Posted on: December 07, 2016

How Imperfect Action Leads to Success in Wholesaling!

Nothing worthwhile in life is ever easy. In our quest for success, many times we are often our own worst enemies. We usually talk ourselves out of doing what’s right (and important) most of the times.

You probably already know MORE than you need to, so why aren’t you successful? Do you just have bad luck?

Well, either our guest today is very lucky or a genius! Today we speak with Hilary Graham who only started wholesaling a few months ago. She has a classic story where luck finds those who prepare and take MASSIVE (yet imperfect) action!

She hails from the Dallas area and after only wholesaling for a couple of months, has already generated $20,000! Today she talks about one deal that just made her $17,000 dollars richer!

Learn her direct mail strategies, how she closed a deal without even making an appointment, and had tons of deals lined up in just her first few months!

IN THIS EPISODE YOU’LL LEARN:

  • What got Hilary into Wholesaling
  • Jumping off a cliff without really knowing…anything!
  • Why taking imperfect action is better than NO ACTION!
  • Being a rhino and lining up 4-5 deals in the next month!
  • Details on her $17,000 deal
  • Her direct mail strategies: Including how much and how often
  • Making a deal without ever meeting the seller
  • What it REALLY takes to find success in Wholesaling
  • Doing real estate…anywhere you like
  • What is her why?
  • and so much more…

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: It’s Cody Hofhine with another episode of investor grit and we are absolutely excited today. We are the no fluff, no BS zone. We are going to just help each one of you crush it in your wholesaling businesses. So get ready cause we have an amazing guest today that is doing excellent, excellent job in Dallas, Texas area. Her name is Hilary Graham. She’s only been wholesaling for just a couple months and she’s already made over $20,000 so far. We’re going to deep dive one of her deals, one of our most recent deals where she did $17,000 in one deal. So without any more to say, let’s have Hillary Graham join us. Hillary, how are you doing today?

Hilary Graham: Hi Cody. I’m fine. Thanks.

Cody Hofhine: Perfect. Perfect. Perfect. Let’s jump into this and get going right to town. So yeah, you have been doing this long. Kind of give us a little bit of background. What got you into wholesaling? What made you intrigued to say, Hey, I want to start trying this wholesaling and stuff?

Hilary Graham: Well I’ve actually, I’ve been a realtor for about 11 years and my husband’s done a little bit of investing in the past and we had talked about getting that up and going again because he’s really good at finding creative ways around doing real estate, not just your traditional, you know, get 80% financing, 20% down like I was used to. So I started listening to podcasts and researching, came across wholesaling and just sounded really interesting to me. I came across a lot of the Wholesaling inc. Podcasts and decided to give you guys a call and became a rhino at that time. A couple months ago we sent out our first mailer and it was right before I got the coaching. So we kind of dove into it really not knowing anything. So I’m glad that I did the coaching because I kind of got far enough into the coaching, as the deals got closer to close and was able to figure it out.

Cody Hofhine: Perfect.

Hilary Graham: Yeah.

Cody Hofhine: So here’s the best part, Hillary, that I love that you just said, you are already taking action. And the best part about it is we talk about this all the time. The word imperfect action.

Hilary Graham: Mm-hmm yes(affirmative).

Cody Hofhine: Even though you didn’t know what was going on, it’s kind of like, yeah, let’s jump into this. I want to get into this, I want to get going. And you started taking imperfect action, which is 100% everything we coach. We love taking imperfect action and that ultimately you come across the program, and you’re like, okay, I’ve made some imperfect action that I’ve already taken place. But now I’ve got all this going in and everything lined up. And here you are not just a rhino. Let’s call you a rhino rockstar because you haven’t even been in this that long and you’ve already done three deals and I can earlier talking with you, you said you already have like another four or five under contract at this moment, is that correct?

Hilary Graham: Yeah and if they all go as plan projected to make a little close to $50,000 this next month. So hopefully.

Cody Hofhine: Rock and roll. Hold on, let’s get the bell. Let’s get the bell for this one. All right.

Hilary Graham: Wow, I love it [crosstalk 00:03:50].

Cody Hofhine: There’s our victory for Hillary Graham. Okay, so let’s do this. Let’s break down step by step. The recent wholesale deal that you did that made $17,000 and that was in the Dallas market as well, correct?

Hilary Graham: It was.

Cody Hofhine: Okay. So start us. Where did it start with? Did it start with a mail piece or what was the marketing channel that helped you find this deal?

Hilary Graham: It did. It was the direct mail. We sent out a huge mailer of about 10,000 pieces.

Cody Hofhine: Okay. Massive action. I love it.

Hilary Graham: Mass of action. So I mean you’re going to get some pretty good calls off, you know, it’s kind of a volumes game. So we did a massive mailer, got a good response from it and this guy was actually an investor himself. And the mailer by the way that we sent out was pretty much just saying, you know, we’re looking for houses in the area. If you’re interested in selling, give us a call. So he called us, has a few rental properties that he was wanting to get rid of and he just wanted out. He didn’t want to deal with it anymore. So we got it from them and wholesaled it to another investor who was going to come in and fix it up, rent it. We never

Cody Hofhine: Hold on [crosstalk 00:04:58].
Let’s break it down even a step closer. So you have even investors. So a lot of people think you’re just talking to motivated sellers In the sense of maybe someone that has to leave the town super quick as a job relocation or maybe there’s some hardship going on in their life. But this is an actual investor that knows the name of the game and even he was like, you know what? Yeah, I’m ready to let it go for a deal because I’m sick of it.

Hilary Graham: Yeah. I mean I was shocked at the price that he let it go for and it’s just, you know, it’s all about catching them at the right time and you never know the situation. It’s all about finding solutions for people and he needed a solution at that very moment and it was.

Cody Hofhine: Guess who was the solution?

Hilary Graham: Yeah, and he had just moved, you know, his tenants out and was just ready to get rid of it. I think.

Cody Hofhine: Perfect.

Hilary Graham: On this one, and based on my other deals, I think that building rapport and if you can go and meet with the sellers, it’s very important but with this guy, I never met him. I never met the person buying. I did it all from my house. I mean it was, I never.

Cody Hofhine: Okay, so let’s break that down. Hilary, I like this.

Hilary Graham: Sure.

Cody Hofhine: So this particular one, you didn’t even have to go on the appointment because they were so motivated to let this property go, but there’s got to be a connect there, right? Like you’re not just saying, okay, yep, here’s an offer, see you later. Walk me through that. Are you saying you still need to take that extra step of building that relationship and that’s why you feel like you got this deal or walk me through that.

Hilary Graham: I think my other deals, I really have gotten off of rapport. I feel like I’ve built their trust and then there’s a couple that slip through the cracks that I didn’t go meet with. But I think that based on their situation, if I had gone and met them and built the rapport and talk to them. Because I’m more of a people person, I mean I can definitely build rapport with people. So I think that if I had gone to meet with those people, I would’ve gotten some really good deals, but I didn’t and they slipped through the cracks. But with this one he was a totally different type of guy. So you really just kind of have to judge the person you’re talking to and see like what their situation is, what kind of person they are, and then you kind of get a feeling and you know, this guy didn’t even like talking on the phone. It was all through email.

Cody Hofhine: By the way. Which mail piece was this? What lists were emailing out to find this particular deal?

Hilary Graham: Well see, and we hadn’t even gotten to that in the training yet. I hadn’t gotten that far. So we.

Cody Hofhine: So this is all pre-learning. What list is sent out? This is kind of just like exactly what you said. Imperfect action. You took it at its finest.

Hilary Graham: It was. So my husband’s more the systems guy, so he’s great at setting up the mailers. He kind of does the same thing in the oil and gas industry. So he’s real good at that. And he decided to send out this mailer and then right after he decided to do this, it was already in the works at the mail house. And then I found you guys and started doing the coaching. And he wanted to go on with the mailer, which was great. I mean we got good deals from it, but the mailer was pretty much just to a certain price range.

Cody Hofhine: So it was more of like a rural list. You’re just sent it to anyone and everyone versus like a specific like tax delinquent or anything like that?

Hilary Graham: Yeah, pretty much. He went off like tax value and if it was a certain percentage of like the Zillow value, I don’t even know like the algorithm completely the way he did it. But yeah, it was pretty much just a group of people in a group of like a price range and you know, we got great calls from it. We also got some calls that were like go pound sand.

Cody Hofhine: Sure.

Hilary Graham: And really it was fine and we just send out another mailer and basically did this one off of like a large cash buying presence in the neighborhood. Neighborhoods that we know that there’s a lot of investors in and stuff and houses that need a lot of work.

Cody Hofhine: Targeting like the hot zip codes.

Hilary Graham: Exactly.

Cody Hofhine: Okay,

Hilary Graham: Yeah.

Cody Hofhine: So how many, let’s see, I’m trying to break this down even more granular. So with that from start to finish from the first time you talked with this gentleman that says, Hey, I want to get rid of this house on two, three main street to close. How long a time are we talking?

Hilary Graham: It was about three weeks.

Cody Hofhine: And was he in state or out of state?

Hilary Graham: He’s here in Dallas.

Cody Hofhine: Okay.

Hilary Graham: Yeah. So it was a real, it could have even been a quicker deal, but we kind of took our time finding the buyer and since it was our first time we had buyers ready but we were very unorganized on this one. Like I’m just shocked that we did so well on it.

Cody Hofhine: No, but I love the fact that here you are, we’ve said this time, time again. And I’ll say it one more time. You took imperfect action. You didn’t a hundred percent know exactly what you’re doing, but as things came together, you just at that point you’re like, okay, I’m now at this point, I better go find out what I need to do. You probably talked to the title company at that point saying, okay, I’ve got this. What do I need to do? Maybe you talk to a real estate attorney, but you took this action and then we’re able to put it all together as you went along.

Hilary Graham: Definitely. And I’m lucky to have a relationship with a real estate attorney who’s also an investor who also has a title company, so that was kind of like a great package deal that I already had access to. So he was a lot of help. But yes, definitely went into it. Just imperfect action. You just have to do it like you can’t wait. And because when my husband told me the mailers out, I wanted to just die. I was like, how are we going to do this? But you know, you just figure it out and being a part of the tribe. Like a lot of people helped me through like with different questions and answers and you know, you definitely just have to get out there and do it or you’re not going to learn.

Cody Hofhine: I love it. I love it. I love it. So Hilary, just so our listeners, we call it the rhino nation. Just so rhino nation can understand, what does it take to find success in wholesaling? What does it truly take for you? Like if you could nail it down to one or two key points, what would you say to our listeners? This is how you become successful at wholesaling?

Hilary Graham: Gosh, being so new, it’s hard to say, but you know, so far I think building systems is very important.

Cody Hofhine: And by that, what do you mean?

Hilary Graham: Well I think like a lot like direct mail has been really good for us. And then, you know, building a system so that when they come in you’re organized and you’re following up. And because I think follow up is huge too, because there’s people off our first mailer that we’re kind of so so, but we’ve been calling them back and I’ve got two that I’m meeting with actually today. That are probably going to want to sell. So definitely follow up and just stay in people’s train of thought. And I don’t know, I mean so far, that’s it for me.

Cody Hofhine: Perfect. [crosstalk 00:11:30] And the fact that you take imperfect action.

Hilary Graham: Yeah.

Cody Hofhine: You’re probably still going to do it today. You’re going to go out there and fall right on your face and it’s okay. Right?

Hilary Graham: Oh.

Cody Hofhine: I mean, are you okay making mistakes?

Hilary Graham: I am okay. You know, coming from the world of real estate, that happens a lot. And not every deal is going to happen and you just have to push through. And they do, you know, the ones that happen really get you going. But the ones that don’t happen are the ones that really knock you down. So you just have to go to the next one and make it happen. You know, not every deal’s going to be for you, and I’m totally fine with that.

Cody Hofhine: Perfect.

Hilary Graham: And I may not want them to be, you know, some deals I may not want but people really want me to have.

Cody Hofhine: Perfect.

Hilary Graham: You know it’s just, yeah.

Cody Hofhine: okay. So let’s help our listeners understand what they can do to be inspired. What are some of the things that help you stay motivated and inspired? What is a good, let’s go, I guess let’s break that down. What is a good book that you would recommend that if you were saying, Oh man, every time I read this book, it just gives me that energy, that motivation to go out and do stuff. What would that book be?

Hilary Graham: Well, there’s Think and Grow Rich, Is always a good one. I mean, that’s a classic, but that’s one that I always kind of refer back to in my mind. And then The Four Hour Work Week really gets you motivated if you haven’t read it yet.

Cody Hofhine: That’s Tim Ferriss.

Hilary Graham: It’s Tim Ferriss. Yes.

Cody Hofhine: And Think and Grow Rich was the Napoleon Hill, right?

Hilary Graham: That’s right.

Cody Hofhine: Okay.

Hilary Graham: Yeah.

Cody Hofhine: So those are the two that really, especially The Four Hour Work Week, it gets me motivated because I mean it’s talking about, getting your business automated and that’s kind of how I want to get it. And that’s another thing is I’m trying not to perfect every area of this because I do want to outsource it and have people working for me eventually. And so just learning how to do that. But yeah, those are the two books that kind of keep me going and that have taught me a lot. That I kind of refer back to when I’m working and need some motivation.
Awesome. Okay. So if you had to summarize it, why do you do what you do? What is your why Hilary?

Hilary Graham: I think time. I’ve got a three year old and a six month old and this allows me to, be at home with them and do the work here if I need to. And that’s my why. It’s just time with my kids and my family.

Cody Hofhine: The number one answer I always get would be exactly what you just said. The why ends up being the family. And I.

Hilary Graham: Yeah.

Cody Hofhine: Still have not. And I am curious if you agree with me on this, I still have not found another business at this point that is created the time that I want with my family. Besides wholesaling. Wholesaling has been the way that I’ve been able to obtain that, that time to achieve time with my family. Would you agree with that?

Hilary Graham: Absolutely. 100% I’m so thankful I’ve started doing it and I’ve found it. I mean that just makes me want to do it even harder because just seeing the success that I’ve had in this first month or so. I mean this is crazy. And you know, real estate was kind of a you have some time then, but not really. I mean you’re driving around, you’re showing clients houses, you’re listing houses. I mean it’s just, everything’s kind of drawn out a little bit longer. So wholesaling is just quick. It’s you can do it from anywhere, pretty much. I mean like this first deal I did, I could’ve done it from anywhere in the world. I mean, I never met him. I never even saw the house.

Cody Hofhine: This was pretty much virtual, even though it was in your market. It was right here, but it went together so well. You knew your numbers so well that you didn’t even need to go look at it.

Hilary Graham: Yeah. Yeah. And that’s another thing is to know your market is pretty important too. And having been in real estate, I’ve known that, I mean you can learn your market pretty quick, but yeah, if you know your market, you can, it seems like you can do it from anywhere.
Okay. So how can my audience reach out to you if they wanted to reach out to you and ask you questions or follow you on some way to get motivated? Maybe through Facebook posts that you post or whatever, what would be the best way that they could learn more about what you do or even get connected with you?
Well, I’m actually working on a Facebook page right now for my business. So that way is not going to be good right now. But maybe just an email I can give you my email address.

Cody Hofhine: Yeah, let’s do that.

Hilary Graham: It’s Hilary Graham, hilarygraham516@gmail.com.

Cody Hofhine: Perfect. hilarygraham516@gmail.com okay, so Hilary, I appreciate your massive imperfect action. I appreciate your time today to help us understand that anyone can do this. It’s not rocket science, it’s not anything that you have to spend millions of dollars to get involved in. It’s pretty easy and I appreciate your time and sharing and helping us understand just how easy it can be in wholesaling.

Hilary Graham: Absolutely. I thank you guys, it’s been, it’s been fun so far.

Cody Hofhine: Perfect. okay rhino nation. If you want the opportunity, just like Hilary’s had this opportunity here, it has been a just a couple months and she’s done already over $20,000 and she has about $50,000 lined up here next month. That is pretty darn successful when it comes to wholesaling. That is awesome stuff and she is so new into wholesaling that this is, I wouldn’t say it’s unheard of. People do this all over the place. This is yet another story that lets you know that it can be done and you too can do this for more information and for more golden nuggets. Follow us on investorgrit.com go over to our website and you can click around, play around on that website. We have some awesome success stories just like Hilary’s of students nationwide that we’ll be able to share their story exactly what they have done to make it and wholesaling. Also, follow us on YouTube, our YouTube channel. It’s investor grit subscribed to that. We drop out gold nuggets all day long. Until next time rhino nation take care and we’ll see you soon.

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