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Show Summary
In this conversation, Malcolm shares his journey in the real estate business, emphasizing the importance of belief, mentorship, and strategic growth. He discusses his methods for lead generation, the challenges he faced, and how he manifested success through positive affirmations. Malcolm also elaborates on his book ‘I Need You to Win’, which encapsulates principles for overcoming adversity and achieving success. He outlines his ambitious goals for the future, including building a million-dollar business and becoming a land developer, while highlighting the significance of consistent marketing and mentorship in achieving these objectives.
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Investor Fuel Show Transcript:
Malcolm (00:00)
One day I ended up getting a job working at a gym front desk. So I’m working and I get this call from a letter that I put in somebody’s mailbox years ago, about at least about a year ago, the guy’s sister died. He ended up getting the mail from his neighbor.Basically the neighbor took a picture of some mail that I dropped in there, saved it for a year and sent it to him. And he was like, Hey, do you still buy houses? Well, to keep the story short, I ended up closing that deal and cashing out October 1st, making $27,000.
Michelle Kesil (02:06)
Hey, everybody. Welcome to the Real Estate Pros podcast. I’m your host, Michelle KesIl. And today I’m joined by someone that I’m looking forward to connecting with, Malcolm Brown, who is the owner of Trident Real Estate Solutions, focusing on wholesaling. So excited to have you on the show today, Malcolm. Of course. Awesome.Malcolm (02:12)
Thank you. you. I’m excited.Michelle Kesil (02:30)
I think our listeners are really going to take something away from how you are approaching your wholesaling business, so let’s dive in.Malcolm (02:38)
Absolutely. So ⁓ I’m excited to be here, Michelle. And so basically what we’re doing here in our wholesale and businesses, we have a one or two man operation. Pretty much we are, I guess, the grassroots way where we would make cold calls, texting, we still do driving for dollars, things of that nature. So we keep to the basics of things, you know, we’ve been able to sustain here fluently. Of course, you want to grow, you want to expand and have a huge large team.There was a time where we had more people on the team than we do now. But then when you look at things in operations, we’ve been able to just stay consistent with getting leads through driving for dollars in the old school way. Referrals, the best way is always referrals and people that you know. But there just different situations that make the deal a lot easier. Different situations depending on what the situation is.
Michelle Kesil (03:33)
Sure, absolutely. And are you focusing in a certain market or are you nationwide?Malcolm (03:35)
Hmm?Right now I’m focused on the Houston market and in the Nashville, Tennessee market. Right now I live in Nashville, Tennessee. My home is in Houston, Texas. And so I’m focusing primarily on those two markets. We have boots on the ground and other areas. So if there were a time we pull leads, because there are times where we’ll say, hey, we noticed this happened over here and we’ll pull a list for that area. And then we’ll have boots on the ground within the area to help us. our primary.
is Houston, Texas and Nashville, Tennessee.
Michelle Kesil (04:13)
Awesome. How did you get started in this business?Malcolm (04:20)
You know what, I was ⁓ looking for a way out. I was working, you know, like everybody who still works, still have jobs and things of that nature. And I was just trying to not be on the rat race so much and ended up coming across some information that said, hey, do you want to learn real estate with no money down and things of that nature, no cash? And I thought it was all fluff, right? And so, but the message kept reappearing and coming back to me.And I eventually, ⁓ I want to say his name was Mark Whitten or something like that on Instagram. And he mentioned wholesaling real estate. And then I started seeing guys like Max Maxwell and all these other guys that were doing wholesaling. And I just started looking more into it.
And I was working for, I believe it was AT &T at the time. And I was one of their in-home consultants. And so I was pretty much paid to go to people’s houses and do things like that to help setups.
But on the way I’m passing all these different houses. Around the time Deal Machine came out, the app Deal Machine, and I just downloaded the app and just started looking at the houses as I went to different appointments. And, you know, ⁓ what was funny is my first deal came from one of those houses, those on the job.
Michelle Kesil (06:27)
Wow, super cool. Sounds like you just fell into the right place.Malcolm (06:31)
Right place, right time.Michelle Kesil (06:33)
Yeah, absolutely. What have been some of the keys that have allowed your business to run smoothly and to grow?Malcolm (06:43)
Well, it hasn’t run smoothly. There’s been some ups and downs. There’s been some growth and pullbacks. One thing that I can say is the power of belief, know, being able to see hard times, see things happening, but still maintain the vision that you have in your head. You know, one of my mentors says, don’t let what your eyes see get in the way of what your mind once saw. And so those times where leads weren’t coming in or whereThere were times I had to go back and get a job and balance out wholesaling and real estate and career life and being a father, you know? So I think, ⁓ and, and more of a, I guess, spiritual sense or heartfelt sense is the belief, but in a practical sense, it’s just always training your eye to look for opportunities, you know, talking to the people, even if you’re not as active in marketing as you want to be talking to the people that you know.
about hey, what situation is going on. See if you have a house that’s available to be helped.
Michelle Kesil (07:46)
Yeah, amazing. So much power can come in those organic connections.Malcolm (07:52)
True. True. True.Michelle Kesil (07:55)
What are you most focusing on now when it comes to solving the next thing in your business?Malcolm (08:04)
The main thing we’re focused on now is getting to PPC, like the pay-per-click leads. I know those can be cash intensive in the beginning to keep that lead flowing, but as you see, it’s like such a sense of urgency. There’s a different type of magic that happens with those type of leads. So I would say that’s the next thing that we’re targeting is getting everything up so we can get consistent.PPC leads also with continuing to never lose sight of operating the basics, driving for dollars, talking to people that you know, ⁓ and really doing that grassroots approach. I think there’s more power in that than people give credence to because we’ve taught to just look for all opportunities online. And so even though that’s good, pay per click is amazing, toll calling, it does still work. But right now I think we’re pretty much focused on that.
Michelle Kesil (08:59)
Awesome. And when it comes to scaling, where do you want your business to head to? Are there any growth initiatives that you’re working on?Malcolm (09:11)
Right now we’ve been in the trenches. The goal that we have is over the next 18 months to build a million dollar per year business that’ll addition our wholesaling and from those we’ll irrigate from that ⁓ different houses that we want to buy and hold and build a portfolio like that. So I don’t know if I’m answering the question correctly per se, but I think that’s where we will be looking at scaling is just pretty much.getting more of those leads, those quality leads, building this to a million dollar per year business in the next 12 to 18 months. We don’t necessarily need a large team, you know what I mean, but just scaling in the fact of getting efficient processes.
Michelle Kesil (10:31)
Absolutely, that makes sense. You mentioned that the power of belief is something that has been helping you grow and yeah, has had an effect on your success. Can you expand on what that means to you and maybe share some more specific examples?Malcolm (10:47)
Mm-hmm.Yeah, I can share a specific example. There was a time where I was negative $800 in the account. I’m talking about it. been a long time since I had a haircut. I looked absolutely terrible, right? And I remember going to my friends and I was just telling them, the power of belief, have to lock in on our confessions, our affirmations. Stay at 100, 200, 300 times a day.
And I would just say, hey, by the end of September, I’m going to make $30,000. I didn’t know how it was going to happen. This was a few months prior. And I just kept saying it, kept, saying it not to be too redundant.
One day I ended up getting a job working at a gym front desk. So I’m working and I get this call from a letter that I put in somebody’s mailbox years ago, about at least about a year ago, the guy’s sister died. He ended up getting the mail from his neighbor.
Basically the neighbor took a picture of some mail that I dropped in there, saved it for a year and sent it to him. And he was like, Hey, do you still buy houses? Well, to keep the story short, I ended up closing that deal and cashing out October 1st, making $27,000.
When it took me two or three months of just saying, you know, by the end of September 30th, I’m going to have this amount of money. It ended up happening just because I was always focused on it, always staying happy.
you know, keeping my belief locked in on what was possible. It was so many times I could be negative, know, having children, having issues with mom, know, and things, everything that you deal with, but still I was able to keep my belief intact to the point where literally I manifested ⁓ a $30,000 month and cashed it one day after I said I would.
Michelle Kesil (12:38)
I love that. That’s so inspiring. Yeah, it’s really, really cool how you didn’t stray from your beliefs and continued until it happened. That’s really inspiring.Malcolm (12:41)
Appreciate it.Mm-hmm.
Thank you, appreciate that. ⁓
Michelle Kesil (12:54)
Of course. Isthat something that you’re still implementing? yeah, like how are you working through that right now?
Malcolm (13:02)
yeah.Absolutely, like you always, ⁓ I’m always, I’m a real avid on reading and whatever you’re saying. Like the words that you speak actually manifests the life that’s in front of you. And I think people don’t take into account how serious words can be when you’re believing for something. And so my main thing, even if I put my mom on the line, she’ll tell you can’t say certain things around me, to me or about me.
because I have it’s a it’s a recipe, right? If you put hot sauce in your cake batter, you just got a spicy cake is going to be disgusting. But you can’t un-pour what you put into that mix. That’s what bad words and bad energy does to what you’re believing for. You’re uprooting the seed that you planted. So with me understanding that, even I’m having a terrible day, I look at my account and it says negative $800. Right. I’m so happy and grateful that by the end of September, I’m having $30,000.
And I kept saying it. One day, I’m driving to the gym and there was an estate sale. I haven’t done that from that day to this day. I stopped at the estate sale. I saw it and I came back and I put the letter in the mailbox. And one year later, I get the call. Hey, we kept your mail for a whole year. Do you still buy houses? And that’s just because I said it so much, I was tuned to the voice that was gonna tell me when to make a certain move.
Michelle Kesil (14:28)
Yeah, that’s so true. I really love that you’re sharing that. I think that’s something more people can become aware of and tap into.Malcolm (14:36)
Appreciate it.Michelle Kesil (14:38)
Yeah, I saw in your bio that you shared that you are a speaker and author of I Need You to Win. Can you expand on what that is?Malcolm (14:48)
Mm-hmm.⁓ Also, I grew up speaking, been the speaker for a while, did several events. That was the time I was just, that’s all I was focused on.
Then I came into learning real estate. ⁓ From the position of pain going from being a father of two, you’re married, you’re trying to make your family work and all of a sudden everything gets uprooted. And I came from such a place of pain where I was trying to pull myself out of this low place because I grew up,
doing chess and boxing, I considered myself a very mentally stable person, but divorce literally drove you to like a mental brink, if this makes sense. So I wrote, I need you to win as a way for me to get myself out of the hole. But Michelle, in the process of me researching other winners, I saw these different principles, right? And so I saw that, let’s just say apple tree, right? You got the apple seed. You can plant it in the ground.
And then you can put it right here, six inches over on the concrete. And if you leave it right there on the concrete, it’ll never grow. It’ll come back two years later, it’ll never grow. But you can put it right here in the soil and you ask yourself, like, what is it about the soil that can demand from the seed? Give me what I need to grow. That’s the concept of the book, that the hard times, the soil is nasty. You got common war, you got rough seasons, winter, fall, like all those, the seed goes through a lot just so it can bear fruit.
But the thing is, after all of those harsh winners, after growing through cow manure and getting stepped on, the seed bears fruit that it never even eats. I’ve never seen an apple tree bend a branch, you know, and grab one of them and eat it. So it went through all of that pain and process to be a benefit outside of itself. So I Need You to Win is a combination of principles where people can read it. It’s a real short book. I wrote it ⁓ real short on purpose because I want people to get through it and get it.
And I think it’s an awesome book that’ll actually be pretty life-changing if the information isn’t taken in.
Michelle Kesil (17:36)
Amazing. Yeah, that’s so powerful.Malcolm (17:39)
Thank you. Thank you.Michelle Kesil (17:41)
Does this help people with their businesses as well? Like how does that tie together?Malcolm (17:47)
Absolutely. Right now as we speak, there are like all kinds of real estate investors or people that are real estate agents and they want to give up. Like it’s tough out there. It’s not easy making hundreds and hundreds of calls every day. You put money here, don’t know if it’s going to come back and all you had, the only guarantee that you have is the belief in the vision that you see inside. So although it sounds esoteric and fluffy,It actually is the basis of all practicality is to have the belief to keep going every single day. And when I go outside, they tell me you’re crazy. Shut up and just go to work. People are hunking at you in traffic. Like the entire world has been geared right now. It’s a war for your focus. That’s a war for your phones, your marketing, everything is pulling you. But do you still believe in the midst of all of that mess? And so, yeah, I think it’s very the basis of everything that people need to know in their business.
is I don’t know where it is. If I had a message to him, I don’t know where your business is. All you have to know is where you want it to go. And take this thing one step at a time, one day at a time.
Michelle Kesil (18:57)
Yeah, definitely. So important for people to have that mindset when it comes to business and entrepreneurship.Malcolm (19:04)
Absolutely. Absolutely. Appreciate that.Michelle Kesil (19:07)
So what are some goals that you have for where you want your business to head to?Malcolm (19:14)
In the next 18 months, we’re going to have this up to a million dollar per year business. We want to build from that a portfolio ⁓ of at least five apartment complexes. want to have ⁓ my ultimate goal is to become a land developer. last, my name is Malcolm Brown, so I want to buy some acres, a hundred acres and build Brownstone estates. So to say what the long-term goal is, that’s the long-term goal is to take this from being a wholesaling operation.to building a portfolio of rental income, you to take from that and make connections and become a land developer. That’s the ultimate goal.
Michelle Kesil (19:54)
Amazing, so exciting.Malcolm (19:55)
Thankyou. Yeah. Yeah, thank you.
Michelle Kesil (19:59)
When it comes to business growth, whether that’s through marketing, networking, relationship building, what are some things that have made the biggest difference for you?Malcolm (20:11)
What some things that made the biggest difference for me in business, whether it’s marketing or things like that? Mentorship. Mentorship has been the biggest thing because you have to stay close to the fire. There are millions of people who have gone through what you’re trying to go through and they may have the answer you’re looking for and that can expedite the process for you. And so my biggest thing that’s helped me was connecting with the right people because who you’re connected to is taking you places, right? Bluetooth.comes from the idea that like when you see people, they sync up and agreement happens. That’s what mentorship did for me and it expedited ⁓ the path that I was on because I was able to travel the country. would literally pay, save money so I can go to different real estate events. I would look for local events. I would travel three, four hours to Dallas, Texas so can go to Israel. I would literally…
end-to-end date and drown myself in real estate information, whether that was on YouTube or whatever it may be. But that has been the biggest key and then consistent marketing in whatever area you choose. If you’re going to do bandit signs, be consistent. If you’re going to do cold calling, be consistent. So I think those two elements of mentorship, speed to action and consistency have been amazing for us.
Michelle Kesil (21:38)
Yeah, I love that. Mentorship is so important to get the education and the steps that someone’s already taken before you. It can really shorten the path.Malcolm (21:42)
Anyway.Michelle Kesil (21:52)
Awesome. So what are some of the ways that you’re currently working on growing your business? Is that through like personal mentorship yourself?Malcolm (22:08)
Yeah, so to grow my business, ⁓ yeah, we’re doing personal mentorship and things of that nature, but that gets your head ready and tells you the different steps. So what we’re doing now is working on ⁓ getting the funds to do our PPC campaigns so that we can grow that way in a practical sense, because we see the demand, we see how urgent they are, you know, to be able to sell their properties and get help.So I think that’s gonna be the way that we go to is getting the funds to get consistent online campaigns while we’re still doing the grassroots work.
Michelle Kesil (22:46)
Yeah, amazing.So before we wrap up here, if someone wants to reach out, connect, learn more about everything that you’re doing, where can people find you and connect with you?
Malcolm (22:59)
Mm-hmm.Absolutely, can go on, right now you can go on Facebook.com and you can search Malcolm Brown, I’ll be there. Or you can reach me on Instagram, Mr. Multi-Million. You can always reach out to me there and I’ll respond. And we can definitely collab and get some good work going.
Michelle Kesil (23:18)
Perfect. I appreciate, yeah, I appreciate your time and your perspective. Thank you for being here.Malcolm (23:19)
Thanks so much.No thank you, I appreciate you.
Michelle Kesil (23:26)
Of course. And for the listeners tuning into the show, if you got value, make sure you’ve subscribed. We’ve got more conversations with operators like Malcolm who are building real businesses and we’ll see you on our next episode.
