Roger Schulz just closed his very first wholesale real estate deal and helped improve his seller’s quality of life too! Tom welcomes his former student, Roger, to the show to break down the process, from start to finish. He explains in detail how he implemented the strategies and best practices learned from Tom’s course to find a property and seller, find a buyer, and facilitate a smooth real estate transaction. Finally, Roger provides his own pearls of wisdom for those on the fence about getting involved in real estate investing.

Key Takeaways

• 00:49 – Tom introduces today’s guest, Roger Schulz, who joins the show to break down his very first wholesale deal, and what clicked for Roger when he took Tom’s course
• 10:33 – The Deal Machine Challenge
• 19:14 – Advice Roger would give to those who are afraid of cold calling
• 20:35 – What stood out about the property that Roger ended up acquiring
• 22:38 – Dealing with the seller, Mark, and becoming an advocate for him
• 31:13 – Building your buyer’s list
• 39:58 – Roger describes how he feels now that he’s closed his first deal
• 43:58 – Nice Guy vs. Good Guy
• 48:01 – Negotiation and the ‘flinch’ technique
• 54:58 – Roger sings the praises of Tom and his program
• 57:26 – What Roger would say to those on the fence about getting into real estate investing
• 1:00:08 – Tom thanks Roger for joining the show and congratulates him again on the success he’s achieving

Tweetable Quotes

“When you’re treading water, you’re just treading water. I didn’t really know where to get started or when. But then, it was zero to one thousand miles an hour with getting everything set up. And having Tom’s system made it doable, made it possible, and also gave me the accountability to just make it happen.” (04:06) (Roger)

“Sometimes, the way they do business is so profit focused and less people focused. And, at the end of the day, this is a business about helping people. This is a business about doing something great, not only for myself and my family, but also for the community.” (08:44) (Roger)

“Some people argue, ‘Find the deal first, then build your buyer’s list.’ Some people argue, ‘Build your buyer’s list first.’ Ya know what, it doesn’t really matter. You’ve got to have a group of people that you know might be interested in buying it, otherwise you’re putting your wholesale deal on Craigslist. And that can work. You never know.” (31:37) (Roger)

“Even though I didn’t know him, he was still my fellow man. And I was able to really help him out with his situation. I was able to get him care when nobody else knew that he needed it. And now his quality of life has gone up tremendously. And honestly, I wasn’t expecting that when I got into this.” (39:23) (Roger)

“That’s one of the big traps you can fall into when doing real estate. Real estate is one of those where it can be a great business; it can be a lot of fun. But it can also burn you really, really badly.” (45:19) (Roger)

“Surely you have to be true to yourself, because the moment that you start to seem fake, or it starts to seem scripted, or it starts to seem off a natural reaction, you have to make your reactions natural.” (50:17) (Roger)

“First off, make sure you’re settled and ready to do this and undertake it, because if you want it, it’s there. And if you get yourself hyper-focused and motivated on this, it’s achievable. Anybody can achieve this. It’s just a matter of putting yourself to the grindstone, holding yourself accountable, showing up for Tom’s meetings consistently, participating and asking questions.” (58:11) (Roger)

Guest Resources

Roger’s LinkedIn