Josh Janus: How Hybrid Wholesaling turned him from DoorDasher to Real Estate Dealmaker

In this episode of "The Gould Mine," Josh Janus, a 23-year-old real estate investor, shares his journey from a DoorDash driver to a successful entrepreneur using a hybrid wholesaling methodology. Josh's story is a blueprint for young investors on leveraging side hustles to fund real estate investments, overcoming early career rejections, and learning the value of providing solutions to others.

Josh emphasizes the importance of saving money from side hustles, utilizing hard money or private money for financing, and prioritizing equity over commissions. By becoming a student of the game, Josh accelerated his expertise in wholesaling, highlighting the significance of ethical considerations, cold calling, and using virtual assistants to streamline the process.

Building rapport with successful investors, Josh transitioned from learning to doing deals, focusing on staying disciplined and efficiently matching off-market buyers and sellers. His methodology targets motivated sellers, predicting market improvements, and underscores the importance of confidence, hard work, and sticking to a proven process for success in real estate.

Josh's approach demonstrates how young investors can overcome limiting beliefs and fears, stay disciplined, and use intention to achieve success in real estate, regardless of background or circumstances.

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Transcript

•  What's up gold miners. In today's episode. I have the honor of interviewing Josh Janus a 23-year-old real estate investor who is absolutely crushing the game as a real estate investor and as a real estate agent. I have to admit this is one of the better episodes that I've ever had. I learned a lot from this guy and I just I'm I'm flabbergast it. I think that he is super impressive and what he's doing at such. A young age is phenomenal and we go deep into some of the things that he is doing right now including a full deep dip on Josh's hybrid wholesaling methodology and towards the end of the episode he gives a stepbystep guide on how he pieces together every single deal. He does utilizing this hybrid wholesaling methodology. It's brilliant and I think that what he's doing should be shouted from the rooftops and so much that agents and investors alike can learn from this episode so without further Ado everyone. Let's welcome to the show Josh Janice Josh welcome to the gold mine thanks for the invite Danny I appreciate it dude you know I uh absolutely absolutely. I um I'm just I'm thinking about how I first came across your stuff because I've been following you online for a little bit of time here and you had a really successful episode. Am I right with with Bigger Pockets that's kind of how you started and uh like they you guys had like a a pretty successful podcast episode. If I'm not mistaken yeah. I kind of came from that in terms of my growth yep yeah so walk me through this man because you were.
•  I don't know how many years old but you were young you're driving door. Dash and now you are a very experienced real estate investor and all of this has happened in a very short amount of time so kind of walk me through what inspired you to take that step into the world of real estate uh given you know where you were at and like what inspired that change for you um when you uh when you like decided. This is going to be it for sure around four years ago. I was you know door dashing. I was taking Community College classes and I wanted to you know I had some money saved up some of my side hustles building duct tape wallets. Selling shoes Etc and I wanted to figure out what to do with it and you know I I stumbled across real estate as a potential idea to house hack and you know live in. One unit rent out the other idea um that led me to Bigger Pockets right because that's a really good resource to you know find information regarding finding investment properties find the right agent Etc and you know that led me to a local brokerage uh ring to the lineman who I met in person after meeting him on the forums and then that's where I'm at today that's kind of I started you make it sound so easy. But we know it wasn't and so what what challenges did you facing that transition from door Dash driver uh into making income in real estate. I know that you had a stint I'm not sure if you still do. But I know that you had a stin as a realtor. You were you were you making sales as well correct so uh how how how did you overcome the adversity and what adversity and challenges that you face in that transition period for sure. So I started in um September of 21 doing it roughly fulltime along with balancing school. I was doing a lot of cool calling to try to find off Market properties. I wanted to learn how to talk real estate. You know learn about the owners in given areas that I was targeting learn about. You know the prices and rents and sales comparables who's motivated who isn't and that's a lot of time and it's a lot of no money yet. So I spent a good. You know four months calling 20 to 40 hours a week not really making any money trying to figure this game out juggling classes and juggling door dash at night and you know that was challenging um. I' closed my first deal around like four months in that's why I decided to go all in. I stopped you know well all in with school a little bit of school still and I stopped throughing door. Dash I was just calling a lot more and uh I experienced my second level of you know really tough times to be honest because I put right around 10 deals in contract with some of the buyers that I had found on Bigger Pockets forums along with you know. The off-market deals that I was calling Sellers from and my first 10 deals fell out in my first three months of having my license and that was a killer because I you know I worked really hard connecting those two people. I obviously didn't know what I was doing very well. Then so it was a little rough I had to learn the hard way but yeah. So I don't know if you know much about my background. But I um I was a realtor and then I grew my real estate team. Uh at one point had 35 agents working with me and so I know what it's like to kind of climb that hill and and and you know it's interesting because 10 deals falling apart that sounds like a lot but like that that could happen to anyone um. Obviously the experience does play a part in it the question so the one of the things that comes up a lot a lot on this podcast I have a lot of guys that previously were in sales. I think a lot of PE people who are are Real Estate Investors. Successful Real Estate Investors have some sort of sales background. I'm curious how much of that rejection that you experienced early on in your career because if you're calling 40 hours of a week people don't realize how many NOS you hear and how many people are like super messed up to you on the phone. You know say every like say all these nasty things to how did that experience shape your eventual success and who you became as as an investor yeah. You know I took all those noes and you know a lot of my friends went to four-year colleges or you know and I was taking Community class colleges driving door Dash I did not feel like I was on Top of the World by any means I was trying to hustle trying to put things together and decided to start coold calling and I was getting rejection after rejection constantly and I really learned to figure out like don't focus on what you want when you pick up the phone kind of focus on what the other person wants and see if you can actually provide them a solution and I think that's really the biggest lesson that I learned Co calling a ton in the beginning. Is you know okay. Maybe they don't want to sell now but maybe they know someone that does or they want to buy something in this area or they need a new property manager or something and you know if you can be the solution to a lot of their problems. You're going to you're going to be there for the problems that you do want to solve you know. If you're a realtor you want to help them buy and sell a home and you'll be that guy when I was uh. You're what 203 23 23 okay so when I I got into real estate when I was your age so you are already well ahead of where I was which is awesome dude that I think that's so sick like the I think the internet has really just provided this um. This. This parody to the game where anyone you know northwards of like 16 years old can really start making uh like a massive amount of uh of money and and creating a a a foundation of success for themselves. So hats off to you man for for doing everything that you've done up until this point and um you know I think when I was around your age right so it was like 23 years old is when I got into it and one of the first podcasts that I listened to when I was studying for my real estate exam. There was this guy I don't remember the I don't remember the guy. I don't remember anything. But what I do remember is this one line and it's it mirrors the sentiment that you just uh that you just described which is. He said find a need F A need. The most successful salespeople find the need and they feel a need and what you just said right now find what other people want and offer a solution. It's the same thing you know and so it's so true like you're trying you know sales a lot of people think of sales as like pushing your agenda onto other people. But if you can figure out what their agenda is and then reverse engineer how you can help them you're going to have a lot more success not just in sales be but like in every aspect of your life because as I'm sure that you found out investing is sales oh yeah. It's the same game just different pieces 100% so let's walk back to that first deal. What was that first investment like definitely so that was around six months into being a full-time agent um I had built up a good amount of savings through selling I buil. I you know I picked up the pace pretty quickly and I bought a deal as it's a straight bur duplex. You know the bur method buy renovate refinance repeat um.
•  I think I missed R there oops but uh yeah people know at this point um. I think you got. I think you got it yeah yeah yeah 80k. Uh I put you know 40K into it that was the original plan. The contractor that I lined up to do the job didn't look at. The addict didn't notice that there was Electric live electrical wires sitting on the wood framing up top which is uh surpris Place didn't burn down but you know I had to rewire it. So that was a little expensive did learn a lot of lessons regarding contractors you know when to pay them how to check for references. Etc. That was my big lesson there so let's talk about the financing for that deal because I'm sure that someone is listening to this episode right now who is kind of in the same position that you were in back then how old like 19 1820 how old were you when that happened yeah. That was uh 18 months ago. It was actually not that long ago so like you were like 21 yeah 21 21 watching too so you're 21 years old and how does a 21y old come up with the money to buy a duplex. What what was the what was the capital stack like and where were you getting the uh the money from for sure so you know a lot of people get discouraged if they don't qualify conventional for conventional financing right if you don't have two years the same 1099 if you don't have like a W2 that pays high enough to whatever your area requires you know a lot. The Market's more expensive than where I'm at so I used hard money which basically if you have a decent credit score. If you got like 20K in the bank and you got a heartbeat. They'll get you the money. It's high interest. So you know it's 133%. It's a couple points. It's interest payments every month. You you got you got to get your stuff together. But it's a really good tool if you use correctly in the beginning to scale and to be able to buy real estate when you don't have you know. The correct qualification to me for conventional financing got it. So you you used hard money and uh how how does someone go about like if like. Let's say that someone is like okay well like how do I do like where can they find a hard money lender. What what are some resources for them to like go out there and find hard money yeah. I mean I would say you know check like Bigger Pockets that might be posting on like Facebook or Linked. In things like that you know I built up a network of some of them at this point. So like you know realtor will. Pro should have them if they're investment. Friend should ask them um ideally. It's been a lender that they've actually used themselves too so they have like an even bigger layer of experience to share with you okay so you use. Bigger Pockets is that like a free so like is that a free resource do you have to pay for Bigger Pockets or can you like find all that information on the on like the free version of the site. It's all free yeah okay nice so yeah and just to add to that too like I think that you know definitely asking your you know asking agents or whatever like if they know of hard. Money lenders the good ones will I think Bigger Pockets is a phenomenal resource like also Google. Literally Google hard money lenders and like uh tons of answers will come up. Now. I do agree with you. Josh like you should probably do some vetting and probably better to work with people that have worked with people that you know in the past right. Even if the rate might be a little higher um it. It's good to work with people that you know and also realize that everything's negotiable so if you're uh if you're talking to someone they. Uh they recommend you a hard money lender. You go find another one on Google that one's offering you something for like one or two points less uh go back to the original one and be like hey. I really want to work with you. You were referred to me. But someone else is giving me a better rate. You know can you match it and a lot of times. They will you know sometimes they won't but it doesn't hurt to ask right so uh speaking of which how have you um you know.
•  Since that time have you stuck with hard money are you using other financing sources and and how do you go how how do you go about Josh uh negotiating those financing options definitely um. At this point you know I'm very heavy hard money still so I actually can't qualify for conventional lending. Yet. I will in April when I have the second year of the same income but um yeah. It's been you know at this point cash for properties under 100K and then a little bit of private money in money for anything over that and just all value ads for the most part. So lots of Renovations lots of headaches lots of fun yeah and you know honestly. That's that's not atypical you know and and by the way like here's here's something that I want to add Josh you're you're in a market where the price points are kind of in that like where like 80 to 250 range. I'm assuming kind of in that in that ballpark right so my Market's. Like the average sales price is like 1.2 you know um now. When I was 23. The average sales price was like 850 right. So it's it's gone up dramatically but but but the truth is is like even in those markets. You can still do. The you can still do these deals now you're not going to do as many of them all right. But you don't have to do as many of them in order to kind of net the same amount. So you can still find hard money. Now. The other thing too is that a young guy like you if you had chosen to go into a market that's more expensive maybe the only other thing in correct me. If I'm wrong maybe the only other thing that you would have had to find is some sort of Capital Partner or someone who has you know a a decent amount of money. Has a you know a bank role or some sort of like personal financial statement that they can show to kind of back you up and then you can go in on it together right um. But you're doing the leg work The Sweat Equity. They're providing the check Equity but it's still possible and that's what I want people to understand and uh not sure if you've interfaced or talked with anyone. That is uh that has gone that route in a more expensive Market um would love to hear if that's if you've if you've had that experience or talk to people that that have had that sort of experience of what their strategies were. I have not but I'll touch on something else that you're talking about you know especially if you're newer if you don't have a ton of money right. I think there's really three pillars to scaling and getting deals in real estate number one. I think is knowledge which anyone can get if you don't have it. Yet. You just got to read you got to talk to people in your. Market go to local groups. You know listen to investors in your area. Look at sales comparables rent comparables start making connections. Find lenders. Title companies Etc. If you know everyone and you know all the prices. People will bring deals to you because you're going to be able to make connection to get things done even if you don't find deals. If you just know everyone you can get there slowly but you know it'll it'll pay off dramatically. I think number two is the deals right. That's the one that I decided to go after in the beginning Co calling straight to the owner banging. The phones trying to make things happen one to four units in my market and I think very similar in other markets. You know it's really hard to get a 20 unit if you don't know anything and you just call the investor because they're probably pretty sophisticated. But you can call it any single family owner right or a duplex owner and they're more likely to talk to you. If compared to somebody that's super sophisticated. You don't have to be crazy or anything like that and then I think the third pillar obviously is money if you have money people will bring deals to you so love. It man yeah that those are some really valuable insights and and I would agree like you know if you have even if you have one of those three you can do deals in real estate right if you if you have two of those three. Then you can do those deals in real estate and likely have a lot more leverage right. And if you have three of all three of those then yeah you like cooking right but uh yeah. Even if you can bring one of those three at the table you can participate in deals in some capacity right. Like um.
•  I think one of the biggest mistakes that I made as a um as an agent when I was younger is I was chasing commissions and I wasn't really thinking about taking equity in deals. Um have you has there been a time in your uh young career now as a as a real estate agent where you have forone commission or or chipped in commission into deals with investor clients of yours to take upside on like the equity play have you negotiated anything like that with any of your investor clients yeah. So I haven't really investigated or sorry I haven't invested in like any syndications at this point. So I haven't done any like GPS or things like that but you know if I have an investor that's consistently buying with me you know. I'll cut the commission sometimes to get the deals done or on the backend sale or whatever because I kind of value the relationship more than the immediate cash that's on the realtor side and then on the investor side. The my other partners are realtors as well and we don't really take commissions on any of our purchases or sales so that kind of doubles the margins on all of our transactions moving forward and that helps the equity position as well. Yeah 100% yeah and that's kind of what I was getting at is that if you're the one for example bringing the deals right um a lot of times. Realtors think like okay I bring my investor the deal and I make a commission but I would I would encourage all agents to think outside the box and be like hey how can I negotiate hey. I'm bringing you. This deal I would like commission plus 5% Equity Plus plus 10%. Equity see what you can negotiate because these are things that you know might not seem like a big deal but you're like oh well. You know. It's a maybe. The the equity play is like you know 50 Grand well negotiating a five. Uh you know a 5% Equity play on that that's an extra $2,500 and it also ties you in more with that investor for example right like just kind of spitballing with you. Here if you've got that if you've got that Equity play and you're like hey like I'm going to maybe maybe I'll maybe I'll invest 500 or like a thousand of my commission into this deal right. But I want a 10% Equity play okay. Now here's the cool thing when we go to sell it because I'm assuming these are flip deals right if they're not flip deals. Then maybe this doesn't work right uh but if it's a flip deal then say hey like I'm gonna I'm going to relist it. We'll like we'll cut the commissions on the on this on the listing right as well um but now I'm a 10% Equity player and now I'm even more incentivized to get you the highest possible price because the more you right so like now I'm a true Equity partner in the deal and um dude. I wish I wish I had done that when I was younger because I I helped a lot of flippers I made them a lot of money and and the only thing that I have to show for. It are the commissions that I made but if I was smarter wiser there's a lot of agents that do that they might they're not. They don't advertise it. Right like these agents don't advertise that they're doing this with their investor clients. But I promise you the best ones. Then the like the savviest ones absolutely are because if you have access to those deals uh there's a price to pay for that and it's not just in the form of commission at least not in my opinion. I like that that's smart yeah man you know you got you should do it bro like you're young man. You just tell them. Hey listen. I got access to all these deals. But it's gonna cost you and it's not just commiss you know so the the only thing is just the paperwork. That's what that's what I would drive a little nuts. But I think in the beginning that's that's huge you know you can stack those up. You put pist together and you can take all that equity and buy your own house yourself. Yep 100% 100%. So let's switch gears a little bit. I want to talk about numbers understanding deals and and really being able to to analyze a deal and understand whether or not. It's a good deal you know and typically this takes a lot of practice. A lot of training so how does someone as young as yourself in such a little amount of time go from noice right um because at some point you nois to being able to to analyze and look at deals and understand them at a high level um. How did you develop that ability at such a young age. I honestly just really really really focus on sales comparables and tried to figure out in. In this market. You know what things are important garages number of bedrooms square footage layouts where it is on the street driveway. No driveway parcel size like all that stuff and I over time like pretty quickly picked up on those changes and as an investor. If you find a deal that you got to renovate and you really know the sales comparables you really lower your risk in terms of where your arv is going to be where your sale price is going to be. You know the biggest condition as long as you actually get the property to that standard in terms of renovation quality. Long you can get it there and you really know the comps like it's just. It's bread and butter you just keep doing it over and over again. It's pretty passive like you know. I'm doing. I know probably like my 70th deal or something at this point and it's like it's the same deal.
•  I did the first time I just have done it over and over and you can shrink your analysis. Time by by 100 you know yeah and you actually talked about that a little bit at the beginning and I'm glad that we kind of circle back around to it. You use the word expert and and I think that you know expertise isn't necessarily defined by the time frame that you've been doing something but rather the amount of hours that you've put in and in the amount of time that you that you've been around. So you can really accelerate your expertise by doing what you just described which is you know becoming a student of the game and um and that's interesting that you you know kind of embrace this idea of becoming a student super early on in your career because clearly it's paid dividends and you know comps are comps dude like anyone can pull those it doesn't take a lot of work to do that it does take time though you know it takes. It doesn't take like a lot of I should say like skill or whatever. But it does take a lot of time and that and that time develops into um the ability to to kind of look at things at a higher level and and and then it does become a skill you know so that's interesting man so you talk about this hybrid wholesaling methodology and I want to understand what you mean by that and share you know what that what that looks like at a high level with the audience yeah. So it's basically the typical wholesale method but. Instead of me putting the property under contract I just take all the information you know pictures. Videos rent information information on the roof. The capex ETC I package that together and then I present that to the investor investors that I'm working with and then if they like the opportunity and they want to offer on it. I just write up a contract present the offer to the seller and then they'll accept or deny or counter whatever the case may be. But it's a lot more ethical at least in the state of Ohio uh because you're really not supposed to wholesale as a licensed agent to other you're not supposed to do a general. But you can't really represent someone if you're wholesaling the property to them. In this case. I'm just presenting them. An opportunity is to keep my standard commission in there. That's just same thing over and over again and I can represent them. That's awesome. So you're you're kind of using uh your cold calling then to do a couple of things. You're you're you're vetting the properties you're like okay. Like is this a deal that I want to do if it is great. But if not then let me take some pictures everything and and uh I'll come back. You know that's a really great strategy man. How many of those appointments do you go on per week and what would you say that your average conversion ratio is either you buying the property or you being able to successfully hybrid wholesale it to an investor. So when it was just me coold calling no I didn't have on my team. Let's say for every 10 properties that I got good information on the seller would take a price and it was within a reasonable range where somebody might offer something close or asking. I don't know maybe I'd buy one and then I'd sell like two something like that and then the other 30% basically like 30% of the ones that you got inside the door. You either bought them or. Someone else bought them and there's another thousand that didn't get in the door because it's hard convert someone over a c call in the beginning one out so one out of 30 you convert or one out of 10 you convert two out of 10 you go and you pitch it to your wholesalers or your your investors. Now like this question just comes up in my mind naturally right like well what if you know what if the investor Cuts tries to cut you out of the deal right like what if you give them all the information and then all of a sudden. They're like gotcha. Josh right so yeah that that's definitely a risk. So uh you know. I had an attorney construct a fire agreement it's not exclusive. It's the big thing I tell everyone in the beginning I'm not trying to lock you up right away. It just says that you're going to use me as an agent for any deals that I present you in this manner. So um gotta that that works I I have not had anybody cut me out out of 400. Almost you've done how many uh I've done around three. I've sold around 35050 houses in your first two years yeah. Oh my goodness Josh dude like let's talk about that for a second you sold 350 houses in 24 months. Yes yeah yeah 2022 was around 130 and then uh last year was like right around 200 holy cow and then you're also investing in deals you're also going on all these podcasts dude like that is that is tremendous now are you doing this all yourself do you have a team now that goes out and helps you like what does that look like the the the infrastructure of your of your company or your team yeah. I mean you might laugh. It's. It's pretty much me and two virtual assistants that kind of run the majority of the show and then you know I have people that help find deals and then I have a property manager for my properties and then I have a contractors. I don't contract you know I don't I'm not out there swinging hammer and doing things like that but you know the core Administration communication put deals together. It's you know I basically use my computer science background to build procedures. Really tight. I I have decent followup systems put in place and I just between me two virtual assistants. We can we put it together all right so now I need to know let let's walk through like the typical life cycle. Let's just say that this is something that you're that you're hybrid wholesaling or that you're selling to your clients or whatever cuz I have to imagine that like for every deal you do yourself you're probably selling like like four to five houses at least right um so the majority of them you're selling off either buyers or you're. You're doing like no. So does the 350 include like for example if I put a buyer and seller together uh like kind of what you just described. Those are just houses so yeah. I actually I doal rep most of them. But it's it's like 350 individual houses that I sold I didn't buy okay got oh 350 that you've sold not purchased yourself and one house counts as one transaction. You don't count those as two sides yeah yeah yeah. Otherwise it' be like 600 or something yeah. Gotcha okay wow all right so let's just let's just back up here for a second. If I'm a one of these uh you know sellers that you're working with right now from the initial contact through the time that you get that you close the deal walk me through like a typical life cycle like you go like you you call them I'm assuming that you have like some sort of like maybe pre-listing packet or like something that you deliver to your door um. And of course I understand that it varies for every single person uh for every single seller but like walk me through what that typical process looks like how many touch points and everything it requires including follow-ups so if like you know I would love to know just kind of like what that what the average life cycle looks like yeah yeah so my uh prospecting has really evolved. Since I started so I'll kind of like talk about when I was in the phase of doing zero to five deals. A month there zero to three Deals a month even right that's just I'm just pulling a list of 500 homes in a given area. 250 homes hitting them and you know I'd put them in like a hot category uh you know medium or a cold based on my conversation. A hot guy has a price and he's going to give me pictures tonight or tomorrow a medium guy. You know he knows his rents. He gave me his information and what I'm saying now generally occurs over the course of the first one to three calls um. You know the hot person. I'm gonna follow up with almost every single day. The the medium person when I say follow up I'm G to call them if they don't answer. I'm G have use a text template. I have like 50 text templates that I use that all kind of gauge around the same thing which is I'm interested give me this information that I don't have yet that you didn't tell me that I'm waiting on. Uh. You know the medium person I'll fall up with every week or every other week and then the cold person that's depending on how big of an investor.
•  They are so if you know if he's got 30 homes and he's old he doesn't want to sell to me. Now. He probably wants to sell. He just doesn't want to sell with me so. I'll probably call that guy every two weeks or something like that and just try to build rapport just figure out what he's trying to do in the beginning. I think what really helped was I wasn't just trying to sell your home. I was like hey. I'm coming out of college. I have some money saved. I see you bought this home. How did you get it right. I'm just trying to learn and I came from a learning point and nobody really coold. Call is your home to learn how you bought it. They want to say I'll pay 200k cash for it right and you know that kind of threw a lot of people off and you know the old guys something. Some investor told me was that I kind of uh you know relied on was. A lot of the really successful investors are kind of lonely because they're friends did not do the same thing and they're 50 and 60 and they owe all these homes and they make a bunch of cash flow and they're in a great spot. But they have no one to talk about it with their family doesn't know the sophistications of it. Their friends are in the stock market or they have a W2 or whatever the case may be if you're a young kid and you're energized and you want to learn and you're willing to meet up with them even like they're going to pour energy into you because they're looking for that. That's super interesting and you know what you're not the first person to that. I've I've spoken with who has kind of used that like backdoor approach right so instead of coming right out and asking like are you going to sell your house to me will you sell your house to me pretty. Pretty please sell your house to me. It's more of like a hey you know just out of curiosity. I'm I'm I'm you but 30 years younger. You know how did you do it so that I can learn that's a very interesting approach. How do you transition that conversation. Then so it's do you do you meet up with them. Like do you have like a coffee meeting. Um are you just kind of following up with them checking in every once in a while like and and and how do you if ever kind of transition or pivot the conversation from uh you know educate me to uh. Let's do a deal together yeah. You know the more I learn about their situation their buying schedule. Their life situation I kind of make judgments based on that you know there's if their their kids are already out of college and they're kind of settled. That's a long-term play. I'm not going to get anything done for six months 12 months Maybe. But I'm going to really try to learn from them. I will try to meet with those guys right uh. You know try to figure out their property managers or whoever is on their team something to note. Though I think something that really helped with my scaning success is I tried to never leave my desk ever. I never go to any properties. I don't even go to my own properties. I think you make the most money in the beginning when you're just on the phone trying to make happen roughly. So you know I try not to uh meet up with too many people. I try to keep that selective you have to really be like you know you have to really be protective of your time as a realtor because people will suck it up yeah 100% so so hold on a second because now I'm like you just kind of confirmed something that I was about to get to so what you're telling me is that you sell these houses usually side on scene yeah so like I'll have somebody in my team bring a deal if it makes sense wow. I'll put I'll put together marketing page. I've already done. The dueil somebody on my team or the seller took pictures somebody saw it at some point already not me. Then I send it to the investor have a conversation get it offer into the seller and then they have an inspection done. I don't go to the inspections they have an appraisal done. I don't go to the appraisal and then it closes yeah. I don't go to any properties ever so. If the so what you're saying is that you you either so through a series of phone calls. What I'm hearing you take a a cold lead. You get them to a point where they're giving you all the information that you need on the property including pictures and a price. You then package that up and do a little marketing thing you you blast it out to a couple of your investors. Or is it just one guy that you're working with super close at this point uh no no it's I work with like 200 people okay. So you got a wide network of investors then that you're that you're basically blasting this package off to and and um if any of them raise their hand and say yes I would like to go see it or like are they buying it side un scene as well or are they TR getting in there or okay gotcha. Most of them are out of state so they don't live. Here. They want you know what what I preach as a realtor. I think as an investment realtor. It's like my job for you is to help you find properties and learn the area. Right I can go to. The property take a video and things like that. But I'm not a contractor. I don't know if the roof's in bad shape or the walls are caving in or if the furnace bad that's what your inspector is for so. I try to preach who does what job. I'm just going to do this role that I established in the beginning and really I get very little push back gotcha so then at that point you. Uh the investor says I'd like to offer this much you write up the contract you present it to the seller via phone right um and then they're either going to be like yes. No. I'll think about it. There's some negotiating back and forth and then they accept the contract and then at that point. You're you're your due diligence or your. Your inspection period begins correct yep yep yeah okay wow so that is um that is insane dude. I mean honestly like that's awesome and like I think that's brilliant. Also like I've I don't think I've ever heard of anyone being that efficient and that streamline when it comes to just like taking listings because what you're doing is basically you're matching these two buyers that's completely off Market. That's um. That's phenomenal man that's brilliant good for you. I love it like like when you're off market. Like you you're the only agent involved. So you make more money which is great. I like that but what I really like is things go a lot smoother. There's no other agent that you got to have some like Bully or ego or weird thing going on. It's more of relationship based and you know there's off-market sellers. I consistently work with and I can talk to the investors I'll be like dude. This would be like the sixth home I'm I've sold from this guy off market. Like you could talk to the other people that bought the other ones. They're doing good and you know. It's. It's it's honestly pretty smooth. I want to go back to something that you just said because we glossed over it because I got excited but I want to go back to it. Is you make the most money by staying at your desk and and devoid of any distraction. I think that's so important and so powerful and something that you know honestly.
•  I think that a lot of Agents could learn from and people who are investors too like if you're. If you're trying to Source deals yourself what Josh is doing by the way agents can use. Investors can use wholesalers like this is a methodology. A practice that basically anyone who has any interest in investing in real estate can leverage and utilize. So I think that's awesome um wow that's amazing man super uh super glad that we that we got to explore that because I wasn't even planning on on kind of diving into how you piece together those deals but like that's pretty impressive. So I have to imagine that at this point you've got some pretty good system styled in in terms of like you know you get your like the sellers send. You all this information your vas probably are the ones that are putting like the you know offering memorandum for lack of a better order like the package together to like blast out to your to your people. So you've got a pretty dialed in system. It sounds like to where you're on the phone how many hours a day. Now. At this point I haven't call called for like a year consist I mean my role at this point is basically call. The buyers that are really interested in you know if it makes sense for him try to get him in contract and if I got a seller on the fence call them and try to use the skills that I built up to get them on the same page if it makes sense for them. So what I'm hearing is that you have for a year you did a bunch of gold calls and those cold calls have created a a big enough database to where now you can just put. These deals together without having to make any more cold calls yeah because especially off Market you know if you do a deal with a seller and it goes well you know they might sell you their next home. They probably got a guy or a friend somebody in their family that wants to do the same thing and it just it just spreads like wildfire and but the thing is you got to bring them good buyers. So in the beginning my first 10 deals fell out. I brought them bad buyers and I got bit and I lost some relationships but you know that's why it's really important to that your buyers. If you are a real estate agent listening to this right now and you're thinking to yourself how the hell am I going to overcome this new commission lawsuit and like how am I going to continue to conduct business uh with this new commission lawsuit um listen to what Josh just just described like 50 times over and go do it. You know go listen to it enough times until it inspires you in action because that's exactly the kind of methodology. It's exactly the kind of business practice that's going to protect you from you know becoming a quote unquote victim. I don't believe in being a victim but some people uh obviously do becoming a victim to the uh to the new rules that are going to be in place. Following these uh commission lawsuits because dude you've just insulated yourself from any sort of your business is protected like the way that you've structured it and built it. Now like that doesn't that won't affect you whatsoever yeah. It doesn't it doesn't matter it's because it's like it you know if you want to pay commission. You won't get any deals. Someone else wants to deal and they know I bring the deals yeah. I I I think it's a very very very repeatable model. I don't think this is like something that this oneoff weird thing that I'm doing that no one else can do and I know because I've I've been training people and they're doing the same thing and they're scaling up and they're doing the same same thing that's amazing man so when you're um when you're talking to these uh you know these end uh these sellers right. These owners are you more targeting the owners who have CU you said they have multiple properties. So you're you're are you targeting a lot of investment properties and is that like the the main uh. Focus your all investors yeah. I don't work with people that buy their primary home and the reason why they own multiple is just because the homes are cheaper. Here you know. It's you got a lot of money to buy five homes in your Market. Here. It's not that hard if you do it over 10 years yeah 100% 100% no and and by the way like that that makes a lot of sense to me. So I think the next the next step is like okay. How how do you how do you replicate this in a uh and and and honestly there. There are ways to replicate it if you can segment out list for people that have owned their home for more than 15 to 20 years. You know you'd probably find a lot of people who would also be uh willing to do something similar because you know in my experience at least if someone's owned for that long. They typically their kids are out of the you know the kids are out of the house. A lot of these houses have been owned for so long. There's like kind of like quarter houses. They're not fit to be uh. They're not fit to be to be sold. You know the you know the take. Some pictures put up some stage you know put some staging up take some pictures and and put it on MLS kind of thing um. A lot of these properties are actually right for for deals like this so I'd be curious how you know if someone listens to this podcast episode and and kind of deploys that and adds you know those those basically like lifers in the home. Obviously there's some people that are going to die where they uh where they uh where they own. But there's there's a subset of those individuals or those those primary residence owners that um that do sell you know after they've lived in the home for like 15 20 years have a a decent amount of equity but not too much if they own it outright. They're not going to sell it. But if it's like you know 20% Equity to like 50 or 60 and they've lived there for 20 plus years. Chances are they've been pulling out some equity and they're going to need to sell at some point yeah and and I think a really simple way to pull motivation if if you're struggling is go to the local auditor that has all the records of all the sales. I'm not sure if that's that's how they call in my area. Just look every single home has been sold at least once. Basically. Some of them have been sold 20 times. At some point. Every home will sell at some point right so it's your job to just be there and if you can talk to his if you can talk to everyone in your market and everyone knows you you'll sell everything. Just get as close as you can to there the best way to do that is to get on the phones in my opinion 100%. So Josh we're we're coming up on time. Here. I want to be uh want to be respectful. Here of your time I got a couple questions here. The one of the last ones here is uh what are you seeing in the market right now and and what are your plans uh for 2024 both on the sales side of things and then also on the investment side of things. Fair. Uh I think you know 2023. This was the stat that I was told it might not be true was the least amount of homes sold when adjusted for population ever in American history. I think for the last 100 years or something I forget what the metrics were. I believe that you know I think it's going to go up. It's not going to be worse than that especially with potentially rates coming down so you know I think prices are probably going to go back up. A lot of buyers have been on the sidelines so as a realtor. I'm just kind of doing the same thing. I can't that I've been doing trying to find more deals um as an invest. As an investor I started a couple or two development companies that basically buy stuff renovate. It make a turnkey and I sell it to my investors that want TR key from one to four units. So I'm trying to double the production on those two companies and uh as just an investor you know my goal is to get to 250 units by the end of the year. So um yeah dude. I love it man. I love it dude no that that is um that's super inspiring man for for um for anyone. Who's listening to this and and it's dude like 23 years old doing what you're doing right. Now. I you know and I'm sure that you would corroborate this. It's it's you just got to do the thing and if you do the thing like it's gonna. It's GNA. It's going to happen now obviously. Like I can tell you're a polished dude. You've um you clearly give you you clearly give like an aura of confidence which goes a long way when it comes especially when it comes to listings and work with sellers. Sellers gravitate. They just it's like a magnet that confidence draws them in but at some point dude you just got to do the work and that's what you've done and and the results are there so um congratulations man. That's awesome that's super like when I started. Co calling you know I was doing it like in my closet. Almost at home. I was scared getting yelled at like you know experience is huge. I've had like 50 people come to my office since the the Bigger Pockets podcast that I went on locally they're like man. I saw you can. I get involved you know I I show them here here's how to start. I'll give you a list. 45 of them didn't even do anything and like a couple of them stuck to it for at least a regional amount of time and like if you stick to it. I think it'll pay off 100% well in typical Gold Mine fashion. Josh we're going to have you leave the audience with one final gold nugget. I think in investing if you know don't try to reinvent the wheel if there's somebody in your market doing something that you want to do just look at what they're doing and just repeat. It don't try to do something crazy crazy different. It's it's yeah. I love that I love it uh. If if it ain't broke don't fix it and if it worked for them it'll work for you. That's awesome brother. That's awesome go Josh thanks for stopping by man. It was a pleasure thank you I appreciate it.