The Science of Flipping - Episode 151: Interview with Nick Perry – National Wholesaler doing $300k a Month

Episode Date: September 12, 2019

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Welcome to the Science of Flipping Podcast. I'm your host, Justin Colby. Alright man, hey, listen, welcome, welcome everybody to the Science Flipping Podcast. If you are listening to this, welcome. If you are watching this and you happen to be, you know, on YouTube or Facebook Live right now, we are going live. You see I have a very special guest with me, Mr. Nick Perry. What's up player, how are you? Dude, thanks for having me on man, I really appreciate it. I'm super pumped to be on the podcast yeah man um and i know you know i think we have almost 150 episodes now but i know i have had you on this podcast

years ago maybe at this point but uh i'm very happy that you came back because you and i were just on the phone chatting and your business has exploded in the last what 12 months yeah man we've been blessed you know learning and implementing all kinds of? Yeah, man, we've been blessed, you know, learning and implementing all kinds of new things. And we've got good people. So things are paying off. Yeah, no, I'm really excited for you. Very proud of you. I think we initially met in the boardroom mastermind, right? You were a member initially, two, three years ago, maybe. It's been longer than that man it's like 2015 it's 2019 now so holy hell man we're getting old dog i mean i can tell because my hair i'm just i'm getting older and i can see it but uh a little bit too i'm with you hey man if we can't laugh at each other i mean you know what

what's the point right that's right um well listen thank you again i try to keep these really short first of all we are going live right now in the science of flipping academy group um so all of my group members can ask us questions and we can reply and all of that and so um let's make sure to engage within that chat for those of you listening to this or watching this if you're not a part of the science of Flipping Academy group, get over there, ask to join. You just have a quick, you know, three questions to make sure you abide by the rules, but get into that group because I want this group to be the most active group possible. Nick Perry and so many other incredible investors are there to, you know, ask questions, but also to do deals. Like I want us to do deals. I want Nick Perry to

be able to post properties in this group because he's a national wholesaler. Yeah. You heard me right. He's wholesaling nationally in a big way. Um, and so I want this group to be active and I want it to be engaging and I want people like Nick to be able to answer your questions for those of you just starting, or I want you to ask me questions or whatever, but I want engagement. Right. And so if you're listening to this, get over to the group. It's free. There's nothing to it. You just have to ask to join as it is a closed group. And the only way you can join is by asking because you heard this podcast. So with that said, I want to get right into Nick, your story. Let the people kind of understand where you started, what you were doing, you know, to get

into the industry. And then obviously through the years of being a mastermind member, which, you know, you were one of the best and obviously you've now gotten to this point and then where you built the company to like what you have done to get to, I think you're going to close $300,000 just this month. That's impressive, bro. So let's start from the beginning. Cause I don't know if everyone knows you. Yeah, no, I appreciate it. So I grew up in Northern Virginia. I live in Austin, Texas now. So yeah, when I lived in Northern Virginia, first 25 years of my life and was ready for a change, I was traveling around the country doing sales back in Virginia, but my job really started slowing down. The company that I was with was getting ready to go out of business. And I had a little bit of money saved up. And when I say a

little bit, I mean a little bit, I had seven grand in my name and my lease was coming up to an end in Virginia as well. So, you know, I said, if I'm going to move now's the time. So I put everything in the back of my car, called an apartment locator here in Austin. And I said, give me as close to downtown as you can for a thousand bucks a month. And so I showed up to Austin with no job, no friends. I didn't know anybody and had no idea what I was doing. So in my lostness, I started getting on YouTube and trying to figure out what my next move is going to be. And so I was figuring out, hey, you know, what are good industries to go into? I knew I wanted to be an entrepreneur. I, you know, I'm naturally entrepreneurial and, um, I knew that was going to be the way that, you know, I'd make a nice life for myself. It wasn't going to be working at W2 job for somebody the rest of my life. And, uh, you know,

through that search, I found Sean Terry, found Justin Colby, um, started just taking in tons of content on YouTube. I went, you know, put myself through a full degree on YouTube for the first couple months and started taking action pretty much immediately. You know, I was putting out marketing and, you know, writing letters and, you know, knocking on doors, putting out bandit signs and running through my seven grand pretty quick. So I didn't get any deals, zero deals. I took me 11 months to get my first deal. So, you know, within those first three months,

I'd exhausted all my funds. I had to go get a job. So I went to, uh, I went to work. I did inside sales at indeed.com. I was a senior account executive there. My whole goal going into that job was make money quickly so I can get out and be my own boss and build my own company. So I went in there and crushed it because I had an exit in mind and made $210,000 a year working there. And I took all that money and just put it right back into my business. So all my money, my nights and my weekends were spent coming home, learning about wholesaling, going to masterminds, doing marketing, talking to sellers,

making offers and getting contracts. So that's one thing that I want to talk to you for a second, because it's so, it's so powerful. I get this all the time. Like people want to quit their jobs and go full-time into this. And you're a great example of someone who didn't initially. And you had that income coming in so that you could afford to build this business,

though probably slower than you want. You at least could afford to do it. And I think that's so powerful that that decision is your speed of getting to where you are really condensed because you, you didn't just, let me say it the right way. I do encourage people at times to make that leap of faith and jump in because

I think some people just are scared, right? You actually were calculated in your decision to say, okay, well I'm going to stay here. I'm going to make my 200 grand. I'm going to be able to take that, put it into my business,

slowly start doing deals, get marketing going, get some revenue until you can see the light at the end of the tunnel. Like, okay, now, you know, I'm making some money here. I got to jump ship so I can go full time. Right. And I think I want to praise you for that because that's not easy on both sides of that spectrum. It's not easy because you want to do this full time right now when you want to jump ship immediately. But it's also not easy because, you know, most people aren't ever ready to jump ship. Most people take a $200,000 salary and say, I'm just going to keep it. Right. So that's, I mean, and I think everyone who's watching this live on Facebook or on YouTube or listen to it, like there's not always just one answer. Yes,

I usually am an advocate of saying jump ship, get all in, burn your boat. 90% of the time I am that way, but everyone has a different, you know, situation, you know, and for Nick, this worked really, really well. No, a hundred percent. I mean, those early days when I did have a full-time job, it allowed me to go out there and take risks and make mistakes, which is important. I feel like in any industry you go into, the first couple of years, you're going to lose a roof over my head if I didn't you know get a deal but it also allowed me to go hard in the paint and be able to take that money and and you know take big risk go out to masterminds and learn from people that were better than me too which also you know was a big part of getting me out of my job well no doubt no doubt and I remember I think the first time you and I met, I think it

was in Phoenix at the Phoenix Mastermind, I believe. Yeah. And I just remember like you were so gung ho and you were calculated and meticulous about your business. And I believe you just quit your job. And I think you were like just full time into it. And so it was just really cool to see this transition. Before we get to this transition. Now I want you to give the people who may be in your scenario still working. Like I have a personal client right now that I told he needs to keep his job because of this exact example, like very intelligent, very hardworking, willing to work nights, willing to work weekends, but I don't want him to get financially in that place of like freaking the fuck out. Right. Like,

and so I'm using you as like my, my example for what he should be doing. And he might even be watching this right now. And so if you are Chris, what's going on, this is Nick. I actually just introduced you to Chris. He's the guy in New York. I did. Yeah. I gave him a list. Hopefully he gets that deal sold. Awesome. Awesome. Well, I appreciate that. So my point to that, like, what is your piece of advice for those who do have a job? They really want this. Maybe they're not making 200 grand, right? Like 200 grand is a pretty nice living. So maybe they're not making that.

What's your piece of advice there? My piece of advice is set a number in the bank that when you hit that number then it's time to jump ship hell or high water so for me back then it was it was 60 grand in the bank liquid once i crossed that i knew like okay like i can hobble along and get deals and support myself like yeah i'm still under the gun i got 90 days to like you know figure it figure it out or I'm going to be in some financial trouble. But I bet on myself, right? Yeah, I gave myself that 60 grand. I think I after bonus day, I had, you know, 64 grand in the bank and that was it.

Yeah, I went to my boss that day and said, hey, thank you so much for everything. And I walked out of my job that day. And that was that was the end of it. I love it. Let's take it one step further. And I know we're going to get all into what you're doing now in your marketing. What marketing should someone in that position be doing? Someone who doesn't have a big marketing budget, someone who's just coming off their 60 grand in the bank, where do they need to be spending their money? What avenues? I mean, I'm a big proponent for like low budget marketing.

I do, my business right now runs primarily on PPC and cold calling. I think PPC can be dangerous. I come from a pay-per-click background. So unless you're very, you know, familiar with that, or you've got somebody to outsource that to, I would not start and advocate that. If I had to go back in time to that exact point in my life, I would be doing SMS, RVM, and cold calling.

So SMS is text message, right? Correct. So I have an incredible company that I will put in the chat just so everyone can see it. But he's a buddy that came out of the Mastermind boardroom. And I don't know if you're familiar with him. His name is Aaron Pimpis out of Florida. I've heard of him.

Yeah, yeah. Dude, he literally, so he's a tech guy. And so he built this text messaging specifically for us investors. It is not used in any other industry. It is specific for us. There's like a lightweight, like light version of a CRM

connected to it. It goes with local phone numbers. I mean, it is like hands down the best I've ever used. It's called, excuse me, it's called Launch Control. If you go on there, it'll ask you where you heard it. You can say Science Flipping Academy or podcast or boardroom. So they know you came through me because if you come through me, you get a discount. So which is great. But I'm with you. I think it is a game changer. The reason why I like text messaging so much right now, for those that need their first deal, or for those that are in like a little bit of a lull, you can pop a deal like that. Like it is immediate. Where direct mail takes time, cold calling, has a longer tail, more follow-up, nurture, right?

So text messaging, I'll put that link in here for you guys. And obviously, if you're listening to this, launch control, just choose, you know, science flipping a podcast. But tell me a little bit about R rvm massive i love it i do i do i don't do specifically rvm i do voicemail drops um but literally we opened a new market in san antonio a year and a half ago only on voicemail drops and cold calling that's it because it's so cheap and it's knocking down anywhere from two to four a month

every single month consistently and it's wildly cheap like our lead cost is like a hundred and something dollars and then our our deal cost is like well under two grand because how cheap it is a hundred percent i mean that's you know been a big driver for us right now we're uh we paused it just because we've got so many leads from our other, you know, cold callers and, and PPC, but that carried us through. And, you know, the biggest thing that I noticed from running, you know, millions of ringless voicemails is it's just, it comes down to consistency, right? Like you set a daily target for yourself and you know, that amount is going to go out hell or high water every single day. Yeah. Yeah.

And one thing I think you've done incredibly well over the last four or five, six years, however long we've known each other, you've never given up on marketing. Like I remember you and I talking and you were like, I'm torching my money. This is early on, right? Where you're like, I'm all in on 60 grand. You're getting down there. And I remember this conversation very clearly. You're like, oh, I'm, I'm about to be going back to work, right? But one thing you never did, and I give you a lot of credit. And the advice I'm going to say is like, you never gave up on marketing, you continue to push through because it was the advice you're

hearing from me and Sean and Kent and others in the mastermind, like, you don't stop that. Like, even if you have to re-navigate, even if you're doing PPC and your cost per deal is crazy, it's $10,000 and you can't afford that anymore. Okay. Navigate down into cold calling, navigate down into text messages, navigate down into RBM. One thing you've done really well, and I give you a lot of credit for is you've always taken the approach of this business being a marketing business. And I want that to be the kind of transition into where you are now, because you've done that really well to the point of now, like we were just talking earlier, like you made 250 ish grand last month, you're making 300 grand

this month, like, now you're the big boys, right now you're in the big leagues, right? And so talk a little bit about that and your perspective on marketing and not giving up and then also opening up new channels. Right. Because you weren't always in the RBM game. You were always in the gold calling game. You have always been in the PPC game. Yeah. I mean, just going back a short ways. That's a great segue there is, you know, especially you're going to be scared if you leave your job or, and you're gonna have to spend money to make money. Right. So it's, to me, it was never an option to not market. I was like, I can't afford to, to stop marketing. Like, where's my next deal going to come from? So you can't afford not to market. Right. So that's, that's my thing. And

you know, another thing too, is great point, you know, this is just a marketing business. That's all it is, the sales and marketing business. We're not doing real estate. Real estate is just the widget. Like with the team that I have and the systems and the business that I've built, you know, if real estate went away, which it never will, it's been around since the beginning of time. If it ever went away, I could go sell cell phones tomorrow or tools or whatever, because this is a sales and marketing business. Real estate's just the product. So if you structure your business that way, I think that's the right frame of mind to look at it. I'm not a real estate expert. I'm going to tell you that much right now. I know how to strategize and do deals, but do I know about, you know, how to flip a house and the inner workings of the pipes? I'm not a flipper now. So I am marketing and finding great investors

for people that want to do that work. So what happened in that transition? Like, how did you get to this place where you're killing PPC, you're killing cold calling, you're killing the RVM, which right now you're slowed down. But in tech messaging, SMS, how did you do like, let's talk about this now, where your business is at today? Like, what was that transition? What avenues? Why did you choose these avenues as marketing strategies?

And then how have you built your company? I think what I really want people to understand, you do this naturally. You're not just in Austin. You're not just in Houston. You're not just in Dallas, which is major markets in Texas. Like you are literally all over the nation. I literally hit you up this morning. You and I were texting this morning about, you know, something in San Diego and then which led us to a deal in New York and putting this all together. Talk about all this right now. I'll give you the next five or 10 minutes to kind of just affect your business. What are you doing? How is it different? What, how did you set it up? What's going on in marketing? And so the mic is yours, so to speak,

for you to just go off. Yeah. You know, it was actually never my intention to go nationally. What had happened is back in, you know, 2016, 2017, my website really started popping off with SEO leads. And my pay-per-click leads, I was marketing exclusively in like Austin and Houston. I think San Antonio too. And I would drive to those places. I'd get appointments in San Antonio or Houston and drive there. And PBC costs was going through the roof in 17 and 16. It's still going through the roof. It's still going through the roof in, you know, 17 and 16. It's still going through the roof.

It's still going through the roof. So I had to – I'm getting all these leads. I'm getting leads in, like, Pennsylvania and Ohio and Florida, every state, and I would just throw them away, throw them away, throw them away. And, you know, eventually, like, I was to the point where I was like, you know what, let's take a crack at this. Let's see if we can make this happen. I think we just started picking up the phone, talking to these sellers.

We realized these sellers that are coming to us in Pennsylvania are no different than the ones in Houston. So we were able to negotiate the contract over the phone, get a DocuSign. Once we had a DocuSign, from there, we can get the seller seller to take pictures for us now we just got to go out and find a buyer so you know we use different ways social media realtors uh to go out and locate the the buyer on the property i think i made 18 000 on a deal in harrisburg pennsylvania which i'm city i've never been to in my life i've never even heard of it right and from there it was kind of off to the races. It was like, all right, well now let's start, you know, inviting more of these kinds of leads. Yeah. Not let's not just stay in SEO. Like, you know, what's,

what's stopping us from going national. So now we're, you know, doing targeted Facebook ads, you know, pay-per-click ads, you know, different, different forms of marketing all over the United States. And that's just how the evolution of it happened. So, it was kind of by accident. But, you know, marketing, it's been a journey, right? You asked me, you know, how did marketing evolve?

And it's just trial and error, right? You know, different things work better in different market cycles um you know when i first started direct mail was absolutely crushing you know and the response rates have dropped down and i'm sure it'll be back again direct mail still works uh but yeah but it's um it's kind of shifted you know five years ago there was no sms like we weren't talking about that dude a year ago right no one was really talking big time about how valuable it is and now it's like almost all i'm talking about right now because what i'm seeing is a lot of people like and i'm gonna so a lot of people are either just getting started and they're like well how do i do this cheaply um but then also people are going through some hard time like they're like man, I'm used to doing 10 deals a month and I'm doing four and I have

overhead and et cetera. And I'm like, well, I use it very specifically to go pop one or two real quick, right? Like go get your books back in order and or get back into the business because the leads are so cheap. But one thing I want to ask you is like, obviously you get this asked all the time. How do you find your buyers all over the nation? But my question isn't just that. It's more like how important are your buyers? Like if people just really understood that this business, your clients are not just the homeowners. They're really also your buyers. You put massive intention on finding buyers, understanding what they want, where are they,

where can you find them, how do you provide them with the deals that they're looking for. Like, you've done an incredible job from New York to San Diego, literally. That was the conversations we were having this morning. We're talking about deals in San Diego, we're talking about deals in New York. Like, you literally have bridged that gap with your buyer network. So, talk a little bit about that. Yeah, you know what, I got to give you a lot of credit on this, but I think it was probably a year ago now, you know, I was jumping on a coaching call with you and I was having trouble, you know, finding buyers. Like I had some deals in Baltimore, I had deals all over the place. And so, you know, but you got a huge network in Rolodex.

So you were like, here, talk to this person, talk to this person. And that helped. And you're like, if that doesn't work, then I would start reaching out to some realtors in the area. So I took that and you know what? It worked. That worked really, really well. It was, you know, I started cold calling realtors on Zillow and yeah, Hey, I got a, you know, I got an off market property in Cleveland, Ohio. I wanted to see if you or anybody, any of your clients were interested in purchasing that area. Yeah, what do you have? And the conversation kind of evolves from there. So I took that and then put it on steroids, of course, right? So I went and scraped every single

agent in the United States off of Zillow by zip code. I had a developer go into Zillow agent finder and pull out, just basically scrape all his Zillow. So now if I have a deal in, you know, Cleveland, Ohio, I'll put the Cleveland, Ohio zip code in. It's going to give us the CSV with every realtor there. And then we'll, we'll send it out and the phone melts. And I mean, that's it, man. That's really how we get most of our deals sold. Yeah. And I think it's something that you know I think the interesting part about this industry is like for some reason somewhere investors and agents don't like each other like it's like some sort of feud and I'm like wait a minute we'll all make a lot more money if we work together because the agent has a home we want to buy. We have a home there that the agent's buyer wants to buy.

Whatever. At the end of the day, both of us are in the same industry. One is just using it more of a listening tool. We're using it more of a selling tool. So, you know, at the end of the day, like all of you listening to this, you need to be on the board with working with agents and partnering with agents.

We're buying a home in San Diego with one of the largest agents down in San Diego. And we bought it off the MLS. I only bring that to light to tell you like, there's also this whole idea that there's no deals on the MLS. It's just not true, right? Like, you're just not looking hard enough. You're not attempting, you're not making enough offers. And conversely, you're not using agents to find you buyers. The conversation I had with you, I remember because I have with a lot of people is like, those agents have that doctor, that dentist, that lawyer that wants to do one or two flips a year, or maybe wants to buy another rental that you don't have, that isn't going to show

up on some cash buyers list that is just literally the uncle of said agent, right? Like, that's who that is. And that's how you win. And so it's so valuable. I mean, I'm, you know, I'm giving another speak at an event just about this whole iBuyer world, right? And I don't know if you've been able to dive into that and the open doors and the aquapads. And, you know, obviously, I'm with sunday now and a lot of people are starting to say that that is similar to that but we're not an ibuyer by any means um we're so different we actually care about the homeowner etc like we want it to be valuable we're not just a big data center the point to all of that would be like understand your buyer like where are they how do you find them? Like, I just told you this

morning, like you sent me to San Diego, I'm buying a San Diego Inland Empire, Los Angeles. I'm very quickly going to be in Texas. Like everyone needs to know me because I'm going to be buying those properties. Like, so how do you find them? And that's, that's the important part. Like social media is massive. You know, like how much do you use social media? I know the answer, but like, are you leveraging the shit out of social media or what oh yeah i mean that's probably the second biggest way we sell deals on social media so realtors are a huge resource right there but yeah right away it's like hey do we have any luck with the realtors no we're going right to facebook and facebook i've sold, I can't,

it's countless number of deals on Facebook. So, so for the newbie or maybe someone who's not leveraging social media, how would you advise them to leverage Facebook specifically? So, so you got a deal and let's say we got a deal in Austin or I'm going to use you as, as the newbie, you get a deal in Austin. You don't know anybody. I would advise you go right on to one of the Austin Facebook groups and start looking through there for all the deals. And then once you see somebody that's posted a deal, look in the comments section. Who do you think those people commenting on deals are?

Buyers. Right. So go ahead and friend request them. DM them. Hey, man, I'm in Scottsdale. I just got a deal in Austin. Are you buying there? Question mark. You get extremely high response rate on that. So yeah, we'll do that nationally. We'll go into the local groups and then we'll also go into the national groups like wholesaling houses full time, real estate investors, just some large, large groups out there where you can easily search this group. There's a search feature on the left-hand rail of any group, and you can type in Austin, Texas,

and it's going to pull up in that group any deal that's ever been posted in Austin. And you can go through those comments and definitely get some deals sold that way. Yeah, I'm going to repeat what you just said, because I think a year ago, maybe two years ago, when we launched San Antonio, you gave me that advice, which was great, which is going into these larger groups, let's just using wholesaling full-time. I think there's 80,000 investors in that.

And going into the search bar in the group and putting in the city that you're looking to wholesale the deal or need buyers in. And when you put that city in any communication, any thread that happens, that those words of that city in it will pop up. That'll be all you see. And that's how you find that. So that was great advice you gave me a couple of years ago, which I've used to my benefit.

So good. Yeah. Yeah. I'm glad it helps well dude listen i wanted to say thank you um you know let's talk really quickly about what you know what's going on man how many deals you got working this month how many you closed last month how much money i mean you really you are a great um shining example of fortitude stick to itness if that's the if that's a word, right? Like there was a moment where you potentially were going out of business, right? And I remember those conversations and

fast forward three, four, five years, however long ago, that was like, here you are closing $300,000 plus with a deal this month, right? So talk a little bit about that. What's going on? Yeah, I'm just stubborn, man. You know, I'm just stubborn. You know, I think that's probably one of my best gifts. And probably, you know, if you ask my fiance, she'd probably say one of my worst attributes. You know, if I put my mind to something, it's like, hey, you're going to put me six feet under if I'm not getting it. I'm just very stubborn in that way. And I think that's how you have to be you got to be calloused and stubborn when you make up your mind you want to

go to go for something you know you're going to get hit um every second you know step of the way i mean i still get punched in the mouth every single day but it's like you said you know you have how many shit sandwiches can you eat right so that's kind of where i you know just keep keep uh you know learning every single day that's the biggest uh thing is i'm constantly trying to learn what's new in the industry staying up on new marketing trends staying up on you know cat you're following following your podcast sean's podcast uh everybody that's good content out there you always have to be a student or you'll get left behind in this game. It's moving so fast.

Amen to that, brother. Amen. You know, that's it. I mean, we're blessed now, you know, from just years of trial and error and staying strong when things get tough, right? So that's going to pay off in the long run. I know it sounds cliche, but there's not really any failures. You're just learning, right?

A failure is just a data point for learning. So, you know, when I fail, it's like, okay, well, I'm not going to do that again. I'm just going to learn from it and try to not make the same mistake twice. No doubt. Well, listen, usually I give, you know, and I don't know if you want a bunch of people contacting you or not or whatever, but like, you know, if you want people, do you want me to, do you want to give them your information or if you want to maybe just, you know, stay in the group and connect through the Facebook or what, what's the best for you?

Anybody, if you guys have any questions or want to reach out, I'm happy to help. I'm pretty good on Instagram. So if you just search on Instagram at Nick Perry, R E I I'll pop up on there. And then, you know, let me know if there's anything I can do to help. Awesome. Awesome. And also he's in this group.

And so, you know, you can just ask him here and he'll answer your questions and all that kind of great stuff. So, hey, dude, I greatly appreciate you spending some time with us here, dude. And we're going to get some deals done here very, very shortly. I'll tell you that. Yes, absolutely, man. Thank you for having me on. Of course, brother. That is it. We are signing off. I'll see you on the next episode. Peace.