Antoine Campbell Shares How He’s Wholesaling 5+ per month Virtually

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we've got Antoine Campbell flying in from the DC, Maryland area, with Novak Capital Partners, and he's gonna be sharing how he's wholesaling five plus properties a month virtually. If this is your first time tuning in, I am Steve Trang, broker and owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only app you'll need for wholesaling. And I'm on a mission to create 100 millionaires.

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Don't forget, this is a live show. So please post your questions for Antoine to answer. You ready? Yeah. Alright.

So first question is what got you into real estate? Well, we gotta take it back to the nineties. Nineties?

Antoine Campbell: Yeah. Yeah. Believe it or not, in DC, my grandfather was a real big guy in the nineties in real estate. And he pretty much opened my eyes with real estate. I was about 10 years old, 11 years old, and he did a lot of construction for flippers.

So we did a lot of demolition. We did a lot of, trash outs, and we did a lot of concrete work, and we did a lot of, foundation repairs. And I was saying I'm working on these big houses up on 18th Street Northwest. They called it, Adams Morgan's now. And, these guys are paying my granddad $10.15, $2,030,000 dollars to do these jobs.

And, you know me, I'm young and energetic. Like, hey, grandpa. Like, if this guy wanna pay you $30,000 to, you know, you know, pull the footage for this building, what the hell is he really making? Mhmm. And, that really got my, my motor going.

So that's what really got me started in real estate. And then back in in a in a day, my mom and dad, they really ain't paying attention to me that much when I was younger. I stayed up at night watching UPN. And at night, it was these infomercials came on like, John Beck, tax lien stuff. So,

Steve: Carlton Sheets?

Antoine: Yeah. Carlton Sheets. So I bought two of the courses at 10 years old. Yeah. So what I did was, I used to work at a corner store over on L Street in Southeast.

Used to be called Arctic Capers. Now they don't, you know, turn it around. It's like 800,000 houses over there. And, I took my $25 pay. I get paid $25 a day to work in the corner store from, three, 04:00.

I got out of school till about seven at night. And

Steve: At 10 years old, you're getting $25?

Antoine: Yeah. Because good. Yeah. I used to work for mister Hong. So, it was an Asian guy.

So Yeah. He gave me my first opportunity to work. So I took that $25 and I, went to the CVS and, CVS had these what we call Green Dot cards. And they don't ask you for the ID and stuff. Mhmm.

So I put the 25 on the Green Dot card, then I called into the 800 number. And then because

Steve: back then, they was like, hey. You paid $10 now

Antoine: and then whatever later. By the time I got the package, you know, I ain't pay the rest later. Mhmm. And, I open it up and I didn't really know I was doing or looking at or studying, but I knew that I was interested and I was fascinated with it. So ever since then, man, I always had a passion

Steve: for real estate. Wow. So that was 10 years old?

Antoine: 10 years old.

Steve: But you didn't start buying houses at 10?

Antoine: I wish I could have because back then in DC houses selling over 60,000. They only selling over like 600,000 as is.

Steve: Right. So alright. So that's what you guys do. Got you interested, but you didn't jump into real estate when you first launched your first business. You did something else.

Antoine: Yeah. My first business, I opened up a tag and title agency in Maryland. And, that went well. We did that from 2013 all the way up to last year.

Steve: Okay.

Antoine: And I asked my wife, my my, sweet wife. I'm not happy doing this anymore. Long hours. It's fifteen hour days. Make great money, but I just wasn't there.

Like, by the time I came home with my, kids, I was there, but I wasn't there mentally. You know what I'm saying? Yeah. And, it was a real struggle for me. You know?

When you have a lot of money, you're not happy. So I asked her, say, hey. If I try this real estate thing giving my all, would you would you allow me to walk away from what we're doing? And we literally walked away from the entire business. I ain't try to sell it, didn't try to do

Steve: anything real.

Antoine: We walked away. We walked away from the business and literally, like, once we walked away, things took off. Because we was always trying to do real estate, but it's hard to do real estate and manage another business and be in a day to day operation. So once we walked away, things took off.

Steve: So when was that?

Antoine: We walked I officially walked away in July 2018.

Steve: Oh, wow. So not even a year yet?

Antoine: Not even a year.

Steve: So that's even more impressive what you've accomplished. Yeah. So let's talk about your first wholesale deal.

Antoine: Oh, my first wholesale deal, it goes back to 2017. You you know, people don't even know this. Me and my friend Corey, he's the one that really kinda put me on to real estate for what it is right now. Oh, he's actually my camera, guy guy when I do my, Novak TV shows. Mhmm.

And, he called me up because remember, I had my business say, hey. I'm doing this wholesale deal. I'm like, what the hell is wholesaling? He said, yeah. Well, I'm a sign my contract, and I'm a get paid x y z amount of money.

I said, so what do you need from me? Well, I need you to come over and help me talk to the, the sellers.

Steve: So we went over there, and

Antoine: I talked to the sellers. And the only thing they wanted was money to move up front. So I I said, well, how much you need? So the seller, yeah, well, we need about 2,500. Rent are you all and they'll be able to put down first and last month rent to where we're going.

I said, cool. So, man, LaShawn, my wife went into the bank, gave the 2,500 cash and check to Corey, and, that put me in a deal. So I made, my 2,500 back plus, 6,000.

Steve: That's not bad.

Antoine: Yeah.

Steve: So and when was that?

Antoine: That was 2017, I think.

Steve: Okay. So before you went all in?

Antoine: Yeah. Before I went all in. Because, you know, you you kinda, like, run to the the, you know, the out of town events to come in town. You run to that and you get hyped up and then it sizzled away.

Steve: Yeah. Yeah. Okay. So then what were some of your early struggles? Let's talk about trying to do it while you're running a business.

Yeah.

Antoine: So the the struggle was, the business that I did, it was cash right there in your face. Mhmm. You know? So, like, I'm like, hell, man. I'm a go get this money right now.

And real estate is great, but it's not giving me anything upfront. Mhmm. So, that was a big struggle to say, hey. I supposed to be out here jotting for dollars or cold calling or door knocking, whatever you're supposed to do, but, you know, there's a couple of grand right right here waiting for me right now today. Mhmm.

So that was the kind of, folk in the road that I had to decide. So, that was a a real tough struggle that you get so, caught up in that fast money where you're getting cash every day that it makes you fall in love. You know? That, oh, yeah. I'm getting paid every day and I'm secure.

Versus, real estate, I knew it worked, but, like, it wasn't, like, proven to me because, you know, I'm making money every day is what I'm already doing. So I wasn't as motivated. But So

Steve: that one day, you just said, I'm done.

Antoine: One day, one day, man, my wife, we didn't have an argument. We had a discussion. And I I We'll get her a

Steve: side later.

Antoine: Yeah. And I told her and I told her, like, listen, man. I I really wanna do this real estate thing. I'm I'm focused. I'm dedicated.

I'm a do whatever it takes. And she said, come on. Let's do it. So I took that and I ran with it.

Steve: So you burned the boats? Mhmm. July. Yep. So talk about your transition then.

Antoine: Oh, man. It was kinda awkward. Because now, like, real estate to me is very slow paced compared to what I was doing.

Steve: Mhmm.

Antoine: You literally gotta kinda keep it so busy. Even now, like, it's it's real slow paced, so I try my best to be productive. And so now, it it it it's not it's not as hard as as people make it seem, but, it's just understanding the found, foundation and the fundamentals. And I think that that's what, people get confused. So I learned the, fundamentals and the foundations, and then I really study, man.

Yo. Yo. Yo. Ask you podcast. The The people that spoke, you know, I actually start following on Facebook.

Steve: Mhmm.

Antoine: And people don't notice, but there's a wealth of knowledge on people Facebook lives. What they just say and they're talking and only realize they're giving you everything that you're supposed to need. Mhmm. And they just trying their best to pull into you. And people like Christina, you know, I like to owe to her because she's just a given person.

Steve: Yeah.

Antoine: And, like, she just pulling to me every chance she get.

Steve: Yeah. I met her, in Dallas at WeLive. We were you know, I'd never met with her before. We just connected on on on Facebook because she was a fellow speaker.

Antoine: Right.

Steve: Right. So I was like, okay. Let's see who what this Christina person is about. Right. And so we connected and, man, she's she's a firecracker.

Yeah. She's gonna tell you exactly what's on her mind. There's no fields here.

Antoine: Yeah. She is. I call her my little spicy Cuban mama. So hopefully, she don't cuss me out for saying that.

Steve: Alright. So the you said it was a little awkward and and kinda getting started. So then what were the first things you did to get business when you made first when you made first made the leap?

Antoine: So, first thing because like I said, I come from a business already. I had to try to figure out what is wholesaling all over again. So I reeducated myself by just watching maybe about three hundred hours worth of content. Mhmm. Free content.

I didn't go out and pay for no course. I still haven't paid for a course to this date. I I I got it. I paid for one course. Jalen White, he had a 500 course I paid for not too long ago.

But other than that, we, you know, we we learned the basics. We learned the fundamentals, and we took what we learned from, the business as well as my previous employers. I used to work for Marriott International Mhmm. And I worked, for, on the w hotel. I'm not sure what brand it is, but I was in the hospitality business.

So I knew that every business starts over customer service. Once you figure that out, you you kinda, you know, could take it from there. So we took all of that and we bring it over and then I start cold calling. I ain't gonna lie, man. After, like, the eighth cold call, I said, hell, man.

Hell this shit. So I told my wife, hey. We need to find somebody to make some calls because I'm a end up giving us, like, a a a a a d minus on a Better Business Bureau website because if you cuss me out, I'm a cuss you back out. Yeah. You know, that's the type of attitude I so instantly, we had a cold call in July.

Literally. Like, I I understand Same

Steve: month.

Antoine: Yeah. Most people against it, but I knew that, okay, if I put a system together and I understand what I'm doing, I can easily show her. And within the first month, it was real tough because we literally had to build another building from scratch. And, I I I ain't gonna lie. About October, that's when things start taking over.

Steve: Okay. So you hire a cold caller right off the bat well, not right off the bat, but after you get cussed out a couple times.

Antoine: Yeah. Where do

Steve: you find that cold caller?

Antoine: Believe it or not, most people that I personally don't notice, but I said out loud, it was word-of-mouth. It's actually one of John Martinez's ex cold callers from this cold calling center. And, I took her and, you know, we trained with each other and we learned and, we cross trained and I, you know, bought certain, sales training things, and we learned together. Okay. So she started making dials.

Steve: And she's, in The States or overseas?

Antoine: Philippines.

Steve: Philippines. Okay. So, we're talking about you doing five plus deals a month virtually. So how is your operation different than, you know, all that other guys?

Antoine: Yeah. So a

Steve: lot a lot of

Antoine: guys, they have a lot of in house personnel. Mhmm. So, like I said, I'm a I'm a a company man, so I believe and you can take anybody as long as they have the talents and the will to learn and take them and teach them in the system. So we we, you know, took out took some V. A.

S and we hired. So we got three cold callers, three full time cold callers and we have one acquisition manager because I realized that I sucked again with the acquisition side. So people cussing

Steve: me out yelling at me. So I said man I

Antoine: got to find somebody to help me because I got the vision, but at the end of the day, I just ain't had the patience to deal with certain sellers. Especially in the DC market. Like, the sellers in DC are really, really, like, obligated. Because they get so many cold callers calling them. Well, the guy down the

Steve: street called me and the dude over here called me and he called me and she called me. So they they feel like,

Antoine: you know, their house is worth 10 times more than what you're trying to give them. So that's that's real hard in DC. It's a

Steve: little unrealistic.

Antoine: Yeah. Definitely.

Steve: Tiffany Rider wants to know, you know, is there a good resource for if you want to start a virtual wholesale company? Where where can she get some information about that?

Antoine: It's all over the place. I tell anybody, the most transparent person I could think of to date is Jalen White. If you follow his Youtube stuff, that's a good start. And once you feel comfortable and confident and ready to invest in yourself, go ahead and get his course you in his private Facebook group and man, them people in there are giving people, I never met so many giving people my life in one group. Everybody in there is a giver.

Steve: Yeah. Yeah. Jalen White, he was on the show before, and he's he's, he I've heard amazing things about the course. And and I would add on to that too. Kong Lee, who I'm still trying to get on the show here.

Antoine: Oh, yeah.

Steve: Yeah. We hung out. We hung out. I met

Antoine: him down in Dallas when we was down there.

Steve: Yeah. We hung out in Dallas, and the guy is awesome. He's a giver. I hard time to get him out here, but you follow him on YouTube too. He's always talking about his wholesaling business.

So we're talking about how many wholesale deals are you doing a month right now?

Antoine: About five.

Steve: About five?

Antoine: Yeah. Five. We're trying to scale it, but, like, like, with anything, you know, you just got to reflect reflect on what's going on and then refine it. So I'm real big on that and then we figure out a way to how to get to 10. So now it's just all about just stepping in and doing the work to get to 10.

Steve: Are you flipping it all?

Antoine: Yes. That's how cold to me. I never really wanted to do wholesaling, to be honest with you. When I got into real estate, I wanted to do multifamily.

Steve: So I

Antoine: bought a day lend off course of like four years ago, you know, outside of of wholesaling, I never really bought nothing from wholesaling education wise but the multi family I bought a daily landau course and literally me and my wife was running around looking at $10,000,000 products. Then we realized real fast that hey you got to have some money to play with this type of stuff. So So then I said, okay, well, let's start off on a bottle. Let's go to, you know, the real estate residential side and do wholesaling and do rehabbing and work our way up to the top. So that's what we're working on right now.

Steve: Okay. So you're saying flipping. So you are flipping?

Antoine: Yes.

Steve: Okay. So are you flipping more or you're wholesaling more?

Antoine: We flipping most of the stuff we flip. Like, we hold we starting to get over to the actually, assigning stuff. But a lot of the deals we will we taking, we back. So we assigned assigned to ourself, actually. So one deal we bought, and then we turned around and reassigned it back to ourself and got the hard money.

And then we used the, assignment fee as part of the proceeds for the hard money down payment.

Steve: Gotcha. Makes sense. That's real smart. Yeah. So then are you guys doing, like, all out flipping, or are you guys doing wholetailing?

Antoine: Oh, no. We doing guts. Everything we touch is a gut. Yeah? Yeah.

Steve: Wow. Okay. So, you get you said you got four VAs now?

Antoine: Yeah. We got four VAs. Three three of VAs are cold callers, but they have multiple positions. Like, I'm real big on training people and putting them in the best position possible. So we interviewed about 80 cold callers and out of 80 cold callers,

Steve: we

Antoine: found the best that we can find. And if I blindfold you right now and put you on the phone with my cold call, you'll swear she was a white girl from Southern California. So we're real particular.

Steve: Okay. So three calling for as lead gen.

Antoine: Yeah. And one is the acquisition manager that we trained up.

Steve: Okay. So so explain the difference.

Antoine: So the, I don't call them actually VAs. I call them acquisition associates because I want them to kinda, you know, cherish their position, and I want people to respect them. So, even they email a signature, they got acquisition associate in and out home buyers, the telephone number. So when they email the sellers and people, people are respecting them. I think a lot of the VA's that I see I talked to a lot of VA's.

I'm friends with a lot of them. They don't feel like we as Americans give them the respect they deserve.

Steve: Mhmm.

Antoine: You know, they they we feel like they feel like that we use them as disposable. We just soak them up. If they don't hit 20 leads their first month, trash them. Mhmm. Well, I worked with certain VAs for three, four months before we even got to deal with them.

Steve: Yeah.

Antoine: Because I know, you know, in big companies, it takes a long time for leadership and training and development to get a person, up to where they need to be. You know? One month ain't gonna get it done.

Steve: Right.

Antoine: So, the the, Janice is my main lead VA for the acquisition staff. She basically do the schedule for me. She, do all my Facebook posts. Anything you see with my companies and everything, that's all. I don't do any of that.

She, she takes care of, setting appointments for the acquisition manager. She rotate the RVMs for me. She, rotates the list. She, cleans the list. She, we have a Zillow scraper where, you can load up the API key into Zillow and then spit back all the properties that's sold or pending.

So she takes care of all of that. Darlene. I had Darlene. Darlene was a great hire. She is the second one in charge.

She used to work for some guys out Texas. So as I was interviewing her, I said, so why are you here? Why you you you're awesome. Like, will you because I always wanna figure out what happened to you in your last position.

Steve: Mhmm.

Antoine: And maybe that would be some type of insight of what's gonna happen to you here. Mhmm. And, she said, hey. We had some investors. They wanted to hire me.

And, they ran out of money and they blocked me on Facebook and they they ain't paying my last two pays. I said, really? And as I talked to more of them, they say, yeah. A lot of people stiffen. And I said, wow.

Really? Yeah. So the number one factor was she used to, work for a relative and investor. So she was really good at, individually skip tracing people. So I knew I needed somebody like that on my team because we get a lot of leads back where we can't find them.

And, she's really good at doing that method. So we had her, knowing that but the contingency is that she will be managing IBM as well as well as manually skip tracing and, helping out with any other miscellaneous things, as well as calling. Mhmm. So she do about 800 calls a day, plus all of the other stuff.

Steve: Wow. That's really good. You know, it's funny you mentioned that because I had one VA that's awesome. She's on medical leave at the moment. But, you know, she came to me as a referral.

Antoine: Right.

Steve: And I was like, okay. Tell me what you do, what you've done, what your history is, and then what what do you wanna make? And she's like, I need to make $6 an hour. I was like, okay. But you're totally cool with just, like, having sellers, like, scream at you all day.

I was like, yeah. I'm okay with that. So why don't you just stay with them? Them? It's like, they don't pay me on time.

Like, really? Yeah. Like, you're helping them make money and they can't pay you on time? It's like, okay. And I hired her and she was amazing.

Yeah. It's just crazy. Like, people don't pay attention to or they they just take people for granted.

Antoine: Definitely, man. I see a lot of that all the time where people just assuming that people need them. And at the end of the day, we all have options.

Steve: Mhmm.

Antoine: And, you know, someone's gonna pick up and go to the next man, and you down.

Steve: Right. Yeah. And she was a she was a great, great hire. Alright. So we talked about they're doing acquisition and disposition.

No? Who's doing disposition now?

Antoine: I'm actually currently starting to do disposition. So that's a role that I'm wanting to learn more, and then we're gonna have that out too virtually. So, the the acquisition, I really didn't get into it. We had Jasmine. My friend Basheer was interviewing about 30 VAs too because I kinda showed him how to do it.

Mhmm. So, he's I said, hey, man. I'm thinking about getting a VA to just hire on the acquisition side. And, I can easily scale because I can just give them a big fat bonus Mhmm. And they happy.

Because, you know and, so when I interview her, I let her know. She say, hey. I'm not happy what I'm doing as far as cold calling. I wanna move up in a company. And like I said, I'm a big man on companies and systems and stuff.

Steve: And I said, well, I got

Antoine: a position that I'm thinking about creating, but you gotta bear with me because, you know, it's just to create you know, a position in my head. It's nothing like process and systems out on paper.

Steve: We're not a massive corporation.

Antoine: So yeah. So we had her on January. And, right after I came back from the ten x conference, I bought the card on you, and I sent her right through there. Mhmm. I had access to John Martinez course.

Midwest Midwest revenue course. I forgot the name of it. I sent her through there for some sales training.

Steve: Mhmm.

Antoine: I let her watch every Sean Terry video she can get her hands on. I gave her I I think I put her through a month worth of training, paid training before she even got on one acquisition call.

Steve: Wow.

Antoine: And then, literally, she got on the phone and started killing me virtually in The Philippines.

Steve: That's crazy. So James Cook wants to know well, he wants to know how you're finding VAs in The Philippines. But let's just say, like, right now, you wanna hire two more VAs, hypothetically. Right. How are you doing that?

Antoine: Well, this is a little back backdoor trick that we do. So we into all the outlets, you know, Fiverr, onlinejobs.ph, all on websites where, you know, the VA's would apply for a job. Typically, them services, they want you to kind of pay to them or, you know, pay them a fee or whatever. Template it, I can send to anybody who want it. A job description basically explain to what their job is and then at the bottom of the job description, inside that same font paragraph, where it says send your resume to this email address.

So then we, when they send a resume to email address, then we reply and let them know if they approve for the interview and then we go directly to Skype and then we're dealing with them offline from, you know, any sources. So typically you might gotta interview 40 people to get one of the VA.

Steve: That's brutal.

Antoine: Yeah. That's a lot.

Steve: Yeah. And then what do you pay your VAs?

Antoine: I pay my VAs I started, my VAs off at $3 an hour. And then right now, they currently have four. So, two of my VA's make $4 an hour. One of my VA's, Janice, who is the head VA, she's make $5 an hour. Yeah.

But we incentivize the hell out of them with bonuses. So for every signed contract, they get $50. Every closed deal, they get $150. So, that alone

Steve: That's huge.

Antoine: Yeah. That alone is a is a real big payer center. So Yeah.

Steve: They should be motivated for that.

Antoine: Yeah. Yeah.

Steve: So how many leads, is your operation calling a week?

Antoine: Well, a week. We call about 2,000 people a day. So we call six days a week.

Steve: So 1,200?

Antoine: Yeah. About 12,000 people a week. I get a I get a report to my phone every day from Cliffolio, you know, the KPI dashboard and it's all our data from from the Mojo dialer and from Podio is piped into the Cliffolio and then it's printed out in one report. So it shows me how many leads we call today, how many hot leads, and then in Podio we got a special form created that out and how is Podio development made, that shows us that, we call it a daily, agent report. It shows the daily highlights and the daily lowlights of the shift.

What each VA did good or what happened good and then what happened bad and any notes that's in between. And that get emailed to me every day at 07:00 on the day.

Steve: How does it know what went bad?

Antoine: Say it again.

Steve: How does it know what went bad?

Antoine: So as far as what the data or just today?

Steve: The good ones and the bad ones. Right?

Antoine: No. I'm just saying the shift. So, like, so within the shift, it'll say, hey. Today, we did, 2,000 calls. Well, I'm just speaking like I'm a VA.

Today, Anton, we did 2,000 calls, and I was able to reach a contact rate of 12%. And, I was able to generate four hot leads. And out of four hot leads, I got one person to commit to a telephone appointment with our acquisition associate. The bad things, a lot of hang ups, a lot of people saying take me off the list, too many do not calls, and stuff like that. And then we use that for our weekly meeting.

Steve: F f go to hell. Mhmm. Yeah. Alright. So, marketing techniques.

You know, one thing that we talked about is you're really good at finding deals cheaper than anybody else.

Antoine: Oh, yeah.

Steve: So let's talk about how how are you finding deals?

Antoine: Oh, well, we found the deals. We we pretty much use on John, Cocon, sweet spot locator. So we know what zip codes to target because like, some people they just do the list source trick. That's fine but the actual sweet spot locators will show you what people are buying for us, the square footage, the number of bedrooms, the number of bathrooms and then we'll pull our list based upon them contingencies and then we'll know that what they're buying for and then we'll do some more research and we'll use a heat map to see what the cash buyers are buying it and then we'll just target that neighborhood. Once we target that neighborhood, we just go, you watch football?

Steve: Oh yeah.

Antoine: So we go no huddle without marketing. We we have you have offerings. We just around the clock, we got the, unlimited RVMs, but we got it going around the clock. We're selling out with 4,000 RVMs a day and we're calling 2,000 people. So we're doing 6,000 contacts a day.

So we pretty much hitting the phone as hard as we can and typically, because you know if, and in every port that I was telling about, it shows me what I'm spending daily on my VA's. So like typically we spend about $680 a week. Most of our leads, we get in for little or nothing. I skip tracing a little or nothing. So literally we probably produce some leads at probably like $8 a lead if that.

Steve: Okay. So what was the program you're using to find

Antoine: the heat map? Well, this particular program is a sweet spot locator as well as we use a cash buyers data feed. So we pull the zip codes and everything and then we're going to cash by the data feed with that same criteria. So I would say for example, in Maryland 20743 Cabana Heights, everybody's buying three bedrooms, two bathrooms, $420,000 cash. So we'll go over to Cabana Heights, use the heat map to see where they at and then once we extract that data then we pull that list based upon that.

Every house with the same criteria, the same layout, everything and that's when we take them and we we blast them. So typically we we send a lot of results with the bad credit list in PG County area. A lot of people, they're not really on financial literacy one from. Mhmm. So they get these houses and maybe they go on that, and then they just be looking to sell.

Steve: Yeah. So it's not a distressed list. It's not a foreclosure list. It's a you're in the hot zone.

Antoine: Yeah. We're in the hot zone. It's going in. It's going in hard. And and we we have different lists

Steve: and,

Antoine: like, you know, we do the list. I can do all of it but we found our main results is just taking that bad credit list and just going with it because they they they hitting all the filters. They owe, they got bad credit, they had a house for for twenty years and they obviously

Steve: had equity

Antoine: we're going to be calling them. So, it's basically taking all the lists all in one and, and we use the high equity list too because most of all the other lists gonna show up in high equity. It's it's it's

Steve: more so a blanket list so

Antoine: we use Avion's for that and then we have one VA all she do is just take in the callbacks and disqualify them to send them out to the other VA, the other acquisition associate and then she gonna phone with them to see if they're ready to sell now and we typically don't tag our lead as a hat lead until they say yes. They're ready to sell within ninety days or less.

Steve: Yeah.

Antoine: Any other leads, it just goes back into a mojo dialing rotation. We don't even worry about it.

Steve: Gotcha. So are you pulling other lists or this is it? This is just your your your bread and butter?

Antoine: We pull we pull high equity lists. We pull a bad credit list. We we still pull preforeclosure list.

Steve: Mhmm.

Antoine: Sometimes we pull a utility list.

Steve: Sushanika wants to know where you're getting the bad credit list.

Antoine: If you go to, unlimitedmelonleads.com, you pay for, $50 a month. It's unlimited. You type in whatever ZIP code you want and then spit it out. You just gotta not work the filters. That's what a lot of telemarketer use.

People don't wanna wanna admit it, but we are in a telemarketing game, so you might as well use that same technology. Use the, use the, Zillow, scraper to scrape out whatever leads are bad, and, you'll have a real good list.

Steve: And then, Sis also wants to know how are you getting unlimited RVMs?

Antoine: Through the Stratus network. We got, well, Stratus because some people don't like them. And then most people don't like them are usually the ones that's actually selling the RVM service.

Steve: You know? That's weird.

Antoine: It's a conflict. And, so we have a a relationship with Derma, and Stratus is charged by the port. I'm not sure if you know what Stratus is. Just about everybody who has RBO, use some type of white label or some type of proprietary data or Stratus to kinda, you know, push their service.

Steve: Mhmm.

Antoine: And, we just go straight to them. They're from Canada. They're easy to work with. And, so we we got, well, the unlimited plan starts off at, I think, $600 for a quarter. But that's only getting you a 100 IVMs a hour.

So we IVM from eight to eight to eight. So eight in the morning to eight at night. Mhmm. And, so I'm trying to break it down to the point people understand why I won't get too technical.

Steve: No. That's fine. I think I mean, they can let's do it over and over again.

Antoine: Yeah. So okay. Here we go. So the port the ports, it allows you to do 100 an hour. So we got 300 an hour.

So that's why we're able to do 4,000 a day, you know, easily. And that and that cost us about, I think, like, $800 a quarter. So we have it going around the clock.

Steve: Really

Antoine: cheap. Yeah. So we have it going around the clock. But but the only issue that we find, is that some some of the numbers, is not compatible with IBM because, the technology is is is sends to this, cell phone servers and then it it works its magic. I don't know, all the way.

But I do know enough that, some of the numbers are still, like, analog numbers, so it's not compatible. So, that's when we bring in a a a Net, our other VA who do the manual skip trace. And I have her go skip trace me only cell phone numbers, and then we run it back through.

Steve: Okay. So let's talk about, you're doing arm RVMs and you're doing cold callings. Mhmm. SMS?

Antoine: We're starting to do SMS because now, the strategy's unveiled the unlimited SMS along with our plan. So we just, we got the scripts loaded up and, we're gonna start doing it this week.

Steve: Okay. Direct mail?

Antoine: No direct mail. But we're going to start doing direct mail for our hot leads that we generated that we just couldn't convert yet. Okay.

Steve: So we're gonna start doing, you

Antoine: know, postcards and stuff like that.

Steve: Gotcha. So this the the the hot areas, that's your favorite marketing technique?

Antoine: Yeah. Definitely. That's the best one.

Steve: Okay. So you got again, going back to your, your virtual assistants, you got, you know, three cold calls and then one acquisition. So are you talking to homeowners? No. Never.

You're not talking homeowners at all.

Antoine: But what I do, we we play mind games. So if we're trying to get a desired price or if, there's a discrepancy, she is never the be the number one authority acquisition manager. So she'll say, let me talk to my director acquisition, and I step on the phone. I just got a a $10,000 price reduction doing this. And I said, hey.

Our, pictures came back, our inspection came back, and, you know, we plugged our numbers into the system, the same system that the banks use and underwriters use and the home inspectors use, and the numbers are off because the the amount of repairs that you told us, you wasn't really honest with us.

Steve: Mhmm.

Antoine: And so, we could still buy, but we need to buy at this price. And then, you know, we did this twice so far, and it worked. And most of the homeowners know, okay. Yeah. You're right.

And they feel a little bad. What do we gotta do to move forward? And I say, well, this is what we need to do to move forward. I'm gonna talk to my partners once again. I'm never in charge either.

I'm gonna talk to my partners, see if they feel comfortable with, continuing to fund the transaction, but if there's a problem where my partners might want to come see the house, could they? And that's just me basically, you know, setting it up there. If I need people to come actually see the house, that it's okay. You know, you know, and a lot of people struggle with that part. You just be honest and be transparent and you don't have to lie but you know it's not critiquing the truth either.

It's just putting yourself in a position where the homeowners feel comfortable, and you just tell them everything you know. And they make you're making it feel like you on their side all all the time.

Steve: Tiffany Carter asked another question. It was, what was that website? Cash buyers data?

Antoine: Cashbuy is datafeed.com. It's $250 a year for every county in America that I know. So far, the only one that I searched is is in it. And it comes with some of the cash buyer numbers. Not all of them, but I say about 40% of it come with their numbers.

Steve: Okay. So pulling data. So you mentioned the the list earlier. What other places are you pulling pulling data?

Antoine: Well, we we we kinda use a lot of the the, the servers where we can export leads. So we use, we use, we used to use, what's that called? MyEyePro? But we start with that. Now we use PropStream.

The PropStream got the filters in it where we able to pull home owners to got, like, a failure home. So we do, like, failure homes, some type of open lane, utility lane, and we just stacked it. And it's real narrow, so we had the girls aggressively call it. And then we use, just another website. I'm trying to think of the name of.

What's that website? The one I use to pull up my leads. Don't worry about it. I figured out.

Steve: Okay. So and then you're skip tracing.

Antoine: Yeah. So So you have

Steve: your skip tracing? You're not using a bulk service? Yeah.

Antoine: We're using bulk service. Okay.

Steve: Who are you using for that?

Antoine: So like I said the other day, when I was speaking at an event, we actually use our skip tracing service through Mojo. And most people out here on here and here everywhere, yell and scream and say, hey, that's some crappy data. But I'm gonna make this argument, like I said before, you know, you know, Tilo, right? You know, they owned by the TransUnion, right? Where you thinking they're getting data from?

Steve: From the the credit bureau? Yeah.

Antoine: From the fucking credit bureau. Right? So if I might be wrong, but this is my analogy. This is what I think. This is my hypothesis.

If every investor in the country use a Mojo dialer and they upload leads into Mojo server. Why don't you think they're taking the same proprietary data and use them to their benefit to spit back out numbers?

Steve: If they're smart, they would. I just don't know if they

Antoine: I'm just saying. Yeah. You know, like we we get, we we we achieve between a 1012% contact rate. So, you know, we don't really pay for a skip trace. We used to, you know, we spent 6,007 thousand on skip tracing and then we did like a split test and we used them, we used the Mojo skip tracing.

Mhmm.

Steve: And

Antoine: then we used DataZap, and it almost came out the same.

Steve: It's a

Antoine: little bit different, but

Steve: Don't use DataZap.

Antoine: It's a little bit different, but it it almost came out the same.

Steve: Okay. So disposition, we talked we talked we touched on that a little bit earlier. So you got a property tied up. Mhmm. It's in a hot zone.

Mhmm. How are you moving it?

Antoine: So well, we we pull a list of the, cash buyers, and then we usually cold call them, see if they're interested in selling, and or we send out a text message through our dial pad.

Steve: Okay.

Antoine: So that's typically what we do.

Steve: Dial pad. That's like a you can send out multiple text messages?

Antoine: It's not that you can send out multiple text messages, but it's a, because you know, in The Philippines, they don't really have good landlines. So it's a it's a it's a service that, it's a phone line service, but it seems more intimate. So when people call back for our VAs, they can be able to send individual text messages. They able to call individually, and it seems like they're here. So no one never questions us like, you know, where you from?

Where you at? They just know that we're a home buying company. We're bapping down the East Coast.

Steve: Gotcha. Who's in charge of the KPIs?

Antoine: Me.

Steve: Gotcha. Sis was asking, did I say don't use that as that? Yep. I did say don't use that as that. We used to use it.

It was a disaster. So yeah. That's that's for us. That's for the Phoenix. Yeah.

I mean I can't say for other markets. That's for the Phoenix market.

Antoine: Yeah. So so, like, this is my argument again. Like, if you if you targeting homeowners that's, you know, only home for twenty years, twenty five years, most of the old people ain't changing their numbers. Mhmm. Not like me.

I change my number all the time. Oh, Quikit, T Mobile, you got

Steve: a new plan? You wanna we trade my phone and you can

Antoine: give me a new phone? I'm gonna change my number. Mhmm. So, like, these people that we actually contacted, Guaman, that's 89 years old. She had her numbers for 75.

Steve: Yeah. So most of

Antoine: these people that we contacted had the same numbers. Right.

Steve: Yeah. That makes sense. And we know that, like, high equity, we're gonna have a much higher contact rate

Antoine: Yeah. Yeah.

Steve: Than we're gonna have for, like, you know, renters. Mhmm. So alright. So doing it virtually, like, what markets are you in?

Antoine: Right now, we really focus on Ohio. We're starting to pick up in Central Pennsylvania, Harrisburg, because we're actually flipping it. We're looking to do turnkey rentals there. It's a it's a phenomenal market, and I love it. And I go up there once a week, and I really I'm really in love with it.

And every time we get yeah. So and then, Georgia, we're we're doing some stuff down in Georgia. And as well as, I got family down in West Palm Beach, so we're trying to figure out how we can make that situation work.

Steve: All of them up and down the East Coast.

Antoine: When I say we buy up and down the East Coast, we really stand behind it. And homeowners really like it. Like, most homeowners, they they say, oh, so you do? And then we just throw some property we closed on, and they feel real confident and comfortable.

Steve: Handy Smurf wants to know, how you deal with homeowners that constantly reschedule appointments?

Antoine: We on the phone. Remember, we virtual. We don't go two hours. So they wanna constantly keep selling appointments then. That's why my acquisition manager's job, she keep follow-up with them until we get them on the phone.

Steve: And then Deon Jackson wants to know, are you sharing your script?

Antoine: I could. Yeah. I don't see why not. It ain't, you know, it ain't gonna hurt me.

Steve: Very fair. Very fair. So monthly marketing. I mean, is there an amount, like, that you're spending to market?

Antoine: We got a prefix cost. So it costs us a thousand dollars a month to manage all our subscriptions. And that's pretty much what we spend in marketing. Subscription management as well as our VA salaries. So

Steve: Gotcha.

Antoine: Yes. That's about it.

Steve: Any valuable resources that everyone needs to know about?

Antoine: I'm trying to think. Any valuable resource that everyone needs to know about? They just need to know how to use the Mojo. You know, Mojo got a lot of perks, you know. People don't know about, like, the skip tracing and just the follow-up and sequences and stuff like that.

They just need to know how to work it because we see I see a lot of people complaining that, you know, Mojo is not as good. But when you're on the Mojo, it's sometimes it kicks you out, it logs you out and you just gotta keep logging back in. So once you educate yourself and literally take your time and call the actual customer service number and they set you up for like an onboarding training. It works wonderful. I had sent call but I didn't like it.

Steve: Yeah, we tried sent call too. We had a hard time.

Antoine: It was terrible. Like our performance went down like 80 that much.

Steve: Yeah. What CRM do you use?

Antoine: CRM, we use a Polio. We build every app customers.

Steve: Wow. And then what is your why?

Antoine: My why? It's easy. My two boys back home.

Steve: Mhmm.

Antoine: You know, before I got with them, you know, I had them and my wife. I could be anywhere, man. I'll probably be locked up somewhere. I swear to God. So, like, literally, like, they kinda inspired me and motivate me to be a better man, to be able to grow up with them and to, you know, they've been traveling with us around the country and just living a great life.

And then my wife, who's always on me, she's my biggest mentor. She give me the best advice to anybody because this comes from a stern place, but it's genuine. And she can easily say, hey. That person right there, ain't no good for you watching. Or that that that person right there, why they why they calling you?

They could have called the other dude, but why they calling you? So she keep me real sharp.

Steve: We're talking like, who who are these dudes that we're staying away from? Man. We're talking about other people in the industry. Man. Homeowners.

Antoine: People in the no. Homeowners. Cool.

Steve: Okay.

Antoine: Homeowners, we provide a service to, and they need us. So they cool. I love homeowners. Even the homeowners cuss us out. That's fine.

Eventually, you're gonna need us. You know, at some point. You know, whether it be five or ten years from now, you're gonna need us. So, but, like, people in the industry, you know, other people personally, but mainly people in the industry.

Steve: Gotcha. And then what's your biggest struggle right now?

Antoine: My biggest struggle is, time blocking. And for me personally, just being able to cut the switch off. But I guess real estate all day for me. So Yeah. And I wake up, told my real estate, go to sleep, talking about real estate and like

Steve: I know. I see you on your Facebook.

Antoine: Yeah, man. It's just it's trying to find time to just be more intimate with my wife.

Steve: Yeah. That's my number one goal right now. Yeah. That's hard. Right?

So you gotta you gotta have that that off switch. So that's something that's really difficult as an entrepreneur Yeah. Is to turn that switch off because your brain's always going. Yep. I had a couple times my wife's like, are you here?

Or is like, are you is your friend somewhere else? Uh-huh.

Antoine: I'd be dazed and out. Even driving, I'd be listening to podcasts. Sometimes I just gotta just go cold turkey, man, because I I'd be hooked on it.

Steve: Yeah. But it's obviously served you well. Right? It's not a bad thing. Right.

So what is your superpower?

Antoine: My superpower is that I had abilities, to see talents and people that people can't see and help them bring it out.

Steve: Yeah. Yeah. That's awesome. The seventeen thirty eight wants to know if you're willing to mentor. He's in the PG area.

I have no idea where that's at. And, and he he he likes your wizard's hat.

Antoine: Oh, thank you, man. This is limited edition. But, this is my third wizard hat, because my wife keep taking it, and then my boys keep making it. So, she she love one hats too. But Yeah.

Come to our local, meetups. We just did a meetup where about a 120 people showed up.

Steve: Yeah. I saw you do with Christina.

Antoine: Yeah. Christina's awesome, man. She pulled on everybody hearts. She gave it all that night, and people really left, like, really, like, trying to make a change for theyself. But I don't I don't wanna mentor.

I don't wanna teach. I don't wanna be a no at all. I just wanna put people on. Yeah. So that's all my objective is.

Like, when you see me posting those shows and all that, it's not the full clout or to try to chase fame or anything. It's just to put people wrong. Because somebody gave me opportunity, so it's my turn to get some other opportunity.

Steve: Yeah. Oh, that makes sense. What is the greatest lesson you have learned?

Antoine: The greatest lesson I learned. You know, you can't cut corners. You're gonna go around twice. You cut corners, you're gonna go

Steve: around that circle twice. So that's what I learned. Heard that before. Yeah.

Antoine: Mhmm.

Steve: Is there something that helps you figure that out?

Antoine: Yeah. A whole lot of mistakes, man. I was a lot of money, making bad decisions, just trying to, you know, finesse my way through things and and just having that stream entirely to a point that, you can't do everything in the street's way. You know, going up in Washington, DC, we're always looking for easier, quicker way. And sometimes that bites you in the butt.

So

Steve: Yeah. So what's your favorite, best, or most interesting failure?

Antoine: My favorite, most interesting failure? Well, my wife don't know about this, but she do, but she don't know I even wanna talk about it. I told myself when I was 20 years old, I'd be a millionaire by the time I'm 30. I'm 30 now. I'm not a millionaire.

So to me, that's a failure. But I'm happy because I have so much wealth of knowledge, and I have such a different mindset that you shouldn't look at things from a money equation. You know? When it's my time, it's gonna be my time. So at the end of the day, I just, you know, continue to be humble and poised keep poised and just keep pushing forward.

Steve: Yeah. Yeah. Jeff Fisher, he posted something yesterday. He's like, will you be the first millionaire of your family?

Antoine: Oh, yeah. So for me, I think if if it come down to it, I will be the first millionaire of my family as well as I'm thinking about going back to college, not to you know, just something that I want to do for my personal self. I can't yell and tell my boys, hey, man. You need to go school and do right. And then, you know, I'm not doing that.

So I'm I'm big on leading by example.

Steve: Yeah. Well, that makes sense. Brian Sammons wants to know if you got a job from.

Antoine: I don't have a job without a partnership for you. You know, we can work together with new deals. If you if you're willing to hustle and and willing to get out here every day and sweat, like, the way I sweat, we could figure something out.

Steve: And then Christian Simoy wants to know how, where can you find information about the meetup?

Antoine: So we it it just happened as a one meet and greet, and then it just blew up. Because when I'm from, people just thirsty for, like, good good content and knowledge without being upsold and being told to go to the back of the room. So, like, Are

Steve: you have a couple of words in back of yours? I don't know.

Antoine: You crazy, man. So so, like, it started just a meet and greet, and then people, like, hey, man. The way you spoke with this, man, you gotta do it again. So then I did a presentation, and then now there's we determined that it needs to be a monthly meetup.

Steve: Yeah. Yeah. That's what we have. So it's too bad you're leaving early tomorrow because we do ours tomorrow.

Antoine: Man, I wish I'd have known I would have stayed. I need to call somewhere to see if they can accommodate me. But I gotta close on Friday, so I gotta be there because I need some money.

Steve: Alright. So, a couple of funny comments here. Someone said you sound like Biggie, and someone says you represent It was all a dream. And someone's saying that you're presented the the DC accent. I didn't even know there was such a thing as a DC accent.

So if someone wants to get a hold of you, how do they get a hold of you?

Antoine: Reach out to me on Facebook. I'm always on Facebook about eighteen hours a day.

Steve: It's true. Yeah. I go to bed. I'm seeing Antoine.

Antoine: I'm a hit you.

Steve: I'm a

Antoine: hit you with all the content. I'm a hit you with nuggets. I'm a hit you I I don't I don't take time to waste time on people's timeline. When you when you scroll past my name on the timeline, it's it's something of value or something meaningful. So Yeah.

I'm really big on that, because you could easily delete me and say, hey. What a joker. But I try my best to bring value to people in any way I can.

Steve: That's awesome. Guys, so next week I'm signing up next week. Tomorrow, we got David Letko. He's coming in. He's gonna talk about how his clients are killing it with DealMachine, driving for dollars.

And then he's gonna be speaking at the meetup tomorrow night at Dave and Buster's, 04:30. Dave and Buster's in Tempe. So definitely show up early. We had, there were no seats in the last two. So if you get in there late, you're gonna be standing room only.

Oh, wow. And then, also, if you guys want a copy of my assignment contract, text assignments to 345345. And if you guys are interested in attending our disruptor workshop, text disruptor workshop to 345345. And, again, if you guys like this show, please share this episode right now. A rising tide does lift all boats.

And then you said follow you on Facebook if you want.

Antoine: Yeah. Antoine, a n t o I e, m campus senior. I'm a I'm a bring my Instagram back, because Instagram is too much luster when I'm married. So, I tell people I stay away from Instagram.

Steve: Oh, I just don't accept the friendship. Right? If you're hot, like, I just don't accept it.

Antoine: Well, for me, like like, when I did Instagram, I was like, who are these big booty girls in Instagram? I'm like, that's a promise. But when I do bring it back, it's gonna be CEO 09/29.

Steve: What does a 09/29 mean?

Antoine: That's my birthday.

Steve: Mine too. Yeah. For real?

Antoine: Yeah. Get out of here.

Steve: Yeah. I saw that. I was like, I wonder if that's what that means.

Antoine: Yeah. That's my birthday.

Steve: Yeah. Wow. You're the leader. It. Okay.

Alright. So that's it, guys. Thank you. Thank you for tuning in, guys. And thank you.

This is awesome.

Antoine: Thank you.