From Acquisition to Disposition: Strategies for Wholesaling Real Estate

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This is a podcast episode titled, From Acquisition to Disposition: Strategies for Wholesaling Real Estate. The summary for this episode is: <p>Marketing is a key part of real estate investing and wholesaling, because it helps you find properties that will lead to profit. Discover the cutting-edge insights and strategies that will take your real estate marketing game to the next level.&nbsp;</p><p><a href="" rel="noopener noreferrer" target="_blank">Chris Eymann</a>, Owner of <a href="" rel="noopener noreferrer" target="_blank">Sell Wholesale Houses</a>, joins to discuss marketing and real estate. Chris shares his insights on acquisition trends for older versus newer model homes and how to capitalize on the unknown in 2023. He talks about wholesaling home sales and the importance of staying dialed in to avoid disruptions. Chris and host Nate Trunfio also discuss trends on the disposition side and the importance of gaining trust with connected investors.</p><p>Join as we discuss;&nbsp;</p><ul><li>Acquisition trends for older model homes compared to newer models&nbsp;&nbsp;&nbsp;</li><li>Trends on the disposition side</li><li>How to gain trust with your connected investors&nbsp;</li></ul><p><br></p>

Nate Trunfio: Welcome back to another great episode here of the Real Estate of Things. I'm your host, Nate Trunfio with Lima One Capital. And man, I am excited to introduce you to the man, Chris Eymann. He is significant heavy experience in all things single family real estate investing with some headlines of purchasing over 10,000 homes, lending over a billion dollars in private hard money lending, and much, much more that we'll get into here on this exciting show and episode. So Chris, man, welcome to R- E- O- T.

Chris Eymann: Thanks for having me on.

Nate Trunfio: Absolutely. So let's just start with the basics. I gave the headlines, but give us a little bit more just the high level of what you do. Because you do a lot and I'd love for the audience to sort of get a good gist of that before we get into some detailed topics here.

Chris Eymann: Yeah, so I mean mainly in Phoenix, Arizona. I dabble in Florida. When I say dabble, I think we do three or four deals a month. Nothing crazy where we do maybe 30 to 40 deals here in the Phoenix market. I just had to, we're both in a mastermind together, collective genius. So I just had to pump out last year's numbers, so I kind of know. So we did 442 houses last year in 2022. We always do about, we bounce between four and 500 hard money loans. Nothing like Lima Capital over there, but we're just a little boutique shop at a Phoenix, Arizona, just doing some stuff.

Nate Trunfio: Man. You're a humble guy, Chris, man. So knowing that you are that, just really quick, broad strokes, clearly you got a team, man, and a well oiled one I'm sure. So just give me the high strokes of the team on the lending side and also on the acquisition and hard asset side.

Chris Eymann: So on the lending side, we have a loan processor. So in Arizona you have to be a mortgage banker to lend and service and all the stuff that we do here. And so I'm a mortgage banker, I'm the responsible individual for the bank. Every banker needs what's called RI and then I'm the loan officer too. And then I just have a, I'm a loan processor, a little bit more expensive and I guess I should say that I was a little bit, I've been a more expensive than everybody in town for call it the last three, four years. Because everybody dropped in that 10 and a half and 11 space. And I'm always been at 12. I guess I'm probably not more expensive because everybody's credit lines are creeping up and I just sell the private guys. So I just originate loans at 12, I sell them at 10. It's pretty simple. Just a bunch of buddies. And then yeah, that's it. And then on the acquisition side, we're not like all these guys that do all the direct to seller marketing. What we do is we kind of co- wholesale everything. We have probably about five to six teams that are younger guys, hustlers that I give them all the information, all the tools to make them dangerous and say, " Hey, you can cold call, you can text, you can door knock, however you want to do it. You go get the contract, I'll throw up the earnest money and then I'll sell it and we'll 50- 50 split it." So we don't have any in- house acquisition guys. We have two in- house underwriters. So these teams run out and they door knock, they cold call, they text, they get an address, they shoot it to us and we're like, Hey, that's a 200 house. We're a buyer 130. They go grab it from 130, maybe we push it out the door at 142, they get six, we get six. But as soon as they get the A to B contract, they shoot it to our TC. We career over the earnest money, we send it out on our list. We have about 11,000 people we send it to and then they just go find their next deal.

Nate Trunfio: That's cool man. Hey, two lean mean operating machines there and I'm sure you got a lot of great people in that and some great processes as well. I'll tell you from the lending side, knowing the services that you provide, which we'll circle back to lending here, you're probably not charging enough quite honestly, especially with what's going on out there in the market. But I know you're running some great operations with some great solutions for investors. So let's hit that acquisition side a little bit more. But really actually to get to the point to doing 400 plus deals, which it sounds like you've been at for a little while, how long did it take you to get to that pace and how long have you been at that pace of sort of transactional activity?

Chris Eymann: So I started, I'm not the sales guy, I'm not the good, I'm not the guy that can close up the coffee room table or the dining room table, whatever. So I actually started in'99 just going to trustee sale, a math major, I can calculate ARVs, what you need to buy at pretty quickly in my head. So that was a space where I started. I spent most of my time at trustee sale probably from kind of 99 all the way through maybe 2018. So I had to learn this new direct to seller acquisition site just recently. So that's where the mastermind collective genius definitely helped out. So I started just wholesaling in'99 probably before the word was even invented. So I would just go to the foreclosure steps. I didn't have any cold emails, distribution system or texts. It was literally just I'd go buy a house at the trustee sale. I bought my first three and I flipped them. But back in'99, if you're going to the bar, you're networking with people, you're like, I'm buying at the courthouse. And everybody's like, nobody buys the courthouse. I'm like, I buy at the courthouse. So then it was just dial for dollars. I had 20 buyers. I'd be like, " Hey, I bought 123 main street, I bought it, it's worth 150, I paid a hundred for it. I'll meet you." I'll sign over my, because he is just getting one page contract at the trustee sale. You had to put a thousand dollars at the trustee sale at the time and pay by 5: 00 PM the next business day. I'm like, " Hey, I'll get you set up. We'll meet at the trustee and you give me my thousand dollars back plus maybe another 2500 bring that in cash by the way." And that's how I started. And then that went to, " Oh, can I use your hard money lender?" So I was referring hard money off to this other guy. At the time it was 18%. I did that for a year. And then a guy, I was going through the ONE ads, remember the real estate one ads? I was going through the ONE ads and I found a guy that had had a bunch of cash and he's like, " I'll lend you money at 12. I don't go charge 18. Great, I'll lend it to you at 12." And now I'm making a six point spread for bringing my guys to him. I wasn't, he was just paying me the six point spread. I would still have to bring the buyer to him. He had all the docks set up, I wasn't doing any of that. And then the guy that I was sending all the business to saw, " Hey, I'm losing, why aren't you using me anymore?" And I'm like, " Well, I got this guy that's got all his money. He is giving it to me at 12, I'm letting it in eight, I'm making money." Anyway, long story short, I introduced it two guys. Next thing I know, I own a percentage of a hard money company on a percentage of an acquisition company, a trustee sale. And I think in 2003 we got our first line of credit for 25 million from Wells Fargo, Foothill. And then we were doing, I'd say we were averaging probably three to four days, three to four houses a day at trustee sale. So 600 to 800 houses a year.

Nate Trunfio: Awesome.

Chris Eymann: So from 2000 to 2002 to three, that was the transition.

Nate Trunfio: Interesting. So it's been quite a while. And then you've continued to probably mold and morph some of your processes and tactics and relationships of course grew because you know, went from you what you said, 20 buyers to now a population of 11, 000. Technology came in the mix and helped you there. You know what, you could say, you've been through a bunch of ebbs and flows and ups and downs. If you were to pick a couple years segment from 1999 to 2023, that was your favorite time to operate and transact and acquire. What timeframe was that?

Chris Eymann: It was probably a little bit too much stress on our lives, but call it 2010 or 2013, we bought for a company called Frio, which was a Goldman Sachs fund. I mean our single biggest day at trustee sale was 27 houses. So I got wiped out, completely wiped out in 2008 because I had a personal guarantee when Wells Fargo, Foothill gives you a hundred million dollar line, they also give you this giant stack from their lawyers. So personal guarantees and all that. So got wiped out. So I couldn't. And obviously the flood of houses going to trustee sale, I mean I think there was a thousand houses a day in this town scheduled. So what we did is we created a bid service where we would publish all the houses, all the opening bids, we would drive them all, we'd put drop boxes of it on and all. And you could bid online, you can sit there from where you were, your Lima capital and just watch your computer and watch his houses go. And then what would happen, it would be an internal bid on the computer and then whoever had the highest. So if the trustee starts calling the sale, Hey, 123 Main Street, we would close it on our app, hit the call button, it would dial that investor's phone number and then they could be live while the trustee sale happened. But then when we got the Frio account, they literally gave us their buy boxer spreadsheet. We'd punch it in, we'd go out and buy a house and then they would pay us$1, 500 per transaction. Now I had to go back to that same guy that gave me money at 12% again in 2006. He is like, "Eh, I think I'm going to quit lending." I was like, " Everything's great. Why would you just stop doing business?" I should have learned when he said that I should have figured something out. But I had to go back to him and he was like, " All right, I'll give you all the money for these purchases." Because Frio wanted title insurance, which you don't get at trustee sale. So he'd be like, " All right, you get half, I get half." So we were buying stucco tile houses for like$ 60,000 and selling them, but you had to wait for the deed to come in and that was seven to 10 days. So we'd sell 10 days later for 60, 000, 61, 500, which for him he's putting out$ 60,000 in getting 750 back in 10 days. That's a good deal for him. I don't know his return on investment, it's like 30 or something. So it was kind of fun going to trustee sale and you walk in the room and Doug Hopkins was bidding for Blackstone at the time. So it was just like, but everybody else would be" These guys are here again."

Nate Trunfio: Well it sounds like the good old days and I'm sure you've had a lot of those and certainly a lot's changed, but a lot of the fundamentals that you're referencing here happened and a lot of that from what I'm hearing is just making sure that you're buying and you have liquid capital and easing in access to it. So let's fast- forward then to nowadays in the current timeframe. Talk to us on the acquisition front. What are just some of the trends that you're seeing when working the model that you're doing now?

Chris Eymann: So obviously we stick to, I mean obviously we stick to that B class house, we had to stay away in Phoenix, Arizona. We had to stay away from all that kind of really new stuff for a long time because you had Zillow, Opendoor, Offerpad, then you had all the buy and hold funds that were just gobbling at Roofstock Progress Realty like 1990 or newer or three bed, two bath, two car. If it fit that model. It was going for retail, whether it's a trustee sale or wherever it was at. So we kind of had to work those areas where they didn't want to buy little older product, that kind of stuff. Now it's just back to the good old days where those guys are not around and the interest rates aren't three. So people aren't grabbing your typical guys and buying two and three houses and all that. You have just kind of a normal market. So right now I actually love it. Little fear out there. Everybody's like, what's happening next? I'm like" I don't care. I'm buying stuff at 60 cents on the dollar."

Nate Trunfio: That's where you make your money, right? And I think no one here wants to root for any distress in the market, that's for sure. But with some realm of threat and stress comes the biggest opportunities. And I mean you yourself, I'm sure can speak to that just because you've been through a lot of these cycles where there's a lot of just negative press and then certainly negative results in the real estate market. And it's interesting, we've seen a positive wave in the first month and a half, two months of this year. And I think we're in for an interesting time here upcoming. But with that and some of the challenges have come, it can create the most and biggest opportunity. So it's interesting. Cool to hear you feel that. And also articulate a little bit of why a lot of parts of Arizona was sort of the boom places to be in regards to value. And unfortunately they've also had some of the big bus and drops here recently. But again, all that just creates the opportunity. So in your co- wholesaling model, it sounds like just confirm you help run and put the platforms in place for marketing and if so or if not, what is working, what's not on the marketing side in regards to acquisitions right now?

Chris Eymann: So obviously back when I first started, it was letters and all that kind of stuff. And obviously it's moved way more towards virtual assistant cold calling and texting. That is obviously the easiest and cheapest acquisition. Now obviously if you put out a text or a cold call today, that's probably a 90 to 120 day lead versus like I said, get old Doug in my operation here in Phoenix. He's got his little commercials running around. Obviously that's a way hotter ready to go lead. But obviously the spend is way more, I mean I think pay per click here is in Phoenix, Arizona because it's kind of the guru central part of the country. I want to say a pay per click lead is like $ 500. So whereas you get out of market, something like that, you can get pay per click leads for 30, 40 to a hundred dollars. But in Phoenix it's just nutty. And then if you're not a hundred percent on your game, if you don't have your systems dialed in, you're just going to get eaten alive by acquisition costs.

Nate Trunfio: Yeah, I mean it's just you can't beat the system and you have to have some realm of staying power. I mean TV is certainly known to be one of, if not the most expensive, but it can have a pretty broad reach. It's also very hard to track and ROI if you don't have the right systems. But I know Doug's got that dialed in, that's for sure. If you had somebody new to investing and they wanted to try and cheat the system and it may just not be possible. But I'm interested in your perspective, what would be the marketing strategy to try and build up as quickly as possible if there is such a unicorn?

Chris Eymann: One of my biggest clients in town that brings me deals is... I mean obviously having the right guy at the door is number one, right? The guy that can close. You need a closer. I'm not a closer, I'm too nice of a guy, I can't ask for a contract. The guys that are good at closing, if you're not one of them hire them, because you need that guy first. But if you got that guy, then I think door knocking, foreclosures, door knocking back taxes, any city lien list, anything like that I think is... You're not going to get huge volume. But when you hit it, my daughter's a licensed agent, she just listed a property from my door knocking foreclosure guy, she just listed at 330. I just pulled the tax records because she's like, " Hey dad, can you comp this for me? He's asking me what I should list it for." He bought it for 102. 102. She's listing it for 330 and he's like, if you don't have a contract in a week, drop it another 10 if you don't have another, sure. But he is got 200,000 plus in room on it. Yeah. So I think that's a great way to start. But I kind of tell because I do some coaching too, anybody, I'm like, " Hey, do some VA outbound cold calling. If you don't have a budget, cold call yourself." Obviously cold calling is a tough gig. So I also do a three- pronged strategy, get some cold callers out there, do some texting and then when you get you're beaten down a little bit, do some outbound agent outreach for some co- wholesaling. So that's like a three- pronged strategy I give my students. And then when you really are beaten up, because you're just tired of being people saying, " Hey, just leave me alone", then you'll build your dispo list and be like, " Hey, I am a new guy, can I add you to my list? Because most of them say yes."

Nate Trunfio: Sure. It sounds like, I mean you covered a lot there and I think some of the key things as you said it earlier but very briefly is your systems and processes are really important because there is no one size fits all marketing plan and there is no unicorn trick to build something up really quickly. I hope you listener also heard is someone who is super passionate about sales. Given my role here at Lima One Capital, it's really maybe not about the lead in the marketing, it's about the sales process and person. And certainly you can improve conversions by sharpening your tactics and how you go to market from a marketing perspective. But if you don't have a good sales process nailed down, it's hard to convert and close. And so I think the human element of that you can never get away from, whether it's VA humans or nowadays with compliance through texting, you have to have a human clicking the button a million times to send all those blasts out. But the human element you can't get away from in, to me that's a lot of sales 101. Let's enter into the next sort of side and spectrum of typical real estate investing. You brought it up here on the dispositions front. So I'm just going to ask you the same question, but on dispositions, what are the trends you're seeing on the sales side?

Chris Eymann: So I guess, I hate to say, but we're kind kind of lazy because we have 11,000 people in our database and we've been in business for 20 years. So we still just do a mass email. I don't do any texting to our customers because I mean I still haven't found a platform that's going to let me send out 11, 000 text messages 20 days a month. I can get away with email. But I've kind of thought about bringing in the, just looking at my last, who bought those 442 homes last year, maybe just do a quick text to them. But I don't know, we have such a mass outreach and then I'm the president of the local REA and so a little bit of education ads, you sees stuff on MyREA, Instagram, and Facebook. Also, I do a podcast once a week. So I have, I'm not out there doing any advertising, paid advertising just so you have signups on our disposition lists. I don't know, three to four a day just from miscellaneous stuff. And if that guy just signs up, I don't want to have my little stacked guys over here and not even give him a chance to even buy the house. He's new. So I guess I just keep email blasting.

Nate Trunfio: Hey man, if it's not broke, don't need to try and fix it. And I think the important thing you're saying here too, because of all the diverse ways out there is just you got to be visible and your relationships, whether virtual or in person will spread as long as you continue to be visible doing what you do. What do you see as on the dispo side, any trends on wood selling quicker or not? I mean obviously real estate is very location and market centric and reliant, but in your markets, any trends on that side?

Chris Eymann: No, I mean, my biggest, we did some great numbers just like anybody in real estate for the first six months, 2022. But I think one of my best stats at 2022 is we wholesale 44 houses in October when everybody's like, but it was just like, hey guys talking to those six acquisition teams, it's like, " Hey, if you want to make money this month, you are going to have to get a deal that makes that seller who just got on the fence, jump off the fence. You are going to have to make him jump off the fence." He's going to have to be like, " Oh, I just bought one in that subdivision last year for a hundred thousand dollars more. I got to take it." And that was the conversation that we just had to have with him. And hey, we need to be lower. Before we were spending, if you had a deal in Phoenix, you could sell, I mean funds buying. I mean you could literally just buy a house and sell it to Opendoor and make a clip on it. So yeah, it's just changing your conversation.

Nate Trunfio: Interesting. And so when you are putting out all these deals and opportunities, is there any type of messaging that you see that's clicking more than odd or are you got a tried and true content piece? Talk to me there.

Chris Eymann: No, networking is my thing. I just got on social media because I had to. And it's funny, I kept trying to push my kids. I have three younger kids, I got a 22, 24, 26. I'm like, " Hey you guys jump on social media. This is your world. This is you right here." And they're like, " Well we don't want to put our faces out there." And I'm just, so it was just kind of actually one of those things. It's like, no, that excuse doesn't work. And I'm like, " I'm 51 years old, I don't want to be on social media, but I'm going to prove to you that it works so I'll go do it myself." And then they're like, " Oh good old dad's on social media." I do get some texts like, " Dad, you should make sure your background's a little better or something like that." I'm like, " Hey, you guys could be doing this." But no, I think it's just about the message. And then I do the REA and this year's message has kind of been like, " Hey, the volume isn't going to be the same in any market, whether it's our market, your market, whatever. We used to do 12,000 houses a month in Phoenix, so that's times 12, that's 140 transactions. And October we did 4, 600 transactions and now January and February have been that$ 9, 000 mark, we're back to 75%. But so the message is right now is like, " Hey, the volume's down. If you have a lead in the door, you need to figure out how to monetize that. It might be a wholesale deal. Great. If that's not a wholesale deal, then it might be a innovation. And if it's not an innovation, maybe it's a subject too." And if they just want top dollar, just say, " Okay, we'd give you top dollar but we got to take it to the MLS and you better have a real estate agent on your team." The days of just being a wholesaler, just being a subject to a guy, just being a innovation guy or just being a realtor, I think it's like, " Hey, go be a problem solver for these people" and then you can learn how to monetize that lead no matter what.

Nate Trunfio: I like that. And I always say in sales it's all about providing solutions and identifying needs and pains and that sounds like exactly what you're doing. I want to hit one of the last topics on dispo front. So everybody loves to see on social media these big pictures of a check with some fat number on it. How does Chris look at margins? You touched on that a little bit and alluded to it, but I'd like for you to dissect that.

Chris Eymann: So I won't throw any checks on social media, but our goal is I love going to collect a genius and they say, " Oh, the average wholesale fee's like 30, 000". Not in Phoenix, it's not. The average wholesale fee is like 12 maybe. And then I'm splitting that with my acquisition teams. But a dollar in the door is a dollar in the door. So my number is in February we did 35 transactions at$ 250,000 gross. So standard 20% to the acquisition guy. So that's$200, 000 off 35 deals. What is that like, seven?

Nate Trunfio: Yep.

Chris Eymann: So there it is, but I'm not, I'll take a wholesale fee for three, I'm not going to turn it down.

Nate Trunfio: Sure. And especially when you got the systems and the processes to do it, dollar in the door, I love that line. So it also allows you and the wholesale realm just like many other strategies that you referenced to not take balance sheet risks. So with that said, let's move to the lending side of the conversation. So you've been in hard money and whether you cross into the private money, private lending type realm, however you want to define it for a little while. So I'm sure you've seen a lot of, again, ebbs and flows, but just like what's changed from then till now in regards to the lending that you've been in.

Chris Eymann: So obviously 2007 and 2008 was no fun in lending. I got this little plaque that I still have. It says Wells Fargo Foothill, a hundred million line that they gave me. I think I had that when I was in my thirties. So that was pretty good to have. And I'm like, but I also signed a personal guarantee and got clobbered upside the head. But now I'm just, I don't want to sign any personal guarantees. So just after 2008 I'm like, " Hey, I'll get back in the lending business. I'm not going to go get any institutional money. I got a group of guys that just want to click their 10% interest check and I go originate it 12 and I take my two point spread, which I think is pretty good. I think most funds are what they call an 80 20. So the promoter gets to 20, the fund gets to 80. So kind of the same thing. I'm 12 and 10, I lend out at 12, I get to hit two points on the deal and I get a $ 700 fee along with it. And so maybe I'm a 2.4 or something like that. And then that's how we do it.

Nate Trunfio: It's simple. And so the private individuals, and it sounds like a lot of friends that you have, give me a quick story or two of about how you came to some probably higher net worth individuals that are willing and trusting of you to deploy capital and then sell a note to them and make a couple, give me a story or two of who and how you met some of them.

Chris Eymann: Obviously I've been around Phoenix for a long time and I had this story and I've told the story just like I told you, had the hundred million line of credit, had the plaque that said I had it, was lending. So when you're trying to deploy a hundred million dollars in town, your name gets around, right?

Nate Trunfio: Sure.

Chris Eymann: But in the downturn I kind of did a little asset management for Wells Fargo, Foothill, did some foreclosures, did all that stuff and then I didn't, Wells Fargo lost$ 6 million. Chris Inman personally lost 4.8 and I had that conversation with him. " You lost 6 million. I personally lost 4.8 million." Actually someone gave me advice. He's just like, they're going to keep calling. You just ignore them. And I didn't file bankruptcy. I lost about 1,000,000 and five of friends and family money and spent from oh eight to 2015 paying it all back and I'm like, " Hey, I'm not paying you a dollar interest. I will give you all your principal." So paid it all back and then when that happened, it's just like everybody's like, " Yeah, let's give Chris money, he pays back."

Nate Trunfio: Hey man, I mean it's easy for you to say it now and for what it means it's super commendable but then super credible and that's what helps build rapport. And that is so important when you're out there raising money and helping others invest money through you and your strategies. So you talked about being a solution provider on the sales side. A lot of people in lending are always, what's the rate, what's the rate, what's the rate? Answer, why does the rate not matter when you have a reliable hard money private lender and you're stable, give that little sort of, I know you said you're not a sales guy, but give that pitch please.

Chris Eymann: So obviously you said you guys were in 46 states, so some of these bigger guys come to town and obviously all these funds had all that cash raised. And so a lot of those single family home buyers turned into lenders themselves because they had all that cash. But all that with these big lenders like Lima Capital, I'm just a local guy. So the typical hard money guy that has the lower rate, maybe it's a 10, is going to ask for your last three deals. He's going to ask for pre HUDs after HUDs, all the pictures, before and after pictures. They don't even really want to talk to you until you did three to five deals. I am the owner of their hand, if you text me right now on my phone, said, " Hey Chris, I need a hard money lend right now." I would forward it to my processor. My processor, I would have you underwritten because I'm a acquisition guy for houses in Phoenix. So I would look at it just as an acquisition. Like okay, you're buying, it's worth 200, you're buying it for 140 from a wholesaler, right? All right, I'd buy that house at 120, I'll take my 15% down, which is 21, 000 bucks. Gets me my loan amount at 119 to 120, I would buy that house. " Hey Michelle, shoot them over an app." It's a one- page app because if you don't pay me, I'm just looking at it as an acquisition, boom, here's a DocuSign on your computer an hour later, click the button, boom. Or I make you, actually I send you the thing, do I have permission to speak with you electronically? So that goes first, right? I got to click that button. As soon as they do that, boom, they have their app over there versus some kind of call, I call it soft money, some soft moneylender that's going to give money at 10% and a point. Got to fill out that three page app, got to submit all your stuff. So yeah, I've been more expensive. I'm probably in the ballpark of what people are lending in now whether there's a big lender in Phoenix that has his jump, is they were all eight always at like 9 inaudible and 10 and a half percent, but now they're like 11 or a point. I'm like, it's the same money as 12% and the 700 fee. And actually if you buy it and someone, you get lucky and you sell it in 60 days. I go, "Oh that guy's way more expensive."

Nate Trunfio: It's true. And I always say, time only kills deals and speed only wins them. So with that, what would be your average text call email, Chris, I need some money. Here's the deal. What's your average first inquiry to ability to close? What's your short easy process take?

Chris Eymann: No. I mean people just text me and I'm like" Hey what are you getting it for? What do you think it's worth?" Obviously I just checked the numbers and I'm like, " Hey, I'm 15% down, let's just get that done right now." Because people ask, " Hey will you do a hundred percent?" I'm like, " I don't I know there's guys out there that do, so feel free to text them." We do 10% down. I'm like no, I'll do 15% down. And even the guys that are like, I get the sales gig, what if I give you 50% down? I'm like, I loan at 12, I pay 10. It doesn't do me any good to lower my rate. Even if you give me 50% down, I'm sure someone will give you a lower rate. I just don't have any room to do it.

Nate Trunfio: And so, but again, that closing timeframe is a day. It could be easily a day.

Chris Eymann: Yeah, I funded trustee sale which so if we bid today I got to close by 5: 00 PM. So I get, and obviously some out of town lenders understand trustee sale, don't want to understand trustee sales. So that's a niche that a lot of bigger guys can't compete now. There's not a lot of trustee sales right now, but yeah, I can get a text and fun tomorrow no problem. I'm just got to get the updated prelim as you know. And then yep, that takes a title about 24 hours to do.

Nate Trunfio: Of course, of course. Well man, we've covered a lot of ground here. Before we sort of exit out, I'm sure there's a lot of people listening that want to get in touch with you. So what's the best way to get in touch with Chris?

Chris Eymann: Yeah, I'm just on Instagram, just Chris_Inman on Instagram. You can watch, I'm on just for flips on YouTube channels. If I talk about innovations and subject twos and all kinds of different stuff I talk about, we put out some different stuff. I mean I don't know if you kind of heard Tricon, Canadian Fund is looking at dipping their toeing the water here sometime soon. That's recent news. Progress Realty is reaching out also and thinking about dipping in there toe back in the water or two. So I always try to keep up with the latest and greatest stuff happening.

Nate Trunfio: You have to And it sounds like you do man. Well it's been a pleasure and man we really appreciate you dropping a ton of valuable content on a lot of different spectrums here. I'm going to give you, and I'm sure you got a lot of nicknames that are much better than this, but I'm going to go with Chris, the nice guy, Inman, you used that earlier and I mean look from just being too nice at times to maybe ask for the sale to making sure you pay back what was lent, given to you, which is super commendable man. And then just being nice enough to be here on this show. Chris, man, it's been a pleasure and thank you for dropping all this knowledge on us here today man. And I'm sure you're going to keep kicking butt and looking forward to continue seeing you do that.

Chris Eymann: Yeah, thanks. Appreciate it. It's always fun to explore this stuff with new people, right?

Nate Trunfio: Always man. You can't have enough relationships in real estate. That's for sure.

Chris Eymann: For sure.

Nate Trunfio: That's a wrap. This is Nate Trunfio, finished up with another amazing episode of Real Estate of Things with my man Chris Inman, covering grounds from acquisitions dispositions to lending, all sides of a real estate transaction. Make sure to subscribe on your favorite platform. Check us out every Tuesday for new fresh episode to drop. And also you can find all things of Real Estate of Things at our website, realestateofthings. co. Much more information to come. Looking forward to catching you next time.


Marketing is a key part of real estate investing and wholesaling, because it helps you find properties that will lead to profit. Discover the cutting-edge insights and strategies that will take your real estate marketing game to the next level. 

Chris Eymann, Owner of Sell Wholesale Houses, joins to discuss marketing and real estate. Chris shares his insights on acquisition trends for older versus newer model homes and how to capitalize on the unknown in 2023. He talks about wholesaling home sales and the importance of staying dialed in to avoid disruptions. Chris and host Nate Trunfio also discuss trends on the disposition side and the importance of gaining trust with connected investors.

Join as we discuss; 

  • Acquisition trends for older model homes compared to newer models   
  • Trends on the disposition side
  • How to gain trust with your connected investors