This is the continuation of the Flip2Freedom podcast transcription. In this episode, Sean interviews the nation’s #1 wholesaler, Kent Clothier, and finds out how he created a wholesaling empire – averaging over 50 deals a month.
Kent: It feels a little awkward because it feels like you’re actually pushing people away. But, rest assured, the people who don’t call you on that, you didn’t want them as customers anyway. The people that call you on that, they are serious, and they are exactly the kinds of people that you want to be doing business with, because they know you take your business seriously. It is really a win-win when it comes down to it, and we figured out a long time ago that attracts the right kind of customer into our organization and allows us the best chance of success.
That’s what this is all about; leveraging your time to where you don’t have to spend a lot of time huffing and puffing, going around working with tire kickers, and doing all of that other stuff. The reality is this month we will sell 60 properties. We are going to sell 60 properties, but let’s be real candid about it. It would be very difficult for us to “sell” 60 properties. We go shopping and go find and deliver 60 properties to our customers that have told us this is what they want. Because, we set the tone right out of the gate with them, it’s selling.
Sean: That is very interesting that you said that, so it’s almost like reverse engineering the entire wholesaling process. So, let’s say we were going to break into Vegas, theoretically, in Clark County. It would almost be beneficial to get the cash buyers, send them this letter, have the calls coming in and then go find the properties, because you would literally be shopping for them, just like you said.
Kent: That is exactly what we do. We are buying up properties, we are bidding on properties, we are pulling the trigger on properties, that again-very candidly-we already know that our buyers are going to buy. We are reverse wholesaling. We are shopping for what our customers absolutely want. We don’t go off and speculate on anything. We know, this is sold. It’s not a matter of if, it might be a matter of when, and whether that guy pulls the trigger, but it is done. It is already done by the time we pulled the trigger.
Sean: Wow. For people listening, I cannot say enough of what he just said, it’s unbelievable. Because, for a new person getting started, or someone that is in their business and really hasn’t made it yet per se, the confidence knowing that you have buyers behind you, tons of buyers behind you. Or, even two or three, or a handful of buyers behind you, you know specifically what they want, and then you go bid on the property. There is a fear, if I bid on a HUD home, and I get the acceptance, there’s that fear of what if I don’t sell it within that certain time.
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