Jesse Burrell Shares How He Went from Waiting Tables to Running Multiple Million Dollar Businesses

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Jesse Burrell with higher offer, and he's here to share how he went from waiting tables to running two 7 figure businesses. 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 MLS for off market properties. And I'm on a mission to create 100 millionaires.

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And don't forget, this is a live show, so please post your questions for Jesse to answer. Ready?

Jesse Burrell: Yes, sir. Let's go.

Steve: Alright. First question, simple question, is what got you into real estate?

Jesse: So that's a good question. So what got me into real estate was, one of my friends, she was waiting tables with me at a restaurant, and she went and worked for an investor. And then she'd been crushing it. She was talking about how they're flipping all these homes, doing all these cool things. And I was finishing up school, waiting tables, working on golf courses.

Excuse me. And then she's like, hey. We're hiring for a new position. You know, do you wanna come in? And I always thought real estate was sexy.

I thought it was cool. So I was like, absolutely. And we went off and running from there. And when was that? I believe it was 2014.

Steve: Okay. And then from there, did you go straight into, wholesale?

Jesse: No. So the owner of the company, the investors out of California, he was starting to sell off all the properties. They're flipping and doing some property management. Mhmm. And then from there, as I said, he just started getting rid of everything.

And it was hard to find deals on the MLS, you know, and once 15 started, you know, the the bank owns were getting a little bit harder. So I got my real estate license. And then, that January, I stopped working for him in December and January. I got my traditional license and started from there.

Steve: Okay. So then at which point did you get your first wholesale deal?

Jesse: So, six months later, I partnered up with two friends of mine. And we started doing what everybody else was doing. We were doing direct mail and knocking on doors and putting out bayonet signs. And, I think we got our first deal within our first sixty days. But that was actually a a JV deal that we got from from a friend, just a word-of-mouth thing.

Steve: Yeah. Well, because I heard you guys speak about it, you know, fondly. You know? We're in the same mastermind and so on. Right.

So you talk back about, like, the journey when you guys all

Jesse: got started because it was you. Danielle and Jared. Danielle Kroll and Jared Vidalas.

Steve: Yeah. So there was this time and I think Carlos and Sal, you guys are all kind of running in similar circles as well. Right?

Jesse: Yes. Jared's been friends with them since they got started, and we were doing direct mail campaigns together, as well because none of us had enough money or wanted to put enough money into to marketing. And we did some Spanish campaigns. Shout out to Carlos. He killed it.

He got, like, four deals off of a 4,000 mailer or something like that.

Steve: Yeah. So it's just interesting. Right? Because you guys all started around the same time, and now you guys are all having massive success. Yeah.

So what were some of the early struggles in in doing your first wholesale deal or when your first year in wholesaling?

Jesse: The first year is me, Danielle, and Jared. We had big ambitions.

Steve: Mhmm.

Jesse: And I I would say having our systems and processes put into place for hiring people too quickly. We went from like three of us to having seven employees, you know, very, very quickly and I just don't think we were ready for everything. It takes time to put your S. O. P.

S and your ops together. Yeah. I mean, we made it work and we were successful. But, yeah, I mean, you don't know what you don't know when you're starting.

Steve: Yeah. It sounds easy. Right? You just go hire a bunch of people and then you just get going.

Jesse: I mean, it worked out for us, I guess.

Steve: It worked out in the end, but it's I think a lot of people don't a lot of people underestimate how hard it is. Like, having systems in place alone is already challenging.

Jesse: Correct.

Steve: Adding people. Now you're just adding a bunch of crazy people because people are not rational beings. Yeah. So how was that? So you say you just threw a bunch of people in.

So talk about that journey.

Jesse: So yeah. I mean, it was just we, you know, we scaled quickly. We started we were lucky enough to get, like, a really big deal, our third deal. I think Jared touched on it in his interview with you is, you know, we clipped over 200 k on a single, you know, wholesale transaction. And we wanted to snowball that money into growing our company, which was a good thing to do because we were still making money, which just it wasn't as efficient as it could have been.

And we all learned and grew. And we were very good at pivoting and and learning. Jared himself, very good at, you know, putting together Yeah. Systems and processes. And it just takes time.

You don't now I think it's a little bit easier because people build out Podios and will sell them to you. And And there's a lot more that we know. But when we started, we didn't quite have that direction that I think some people could get now starting out.

Steve: Well, I think it's it's something that, our our friend Brian Manley and I were talking about was, like, people talk about how hard is wholesale. And I was like, you have no idea how easy it is right now compared to when we first got started. I mean, just for example, skip tracing. You know? Yeah.

Last year, Max and I started a debt collection company so we can do bulk skip trace.

Jesse: Right.

Steve: Now I just gotta call my buddy, Jesse, and say, hey. I wanna bulk skip this list. Correct. Yeah. So okay.

So then now, obviously, it's been five years along your journey. Mhmm. Tell me tell us about what's going on with your business today.

Jesse: So now I, me, Danny, and Jared parted ways a couple years ago. Mhmm. Totally mutual. It's just different visions not lining up. I'm I hang out with them every week.

We still talk wholesale. We still help. We still collaborate. Yeah. I mean, we've all of us collaborate.

And that's kind of one of the missions that I want to tell about my story is the people you're around and collaborating with people to level up together is instrumental to my success. Yeah. Absolutely is.

Steve: Well and that's the the great thing because that's how you and I met

Jesse: is Mastermind.

Steve: Yeah. So our buddy Brandon

Jesse: Simmons.

Steve: Yeah. Brandon Simmons has his mastermind that we're all A part of. Part of. And it's just crazy to see, like, this idea that, you know, Phoenix or wholesaling general as a traditional real estate, I always thought it was a pretty cutthroat business. Right?

You know? Like, I always thought it was, you know, capitalism at its finest. You can argue that, for better or worse, but it was. That's kind of my point of view. Right.

And then again, the wholesale, I was like, holy crap, this is way more cutthroat than it is in traditional real estate.

Jesse: Yeah.

Steve: But then you meet all the guys who are successful and everyone helps everyone else.

Jesse: We have, I mean, we we spoke about this quite a bit. Yeah. And it's it's crazy because a lot of people in other markets that I've talked to, they're like, you guys are crazy. Like, we we share secrets. We help each other.

Just leveling up together is the best way to do it. Like, if you're in another market, create a mastermind. If you're really willing to help, read the book The Go Giver and start giving and receiving and helping. And, dude, it does powerful things. It really does.

Steve: Yeah. And this is something that you and I have talked about, on our phone calls is that even if something changed, right, some major legislative change, some policy changes, financials, whatever happens, you and I are surrounded by the brightest minds

Jesse: That we are.

Steve: And that will help us get through whatever challenges

Jesse: Yeah. Come up. We could collectively, as a group, figure out how do we pivot and, you know, how do we keep being successful and

Steve: Yeah.

Jesse: Excuse me. If you're around people like that, I just don't think I think the sky's the limit for all of us, to be honest with you.

Steve: Absolutely. It's the abundance mindset.

Jesse: Yes, sir.

Steve: So how is your operation different than a lot of our local friends and competitors?

Jesse: That's funny. I I was reading over your questions, and that was literally my answer. Was talking about how, you know, we work together to improve ourselves or improve our companies. That was you literally just talked about how I was going to answer that question because that's that's, I guess, maybe not my direct friends here, but in other markets, I think that's my competitive advantage to become

Steve: more and more successful. Absolutely. So you're licensed. Yes. I'm sure you love that.

No. No. So No. I don't

Jesse: I don't hate it.

Steve: So how much of your business is from traditional business? How much of it is from wholesaling? How much is it from flipping?

Jesse: So, traditionally, I've done one deal, two deals this year, maybe.

Steve: Okay.

Jesse: I'll do less than five, probably. Friends and family, my my girlfriend's cousin wants to list her condo

Steve: Yeah.

Jesse: Next month. And I was like, you don't wanna use anybody else. It's just my time value. It's just not my priority.

Steve: Mhmm.

Jesse: So, I mean, 1% of my deals are probably come from traditional. Right. And then the wholesaling, I would say probably 90% wholesale, 10% flip.

Steve: Mhmm.

Jesse: Hopefully, the flipping will go down just because of I'm suspecting our deal flow flow should keep going up. So we're not gonna be doing less flipping, just percentage wise.

Steve: Yeah. It's gonna be more wholesale.

Jesse: Correct.

Steve: Gotcha. Okay. And then what does your company look like today?

Jesse: Our wholesale operation. Mhmm. So there's me, Annie, and Evo. Annie pretty much runs the day to day operations of the wholesale side. So I call her the COO for the wholesale.

And then me and Evo collectively put together marketing strategies and, you know, how we want to pivot, what markets we want to go into. And, I help with a little bit of the sales training. We have a sales manager. I'll hop out there every now and again and put my 2¢ in, which I'm not supposed to do because he's supposed to be running the show. Mhmm.

Josh, I apologize.

Steve: But It's it's what happens with every entrepreneur. Right? You always wanna go in in and solve. You're always gonna go out there and help. Yes.

Even if you don't even if no one's asking you to do it.

Jesse: I I can't help myself. But so we have three acquisitions, one leads manager, one disposition. Sorry. I'm trying to think. We have 10 cold callers, which are virtual.

Steve: Mhmm.

Jesse: And then we have two virtual, people that are responding to our text messages.

Steve: Okay. So 10 cold callers. Yes. And then two that are responding to text messages. Do you have other virtual assistance besides those?

Jesse: Oh, yes. We have one more. We have a lot of people. We have someone that, works on helps Brian, our dispositions manager. She's calling and prospecting for, new buyers for properties.

So we'll we like to put a mile prospecting for new buyers for properties. So we'll we like to put a mile radius around our properties that we get under contract. We'll skip trace all the flippers that have flipped in that area. She'll call them to see if they're interested in another project. And then, she just does some some general outreach as well to try and help us sell our properties if if they're not the easiest ones to sell.

Steve: And I do appreciate Brian because he uses the OfferFast app.

Jesse: So He does. Think about it. Time. It is in his SOP. He is required to put it on there.

Steve: I love it. So one of the questions that we're getting here is, what is your best list or number one converting list? That's from Mike Velez.

Jesse: So in Phoenix, you could probably attest to this, the code violation list that you have to get down at the courthouse. Yeah. So if I could say anything about lists, I would say the harder the list is to get Mhmm.

Steve: The

Jesse: more creative you have to get to find it or if you're actually have to drive down to the city because that's the only way you can get it. So if you're new and you're not doing, you know, bulk calling or texting or anything, the more creative you get and the more willing you are to try harder, you're probably gonna get some deals out of that list.

Steve: Absolutely. I think, we had uncle Carl here. I mean, he's doing $200,000 assignment fees.

Jesse: Right.

Steve: Because he's doing the hardest crap. Yeah. So, yeah, that's that's great advice. And then, Juan Gutierrez wants to know if how to create a system when you're a solo team as far as, like, day to day operation and structure.

Jesse: Create what?

Steve: How to create operations and structure as a solo team.

Jesse: Operation? I don't I don't quite follow the question.

Steve: I guess we'll just we'll pretend it says something else. What advice would you give to someone that's running a solo team or solo man team?

Jesse: A solo man team? I would say, that's that's a tough question is start a lot of people say to start firing yourself and hiring for hiring VAs for the things that are tedious tasks to get done. Yeah. And focus on making sure that you're bringing consistent leads in. And then if you have to be doing the, you know, acquisitions and dispositions, that that's fine.

But the one most important thing is you need leads rolling in so you could be closing deals.

Steve: Right.

Jesse: So just making sure that you're marketing and consistently marketing. If if you slow down a pipeline, it could kill you.

Steve: Oh, yeah.

Jesse: I I have a story to tell later about how that hurt, when me, Annie, and Evo merged our companies.

Steve: Let's talk about it now.

Jesse: So we merged three months ago, our wholesale operations. Mhmm. It it was the greatest thing I've ever done now because we're rocking and rolling. But we both slowed down all of our marketing trying to get everything put together. And when we turn it back on, I mean, we we didn't get a deal for weeks.

And with our operation, that hurt. And then closings having you know, that's just contracts. We both had deals from our prior companies, but it was just a perfect storm of of not great.

Steve: Yeah.

Jesse: We We had our new Podio just built out that I built with you and Max. Mhmm. So we're having issues with bugs on that. We just restarted our marketing. We combined all of our marketing, you know, all of our data together.

It was it was rough. And that's my whole point is if if you slow down your pipeline or don't keep growing it, man, you cannot make money.

Steve: Oh, yeah. You're gonna be dry for a little bit. Annie Dragano is asking to see your toes. I'm gonna have to veto that. But

Jesse: That's funny, Annie.

Steve: But she wants to see him. Maybe later when he gets back to the office. Jason wants to know what market Jason Gonzales wants to know what markets are you guys in right now.

Jesse: So we're currently heavy in Phoenix, as you are. We do a couple deals here and there in Tucson. We market lightly there. We just rolled into Dallas a week ago, but we don't have any deals yet. We're just slowly building that pipeline up.

And then Jared is trying to talk me into moving into Vegas heavily. He wants to

Steve: really,

Jesse: he wants to hit the county with me.

Steve: So I mean, is it not?

Jesse: I said, ao, let's go.

Steve: Isn't that stupid competitive? I thought Vegas was the most brutal of all of them as far as like what you have to pay.

Jesse: Well, we'll see. He he he tends to still like it. And Jared's smarter than I am, so I say

Steve: let's go.

Jesse: But that's just that's just another collaboration is, you know, doing stuff together, helping each other, splitting some stuff for marketing cost. And we don't we want us both to get deals. I want him to be successful. He genuinely wants me to be successful. If we could do stuff together to be more successful, I mean, that's that's gonna be the that's gonna be the moral of of the show with you is Yeah.

Helping each other get better. Like, that's it.

Steve: You guys aren't in Florida?

Jesse: No. We did. I personally, when I was still running my operation by myself, you know, for those two years, I'd yeah. I didn't do very good in Florida, but I wasn't consistent with my marketing. The other moral of the story, be consistent with marketing.

Steve: Yeah. Absolutely. Benjamin Blackburn wants to know if you knew knowing what you know now, what would you do differently?

Jesse: Ben, what's up, buddy? That's, my boy out of Houston. What was the question?

Steve: If you knew what you know now back then, what would you have done differently?

Jesse: I would have set up my systems better and known KPIs on all my marketing channels and all of my employees or all my team members. If you could put KPIs on them to have them know what their expectations are And then I mean, we have KPIs on our cold callers. A lot of people have, like, generic stuff. I mean, we have it dialed down to, like, 10 different things. How many calls are they making?

How many connections are they getting? How many, you know, people are we passing to our acquisitions? How many contracts are we getting from it? How much money is it costing us? What's our cost per deal?

It's it's really hard and, you know, tedious to set that stuff up. But I think if I would if we would have known how to do that better earlier

Steve: Mhmm.

Jesse: You know how to pivot you know, and and change and fix and tweak things a lot faster so you're not burning through bad money.

Steve: Alright. Absolutely. It's very, very wise words. Annie wanted to add also that, Ivo left to go on a cruise to and he abandoned you guys.

Jesse: You can stop saying Annie's comments.

Steve: She is a troublemaker. We know that for sure. So we already talked about your best list. What about your best marketing technique?

Jesse: Best marketing technique? You mean, like, channels or Channels? Okay. Cold calls made a comeback for us lately. I it's just consistency.

Honestly, I would say text is our best cost per deal still. Mhmm. But that's why we don't give up on anything. So, like, a lot of people have said RVMs just slowed way down. Mhmm.

And I just looked at the team, and I'm like, we're gonna keep going. And we clipped a $56,000 deal that we closed on a couple weeks ago. Yeah. We only get one to two deals, but it's just an extension of, you know, us buying data and putting it into all the proper marketing channels.

Steve: Mhmm.

Jesse: And I talked to your partner about it is I'm like, it's the e it's the most passive lead you're gonna get. You you turn it on for a month if you know how to do it properly.

Steve: Mhmm.

Jesse: And leads are just going to your acquisition reps, and there's deals there. It's just being consistent with it. That's the key of the show, consistency.

Steve: Is there anything you would say is your own specialty? Something that sets you know, I guess, we'll talk about your your superpower.

Jesse: That's that's tough because Yeah. I would say I really like to to help people and push them to try and be better. And I see, like, potential in people maybe to a fault sometimes, but people that don't believe in themselves as much as they should, I try and give them that push because I was there one time doubting myself, too. So, I mean, inspiring people, helping people. And then I'm obviously very good at, you know, networking and and doing some leveraging in a good way, like, leveraging each other

Steve: Yeah.

Jesse: To help and, you know, for everybody to get more successful.

Steve: Yeah. And I'll I'll I'll attest to that. You know? There's two different things. I like I mentioned before on the one announced the show, you were very helpful in helping us go from where we were, when Max and I partnered up back April

Jesse: Mhmm.

Steve: To where we are today. You know? You're giving us tips, tricks, and like, hey. Did you look at this, or did you try this? So you're very helpful there.

And then on top of that, I don't know if I told you this, but when I announced that I was going to be speaking on stage with Gary v

Jesse: Yeah.

Steve: You were the only person that called. Oh. Right? A lot of people texted.

Jesse: Yeah.

Steve: A lot of cool, you know, Facebook comments, a lot of DMs, which is cool. It was all appreciated. Right? Yeah. But picking up the phone and dialing, like, you and I have talked about that.

You and I are old school. Yeah. Right? I probably called too much. But I think it's a connecting.

So when you're talking about networking, picking up the phone, calling versus a text or a DM, it's a different, feeling.

Jesse: Yeah. It's it's sincerity, and that's always been something I care about people. I really do. I wanna help people. If, you know, if if I got on stage with Max Maxwell and

Steve: Mhmm.

Jesse: Gary Vee, like, I would hope you'd call me. It's it's bigger than a text in my eyes, and I was so excited for you. Like, I was like, dude Yeah. This is gonna change your life. I was I was stoked.

Right.

Steve: You're you're genuinely happy for me. But that's something that I think people that, you know, could be reminded of in today's Yeah. Age with, you know, IG and everything. And I love IG. IG is huge.

Right. But there are certain things where, you know, if you could pick up the phone call, it can make a difference.

Jesse: Absolutely.

Steve: Yeah. Okay. So obviously, you guys pulled that and skipped trace data. We already talked about acquisitions at this position. Who's in charge of actually tracking the KPIs?

Jesse: So our acquisition reps for their own KPIs, they know what they have, and they're in charge of reporting them to our, Monday meeting. We'll tweak them sometimes. And if we want more or less or it just depends. And then, me, Annie, and Evo collectively track them. We use, you know, EOS or traction and

Steve: Mhmm.

Jesse: And, you know, have our weekly meetings, our quarterly goals, and and all that type of stuff. So

Steve: So let's talk about your acquisition guys. What are the KPIs they're responsible for?

Jesse: That's a great question. That's, Annie would be able to answer that better than

Steve: Okay.

Jesse: I could I think it's, off the top of my head, it's, like, calls made and then it goes to, like, dude, I I I don't know, to be completely honest with you. What are

Steve: the KPIs that you are personally responsible for?

Jesse: I am not responsible for any of them.

Steve: Oh, alright.

Jesse: As I said, Annie runs the wholesale ops.

Steve: No. I mean, like, you personally have to meet these KPIs. Do you have KPIs that you owe to the team, to the company?

Jesse: I have KPIs for our our data side. Yeah. And that that's more tracked with numbers and purchases and and outreach and and outreach and and stuff like that.

Steve: Gotcha. So you talked about you guys merged. How long ago did you guys merge? The three of you?

Jesse: May 1.

Steve: May 1. So not that long ago.

Jesse: Or is it April April or May I don't know. Time goes by too quickly.

Steve: So talk about what what you went you were doing a certain amount. What were we doing before you guys merged?

Jesse: By myself, I was doing anywhere from, like, six to 10 deals a month.

Steve: Okay. And then you went through that dry spell because you guys

Jesse: turned

Steve: off marketing? Correct. And now today, you

Jesse: guys are at? I think we have 19 or 20

Steve: in escrow.

Jesse: Yeah. So we we've gotten to rocking and rolling, and we're just gonna keep I I gotta shout out my my acquisition team. They've been great. And, like, the more we turn up the leads and the more marketing dollars we put in, they're just they just keep getting more deals. So it's, you know, having the right people on the right team around you.

Steve: Right.

Jesse: It's it's invaluable. For people that are trying to scale, the the hardest thing is is putting that culture and and the right team together. And that's one of the conversations we had is when you were having all these I think the best thing I helped you with, maybe if you think it or not, is you were having all these part time people.

Steve: Mhmm.

Jesse: And I just told you no. I was like, absolutely not. And now you have three superstars yourself to where you guys you had your best day, what, three days ago, clipping three contracts in a day? Yeah. We locked up for you in

Steve: one day. Yeah. That's pretty good. I could I could use that day every day. Right?

Okay. So then, we talked about the markets you guys in. So, like, how much are you guys spending monthly on marketing alone?

Jesse: Just about $20,000. 20,000?

Steve: Yeah. Okay. And then as far as overhead, do you guys have overhead?

Jesse: Yeah. So we we have, an office space. We actually just bought a building. Mhmm. So I'm very excited.

We're gonna have some great tenants in there that are gonna be collaborating with us, as I said. You know, we have Brent Daniels and Pace Morby that are gonna be in the building as well. So I am, like, eagerly waiting to get in because I think there's gonna be a ton of good synergy and just helping each other grow and grow and grow, as I said.

Steve: Right.

Jesse: But the overhead total with marketing, let's get back to the question. I think we're around 35 a month.

Steve: Thousand. Yes. Including marketing. Correct. Right.

So 15,000 for each and every for the VAs and stuff like that.

Jesse: So, yeah, for VAs, we have some, salary employees. You know, we have a leads manager. Our disco our dispose on a salary. Our sales manager is on a salary. And then the million systems that Evo has hooked up for us aren't cheap either.

Steve: No? Josh Lojohn wants to know, when you're helping each other out getting deals, are you partnering with them on marketing, or you're also splitting the assignment fees?

Jesse: So the answer to that is not really. Sometimes we'll split some data costs, with some people. But, no, it's just helping each other with strategies. There's no JV involved. It's just what's working, what's not working, masterminding.

And that's being completely honest and transparent, you know, is okay. My cold calling KPIs went down. And that's why KPIs are important. Mhmm. It's because we could report them to each other to be like, what am I doing wrong?

Am I missing something? Are you doing something differently? What's your marketing piece look like to mine? Or what's your initial text message to mine? Like, just a few words, in marketing can change, you know, how much you're making.

It's it's really crazy, especially with RVMs. We have, like, tested 20 of them now. We have two we like to use. And, you know, we like to use a female voice. It's, people will call back more.

It's it's and we track numbers on it so we know what works and what doesn't.

Steve: Right. Absolutely. And then Michael Ray wants to know where is your cold call team located?

Jesse: We use VAs out of The Philippines. What how that works is we have 10 of them. And this would be good for you guys too if you're starting to grow, a cold calling team. So we have, we use a team or a company there. So they they manage the VAs, and they report the numbers.

And I think, not sure Evo runs the side. It's each either every thirty or sixty days, we'll drop off the bottom two performing cold callers, and then they have to put some new ones in. So we're hypothetically getting better and better on our cold calling because we're constantly dropping off the the low hanging fruit or the 20% that aren't performing. And and they know our expectations of of the people that we want. Right.

So it it's a really good way to to kinda treat that.

Steve: Gotcha. Felix Reyes wants to know if you had $5,000 to spend, every month, what's the best way to build a wholesale business?

Jesse: So you're talking about should we just say for marketing?

Steve: No. Just total. Just budget.

Jesse: 5,000 a month. Work out of your house so you don't have any overhead. Have your podia, which is cheap. Mhmm. And I would say I would do some driving for dollars, and I would pull very, very niche lists.

And I would only text an RVM. If you're cold calling yourself, obviously, cold call too, but don't hire any VAs.

Steve: Yeah.

Jesse: And I would I would touch them in a in a proper sequence to where you're getting, you know, five to six, seven touches a month through those three, telecommunication ways.

Steve: Yeah.

Jesse: And you should be able to rip some deals out of that because you should be able to buy a good amount of raw list and skip tracing.

Steve: Mhmm. And then

Jesse: you should be able to rock and roll. But I think that's the most efficient way if if you have 5,000 a month.

Steve: You know, I'm gonna get a lot of judgment from you over here. I already I already know this. So but I'm still gonna say it.

Jesse: Okay.

Steve: So Max and I, we run our quarterly off-site meeting for traction. Okay. And our monthly overhead in the last, for q two was 5,700 a month. That was staff and marketing. So, guys, you don't need a whole lot to run a business.

Jesse: Okay. But did you I

Steve: want I don't want I don't wanna hear your comments about this. I just wanna throw that out there for other people that don't have 20,000 to spend. Like, you don't need a crazy amount to get started because a lot of people look as like, man, I I'll never be able to spend 20,000 a month. You know? But you can get there gradually, and that's kind of the the point I wanna hit on that.

Jesse: You've got there quickly.

Steve: Quickly? What would I

Jesse: mean, you guys aren't doing a crazy volume yet, but

Steve: Mhmm.

Jesse: For your spend, you you have, like, the the 10 x return. More than that, probably 12 to 15 x return.

Steve: That's about 10.

Jesse: That I mean, I dream of that.

Steve: Yeah. So Jan Yang wants to know how much are you paying a VA?

Jesse: So our cold callers are 5 an hour or six. Between five and six, I think it's for how long they've been with us.

Steve: Mhmm.

Jesse: And then I believe the VA's for, you know, our dispo agent and our texting are right around the same. Yeah. Evo's had, before I had partnered with him, he's had a lot of relationships and trained VAs very, very well since he sends them videos and shows them, you know, how to do everything.

Steve: He's very good at systems.

Jesse: But, you know, people like working for Evo. He's, you know, he's he's a good dude, and he's straight to the point. And, he's very good at teaching people and that they keep sticking around. So they're not crazy expensive, and we have them doing a lot of tasks that, you know, we we don't have the time to do.

Steve: Yeah. Jotobra wants to know, how important is it to have a good mindset once you've reached a level that you are at?

Jesse: Jeez. You know, we were talking about before off air, like, manifestation and mindset and being around the right people and positivity. Like the group that we have with me, you, Jamille, Max, Jared, Carlos, Sal, like, the whole group here is all of us help each other, and we strive to push each other because you see everybody else literally working their asses off. And you're like, I don't want to be that dude that falls behind. Yeah.

And everybody's mindset and all the books that we read and, you know, collaborations that we do, I think we just keep continually pushing each other, you know, to to new levels. And it's crazy where some of us have gotten.

Steve: Yeah. 100%. And I think it's it was an interesting, you know, sight to see. I've got feedback from multiple people, and you've you mentioned the same when we were all in Dallas. You know?

Jesse: Oh my goodness.

Steve: I got to speak in Dallas. You know? It was, like, kinda like this the light was on me, and it was really cool and all. Yeah. But all my friends got to come and visit too and hang out.

Jesse: Right. So it

Steve: was me, you, Ivo, Annie, Jamil, Bryant, Pace. Like, we all got to hang out for, like, three days and some of the craziest memories.

Jesse: I mean, I got to I met, two guys out of Houston, Derek and Ben.

Steve: Yeah.

Jesse: And, you know, we're chopping it up and, you know, had a few drinks, and I was like, y'all should come out. They text me the next day, like, hey. We're booking tickets. Yeah. So, like, six weeks later, they come out for, like, three or four days, and it was a blast.

And I've met a few other people there. It's just some of these events, you get to meet meet some absolutely amazing

Steve: people. Really good good dudes. Kenny Ken wants to know how he can get in touch with Evo.

Jesse: You could probably just hit him with a message on on Facebook. Yeah. I don't know if I should give his email out. He'll probably get bombarded.

Steve: Hey.

Jesse: But Ivo Dragunov is, he knows his name on Facebook.

Steve: Hey, Andy. Can you spell it out for Kenny on the on the on the comment? So are there any valuable resources that you would recommend someone,

Jesse: to

Steve: check out?

Jesse: There's tons of them. So the thing that we've been really big on lately is, you know, list stacking softwares, and we developed one ourselves. I may be biased to it. You guys are using it and quite a few people are now, but it's, batch lead stacker

Steve: Mhmm.

Jesse: Or .com. Yeah. And just knowing how to target your leads and stack your list and find especially, if you're like that $5,000 budget and you have some data, like, really targeting, those lists and the proper leads and text and calling and finding those hottest leads with motivation. Yeah. I I think it's been since we've, rolled it out and started using it for ourselves.

I mean, the proof is in the pudding. We're getting a lot more deals than we were before we were using it. And it's a place where you host all of your data so you don't have 20 Excel spreadsheets. You put it all in one place to host everything, and it saves time and and helps you stay organized.

Steve: Yeah. I remember in one of our first Go Giver meetings, it was, Annie was talking about how they're doing direct mail to, like, stacked lists. And I was like, what the hell is this lady talking about? Right. So you wanna explain what stacking lead stacking means?

Jesse: Yes. For you users that don't know what it is. So what you could do is you could put multiple simple example is a tax default, a code violation, a high equity, and a probate. You put all of your lists into there. They're all tagged for all those things.

What you could do is pretty much put them, stack them all together, and then you're able to pull out what's on all of them or what's on three of them or two of them. So you're finding multiple motivation factors, which in turn, percentage wise, will have more qualified leads or more people that want to sell their homes than if you're just doing it all separately. So it's a way if you have data to really pinpoint, you know, those hottest leads and and market to them, you know, first and foremost or more

Steve: or Yeah.

Jesse: Or however you wanna do it.

Steve: That's great. That's great. And, we're using it too. So, are there any other resources?

Jesse: Obviously, Podia, like, your CRM is is your lifeblood. So that that's something I use a ton of. And skip tracing is probably the biggest resource we use because excuse me. We don't do any direct mail. All of our stuff is telecommunications.

We're rolling back out some online channels for PPC and stuff. Mhmm. But, I mean, all we do is text RVM and cold call. I mean, that's it. And we're getting I mean, we've gotten 20 contracts in the last thirty five days.

Steve: Right. That's the it's the best cost per, per deal. Justin Jamieson wants to know what advice you give to a small team that's tackling a new market. They're trying to go into Southwest Florida.

Jesse: Tackling a new market, there's there's multiple ways to go about it. I would say, before you start marketing, I would work on building a solid buyers list. So when you do start marketing and turn that on and wanna start getting deals, then you have deals to sell. So you're not having to JV and give half your money away.

Steve: Mhmm.

Jesse: I think, and then you're gonna learn when you're talking to these buyers, you're gonna learn the areas to where you want to market as well. Right. So I I think you're really able to to learn before you do something that you don't know what you're doing. That's some mistakes that I've actually made in the past when, working with Jared and Danielle is, towards the end, we got really good at it. But at the beginning, we were just throwing shit on the wall, literally burning up money because we didn't do the proper research when going into new markets.

Steve: Joshua John wants to know what is your most typical or common type of seller?

Jesse: Well, I haven't done acquisitions for quite a while. So I would really want to know how to

Steve: he also wants to know what's the best way to maximize profit per deal.

Jesse: Okay. Best way to maximize profit per deal is obviously to really work, join, Steve's Sales Academy would be not a bad way.

Steve: Yeah.

Jesse: But really, really learn how to negotiate properly and and have a sales program that you do. Buy as deep as possible. And as I said, really work on building good relationships with buyers and know how to build a good buyers list. Because if you could buy deep and sell high, like, you want to get those investors that are buy and hold. Like, they pay the most money.

Find buy and hold investors. Call landlordless. I could get you on Phoenix if you want and cold call them and see who's still buying. But Right. They're your best buyers.

Obviously, there's some people that are great that work with, work with end buyers as well that, you know, want hard money and will move into a house. Finding those type of people and building those relationships along with buying deep, you know, with proper sales. Yeah. Training. I mean, there's no other way but that.

Steve: I mean, it's crazy, right? Like, our target's 18 k, you know? And then we're we're we've been trending at 15, fifteen three year to date.

Jesse: We're pretty high. Well, we've had some big rips. We're over 20 this year.

Steve: But then our last three, we're at twenty, twenty five. I can't remember what the third one is. You know? It's just you gotta have the ability to communicate.

Jesse: Mhmm.

Steve: And and, I mean, for me, I'm a very big fan of our scorched earth policy. Like, that's kinda how we Right. Throw everyone else under the bus. So let's see what else is there. Well, you didn't talk about the you mentioned the VA, calling service.

Do you wanna share what that one is?

Jesse: The the calling service? Yeah. We we just use, that would be a EVO question. He he had them before I I worked with them, so I don't even know the name of it. Mhmm.

But I I know they're they're a great service. And I know a bunch of wholesalers that they work with a lot of wholesalers. Mhmm. So for Philippine for Filipinos that are, you know, less than $5.06, 7 or $5.06, $7 range, we've had success. Like, we we train them, though, and we are constantly tweaking their script.

Or if it's too much for them, you know, we'll reword things. Sometimes it's like they they can't say words very well. I'm not trying to be rude, but, like, there's just some words that they struggle saying. And we'll take the we'll listen to a lot of recordings. Annie is constantly listening to them.

And we'll just tweak the script a little bit so it's it's easier for them and they're more comfortable making their phone calls.

Steve: Yeah. Oh, that makes sense. Kenny Kenny wants to know the the best lead stacking software. So you wanna repeat that?

Jesse: That's, batchleadstacker.com. Evo is actually doing a a q and a on it tomorrow, 10AM Arizona time. I think Annie could probably throw the link in there for anybody who wants to sign up for the Zoom call, but he's gonna demo it, show you how to use it, and then show you all the the tips and tricks. The best thing about it is you're able to get your vacant properties out of your list immediately so you know what's vacant. And then every month, it updates the new vacants.

So you're gonna see immediately, like, the new stuff that comes in, and you wanna holler at those people as soon as you can.

Steve: Right. Absolutely. Gustavo Hernandez wants to know, what are you gonna do when the market crashes?

Jesse: I'm gonna buy the world. No. I'm gonna buy as much as I can and and hold Yeah. And then, figure out if I it it just depends. You know?

I I would like to buy if the market crashes, I will go heavily into multifamily.

Steve: And he also wants to know what's your daily schedule?

Jesse: My daily schedule is chaos. So, we have quite a bit of services and products. So my daily schedule, I try and get in as early as I can. Mhmm. Me and Evo will huddle up, and we'll kind of divide and conquer all of our data side of side of stuff.

I've been focusing heavily on the coaching program that we have that we just launched. Mhmm. So my my days lately have been working on that, training our sales guy that's gonna be helping me, sell that coaching program and just making sure all of our marketing is put into place. That's been my focus the last month, along with our other data services I have to do some stuff. And then the second half of the day, I try and see what's going on with our wholesale operation, if I could help with any anything at all on the dispo acquisition or if Annie needs help with anything.

But she's better at systems than I am anyways.

Steve: Gotcha. Carl Seiden wants to know, how do you pick what market you wanna go

Jesse: into? Analyzing a lot of data. So that's something that Evo will put together with Mhmm. With what Evo does. And we'll we'll look at, you know, training sales, cash sales, a whole bunch of different things to where, we decide what market we want to go into next.

But, the markets I said we have, I think we want to really I don't like bouncing around too much. Like, once we commit to a market, we skip trace a lot of data. And I think these three or four markets that we have right now is is all we're gonna probably have for the next, twelve to eighteen months. And just growing inside those and learning those is is what's important.

Steve: I think you should get out of Phoenix, though. So one of the things we talked about on the on the title of the show, is what helped you, you know, because you have multiple sound figured businesses.

Jesse: Like, what

Steve: we say are like I know we talked about mindset and collaboration. Is there anything else you wanna add that helped you get to that that point?

Jesse: That that's most of it, but dreaming big and constantly, you know, manifesting.

Steve: Mhmm.

Jesse: If you constantly think about wanting something and you're working your ass off, you're gonna somehow get there because it's all you're focused on. It's all that you're trying to do. And it's just in surrounding yourself with the right people. I don't think it's a secret sauce is if you're new, to wholesaling, start hanging out with people that are doing two to three deals. Once you're doing two to three deals, you better be talking to people that are doing five to six deals, like, and so on and so forth.

Like, don't be that dude in the room to where you're puffing your chest out because you're the big shot. Like, you always wanna be learning from people that are more successful. And I constantly try and put myself around those people.

Steve: Right. Absolutely. You gotta find people that are gonna level you up. Let's see what else is there. What's the best questions to ask when you're cold calling a buyers list?

Jesse: Best questions to ask. There's tons of good questions. Just seeing how much they're buying, where they're looking to buy. And I would say building a little bit of rapport with them, explaining if they're if they're gonna start getting emails or texts from you, who you are, what you are. Because a lot of times, VAs will just be calling and asking these things, and they never explain who you are, what you are, what to expect.

They just ask you something, say thank you, and hang up.

Steve: Yeah.

Jesse: Like, build a little bit of rapport. Okay. We're gonna be be sending you some emails and some text messages. Somebody coming from higher offer again, you know, higher offer, blah blah blah. It's just, you know, having them know who you are instead of just being another wholesaler that cold called them to see if they're buying homes.

Steve: Yeah. And what is your why?

Jesse: Oh, man. That's a good question. My why is for my family, you know, for my friends and, you you know, for my future. That's nothing more. It's like my family.

I didn't come from a ton. Like, I'm buying my mom a car. Like, she has this old piece of shit. And, like, that's the first thing that I have been able to take them on vacations. Like, they sacrificed a lot for me.

So my why is making sure, like, they never have to worry about anything ever. And we've we've actually personally had this discussion on, like, how much that means and how much that drives both of us to to not get complacent with where we are right now.

Steve: Yeah. Gustavo wants to know what script tracing service you use.

Jesse: Batchskiptracing.com.

Steve: Be sure to use r e d for best pricing.

Jesse: Code r e d for real estate disruptors.

Steve: What's your biggest struggle right now?

Jesse: My biggest struggle? We we just have a lot going on. So my biggest struggle is probably, staying organized with all the different tasks I have and, like, having too many uncompleted tasks. So my biggest struggle is I've been working hard on structuring my day better and blocking out hours to where this is all I focus on. I don't check emails.

I don't check my phone. But there's just so much going on that I think we're getting to the point to where we're finishing up some of our big projects with our coaching and, our list stacking software to where it could get back to to working on, you know, the smaller stuff that could help those be more successful.

Steve: Mhmm.

Jesse: But it's it's been it's been a struggle. It's just I don't have enough time. It's hard.

Steve: What are you doing about it?

Jesse: I said I'm trying to structure my day better.

Steve: So insane productivity is one of my favorite, courses Okay.

Jesse: With Darren

Steve: Hardy. So I went to his event. It was, but you can buy it, I think, on his website for, like, $1,500.

Jesse: But I think Evo got me a book to I still haven't read to to organize my day better. Yeah.

Steve: You gotta find the time to read a book, but you can listen to this stuff while you're driving.

Jesse: Well, then I think a book that I could get it as an audible too. I'm sure.

Steve: Not that one. What is the greatest lesson that you have learned?

Jesse: Greatest lesson I've learned is to is the go giver philosophy. Is like you give and keep giving and, and you will get back. Like, that's, after I read that book, it absolutely changed my life is just giving. But you have to be able to receive them. Someone gives you something for no reason.

I've learned that it's okay to take that and and then just keep it's it's a pay it forward message in my eyes is is you just if if you keep giving, you'll keep getting. And if you have that abundance mindset, then I think you can't go wrong.

Steve: It's really hard. And that was one of the lessons that took to, not necessarily from that book. There's another one, give and take. But we generally have a hard time receiving and we can't receive gifts. We feel weird just to receive a compliment.

We have to find something to compliment back.

Jesse: Right.

Steve: We can't just say thank you. Yeah. So, yeah, that's something that it's it's a great lesson to have learned. What is your favorite best or most interesting failure?

Jesse: I think it's something we just talked about was turning off, the marketing or both of us scaling the marketing down when we combine companies.

Steve: Mhmm.

Jesse: I just I didn't think it was gonna I mean, it it screwed up our whole first month. So, I mean, you guys, like, I'm serious. You have to consistently market. It is slowing down your pipeline in any way, shape, or form. It just it kills everything because it will kill our morale from our team to where it kills our lead flow.

And it it's it's just it was a big mistake, and I will never make it again ever.

Steve: High-tech wants to know, where do you see yourself in five years?

Jesse: In five years, I see myself probably owning some more companies and building out a pretty cool multifamily portfolio with, Annie and Evo.

Steve: Yeah. Awesome. So we got one more question. But before we get there, guys, I need some help from all of you guys. I'm definitely getting my butt kicked by a lot of our other, friends on the on the content side.

So if you guys can please do me a favor and subscribe on YouTube, subscribe on iTunes. It really helped me out. I'm watching these other guys. They're pulling ahead, and I'm competitive. I don't like it.

So, definitely help, please, if guys can. If you guys like this episode, please share this episode right now. Rising tide does lift all boats. And, next week, we got the Mathis twins coming in from, Florida talking about their business. So don't, or so remember to tune in for that.

So last thoughts.

Jesse: Alright. So last thought is, as I've talked about pipeline quite a bit, consistency will help kill it for you. Like, it will. If you're consistent and you keep doing what you do and keep growing, it will kill it. Contentment will kill you.

I think once you get content, you start getting lazy. You start being okay with what you're doing and feeling yourself. And I think if you could take those two things away, just keep being consistent. Don't be content. You should be able to be successful.

Steve: That's a powerful message. Someone wants to get a hold of you. How do they do that?

Jesse: Instagram, it's real j burrell, r e a l j b u r r e l l. Or you could look me up on Facebook, Jesse Burrell. Mhmm. And I am very good at answering my DMs and my messages on Facebook. So please reach out to me.

As I said, I've preached all day long that I love helping people. Holler at me. I hope I get a ton of messages so I can start helping some more people.

Steve: Awesome. Thank you very much. It's a great show.

Jesse: Thanks, Steve. Thank you.

Steve: And thank you guys for watching. I appreciate it.