What I learned in my second month calling 52,221 people… (continued..)

Continued from my last post…

This is an update that some people have been waiting for, as I have been getting a lot of questions. I also have a TON of insight from my last post, as I am starting to really understand this game and build a team of people to help. I have been learning a ton about leadership and building a team, networking with partners, JVs, etc. While I have been diving deep into this wholesale game, I have been learning at an exponential rate and still have a long road ahead of me. But I promised this group that IF I could get to level 3 to post, I would share my insights and my journey, along with my deals and my team as a resource. So here we go…

First, I want to start off with my story, as I’m sure some have heard already, but I started a while back working with my parents in a Real Estate Agency out of New Hampshire, mainly for investments and commercial Real Estate. My personal background, though, is in Marketing, and I built a fairly sizable marketing company over the last decade. I got into the wholesale game when I moved out to Miami to start a life that I wanted to live with my wife. When I moved, I was going to get into high-end condo sales as we landed here in Brickell. After giving it some thought, I really did not want another licence or even to be on call and stuck in one area, as I LOVE to travel. Wholesale is that opportunity where you can work from anywhere and do this thing virtually. While you may be on call, you don’t have to physically show up and do showings, etc. (Although if you live in a good market, you should probably do that). I also hate the cold weather lol, and that's why I moved to Miami for the most part and year-round sports.

Over the past few years that I have been working as a real estate Agent, I have completed 450+ transactions within two years and counting. This has given me a good understanding of how the investment side of things goes from a buyer's perspective and how to obtain listings. In my marketing company, going back to when I started that company, I worked day in and day out, 12+ hr days, pitching businesses by just doing cold walk-ins. I would walk into a business (as these were mainly small companies, as I lived in New Hampshire in Derry and would drive over to Manchester to Main St) and use the opening line “Who do I speak to about bringing you more customers for your business?” This led me to a lot of interesting ppl, but it really taught me how to speak to people, look them in the eye, and shake their hand with real belly-to-belly interactions. Later, this led to phone sales, etc. These two things have taught me a lot about who I am and where I want to take this thing. I also learned a lot of team-building skills in that company as I built up the employees and offices. During this time, later after Covid, I had gotten my real estate licence and started to shift my skills into Real Estate and really fell in love with the business itself and the model. Years later, here I am posting on this thread.

There is a big learning lesson from this that I later realized. All greatness is created in the pre-season, and every overnight success you see is backed by 10 years of hard work. I say this as when you see ppl online, you really just only see the surface level stuff and the highlight reels of someone's life. Also, for some reason, we are all mesmerized by this, and we find ourselves mindlessly doom-scrolling content. With that said, let’s dive deep into my learning lessons over my second month of cold calling and building my team, as I really owe them a massive thank you.

Here are my top 9 lessons.

“Ride the backs of giants to success.” When I started my marketing company, I found a partner who already had a big book of business. Clients like Bacardi, Bayer Aspirin, Mentos Candy, Trans Medic, Sonicare, and this list goes on for days. I was able to work with him, and he really showed me the ropes as a young, inspiring entrepreneur. He just liked my energy and decided to work with me, and also my relentless follow-up (I have this buy or die mentality lol).

We have this same type of mentorship here. Which brings me to my next point to tie this together. Too often, we see people here doom-scrolling through content. Ask yourself this: Do I remember the first thing I learned after watching 29-hour-long videos? The honest answer is probably not. You see, the key here is to TAKE ACTION. Think of it like “Monkey see Monkey do.” You want to watch part of a video, pause, do, resume, pause, do, resume. Really master each part. They even give you the step-by-step directions you need to take. But instead of taking that step, you did not and kept watching from the sidelines. If you are sitting on the sideline and feel burnt out, this is why. You DO NOT need to learn everything to start. Just start with the intro for a 30,000-foot overview, and start with marketing and nothing else until you get somewhere with it. “I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times.” - Bruce Lee. We are blessed to have this opportunity where the M.A.P. (Massive Action Plan) is laid out for us. We just need to put one foot in front of the other and take what is ours.

My second lesson is that you can’t do this thing alone. Networking is the second most important thing in business. You see, in school, I was taught not to cheat off others' papers. I was taught to study hard and take my tests alone. I was also taught that I was to “Keep my eyes on my own paper.” Did any of you hear those things growing up? I know I did! You see, to be an efficient employee, we were all groomed a certain way to have an employee mindset. While I am not saying that's a bad thing and we need workers to make this world turn 100% but the thing is when you entered into this group and stepped foot over the wholesale threshold, you told yourself something. My guess is it was something along the lines of this. “I am tired of working a JOB (just over broke), I want to do MY OWN THING.” Am I right? Well, in entrepreneurship, you can’t do the same things and expect a different result. While as an employee we get judged on individual performance, entrepreneurship is a zero-sum game. This means that you get rewarded for networking, building a team, copying what works, and making it your own, and not keeping to yourself. There is strength in numbers! I have had a lot of questions about how I could make this many phone calls. The answer is: By building a team. I am currently networking with Real Estate agents in my markets, Lawyers, cold callers, closers, acquisition specialists, IT people, AI specialists/prompt engineers, high level managers, JV partners, Vendors, Landlords, Investors, Mentors that have 10+ years experience, Dispo companies, ACQ companies, Hedge Funds, Lenders, Transactional companies, influencers, city workers, Title Companies, People that drive for a living for D4D, Call Centers, Other wholesalers, Management companies, and the list goes on. You see, it takes a village to raise a baby, and that baby is my business in its infancy stage. These people are all in it for the money clearly (I know when I did my LLC, I checked the FOR PROFIT box, not the Charity box), but as you build relationships with them and truly help, like I am with this post, it pays in spades. When you start to think of your business as a business, you will take leaps and bounds against the people who are trying to just grind and do it themselves. The power of words and networking is free, and if you do it right, people will go out of their way for you, but you must give more than you take. That is a big key to your success.

My third lesson is Non-linear marketing - I have had a ton of people reach out and ask about my numbers and ratios, etc., like this is a straight line to the finish. IE. I call 500 people a day, and then that gets me 10 leads, and out of that, I close 1 lead. If it were like that, everyone would succeed and not even need a team of people to help. In entrepreneurship, it is never a straight line to the finish. One day, we could call 2000 people, and only a few people would pick up. The next day, we could call 500 and a half of those to pick up. Over time, you may have some more realistic statistics, and I may not be at that phase yet, but I have realized that this is a nonlinear thing. This is a people business, and with that, you must realize that not every day will be the same. Now, you can do a few things to combat this. We started to track KPIs (Key Performance Indicators). The metrics that you will want to track is the amount of people you skip traced, the amount of people you called, the amount of people that picked up the phone, the number of people that said no and the ones that said yes to an offer, the number of offers you gave, the number of people that said no and yes to an offer, the number of contracts sent, number of contracts signed. You will also want to track on the dispo side the same type of thing for calls, but also the number of people you got offers from and how many deals you closed. There are probably also a few I am missing here, but that's a good start. Also, you will want to track burn rate for cash that you spend on each platform and marketing initiative. The things you will want to know are cost per lead, but the most important metric is cost per acquisition. I used to ask business owners what their cost per ACQ (acquisition) was, and most had no idea. If they did not know that one, I knew I had a job in their company. Cost per ACQ is one of the most important metrics, and let me explain why. While cost per lead is important, really, we are shooting to get contracts and that = $$$. Here is what you and most are trying to figure out (X amount of $ = X amount of contracts). If you can figure that one out, you have a working model. If I said that for every $100 spent, I can acquire a contract, and 10 contracts get me 1 deal sold, and my average deal sold is, say $10,000, I now have a working model. This means for every $1000 spent, I made $9000 gross profit. So if that is the most important thing, then why track the other metrics? Each one tells a story. You will want to know what the best data sources and cheaper leads are. At the end of the day, X amount of leads will = X amount of deals. And X amount of deals will = X amount of sales. This is a true numbers game. When you track individual campaigns, you can then start to understand each one's cost per ACQ (one may be $1000 another may be $500 and another may not work at all. Cut the losers and keep the winners and continue to diversify) As you hire in you will also want to be able to pinpoint what and where you’re going wrong. These numbers will give you those clues. You can track this on a simple Google sheet and just input your numbers at the end of the day to see week over week or MoM (month over month), etc. While I am new here, I am starting to glean some good information from my early stages. If you are not tracking your numbers, you will want to start doing that, and the more data you can get and make sense of, the better off you will be, or the less you will spin your tires. When I started, I was not tracking my numbers and had to go back to gather this information. As I move forward, the team and I have created a dashboard for KPIs.

My 4th lesson is that you not only need a team, but a manager is a big help. One who has successfully worked all sides of the coin. When you start to get this volume of data, you will have things slip through the cracks, and money will quite literally be falling off your table into the virtual trash can. I am a firm believer that sometimes you must invest in your business. One of the best investments I have made so far is a manager. They can help pull all the things together and also act as a single contact for you to go to. This takes a ton of things off your plate and day-to-day tasks so that you can work on your business, not in it. It has freed up my time to network with people, create a strategy, focus on education to expand my mind, and create more opportunities out of what we have (Squeeze the juice). I read a long time ago the controversial book called “The 4 Hour Work Week” and the amount of hours you work is directly correlated to the amount of money you make per hour. It also helps with scalability. Let's use this case study to zoom in on this: A freelance writer earning $500 for an article that takes 10 hours might spend 2 of those hours on administrative tasks. By outsourcing those 2 hours of admin for $40 ($20/hour), they can spend those extra 2 hours writing another article, potentially earning an additional $500 and netting an extra $460. You can use this however you please, but imagine the scale when you put that in terms of wholesale? We are talking a lot more than an extra $400. The numbers are astronomical; thus, your investment here is also key. For those who are working a JOB, you will want to consider this heavily. While I know the 4 Hour Work Week is a crazy example, pick up that book and start to dive in. The principles are so valuable! I currently have 2 cold callers, 2 people in ACQ, and 2 people in Dispo, along with a manager. I also plan to bring in HR to scale eventually, so while I am gone, the business keeps building without me in it, and to keep minor liability at bay. That means currently the company is working 10-7 pm (40 hrs a week) M-F. Multiply that by 7 people. That equates to approximately 280 hours a week, not including myself. This creates leverage, and when you can buy time, that might just be one of the most powerful things on this planet. Become the OWNER and start to shift out of the operator mindset.

My 5th lesson is that you should look into what you are doing. When I got rolling, I was doing everything, and over time, we built a small team, and it's growing every day. If you are currently just on that Netflix&Chill vibe, take 1 hour out of your weekend to start doing some introspection. Jot these 4 things down on a piece of paper or a Google Doc. Eliminate > Automate > Delegate > Do. Audit yourself like the IRS. Start by writing all the things that you are currently doing and the overall goal (Get a deal, Sell a deal, etc.) Then use the 80/20 rule. If you don’t know what that is, look it up. 20% of the things that you are doing are going to produce 80% of the results that you are looking for. The other 80% is just fluff that “feels good” but does not drive the needle forward. I will give you one that I was doing, and most fall victim to. I spent a week going through the course, setting up my website because I needed to do my 10DLC, etc., when in reality the 20% for me was to just watch the basics for the script and how to call and pull a list, then PICK UP THE PHONE AND START DIALING. When I said Fk it and locked in on that, my life changed. I started getting deals. To date, we have approximately $450K in assignments in the pipeline, and I am only a few months in. I started on July 1st, 2025. Crazy how my life changed when I just started watching what I needed and started doing what needed to be done. Once you make that list, you will clearly see what needs to be done. Think of it as losing weight. You will write down everything you eat, and if you are honest with yourself, there are usually only a few things YOU KNOW you should not have had. If you just cut those few things, you will lose weight. Does it take work, yes, but more discipline than anything. Next, you will say to yourself What can be automated here? Is it maybe using AI to answer your phone? Maybe it's just automating texts so you can launch them prior to leaving for work, have AI qualify them, then pick up the phone and make a few phone calls for those that are qualified. Idk what it is for you, as all of our businesses are different, and we are all going in our own way. After you think that there are a few things that can’t be automated, like my example above, maybe you have a Virtual Assistant pick up the phone and dial the ones that are qualified, make your dials for you, close your deals for you, do transaction coordination, qualify buyers, etc. Again, Idk what that is for you, but you will quickly see what can and can't be done by simple automations. Then you will now have a very small list of things that you need to do. If you get stumped, you can reach out to me. I have a lot of experience in this in my past companies, etc, and I don’t want anything from you but to see your success story and to give back to this community. Also you can hire advisors for this while I don’t suggest that really in your beginning phases or spending a bunch of money on “Mentors” you can just look up on Zach or Ricks YouTube, use the Flip With Rick ChatGPT and put in that list and ask it “What can I automate, delegate, and what should I cut entirely, and what should I do myself? Also, what am I not seeing here? What are my blind spots? How can I improve? What skills can I learn to better help with the process? I work a job. How can I create a phased plan to get out of it with my wholesale business and use the principles from your knowledge base?” You will be amazed at what you will learn from this short work session.

My 6th lesson is that JV is crucial for success. This concept works two-fold. When you are starting, you should have what others do not have, which is rolling deep in deals. That is time. Your time is SUPER VALUABLE to potential JV partners. People here will send you their deals to Dispo, and just like that, you've got a deal in your pipeline without ever even doing marketing. There are companies out there that just do Acquisitions, and there are also companies that only do dispositions. Did you know you can find partners here that will give you 10 deals if you just ask for what ones they are having a hard time getting off their plate? They will gladly give them to you. Now that said, those deals might not be good or a deal at all, but when you start to reach out to buyers, you will also start to build your buyer list. When you build that up, you can then get real deals that fit what other new people are looking to dispose of (their first deal) and match them to your buyers list you just built! Just like that, you are now building your lists. Owning the IP is also key. This is a whole business in itself. “The people who got rich in the gold rush were not the ones digging for gold; it was the people selling the shovels.” - Russell Bunson. This brings me to my next point.

My 7th lesson is that the dispo side of things is easier than doing marketing. While it’s great to have your own deals, and you can do that as well, it also takes a lot of energy, time, and resources. However, on the Dispo side, it is much easier. When I learned that people will pay you 50% of the deal to do 25% of the work, I quickly realized the power of networking and JV. I know this is a reiteration of my last point, but I need to put this here so it sinks in. A lot of people here are going directly to sellers and spending all their time with that. When your first deal is literally in this group, you have just never reached out to JV. If you take a look at what Zach and Rick are doing, you will see the real truth. They teach for free. They have software as a service. We pay to do their marketing, then they dispo our deals for 50%. Why do you think that is? All love here though, I respect the hustle! What they are doing is so much more, but dang, when I looked at what they are doing and not what they were saying, I quickly realized the power of JV. It is a true blessing to be able to use this amazing community they created, and the knowledge is unmatched. I also use the Xplan on Xleads, and it is beyond insane the value it brings to the table. This group has enabled us all and leveled the playing field! We all have the same resources, and this community allows us to network with one another to share and spread the wealth. JV is just the catalyst.

My 8th lesson is SOPs. If you are currently doing everything yourself, take note of every step that you are taking in each action you take. SOPs stand for Standard Operating Procedures. This is how you train people without them having to ask a million questions. They do this in the military, as when $hit hits the fan and things are down to the wire, they need SOPs so there is no second-guessing. They just revert right back to the SOPs and march forward. Right now, you are probably doing stuff to get a deal. Write the steps down on what you are doing or should be doing. Document these with clear written steps, video recordings, and screenshots. Once that process is done and you know it works, then it is time to look to hire someone to fulfill that role. (If it can be automated, you should do that first. And if it is not working, you should get rid of it or put it to the side for later.) This is worth its weight in gold! Don’t sleep on this one, trust me, you will need this one day. Also, Rick and Zach were so kind that they even gave away their VA training. Take those and expand on them and make them your own.

My 9th and final lesson is to embrace the journey. When you signed up, you told yourself that this was the vehicle you were going to use to get out of whatever situation you were in. This journey is going to be filled with bumps and forks. It’ll never be what you thought it was when you got the overview pitch. Embrace this and use this community and others around you to help get you past where you are today and where you need to be tomorrow. Also, remember to give more than you take from this group. When you give back, even if it is with your time or limited resources, you will find that people are more apt to give you help as well. While I am new here, I am always down to help you guys with whatever I can and never expect anything in return. Whether you have been doing this for years or are just getting rolling today, and reading this, you can always reach out to me, and I am down to help you win. When you help others win, I guarantee your life will change, and you will also be next in line. Ask yourself now, what can I do to help someone in this group? I guarantee that when you change your mindset, you will start seeing miracles in your business.

PS. Quick question: What's one lesson from this post that you're going to apply to your business today? I’m curious to see what you guys make of this post, and feel free to ask me questions. If you are below level three and want to reach out to me, just let me know, and I will shoot you a DM.

Your first deal is closer than you think.

Cheers

-Vinny

68 comments