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.
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.
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.
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.
Their edge lies in precision list-building. Using platforms like DealMachine, they set custom filters including:
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:
This approach ensures not just volume, but quality, making their marketing more targeted and effective.
Each of their 30+ virtual assistants (VAs), mainly based in Egypt, makes 250–500 dials daily. Leads are then reviewed for key data like:
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.
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.
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:
Their approach is lean, data-driven, and focused on ROI.
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.
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:
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.
Their long-term vision includes:
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.
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:
By combining youthful energy with professional discipline, they’ve created a replicable model that any serious wholesaler can learn from.
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.
Yes. With the right tools and dedication, college students can run successful wholesaling businesses, even part-time.
They use property data platforms like DealMachine, auto-dialers like Kickstie, CRM systems, and advanced skip tracing to build high-converting lists.
Wholesalers typically earn $5,000–$20,000 per deal. Consistent closings can lead to a six-figure income.
Challenges include finding qualified leads, training cold callers, managing data accuracy, and staying focused amidst distractions. Systems and mentorship help overcome these hurdles.