How Two 20-Year-Olds Made $96K in One Month Wholesaling Real Estate

Table of Contents

• Early Hustle: Starting Real Estate Wholesaling
• Forming a Real Estate Partnership
• Business Model Explained
• Tech-Driven Lead Generation
• Cold Calling Strategy
• Virtual Assistants & Scaling
• Financial Results & ROI
• Team Building & Operations
• Market Expansion
• Lessons for Wholesalers
• FAQ

Early Hustle: Starting Real Estate Wholesaling in High School

BJ Eshun and Ethan Mallory two ambitious real estate entrepreneurs, started wholesaling before even graduating high school. At 17 and 18, they each took different paths—BJ self-taught through YouTube and software platforms like DealMachine, and Ethan learning under a local investor.

Despite different beginnings, both shared a hunger to scale. Once they connected through a mutual acquaintance, they realized they were better together.

Combining efforts allowed them to go from scattered solo deals to building a high-performing team across major Ohio markets like Columbus and Cleveland.

Forming a Real Estate Wholesaling Partnership

Watch the full interview below to hear how BJ and Ethan built a 6-figure real estate wholesaling business from the ground up—while still in college.

Ethan brought operational discipline and a strong work ethic from his prior experience under a mentor. BJ brought in a deep knowledge of list-building, skip tracing, and software optimization.

Once they started working together, their first joint deal in Cleveland proved that the partnership worked. They soon began closing deals more efficiently, eventually averaging 8 to 16 wholesale deals per month.

What began as casual collaboration became a structured business model. Today, their company thrives in both Ohio and Florida, and they're already expanding into new markets like Texas and Indiana.

The Real Estate Wholesaling Business Model Explained

Closing Deals With Assignment Fees

Their approach focuses on acquiring residential properties at below-market value, putting them under contract, and assigning those contracts to cash buyers. This model allows them to profit without purchasing the property.

Average assignment fees range from $7,500 to over $20,000 per deal.

Balancing School, Teams, and Growth

Despite operating at full throttle, both partners remain committed to their college degrees. Ethan in finance and economics, and BJ in business management.

With strategic scheduling and task delegation, they balance coursework with a rapidly growing business.

Tech-Driven Property Research and Lead Generation

Their edge lies in precision list-building. Using platforms like DealMachine, they set custom filters including:

• Last sale date more than 3 years ago or unknown
• Owner-occupied or out-of-state ownership
• Estimated rehab cost matching their buyers’ preferences
• Square footage limits to avoid properties unsuitable for Section 8 buyers

The ability to group conditions using “and/or” logic lets them exclude bad leads and include high-probability prospects. Their largest buyer, for example, prefers turnkey homes with minimal repair needs—a fact that shapes every filter.

They now export nearly 150,000 records per month and are looking to expand that further.

To further strengthen their lead generation strategy, they incorporate terms and tactics commonly used by experienced wholesalers:

• Leveraging "off-market property leads"
• Fine-tuning "skip tracing for wholesalers"
• Using insights from "section 8 investment strategies"
• Filtering through "direct-to-seller marketing" lists
• Targeting specific homes based on "real estate CRM software" data

This approach ensures not just volume, but quality, making their marketing more targeted and effective.

Cold Calling Strategy That Converts

Each of their 30+ virtual assistants (VAs), mainly based in Egypt, makes 250–500 dials daily. Leads are then reviewed for key data like:

• Seller motivation
• Property condition
• Asking price (if shared)
• Best time to follow up

This information is entered into their CRM, then passed to acquisition specialists who follow up and move the lead through the pipeline.

Each property is contacted 3–4 times before being marked inactive, ensuring maximum coverage and conversion.

Virtual Assistants: The Secret to Scaling Fast

After trying agency-based VA services, they moved to direct hiring. VAs are sourced through Facebook groups, interviewed, tested with call recordings, and vetted for work ethic. Each VA is trained to follow a consistent call script, and the best ones act almost like closers.

Call quality is strictly monitored. The team checks for red flags like silence, wrong questions, or poor attitude. Poor performers are replaced quickly, and strong VAs are given more responsibility.

Financial Success and ROI Management

Last month, they closed 13 deals worth over $96,000 in assignment fees. After expenses, including $25,000 in VA salaries, $5,000 in dialers, and $599 for data, their net profit exceeded $60,000.

That equates to over $360,000 annually per partner.

Every expense is tracked and optimized:

• $25,000+ in monthly VA salaries
• $599 DealMachine subscription
• $5,000 Kickstie dialer
• $200 Wi-Fi and $2,500 rent

Their approach is lean, data-driven, and focused on ROI.

Building Teams and Managing Operations

The business runs on a team-based model. BJ handles training, oversight, and disposition (selling to buyers), while Ethan manages acquisitions and data.

Each geographic area like Akron, Canton, or Cleveland, has a dedicated team that becomes deeply familiar with local pricing trends.

This familiarity allows teams to make confident offers and match deals to buyers quickly. Over time, each team member develops market-specific knowledge, reducing analysis time and increasing efficiency.

Expanding Into New Real Estate Markets

Florida is their newest territory, and they’re already adapting filters to account for higher ARVs. With plans to scale into Texas, Indiana, Illinois, and Pennsylvania, their long-term vision includes regional offices and localized VA teams.

They are also exploring:

• Property flipping (8–12 flips per year)
• New construction for resale
• National wholesaling brand presence

Mentorship, Peer Support, and Mindset

A key mentor, Tommy Har, helped them focus by advising them to lean into wholesaling before branching into other real estate areas. He emphasized discipline, structure, and focus. Three qualities they’ve instilled in their growing team.

They also formed an internal mastermind group. Everyone in the office holds each other accountable. Weekly check-ins, clear goals, and a culture of mutual growth have helped keep the team grounded and hungry.

Lessons for Aspiring Wholesalers

• Start small, grow fast: Master one market, then expand
• Tailor your data: High-quality lists are better than big lists
• Invest in systems: Use skip tracing, CRMs, and auto-dialers
• Build your team: VAs and local staff can scale your output
• Stay focused: Avoid distractions by treating your business like a full-time job

Future Goals in Real Estate Investing

Their long-term vision includes:

• Regional offices across major states
• 6-figure months consistently
• Diversified income from flips, rentals, and lending

Despite their current success, they remain committed to education. Their coursework in finance and management complements their hands-on experience, giving them an edge in both strategy and execution.

Final Thoughts: What You Can Learn From This Journey

BJ and Ethan are living proof that age is no barrier to success in real estate. Through focus, technology, discipline, and teamwork, they’ve built a business that generates more in a month than most make in a year.

Their story offers real strategies, not fluff:

• Use software to target high-converting leads
• Build a team of VAs to scale outreach
• Focus on what works before diversifying

By combining youthful energy with professional discipline, they’ve created a replicable model that any serious wholesaler can learn from.

Frequently Asked Questions (FAQ)

What is real estate wholesaling, and how does it work?

Real estate wholesaling involves putting a property under contract and assigning that contract to another buyer for a fee. The wholesaler never buys the property directly.

Can college students start a real estate wholesaling business?

Yes. With the right tools and dedication, college students can run successful wholesaling businesses, even part-time.

What tools do young wholesalers use to find leads?

They use property data platforms like DealMachine, auto-dialers like Kickstie, CRM systems, and advanced skip tracing to build high-converting lists.

How much money can you make wholesaling real estate?

Wholesalers typically earn $5,000–$20,000 per deal. Consistent closings can lead to a six-figure income.

What are the biggest challenges in real estate wholesaling?

Challenges include finding qualified leads, training cold callers, managing data accuracy, and staying focused amidst distractions. Systems and mentorship help overcome these hurdles.