankruptcies. They do help me in finding individuals that don’t want to be found. So I get a lot of my deals that way.

Cody Hofhine: Awesome. Awesome. Awesome. What books do you recommend as being like Victor Moss approved?

Victor Maas: Terrific. I love this part. The first one is the Richest Men in Babylon.

Cody Hofhine: That is a fantastic book, by the way. What is it, if you can narrow that down to like a small sentence, what is it that it’s like, hey, because of this book, I learned this.

Victor Maas: Okay, you need to learn to sacrifice. You need to learn your craft. You need to learn to put money away and reinvest it and never spend that money. And if you just just sacrifice for short period of time, I’m talking five to 10 years, you can have passive income coming in or you can have systems in place that bring in money all the time. So I love this because it gives great examples and storytelling on why that is so important. The sacrifice part, too many people want get rich schemes, models that’s not life. I’m sorry. Doesn’t happen that way. At least not consistently. The second book before I forget, is The Acres of Diamonds. Acres of Diamonds. It’s one of the most well-read books out there. You can get it for free on YouTube. I’d love this book because he talks about how there’s literally acres of diamonds in your backyard.
It doesn’t matter if you want to be a rock star or a movie star in your area. If your fellow man is telling you, I need this and you’re not fulfilling that need, you’re missing out. You’re really missing out. There’s literally acres of diamonds in my backyard and I focus on what people want here, which is middle-class homes. If I produce a good deal on a middle-class home, man, I sell it same day. If I tried to go for a multimillion dollar home, maybe a handful of people in the whole city would be interested in that and then they’re going to try to haggle me down and mess with me. And you know, I may get lucky, but it’s not consistent enough. And before I forget the third book, No Excuses by Brian Tracy. No excuses, too many people come up with excuses as to why this isn’t working for them.
The moment asking basic questions like, well, how many properties have you marketed to? How many properties have you knocked on the doors in the last 30 days? And they look to their left or they look to the right. I know they’re full of crap, so that’s a great book talking about why some people are successful and some are not. And finally the last book, I’ll leave it alone is Think and Grow Rich.

Cody Hofhine: Awesome.

Victor Maas: If you do not have the right mindset, you’re missing out on great opportunities out there. The world is ready to give you anything and everything you want. If you have the right mindset, no one owes you anything. You have to want it. You have to put your mind into thinking you already have it and you just got to take action.

Cody Hofhine: Perfect, perfect, perfect. Think of this. If you could summarize it to one thing.
Why do you do what you do? Why is it that Victor goes out and knocks on 50 doors, finds a deal? Why do you do this? If you can narrow it down to like one thing, what is it? What is your why behind this?

Victor Maas: Time, time. That’s it. That’s why I do what I do. Time. I could go trade in my time for let’s say 160 hours a month and make an income or salary and that’s what I’m limited to, but I can go do one wholesale and I make more money from that one wholesale than most people make in a year. That’s why I do what I do. Time.

Cody Hofhine: Awesome. Fantastic advice. I love it. I love it. If my audience wanted to reach out to you, what is the best way for them to contact you?

Victor Maas: There’s two ways. One, we have a club called Sareia, S-A-R-E-I-A.com.
That’s Sareia for short, sanantoniorealestateinvestorsassociation.com. Excuse those little bumps it’s the damn email going off, but another way if they really, really have some serious questions. They can go to my Facebook. I’m on there, Victor Mass. We also have a Facebook page, San Antonio Reia, and finally if they really, really need me and they want to consider something that’s big deals, joint venture or whatever. I have an email. It’s victor@maasslawfirm.com my last name is Maas M-A-A-S.

Cody Hofhine: Perfect, perfect, perfect. I appreciate your time. Thank you Victor for being on our show and sharing amazing gold nuggets for our listeners. Thank you so much.

Victor Maas: Hey, thank you and I look forward to seeing you and Tom next month in San Antonio.

Cody Hofhine: Oh, it’s going to be awesome. Now Rhino Nation, if you want to learn more about wholesaling, wholetailing, and flipping houses, head over to investorgrit.com that’s Investor G-R-I-T.com and get on our mailing list. We send out awesome content designed to help you crush your wholesaling business and if you want us to help you explode your wholesaling business, go to investorgrit.com, click on the coaching tab, and book a free strategy call with our team. And if you like what we have to say, if we like what you have to say, rather, we just might invite you to be part of the tribe. Until next time, take care Rhino Nation.

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