"Your Last Win Is Your Worst Enemy" — 500+ Deals, 37 Units, 700K From ONE Deal — Wholesale Blueprint

insight or knowledge or wisdom to know this could be a potentially multiple six-figure one deal. Let's talk about your You spoke about your coaching student, you know, who made a deal with He did a 100 105,000 dollars from his first one. Yeah. I guess two guys were outside of the complex and somebody did a drive-by shooting and they got hit and they ran into one of our units. And they were just bleeding there, dude. Bleeding in

your unit? >> Yes. Why did it take you eight months to get your next deal after that? So, I closed that first deal and I thought it would be, you know, I thought I didn't have to invest back into my marketing or back into my knowledge. I just used that money to pay off my debt. Earlier this deal Earlier this year, we we closed like a 260,000 dollar wholesale deal uh for raw land, you know? Um

and I feel like that's something that a lot of people are not really targeting They're really not targeting it, man. It's usually Look, the biggest the biggest deals It can cloud your judgment sometimes. >> Yes. >> what I mean? Yeah, man. You know, it's from what it sounds like it's almost like ego got a little bit in the way too, right? >> 100%. You know, you know something that I always say is that your last win

is your worst enemy. Welcome to another episode of Pick Up The Phone Podcast. I'm your host Oswaldo Yanes. I'm the CEO of Bankster Coin IO. I specialize in helping companies with marketing and AI. Today's guest is Wilny Giffard. Wilny has closed to over 500 wholesale deals. Um he consistently closes six-figure deals including um a record one that you closed for 700 grand. I really want to talk about that deal. And you own 37 units. Um you

also have a really great project that I think will has a lot of good learning lessons in it that I think a lot of the viewers could um, take a lot of gold takeaways from it, the 21 unit. Um, but uh, Lonnie, thank you for being here, bro. Thank you for having me. Absolutely. So, um, man, where do we start? Let's start at the beginning, bro. For sure. Um, how did you get started in real estate,

bro? Ah, man, um, great question. So, I first got started in real estate back in 2015. 2015? Yeah, so almost a decade, more than a decade ago. Yeah, um, I came across a video online uh, of Sean Terry, right? He was the only guy preaching wholesaling at that time and, you know, I bought I bought his book. Eight months later, bunch of trial and error, yeah, closed the deal, my first deal, maybe like 2 weeks after

uh, graduating high school. 2 weeks after graduating So, right after graduating high school, you started reading the books and went right into it. Yes. That's That's crazy. But I didn't get another deal for like another 8 months, you know. >> yeah. Yeah. Sucks, but, you know, part of the journey. Yeah. So, let's talk about that real quick, man, you know, it's 2 weeks after you're graduating high school. Let's Let's go back in time real quick. Uh,

you just graduated high school, you read this book. What's the name of the book, by the way? How to quit your job in 19 weeks or less. Nice. Yeah. That's great. So, what did what did it teach and what process did you follow to have success? Really just the process, you know, the the process of finding deeply discounted real estate and assigning it for a profit, you know? I saw I saw Sean Terry uh, post like

a $10,000 check and I was blown away at that time. I was like, believe I was uh, I believe I was 17 when I originally read the book and and yeah, right it was a following year that I actually closed that deal, 2015, you know? So, it took it took me all that time. Literally, all my senior year was consumed with real estate. Really? Nothing else. I blocked everybody that wasn't having anything to do with closing

a deal or getting better, you know? Yeah. So, it worked out, you know? How did you find your first deal? Craigslist. Craigslist. Craigslist. >> Yeah. Someone was selling their property on Craigslist. Uh so, I made a post on Craigslist saying that I buy houses this and that. Yeah. And um some guy named John Henderson called and he told me, "Yeah, I got a property I'll sell you." And um I tied it up for 50 grand. I

sold it for 53.5. I found a buyer for 53.5. Yeah. And you know what's crazy, man? Um 2 weeks prior to me signing that seller, Mhm. you know, signing the seller contract, I stopped at a for sale by owner house, yeah, you know? And a potential buyer for that house was there and um she introduced me to her mortgage lender Mhm. 2 weeks prior to me signing that contract and that and that mortgage lender was the

one that ended up ended up buying this deal from me. No kidding. >> Yeah. So, synchronicity, huh? Synchronicity, man. Everything happens exactly at the time that it's supposed to happen, you know? >> Yeah. And I and yeah, looking back it's pretty it's pretty crazy Yeah. how, you know, how that how that came about, so. >> It's always it's always like when you're ready to get something done, like everything will always align for you to be able

to achieve your goals. >> 100%. >> got to make sure you put in the effort for it. >> Exactly. >> did, right? You you were in it for like the full senior year and you're able to get that deal. So, let's talk about um what happened next, bro? How Why come did Why did it take you 8 months to get your next deal after that? So, I closed that first deal and I thought it would be,

you know, I thought I didn't have to invest back into my marketing or back into my knowledge. I just used that money to pay off my debt. And uh it it wasn't until 8 months later that I closed my second one. Um and I can't remember her when that where that lead came from, but but yeah, I think I was already here in in Houston Oh, yeah? Yeah, by the time that second one closed. >> Yeah,

so you went to high school where? Where you from originally? Uh I'm from Broward County, Florida. So, like south uh a little bit north of Miami. North of Miami? Yeah. Deerfield, Deerfield Beach, Pompano. So, you you were born and raised over there and then uh what made you come to Houston? So, in in between that whole senior year, I spent majority of the year putting sellers under contract but backing out. And that did something to my

confidence, you know, cuz I would lock up these high contracts, you know, and I would send it to investors and they'd be like they'd be like, "Are you crazy? Where are you finding your numbers?" And it kind of yeah, that kind of brought me down, you know? So, I thought it was a good idea, man, let's just start from scratch in another market. So, I would say maybe four or five months after graduating high school, that's

when I I drove 1,200 miles to Houston. No fam no friends, no family, no nothing over here, no connections. And um yeah, with the sole intention of being a real estate investor. Yeah. You know? And it Thank God it happened. Yeah. Yeah, I mean everything seems like to have lined up for you, so Yeah. >> it worked out. Glory to God, man. Yeah. Um dude, that's got to take a lot of courage, right? Like just uh

mental fortitude to pick up everything, come to a new city, you don't know anyone, and you just walk in, you're like, "Hey, I'm going to I'm going to make it out of here." >> Yeah. What was your thought process like? Um great question, man. So, my thought process at that time was I don't want to be a leech to my family. >> Mhm. I don't come from a rich family, and I'm over there sleeping in their

house. I can't pay rent. >> Mhm. I'm not buying any food. I don't have any bills under my name. I don't want I I don't want to burden my my family, you know? Um so, I've always Yeah, I mean, that's that's what that's what was running through my mind, and I said, "Man, I'm going to just move. I'm going to just move out of here, and and um and see what happens, you know? So, yeah, it

was it was quite quite a trip. Um but, but yeah, eventually I got to Houston, and I found a job as a cold caller at a real estate company that sold wholesale multi-family. And that's what really got me, you know, into the groove of things. Talking to sellers and whatnot, and looking at deals. Yeah. Yeah. Nice, man. And um so, that was when you moved over here to Houston? Yeah. Okay, cool. Were you able to get

like uh where were you living? What was your living situation like? So, as soon as I got to Houston, I I slept in my car the first day, then I went to hotels, and eventually, I think it it was like a week or a week and a half later, um I found a room for rent on Craigslist. >> Mhm. And it was 450 bucks. I'm a young guy. I don't have no bills, no no kids, no

nothing. Yeah, let's do it, you know? And yeah, I moved in into that uh into that room, and Yeah. and yeah. But, I think that forces you to grow up really quickly, huh? A thousand percent, yeah. Yeah. Yeah. Yeah, I I grew up very fast, man. Uh when I was 15, my mom you know, she was pregnant with my little brother, and she didn't have uh the resources to help me buy school clothes or school stuff,

right? So, I started working at at 15. Yeah. You know, as a uh you ever seen those guys that are like on the corner of streets with a big old sign? Yeah. Passing out flyers and whatnot. Yeah, that was me at 15. You did that? Yeah. Yeah, I did that for I did that for a few months, and then uh then moved into McDon- McDonald's. Yeah. You know, for like 2 years. Yeah. And uh yeah, man.

So, I've always been self-reliant, you know. Go-getter. Yeah. Absolutely, bro. Yeah, man. So, uh let's talk about your second deal. How did you find your second deal? If I'm not mistaken, the second deal came from I know it was a pretty uh good one. It was a $20,000 deal. It was a uh I believe this was a direct mail Yeah. letter. Yeah, cuz once when I was in that that room that I was renting, I would

literally handwrite a bunch of letters Yeah. to a bunch of different properties. Right. And um yeah, come eventually, a seller called, and they had a triplex out in out in Pompano back home. Yeah. And um and yeah, I put her under contract at 70, and I sold it for 90. 90? Yeah. 90,000. I made 20,000 bucks. I was working with Boris at that time. Oh, yeah? Yeah. Yeah. Yeah. Um And uh it worked out. Yeah. So.

That's awesome, yeah. Boris is a great guy, man. He's a great friend. He's uh he's a mentor of mine. He's He's taught me a lot in commercial, too, man. So, >> 100%. I uh shout out Boris, man. He He's taught a lot of the the lot of the guys out here in >> Oh, yeah, bro. That's a That's a OG right there. >> That's a triple OG right there, boy. >> Um dude, badass, man. So, you

got your second deal. What happened next? What What was your next steps? So, the next step after that was try to do it again, you know? So, I would go I probably went like a whole year, 2 years just doing a deal every other month. Yeah. And um and not really investing back into my education, you know? Mhm. And eventually I got homesick. I left back to Florida. Mhm. And I went and got a job, you

know? I went back to a 9-5 as a leasing agent at a at a at an apartment complex. And um and yeah. If you're a real estate investor in Houston, Texas, you need to listen up. Andrew Faught with Renovō is the number one lender with DSCR 30-year fixed loans. He can do one to four family. Um he can do five units, plus he can do commercial, anything you need. Andrew Faught is your number one source for

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sold in as little as 3 days. So Kason Sullivan works for the number one buyer in all of Houston. Um this is called New Western. It's a massive operation. Um they have 20 to 30 dispo agents working around the clock to sell your deal as soon as you get it. All you need to do is uh if you have your deal, call up Kason. Um if you give him just 2 to 3 days, if you give

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Um you can reach out to Kason at 409-527-1115. How long did that last? That lasted a year. A year? Yeah. And then that's when I came back to Houston. Yeah. And um invested into a mastermind that really just exploded everything for me. >> What mastermind was that? Uh Carlos Reyes and Sal Shakir. Alex Eins. Uh they had um I forgot what the name is, but they had a mastermind for like five grand. >> Yeah. And um

I remember I remember you know, before that when I got uh when I was in Florida, I closed a big one over there. Uh uh after a year of being at the job, it was like 36 grand. And I used that money, I took my ass back to Flor- uh back to Houston and I saw that they were that they were selling this workshop, like a mastermind type of thing, and paid paid them five grand, and

I left It's Arizona. Yeah. to really dial in on my on my business, actually create a business, you know? >> Right. Right. >> Yeah, so So, what did that teach you? What were the lessons learned? It taught me a lot. Yeah. Yeah, it taught me a lot, man. Uh marketing, hiring, um systems, processes, you know, how to hire callers, how to invest in marketing, basically. That's actually where I met my first business partner. Yeah. Yeah, so

Very cool. Yeah. >> So, you met him at the mastermind? Yeah. He was literally sitting right next to me. Really? And he's from Houston? Yeah. >> What are the odds? It's crazy. Yeah. It's crazy. You see how everything just aligns, dude? >> That's synchronicity. Synchronicity, man. Everything is supposed to happen exactly how it's going to happen, you know? So Yeah, man. Yeah, man. Amazing. So, you guys met, and then you guys get back to Houston, you're

like, all right, let's run it, let's uh partner up. You guys started doing deals? >> Yes. How did that go? So, it went well. It went very It went very good. Um we uh we did a lot of deals that first year back, uh you know, back to Houston with this new business partner. I think we we sold maybe we did maybe like 400 grand in assignment fees that year? Yeah. And um and yeah, man, it

was uh it was pretty cool. It was the first time actually running a actual business with employees and and systems, SOPs, all that type of good stuff. >> Overhead >> Yeah, oh yeah, yeah. So >> had a podium built out and everything. Exactly, yeah. I was on podium at that time, yeah, man. Back in the good old podium days. >> Exactly, yeah. Love the flow. Yeah. >> Call Omar. Hey, Omar, we need to program this. 100%.

>> Yeah. Yeah. That's awesome, man. That's awesome. So, what what was during this whole process, right? What were your biggest learning lessons throughout? You know, it seems like you're having a lot of a lot of changes in your life constantly, bro. It's not like just linear, you know? 100%. >> whenever the gurus talk about it, when they say it's supposed to just go straight up, bro. It's It's not like It's not like this, man. >> I

wish it was like that. Yeah. So, so what was your thought process like during, you know, these ups and downs and everything, moving back to Florida? What was that all that like now reflecting on it now? Looking back at it now, man, I would say that um the only you know, I never had analysis paralysis. So, I feel like that right there, just being willing to take action and not have all the pieces to the puzzle

figured out, it worked to my benefit. So, I guess looking back um the thought process was just gratitude and take action, you know? You got to be grateful for where you're at, but you still got to take a crazy amount of action, and you just can't be You can't You can't be afraid to fail, you know? Um it was a big hit to my ego back when I went, you know, after making $10,000 fees, $20,000 fees,

to go back to a job, but I knew for a fact that it was setting me up to succeed, you know? So, I never I I was I always knew that this was a temporary setback, and that God was putting me here to basically teach me a lesson, you know? Um and um and yeah, man, strong faith, lots of gratitude, you know? Even if you're going through the roughest patch of life, dude, you got to be

grateful. You have to be grateful for it, you know? It's trying to teach you something. Uh the problem is a lot of people they don't they want to figure everything out themselves. They want their own plans to dominate their journey and you know you can't do that you know you got to you got to trust in God's plan God's plan is bigger than yours it's a thousand percent bigger than yours you know um so so I

always had that mentality going back back when I was you know starting off um and I feel like that's what that's what got me to where I'm at really my mindset the way of thinking and looking at things right you know um but yeah and that's really like that's something so simple to that can set apart you know someone from success or failure right because true failure is when you just give up right failure is just

a temporary setback and you can get back on your feet and keep on going after that learn learn your lesson and then go do it again exactly a hundred percent >> but as long as you don't commit the same mistakes right >> that's a key takeaway that's a key takeaway yes sir >> for sure so um so you you have your partner you guys close four hundred thousand dollars worth of real estate uh wholesale fees um

what happens next after that I would say like um like maybe two years later I end up buying him out you know so something that I've learned is that if for a partnership to proper you know correctly you got to have a a a visionary and somebody that just integrator integrator that just gets things done and me and him were both visionaries you know uh we both had that that mentality and not to we were not

too focused on the tech and whatnot even though I'm pretty good at tech but you know the back end stuff but um so yeah I ended up buying him out and um and yeah you know took it took it upon myself to to grow it by myself you know, with my team. um After that, we ended up after I bought him out we ended up making 1.1 million. 1.1 million that following year. And I think this

was probably 2021, 2020, something like that. And yeah, so it went it it worked out, you know, it worked out. So Yeah. What was that conversation like to have that conversation to say, "Hey, you know, we're both visionaries. Um It's time that we part ways." Great question, man. So the the conversation The conversation was pretty frank, man, you know? You got to say things chile, Yeah, dude. I told him straight up, man. Look, I'm the one

doing everything, you know? I'm cuz I cuz I'm I I was a main force, right? I'm driving the the [ __ ] but still a business partner, you know? And he wasn't really doing much, you know? He'd help with ideas and whatnot, but he wasn't selling no deals, not helping me buy more deals. And I still had to do 50%. Nah, you know? So Yeah, man. I ended up I ended up buying him out and um

And he understood. He understood 100%. But yeah, man, pretty frank. The conversation was pretty frank and straight to the point. No sugarcoating, nothing, you know? That's the best way to do it. That's the best way to do it, man, you know? Exactly, dude. A lot of people are afraid of confrontation, man. I take it head-on, dude. Yeah, we don't have time for that. Nah, man. I don't got no time for that. So yeah, but Good, good.

Um so 1.1 million, when did you do this $700,000 land deal? That was the following year. That was 20 That was 2022. 2022? We'll get to that in a second. So 2021, you did 1.1 in revenue. What would you say attributes your success to that that year? Spending a boatload of money on marketing. Yeah? Yeah. Yeah, we probably we probably spent maybe a quarter million. On marketing? Uh that year on marketing, yeah. What kind of marketing?

Uh direct mail, cold callers, um uh SMS, Mhm. RVMs, Mhm. you know? A little bit of everything, you know? And um it worked out well. Um it was uh we did we did really good that year, man. Yeah. Why lie? Uh but the following year was it was pretty good, too. You know. And uh and so what what was your team comprised like at that point? You had like acquisition agents, dispo, everything? Yes. Yes, so I

had I had the whole acquisition managers, dispo managers, um transaction coordinator, everybody in house. Uh it was you know, it I had a little trouble uh early earlier on in my journey. Uh I hired a bunch of people. I had to let everybody go. Yeah. >> You know, I was burning through money. Burning through money, man. You know, cuz I didn't know how to effectively manage people. I didn't have the right leadership skills, you know? I

wasn't really focused on the people, you know? And uh when it comes to like their training and when it comes to um giving them constructive criticism and whatnot, I wasn't really a good leader. Um so yeah, I mean it was I probably had one guy that Yeah, it was only one guy that stood with me the whole year at that time, but everybody else that were here maybe 4 months, leave. Yeah. 3 months, leave. And they'd

get deals, but you know, it's I don't know. Yeah. >> Uh yeah, it's a lot of pressure. But I didn't know how to lead, so yeah, that's that's the cost for that. You know, turnover. >> When you say you didn't know how to lead, what do you mean by that? How did you not know how to lead? Put it like this, man. I was smoking weed with my employees. Okay. It's crazy. >> Yeah, yeah, yeah. You

know? >> Yeah. I was still I was still doing hooligan stuff. Right. Uh and and really just not acting like a leader, you know? Uh I wasn't I wasn't listening to their phone calls. I wasn't really helping them out with deals. Um I thought it was just it was as simple as just putting putting a butt in a seat and feeding them leads, but it's not like that, you know? >> Yeah. Yeah, so it wasn't uh

yeah, man. I just wasn't a good leader, you know? Um Yeah, so Would you would you consider yourself a good leader now? I would, yeah. >> Yeah. Definitely. What do you what do you do differently now to define yourself as a good leader? Well, first off, I don't smoke weed with my employees. Number one, yeah. That's important. Full disclosure. Full disclosure, yeah. Uh I would say um just studying leadership, man. Uh getting closer to God, reading

the Bible, and and really really studying good leaders such as Jesus Christ. >> Right. You know? Um and actually practicing what I preach. >> Yeah. Yeah, so I think that that that attributes a lot to my my leadership skills right now and just the willingness to to to help people grow, man. Like I can't tell you the amount of deals that I've sold to actual employees. Really? >> You know? Of course. Wholesale deals. No kidding. You

know? Yeah. Yeah, man. And um and that was that wasn't a thing back then, you know? I wasn't really trying to do that, you know? Cuz I was always in the mindset like if I help them make way more money flipping, they're going to leave. >> Right. You know? Right. And it's that such a that's such a scarcity mindset, you know? Right. So now I'm I'm mainly focused on like how can I help my team make

more money at the end of the day? And and yeah, so I think if you have that mindset first, like what is the best you know, what is the best decision that for my, you know, for my team's sake, right? I think that will increase those leadership skills. Yeah. You know, if you always put your team and God. Mhm. God first. Yeah. And and your team afterwards. So. >> Yeah. Yeah. It's very insightful, man. I think

that uh you know, there's a lot of wisdom in that. So, thank you for sharing that. For sure. Um Okay, cool. Let's move on to the 700k deal, man. And I mean, I think when when you posted it, everyone in town was talking about it, dude. I remember I went to like a networking event and uh you know Aldrich, right? >> Yeah. He's like, he came up to me. He's like, "Oh, did you see what Will

N did?" And you know, he's always wearing those flashy jackets and everything. And I'm like >> cool guy right there. >> That's He's cool, man. He's cool. Shout out Aldrich. Uh he's like, "Oh my God, he did a big deal. Blah blah blah. Yadadadada." And I'm like, that's This is hilarious cuz you know, we we were uh talking about that. But let's share here for all the viewers, man. Let's talk about that deal. Let's do a

little case study on it, man. >> How did you find it? How did you negotiate it? How did you find the buyer? What gave you the insight or knowledge or wisdom to know this could be a potentially multiple six-figure one deal. You know what I mean? Let's let's talk about that. For sure, man. So, that deal came from a SMS blast. That's awesome. >> Yes. So, we went ahead and targeted large agricultural plots of land in

major counties, you know, Harris County, Denton County, Kaufman, Dallas, Montgomery, everything, right? >> Yeah. And um we sent out a text blast and the owner, you know, for these 92 acres, cuz that's how much it was. It was 92 acres total Uh-huh. in Mesquite, you know? I still remember the address, man. 7200 Shannon Loop, Mesquite. Yeah. I I'll probably never forget that address, you know? So, he responded back and told us 950. That's how much he

wants, you know? And um when when I did my analysis I saw that things were selling like around $20,000 an acre for bigger tracts of land. And keep in mind, I wasn't doing 90-acre plots of land before this. This is I was mainly doing 5 acres, 10 acres, and then all of a sudden a 92-acre opportunity presents itself. Yeah. You know? So uh And there to come back around on the analysis paralysis, I don't have any

fear about making offers on anything, dude. Whether I did it or whether I I have done it or not, like I'm going to shoot my shot, you know? So So, yeah, we we ended up put it on putting it under contract. And um 3 months go by, no buyer. 4 months go by our boy Jared Graves hits me up and tells me, "Hey, man, I I I possibly have a buyer for this, you know?" And I

was asking 1.65 million at the time, you know? And we got it for 950, you know? Um And and yeah, eventually he did he brought a buyer, you know? But he tacked on like 200 grand. He tacked on 200. >> He tacked on $200,000. So, Jared made 200. >> Yeah. You made 700. >> Made 700, yeah. And uh it worked out, man. It worked out, you know? Um We probably closed maybe 4 months later. 3 months

later. Why did it take so long? Surveys? Yeah, surveys and um the option period was just massive, man. I'm talking about 60, 90-day option period. You know? >> both the buyer contract? >> Exactly. >> Okay. On >> What kind of option period or closing date did you put on the seller? If I'm not mistaken, we put a we made it a 6 month closing and a or 7 month closing. I know it was a long time.

And we did like a 4 month option period or something like that. Something crazy, you know, but multiple months, right? Yeah, cuz the bigger the property, the more due diligence that is going to be needed, you know, to find out if it's a deal whether it's a deal or not, Right. you know? Um and yeah, man, it was uh it was a that was a hell of a deal. And so, the seller understood that going in

Yeah. that you have to have a long closing date, long period date. That's correct, yeah. Got you. He understood that. Did he give you any objections to that? Nope. No. Not at all. You were just like, "Hey, I'm going to give you this price, but I need time." Exactly, yeah. And I'll tell you this, man, the biggest deals have always been the easiest to close. >> the easiest. The easiest. >> Yeah. It's always the small five,

ten thousand dollar deals where you're going to be hurled a bunch of BS, you know, whether it be affidavits of heirships or dead people, probate, you know, missing wills and all this other stuff, you know? So, uh the bigger the deal, the easier it is to close. >> Yeah. I remember I did one deal and it it was like a hurdle after hurdle after hurdle. 3,000 bucks or something like so small. Took like multiple months and

I'm like, "What's up with this deal, bro?" And over here we're closing like a 50K deal and you're focusing all your time and attention. It just happens that way, you know what I'm saying, dude? >> man. You got to love it. You got to love it, dude. You know, I feel like that that part right there is what really kept a fire lit under me when I first started. You never know what your first deal is

going to be, Yeah. you know? It might be 3,500, it might be 20,000, it might be 100,000, you know? >> Check this out. So, if you a few years back I had a I had a student that was part of my part of my coaching and and this is not normal at all, right? But, he dude, the first call that he made he got it under contract, he made a hundred and five thousand dollars. The first

the first The first cold call. >> The first cold call. Bro, it was a cold call. Yeah. By the way, for everyone that's watching, this will probably never happen again. >> Yeah. This probably never happen again to anyone in I mean, maybe Yeah. It's like a one Very small chance. Very like one in a million chance. Chance. >> Yeah. Probably more. Yeah, man. It's That That was crazy. But that goes to show, man, that you never

know what what can happen. It literally just takes one deal to change your entire life, you know, to create that snowball effect. And that's what really really kept that fire lit under me, you know? And yeah, man. Yep. So. All it takes is one call. 100%. >> got to pick up the phone right here, bro. Exactly. Man, so that's crazy, bro. So you got the deal, you got it sold. Um with the buyer, what kind of

closing date and option period did you have with the buyer? If I'm not mistaken, it was like a 60-day option and a 30-day close. 60-day option. >> Yeah. It was a It was pretty fast and it was done all cash, you know? With the buyer? Mhm. Okay. >> Yeah. Where was the buyer like where where did get the cash from? Did he sell a deal or something? Um Where did the buyer get the cash? He had

He had He has investors. Yeah. He brought in investors and um What did they do with the land? Develop it or something or As I mean, I you know, I checked on that land a few months ago and it's still it's still like exactly how it is, you know? I don't know what they're going to do with that. Yeah. That's weird. I'm out of the deal, man. It's not my problem. He got paid already. Exactly. Man,

that's great. Um let's switch gears here a little bit and let's talk about I think a really good opportunity to share what real estate is really like is your 21 units in Cashmere Gardens in Houston, 77026? >> Right. When you bought that deal, um I remember seeing it and I was like, "Damn, that's a tough one, dude." I remember seeing it. I remember seeing where it's at and I'm like, I remember thinking to myself like, "Will

he Will he is either a mad [ __ ] scientist and knows something that I don't, but like what is he going to do with this, dude? Like this is this is hood, bro." Yeah, man. That one that was a tough one, man. >> It looked tough, right? So I was like, "I think that now that you have it all stabilized and everything, right?" I think there's a lot of learning opportunities here for both experienced and

inexperienced investors. So I'd really love to dissect this deal, bro, to share your your learning uh your learning processes throughout this deal cuz I know it probably took you what, a year, 2 years to stabilize? Yeah. Yeah. It didn't get stabilized till this year. Till this year? >> Yeah. And I bought it three two two years ago. No, three years ago, yeah. >> Three years to go. >> Yeah, man. [ __ ] It took a long

It was a It was a heavy haul. >> Yeah. Yeah, so that one um How did you find Uh my guy bought uh Boris. He He sold that to me. Okay. >> Uh I bought it for 1.2 1.25, I think. And um you know, I I had it like a $400,000 um budget Yeah, $400,000 budget, 450 or something like that. Uh but I ended up going over budget like 200 grand, you know. Damn. Yeah, so that

had to come out of my pocket, yeah. You know? It was a heavy haul, man. I guess the biggest learning lesson for that one is uh you know, uh you have to get multiple bids. You know, I really I thought I could do this by myself, do all the subcontractor work, and get it cheaper than 600 cuz another buddy of mine's told me that hey look, man, this is probably going to run you like around 600

grand or something like that. And I'm like, "Man, what are you talking about, man? It's not going to run no 600 grand. Right. >> And eventually it did. Yeah. Yeah, it did. So, you know, um I would say just lean on more people. Yeah. Basically, I was on a high at that that year, you know? I just closed a massive 700 grand deal. I was on a high. I was I felt like I was on top

of the world that I could that I knew everything that I could conquer it all. >> Yeah. And um that wasn't the case. Yeah, man. So, >> that's great, bro. I and I think it goes to show you know, sometimes how like big wins can cloud your judgment sometimes, you know what I mean? Yeah. >> And um you know, it's from what it sounds like, it's almost like ego got a little bit in the way, too,

right? >> 100%. You know, you know something that I always say is that your last win is your worst enemy. Yeah, bro. It is your worst enemy. Yep. >> Mainly because you get that win, you start feeling yourself. You feel like you're on top of the world, you know, that you could conquer it all. Right. And and you know, and yeah, man. So, and that could prevent you from growing, you know? >> Right. >> Um that's

just what it is. Yeah. So, that is your last win is your worst enemy. Of course, you want to Of course, you want to acknowledge it and you know, be grateful to God for it, but at the same time, like once you have a win, forget about it, you know? Move like Move on, dude. Yeah. Move on, you know? And this is why I mentioned like before starting the podcast like >> Yeah. I kind of don't

like talking about that deal cuz that that's my previous potential. Yeah. I got a new potential now, Right. you know? And uh and yeah, man. So, So, in retrospect, man, like now that you're on the other side of that, right? You went through you went through that deal, you went through the the revenue, the 700 grand, you put it into this deal, the 21 units. Now you got it all stabilized. Now you're now you're good again.

How can someone combat a win and not make it your worst enemy? How can someone combat a win? Yeah, yeah. The mindset of like, you know, that high that you're on and then still like get back to the grind, right? I don't know if you understand what I'm saying. >> I I definitely do, man. Um I would say literally just forgetting about it. That's all you got to do. Like as soon as you get the contract

or as soon as you close that deal, bro, just forget about it. It's done, you know? Rent is due every single day, Yeah. you know? I had a win yesterday, but today I don't have a win. Mhm. So, it's I'm kind of at the same same spot, you know? So, rent is due every day. Don't even focus on your previous win at all, you know? Uh you have to move on very fast. And um you know,

that's one thing about real estate, man. You have to have a consistent flow of wins. wins. Yeah. You have to have this flow of wins. One thing that I I really like to say to to add on to this, you remind me of a quote. Um they say success is rented and rent is due every day. Exactly. So, you got to pay your dues every day. >> Every single day, you know? And honestly, it's I you

know, I saw a reel the other day. Um sales is a spiritual game, you know? It's all spiritual, you know? Uh E If If you are in the you know, if you're in the mindset of uh hey, I got it all and hey, this is you know, I'm the best, right? You know, it's there you are going to breed arrogance, Yeah. you know? And then the next few deals might not go the way you want it

to go. And that brings you down, right? >> Right. And if you keep thinking of yourself as down like, oh man, I'm down and out, that's exactly what you're going to attract. You're going to continue attracting that type of stuff, man. So, you have to have a good spirit, you know, at all times. Whether things are going well or whether things are going bad, you need to Yeah, you you just need to be have good spirits.

So, so yeah, man. That's to keep the gravy train going, going, you know? >> Absolutely. Yeah. >> That's awesome, dude. So, this 21-unit man, you finally got to stabilize after 3 years. So, let's let's walk a little bit more, you know, case study the deal. You bought it for 1.2 million. You put in 600. You're at 1.8. Um what what has been, besides the construction and everything, um what what were the numbers looking like whenever you

bought it? What did you think it was >> So, when I bought it, I got an appraisal for it at 2.4. Okay. Yeah, 2.4 million. Obviously, that's not the that's not the value of it now, you know? >> No, yeah. So, I took a massive hit on on the value of the property due to the higher interest rates. Um so, it's worth maybe closer to 2.1. Mhm. You know? Um and um Are you still all in

at 1.8? >> Yeah, 1.8. And um yeah, I mean, it's it's still fine, but uh but yeah, the I would say the biggest the biggest uh the biggest lesson that I've learned just being in this deal is how crucial good management is, you know? The quicker you get things done in the rental space, right? In the rental portfolio world, >> Yeah. the happier your tenants are going to be, you know? Like I just made a post

yesterday. Um I haven't had an eviction in months. Yeah. Normally, I'm always in an eviction. Yeah. >> You know? And now I don't have any I haven't had an eviction in months, and all my rents are paid month after month before the 5th. >> Didn't you even have like a shooting at your property at some point? >> I did. Yeah. Unfortunately, man, unfortunately. >> What happened there? So, while we were renovating it, two I guess two

guys were outside of the complex and somebody did a drive-by shooting and they got hit and they ran into one of our units. And they were just bleeding there, dude. Bleeding in your unit. >> Yes. >> So you go and you clean it up and you have a blood scene in your apartment. >> Basically, yeah. Wow. Yeah, man. But thank God they didn't die or anything. They And they were young guys, too, man, like 15, 16.

Yeah. Yeah, and um Did they ever find out what the drive-by shooting was about? It was like just gang affiliation or something? >> Probably gang affiliation, you know? It's a rougher side of town. Um so Yeah. Yeah. You could expect that type of stuff there. Of course. I And so um did the police have to come and wrap it up? Was it a crime scene or anything like that? >> yeah. Yeah, it definitely was. Yeah, they

were I I believe the news the news people, yeah. The news channel was out there, you know? >> out on camera? Nah, nah. Didn't want that publicity or anything. >> Exactly. I don't want that type of publicity. No, no, no. But But yeah, man, thank God nobody they didn't they it wasn't fatal. Exactly. Yeah, glad they glad they survived. >> Mhm. So um uh So good management, um no evictions in the last couple of months. Um

that's pretty impressive even in that side of town, right? Yeah, but that could change tomorrow, bro. That could change. Yeah. Everything could change. You could have 10 contracts today, tomorrow all 10 could go to hell, you know? You could have a great portfolio today, next week you got people, you know, somebody might burn a house down or might just bounce out of nowhere, you know? So yeah, for now it's it's been it's been it's been going

good, man. Good. Good, good, good. What about the the wholesale stuff? How's that going for you? It's going pretty good. >> you closed another 200 grand or something. It was the land deal also? Yeah, so earlier this deal earlier this year we we closed like a $260,000 wholesale deal. >> Mhm. Uh for raw land, you know? Um and I feel like that's something that a lot of people are not really Targeting. They're really not targeting it,

man. It's usually Look, the biggest the biggest deals are for land Mhm. in this case is typically big plots of land or luxury lots. Mhm. You know? So, this one it was a luxury lot. You know? Uh we So, this was out in Scottsdale, Arizona. Mhm. Um you know? SMS blast as well. We text blasted this lady. She came back at, you know, she wanted the 600 for this lot, like a 1-acre lot. We offered 400.

Met in the mid- met in the middle at 500. Yeah. >> Met in the middle at 500 and uh we found a buyer for that deal for $777,000. >> seven. Yeah. Love it. Yeah. Guys, if you're doing business in Houston and you don't have a great title company, I highly recommend you guys to use Natalie Murillo with Black Label Title. They were awarded the best title company in 2026 by Houston Latino Magazine. Um but I think

what's truly impactful of working with Natalie is that her title company can do pass-through funding for A to B closings. If you're an investor, this is very important to you because it means that you don't you don't need to have your own funds to be able to finance an A to B closing on a double close. You can use the funds from the C to B to fund A to B transaction. If you don't understand what

that means, reach out to Natalie. She can explain it all to you. More importantly, you can make a very big assignment fee without your buyer or your seller finding out what that fee is. So, it's a great opportunity to get with a investor-friendly title company. They also do blind hearts, assignments, novations, subject to wraps. Um and so they close in all Texas counties, right? So they they can do e-signing, you know, that you don't even have

to have a closing in the title company, right? They do CE classes. Um listen guys, if you're wholesaling or you're investing Texas, you need to call Natalie Murillo with Black Label Title. And um the link for Natalie is going to be in the show notes. So the number for Natalie Murillo is 936 442-8486. Make sure you mention Josue Yanes with Pick of the Phone Podcast. If you're a real estate investor anywhere in the United States, you

need to listen up. gethardmoney.com is a free platform for real estate investors. You can find local hard money, connect with the lender directly, request term sheets, and chat all in one single place. What I really like about the website is that they have free tools, they have built-in AI comping, they can they have flip property calculators, they have cash to close calculators. Everything's 100% free. You don't even need to sign up to be able to use

their calculators, which I find extremely useful whenever I'm running numbers on a property. Um so it's going to be free all the time, no cost ever. So if you're investing and you need a lender connections or you need deal analysis tools, it's a it's a no-brainer, right? It's a no-brainer to sign up. So the way to sign up is you go to gethardmoney.com and the link is going to be in the show notes. Yeah, man. That

one That one was That was a good one, you know? Yeah. It's amazing. It's amazing. So SMS blast also? Every six-figure deal that I've ever done has come through an SMS blast. Really? Every single one. Interesting. What platform do you use for SMS blast? >> We use Launch Control. Launch Control? >> Yeah. And so you're also doing nationwide targeting for this or Um so we're doing not nationwide, but certain markets that we know that are pretty

solid, right? They have good margins. Um Typically, we're looking at we Typically, we like to work in markets where the new construction value of a house would be north of 500,000 bucks. Right. >> You know? Right. >> That means that there's some that there is some serious objection >> serious interest in that market. Right. And there has to be new construction, you know. So. That's amazing. Yeah. So that was in Scottsdale Arizona and so Launch Control

SMS Blast. How are you getting around all of the DNC litigations? Are you not getting sued? Are you getting around around all that? I've been sued. I've been sued for that for sure. But how I see it, you have to pay to play. Yeah. You got to pay to play, man. You know? >> If if the if the business is is if that particular marketing channel is bringing, you know, has generated you millions, then what's 5,

10, 20 grand, you know, in a lawsuit, you know, to settle? Right. But no, typically, Launch Control does that for you. They remove all the DNCs. Oh, they do? >> Yeah, yeah. But Okay. But it happens, though, you know? You might still get sued for that, you know? Yeah. Um it is what it is. But But yeah, no, they take care of everything, man. Launch Control does? Yeah, yeah. They take care of all the DNCs, make

sure that you're not, you know, targeting anybody. Um they they put the opt-out form, I mean, the opt-out, you know, text and um Yeah, so for the most part, they make it uh compliance, right? >> Exactly. The text is compliant through the system. Got it. Okay. Yeah. And they also, I think they they have like alternate messages that are going being sent out That's correct. >> you're doing the marketing. Yes. So that it can't be um

so that the carriers won't block it. Exactly. That way you don't get flagged. Right, right, right, right. That's a That was a big problem. That was a huge problem for us many years ago, man. Cuz we We used to We used to do roar. You remember roar? >> I remember roar, yeah. Yeah, roar was It was It was an animal. >> It was a beast. >> Dude. We'd be able to text blast 50,000 text messages Like

that. >> quickly. Yeah. But >> But then the the the numbers would get Actually, you know at the beginning, I don't remember I don't remember the carriers like blocking all the numbers right away. We got through for a lot. It was It was a lot of work sifting through all the all those text messages. >> Exactly, yeah. Those were the good times, man. They were cheap, too. Yeah. >> Like less than a penny to send out

a text. >> Exactly, yeah. But then the carriers, you know, they They caught on. Yeah, they caught on, man. And I don't blame them, you know. Yeah. Yeah. At the end of the day, they're they're protecting the consumers. Exactly. Yeah. You know, whenever whenever you're doing marketing real estate, you know, it's it's sort of a gray area, right? Because you're we're not soliciting for anything, we're offering cash. Exactly. We're buying something. We're buying something, yeah. We're

not looking to sell, we're looking to buy. 100%. But of course, you know, the legality of that, we're not attorneys, so Consult your own attorney, please. >> Consult your own attorney. Full disclaimer. Um yeah, bro, that's that's incredible. So So what's next for you right now in this part of your your business? So I would say probably, you know, keep the keep the wholesale business going. So this year, we're at a million 25,000 Nice. >> for

the year already. So we have you know, we we got some pretty good good closings happening this month, so we should, you know, we should end off somewhere near maybe 1.2 million. So just keep that going, keep keep the cash flow coming in, right, through the wholesale. But probably new construction, man. Next year, I you know, I kind of want to dive into the new construction world. Um I've been wholesaling 10 years now, man. So, you

know, it's it's fine, but it's a The hustle. It's a hustle. Yeah, yeah, and even if you got people working for you, you know? Yeah. Yeah. At the end of like when it comes to wholesaling, you're you're still the ultimate decision-maker, right? At the end of the day, if there's an issue in the business, the people can't solve the issue by themselves entirely. Exactly. They you're still the bottom neck of the business. 100%. What that does

is that it ends up just you being in a high-paying job. Wholesaling is what it is. High-paying job. Exactly. >> It's an amazing high-paying job. It's great. It's a lot of money, but at the end of day, it's not in my opinion, it's not something that's like truly um besides like someone like Nick Perry who's like stabilized it and like has everything completely delegated, but most people that I see in wholesaling for the vast majority of

it don't have a business. They have a high-paying job. It's so tough, man. It is tough. Yeah. Um but I think that could be said for any any business, you know, out there. 1,000%. Yeah, it is it is a high-paying job. Um it's a good paying job though, you know? It's one of those things, but you know, It's very good paying. Yeah, oh yeah. But yeah, I think it's I think it's a stepping stone, you know,

into everything else. For sure. You know, cuz if it wasn't if it wasn't for wholesaling, I probably I probably wouldn't own any real estate. own any real estate or do any flips or you know, have closed five you know, a good amount of deals, right? Um So, yeah, I mean it's it it's it's there to serve a purpose, basically, you know? >> Let's talk about your spoke about your coaching student, you know, who made a deal

with he did 100 105,000 from his first flip. Yeah. Yeah. That was crazy. That was nuts. >> insane, dude. >> Insane. Yeah. Yeah, yeah, yeah. I'm so so happy for that guy, bro. Yeah. So, what did he do after that? What did that student do after that? Um he started fixing and flipping houses, I believe. With that money. Yeah, this was a long time ago, man. This is probably like 4 years ago. >> 4 years ago,

yeah. You've been running your coaching program for a while, huh? Yeah, man. I've been teaching I I've helped a lot of people get into real estate, man. Why lie? I got a just just this year I had another student of mine. His name is Shaq. You know, he started with me back in January and um we did the marketing. So, I cuz when it comes to mentorship like I'm in charge of your marketing. You bring me

marketing budget, I'm going to go ahead and spend it for you, right? And he came across a deal and he pocketed like $100,000 on it. He just closed like not too long ago. You know, 100 grand on a innovation deal. On innovation on innovation deal, yeah. So, you know, it's uh Honestly, this is the shortcut, you know? It's it's definitely the shortcut. Getting a mentorship Getting a mentor is Yeah, that's that's the shortcut to actually speed

up the process, you know? If it wasn't for that $5,000 investment that I made back in 2019, I wouldn't be where I'm at right now, you know? And all the other mentorships that I've done in the you know, after that, you know? >> Yeah. So, so yeah, man. That's amazing, man. So, when it comes to the budget that they put with you, what kind of what kind of investment do they have in your program? So, typically

they go ahead and they pay me, you know, 10 15 grand personally and they put up 10 grand in marketing, you know? That marketing That that 10 grand in marketing gets spent on SMS blast and direct mail, you know? And cold calling if if necessary. But But yeah, just with SMS blast and direct mail, you should get a deal pretty quick. So, I help them spend that money. So, they they go ahead and spend it. I

It's not like I take their money and spend it myself. No, they I teach them how to how to actually spend the money, how to buy a list, how to get a list skip traced and send out the marketing and I would help them actually lock up deals and sell those deals, you know? >> Yeah. We do like weekly phone calls, weekly Zoom calls, two calls a weekend. Um And yeah, I'm basically their business partner, you

know? I'm I'm their business partner for 6 to 12 months. So. Oh, okay. Oh, so it's a long period of time then. Yeah, yeah. The mentorship is it's 6 to 12 months. Um And yeah, I mean That's a good timeline. I mean, it isn't uh when it comes to real estate, it's not quick to be able to get a deal. >> No. No. No. Not at all. No. Yeah. And then you have a cancellation rates as

well for contracts like, you know? Uh 50% of the contracts that you lock up are not going to close. Right. Yeah. So So I try to factor that in. That's why I say six, at least six months. Six six to 12 months is a pretty good timeline to really learn the business and catch a stride, right? Yeah. >> Yeah. No, that's uh that's pretty impactful. My gears are turning now even like on turning on launch control.

Um we generate a lot of leads with uh cold calling, but [ __ ] I could even um generate the leads with launch control and offer it to the clients also. Those same list that you cold call, you should be text blasting them, yeah. Yeah. Those it's powerful, man. It's nuts. >> I already have the I already have a quality control department that could go through and you know, go through the text messages, find the people

that are actually motivated, and then send it over to the client. >> then 100%. >> All right, go. Go text these people, call these people. >> Exactly. And now you're hitting them from all angles, you know? Right. So um we just we just started on this new CRM, uh Salesforce, and um you know, what we're going to be integrating now is a direct mail drip sequence, you know? >> Direct from Salesforce? Direct from Salesforce, yeah. It's

pretty cool, man. >> sick. >> So So we have drip drip sequences where you automatically text sellers and send them emails, send them voicemails. But now we're going to go into sending the mail as well. So, the goal is to get them back into the conversation of selling their property, you know? And um uh yeah, so I I think going back in time like I probably would have done that like much faster. I didn't start setting

up sequences you know, until like maybe 4 years ago, 5 years ago. If I would have done that from the start, man, who knows where I'd be, you know? But absolutely. But yeah, very important. You just got to have different I I like to see it as like marketing tentacles, right? Yeah. When it comes to when it comes to marketing, especially in real estate, it's always important to target them from different angles. Target them from different

angles and you can get a lot more done. Yeah, and a lot of people are going to respond different to different types of marketing. So, like people in the country, you know, they might respond to a letter. Yeah. You know, instead of a text message. So, you really got to hit them from all angles, you know? Cuz you can generate a bunch of leads. You can generate a bunch of leads, but if they don't have that

drip sequence happening, they're just going to fall through the cracks. Like how many how many leads have you have you seen in your CRM where you go back and you and you check and see that it it sold, you know? Dude, that's the worst feeling ever. >> And sometimes it sells lower than what you offered, you know? It sucks, bro. It's not good. So, you got to have that little aspect. So, for any any aspiring you

know, wholesalers out there that you have a system in place, please get that integrated into your system, automated drip sequence for people that you can't get in touch with. You know, drip text, email, RVM them every 2 3 days. For people that you've made an offer that didn't get a an offer that didn't get accepted, drip text, email, RVM them every 7 days, yeah, you know. What uh what system were you using before Salesforce? Podio. Podio?

Yeah. Have you heard of uh GoHighLevel? Yeah, yeah, I have GoHighLevel right now also, but for another for the coaching side. Got it. >> Yeah. Yeah, so I love GoHighLevel. So I I I built it all out for real estate specifically and >> Nice. uh bro, the the automations that I have built out on on GoHighLevel are sick. Is it? >> I have a I have a scoring system, so whenever a lead comes in um if

if they need to sell between 30 between 0 to 30 days, I give it a five points. If they need to sell between 30 to 60, I give them four points. Uh 60 to 90, three. 90 and above like two, right? And then it goes on and on. But what that does is depending on the lead scoring system that it has will trigger a different automation a a different drip sequence for it. Got you. >> higher

ones are going to have more drip sequences going like right away hitting them right away and then like if it has a lower point, oh, that's a long-term kind of nurture. They're not really motivated. >> That's not bad, dude. >> Yeah, so it's uh and it does it automatically. It's it's programmed in a way so that it can remove user error as much as possible so that the system does the job for you, you know what

I mean? >> Mm, got you. Yeah, yeah, yeah. That's smart, man. Yeah, you got to have you got to have some automation involved, man. Uh it's one of those things. >> Yeah, yeah, yeah, yeah. So um cool, bro. We'll uh This is a a great uh great time right here. I really appreciate you coming out. Um Likewise, man. Thank you for having me. Absolutely, bro. Abs- absolutely. Um how can people find out about you if they

want to find out about uh you, your journey, um and maybe your coaching? >> For sure. Yeah, so you can follow me on Instagram. It's uh Will N Gafaru. Uh and um yeah, I post a lot of cool stuff on there, a lot of tips and whatnot and uh in my school community I have a free course as well. Just helping people, you know, do deals. Yeah. Yeah. Good stuff. Cool, man. Well, thanks a lot again

for being here, bro. Thank you, man. Thanks for having me. >> sir.