Willie Coleman Shares How He’s Wholesaled 18 Properties Before Turning 18

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disrupters. Today, we've got a very special guest, Willie Coleman with All Better Homes coming in from South Carolina.

Willie Coleman: Yep.

Steve: And he's here to share how he's wholesaled 18 total properties before even turning 18. If this is your first time tuning in, I'm Steve Trang, broker and owner of Studying 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. If that's something you're interested in, let's definitely connect on Instagram. If you're excited for today's show, please give me a wave.

Give me a thumbs up. And as a reminder, I do not charge a dime for this show. I don't make any money doing this, so here's all I ask. This is what it costs for you to listen to this show. If you get value today, please tag a friend, share this episode right now, or tell them your best takeaway from the show later on.

That way, we can all grow together. And don't forget, this is a live show, so please post your questions for Willie to answer. And before we even get started on this, I was talking to Willie before we went, on the air. I wanted Willie to come out here and do this show because I wanted to squash every last excuse you can possibly have to be successful. You know, he's just turned 18 last Saturday.

He's not old enough to drink. Couldn't even buy a lottery ticket last

Willie: week. Literally.

Steve: So there's really no reason, if Willie can do it, why why nobody else, why anybody else should have any reasons why they can't do it. Exactly. So you ready?

Willie: I'm ready. Let's do it.

Steve: Alright. So first question is, what got you into real estate?

Willie: So, ironically, my parents, buy and hold and fix and flip. Mhmm. And they've been in the business probably about four years. Yeah. So I've always been around.

Like, I've always been around, like, entrepreneurship, like, the the mentality of, like, not having to work for for anybody. Just the go the go getters. Right? Yeah. So, basically, like, you know, when they started is when I started.

Right? So four years ago, like, you know, they were just fixing and flipping, buying and holding. So I was always like you know, I do demo on their on the houses. When they physically did work, I was able from doing work with them.

Steve: So you had the sledgehammer?

Willie: Yeah. Exactly. Exactly. And so, like, to take it to the other side, like, fast forwarding, probably, like, when I was about 15 ish, like, I started to say, okay. I enjoy, like, the actual work itself.

Like, I didn't, like, grudge, like, just go in there to these houses. But, like, fast forwarding is, like, I said, okay. How do I work smarter, like, and not harder? Mhmm. And so, like, literally on these houses, like, from the cabinets to the toilets to the vanities, I would just start selling that stuff.

Right? So, like, instead of just, like, throwing it away, like, hey. Let's make a few $100 here and there. And so from there You're taking

Steve: parts and houses that you guys are flipping Exactly. And selling that. Exactly. Wow. Okay.

Willie: So, like, for the toilet, like, literally the toilets, I was like, oh, offer up Craigslist, $50, $60. I'd sell it. Literally just just made probably, like, a grand or 2 a month just from that. Yeah. So that's kinda when I started getting the concept of, like, okay.

Let's reverse engineering this this, you know, working harder versus smarter. Right? Or, you know, the other way around. So, from there, it's like, okay. I know how to make money.

How do I do this, but really maximize my ability? Mhmm. So fast forwarding, actually, about a year ago, late February no. '18, went to Find and Flip Summit here in Phoenix. Mhmm.

Is I I knew the concept of host selling, and I knew about real estate. Actually, I was going to meet ups with with them, like, Ria's and different, you know, events in in our city and and around the country. But, I didn't really know, like, how. Like, how do I cold call? How do I send out mail?

How do I, like, implement these strategies? Right? Because, like, a lot of people, they just wanna give you that little bit, and then, oh, go to my course, and there's just so much noise. But Mhmm. Anyway, we went to this the the summit, in February.

Here? Here in Phoenix. Yeah. Here in Phoenix, ironically, about a year ago. And, you know, that's when when, like, things start to kinda come together.

Like, okay. This is how you cold call. This is, you know, what you should target. Use this system. Use that software.

And so from there, it's like, the the networking aspect of everything was just gold. Like, we, you know, connect with people that were actually doing the business versus the guys that are just talking about it, the dooboos. Right? Right.

Steve: The guys on stage versus the guys actually making money doing this. Exactly. Exactly.

Willie: So from there, it's like, okay. For me, it's like I had the fear of of doing it. And to see, like, the guys that that were doing it and just, like, getting over the fear, like, understanding that, like, this is not gonna go away. Like, I gotta get comfortable with it because fear never goes away. You just get comfortable over time.

Right. And so, you know, I, you know, implemented it. So from March to June, I hit the grounds running. As soon as I got home, I started, you know, pulling lists. You know, I put them into Mojo, started cold calling absentee owners, high equity, all this stuff.

Mhmm. So it took about four months. Got our first deal in June. You know, I created an entity with my brother because at the time, I was just turning 17 or just about turned 17, and I wasn't able to obviously sign a deal. So I created an interview with my brother that he'd he's not in the real estate, but he said, hey.

Yeah. Sure. Outside. Right? So we created that entity.

From there, you know, basically, he signed everything. The cool thing about it is, like, that the first deal we did, it's like the the fear was, oh, I'm, you know, I'm I'm 17. How am I gonna talk with the seller? How are they gonna, you know, know I have cash or whatever to do this? It's like I had one, I have the confidence.

Like, I know what I'm talking about when I'm talking to the seller. So the age actually never even came up. Right? I know a lot of people was like, well, you know, how how are you gonna do never came up? It never came up.

Right? It was just, like, they knew I knew what I was talking about. So it wasn't like, oh, how old are you? Like, how are you able to do this? Mhmm.

And I had my parents because they fix and flip. So it's like, okay. You know you know, we're doing x amount of deals a month. You know, we like this area. I had that rapport to, you know, come to them and and, you know, I'm not just this random guy that doesn't know what they're talking about.

So that was pretty cool. Yeah. So I

Steve: think that's something really interesting there. Right? It's, you weren't even old enough to sign a contract.

Willie: Not at all. Right?

Steve: So some of these guys are like, I'm too young. They're not even that young when they say they're too young. So you got and created an LLC with your brother. Exactly. That's the first problem you solved.

Problem on

Willie: you. Solved.

Steve: So okay. So let's talk about your your your first wholesale deal. So, you mean, obviously, you you just you're pulling this, you're skip tracing, whatever. So walk us through your very first wholesale deal.

Willie: Very first deal. Like I said, we started in started marketing in March. It took us from March all the way to June, so about three, four months to actually get that deal. So thousands of calls thousands of calls. Me grinding, like, four hours a day.

Like, remember, I'm still at high school. Right? So, like, this is it's it's not just it's not just, oh, call one, two, three people. Like, so all that time, four four hours a day, four to five just depends on the day, of just making calls. Called this lady, asked some tea owner.

She lives in California. We're in the Upstate Of South Carolina. And, this property, it was in she inherited it from from her mom. And and, basically, long story short, the tent it was a tenant occupied. Tenants had been there for, like, seven months not paying rent.

Mhmm. Called her up and said, hey. You wanna sell? She was like, yeah. I wanna sell it, but do you have tenants in there?

Don't know how you can see it. I said, okay. Well, here's what we can do. If if you with your permission, can we go by there, you know, to knock on the door? Just let them know we're doing inspection inspection on the property.

So that's what we did. Obviously, very, very direct. Right? To go to a property with tenants that you don't know the state of mind of these people that haven't paid rent. Yeah.

Steve: Like,

Willie: it's like, oh my god. So I went with my dad, you know, to go there, and and we docked at the door. And we said, hey. For miss Renee, we wanted to just come by here and take a look at the property, and do an inspection. We went in, got got photos.

From there, sent it out that night. Yeah. Sent the property out that night, to, like, a realist or something like that. Mhmm. And had a buyer, like, two or three days later Mhmm.

Assigned it at what did we do? I think it was, like, a 16 k spread. So that was the first deal.

Steve: So the made 16. Yeah. Wow. That's really good for your first deal. Yeah.

Willie: Yeah. So the seller was happy because we were able to close, like, within fifteen days. Mhmm. We we did end up having to, you know, serve the tenants with eviction notice, all that stuff. So we walked her through all that.

Mhmm. Thankfully, we have a off some attorneys so they can handle all that for us. Yeah. You know, you don't have to be the expert in every part. Just understand, like, you know, have your team that can help you out with it.

So, we got them straight away, and it was it was awesome. It was awesome.

Steve: Cool. Yeah. So as far as your early struggles, you know, you said four months while doing while in high school. School. So what were some of the biggest challenges when you first started?

Willie: Biggest challenges? Probably when I first started. It's it's the fear. Like, how how do I how do I, like, make these calls in, like like just the fear of rejection from that seller, just, like, the no's, the messing up. Like, if I mess up, like, this statement, I could be losing $60,000.

Right? Like, that's a big deal to handle Mhmm. At 17 years old. And so, like, I I realized, I said, hey. Look.

At the end of the day, like, the worst thing that can happen is know where I mess up. Either way, I learned from this. Like Yeah. It doesn't matter. Like, this is this is a win win no matter what happened.

So that that aspect of it was probably the biggest struggle. And I I just talking with those people over and over just build build my confidence. And now it's just you know? That's that's not even a concern. It's like, why were you scared to talk to people?

Yeah.

Steve: So Right. But it's the first mindset. Like, the very first time, like, what did he say? Like, when they cuss me out or when they hang up on me, like, what's gonna happen? Like, that's very natural, fear when you get started.

Exactly. The great thing is it doesn't none of that matters after you get started.

Willie: Exactly. Exactly.

Steve: So it's funny. Like, I I came back from the event, you know, WeLive. It was cool. Had a bunch of friends fly from Phoenix. It was it was a really awesome event.

And I I I took, just a few selfies. One with Max Maxwell, obviously.

Willie: Oh, yeah.

Steve: Right? One with with with Gary v, obviously. And then one with you. And it was it was funny to me. Like, the one with, with with Gary v, I've got, like, you know, 40 likes, which is cool.

Whatever. Yeah. You know? But then with yours, I've got, like, a 140 freaking likes and all these and all these responses. And I think and they're tagging people.

I don't know if they're tagging their partners or they're tagging their kids. Yeah. I have no idea, but I thought that was pretty cool. Yeah. So I see you're wearing a shirt that says Jot.

What's that what's that about?

Willie: So Jot, just one thing. Right? The the art of focusing. Right? Because a lot of times, like, especially in our business, it's there is so much.

Like, there is so much content. There's so many strategies, so many marketing methods. And and for me, it's like, in the beginning, it's like, what do I listen to? Right? Do I do I cold call?

Do I put up bandit signs? Do I set up mail? And and when we start, it's like, just go all in on one thing. And from there, you wanna master it and then and then branch off. Right?

And and and then add and add. And then each time you add, just do that one thing. Because if you start doing five things instead of just one, you're gonna go in all those directions and not get anything done. So Yeah. That's what it means for us.

And then, like, you know, once you get every that one thing solid, you know, everything starts to line up. Yeah. So yeah.

Steve: That's incredible. That's incredible wisdom for an 18 year old. So, so going on that then, so your one thing, how is your business different than your peers in your market? What what city are you in?

Willie: South Carolina. What city?

Steve: Oh, Greenville. Greenville. So South Carolina. How how is your business different than everyone else in the Greenville

Willie: area? Everybody else. I think for us, it's like a lot of people, like, we know, like, this is a people's business. This is a relationships report building type of business. For us, it's like we, like, we really, like, strive to find the best solution for that seller.

Mhmm. Right? Like, it it's funny because here in Utah last last was it last week at the events, like Yeah. Finding that solution for the seller, it may not be for cash. It may not be, you know, to list it.

Whatever that may be, we really strive to find that best solution. And people, I think, can see that we're really genuine and we really care about them. And a lot of people in our market, it's just like, hey. If the numbers work, great. If not, you know, we can refer you out.

It's like, we want to find that best solution. And a lot of times, we tell them it's not it may not be with us. Mhmm. And and I think that aspect and then once we if we are the best solution, us walking them through that transaction, like, hey. Once we got a contract, like, we call it up, like, hey.

Congratulations. Like, hey. You're out of contract. This is gonna be the process. Like, we're gonna, you know, go through this.

We're gonna, like, try and get a contact to you. We just we want to make them feel like this is not just a business transaction and we're pals. Right? And and we generally feel that way about it. And so, you know, we're not the type of people to, just market for deals to to make money.

We actually want to give the person the best solution.

Steve: You actually wanna serve. Yeah. So, 18 total and then 13 in the last six months. Right? What is your like, how are you doing, like, since you know, like, what do you have going on right now with your business?

Willie: So right now, in terms of, like, the the volume we're doing, are you like so right now, we have two full time employees, VAs.

Steve: Already.

Willie: Okay. Already. Yeah. So, so, basically, their job we have a leads manager and a full time co caller. Mhmm.

Their job, our leads manager handles all of our inbound calls from all of our marketing campaigns that are outbound methods. Our co call, obviously, co calls. So right now, she provides our leads manager 15 to 20 leads a week. Our cold caller, same thing, 15 to 20 a week. Mhmm.

And so from there, we're able to lock up anywhere from four to four to six contracts a month. Mhmm. And right now, we've targeted to a lot of probate. So we have, I think, six or seven deals in escrow right now that are getting cleared up. And so, that's kind of the way we're running the business right now.

We market to probate, absentee, high equity list. And from there, we're able to provide that those many leads a week.

Steve: Okay. So then when you're talking about the list, like, where are you pulling data from right now?

Willie: So right now, it's it's it's we were using ListSource. Mhmm. And, unfortunately, in the state of South Carolina, the laws have changed, so we're no longer able to do that. How did the laws change? I to be honest with you, I don't know all the ins and outs, but for some reason, you that that data, they're not able to pull it anymore.

Interesting. Yeah. So it's it's it's kind of a pain. We do use, like, REI Pro. We do a lot of driving for dollars.

I mean, we have probably about seven deal finders that just load that thing, and we put about 300 properties in there a week. Mhmm. So from there, we skip trace our driving for dollars list because, like, at the end of the day, you can pull out some tea, but, like, you can pull high equity. But they're not necessarily motivated. Like, a driving for dollars list is, like, our bread and butter because, like, we know there's a distress point there.

Right? So driving for dollars is is is been great. So, like I said, we put about 300 properties in there. We skip trace them. Mhmm.

Call them out, similar letter.

Steve: So you got seven drivers out there. How are you finding

Willie: these drivers? So our deal finders, basically, they're the type of people that, you know, know us personally, and they're like, hey. We see what you guys are doing. We wanna be a part of your team. Or they're, people that just are hungry to make a few extra bucks.

Right? So we basically pay them, like, $2 each property they put in our to we use deal machine Mhmm. Into our deal machine. And then, like, if we close on that deal, we'll give them, like, a $500 bucks Yeah. A bonus, basically.

Steve: Mhmm.

Willie: But, yeah, people that we know, that wanna make some extra cash. And it's something that they can do any time of the day, you know, week. Right?

Steve: So Yeah. Because that's something that I wanna do. I wanna start recruiting Uber drivers. Yeah. It's starting to get a $100 for us.

Willie: That's a

Steve: good idea. Okay. So so you've got

Willie: the data. How are you skip tracing it? We we actually use, REI Skip, Max Maxwell's company. It's it's been great.

Steve: Awesome.

Willie: That's for our mass skip tracing. I think it's, like, 24¢ a lead or something like that. Yeah. And and it's been awesome.

Steve: And then you're using our his RBM service with that?

Willie: Yeah. Our REI rail. That that is gold. Like oh, yeah. Yeah.

Yeah.

Steve: Okay. So we talked about you got your leads manager and you got your cold callers. Anyone else in your organization?

Willie: Yeah. So, like I said, our like, the way we run our business, it's like I obviously on the wholesale side, like, that I'm I run that side and everything. But we my parents, since they fixed and flipped, we kinda piggyback off of each other. Right? So, a lot of times when I'm talking with these sellers, I I kinda include us in the same we're one.

Right? We're family ran. Right? So I basically it's it's my mom and my dad. Mhmm.

And, they obviously, come up, like, if, you know, hey. How are you gonna fund the deal? Okay. Well, I'll debit you all the cash. Right?

So it's kinda that type of relationship. But in in in the actual business of marketing and everything, it's just me, myself for acquisitions. Mhmm. And I manage our VAs. Yeah.

That's kinda So

Steve: then your is your brother out of operations then?

Willie: So, yeah, right now, he's, he's ours. I don't

Steve: know. Yeah.

Willie: But, he again, he's his desire he's a content creator Mhmm. Streamer for, like, Twitch or something like that. So Yeah. That's kind of his focus.

Steve: Awesome. Awesome. Yeah. And I don't want people to discount, you know, just because his parents are in the business that that, you know, it it shortcuts us for you. Right?

Because you have other buyers. How many buyers are you working with?

Willie: So we have a buyer's list of, like, sixty, seventy people. Mhmm. But we really, quarterly work with, like, seven or eight buyers.

Steve: Yeah. So let's say you got a deal tied up. How does that conversation go? Like, we're calling those buyers. Like, what is your process of when you got once you got property tied up

Willie: Yeah.

Steve: Moving it to your buyers.

Willie: Yeah. So we lock up a property. Right? So what we do is, obviously, get the photos. We upload it.

We used to, like, just upload it into Mailchimp and blast it out.

Steve: Mhmm.

Willie: Right? Which works, but it's very, like, impersonal. Like, it's not as, like, instant or it's instant, but, like, I don't know. I just I personally don't like it. So what we do is we upload our properties to our own Carrot site, our buyer site.

We put that together, and then we put a link on a text. And then I personally text the link to those, like, seven, eight buyers.

Steve: Mhmm.

Willie: If they don't buy that instantly, and give us right at asking or or above, then we'll we'll mass it out to, like, those 60 or 80 buyers, via text blast, through, like, call loop or something like that. Yeah. Interesting. So that's kind of the the the process.

Steve: Okay. So we talked about, you got drivers going around and you and you and you're cold calling. What will you say is your your number one marketing technique?

Willie: So technique. So from driving for dollars, we we cold call and RVM drop everything. So what wherever it comes in, we're doing both. I'd say RVM. RVM.

So RVM has been great. Because, again, it creates that outbound into an inbound because we're dropping them and they're calling us.

Steve: Yeah.

Willie: So that's really nice. So, that's probably our number one. You know, we did we did actually had our first, 6 figure month just from RVMs in, like, February. So

Steve: Wow.

Willie: That was pretty awesome.

Steve: Not that long ago.

Willie: Yeah. Just from RVMs. RVMs.

Steve: Wow. Yeah. So how many RVMs are you dropping a day?

Willie: 400.

Steve: 400 RVMs per day?

Willie: Per day. Yeah. So it's very it's not a lot. Right? So it's 200, from eleven to 01:30, and then it's you know, we live answer, always live answer because, you know, it's just better.

Then we do the callbacks in between one 01:30 to, like, six, and then we do another wave of 200. Okay. And

Steve: how often are you recycling that list?

Willie: Every two and a half weeks.

Steve: Every two and a half weeks, you're gonna do that list again? Yeah. Okay. Yeah. I like that that you got it staggered.

And but you answered them live. Correct. Not a lot

Willie: of people

Steve: are doing that. No. Because you're getting a lot of anger in some of those.

Willie: Yeah. Yeah.

Steve: So it's

Willie: it's funny because we we answer them live. I mean, obviously, when we're dropping 200 in a two and a half hour span, like, you're not able to answer everybody live. But, yeah, we answer them live, and and and it's my voice from the RVM. Mhmm. My leads manager, Laverne, she answers them, and and basically, she's like, hey.

Did you get a call from Will? And and then it's it's kind of like, we found that it's better to answer live because everybody that does RVMs, they'll, like, drop 800 in a day, and it's just like callbacks, callbacks, callbacks. And for people, it's like, is this a buy? Is this a scam? Like, it's just a better presence for us that we found.

And, like, the second wave we do, it's a different message. Right? So it's not the same. Hey. Do you wanna sell it?

Blah blah blah, your property, whatever. It's like, hey. This is Will. Just following up with you. Wanted to see if you got my message from, you know, a few weeks ago.

Right? So it's that very personal, even though we're not seeing their name, obviously. Mhmm. But it's that very, like, personal touch to it.

Steve: Interesting. So, it's funny you do it differently than we do because we have our voice mail is a very nice sounding lady. Mhmm. And then the follow-up is our young guys.

Willie: Interesting.

Steve: So you guys do a little bit, a little differently. So, Jesse Bondock wants to know about how many leads is your cold caller calling per week? Rough estimate we'll do.

Willie: Yeah. So about 2,000.

Steve: 2,000 dialed. 600 to

Willie: 800 a day.

Steve: Okay. And then, Christian b wants to know, how many times do you follow-up with a driving per dollar lead that doesn't pick up?

Willie: So, I mean, for us, we we wanna talk to them until they like, we wanna keep calling until they answer. Like, that that's the thing a lot of people in this business, it's like, oh, let me call them two or three times if they don't don't answer. Like, no. If I see that house, I would have a result. Like, is it do they wanna sell or not?

Right? So intel whatever it takes.

Steve: Yeah. I had a guy on yesterday, uncle Carl. I mean, he said he stocked one house for nine months. Like, some nights, he was, like, parked outside. Jeez.

But he's doing $200,000 rip, so I can't can't challenge, you know, what's working for him. Yeah. Okay. So we talked about your dad. We talked about your skip trace.

So you have one cold caller. So are you still cold calling?

Willie: I do not cold call. No. I I I cold call, or I wouldn't call it cold calling. I wouldn't call it cold calling. I if if a lead is is very tight, then, you know, our our, cold caller will send us it, say, hey.

I'm having a little, you know, little trouble with this guy. Mhmm. Can you talk to him? Like, just the I nurture that lead, but it's I don't do any, you know, mojo dialing or anything like

Steve: that anymore. Okay. So you outsource all your cold calling? Yes. Okay.

And how are you outsourcing it? How are you finding them?

Willie: The VAs? Yeah. So Upwork's pretty good. Mhmm. You know, we we've we it's it's a struggle, to be honest.

If you like like, our callers are in The Philippines. So every now and then, they're it can be hard. The thing is just being consistent, like, in anything. Just being consistent in I'll always be, like, looking for that right person. I've worked pretty good.

There's some other people one guy at we left told me that Craigslist. I was surprised to hear that. So, yeah. For virtual? Yeah.

Putting up Craigslist ads, like, looking for a VA and putting it in in their I was like, woah. But Interesting.

Steve: So Yeah. Well and and and Max and Scott mentioned that they're doing a new program too. Right? So Yeah. Lead Gen Pros, I think is what it was.

Willie: Yeah. Lead Gen Pro. Yeah.

Steve: Yeah. Okay. So Warner, wants to know, can you break down your cold calling process?

Willie: Like the script? Or

Steve: Just like the I Yeah.

Willie: Well How, like the way we do it, we use Mojo. Mhmm. So, like, we're calling, like, $3 at one time. Mhmm. And so, like, when we call them, it's like, hey.

She's like, hey. This is, Gretchen. How you doing? We say their name. We're like, hey, Bill.

This is Gretchen. How are you or Willie, how are you doing? Mhmm. And they're just like, good. How are you?

Who's this? Right. They say it again. And it's just like, yeah. We're just calling about your property at 123 Main Street.

I just wanna see

Steve: if you consider

Willie: an offer. Yeah.

Steve: Yeah. Pretty simple. Have you thought about adjusting it based off our our previous I have. I have. Have.

Has it have you found it to work?

Willie: I well, I've I've I have not implemented it yet. Yeah. But I I I do wanna change it.

Steve: Yeah. Give it a shot.

Willie: I do.

Steve: Yeah. Evelyn Jackson wants to know how long did it take you to get to four to six deals a month?

Willie: How long did it take to get to that to that point?

Steve: Mhmm.

Willie: So as soon as, like, I reach a level to where, like, I'm cold calling, I'm setting these appointments, like, we decide, okay. I I can't do this, like, by myself. It's just it's too much. Mhmm. So as soon as we hired, like and that that's gonna struggle.

But as soon as we hired, it's like, as soon as we started to skyrocket in in I think it was October we had our first five deals closed Yeah. Of last year. Yeah. Yeah. Wow.

Yeah. So that was, like, boom.

Steve: It's nuts. So then the Elijah wants to know Elijah Rubin wants to know, do your call callers do any pre call affirmations?

Willie: No. No? No.

Steve: Okay. So I wanna clarify, not the script, but your system. So, what's your call calling system? So you've got you've got the data. You load it

Willie: Mhmm.

Steve: Right into Mojo. Who's loading into Mojo?

Willie: So our leads manager, basically, that's her job. She she handles all of our data, data entry, you know, data exporting, any of that. So she she's the one that I'm like, hey. We're gonna do this ZIP code, whatever whatever. Yeah.

I'm instructing her where to pull, and then she goes into we use REI Pro too as well Mhmm. For our wireless, basically, and she goes in there and pulls it out. We skip trace through our REI skip. Mhmm. Skips it.

When they send it back, she imports it into, your REI rail, which is our RVM software Mhmm.

Steve: And

Willie: then into Mojo. And our cold call from there just hits whatever she's instructed to dial.

Steve: Okay. That's like the system. So now everything's working in Mojo, you're dialing. And then let's say something's a hot lead. How do you pull that back into what what's

Willie: your CRM? We use something called less annoying CRM. That's a new one. We

Steve: so so then how do you get it from Mojo back to less annoying

Willie: CRM? So so as, like, the as she's on the call, she's taking her notes and everything. We do have her set the appointment. Yeah. So she sets the appointment.

She we use Google Google Calendars. So she what she's gonna do is, no matter what the lead is, if they're hot, cold, what doesn't matter. She's gonna set the appointment if they want an appointment. From there, she does upload it into the CRM and to Google Calendars. And if it's something that is just completely not gonna work, then, you know, we'll cancel or Mhmm.

Find a better solution for them.

Steve: Yeah. Okay. Elijah wants to know how often you're role playing with your squad per per week.

Willie: So once a week, we do a role play call, on our, Monday morning meetings. We do role play calls and just make sure we're we're on point. Everybody new things every now and then. And so yeah.

Steve: Awesome. And then, Elijah wanted to know about how many times so until they die, Elijah. Until a buyer die. That's the that's the philosophy that they've got here. Andres Silva wants to know what's the best list to pull your first deal?

Willie: I would say, if if you're looking for your first deal, I personally think driving for dollars. Like, you'll like, once you start getting deals, then I recommend pulling lists. But, like, when you're first starting, honestly, like, if I were to redo it, I would just try for dollars. Because the thing about list pulling is everybody's doing it. Like, everybody is pulling a list.

Steve: It's crazy.

Willie: So, like, I mean, yeah, that house may be on a on a list as well, but it's like you know there's a distress point. Right? So I recommend driving for dollars, skip tracing that, especially if the budget's tight. Skip tracing it, calling them.

Steve: Mhmm.

Willie: That that's just how how I would do it.

Steve: Alright. Phenomenal. And then Elijah Rubin, he's he's actually the the fire king in Phoenix. So if there's a fire if if it's smoking, like, Elijah's on on his way. So he wants to know what you're doing with your fire damaged properties.

Willie: Fire damaged properties? We haven't had many. We I think my parents flipped one, like, two or three years ago. Mhmm. Basically, you bring them up to code.

In our state or our county, you you just bring them up to code. They're condemned usually. Mhmm. Do regular flip and redo them.

Steve: Cool. And Max Jimenez, that's my business partner. What what are your goals?

Willie: My goals. So to be honest, it's like for me, it's like I I just wanna, like, do more and and create a actual business. Like Yeah. I I I think you know, I'm not going to college. You know?

My goals are to basically scale this thing to where I'm working on it and not end it every day. Yeah. Right? So by next year this time, I plan on, you know, being able to have somebody to replace my role, have an acquisition manager, have a dispositions manager, and and just have this thing run. Right?

So my goal is to,

Steve: you know, do that and continue to solve as many problems as possible. That's awesome. Let's see. Elijah says that he knows that you've arrived because King Steve is interviewing you. So we talked about well, we're gonna answer the question about next steps.

So, Jesse wants to know for Drive for Dollar Leads, do you still contact them if they're on the DNC

Willie: list? Well, we don't contact them on Mojo.

Steve: Mhmm.

Willie: You know, we we may hand dial them. Mhmm. It's it's it depends.

Steve: Yeah. So, Jesse, to answer your question, there's an actual service provided by my buddy, Ivo Dragunov. And it's a litigator scrubber. It might even be as simple as litigatorscrubber.com. I'm not really sure.

But, check out Evo. He's one of the guys in REI Squad Facebook group. But you scrub your list through that, and you get rid of all the previous DNC complainers. Interesting. So and attorneys.

See what else is there. So Christian wants to know, are you the only acquisition person right now?

Willie: Yeah. So, again, we piggyback off of each other, like, my parents and I. So acquisitions wise, like, we can all go on appointments. Right? So if I if I'm not able to go on that appointment for for the business, like, my parents can do it.

Right?

Steve: So Yeah.

Willie: Like and and that's the cool thing. It's like, even though, like, I run the host selling side of things, like, they're in the business as well. But, yeah, I am the only official, like, role.

Steve: Okay. And then Warner wants to know, so Mojo reverse skip, like skip tracing. So, Warner I would say Mojo, if you can't skip trace the data yet, is is a good source. But once you start doing deals, you do not wanna use Mojo's, skip tracing. There's plenty of other really good skip tracing services.

There's, is it is it REI Skip?

Willie: Is it Yeah. REI Skip will scrub against DNC.

Steve: Yeah. Yeah. Yeah. But you don't wanna scrub against DNC. If you scrub against DNC, you're

Willie: not You're not anybody

Steve: to call. Yeah. Exactly. So so yeah. Once you're in a position to and you start doing deals so REI Skip, that's Max's company.

I think that's a great, great great service. And then I personally use batch skip tracing. Mhmm. So but do not rely on mojos. Because if you're relying on mojos, there's a lot of people that you're missing.

Yeah. Colin wants to know best place to find your first deal. We're gonna talk about drive for dollars, and thanks for, tuning in, Colin. So, he actually posted he was frustrated. He's 18 and and and he's not I think he's getting some pushback maybe from somebody.

And I was like, dude, just watch this show. Like Yeah. Don't worry about what the Nasr's are saying. Like, you can do it at 18.

Willie: Yeah. What you gotta do, man, is, like, you have to like, at 18, I'm not sure if you're done with high school or not, but, like, you have to, like, start getting around people that are doing it. Right? So what I would say is start going to your rheas. Start, you know, getting in it.

Start getting the lingo, and just do it. Like like, for for me, it's like you disassociate with anybody your age. Like, anybody your age will not understand what you're doing. Like, if if you're worried about, like, what they think or anything like that, it doesn't matter because I promise you, like, in a year or two, like, when everybody's off to college, you guys won't even talk. So, like, I would say disassociate.

Steve: And it's so true. It's so true. I've had that conversation. So, you know, I got, just recently, we got over a 100 agents at my brokerage. Wow.

And I've had this conversation so many times with my most more successful agents. They're like, I don't even hang out with my friends anymore. Like like, we're just totally different people. Yeah. I was like, that's part of growing.

It sucks. But you're not gonna the people you went to high school with probably aren't gonna be people that you're hanging out with Exactly. In a couple years. So that's exactly what you were saying is is spot on. Awesome.

Yeah. Any other advice you wanna give to, to Colin, who's 18?

Willie: I I just think, like, if if you're if you're trying to do this business just for the money, like, I feel like I feel like, yes. Like, obviously, I'm I'm in business to make money because, like, you gotta make money. But Yeah. Like, I feel like you'll burn out. Like, for example, I I had a I had a this guy.

He was my brother's friend. He was, like, 19. Mhmm. He said, yo, Willie, I I wanna do what you're doing. Mhmm.

Because he saw, you know, what we're doing and how we're doing and everything.

Steve: You're rolling up in your Lambos and your

Willie: Yeah. But, and he was like, yo, I wanna do I said, okay. This is my this is probably my biggest mistake. Yeah. Okay.

I said, okay. Well, let's let's do let's do a partnership type of thing. You know, I'll I'll I'll teach you everything I know. Mhmm. You can shadow me.

You can see exactly how we get leads. I'll I'll tell you exactly what to do. And I did that. And and it it was, you know, basically, the agreement was, you know, you you pay for your marketing, marketing, and, you know, I'll go on the appointment to if you know all that good stuff. Sixty days later, you know, we got a hot lead, came in from a Bandit sign.

We wanted that appointment. You know, I did all the talking, everything, you know, got under contract, did everything. You know? I said, you know, that deal ended up we sold it, like, I think a week later. Like, we sold we closed on a week later.

I was it was a pretty good deal. We split it. He made, like, $10 on it. Mhmm. And and from there, it was like he got the money.

Right? What he did was he bought a car, you know, and and then he he basically dabbled in the business a little probably about thirty days after that. And then he just he just didn't have any other other coupe to do it. He just wanted to get that check and and was done. So I think if you're doing it just for the money, you'll get burned out.

Yeah. Because once you get it, you you know, it's you'll go back to your your old thing. What he did was he went back to to his job because I was comfortable. Yeah. Because things got got hard, and it was another thirty days and I'll leave the leads.

And, you know, so you'll get burned out. So if if you're gonna do this, you know, obviously, you know, in the beginning, you need to make money and then have a long term goal. Like, yo, I wanna help these people. I want to really solve their problem. And then, you know, you want to, you know, make money to give or whatever it may be.

Have a strong reason why you're doing this.

Steve: Mhmm.

Willie: And actually love it. Because if you don't love it, you'll stop.

Steve: Yeah. Oh, that that makes a lot of sense. And then Max posted that link as litigationscrub.com. And then, Elijah wants us to do you knock on doors on on top equity deals, or do you cold call only?

Willie: No. We we cold call only and send and send postcards.

Steve: Okay. And Brandon wants to know what's your why. Whew. Because you don't have a wife and kids. You can't you can't use that.

Willie: Yeah. Exactly. I don't have a wife. I don't have have kids. You know, I don't I don't I don't really have anything that's, like, a significant other or anything like that.

It's like, for me, I I'm I'm still trying to kinda figure that out. Mhmm. I I think the reason why I do what I do each and every single day is because I I love it. Like, I love to talk with sellers, negotiate, learn these strategies. It's it's kinda like a game to me.

It's like, yo. Like, this is fun. Mhmm. I think as as, like, I I make the the this money and and and, you know, meet these people day in, day out, like and truly, like, provide value to them. Like, that really is why I love to do it.

You know? I I I'm still trying to figure out the bigger picture, like, you know, what I'm gonna do with these funds once, you know, I I get to a certain level. But, you know, I love to have an option. Like, the alternative is, like, I I go work at, you know, a place and make $9 an hour. You know, it's just like, I don't wanna do that.

Steve: Right. Yeah. Definitely.

Willie: It creates this business creates opportunities. Like, I was literally my brother, my he's, like, 22. He has a start up in California. I was able to invest in a seed round that he's doing. Right?

Like, nobody can do that at the age of 17 unless you're doing something that's, you know, different. Right?

Steve: So That's very cool.

Willie: Just the opportunities.

Steve: Yeah. You're able to invest in your brother's business. That's It was awesome. That's awesome. So have you read Secrets of Millionaire Mind?

Willie: I I have. I have. Yeah. Yeah.

Steve: And then, Christian wants to know, do you guys leave voice mail? You guys do RVMs. So that's the voice mails. Mhmm. It's a lot of voice mails.

What's your conversion ratio? So, Warner, we'll ask. So what's your conversion ratio as far as, like, do you know, conversations to appointments?

Willie: So to be honest with you, we're we're really not good at tracking

Steve: Yeah. Well, you know what the next thing to work on is?

Willie: I know. I know.

Steve: Okay. So you're you're in Greenville. Yeah. Are you in any other markets?

Willie: No. We're we're in the Upstate Of South Carolina. So Greenville is, like, I don't know, a 50 mile radius. So Yeah. Just there for now.

Okay.

Steve: And then, monthly marketing. How much are you spending on monthly marketing?

Willie: Monthly marketing, we're probably about 2,500.

Steve: 2,500? Yeah. And then what's your total overhead?

Willie: 40. It's, like, right at 48.

Steve: $40,100? Yeah. Okay. And then, Brandon wants to know, are you concerned at all about the legal issues coming up recently with RVMs?

Willie: To be honest with you, I I don't I don't I I haven't heard anything about that.

Steve: Yeah. I don't I don't know. So, Brandon, maybe if you can post a a link below, so so the audience can, see what that's about. Yeah. And then Kyle Stevens wants to know, what was your biggest takeaway at WeLive nineteen?

Willie: WeLive. Oh my gosh. I I don't wanna, you know

Steve: We'll go with three. What's that? We'll do top three.

Willie: Yeah. I I don't wanna pick exactly one. I mean Top

Steve: three in no particular order.

Willie: It was so good. You know, obviously, hearing hearing you, like Yeah. The the sales process was just gold. You know, I I I know about the go negative and this and that, but, you know, just kinda hearing a little bit more, you know, about your sales process was was awesome. Mister Tony Tony Robbins senior, he was just gold.

Man, that guy was fire. Crazy. Oh my god. Yeah. It was it was just an overall great event, like the networking and and meeting people that are just getting into it and that I've done it.

It's just it was awesome.

Steve: Yeah.

Willie: And it it was great. Yeah.

Steve: Yeah. And I I I know this question wasn't for me, but getting to meet all the other people in the other markets. Yeah. Right? So you can actually have, like, real conversations of what's going in the other markets.

So, what else was there? Yeah. We got to meet, so was is it flipping a house? I mean, they're gonna be coming on soon. So we have, a lot of other players in other markets that are gonna be coming on just from the connections I've made personally.

Wow. That sounds awesome. Including you. Right? Like, I met you at WeeLife.

Exactly. So one on one, says about to get his first deal of 20 k. If you did 20 k on your first deal, well, how would you spend the 5 k that you got out of it?

Willie: How do I spend the 5 k? Really, it would it depends on how you got that deal. Right? If if you if you, you know, spent, you know, a 100 foot dollars or whatever, like, just because you have x amount of dollars doesn't mean you need to use it. Right?

Like, for me, it's like if you have $5,000 and you're growing, like, you're doing more calls, you're doing more volume, I would hire if you know what you're doing. Right? So if if, again, if you know what you're doing, then hire somebody because, you know, obviously, in the beginning, you shouldn't hire somebody because you don't know what you're doing. But when you start making more money consistently, I would hire with that money. But if you have $5,000 to spend, you don't you don't necessarily need to spend it.

Steve: Yeah. That's wise. Very wise. So what is, well, there are some people right now that are speculating market's gonna shift. Right?

Adjust one way or another. Of course. What is your plan if the market shifts?

Willie: Really, just keep doing it. Like like, obviously, on the side of, you know, my parents, like, they probably won't be doing they won't be doing fix and flips. Mhmm. Right? They'll just be holding.

Yeah. My vision is to buy properties. Mhmm. Mhmm. Like, I wanna buy.

Right? Our buyer true cash buyers will still be buying. Right? It's the best time. It'll just be lower.

Right? That lowered for the seller and lower for them, which means we go right in the middle. Right? So there's nothing really changes in terms of that side of host selling, but obviously, if you're fixing any flipping, then you want you probably don't wanna be doing that.

Steve: Yeah. Is there any CRM tools, systems that you cannot live without?

Willie: For me, we we communicate through Slack, right, with with our employees or, you know, know, that's how our communication platform CRM wise. Like I said, we use let something called less annoying CRM. Mhmm. We've used it's funny, but we've used Podio in the past, and don't get me wrong. It's it's it's cool and everything, but I, like, I can learn things, but it was just like I I don't know.

I I'm I'm not the best at school and, like, I I just feel like Podio, it took me probably about a month and I still couldn't figure out. So I was like, you know what? Forget it. And so lesson only CRM, it tracks your your leads, attracts, you know, you know, your follow-up basis and all that good stuff. So Yeah.

That's probably what we couldn't live without because, otherwise, we'll be using, like, a PDF and this and that. Just just yeah.

Steve: That's awesome. What is your biggest struggle at this exact moment?

Willie: Oh, hiring. Yeah. Hiring, is definitely a big struggle.

Steve: Yeah. Well, the good news for you or bad news for you, I don't know one way or the other, is that that'll always be your a big struggle. Yeah. Everything is easy until you get to the people stage. Exactly.

Then, like, everything else you can learn, everything else you can do. Once you get to the people stage, you'll always be a problem.

Willie: It's crazy.

Steve: Julian Garcia wants to know, how do you train your VAs?

Willie: So the first our leads manager was the first hire we had. Oh, no. Excuse me. She was the second hire we had. And, basically, the training took about a day.

It was me and them on on, like, Skype or something or Zoom. And I was I was just going through everything with them, like, hey, this is what we're gonna do. Do this. And we do on the job training. Right?

So as as they're, you know, working, it's kinda how as we train, like, as questions come up, so, yeah, just tell them this. Just tell them that.

Steve: Mhmm.

Willie: You know, so that's kinda how we do it. Now I realize, obviously, that's a terrible use of time. But you don't wanna have to do that. That's not scalable. Yeah.

So now I record myself, like, hey. This is how we pull this. Hey. This is how we do this. And my ultimate goal is to probably have our lead manager transfer her role.

So as we hire, she can be like the person they go to when they have those on the job questions.

Steve: Yeah.

Willie: But, yeah, video, record yourself as you master it. You know, as you get good at that one thing, each time you you've matched that one thing, record yourself and and show it how it's done, and you can send your people how to do it.

Steve: Yeah. Yeah. So Max says that it's very impressive what you've done at AT and T. And I'm with you, Max. This is ridiculous.

The wisdom he's got here. So, yeah, he says, Max says there's nothing that he can tell you what to do, so just, you keep doing what you're doing. What is your superpower?

Willie: My superpower? Power? I think I'm good at negotiating. Yeah. I feel like I'm good at negotiating.

I have a lot to learn, but, you know, I've gotten deals down, like, $5,060,000 dollar Mhmm. You know, deals, you know, down, right, from asking prices. You know, kinda started, like, when I told you I've always had a hustler's mentality. I've always worked hard. It's like I literally like, when when my parents used to, you know, like, like, when they used to do work on the houses and physically buy everything, Like, we would go to these stores.

I would go into the scratch and dent section and, like, buy appliances to sell them. Mhmm. And so, like, that's kinda where I, like, started. Like, I would talk to the managers, like, they're asking, like, $400 for a stove. I get down to, like, $15,200.

Right? So, like, I think my superpower is negotiating. And probably yeah. That's probably my number one.

Steve: Anything, any particular books or or or materials you got that you felt helped you with negotiating?

Willie: Never with the Difference by Chris Voss. Yeah. Was was really good.

Steve: Yeah. So, I reached out to him to be on this show. He's he's too busy in 2019, so we're gonna have to wait to 2020.

Willie: Ah, jeez.

Steve: Yeah. We'd love to have him on the show. Yeah. So what's the greatest lesson you've learned?

Willie: Just in the overall process. Mhmm. The greatest lesson, you know, probably is to, you know, never get to a level where I I feel like I'm I'm bigger than this. Like Yeah. Just always staying humble.

Like, in in like, for me, like, I always like, I'm always grateful, but I never wanna be satisfied. Like Yeah. Once you get satisfied, like, oh, I'm satisfied with two employees. I'm satisfied with this. Like, that's when you start to plateau.

Right? That's when you start to not grow. And the biggest lesson is to know, like, you know, don't don't get to a point where, you know, you're you're, you know, you're doing it. You're making x amount of dollars, and you just start not caring about people. And, you know, just really have that core of always caring to solve that person's problem and and not not being bigger than yourself.

Yeah.

Steve: Yeah. Awesome. What are your favorite favorites, best, or most interesting failure?

Willie: Failure. I I to be honest, like, I don't really look at what I do as a failure. I do look at things as mistakes, but, like, I learned from everything. Like, for example, like I said, we target probates now. And I think a mistake I did was I I shifted our our our girls to, kinda go all in.

Like, the the the one thing kind of took over a little bit too much, and and it kinda distracted from our other strategies that we were doing.

Steve: Mhmm.

Willie: And so, obviously, with probate, these probabilities aren't clear. So this has happened, like, a month or two ago. And so we went all in on that pretty much. And, you know, we're getting these deals on the contract, but they won't be cleared for another four or five months. Yeah.

So guess what? No checks are coveted for these deals in four or five months. Right? Because I distracted. So I think that was a mistake in terms of, like, switching our marketing strategies up when

Steve: Going all in on one piece of money.

Willie: Yeah. It was what we were doing was working. I shouldn't have did that. Yeah. But, like, a failure, I don't think that was a failure.

I just think, like, I learned from that, and I moved on, and I fell forward.

Steve: Right? Yeah. Oh, that's brilliant. Very good. WM Baker wants to know, do you do any digital marketing?

Willie: No. Not right now. Like like, I do still run our, or, yeah, our Instagram site for flips.

Steve: Mhmm.

Willie: So, like, we market our flips, you know, Instagram, Facebook, and stuff like that. But nothing nothing, like, too too crazy.

Steve: Yeah. Is there a book that you've gifted more than any other?

Willie: I I don't think so. I think I really I really think the book, The Go Giver Mhmm. That's that's that's something that Yeah. It's really cool.

Steve: It's an incredible book.

Willie: It's great.

Steve: So, Elijah wants to know, have you checked out the book, Mastering the Art of No?

Willie: I have not. I've heard about it. Yeah. To be to be honest with you guys, like, I really don't read a lot. Like like, I I I You can't say that stuff on air.

Come on. I I do Audible. Like like, Audible's great. I listen to a lot of podcasts. Yeah.

That I you know, it's a struggle of vibes. But yeah.

Steve: Yeah. Well, I mean, I I that totally makes sense. Like, I I am constantly listening to Audible or something in the car Yeah. But not yeah. I don't read as much as I should, but definitely a whole lot of Audible.

Yeah. Fuck it. So Kyle wants to know best marketing for people with limited time on a full time job and small marketing budget. Kyle, can you elaborate what that means exactly? And then while we wait for that, guys, so, Willie is gonna be there tonight.

Dave and Buster is 04:30 in Tempe, Rio Salado. So Willie's gonna be there. So, you know, you guys can definitely ask him questions there. For those of you guys in the Phoenix market, we got uncle Carl from yesterday talking about how he's doing 200 and k assignment fees. He's a two and forty three on one assignment.

Jeez. Picked up for 35, sold it for $3.10.

Willie: Good guy.

Steve: Yeah. So he'll be there, and then, Ivo and Jesse will be there tonight presenting on data and why and how they scale their business with data. So Warner wants to know this is a great question. What would you like to have accomplished five years from now?

Willie: Five years from now. Honestly, like, I I to be honest, I have not laid out, like, a five year plan. Like, I I'm really consumed by, like, today and and what we need where we need to be in six months. Like, six months from now, like, I want to be able to have, like, five full time cold callers, you know, another, person leads managers Mhmm. Handling the inbound calls, and to just grow the business.

Like Yeah. Our our thing is, like, the last six months of last year, we did a quarter million dollar in assignment fees. Mhmm. Right? And that was 13 deals.

Steve: Yeah. That's great.

Willie: We wanna do 50 deals this year, and probably revenue of 800 to 1,000,000. 800 to 1,000,000 ish. Yeah. Right? So that's kind of, like, the the plan for this year.

Honestly, Like, five years ago, she would ask you where I would be. I have no idea. I probably would've told you college. So I

Steve: don't know. Bradley Whitaker wants to know, if you lost everything today, what's the first thing you do starting over?

Willie: Just do what I did. Like, I I know that this business will be around. Like, I think even if it's not, just just just hustle. Like, hustle to to to if I if it's in this business, just go out there. If if I don't have a car, like, I'll go walking for dollars.

Like, I don't know. Like, just just just keep going. Like, I think if I if I lost everything, I just restart and and, you know, I hear all the time people that lose everything and they, you know, shifted and and just kept that same mentality and put into whatever they did. I think just, you know, don't reinvent the wheel and do what you did. Yeah.

So, you know, it's

Steve: funny you said that because I had someone reach out to me and I I've said before, like, reach out to me on Instagram. I'll respond to everybody. Yeah. You just might not hear what I have to say. So one guy is like, you know, I don't have a car.

I was like, can you afford a bicycle?

Willie: Mhmm.

Steve: Like, bike for dollars. Like, what's stopping you from doing that? So Exactly. Okay. Any marketing tips for those on a small marketing budget and still work a full time job?

There you go. That makes more sense.

Willie: Okay.

Steve: So I think you said it earlier. Right? It was

Willie: Yeah. I I I think, if you don't have a budget, like like, again, this business, you can't start with $0. Like, the idea that you can start with $0 and, like, and skip like, it's it's kind of impossible. You can't really skip trace effectively. What I would say is if you have, like, a $150, let's just say that.

Right? That's a recycled small budget. Like, again, I would get the app DealMachine. 100%. Get that app.

It's fourteen day free trial. Costs you $0 up front. After that, I think it's, like, $20.40, $50 a month. Something like that.

Steve: Bucks a month. There's nothing.

Willie: Yeah. Drive for dollars. After you drive for dollars, go on REI Skip. Mhmm. Skip trace those leads.

Get a 100 properties. Say, look. This is what I'm gonna Like, sit down and say, this is my plan. I'm gonna get a 100 properties a week or whatever number you come up with. Mhmm.

And and do that. Once you do that, skip trace them, call them on your phone. You don't need to buy any mojos, any fancy fancy systems, anything like that.

Steve: Mhmm.

Willie: And, you know, that's how you start. Right? Once you get that first deal, you get that check without whatever the amount is, do it again and again and again, then start implementing your systems and mojo and, you know, CRMs and all that good stuff. And then from there, you start building up yourself and and you again, you don't need a lot of money, but you just need you just need time and and intentional time. Like, don't spend your time constantly looking at videos, constantly just going over all this stuff because you're not getting anything done.

You need to actually do it. Yeah. So yeah.

Steve: And it's like what Max said. Right? You're one deal away. Exactly. So Brutus I think Brutus and I are gonna have to trademark this.

He says jogging for dollars. Yeah. Load it. So PPC, no Warner. He doesn't do PPC.

So, so is there any last message you wanna leave somebody with? You got a lot of wisdom for an 18 year old. So is there any last bit of wisdom?

Willie: Yeah. I I think I think for somebody that's starting out or, you know, somebody that's my age, I think I can speak to you guys a little bit better. It's like again, get rid of any of the noise. Like, get rid of anything that is not putting you to this goal of wholesaling. Like, what you guys need to do is just sit down, do one thing.

Like, that one thing is driving for dollars. In my opinion, you should cold call them. Just do that one thing, you know, get over get over yourself. You know, you're the you're probably the person that's in your way. You know, start like, people have a tendency to constantly blame people.

Like Mhmm. I think people need to come in and say everything from now on in my life that happens is my fault. Right? Like or is my you know, is the reason why I'm where I am. Like, understand where you are in your life is because of you.

Like, have that mentality and go all in on this business. Get rid of all the noise. Listen to, like, one or two people. Like, don't like, again, there's so much noise out here. Like, listen to one or two people.

Listen to your podcast. Like, real estate disruptors is gold. Like, literally gold. Like, listen and and, like, Max Maxwell, like, huge shout out to you. Like, I I I literally, like I don't we've never really had, like, a conversation, but, like, I mean, just just if you listen to Max, like, you could go out there and just kill it.

Like, he is just a go giver. He he's genuine. Like, everything he does is transparent. We do so many things similar to to his systems. Like, you know, people like Max and you and and, like, Scott, it's just the guys that are killing it that are actually doing the business.

Listen to those guys.

Steve: Right.

Willie: And and you'll be successful.

Steve: Awesome. And, guys, I've been getting, I wanna say, almost a year now, a bunch of people asking me to mentor and coach. And I've been turning people away. I was like, I don't have time for coaching. So I'm actually going to be finally launching a coaching platform.

And I am honored to have Willie be, what is the student number one.

Willie: Awesome.

Steve: Yeah. So I'm gonna personally mentor, Willie. So, keep an eye out for that. I I don't have all the details yet. And then, again, guys, if you're in the Phoenix market, you need help closing deals, please reach out to me on Instagram.

And if you want a copy of our, assignment contract, opt in at realestatedisruptors.com. My assistant will send that to you. And then, again, I keep emphasizing this, but tonight, Dave and Buster's, Evo and Jesse, and then tune in next Wednesday at 02:00. My friend Laith, in Vegas, he's been killing it. And he's killing it with TV and, and and direct mail.

So it's a very different style of doing business. But, you know, his average wholesale is 30 k. And I I wouldn't mind blowing my mind to to that number. Oh, yeah.

Willie: So,

Steve: again, if you guys like the show, please share this episode right now. A rising tide does lift all boats. If someone wanna get a hold of you, how would they do that?

Willie: Instagram is probably the best. Yeah. You can find me at willie, w I l l I e, dot coleman, c o l e m a n.

Steve: Seems like I should not have been available.

Willie: I know. It's crazy.

Steve: Alright. So that was an awesome show. Thank you guys for watching, and thank you. This was Thank you. Awesome.

Willie: Thanks for having me.