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Show Summary
In this episode of the Real Estate Pros podcast, host Q Edmonds interviews Anshul Sharma, who runs one of the largest land wholesale operations in the country. Anshul shares insights into his journey in the real estate industry, emphasizing the importance of lead generation, consistent underwriting, and the challenges faced in the market. He discusses the significance of having a clear target for business growth, the necessity of building relationships, and the critical role of mindset in achieving success. The conversation highlights the roller coaster nature of entrepreneurship and the importance of surrounding oneself with the right people.
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Investor Fuel Show Transcript:
Anshul (00:00)
So when you sign up for anything like this, hey I want to be an owner, I want to run a business, I want to be an entrepreneur, what you’re signing up for is a roller coaster ride.until you get used to the roller coaster and doesn’t feel like a roller coaster anymore. But the roller coaster is not going away. You’re just kind of getting used to it over the period of time. So if you start the journey and you you’re, you this is what you sign up for. You sign up for headaches, you sign up for a roller coaster, you sign up for aha moments, you sign up for wins and you sign up for learnings. And if you don’t want to sign up for any of this, then probably, you know, owning and running and scaling a business is not for you.
Quentin (02:06)
Hello everyone. Welcome to the Real Estate Pros podcast. I’m your host Q Edmonds. And I’m sure if you follow me, you know what I’m going say. I’m excited. I’m excited to be here today. Always a great privilege when I get a chance to just listen to people that are doing amazing things in their field, in their sector, with their experience. And today’s no different. We have a gentleman here who’s doing great in wholesale and listen.I’m just gonna put the tagline out there. This may be the name of the episode, the biggest land wholesale operation in the country. I’m just gonna put it out there and listen, see, he called me to know that. Listen, I already know I got his approval. And so I am delighted to get a chance for you guys to really peek through the lenses of Mr. Anshul Sharma How you doing today, sir?
Anshul (02:44)
There you go.Excellent Quentin, how are you?
Quentin (03:02)
man, man, I’m doing great. I’m doing great. Excited to do this episode with you. Excited for our listeners to be able to listen to you talk about what you do, your expertise, the way you have dominated your field. And so listen, I’ll be honest with you. I want to dive right in. Please tell the people what your main focus is these days. If you want to tell them a little bit about how you got started, I’m sure they would love to hear that as well. And then what markets you’re operating in.Anshul (03:28)
Yeah, yeah. Thanks for having me. This is awesome. I do a lot of podcasts and this is another one which I really wanted to do. I kind of heard Investor Fuel and everything about you guys. Hey, you know what? I want to be on this podcast. So thanks for having me, first of all. Yeah, I think I run the wholesale operation in the country. You might have offended maybe somebody here and there with me claiming that, but I think it’s a good thing. It’s a good thing.We are in multiple states. All I do is land guys, by the way. I’m not a house flipper or rehabber or anything of that. I started my journey as a land guy. I stuck with it eight years and there is no turning back. I do land across the country. I’ve probably done a flip land in at least half of the United States. I am actively flipping properties in 10 states.
Including Texas, which is my hometown here in Austin, Texas, but we also go all the way up to you know, Michigan and ⁓ California on the the you know on the west coast and we have done a little bit of everything So yeah, that’s the journey and the reason I say we are one of the biggest holes You know that wholesale companies because you know, we do north of hundred transactions a year all funded closed and you know That’s kind of a quite a bit of undertaking itself and that kind of stuff
Quentin (04:58)
Yeah, no, absolutely. think when you throw those type of numbers out there, you can brag. You can talk yourself, Mr. Sherman for sure, because it sounds like y’all doing a great job. And I know, you know, right now you have a rhythm. Like you had enough at best to recognize a good deal, to know a good deal. So I know it may be easy for you right now because you have been in a reputational state, but sometimes it’s not easy for everybody, right? So what’s been some of the key strategies?Anshul (05:16)
Mmm.Quentin (05:26)
that you have in place to keep that machine running smooth.Anshul (06:18)
⁓ Any business depends on how many leads you’re generating on an everyday basis. That’s the lifeline of a company. Any company doesn’t matter. It’s got to be real estate or land or whatever you do. ⁓ we make sure that our pipeline is full ⁓ with leads. ⁓ And then we make sure that we do a decent job with underwriting these properties. again, it’s a function of sales.First, how many people you reaching out? I see most of the businesses die because not because there’s no demand or because ⁓ there is no opportunity out there. They die because they do not have consistent lead flow. ⁓ And so we take care of that. Real estate is all about underwriting. You make sure that your underwriting is tight, which comes over time. ⁓ You get comfortable. You know the nuances of the market. You know how to navigate. And you just…
design your exit strategy accordingly. So, and all of this takes time, but that’s the gist of it. That’s what we look at. How many leads came in and how many we can underwrite. And it just kind of determines how, you know, how rest of the organization flow.
Quentin (07:32)
Absolutely. So listen, I’m going to ask this question. I kind of got a feel with probably what direction you’re going to go with this, but I’m still going to ask in any way, right? Because there’s a journey to get to success, right? And people that’s listening, they’re at so many different walks of life within their journey, their walks of life, their business. Some can be stuck in something. Some could just got over some type of adversity. Some may have never faced adversity just yet. But I’m going to ask you because you’ve been doing this since eight years.Anshul (07:45)
Right.Ugh.
Quentin (08:02)
There’s moments when things get real. There’s moment when things go sideways, when you have to pivot fast. And I was just wondering maybe if you could share a story like that to show people that there is a journey to success. It’s not always, you know, roses all the time. So I was wondering if you had a story like that you could share with the listeners.Anshul (08:05)
Yes.I mean that comes inherent being a business owner and being an entrepreneur. That’s why it’s just part of the deal. You start small, you have to show up every day first of all. That’s the part of the deal.
So when you sign up for anything like this, hey I want to be an owner, I want to run a business, I want to be an entrepreneur, what you’re signing up for is a roller coaster ride.
until you get used to the roller coaster and doesn’t feel like a roller coaster anymore. But the roller coaster is not going away. You’re just kind of getting used to it over the period of time. So if you start the journey and you you’re, you this is what you sign up for. You sign up for headaches, you sign up for a roller coaster, you sign up for aha moments, you sign up for wins and you sign up for learnings. And if you don’t want to sign up for any of this, then probably, you know, owning and running and scaling a business is not for you.
So that’s just, that’s the foundation.
Every business has ups and downs, so did we. I think our biggest, I wouldn’t say downside, but the biggest learning was last year, as you said, started in the beginning of conversation about the markets. The market was really terrible for real estate last year, know, especially Texas markets, some big markets, regardless, whatever you want to do, multifamily or flipping land or fixing houses, like everything was just not taking off. And we kind of got
into that whole kind of situation as well. But just running the thing for eight years, we were able to pull ourselves out of it and still continue to do business. So I hope that answers the question. ⁓ every year, like one of my mentors told me, every year you gotta look at where you were last year and you gotta fix a target. Because a lot of people try to dive their hands into too many things. They don’t have a target. If you don’t have a target, you don’t have a vision.
You’re going to end up doing a lot of things and you’re probably going to end up making money too. But it doesn’t necessarily translate into a business. Businesses, you go all in and you make into something that you don’t have to work every day in order to run that thing. That’s a real business. And that takes time. And sometimes people run out of time. They look for this one deal, they make some money and then just they go and look for another strategy, another strategy. And all of those strategies are great. They all make money. But then a business, they’re just kind of, they’re just kind of
You’re just living your life deal by deal. So it’s okay, for some people it works, but if you wanna have a real business, you gotta just focus, have a big target and just go for it, that kind of stuff.
Quentin (11:16)
Yeah, yeah.Absolutely.
Now you answered the question thoroughly. And I think two things that you said, one, you talk about the roller coaster and one, you talk about the target and you talked about the roller coaster. That’s, mean, that’s, that’s what it’s going to be. It’s going to be ups and downs. And if anybody know anything about riding a roller coaster, sometimes to enjoy it, you just got to throw up your hands and enjoy the ride, you know, and that’s, and that’s what you got to do. Sometimes you got to know that it’s going to be ups, then there’s going to be the downs, then there’s going to be the ups and
Anshul (11:44)
Right.Yes. ⁓ huh. Yep.
Quentin (11:51)
But then I love how youAnshul (11:52)
Yes.Quentin (11:52)
said the target because you have your mind set on the destination of where you’re trying to go. And so it makes it easy to enjoy the ride when you know you got a destination ahead that you’re fixed on. And so I love it because to me, everything you talked about is about the mindset, right? And so I appreciate you answering that question for us.Anshul (11:58)
Yes.Correct.
mean, it’s funny how so many business owners run their business, but if you were to ask, what’s your target for next year? Oh, I want to grow. Well, what does that supposed to mean? Right? You’re going to grow regardless. If you’re a business, you’re growing, but are you growing at a healthy pace that you can actually sustain the business? Will the business exist next year? They don’t know. So you don’t have a target, a revenue target or a gross profit, net profit, oh man, it will be difficult for you to like kind of run this thing over year over year. That kind of stuff. Yeah.
Quentin (12:42)
Yeah,no, no, absolutely. And everything you just explained, it lets me know, it really sets the mindset from some people that dabble to people that’s in it for the long term. And so if people want to be in it for the long term, think taking your advice and really appreciate the journey and having a target is going to go with them well. Yeah, yeah, yeah. Yeah. Yeah, absolutely. So let me ask you this. So what are you most focused on scaling or solving next?
Anshul (12:53)
Uh-huh.Yes. Yes. Yeah. That’s the fundamental. That’s the fundamental to any business.
Quentin (13:11)
Like, what’s the next real goal for you?Anshul (13:14)
Yeah, so we do about 100 deals a year. So we know how to do business. We know how to run business. We know how to make profit. We know all of that good stuff, right? But we want to take it to like, hey, how can we do 200, 300, 500 deals a year? OK, it’s a massive undertaking. But again, that’s where you need to set up system and process. And you need to have a sales organization. Then it gets some real business there. Then you’re getting really serious about how you run and conduct business.And that’s where we are as an organization. We have done 100 deals a year on a constant base in the last couple of years. And we’re really trying to see how we can take this further. So.
Quentin (13:54)
Yeah, yeah.I hear it. So it seems like to me, you got to clear a target. You got to clear a target. You saying, listen, we already doing north of 100, and we get into that 200 and 300. So I hear it. And it is no doubt the systems that you told me that you have in place, it’s no doubt in my mind that you’re going to reach that goal. Yeah, yeah. It’s just a matter of time for sure. Yeah. Yeah.
Anshul (14:01)
Yeah.Yeah.
Yeah, yeah, yeah. A different ballgame. Yeah, it’s a different ballgame at that time. You’re looking at people,
you get leadership, you’re looking at technology, you’re looking at different things. It gets fun. It’s getting interesting. You’re looking at cash flow. Can I pay people for the next manduaga? know, money in the bank. mean, you know, I heard somebody saying everybody’s an entrepreneur until the payroll hits. ⁓
Quentin (14:22)
Yeah. There you go. Nope. Yeah.Yeah.
That’s good.
Anshul (14:42)
It was one thing to making me money and my family and feeding my family and I got to feed like 30 more people. All right. You know, Yeah.Quentin (14:48)
Yeah. Yeah. That’s,that’s great. I’m ahead to write that down and credit you with that. Everybody’s entrepreneur to the payroll head. Absolutely. So listen, you know, I, you know, it seems to me, you know, listening to you talk that there has to be some type of value when it comes to relationships, right? Cause you’re talking about building a team. You’re talking about setting up.
Anshul (15:11)
AllQuentin (15:14)
you know, the systems, a sales team, you know, leadership you’ve thrown out there. So I want to talk about relationships for a little bit. ⁓ So when it comes to say building relationships and growing your network, your surrounding, you know, network, what’s made the biggest difference for you?Anshul (16:13)
Yeah, it’s just kind of one of those situations unless, you know, yeah, you got to be first of all, you got to be in great circles. You got to you got to pay, pay the price. OK. Grant Cardone says, ⁓ you know, ⁓ people who people who pay pay attention. So you got to you got to pay. You got to get your way into great circles. You know, this country is blessed to having some.Quentin (16:29)
Yeah. Yep.Anshul (16:39)
greatest people, greatest mastermind groups that are happening all over the country at all points in time. And it surprises me that people don’t take advantage of it. Not every group that you have to pay a hefty fee to get into it. Some are absolutely free and you can go and so yeah, you got to surround yourself with great people. That’s important. And then you just got to keep going into those rooms. Sometimes you have to pay a big fee to get into those circles and that’s okay. And that’scomes to like, hey, where I do want to invest? You want to invest in yourself first. And sometimes you have to pay a price to be part of those circles. yeah, it’s all about circles. You don’t know who you’re to meet next, who can really change the trajectory of your life forever. But yeah, you just got to go around and keep looking for those people. And it has to be a natural process. I’m not the best networker. There are people who
networking skills come very natural to them, but that doesn’t take anything away from that how much networking and talking to people is important. Some people do it more eloquently and efficiently and natural, they’re natural at it. Some people has to be pushed, but regardless, that shouldn’t be an excuse. You gotta go and talk to people. Yeah.
Quentin (17:43)
Yeah.Yeah, No,
you hit the nail on the head. mean, but people say your net worth is tied to your network, right? And like you said, it does come easier to some, but that’s fine like our personalities, right? Like people are, know, people, you know, do things more naturally than others. And so, but the key point that you hit on is that, we still got to build a relationship. We still got to build. Nobody is an island, right? We can’t go this world being by ourselves. And so, ⁓ yeah, you know, I…
Anshul (18:15)
Yes. No.Mm-hmm.
Quentin (18:21)
I hear it. Listen, I’m a classic introvert. So I absolutely understand. have to be intentional about building community and making sure I’m not isolating myself. And so I know exactly what you mean, sir. Yeah. Yeah. Absolutely. So listen, I’m going be honest with you. You’ve taken in a lot of experience from just different groups you’ve been in, masterminds, just really just your mindset. You said, when you said.Anshul (18:31)
Yes. Yes.Quentin (18:49)
some of the goals that you’re trying to reach, say, it’s going to be fun. You you started naming stuff, I this is going to be fun. This is not fun to everybody, you know? And so when I listen to your mindset, I just want to know if there’s any kind of inspirational encouragement that you maybe want to leave to these entrepreneurs and people that’s building these businesses. From your perspective, if you could just leave maybe something that can inspire people. And hopefully that’s not putting too much on the spot. But I just love, you know, just thinking about your mindset.I just really think you can share something with people that can really help them out.
Anshul (19:21)
I mean, I think the biggest problem is the mindset and you cannot pay enough ⁓ to get to the mindset that you, you know, that you want it to be. ⁓ Like I have so many friends and people that I think that I can bring them in my business will do great. But you know, like my wife keeps saying, you work, the most you work in these last years is not on your business, on your mindset.And she’s like, what’s wrong with you? She’s like, you’re trying to hire people and bring people in your life based on their skill set and their experience. And the most, the hardest thing that you have worked their entire life is mindset. You paid people to get your mindset in place. Not for, you didn’t pay people for skills that I’m in. Look, I’m an MBA. I’m an engineer, right? There’s only so many skills that’s kind of left after you do these two degrees, okay?
You know, I’m not paying people for my skill set. I’m not keeping paying people for expedience expedience comes as it comes Right. You cannot pay anyone for experience what you’re really paying at some point in time is for mindset and so So I would like really tell people that you know, the best ten dollars you can spend twenty dollars. You can spend is on a book Right. That’s the best investment if you all you got in your life is twenty bucks Pick a book
That book might change your life, right? ⁓ And then you just kind of build from there. So ⁓ yeah, the mindset is the hardest thing to work on. I’ve seen people with all the skills in the world. They look better, they eat better, they have been to better places than me, they have better degrees than me, they have better skill set than me. But when it comes to mindset, they lack. So all of that that they have around them with no mindset, well, you know, it doesn’t work.
I’m not sure if I answered your question, but mindset is the thing that we continue to work on and I continue to work on till this day. Yeah.
Quentin (21:24)
Yeah.Yeah. No, you totally answered the question. mean, one of my mentors told me, you know, he told his organization, it was like, you know, I need y’all to understand y’all paying me to think. That’s what you, that’s really what you’re paying me for. You’re paying me for the way that I think, for my mindset. And you’re absolutely right. When you, when it comes down to it, when somebody has control of their mindset, everything flows from the mind. The body doesn’t go unless the mind tell it to. So your mind has to be in the right.
Anshul (21:36)
Yeah.Mm-hmm
Quentin (21:52)
you know, the right place in order to hit. I’m gonna take your word, hit the target that you’re going for. And so now you’re absolutely right, sir. Yeah.Anshul (21:58)
Yeah. And the other problemis people do not have big enough targets.
Quentin (22:03)
Hoo! ⁓Anshul (22:05)
You’re going to hit something anyway. ⁓ You might as well make sure that you have a target ⁓ worth going after, right? I like one of these quotes from Mr. Donald J. Trine, got nothing to do with politics, but 12 years back I read this book, The Art of the Deal. And at the back of the book, he has this quote, hey, you know, remainder of your life, you’re going to think, you might as well think big.Quentin (22:07)
YeahThat’s good.
That’s good.
Yeah, yeah.
Anshul (22:35)
Okay. Andif you have to work for the remainder of your life and you work eight hours every day, you might as well work eight hours for something like that. That’s worth chasing in life. And it kind of stuck with me for all these years. I’m like, damn, yeah, that’s right. I got to work eight hours every day, pure end of the story. That’s how, that’s how, that’s how I’m kind of built. So I’m working for eight hours. I might have some better targets because you’re gonna, you’re gonna, you’re gonna
Quentin (22:57)
Yeah, yeah.Anshul (23:03)
you’re gonna hit them anyways, you just have to choose which targets that you wanna go after.Quentin (23:08)
There you go. Man, well said. For me, that’s a drop the mic moment. So listen, before we wrap, if someone wanted to reach out to you, connect with you, collaborate with you, or learn more about what you’re doing, what’s the best way for them to get in contact withAnshul (23:14)
Yeah.They can hit me on they can hit me on on Instagram. I go by the handle, TheLandDude, or they can email me at partner @ goldsoilrealty.com. We partner with lot of investors ⁓ who wants to partner with us on deals, stuff like that. So partner @ goldsoilrealty.com.
Quentin (23:46)
So listen, I thank you so much for coming through. I thank you so much for your time, for your story, definitely for your perspective, for your mindset. Thank you for sharing, giving us a chance to peek through your lens. I’m sure people are to take this episode and get so many different nuggets from it. So I want to thank you again for being here today.Anshul (24:05)
Awesome, thanks it was fun.Quentin (24:06)
Absolutely. It definitely was. So listen, got the value for Mr. Sharma. Listen, just go ahead and make sure you subscribe. I keep promising you that we’re going to continue to bring amazing people up. And I think we deliver on that every time. so just go ahead and subscribe that way when the alarm goes off, you can come on in and just get the value. So Mr. Sharma, so much again. I appreciate you. Thank you so much. And to everyone else, we will see you on the next time.
