Hey, what's going on guys, it's ricky with tuck with solutions, and today i'm going to be asking kesh how to get started in real estate. So the the part that uh, i don't well. Let me start off by saying: cash was actually the first person to ever wholesale a property to nick, and i so our first house slip ever in arizona. Cash actually didn't know this until today, uh first household ever it was in peoria and he smoked us.

No, the really cool thing about that is that cash started, just i would say like not that long ago, right yeah, so i've been just about two years honestly. So what would you say like you really began to step on the gas scale, so it's kind of been an up and down journey. I started by myself and then i was driving for dollars, doing all the basics of what everybody teaches you on youtube and then i paired up with a guy out in georgia. So we were partners for about six to eight months and then things kind of just separated, and then i started this company that i'm doing now about six months ago, and this is a company's ovation - equity, ovation, equities, so now for the month of november.

How much did you guys source in deals so and what wholesaling, what you call assignment fees? We did a little bit over 215. 000. That's the part that i think is the most exciting he went from when you did when you sold us that peoria flip. That was about ten to fifteen thousand dollars right that that took about three months right.

It was one one of your first deals. Was it not that you did on your own yeah? I was like probably one or two number one or two. I did yeah yeah and then now to have skilled it from even i mean 10. 15.

000. That's that's a great deal of money right, yeah, but now to have scaled to over, not just six figures, but over 200 000 in assignment fees in just one month. I think that's what i'm most excited about, because, yes, we're going to be asking questions about how you scaled to 200 000. But i think the question that everyone has is: how can you even just get started like, and i think that's really what i'm excited to learn a little bit more about, so i actually made a poll on instagram first off, if you guys don't follow me on Instagram, it should be linked right here, as well as i'm gon na put kesha's instagram.

So if you ever have any questions about getting started with, wholesaling feel free to message him as well. So i'm gon na start off by saying and asking well for those that don't know what is wholesaling. So it's basically just an again arbitrage opportunity in real estate, where you're, essentially finding distressed, maybe not even distressed but just properties under what it would sell. Retail value.

Yeah and that's usually because of some sort of motivation, whether they're going through a divorce bankruptcy liens on the property, whatever you can think of you're trying to find those kind of homeowners to be able to help out their situation and so by us going in and Buying that home you're, essentially paying off those liens or whatever and you're coming in and that's the value you bring to the homeowner. And then you go ahead and flip. What as simple as just a piece of paper to an end. Buyer, which is, can either be a big company.

It could be a private buyer. Basically, whoever sees value in that property yeah most of the well most of whole sales that you do would most likely be off market right houses that are not normally posted on the mls on zillow on realtor, and i think that brings us to the next question. How is it that someone can source a deal wholesaling as you're just getting started yeah? So you really don't need a crazy amount of money. I'm not going to say you could do it with zero dollars, because how i started was i drove for dollars.

So what does that mean? So that's essentially driving around and looking for distressed properties. You can buy data online and try to source data from the county website. I wanted to get in the field and i mean you're, seeing a home that has a tarp on the roof cars parked in the back like some sort of distressed sign, because when somebody doesn't want to take care of the home, there's, probably some level of distress And so i would drive around, take addresses down, skip trace them, which is essentially getting the numbers and then go and call them and say hey. Would you consider an offer for your property? So would you say that a very common mistake when people try to just get started is i hear it all the time where they try to scrape online data for deals right, and i feel like that, although might be useful for some people, you wanted to take A different approach and actually drive around and see physically a distressed property potentially and then be able to try to that find that to be you know, or at least make an offer on those specific properties right yeah.

So you can go ahead and buy debt online. I mean that's kind of the point where we're at now, because we do such a big volume. I mean i, i can't drive around and do 200k in a month. Yeah, it's not really possible yeah.

So from driving for dollars, we transitioned i've tried everything you can do facebook ads, google ads like you, can get real creative with it, but obviously you're paying for it and a heavy price. So, especially if you're starting some of the better ways are driving for dollars. You can get a list of five ten thousand properties for pretty cheap in this industry anymore. Things have gotten a lot cheaper, just because everybody so competitive, yeah and so that definitely reduced the prices.

And so probably five 10k pieces of data will cost you with phone numbers anywhere between like three to five hundred dollars. Okay, um and that's just an opportunity to try to cold call, and you should be doing that - probably yourself at that point. That would be collecting data right of potential, distressed properties or just public records, right public records, public records and then having people cold call either yourself or other people, and that would cost around three to five hundred dollars. But then all the time that it would take to cold call right yeah, my recommendation, i mean, if you're getting an industry you're trying to get in real estate, so you want to figure out how you need to talk to homeowners like get on the phone yourself.

Definitely i wouldn't recommend going and hiring va's or local friends, whatever i mean try to figure it out yourself and then once you get the handle even handle of it and then go and t you have the ability to teach somebody, then maybe after a deal or Two after you make 10. to understand what works, what does it and what needs to be said during these conversations so um? I i really like that. You brought that up because everyone always says like well, you don't necessarily need any money right to wholesale, but theoretically, yes, i guess that is true. If you just are really lucky at finding a deal and being able to close one, you just reassign the contract right.

Yeah um, what would you say if someone is trying to get started? How much money do you think is necessary to at least be able to if they have enough time available to be able to source their first deal? So if you were to start this all over again how much money do you think that you would need and what approach would you take? Would you cold call, or would you still drive for dollars? I think that's my question, because people always want to just do the cold, calling yeah scrapping data, which is a very laid back approach. Yeah or i haven't heard that as much where you go around and drive around and try to find this distressed properties. I would almost think that that is probably a little bit more effective because you're putting yourself in the field yeah i mean you could go as far to door knock if you really wanted to yeah. I know people that do that as well and are very successful at it, but i would say, probably the like: they both work.

This isn't this isn't an industry where you need to there's one right way. I mean driving works, calling works at the end of the day, you're going to have to talk to the homeowner, somehow yeah, so whether you go knock the door if you go drop, find the property. That's distressed at this point in wholesaling it's a very different industry than it was two years ago. Um driving for dollars used to work, but this i'm not gon na lie, there's a lot of competition yeah.

So i want to say it's almost a numbers game. A lot of the time too, so, in my opinion, how i would start is, i would get a list, if i'm being honest, um, because the more homes you touch the more opportunities you're creating and therefore just start calling that list start calling that list and you're Going to get people i mean any list, you pull at any point you're going to have people that have already called those people, but it's all timing yeah. So i can call the same list that you call and you're going to get a 15 different leads in that same day. Just because we you called it 110 and i called it 1 30 when they weren't home, so they're just creating opportunity for yourself and so the more opportunities.

That's why i think you can probably get a lot more homes calling than just driving around. I like that, and what would you say for the dollar amount? Do you think it just needs to be? Is all your expense just having a phone and then paying for that list so paying for the list? And then in my recommendation, you want to get what's called a dialer, so we use software's like there's batch dialer. There's we use zen call, which i think is called ready mode now and that essentially automatically dials for you and so you're not burning your phone number in this day and age regulations are happening more and more with how many numbers they recognize really quickly. If you're just making a bunch of calls you're going to march - and so you don't want your personal phone just being marked as spam, so we use a dialer that essentially dials.

I think our average agent does a few thousand dollars a day. Wow um and that's just for one person. So if that's you, i mean think about the opportunities, how many conversations you're having especially if you get a list of about three to five thousand properties yeah you spend. Let's say you commit for like two weeks right: yeah, you can you know as long as you invest enough time, you should be able to run through that list in about two weeks.

Yeah, it just depends on the person you can set different speeds on how quickly you want to call and that list you'll probably get through in the first couple of days, and then you just recycle it and go back through it. Okay, because realistically, on a on a 3 to 5k list of homeowners, you're not going to talk to more than probably 50 to 100 people, that's just how cold calling works! It's a numbers game right! So then, you think about other opportunities and you can start those other 2 950 people. How do i reach them? And then you can start different marketing techniques so so now, bringing on to the next question um when it comes down to just getting started and now yeah. What were your biggest challenges as you just got started, and then what are your biggest challenges now as a wholesaler biggest challenge is always getting that first deal it's having the confidence having the confidence and it it's it's, not just you're calling people it's what you do After that, that's really the important part is: how do you send a contract the right way? How do you follow up with the homeowner who, what title company do you use it's kind of like how i did it and that's how most people do it? Is you just kind of fail? Your way to success like you just have to go through the process and you can learn all that basic stuff on youtube.

Yeah. I mean youtube university for a reason right, so um and then kind of now. What we, our biggest struggle, is just creating consistency. Um, you know you bring people on your team.

People leave you're trying to so. I hire all we do strictly cold calling. So i hire a lot of people in the philippines to co-call eight hours a day, va's yeah to cold call, and so people leave people come and it's just it's always a changing thing. So to create that consistency, because this is all about follow-up, this industry.

So until you really build that pipeline of a bunch of follow-ups, because most of your deals should come from follow-ups, it's not a touch. First touch yeah, they say - and this is just what i've heard, but the average like cold call to close is about 90 days. In this industry wow, so you kind of have to put in the reps in time to get those leads for months and then eventually you'll start seeing consistency. I think that's huge that you said that, because again, just due to my lack of understanding of this, i thought you would have just called one person agrees and then close.

But you're saying i mean those are the best ones, but i think that makes it uh that puts it into perspective of how realistic or trying to be realistic about it. That, like you know, as you start give yourself, you know at least 90 days to be able to source that deal, because if that's the industry average then there's no question, it can definitely take much longer than that right, especially, i think. Right now we live in a world where people are trying to like make money so quick right away, and it's that instant gratification. So i think that just puts into perspective where a lot of uh videos i've watched about wholesaling.

It's always just like you need no money, you can literally just it's one deal and it can happen right away, but especially at the skill that you're at. I think that's great, that you put that into perspective on how it is a numbers game right. You need to be just reaching out to or touching as many people as possible, yeah and then the follow-ups right so 90 days. I definitely would have not guessed that yeah.

This is a good one. So how did you get started and how is it that you've now built your connections um? What sparked your interest in wholesaling, so i just saw a youtube video, i'm pretty sure i mean it was a while ago and i just saw the opportunity to make money. It was an easy way to obviously wholesaling shouldn't be anybody's, end game. In my opinion, it's a great way to source money to take down those flips or buy those rentals.

It's just basically what people call cash cow, so i got into it about again about two years ago from youtube and so yeah the connections. I mean it's great to network in this industry because you can always everybody runs there. It's such a simple business, but everybody runs it differently, so i have a bunch of buddies, even a couple in this office that do their own business and they run them very differently, but connections. Wise buyers are really important in this industry.

If you don't have a buyer you're, not selling your deal right, so buyers list so as much as people will tell you don't like find the deal and the buyers will come we're at a point where i almost work backwards at this point, so i spend a Lot of my days on linkedin now, that's a big gem for me that nobody touches we. I can find a lot of big. I try to find hedge funds, private equity people, people that will pay high values for close to retail yeah for these properties, because that's just how the market is or such low inventory, so they buy them and hold on to them for 10 15 years, and so They don't really care about the current market, the current market value they care about the rent rates, because rem rates are probably just going to keep going up, yeah um, so i just work backwards. I find a bunch of those guys i connect with them on linkedin, and then everybody has their own criteria, which is the toughest part.

So when you're trying to store steals, we just call anybody and everybody at this point just because if there's equity or there's a spread on a deal, you should be able to sell it, because that, if not, that homeowner is going to go listed. 20, 30k above retail and they'll probably get it yeah, and so you just have to recognize where you're at in the market. So i like that, i i like this one, so this was actually coming from it's a okay, so this is from a lady. That's um! Asking how do you not get nervous when i think psychologically, and just i would say, even for myself right, i feel like i'm a pretty confident guy, but if i call a hundred people and i get rejected a hundred times - you know that is very discouraging.

It isn't discouraging until you recognize. I mean these deals: you're not they're, not three. Five hundred dollars like there's a lot of money to be made. So if confidence kind of pairs with how how much money you could potentially make on that deal so average deal size.

Probably in this industry is ten fifteen thousand dollars. So if you just recognize that i mean the more knows, it just becomes very repetitious at some point, so it everybody's nervous when they start but um i mean the end of the day. You're, the worst somebody can say is no and the point of perspective. It took me seven months to get my first deal, that's what i was literally just going to ask for.

So it took you seven months to get your first deal and on average, how many uh deals? Do you think you get now per week? How about that? We do about two to three a week two to three a week, yeah, so nice um and i mean i think the yeah. I mean that within itself is super exciting on how you can scale a business. So, if something that started as a hobby off of a video that just sparked your interest to now having it to be a full-fledged business, now kind of transitioning, i wanted to ask you: what's the most money you've ever made off of a wholesale deal, and what Also, have you ever lost yeah, so biggest one. Unfortunately, we had an 86 000 deal fall apart in the last 24 hours a couple weeks ago because of rental restrictions from an hoa.

So a lot of my buyers buy rentals right, and so we found out in the covenants. They had an hoa and it just killed the deal wow. So i ended up selling it to a flipper and i made like 10 or 15k or something like that. But um yeah, i do the biggest one i think was like 58.

000.. 58. 000 yeah. We have one under contract right like today.

We just saw one that was 38 000 um right before you got here, but i've lost a lot of money too, like i've. Well, one i've jv, which is a big part of this industry. So if you don't really have that buyer, it's what's called joint venture, go and find somebody whether it's me or just somebody - that's doing this business because they probably have the buyers for it. I see and then you can, i mean most likely you weren't, going to sell that deal you're, potentially with that person they might make half that 50 20.

Whatever you guys discuss and they'll sell that deal, and you can that's a great way to potentially find your first buyer as well, so i know that that was a you know. I see ads all the time of like i buy homes, cash. Have you seen any success with that, or do you dabble in that at all we strictly cold call: okay, yeah, i'm try. I i'm a guy.

That really believes. In i mean we did that, not to say we did a lot, but we did a decent amount, and that was with five cold callers. Okay, i mean the potential most i've seen companies with 15 20.. There's no reason for me to put my marketing.

I just have so much potential in the cold calling space i haven't tapped into so okay, so marketing dollars, definitely behind the cold, calling um and then that's where most of the deals are sourced and then um, okay, and i think this is more of like a Uh a logistic question for you, i'm like now that you have you know these cold callers, five of them right. You have um your team, also at your office, correct yeah. How is it that you structure out these, like you know from the first touch you said on average, it takes 90 days yeah? How? How does it go down the pipeline of like when does that deal actually gets sent to you where it's like that you handle the calls moving forward is, after the first touch, your team handles everything moving forward or are the cold callers? Do you trust them enough to do everything moving forward? No, so they have a strict job, they ask four pillars: price motivation, timeline and condition. That's all i get from them.

They will essentially send that lead over to our crm. We use call podio and then my acquisition guys will essentially call them with all the information they took down, so they're only going to send that lead if they potentially are open to an offer or if they're, i guess, actively looking to sell anybody, that's not interested. They obviously won't send but um once that touch happens, it's up to the acquisition guy and is it much more well educated, well informed on how to position you guys as a solution for that yeah i mean their job is essentially to go and see what their Situation is of that home or homeowner is and then what solution can we do to help the homeowner and that's just making an offer at that point? Is your price spread from what they initially want to? What you're initially offering? Is it always usually pretty far away, or do you come pretty close to what they want every time, uh well, we'll never give the price if we can meet their price and it most of the time most of our deals come as much rapport as you can Build with somebody, everybody has their number as much as they're your best friend they have their number. So it's just finding more opportunities for somebody that sounds bad but truly doesn't know the home value yeah and then like well.

If somebody wants 200 000, it's worth 250, like i'm, going to get at 200., i'm not going to let that deal go, but we'll go off for 180. yeah and test the waters and be like honestly this i kind of wanted to be at this number. Do you think you have a little bit of wiggle room yeah, but we'll just make them fight for their nut, we'll never make it just just give it just because yeah, because then they're gon na mentally think they could go, get higher so yeah we like make It so they feel like they're, pulling our teeth to get that 200. 000 yeah.

So i like that, how is it - and why is it, did he move from wholesaling in arizona yeah to now wholesaling in georgia? I think for myself. I've seen that arizona is very competitive, so i wanted to see if that was the reason why yeah i mean from a business owner's perspective. I was like i'm just making up a number, but if the average cost per lead in arizona is 500 and it's 150 in georgia, it's me as a makes me a bad business owner not to want to go and do that when the same spreads happen. There's really no difference, it's just more opportunity, yeah, so um i mean we.

We have our struggles with trying to be virtual. We can't go get those contracts signed. We can't that's what i uh have seen you post you're like hey. Can i get someone to meet? You know uh be in georgia, so now, how is it that you manage that like so we we started implementing more processes so, like now i have a full-time transaction coordinator which is actually my girlfriend, but um yeah so in-house, i guess but um, but she essentially Will get pictures from that homeowner um like 24 within 24 hours of getting that contract we have a follow-up call with and she does that she's like hey.

Can we get a bunch of pictures from you and so now i don't have to pay anybody. I just get it from the homeowner i mean. Sometimes we have to go special stipulations, but yeah now you're taking pretty much what i see as just like this old machine. This, like solid foundation, this solid understanding of how to wholesale in georgia virtually right, yeah and now, because you have the team, because you have the understanding of how the market works, because you have the structure now, it makes sense to go into these other markets that You can dive into and to test to see if you can be effective and successful in those markets which it's not going to surprise me at all uh, and it will be right, but i think that's what's most exciting is like showing, like the the proof, is In the work of of what you're doing right, you started in a very small scale.

Your team is still relatively pretty small, but that's one of the things that i like most is like when you can keep such a tight-knit team yeah. It's very easy to manage and you will only hire uh if needed, right or if of value yeah, and i think just it puts into perspective how someone can appropriately and realistically steal a business yeah. Really i mean i would. I would have to say that you're saying two years is probably when you started but like not to say the past year is really where i saw you make the difference right yeah for an awesome question, because i saw you post on instagram.

What was the thing about you, working at mcdonald's? That was a joke. No, it was a. It was a low point in my life for sure no, but it was that real. I did, but i did it for youtube a little bit yeah, but it looks good, but i literally did i was i it kind of it had a lot of views.

It was like 150k views, it was not so i was like honestly i'd be at probably like walmart right now. I'd probably have already gone through taco bell wendy's. At this point i would have gone through all of them, but that's i'm just doing it for the content, because that's when i split with my partner - and i was like what am i supposed to do with my life because i was like he kind of just Took everything - and i just was like okay, and so i thought long and hard about it, and i was like i know too much i might as well keep going so i like that. Well, i think i think, that's a great way to end it, because, while you had everything kind of going for you, especially you know with a partner at that, normally people would give up at that time, yeah um.

I i really just thought at that point: um. You were doing it top live videos i i did not think it was true and it's crazy, like um, to see my perspective because i was like. Oh, it looks like he's like having fun, but to you that could i guess it was one of the lowest points, but to see that you took such an unfortunate just series of events right yeah and you made it and turned it into something. So great.

I think that's what's most exciting, so i'm super excited to follow up uh, but again, i hope that you guys learned something new in this video friendly reminder, if you guys are in the georgia area and or if you've ever wanted to get started when it comes Down to wholesaling, i'm gon na put kesha's information down in the description. You guys simply want to connect again. You guys just have to ask yourself a very simple question: how can you be of value for someone? That's already doing? Well, no one's going to want to help you if you're just asking for handouts, but if you're in the area and or if you have time - and you think that you can be a valley for someone. Um then, just make sure that you present yourself or that you reach out in a i would say, uh respectful manner.

So i really do appreciate. Thank you again for having us and if you guys have any questions that you guys would like us to ask in future videos comment that down below don't forget to subscribe and, like always, let's make sure that we in the year i agree now. Thank you.