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Hey guys, Joe McCall here…
I recently ran across an interesting discussion in a popular online forum – a newbie investor was asking how to get started wholesaling with very little cash, which happens to be a topic very near and dear to my heart and something I actually coach many, many students through.
So, I read through the thread and was dismayed to find something I unfortunately often see in this forum and that is the (bad) advice from someone in the thread that:
#1. Not only can you not get into wholesaling with little capital to start with…
#2. there was also a strong warning not to trust the “gurus” who say it is doable.
Now, I happen to be one such “guru,” even though I don’t really think of myself that way.
The fact that I offer training to my fellow real estate investors out there who can follow in my footsteps and model my business, by default, turns me into a “guru” whether I want to be one or not. I also happen to be friends with a lot of people I’m sure this person is referring to as a “guru.”
And while there are certainly some questionable “gurus” out there, many of them are good, honest folk who really have a heart for teaching and coaching, and unfortunately, may get lumped in and demonized with all the ones who just want to heap insults on the guru world.
Well, I couldn’t stop myself from jumping into this thread with some sage wisdom and a big pile of free advice for this person. AND, it turns out, it was actually a great stream of consciousness that, frankly, after I was done, I thought I should share with more people than just those in the forum.
So, I’m going to share my entire response in the form of a lesson. Yep, it’s just that good. Plus, what I lay out here is brass tacks, real world stuff – it’s exactly what I coach people to go through to get started with a bootstrap budget to make money as a wholesaler as quickly as possible.
And, I’d love to hear your thoughts as well below. So, let’s check it out.
Now hold on... Permission to speak my mind?
That’s such a typical online forum response… Blame everything on all those evil gurus. Don’t listen to the “guru garbage that wholesaling is a path to big paydays even without any cash, time or effort.”
Name one guru who has ever taught that you can wholesale deals without any “time or effort.” Please, be specific, with quotes and references. Who teaches that? Honestly, I’ve never heard one. Even the worst gurus will admit that you need to put at least a little “time and effort” into the business.
I just think these kinds of blanket statements and generalities are not helpful and often just plain silly.
Let's stop the guru bashing, and let's offer more helpful advice.
I didn't have any money when I got started. I 100% bootstrapped it. Yeah - the gurus make it sound too easy sometimes. But I believed the ones who told me I could do it. (I thank God for these “gurus.” If it wasn’t for them, I wouldn’t be where I am today.)
I know tons of people - many on this forum - who got started in REI with little to no money. Yes, it does take a lot of time and effort. But you CAN DO IT.
Yes, it’s easier if you have money for marketing. But you don’t have to have money to start marketing for sellers. And again… I am speaking from personal experience.
Anyway, sorry for my rant… I know I just opened a can of worms.
You CAN wholesale properties with little to no money for marketing when you are just getting started. But you need to put a lot of time and creative effort into it. Let me tell you how I did it...
These are people who are already wholesaling 5+ deals a month. They do a lot of deals, but they don't like sitting behind a desk, sending postcards, taking calls, prescreening sellers, etc.
They would rather be in their trucks, driving around town looking at deals, meeting with sellers, sitting at the seller’s kitchen table, making offers, chasing the deal. These guys hate the admin stuff. They just like the chase of the deal. And guess what? Most of their leads come from referrals and the MLS. They don't do much marketing.
You're going to do the marketing for them and be their bird dog.
How do you find them? Drive around town and look for bandit signs. Google things like "we buy houses" and "sell house fast." Look on Craigslist and Backpage for ads. Network with local REIA's. Find them here in online forums. Flap your lips. Ask around...
Make a list of at least 100 investors in your market. Call them all.
Most of these wholesalers will be beginners and won’t call you back. You will find that maybe 5% of them will be legitimate. You are looking for someone who is experienced, who answers their phone and promptly returns their calls.
Tell them that you are new in the market and you are hungry. Tell them you want to help them grow their business and help them make more money...
Don't ask them if you can sit down with them over coffee and pick their brain. Your sole goal is to help them do more deals and help THEM make more money.
Tell them you want to do some marketing for them and bring them prescreened seller leads. Ask them what areas they are buying in.
Ask them if they would be open to you bringing them warm seller leads, wholesaling the property and then splitting the profits with you. Maybe they can pay you a "marketing fee" after the deal closes. (Let them figure out how to best pay you. Don't worry about these details yet. You will just be an Independent Contractor/Marketing Consultant.)
Keep this simple. Make this easy for them. Give them enough information on each lead so they can see everything they want to see, quickly and easily:
By the way, I recommend using Podio to keep track of all this. The basic version is free. You could also use Google Drive.
Ask each seller lead the basic 6 questions:
This is where the rubber meets the road, right? There are tons of different things you can do that don’t cost much money. Here are my top recommendations:
A) Drive for dollars. Look for vacant properties. Call all the “For Rent” signs. Call the “For Sale” signs on properties that look like they need work.
B) Call Realtors of pending listings.
Look up all the properties online in your wholesaler's favorite zip codes that are listed as “under contract” or “pending” in the MLS. Look for the properties that need work - properties that only an investor would buy.
Some markets have this information in Redfin, sometimes you can find it in Zillow. The best way though - find a Realtor to send these to you (as a daily automatic email alert).
Call the listing agents of these “pending” properties and say something like this:
"Hi, My name is Joe, and I saw that you have a property listed at 123 Main St. Is it still under contract/pending? Well, the reason I am calling is because I am an investor and we are looking to buy more properties in this area. If your buyer falls through, would you mind calling me so I can make an offer on it? You can represent me and double dip the commissions. Great! What is your email so I can send you my contact information?”
Almost every Realtor will thank you for calling them. If the deal does fall through, and many times they do, you will be their hero. That Realtor has already spent their commission in their mind. You will help them save face, make their client happy, and they will actually get more commission bringing the deal to you.
The really cool thing about this strategy is that it helps you come into contact with the Realtors who are willing to list these kinds of properties. They are really valuable to know.
You will need to collect all the emails of every Realtor you talk to. (More on this in a minute.) Ask everyone: “Can I send you my contact information so you don’t have to write it down?”
C) Call all the Zillow rental ads in your target markets.
Tell them that you are an investor looking for rental properties in the area to buy. Ask them if they would consider selling their rental property. Or, ask them if they are in the market to buy any more properties (to build your buyer’s list).
If it is an agent or a property manager, ask them if their client would be interested in selling the property. They can represent you and get both sides of the commission. Ask them if they have any other clients who might have a rental property that they would like to sell. Almost every property manager has clients who would love to sell their properties.
Ask everyone if you can send them your contact information, so they can call you if they find a deal in the future or change their minds.
The goal is to get their email addresses.
D) Text and email Craigslist ‘For Rent’ ads
Look up rental properties on Craigslist every day. Send texts and emails to each ad, asking them if they would consider selling their rental property. Get them on the phone. Talk to them. Tell them you are an active investor, looking for properties to buy in the area. Ask them to think of you if they ever find a deal. You will pay them a commission/referral fee if they bring you any deals.
E) Text/email Craigslist FSBO’s
Send a text/email to these sellers and ask them something like this:
“Hi, I am an investor and I saw your property on Craigslist. Is your price negotiable? My wife and I are looking for an investment property in the area. Call me. Thanks”
This next thing is REALLY important... Don't gloss over it. This is where the power is...
F) Email everyone on your list once a week, asking them if they have any deals.
This is where the real power of this strategy comes in. Most of these people that you call and talk to are going to forget who you are the next day. But you are going to send them an email every week, asking them if they have any deals. These are going to be simple, non-spammy emails. Something like this…
“Hi - just checking in… We talked a little while ago. I am an investor looking for hard-to-sell properties. Do you have anything I can look at?”
“I’m an investor looking for fixer-uppers. Do you have any deals I can look at?”
“Hey John… Hope you’re doing well. Do you have any investor specials? I am looking for any hard-to-sell properties. Call me or reply if you have anything.”
Be creative with the emails. Keep them short and sweet. No links - just a simple email, one or two sentences, looking for a reply or phone call.
To learn a cool trick to email all these people every week...
Go to YouTube and do a search for “Yet another mail merge tutorial.” You will find videos there on how to send these emails through your Gmail account from a Google Spreadsheet. Check it out right now... it's awesome.
G) Super ninja trick - find other bird dogs to do all of this for you.
Once you get all this figured out, and you’re starting to get lots of leads (and you will, I promise), put ads on Craigslist for bird dogs to do all this marketing for you. They will send the leads to you, you will prescreen them, and then send them to your wholesaler partner.
Now, what do you do when you get a lead? You prescreen the lead and send it to your wholesaling partner. Simple as that. You don’t have to worry about steps 7-8 just yet… all you’re focused on are steps 1-2, which is marketing and talking to sellers.
You don’t have to worry about estimating repairs, getting comps, finding buyers, finding cash to close these deals, working with title companies, etc. Your wholesaler will take care of all that for you. You will learn that stuff as you go.
Again, track all these leads in a tool like Podio or Google Spreadsheets.
Now that you have done a couple deals, reinvest all your profits into marketing. Start doing postcards and yellow letters as soon as possible.
I am speaking from experience. I am doing this in 4 different markets right now. I closed 20 deals the last couple months doing this - doing the marketing and partnering with other wholesalers - while I was traveling in my RV with my family.
This stuff works.
I had a stay-at-home mom who I was coaching a couple years ago. She had three screaming, crying, playful, energetic kids at home. She could NOT talk to sellers if she wanted to. And she didn’t have any money to do marketing. So she did the only thing she could do… She emailed landlords and sellers on Craigslist every day. She did all her deals, from beginning to end, with only Craigslist and emails. Every week, she would pick a new city…
She made it happen because she knew no other way. She didn’t believe anyone who told her she couldn’t do it.
So where there's a will, there's a way. How bad do you want it? Make it happen. Don't let anyone tell you that you can’t.
There is a ton of great free information out there. You don’t have to buy a course to get started (although a good course does help get you faster results). Keep asking questions, check out all the awesome free podcasts out there, get some books on Amazon, etc.
And when you do have some money to invest in your education, find a good recommended course and buy it.
Hope that helps!
Is there a topic you'd like to learn more about? Request a Lesson
has been investing in real estate for over 5 years. His background and education is in Civil Engineering. Before he started working on his real estate investing business full-time, he had worked for several large engineering & construction companies all around the country. Joe has tried tons of different investing strategies, but his favorite two have always been Lease Options & Wholesaling. When he got tired of spending over $3,000 a month in marketing for his wholesaling business, and throwing away so many leads from unmotivated sellers, he knew there had to be a better way. That’s when he came across the special niche he calls "Wholesaling Lease Options". As soon as he started implementing his simple, unique system, within 3 months his part-time income quickly surpassed his full-time income. Needless to say, he quickly left his job and has never looked back. Joe McCall is still working part-time and easily flips 2-4 lease options a month at $3,000 - $6,000 a pop. In addition to doing deals and working in the business every day, Joe coaches and mentors several select students in different parts of the country.
Module: Investing Strategies
Expert: Joe McCall
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© 2022 RealEstateMogul LLC.
Your privacy is very important to us. We want to make your experience with our company as enjoyable and rewarding as possible, and we want you to use our vast array of information, tools, and opportunities with complete confidence.
This Privacy Statement explains our views and practices concerning privacy, and how they may pertain to you as a user of our website.
All information transmitted, printed or otherwise submitted to Real Freedom Inc via this website shall be deemed to be the property of Real Freedom Inc and Real Freedom Inc shall be free to use such information for any lawful purpose as detailed herein.
This site contains links to other sites and we are not responsible for the privacy practices or the content of such sites.
We reserve the right to release such information to law enforcement or other governmental officials as we, in our sole and absolute discretion, deem necessary to comply with the law.
We automatically collect and/or track the following:
We use your personal, demographic and profile data to enhance your experience at our site and to enable us to present content we think you might be interested in. We use your contact information to send you information about our company and promotional material from our partners. We may also use your personal, demographic and profile data to improve our site, for statistical analysis, for marketing and promotional purposes (both via email and through using your email address for targeting on sites such as Facebook.com), and for editorial or feedback purposes for our advertisers. Information collected by us may be added to our databases and used for future telemarketing, SMS text-messaging, e-mails, display and native advertising or postal mailings regarding site updates, new products and services, upcoming events, and/or status of orders placed online. By using this site, you agree that you may be contacted in any manner contemplated in this section even if your number is found on a do not call registry, in-house list or similar registry.
If you choose to provide personal information, it will be used for the following purposes:
You may opt-out of receiving communications from us and/or our partners by not submitting your information. We also allow you to remove your information from our marketing lists. If you remove your information from our marketing lists it will no longer be used by us to send promotional correspondence to you. You can remove your information from our marketing lists by clicking on the “Unsubscribe” link at the bottom of every email we send you, or by sending your request, in writing, via email to: supportATrealestatemogulDOTcom (Please replace “AT” with @ and “DOT” with .)
The information and services provided to us or our affiliates, sponsors, and advertisers are not intended to be viewed by children (under 18 years old). No information collected from children is knowingly used for any marketing or promotional purposes whatsoever, either inside or outside Real Freedom Inc. No part of Real Freedom Inc’s website is structured to attract anyone under the age of 18.
If you have any questions about this privacy statement, the practices of this site, or your dealings with this website, you can contact us via email sent to: supportATdigitalmarketerDOTcom (Please replace “AT” with @ and “DOT” with .)
Real Freedom Inc is dedicated to ensuring compliance with the ‘Can-Spam Act’, which took effect January 1, 2004. You may receive email from Real Freedom Inc in the following circumstances:
Real Estate Mogul LLC
5023 W. 120th Ave, #102
Broomfield, CO 80020
(Please replace “AT” with @ and “DOT” with .)
Real Freedom Inc understands consumers’ concerns over the use of their personal information. We hope this information will relieve any concerns you may have regarding our email policies. Real Freedom Inc and its affiliated sites use only an “opt-in or opt out” method of obtaining customer information, and it is not our policy or desire to send unsolicited email. We obtain email addresses and personal information from third parties that follow the same set of policies. Real Freedom Inc email messages sent always include information about the origin of the emails and instructions on how recipients can unsubscribe from receiving future email messages.
From time to time, Real Freedom Inc will enter into an arrangement with a third party website to allow individuals to opt into our marketing program on those third party websites. In each case the third party websites have represented and warranted to us, among other things,
We hope this information satisfies any questions or concerns you may have regarding the email practices of Real Freedom Inc. If you have additional questions or wish to discuss this matter further, please contact us at: supportATrealestatemogulDOTcom (Please replace “AT” with @ and “DOT” with .)
© 2022Real Estate Mogul LLC
Real Estate Mogul LLC
5023 W. 120th Ave, #102
Broomfield, CO 80020
FROM PRESTON ELY - MY PERSONAL DISCLAIMER TO YOU
Hi - we do everything in our power to run a good, clean business and help people succeed.
We've been in business for nearly a decade. Our mission is simple: help 1,000,000 people live lives of greater freedom. That's what gives us juice and passion.
Unfortunately, there are people and companies who do bad things and make products that don't work at all or don't work as advertised. That behavior hurts everyone.
The bottom line is there is no such thing as magic. There is no magic unicorn that will appear on your doorstep and start pooping gold bars or giving you free money.
Just because people in this program have made lots of money doesn't mean or imply the same will happen to you. In business, and in life, there are no guarantees.
Any one of the people who we happen to feature in this program have a BIG WHY - they want to make a difference and help themselves, their families, their employees and customers succeed. They want more and they apply themselves, they get outside of their comfort zones, acquire new skills, work like crazy, make mistakes, and fail, BUT THEY DON'T GIVE UP.
They implement. They don't quit. They serve. They didn't blame someone or something else for their mistakes or failures - instead, they do the HARD WORK that it takes to make a difference.
They use our tools, systems, psychology, mindset, training, community and events to succeed.
If you're the type of person that isn't willing to roll up your sleeves, learn, explore, grow and focus on helping other people succeed, our programs aren't for you.
If you're a blamer, whiner, malcontent, or just downright lazy, our programs aren't for you.
But if the content is this program and our videos resonate with you - and you can see the possibility and potential that this can work for you, then WELCOME HOME. You're in the presence of REAL PEOPLE who are helping REAL BUSINESSES succeed, thrive and survive.
It would be both mine and my team's pleasure and honor to serve and support you so you can EARN MORE, LIVE MORE and GIVE MORE.
Preston Ely, CEO
FULL EARNINGS DISCLOSURE:
RealEstateMogul LLC. (The Company) does not guarantee income or success, and examples shown at RealEstateMogul.com do not represent an indication of future success or earnings. The Company declares all information shared is true and accurate, and any claims made of actual earnings or examples of actual results can be verified upon request.
The earnings, revenue and profit results that a customer will generally achieve in circumstances similar to those depicted in the endorsements and testimonials on this site depend on many factors and conditions, including but not limited to, work ethic, learning ability, use of the products and services, business experience, daily practices, business opportunities, business connections, market conditions, availability of financing, and local competition, to name a few. Because of impediments due to any one or more of the foregoing and other factors, it is generally expected that no earnings, revenues or profits will be achieved with the use of any products or services advertised on this site in circumstances similar to those referenced in any endorsement or testimonial.
Each of the purchasers of our products and services who have provided their endorsement or testimonial for use on this site have received a refund in the amount of the cost of the product and service in exchange for their endorsement or testimonial.