How to Build a 100% Virtual Real Estate Wholesaling Business | Tyler Williams

Tyler Williams (00:00)

One of the harder things for me to teach when I first started helping people with wholesaling is like I don’t have some fancy word track, I don’t have some manipulation; I just have a conversation. And if I can help you and I can be educated in what I’m telling you, that’s the best response I get from people. It’s not having some fancy word and fancy way of getting you to say yes. It’s just: Can I help you? Do you have a problem? Let’s work together and figure it out. If I’m not the solution, that’s perfectly okay, too. If there’s another solution I can point you to, I’ll do that. It’s fun and I love it, man.

Quentin Edmonds (01:03)

Hello, everyone. Welcome to the Real Estate Pros Podcast. I am your host, Q Edmonds, and I’m excited. I’m excited today. I’m excited about my guest. Always excited when I get to learn experience from other people. Know we all have our experience, we all have our walk of life, and everybody’s experience matters. And we take from that their experience, glean from their experience, and we add it to ours. And so I have a gentleman here who is chock-full of experience—100% virtual wholesaling. I think that’s brilliant in itself. He’s a connector. Like I’ve been listening to him talk, he’s a connector, he really cares about people, and if he can connect you to something better, he’s all for that because he knows he’s gonna get his at the end. So I love this term he said: ethical wholesaling. So I’m excited. I’m excited today to learn from Mr. Tyler Williams. Mr. Tyler, how you doing today, sir?

Tyler Williams (02:00)

Doing great, man. Happy to be here. Thank you guys so much; I appreciate the opportunity to chat with you.

Quentin Edmonds (02:08)

Absolutely, man. Same here, brother. Tyler, you’re gonna hear me probably say this maybe once, even maybe two more times: thank you for your time. I literally—I value when people give me some of their time. You could have been doing anything. And so I think your time is very, very valuable. So I thank you, sir. I thank you for being here. And Tyler, sir, I’m the type—I really like to dive right in. So I would love for you to tell the people what’s your main focus these days. If you don’t mind, give us a little origin story, how you got into the spaces that you’re in. And then tell them where you are in the world, what markets you serve. People—they love to know that. And so Tyler, my friend, you have the floor, sir.

Tyler Williams (02:46)

Right, yeah, man. I grew up in Florida. And in my twenties, I kinda fell victim to the opioid crisis that was going on there, and it took me down a really, really bad road. I ended up going to prison and getting in trouble. And when I got out, I had this record, and I’m thinking to myself, “How am I—like, I can’t go to a regular business now and apply for jobs and do all this stuff.” So I got on at like a lawn care company. And I’m cutting grass and not hating life—I’m happy that I’m enjoying freedom—but it’s just it’s not scratching the itch that I have.

And for me, I start scrolling through social media and I found this guy. He owned—he had a wholesale real estate office in Raleigh, North Carolina. And at the time, I had no idea what wholesaling even was. I had seen some people talk about flipping a piece of paper and property. Half of it sounded illegal to me. I’m like thinking, “How can I call someone over the phone and buy their house, but not really buy their house, and I can make twenty grand doing it?” It literally made no sense. But the guy was—he’s covered in tattoos, he’s driving a Rolls-Royce, very down-to-earth, super cool guy. So I DM’d him and I’m just like, “Hey man, is there any way I could just get an interview?” And he sent me a message back saying, you know, “Send me a 30-second clip of why I should hire you.”

And I took like a month to do it because I’m thinking in my head like, “I’m a felon. Why would this guy want me?” I was down on myself. I was really, really down on myself. And then literally, I think it like twenty-eight days after he had sent me that, I said, “Screw it, man.” And I made the video, and a couple hours later he’s like, “Come in for an interview at this time.” And I’m so nervous. I try to research as much as I can, but wholesaling still doesn’t really make sense in my head.

So I get into the office, I ended up getting the job. And in his office, the main focus was cold calling. So that’s how I learned. And that’s one thing I say about just like getting into this business and why mentorships and coaching really do make sense—because like the guy that I worked for, he charges sixty grand for his elite coaching program now. I was blessed enough to work at his office. I’ve seen his day-to-day operation, I was the first one there, and I learned their processes, I learned how to do all this. And I was there for about a year. I was one of their top closers in the office.

And then he ended up selling the business and moving out to Arizona to do like wholesale real estate coaching full-time. And I wasn’t really on board with the new owner. He was one of those guys that rather have other people do things; he didn’t want to get in the trenches. And that’s one thing I loved about the guy who taught me this industry, is like the guy was worth a couple of million dollars. He’d put on a headset, he’d pull up a lead in the CRM, and he would get in the trenches with you and he’d close deals. And to me, that was like just such a cool thing because he didn’t need to do that. And it was so awesome.

It used to aggravate me, too, ’cause I like to think of myself as a really good closer, and I’d have people that were so close, and this guy would pop on his headset and ten minutes later—and in my head, I’m thinking there’s no way he’s gonna close this deal. And ten minutes later: “All right, I’ll have Tyler send you over the purchase agreement. Just click here, here.” But it was an awesome thing to learn.

So when he ended up selling, he was hosting his first event in Arizona and he called me, invited me out there to come out there since I was one of his top closers. So he sat me in the front row of his event, and this guy next to me, his name’s Leo, who ended up becoming my business partner—he had paid a whole lot of money to sit in that seat. And we started chalking it up, and he was really big in the flip space. He was flipping 15, 20 houses a month in Miami. And he was doing really big, but he loved the idea of wholesaling.

So it worked out so good because a lot of people get into wholesaling, they don’t really know how renovations work. They don’t know how to do budgets, they don’t know holding costs, they don’t know any of these things that, for a lot of these new guys, they see a 300k ARV minus the renovation. Okay, that—like they’re so basic. And that’s what I loved about him is he knew what is hard money lending gonna cost if they have to hold it for three months, and he knew a lot about that part.

So we met, we exchanged information, we went back home, and then we just started chatting it up about what if we started a wholesale business. He was living in Miami, I’m in North Carolina, and it all kind of came together and we started our business, Pro Home Ventures, which that was I think July 15th, 2024. And we just been—we’ve been doing it ever since.

So we started small. We literally invested $7,500 to get this thing going for the CRM, for one cold caller. And we built that up to getting right now we’re like 60 to 80K a month. We’ve had some down months, some months where I think our biggest months have been like 115. So yeah, now that we know we can do it, we know that it’s possible. Now it’s just scaling it and being consistent with it.

Like I told you in our kind of pre-podcast, we have what I would say is three main lead sources. We have cold calling, which is—I see these pictures and videos on Instagram that say cold calling’s dead. And I always laugh at it because that’s all we do, is like most of our leads that we close are cold call leads. Now, I don’t do the cold calling, but we have a team that does that; they’re based in Colombia. And then we have PPL. And then, like I said before, we went two years of pulling so much data that we started dumping that old data that was collecting dust into a mass texting service. And then even that, I was really like, “Man, maybe this works, maybe this doesn’t work.” And like the fourth day of doing that, we ended up getting a deal in Fayetteville that we closed and turned into like a $31,000 deal. And this was like a lead that technically had been sitting in the CRM for 10 months or something like that; they weren’t interested at the time. And then it turned into this deal. And I was like, “Okay, let’s up the text messages every month and let’s just start dumping this old data in there.”

So yeah, that’s the lead sources. Always looking for more lead sources and, like I told you before, dabbling with AI, but there is part of me that loves the human part of this. I love the connection, I love meeting people. And me and you, we’re like having the conversation. That was one of the harder things for me to teach when I first started helping people with wholesaling is like I don’t have some fancy word track, I don’t have some manipulation; I just have a conversation. And if I can help you and I can be educated in what I’m telling you, that’s the best response I get from people. It’s not having some fancy word and fancy way of getting you to say yes. It’s just: Can I help you? Do you have a problem? Let’s work together and figure it out. If I’m not the solution, that’s perfectly okay, too. If there’s another solution I can point you to, I’ll do that.

So yeah, man. It’s fun and I love it, man. It’s changed my life. I thank God every day for showing me videos of wholesaling and just real estate in general, man. There’s so many different people that I know that have just been at the very bottom, born into poverty, that have become millionaires, decamillionaires, all from real estate. So…

Quentin Edmonds (10:53)

Whew! My man, Tyler, bro. Thank you for taking your time and telling your story. I promise you you are not long-winded. I believe in the value of stories. The late, great Kobe Bryant, before he passed away, he was on a podcast with Lewis Howes—the podcast called The School of Greatness. And Lewis asked him, “What do you want to do that you have yet to do?” And Kobe said, “Tell the perfect story.” Kobe said, “Nothing in this world moves without story.” And so your story is a big part of why you do what you do. It is part of the anchor, part of the foundation. So please know, man, when I say thank you for telling your story, brother, I mean it.

And to further tell you how much I really value your story, I’m gonna ask you this: Tyler, I always say destiny has no wasted moments, right? We are learning from every leg of our journey, and all of it makes sense. We learn from the lessons, we learn from the failure. Part of what did not work actually anchors what we do today. Like, this is why we know this worked, because that didn’t work, right? And so I would love to know, sir, for you, your journey, your story: what has the journey revealed to Tyler about Tyler? Has it made you more disciplined? Has it made you more humble? Has it increased your tenacity? What has the journey revealed to you about yourself, sir?

Tyler Williams (12:28)

Yes. Well, definitely discipline, man. I’m one of those people that—well, especially before I got in this business, I was not very disciplined. I wasn’t, you know, this person who just was like hyper-focused on only making money. Like, I’ve always prided myself, especially when I was younger, in trying to find the beauty in like the smallest things in life. Unfortunately, though, when you become an entrepreneur and you don’t have that steady paycheck coming in, you don’t have time to just only enjoy the small little things. Like you have to stay disciplined. If I’m not closing a deal and we don’t have other deals in the pipeline closing this week, or funding this week, we don’t get paid. We don’t get to eat.

And I think for me, that was—and I struggled; that was actually one of my bigger struggles when I first started this company is we’d have 30 grand close in a week. And in my head, I’m like, “I can kick back and relax; we just got 30 grand,” right? And you can if you want, but if you’re not getting after it—for me, that’s one thing I say in my office: there’s no better time to close a deal than right after you close a deal. And I try to teach that to people, because you get complacent and you get excited about that 30-grand deal that just closed, and now two weeks later, three weeks later, that time you spent just kinda hanging out and not being disciplined—then that time comes and there’s nothing closing and now there’s no money coming in.

So yeah, for me, it was staying disciplined. I have been in sales my whole life, but when you go from selling cars and making fifteen hundred dollars a week to closing a deal and making fifty-four grand in one real estate deal, that blew my mind. I didn’t—to me, I was rich for the next couple months. And you learn that things are expensive; life’s expensive. And so a big thing for me was just always staying disciplined. No matter if I have a hundred grand closing this month or I have ten grand closing this month, I try to live like I have nothing closing right now and I try to stay focused on everything.

And again, it’s not that money is the only thing that matters, but it’s an important tool. I try to teach my team that, too. Like I told you before, I have a couple of sales guys that are based in Mexico and Colombia, and a thousand dollars a lot of times will go a long way for them. And even for them, I try to tell them like, the moment you get a deal, take that motivation, take that excitement, and close another one, and just stay consistent. I don’t even need bangers; I just want consistency and I want discipline.

And I think that’s a huge struggle when you’re doing this whole thing virtually, is I don’t have some office with twenty guys that I can stand over their shoulder and watch them. Coaching-wise, keeping up with KPIs, all these things I have to monitor from hundreds or thousands of miles away, depending on where they’re at. So yeah, man, just staying disciplined and understanding that I have to be the one to make it happen. I have to make my team make it happen, and there’s no time to just kick back and relax. When we got a few million in the bank and we’re retired and we’re old, we’ll kick back and relax. But for now, we gotta keep our head down and just keep focused.

Quentin Edmonds (16:18)

I love it, man. So well said, sir. So well said, man. So obviously you know this because 80k a month—you’ve walked me through just kind of how things have erected and how you built things. So obviously operations and systems is a big thing, right? You gotta have certain things in place in order to have things operationally sound. So Tyler, I would love to know, sir: what is maybe let’s say one operational thing you’ve put into place, let’s say the last two years, that you have found has really worked well for you and your business?

Tyler Williams (16:56)

For us, we have an SOP, a standard operating procedure system in our Google Drive. And me and my business partner, we built that out over like the first six months of this business before we hired anybody. And a lot of that was trial and error, and, you know, this kinda worked this time, this one worked better that time. But now we’ve got an ironclad SOP system that’s set up that works for my transaction coordinator, it works for my dispo team, it works for my acquisitions guys. And I think it’s so crucial because when we get something under contract, I don’t need them coming to me and wasting 10, 15 minutes asking how to do this. As soon as that deal is under contract, they pull up the SOP: “Okay, this is the next step.” As soon as we send that purchase agreement and assignment of contract to the title company, Chris—she’s my transaction coordinator—she’s got the SOP up and she knows all the next steps.

And having an SOP, for us, there’s no guesswork. There’s no like, “Well, maybe we should do it this way.” No, we’ve done it twenty-five different ways. This is the way that we know works; it works fast and it gets the job done. And even to this day, if we have a deal that has like a weird type of closing or a weird title issue like that and we have to add a little something to the SOP every once in a while, that’s perfectly fine. But yeah, for us, it’s just taking the guesswork out.

And that’s one thing I noticed with a lot of new guys is they don’t have any kind of SOP. So each time the deal closes, they’re trying to remember which direction and which step should we do next. And it takes a lot of the mistakes out of things, and it takes a lot of the guesswork out of things. And that’s what you want, man. When you figure out the process and how to do something, you want to do it the same way every time. Obviously, you adjust if like there’s states that are making it more difficult to wholesale, so we have to make adjustments in SOP sometimes when laws get passed and whatnot so we can stay compliant. But yeah, having that for us has been an absolute game changer.

Quentin Edmonds (18:58)

Yeah, yeah. Love it, man. So what’s next for you, man? What’s the next real goal? What are you looking to solve at scale next, Tyler?

Tyler Williams (19:06)

So the next goal is a hundred K a month consistently. I think 2027, that’s the year I really think we can do it. We’ve gone through a lot of different—the big thing in this business is, and I always try to tell people this, especially new guys, is you’re not really a real estate investor. You are a sales and marketing guy; that’s what this business is. I have to close the deal and I have to market the contract; that’s the main thing. We’re involved in real estate investing, we deal with real estate investors, but you gotta have leads coming in that you can close first and foremost.

So we’ve done a lot of trial and error. We’ve worked with PPL companies that worked or they didn’t work. We’ve been through three different cold call companies, because a lot of times what I notice is some of these companies, especially if they’re based overseas or somewhere else, is they start getting too many clients and then the quality of lead goes down. And that’s like a really big one. The current cold call company we have, they’re awesome, man, and their quality seems to consistently be the same every month. And for me, I don’t need forty leads or sixty leads on the nose. If it’s thirty-eight or if it’s fifty-four and they’re good, I don’t really give a shit—excuse my language—I don’t care about the exact number.

So yeah, that was for us—we’ve just been trying to find the right lead source and then find the right guys. Like I said, this is all virtual. When you’re in an office and I’m looking over the shoulder and I’m watching the guy and I have my headphones in listening to his calls—I don’t do that now. Now, I can keep up with KPIs, I can listen to their calls, but ultimately it’s finding the right people. A lot of people we come across, they’re more interested in that salary every month, not the commission part of it. I don’t want those kind of people in the office. Nothing against those kind of people, but you gotta find the people that are aggressive, but that they’re gonna be disciplined and they’re gonna do the job right.

So yeah, I think these first two years have just been learning, trying to get as close as we can to perfect with lead sources, trying to get really good guys, get our SOP in place. So all of that has kind of aligned. So we’re probably gonna bring on maybe one more acquisitions, one more dispo guy before the end of the year. And I’m gonna be on the phones for the next two months. My goal is to try and just get as many contracts as we can before the end of the year so that January is just—the pipeline’s set, we got our guys trained, we’re just moving full steam ahead. And there’s a chance we might start doing some flips as a company, as well. We’ve been coming across some really, really good deals that are starting to make a lot more sense to just buy ourselves and flip. So yeah, we’ll see how it goes.

Quentin Edmonds (22:01)

And I love it, man. I love everything I’m hearing. Listen, I gotta ask you this because you talked about finding the right people. And I just love your approach to just doing business and people in general, right? So everybody that comes on, I always ask: what is your unique perspective on the word relationship? So Tyler, I want to know your unique perspective on the word relationship within business, even with the people that you hire, people who may have helped you along the way, people who you’ve helped along the way. So Tyler, give me your unique perspective on where relationships are.

Tyler Williams (22:37)

Yeah, for me, relationship—I like to rule out of respect and not fear. And I don’t mean rule like a king, but like I was explaining with the guy that taught me this business, man—he was not one that—he was one of those people he didn’t have to yell, but you took him serious because if he’s on the phones and you’re slacking, he’s gonna take your call, he’s gonna close your deal. And one thing about him that I always liked and I apply in my business now is none of these jobs are guaranteed, okay? Each day we start over, and you got thirty days to prove to us that you want to be here.

Like for me, like I said, I look over my guys; I want respect from everybody. I give respect. I’m big on respect; I’m big on trying to help everybody grow. For us, everyone that works for us is our family, even if we’re in different countries, some of us different continents. And I don’t really care about like a lot of the rah-rah for us; I just want you to show up every day and give it your best. Like for me, that’s kinda where I do when I get on these phones, is I try to give it a thousand and ten percent, and I just want other guys like that. And if you’re not like that, I tell people, “Look, man, respectfully, like there’s other places you can go. There’s other jobs and companies you can work for. For us, we just want people who are here.”

And when those people do those things, I reward. I probably give out more money in terms of bonuses and little things like that that a lot of people don’t do, because I want to reward people. I want people to be happy and I want to reward that good behavior. So yeah, man, for us, I don’t want to get on the phone and babysit you. I don’t want to yell and scream. For us, I want us to have a friendship, but at the same time understand I am the owner of the company; I expect a certain thing. I’m super easy to please, man. All you gotta do is just show up and you can hear that. A lot of times we’ll hire like three guys at a time and normally one person will make the cut. And I like to give everyone all the tools they can to succeed in the company, and then it’s on you, man. I’m not a puppet master; I can’t make you do all these things. You’re either on board or you’re not on board. Yeah, and it works out pretty well.

Quentin Edmonds (24:51)

Yeah. Tyler, man, I have thoroughly enjoyed talking to you, man, hearing things from your perspective, from your lens, letting you take us down your journey. Listen, Tyler, if someone wanted to reach out to you, connect with you, collaborate with you, learn more about what you’re doing, how can they get in contact with you, sir?

Tyler Williams (25:09)

So like I said before, I just started my Instagram, and so I haven’t made any content on there yet, but if they want to get on, it’s wholesaledaddi. So “wholesale” the normal way of spelling, and then D-A-D-D-I. That’s like an old joke that I have with friends, so a lot of stuff. But yeah, wholesaledaddi. So yeah, I’ll be posting, like I said before, I’m gonna start posting the wins in my company, I’m gonna post the losses, I’m gonna show you where I went wrong, what I could have done better.

I think in this industry, everyone is always looking like they’re running this perfect company, and it’s not the reality. The reality is like we do do stupid things. Sometimes we lock up a deal that’s too high in hopes that we can figure out something, and I just wanna show people that. Show them it’s not all glamorous, but if you learn these things and you learn to do it right, you can do it.

So you see, like I said, I got the podcast equipment. We’ll hopefully start doing some podcasts here soon. And yeah, so wholesaledaddi. And yeah, I’ll probably post some of the clips from this on there; that’ll be the first things we post. And then yeah, like I said before, too, man, I’m gonna start looking into the coaching side of this and teaching people. I don’t wanna bring on fifty people at one time, but if there’s a couple of people that wanna learn it and learn from all the mistakes that I’ve made and save themselves a year of making those mistakes, they can reach out to me. And yeah, I’m open to collaboration, anything, man. I’m excited, yeah.

Quentin Edmonds (26:41)

Listen, man, sir, again, thank you, man. Thank you for sharing. I’mma say three things to you sincerely, right? So, first reiteration—I told you I was gonna say this probably again: thank you for your time. I really appreciate it. I think time is our most precious commodity. I think what we do, we do to actually get our time back. So time is something that we hold dear. So thank you so much for your time.

Secondly, man, thank you for the gift—and I do believe it was a gift that you gave us—of your authenticity, your integrity, and your vulnerability, man. I believe I told you I value stories. So I believe when we tell our stories about our business, about our personal life, it’s like casting seed. Now, we’re not planting the seed; we’re throwing it out there. And somebody can literally take that seed that got thrown out there and they can plant it into their life and literally watch things change overnight. So man, thank you so much for really casting some seed.

And lastly, man, thank you for your mindset. Thank you for the way you think and bringing that mindset to this platform. Tyler, I appreciate you coming on today, sir.

Tyler Williams (27:54)

Absolutely.

Quentin Edmonds (27:55)

So listen, y’all heard Mr. Tyler. His information is in the show notes. Please get in contact with him, but definitely make sure you’re subscribed here, ’cause I promise you we’re going to continue to bring up amazing people, just like the Tyler Williams. So, sir, I say thank you again. And everyone else, y’all have a fantastic day.