All Forum Posts by: Cornelius Garland

Let's get straight into it. I know wholesalers that have made hundreds of thousands of dollars in assignment fees, yet they are missing the important fundamentals of running a business. Most wholesalers are hustlers and grinders. While I respect this, there comes a point when you want to scale your company. Unfortunately, many wholesaling business owners learn how to run their businesses through trial and error. This is costly, time-consuming, and can easily dampen your spirits if you are constantly facing setbacks. I know we, as business owners are resilient but we all reach our boiling point.

What should your team look like?

I found this team buildout works for most wholesalers: An operations manager that is the second-in-command to the owner, who is responsible for supervising all other team members, a lead manager who follows up with all of your cold leads, and two virtual assistants who solely cold call or text. This is a perfect stack for a solopreneur wholesaler as this team is very manageable and efficient. Every person has their place and carries their own load. It's also easy to manage this stack because of the hierarchy I have in place. You can easily scale to $50k a month or 3 deals consistently with this model.

Notice, I didn't say anything about hiring an acquisitions manager. This is one of the last positions you should hire out. When it comes to contracting properties, I found that nobody is going to take it as seriously as the business owner (you). So for the time being, your primary focus should be on contracting properties (acquisitions), transactions coordination, and delegating tasks to your operations manager.

Let's chat about how psychology plays into all of this
I've successfully placed long-lasting hires in my company and my investing partners' companies by utilizing the Meyers-Briggs framework. I have each candidate take the 16personalities.com test. There are certain personality types that are natural fits for certain roles. For instance, ENFJs make excellent cold callers. While ESTJs make great follow-up managers. The role I've been most impressed with using this framework is hiring is the Operations Manager. This is a critical role as this person is your "second-in-command". They'll need to be autonomous, be able to pick up on tasks quickly, and also able to supervise & train subordinates. Also, my ops managers are required to learn any tools quickly and develop processes around them. So you may be asking: "How do I train someone on all of this?" Well, I've found that the ISTJ personality type performs this role effortlessly. I typically only need to provide these types with guidance and they can do the rest. It is remarkable. I've seen this over a dozen times.

Making the right hire is so important to the success of your operation. It can make or break your business. I have horror stories of making the wrong hire. If I knew what I shared years ago, it would have saved me many headaches.

I hope you found this information useful and that you can utilize it to make your life better while having a smoother-running business. I just scratched the surface on this topic. Any feedback or questions are more than welcome.

I've found that wholesaling-specific Facebook groups are excellent locations to find legal contracts like this. Some of them are "Wholesaling Houses Elite" and "Wholesaling Houses Full Time". There are several other groups out there, and many of them have a "files" section where they host useful documents like contracts. I'll place an image here of the one I use.

There are better ones out there and, admittedly, mine isn't necessarily beginner friendly, but I've used it for dozens of deals in multiple states, so as the phrase goes "if it's not broke, don't fix it!"

I hope I was able to steer you in the right direction.

I have a few suggestions. If you've got PropStream, you could plug in the subject property into the search bar and search for recently sold homes on the map. It'll tell you if the house was "Financed" or a "Cash" purchase by clicking on any of them. It also has pictures that aren't always available on Zillow or Redfin, so you can confirm if it's an actual distress sell. I use PropStream as a research tool and having this information collated in one area makes this possible. The only other option beforehand was getting MLS access or cross referencing property records.

Another option is utilizing Facebook groups. The groups are stronger in some cities than others, but I’ve found that most wholesaling markets have a group that allows you to post deals. I’d just post the city and pictures as the shady actors may try to contact the seller behind your back. Quality pictures are usually enough to attract credible buyers.

Another option would be to go on Zillow and contact Realtors who both specialize in preforeclosures and are buyers agents. There may not be too many around right now, but the ones that do both tend to have a large cash buyers list since those houses can only be night with for cash.

Wishing you success. 🫡

I’ve had success sending direct mail to buyers. In 2016, I did this for the first time and I didn’t receive one disgruntled  message back. Most investors do not do this.

The best thing you can do is to be proactive and let them know that you’re picking up discounted properties in their area. You will stand out by using direct mail verses other channels because very few do this. You’ll look professional and it your mailer will be well-received.

On the flip side, I’ve sent out text blasts to buyers when I got a property under contract, without prior communication, and it rarely goes well. It comes across as spammy. 

Thanks for your feedback. It's always appreciated, my friend.

@Jerryll Noorden Thanks for your feedback. It's always appreciated, my friend.

@Jerryll Noorden Thanks for your feedback. It's always appreciated, my friend.

Hello, it's C.C. Garland here from Season 1 of A&E's "50/50 Flip" as the Marketing Director. I'm the guy on the right in the blue sweater. I am very familiar with generating motivated seller leads.

Many wholesalers are struggling with getting leads in today's market. One of the main issues is that they're using Filipino Virtual Assistants still. Unfortunately, when I'm auditing my Central American cold caller's calls, I hear sellers say this often:

"I can actually understand you!"

And

"You're not one of those spammy call centers in Asia are you?"

So I had to make a tough decision and stop hiring from there. I did not feel confident offering cold calling services over the last year as a result. If some of you have been with me for years, you will know that I offered cold calling on a large scale in 2021. Back then, I was getting clients results but it seemed like there were certain issues that were insurmountable like overcoming their accents, grammar issues, and overall not naturally understanding how seller conversations flow.

Fortunately for you, even though it took me several months to build up and train a reliable cold-calling team, we are back up and rolling.

Take a look at some of the leads we've generated. If you're interested, feel free to fill out the form below and I'll be in touch expeditiously. You can expect between 50 - 75 leads depending on the market.

You will have more than enough qualified leads to contract at least one property with our campaigns.

Each lead comes with a call recording as well.

Sign Up: https://kf366yf1abo.typeform.com/to/qqig1Dwq

To Your Success,
C.C. Garland

Here is my 2 cents. I would only call the first number from your list and get through as many unique property records as possible. When I worked for a bigger wholesaling company in Charlotte, I realized that volume was key. It may seem wasteful, but you give yourself a better chance to "catch more fish" with a bigger net. Also, you can burn out your list fairly quickly if you're calling them daily. My vote is for Option A.

Thanks for the feedback, David. It's always great comparing KPIs because I tend to get stuck in my own world when marketing.

I use REI Reply for texting and Batch for Dialing. Very solid numbers you have. Are you skip tracing the same list when you retarget or just adding new records? If the latter, how many new seller records or phone numbers are you adding? A consistent 12% response rate is bonkers, though!

125 leads to contract check out with cold calling. When I tell people that it takes 100+ leads to get a deal from cold calling, they look at me like I'm crazy lol. Luckily, it's easy to outsource cold calling these days so all I do is vet the leads when they come into my CRM.

Is it just you or do you have a team? Very tight operation you have going on. You get it - you understand that hitting high volume is key. Thanks for posting your KPIs as it helps me corroborate my stats as well. #salute