Transcript for:
Comprehensive Guide to Wholesale Real Estate

if you're wondering how to get started with wholesale real estate in 2025 you've made it to the right video I'm about to give you a completely free course the same exact information that I use to close over seven figures and wholesale fees at 23 years old and no this isn't one of those free courses where I only teach 10% and try to sell you on the other 90% I'm literally giving away everything this is going to be a full step-by-step guide on how to get started with wholesale real estate even if you're a complete beginner I'm going to be covering everything from generating leads getting that first contract signed finding cash buyers and coordinating everything with a title company you are getting over 2 hours of in-depth training that others charge thousands of dollars for completely free on YouTube what we're showing you is the most coste effective and fastest way to get results so even if you're a new wholesaler with a tight budget this will help you let's dive in and get that first deal under contract let me show you the software stack that we use to get our students from never doing a deal to doing a consistent forward deals each month the foundation of everything is deal machine this is the all-in-one platform that is perfect for beginners because it combines several tools that you normally would have to pay separately for it offers skip tracing so you can find the contact information it offers driving for dollars features task management and Lead tracking a built-in CRM and list pulling features for just $100 a month you are getting everything you need in order to start generating and managing leads the second most important tool in our stack is a dialer we use and recommend the Mojo dialer which runs about $150 per month this lets you call three people simultaneously which dramatically increases the amount of people that you can talk to in 1 hour when you're first starting you can absolutely use your cell phone that's what I did when I first started out but if you can financially afford the Mojo dialer and deal machine I highly recommend it at the end of the day this software stack is convenience it makes your life easier to number one make more money and the last piece of our stack is docu sign for getting contracts signed again when you're first starting out you can use physical contracts but once you start doing consistent volume having e signatures makes everything smoother especially when you're working with out of state home owners and buyers now that you have your software stack let's talk about actually finding properties there's two main approaches here the freeway and the paidway I'm going to break down both but here's the thing the free method while it being more timec consuming actually produces higher quality leads but before I show you these methods we need to address the most important step in data acquisition finding your Market picking your Market every Market out there offers different attributes that make specific areas more desirable for specific types of investors a developer that's building subdivision and building 200 homes every year is probably going to be looking somewhere where there's a lot of land that they can work with an investor looking for Section 8 rental properties is probably not going to be buying in areas where Michael Jordan or Selen de are living in so whatever investment strategies that you have you got to find a spot in a specific Market that is going to suit your strategies for wholesalers I highly recommend looking in areas that have a population of 500,000 people and up higher crime and lower income now when I'm talking about these markets I'm specifically talking about counties so here in Chicago I'm only looking in Cook County in Florida you might be only wanting to look in Broward County so again if you're a beginner looking to figure out what Market you need to pick go for a high crime low income area with a population of 500,000 people and above in order to figure this out obviously just go to Google and ask what is the population of this specific County to figure out if it's a high crime area you need to go to Crime gray.org type in a specific zip code that's in that county and search it up and then to see if it's a lowincome area you want to go to a affordablehousing.com typee in that specific zip code again and see if that area offers a ton of Section 8 rental properties because Section 8 rental properties means that the government is helping pay rent which hand inand typically leads us to think that that is a lower income area now that you know what Market to pick you now need to either build a list of properties or you need to acquire a list of properties the free method is what we call driving for dollars this is exactly what it sounds like you are physically driving around neighborhoods looking for distressed properties when I first started out I would spend entire days driving through the southside of Chicago looking for properties that looked vacant were completely distressed had vandalism done to it broken windows boarded up Windows lawn that looked like it hasn't been cut in weeks or months any sort of sign of distress there's literally no excuse you can even do this virtually on Google street view or you can use deal machine if you aren't physically able to go out to these areas the paid method is buying lists through services like deal machine or kind skip tracing tocom the filters that I recommend for beginners is absentee owners High Equity about 40 to 50% and above and Residential Properties only now here's why I say the free method often works better when you're driving for dollars you are building a hyper targeted list of properties that are actually distressed with purchase list you're competing with every other wholesaler in your Market who purchase the same exact data if you are going with the paid method you're going to want to pull at least 10,000 records now if you're going the free route with driving for dollars you're going to want to aim for at least 100 addresses truth be told you need well over 100 properties but this is just so you can actually get the wheels turning most likely you will need about 1,000 addresses but like I said just start with 100 just so you can start taking immediate action if you're driving for dollars be sure to put those addresses right into deal machine and they will help you grab the phone numbers now if you're going to be acquiring a list of 10,000 addresses you're going to want to take that list and put it into the Mojo dialer so you can start calling them all right let's talk about turning this data into actual leads if you don't know what a lead is it's essentially somebody that is showing some sort of interest in wanting to sell a property of it I'm going to show you every single marketing method that's working in wholesale real estate right now but more importantly I'll tell you which ones you should actually use when you're first starting out and again let's break this down into the free methods and the paid methods the free methods the absolute best way to start especially when you're on a budget is cold calling I know a lot of people are scared of getting on the phones trust me I was too when I made my first calls at 19 my voice was shaking so bad you think that I was calling the president of the United States but here's the thing this is still the most direct and cost- effective method of getting deals when I got my first contract signed I vividly remember just getting pushed around by this lady that was basically controlling every single conversation that we ever had just because I was so new to it but I still got the deal sign and even if you are a little bit of a pushover it's okay you'll get past it and it will only make you stronger now let me break down the exact cold calling framework we used to close 7 to eight deals every single month starting with the introduction you need to be coming off like an expert in your field sharp with bottled enthusiasm not bursting enthusiasm but bottled up enthusiasm hey John this is Cam just giving you a quick call about that property on 123 Main Street yeah just wanted to see if you had any interest to sell that in the near future this needs to be a 4 to 5c line that gets right to the point now you might get here with a few things like oh yeah I might be interested in selling it oh what's your offer like oh I haven't thought about it I might be regardless of what they say when you're starting off just follow this framework now that you've gotten that response that there might be some interested in selling you just need to set the stage you need to tell them how how long this call is going to take what we're going to be talking about in this call and what the outcome of this call is going to give them generally these calls take about 5 to 7 minutes I want to learn more about the property and your specific situation if you're a good fit for what we specialize in I will let you know at the end of the call and set up a follow-up call to make you an offer this lowers the sell's guard they're not going to be guessing what's around the next corner or what's the next question you told them how much time you told them what you're going to talk about and what the outcome of the call is going to be so it really relieves that sales pressure the people that don't set the stage on their phone calls and and on their cold calls are meeting with sellers that are constantly just trying to push them off the phone telling them what they want to hear not what they need to hear which is very important and they're never going to get the correct information that they need to get the deal closed set the stage so you get the real information now the next part of this framework that I want you to cover is their seriousness and their motivation to want to sell most people are too fearful to go in depth on the motivation but these tough questions that you're fearful to ask are the questions that you need to be asking so Mr seller would you say you're serious about wanting this sell this property or are you more so just curious about wanting to sell the property and then as you start to unravel more about the motivation of them selling this property you need to Probe on their answers that they're giving you most of the time you're only getting the tip of the iceberg on their motivation you need to uncover the bottom of that Iceberg so let's say you're calling these absentee owners and they're saying yeah I'm tired of being a landlord I would like to retire you know what you could say what do you mean by that or you can even mirror them and say tired of being a landlord pause for 4 seconds and see what they say those are a couple small probing tactics that I don't want to get too in depth in but just understand that if they're telling you their motivation they're not telling you enough and you need to probe more so what do he thinking about wanting to sell this property oh you know I'm just kind of tired of being a landlord tired of being a landlord yeah you know these tenants you know they're just getting a little bit out of hands and you know they're actually about to get up out of there they weren't the the greatest tenants but you know I'm glad that they're getting out of there and I really don't want to find any more tenants to put back in there man it's seems like a pretty good property in a pretty decent area why don't you just you know screen a little bit harder and find some better tenants you know I'm getting to that age where you know I just don't know if being an investor is really in my you know on my plate anymore man that's actually the first time I've heard that in a while I guess like what kind of happened over the years you know it's getting woken up at 12: in the morning needing to go fix a refrigerator that is running low on da and this and that and them needing me to fix this and you know all that crazy stuff I'm just getting tired of it have you thought about even you know getting a manager to manage these properties for you oh so they can take half of my profits each month hell no I'd rather just keep managing them myself than having to do that yada yada yada you get the point once you've really probed on their motivation you've really created that urgency you now need to move on to the condition of the property and you don't need to go so crazy and ask about if certain things are up to Cod or you know what kind of installation they have in the Attic or stuff like that you really just want to see if it's been updated throughout the years just so you can get a general idea of what the value of this property is so I always just like to start with the bigger ticket items ask about the electrical the HVAC the plumbing system have those been updated throughout the years or have it been 20 to 30 years since those have been touched when was the roof last done is there a basement and is it finished out if there is a garage is it attached is a detach does that roof need to be done the bigger ticket items on that garage and then again any sort of exterior work that needs to be done the siding you know any sort of landscaping you know weeds this that bigger ticket items that are going to really drastically change the price of your offer now I need you to move on to the deal Killers which most people never ask in sales calls deal killers is exactly what it sounds like things that are potentially going to ruin the deal that are going to kill the deal the four deal killers are timeline decision makers something I like to call procrastination poison and price timeline Mr seller in an Ideal World when would you actually like to have this property sold and off of your hands and obviously in our case the sooner the better decision makers Mr seller is there anybody that you need to talk to first before you can actually make the decision to sell this property maybe a family member somebody's opinion that you just value before you want to actually sell this procrastination poison Mr seller is there anything that you need to figure out before you can actually sell this property do you need to get some tenants out of there do you need to remove any sort of valuables out of the property do you need to go on a trip to Mexico first or get some wedding planned over there before you can actually get this property off of your hands and then price something that I like to save till the end oh and also Mr seller just kind of curious what are you what are you looking to sell this property for you can't ask in two of a direct way or derogatory way that makes it seem super pressy or salesy or anything like that but you want to be curious when asking this just curious what are you looking to sell this property for compared to so what are you looking to get out of this so what's that price that we're going to need in order to get the deal done it's a little hard to explain but I know you know where I'm coming from I definitely get that tactic from Jeremy moner shout out you and then lastly again you need to reset the stage for that next call First on that call you need to determine if they're going to be getting an offer on that next phone call or if they're going to be going into a short-term or a long-term followup now if you're going to be making an offer on that next call this is what you need to tell them I'm going to underwrite the property to see what we can pay for for it I'll be able to give you a call back on this date at this time and this is what the expectation of that call is going to be if you want my exact cold calling script with specific questions and responses for any situation I've included it as a free download in the link in the description this is the same script we use to generate 70 to 80k in assignment fees every single month once you have some more Capital to work with you can scale up with the Triple L dialers or even cold colors again the triple n dialer should run you about $150 per month and cold color svas should run you about like $100 each month Max let me tell you our actual numbers from when we first started calling we were making about 750 to ,000 dials each day speaking to about 40 to 50 people and that would generally land us about 8 to 10 solid leads it's a numbers game but these numbers work if you stay consistent remember quality over quantity I'd rather you make 50 really good calls where you're fully focused and following my script rather than 250 half ass calls where you're just kind of going through the motions now let's talk about determining a qualified lead and an unqualified lead when you're consistently generating leads you need to have a system to where you can separate the time wasters and the actual opportunities there are two main things that you need to understand about every potential deal number one there's seriousness about selling this is the most important factor you need to make sure that they're actually serious about selling if there's a lead that has no interest in wanting to sell I promise you your offer is not going to change that their seriousness and their motivation is the most important factor I can't stress this enough you need to understand why they want to sell common motivations that we look for are behind on payments or taxes problem tants not paying rent Inherited property that they don't want moving for work or family property needs way too many repairs the deeper the motivation the more likely that you are to get the deal please don't just accept surface level answers if they say I just want to sell dig deeper with questions like this what made you start thinking about wanting to sell now how long have you been considering this what's kind of stopped you from listing it with the realtor and the the second thing is their timeline this kind of goes hand inand with their seriousness and motivation but together they are super freaking important we need to know how soon that they want to sell in an Ideal World we really only want to be talking with those ones that are looking to sell in the next 30 to 60 days anything pass that we just want to put them on a short-term or a long-term followup but we do not stop contacting them the biggest red flags to look out for is when you're uncovering that motivation when you're asking why they might be looking to sell it and they're telling you things like I wasn't looking to sell it you called me or everything is for sale for the right price I can go on and on and on about these red flags because those are the main people that you're going to be talking to but you need to know how to separate the opportunities to the tire kickers all right so far we haven't even scratched a hair we talked about generating leads getting your data setting up your softwares Etc but now I want to introduce you to somebody who has been instrumental as far as getting our business to where it is today my business partner Ethan he's going to walk you through the next steps of making offers getting contracts signed but most of all how to actually scale this into a legit freaking business so Ethan take it away all right so we're going to jump into this next part a lot of new wholesalers over complicate this part but I don't want you guys to they waste hours using fancy calculators or over complicated formulas just trying to come up with the perfect number let me show you how we make quick accurate offers that actually get accepted first let's be clear about this there's really only two numbers that you actually need to know all you need to know is what you can offer the seller and then what you can sell the property for to a buyer all right so here's exactly how we come up with our offer prices all right so step one identify your pocket all you want to do is draw a box within your subject area inside of Zillow or red fin make sure to stay within the main roads you don't want to go from one subdivision to another subdivision or cross highways or any of that stuff you want to make sure you're staying within that one neighborhood make sure you're staying inside of the main roads and then you're going to be all right once you have that box once you have the area to comp step two is go look for sold comparables within the area filter for the sold properties within the last 6 to 12 months you can go all the way to 12 months but you want to be really within 6 months if possible make sure that you're looking for similar properties so if your property is Brick make sure you're looking for Brick properties if your property's frame make sure you're looking for frame properties if it's a single family make sure you're looking for single families and so on now what I like to do is at the top right when you're looking at the row of properties you're going to see that there's a way to sort it so if you're looking for like cars you can sort it from you know low to high on price so now once you've got that set up you're going to want to go in and sort the properties from low to high the reason that I like to do it this way is because I get to see all of the AIS sales recently and then go to all of the sold properties that were recently renovated make sure that when you do this you're paying attention to the condition of the property because just like a house that's fully renovated you want to make sure you're looking for a house that's fully renovated if yours is a full gut you want to make sure you're looking for a house that's a full gut now once you find one to three comparables that are really identical to yours or similar to yours then you'll move on to the active listings and you'll look for those properties as well so at this point now you've got one to three comparables within that box and what you can do with this now is you can start to determine or kind of gauge an idea of what the property is actually worth so for example if you've got a pair of shoes that you know white let's say Jordan ones that sold for 200 bucks and you've got the same pair at home well you know that yours are probably worth 200 bucks if you sold them for $190 probably sell them a little bit faster similar concept here just bigger numbers so let's use a real life example you've you've got a property here for $770,000 that is a brick single family within your pocket that you're looking for that's sold for $70,000 it's a full gut brick single family home on the South Side well if that one sold for $70,000 and you have one in similar condition to that it's a full gut it's brick it's right there in that pocket pocket as well why can't you sell that to an investor for 70,000 or $65,000 or $60,000 that's how you're going to start to gauge your purchase price start deducting your fee from that price point and then that's how you know what to actually offer the seller at this point so doesn't really stop there we like to be a little bit more diligent when it comes to making this offer because it really really has a huge impact to whether or not you get the deal on your contract so step three is reviewing the active listings within the area so at this point I'm starting to look at properties that were recently renovated but also I'm also looking at properties that are listed in similar condition to mine so you want to look at both of these think about looking at active listings as more of like a real life update I really like looking at the ones that are pending because I know someone had interest someone submitted an offer and they're moving forward with it the Market's constantly changing so maybe 12 months ago that same example I used about the $70,000 house might change a little bit you might see that there's a property that's listed on the market right now similar condition to yours for 65,000 it's been up on the market for 2 weeks well that's going to be a clear sign to me that I probably can't sell mine for $65,000 I'm going to have to be a little bit under that now now that typically really isn't the case but we'd like to use the active listings as a safety net in a sense or even more of a reassurance Factor because if there's a property that's listed on the market for 90,000 similar condition to mine that went pending after 2 days well to me if I'm offering $50,000 on my property I know for an absolute fact that I can sell it for the 70,000 that it just sold for 6 7 12 months ago whatever the case is so if you're still a little bit confused I'm going to share my screen to redin to show you how we actually do this on a deal we just recently closed all right so here's a video of us running comps on a deal that we recently closed so what I like to do is I like to take the property address and I like to do a sech search on Google Maps just to get an idea of what the property looks like from the exterior so first thing I'm looking for is what kind of property it is so this is a single family home um there's some brick but there's also some framing so this is really more of like a framed home so I know now when I'm running my comps I'm going to be looking for something that's framed and then there's a single car garage that's attached and then there's also a basement it's more of like a split level I'm familiar with this type of property all right so like to do that and just get a quick overview kind of see what I'm looking at and then I like to do like an aerial view just to see what the backyard looks like see if there's any um additional things that need to be noted but everything looks good so we've got ourself a single family home that's framed with a single car garage that's attached now luckily enough for us we also have photos so if you don't have photos that's why you pre-qualify your lead so that you can determine the condition of the property for me this looks like a rentable property this is in more of a rental grade condition and you could see that all the electrical is intact the plumbing is intact there's a basement it seems to be a little bit more unfinished there's some rooms down there there's even a bathroom perfect now that I know this information I'm going to go now take this over to redin I'm going to search that zip code and then I'm going to go back to my aerial view and I need to find where the property is located so it's right off this highway and then sock Trail let's go ahead and find where that is I've got my area now things that I want you guys to note is you don't want to be looking for properties over here you don't want to be looking for properties down here because subdivisions change and you you're not always going to know the exact answer anyways um what I like to do then from here is I'll draw a line so I'm going to stay inside of the train tracks inside of all of the main roads and create this box figure and then I'm going to start looking for all the properties that sold within the last 6 to 12 months we're going to do six to 12 months and all I'm looking for are properties that were sold in as's condition I don't even need to see the ones that got sold in fixed up condition just yet I want to see all the ones that were sold in as's condition the filters that I set here were single family home because ours as a single family and then I put a last onee sale date on it so I'm going to start now looking through the photos of these properties and you'll notice there's a lot of different results but like this one here has a detach two-car garage it doesn't have a basement and it's framed so this isn't going to match what the condition of our property is obviously really none of these are looking like comps but you get to this one here looks really similar same style house the only thing is that it has a two-car garage anyways I'm going to pop this up really similar to ours there are no photos though so we're going to save that one off put that one to the side this one is really similar to ours again has that two-car garage thing going on here whereas ours is a single car but similar square footage similar bedroom bathroom count all that stuff so I'm going to use this one as a comp I'm definitely going to push that one off to his side so here's ours with the single car garage sold for 125 now this is definitely in a little bit better condition than ours you tell I mean the floors were done there's some new tiles the bathrooms are definitely cleaner most likely the home buyer for this was someone that purchased the property using some sort of conventional financing so you don't want to utilize that as a comp so 125 it's probably me our top so I'm not even really thinking I could sell it for 125 anyways we've got two solid ones this one sold for2 and then this one had sold for 105 all right now we're not done there I want to get an idea going from high to low of what rehabbers are buying these for and selling them for so you could see 270 here and this one obviously was renovated same thing here 250 this was clearly renovated kind of renovated but not not the best renovation of them all so there's none with that single car garage all of them have that two cart anyways I'm going to pop all of these up in separate tabs and what I'm going to do with these ones is I'm going to look at what they sold for when the rehabber purchased the property all right so now we're not done yet the last step to this is going through the four sale properties and then I'm going to select this under contract pending Tab and then I'm going to go down here and I'm going to start looking and I like to look low to high to start off with because that's really these are the comps that are going to help me make my decisions so here we go we've got something that's sold for 80k or not sold but is pending right now so I'm going to pop that up and I'll show you what to look for there 124 but again not the same style 131 not the same style so we can kind of ignore all of these because none of these are even relevant so all right now we're left with five comparables in the area we're going to start with this one all right so this was listed for $80,000 9 days ago what I'm looking for on the pending properties is when the property went contingent so it was listed November 27th went contingent on the 6th so week and a halfish two weeks um it took to sell so 880,000 my guess is they're probably getting at ask or even maybe a little bit more than asking price because this is definitely in similar condition to ours so we got that one for 880,000 now we've got these ones that sold that were fixed up and I'm curious I want to see what the rehabbers purchased them for so you can see here 2022 it was sold for 115 it was listed for 135 sold for 115 similar condition to ours maybe a little bit nicer but you know for a fact that an investor bought this for 115 so that's a really good sign now we've got this one for 2475 and I'm not able to see it on redin you can also always look and check Zillow or realtor.com for the sake of video I'm not going to um 112 here 105 here as is so really all signs are leading to me being able to sell this in the lower hundreds whether that's from 105 to 115 but you have this contingent comp for 880,000 so it's a little bit scary so when I'm making my offer I have to keep this in consideration now what you could do to gather some due diligence on the property is call this listing agent kind of see did it move pretty fast did they get over asking you might get an answer you might not but it doesn't hurt to call anyways at the $80,000 Mark I'm going to want to be somewhere underneath or maybe even close to that in hopes I could sell it for 95 to 100 guys when it comes to comping too you'll notice like there's no formulas there's no nothing we're just gathering comparables in the area that buyer bought theirs for 115 there's nothing on this one this guy bought his for 112 and this guy bought his for 105 so all signs are pretty much indicating to us that we could sell our property for that lower hundreds you know all signs besides this one comp at 80 but they they might have lowered the price on the market in hopes to sell it faster and for a higher price point so we'll see and and it's another good thing too because you could leverage that with your seller I bet you if you get this under contract at like 75 80,000 it's still a sellable deal quite honestly I don't even know what we contracted the property at or sold it for so let's go see what we did with this one so we got $85,000 purchase price on this property we ended up selling the property for 105 so we're pretty spot on there we could sell it for the lower hundreds I didn't even know this um going into it but we sold it for $105,000 we made a $20,000 spread on the deal I almost guarantee that they're selling it over asking unless there's some major issues it's another thing too you could check the description to see if you missed anything maybe it says foundational cracks guys that's how we're comping these properties it's there's you don't need a formula you don't need anything all you need to do is compare an apple to an apple and that's it so go in look for similar properties to the one that you have that are in similar condition whatever cash buyers are buying theirs at you most likely can sell at or pretty close to that price point so create a 20 $30,000 spread all right so you just saw how I comped that property on the deal we just closed out recently I want to walk through though how we actually made the offer how we spoke to the seller on the phone to get the deal on our contract so here's the framework it's a six-step framework that we use inside of our business still to this day we've been using for the last 2 years at this point okay so Step One is setting the stage Kim already went through this on the beginning of the video but just to elaborate a little bit more there's really three steps to it we want to talk about how long the call is going to take what we're going to talk about and then what they get by the end of the call so what it kind of sounds like is this so hey John I spoke to the partners about the property they've determined an offer on it I wanted to talk about it with you to see if the options look good for you now when we're talking about Partners we're really talking about ourselves but the reason that we say this is to separate oursel from the decision maker and then the seller what that does is it makes it seem like we're the sales agent fighting for the sale and it allows for some negotiation back and forth between you and the seller so at that point John or the seller whoever it is is most likely going to say yes let's talk about it let's get into it so that's when I'm going to go in and I'm going to set the stage I'm going to say hey John the call generally takes about 5 to 6 minutes I want to talk about what it looks like to work with us if you decided to move forward and then by the end of the call you'll receive an offer from us if everything again still matches now the reason that we talk about what it looks like to work with us first instead of after we make the offer is so that there's no Corners that they're turning that they don't know where they're turning into all right so at this point you've already set the stage with the seller they know what you're going to talk about they know how long it's going to be they have no corners they're going to turn that they're not aware of so it's really really good so now at this point you want to talk a little bit further about what it looks like to work with you and how that sounds goes like this so John if we were to move forward I'd send over a purchase and sale contract to you we'd both look through that together I would answer any of your questions that you have one once we go through all those questions and you're ready to sign I need a signature a couple initials we'd send that over to the title company and we begin pulling title that's it and again guys the reason that we do this the reason that we talk about this with the seller is so that they know the next steps they know what to expect you're the one setting the stage if you don't do this what typically happens is you give them the offer and then they say oh send the contract over to me I'll look it over with my wife or my attorney or whatever the case is they'll hit you with an objection and what you'll come to find mind is that they ghost you or they don't sign the contract and they have cold feet or whatever the case is so when the seller is hot you want to get them there in that single moment right then and there so at this point now you've clearly set a stage you've told them what's going to happen if they decided to move forward now you just have to ask for a yes or no what I mean by asking for a yes or no is exactly that John if the offer matches exactly what you're looking for it seems like a good fit you and I have already pretty much agree that you're ready to make a decision is that about right if he says yes then you'll move into your offer a way to say this that is more clear to the seller could be John if you like our offer and you were ready to move forward with it are you ready to make a yes or no decision now I interchange a lot of our agents a lot of our sales reps will say the first line that I referred to as you know if everything matches and it seems like a good fit are you are you pretty much ready to move forward and make it decision today the reason we like to go down that route is the yes or no decision thing is very common in sales nowadays and and people know what you're doing now if you want to start with that route just cuz it's a little bit easier and it comes off the tongue a little bit smoother then start with that route but as you advance you'll probably switch back over to the first option that I mentioned there okay guys it's really not complicated now the next part step four of the framework is making the offer now when you make the offer you want to always leave some room to negotiate inside of there the way that we do this is by setting a price anchor what a price anchor is it's a psychological technique that we use to lower the sell's expectations and then we'll bring them up literally within the same second there so what it sounds like is this so John if you know if you were toci move forward today are you pretty much ready to make a yes or no decision John says yes now you going to so listen John you know in a perfect world the partners want to be at about $35,000 for the property now that doesn't mean where we need to be at that's where we want to be at that's a perfect world for us but I understand that you're looking for a little bit more than that I was able to work them up to the $45,000 number and you just pause you just stop there and you wait for a response Now by saying $335,000 it makes your $45,000 offer seem much better than what the initial offer was at that point John's going to say a couple things here he's either going to say yes he's going to say no or he's going to say say maybe I need to think about it now the third answer there the maybe I need to think about it is the answer you're not looking for and the way to prevent this is what cam had gone through earlier in the video through the qualification script you want to preh handle all of these objections on the front end of your pre-qualification call and then we tie down and we preh handle a little bit on the front half of the call by setting the stage going through the expectations asking for the yes or no so if you're getting the maybe or the I need to think about it it's typically something within your pre-qual ification call or something within your offer call that you want to listen back to but you can't really do much after this point they're either going to say yes or they're going to say no as long as you get a yes or no that's fine think about your first offer as just pushing the deal forward cuz most of the times they're going to say no which is totally fine it gives them some sort of expectation of what to expect now they're going to go through a whole cycle of other people's offers most likely they're going to hear things out from Agents maybe they get a higher offer than yours but most of the time they will get a higher offer than yours but what ends up happening is it's from a bad wholesaler it's from a bad real estate agent and the deal doesn't close and that's why you consistently follow up a nurture your leads now in the event that they actually say yes to your offer they move forward with that first offer that's amazing now comes in the next step of the framework which is resetting the stage for that call so what it sounds like is this now if you have docu sign which cam talked about earlier that's a bonus if not you just send over a PDF but John I'm going to send over a purchase and sale contract to your email we're going to look through that together I'm going to answer any of your questions and then I'm going to go ahead I'm going to get a quick signature couple initials and then we're going to send that over to the title company and put you in contact with them John's going to say yes okay that sounds great let's look that over together he's going to eventually sign the contract and you're going to move forward with things now a quick tip that I didn't mention in the example there is using odd numbers what I mean by an odd number is instead of offering 45,000 maybe offer $443 se8 because it sounds like a very thought out very specific very descriptive number like all the way to a singular dollar amount so we also use that cuz it sounds like wow like they really put a lot of thought into it it's just more of a psychological technique that we like to use that gives us a little bit of an advantage against our competition so now let's transition into actually getting the contract signed from John or whoever the seller is in this case guys the number one thing that makes beginner wholesalers wet their pants in wholesale real estate is getting contract signed so I'm going to make this super simple for you guys you only need two main contracts to make all of this work the first one is a purchase and sale contract and then the second one is an assignment contract so the purchase and sale contract is between you and the seller and it basically gives you the right to essentially assign or sell the contract to your end buyer the assignment contract transfers all of the obligations from the purchase and sale contract to your end buyer okay so now let me walk you through the most important parts of the contracts make sure you're paying attention here cuz you don't want to mess this up all right so for the purchase and sale agreement there's really like five six seven main things that you want to make sure that you're paying attention to this is going to be the bulk of your contract so of course the first thing is your purchase price the purchase price outlines the total price that your end buyer is going to be sending into the closing the second thing about the purch sale contract is your earnest money we typically put down 1% of the earnest money but don't worry I'm going to get a little bit more into that later on in the video the third thing is a closing date RS typically says 30 to 45 business days out this is the period of time in which you need to actually close on the property the fourth thing is your inspection period inspection periods are so so so crucial think about your inspection period as your I'm finding a buyer period to make sure that you stay within your contract we usually put between 10 to 20 business days down for this so it gives us 2 to 4 weeks to actually find our end buyer and assign the contract to them the inspection period is what's going to allow for you to get out of the agreement if you don't end up finding your buyer and guys this is why we talk about wholesale real estate as a no risk business because you're literally not risking a single thing until you pass that inspection period and then your attorney modification period Most states require an attorney modification period inside a purchaseing sale contracts basically what this is as it sounds attorney modification period it allows the seller to have an attorney review the agreement that way they don't get taken advantage of so if your sellers when you're making the offer Say Hey I want my attorney to review it you can use this to your advantage and let them know hey there's a 5day attorney modification period to get out of the agreement or make changes or whatever the case is could maybe be 10 15 really whatever you want to make it but we typically do five business days and like I said the most important part of the purch and sale agreement is your inspection period your inspection period is going to allow for you to get out of the contract if you don't find a buyer just because you're canceling your agreement within the inspection period doesn't mean you lose the earnest money it doesn't mean that the seller can come after you you literally have zero obligation to closing on the deal you have an inspection period for a reason you don't have to get a professional inspection it's completely upon your discretion so no professional anything you don't have to pay a single dollar just think about your inspection period simply as finding a buyer period so here's the exact language that we use if you're curious and you also see inside of the contract buyer shall have X amount of business days to inspect the property if buyer is not satisfied with the inspection or results for any reason buyer May terminate this agreement with a written notice to the seller so that's pretty much it for the purchase and sale contract let's get into what the assignment contract is this is really where you're making the money the assignment contract is super simple you just need to outline these four things your original purchase price your assignment fee the buyer's information and then a clear statement that your buyer is assuming all of the obligations from your purchase and sale contract and that is it and again we have a template for this so that in any case that you don't have your own you could just use the one that we're using on a day-to-day basis so let's go through why most wholesalers get stuck with the contracts and by the way if you're getting stuck with the contract really shouldn't be your concern because everything is already outlined for you with templates that cam has on his Instagram first thing is they try to hide the purchase price from the buyers it's inevitable your buyer is always going to find out how much you have it under contract for and what you're selling it to them at so you really can't hide this the second thing is wholesalers usually just over complicate contracts you think about contracts you think about attorneys and all of a sudden you shrivel up you get wet feet and you just want to quit and then the last thing that we typically see is that the sellers are confused when the wholesalers are explaining the agreement to the seller so how do you fix that super simple just make sure you read through the two-page agreement that you're going to send to the seller make sure you understand it you use chat GPT cam as a video on YouTube there's so many resources out there all you want to do is you want to make sure that you sound educated as you're reading through the contract with that seller on your offer call all right so now at this point you've got a seller that wants to sell their property to for a specific price you've got a purchase and sale contract and you have an assignment contract but it needs to get signed from a buyer so how do you find a buyer let's walk through that now everybody complicates this part but I'm going to show you how we find buyers that are hiding in plain site and the best part about this is that it literally costs you nothing so here's how we do this we pull up Zillow or we pull up redin we look for recently sold properties within that same pocket that you used as your comps and then we start looking for properties that were recently renovated within your area so let's say for example inside of the pocket where your comparables were you find a rehabber that bought something and sold it let's say for $300,000 you can tell it's fully renovated because of the photos it's got a brand new kitchen it's got brand new bathrooms maybe a new garage whatever the case is it just looks super pretty it's ready to go it's clearly brand new you're looking for property similar to that at that point you can start reaching out to the listing agent that sold it or you could do the same thing how you skip Trac your homeowners but really in reality skip tracing that investor so once you've gone through and you've created a list of those buyers of all the recently sold rehabs now you can go back through and create a list of all the properties that were sold in as's condition so exactly how we were running our comps before the one let's go back to that example the $7,000 home that's sold in similar condition let's go back to that and let's talk about that buyer there well if we know that it was a full gut renovation obviously it wasn't FHA financing it wasn't a conventional loan it had to have been hard money cash and most of the times those are investors my parents wouldn't have been buying properties that were full guts probably yours either so what you can do from that is you can find all of these distress properties that were sold on the market you can start calling all of the agents that sold the properties for that seller or what we like to do is you can call the agents that it was bought with call that agent or again you could skip trace the property and you can find who the homeowner is now which in this case is the investor so that's literally what I mean by they're hiding in plain sight you can go on Zillow you can go on redin you can go on propstream batch leads any of these websites look for the photos see what kind of condition they were in and that's going to indicate who was the buyer who was the seller in that case so it's super super simple all you need to do is go out build a list of those people and start calling them and advertising your deal to those buyers and a lot of people over complicate this part they think well I've got a property how am I going to find someone to spend this much money on it well it's simple if if you gave me a Lamborghini for 30% off I'm going to find a way to scrap the cash together to buy it for that discount and then resell it for its full value it's a same thing here you're selling a discounted property all they need to do is a little bit of work to the property or maybe a lot of work to the property but in turn they're going to make tens of thousands if not hundreds of thousands of dollars so you're selling them a deal you're selling them a product that's going to make them a bunch of money who wouldn't want to buy it all right so now that you know that this person is an investor you have to call them and introduce the deal to them so it's going to be the same script pretty much for realtors but also cash buyers so it's going to sound a little bit like this so let's say Tim bought a property and recently renovated and sold it and made a bunch of money so I'm going to call Tim and I'm going to say hey Tim saw you recently bought and sold the property on 123 Main Street I have a deal similar to the one that you purchased wanted to see if you're interested in buying another one Tim's probably going to say yes cuz he's an investor and wants to make more money pretty simple pretty logical there now guys what you have to remember is that buyers are making logical based decisions while sellers are making emotional based decisions so you don't have to be amazing on the phone it doesn't have to be anything precise it doesn't have to be super specific all you need to do is introduce the deal to them send them the details and then follow up to so interest and get them into the property once I've got Tim on the phone and he's engaged and he's shown interest I'm going say perfect I've got a deal here it's a single family home it needs a full gut renovation we're asking $70,000 for it I'll text over the details to you let me know what you think Tim going say okay now inside of your CRM you're going to want to make a follow-up task to follow back up with Tim but also don't forget make sure to send the full details what we send to them is the property address the condition of the property the bedrooms the bathrooms square footage and then any special features about the property and if you have photos that's just an added in bonus now once you've sent the details if you're sending it earlier in the day you can follow up later in the day to see if they're interested in an appointment or you can set it for the following day and follow up with him and just say hey Tim sent over the details for 123 Main Street yesterday did you have a chance to take a look at it he probably had a chance to take a look at it so you're going to see if he has interest Tim do you have interest in coming out and actually seeing the property in person to make an offer on it and if he's ready to go out make an offer or ready to go out see the property then you're going to schedule that appointment attend the appointment with Tim and then try to push him to make an offer and again guys this is all logical based he's making decisions based off the numbers there's no world where you're convincing investor to lose money on a deal because you're super good at sales because you're making motional based decisions they're purely doing it from a mathematical standpoint will this deal make me money yes or no so that's why I'm just really trying to emphasize that you don't need to be the best on the phone just make sure you're making enough phone calls make sure you're talking to enough investors make sure you're setting up enough appointments you'll eventually sell that deal so at this point most likely you've got Tim or another investor out to the property hopefully they're interested they've made an offer that is on on top of whatever you're purchasing the property at now let's talk about finalizing the deal and actually getting it to the closing table so think about title companies as the referee of your deal they're basically going to coordinate everything for the seller and buyer and pretty much play that middleman to make sure everything happens legally so the best thing about real estate is everything moves left to right there's never a step that gets skipped so all you have to do at this point is follow a simple step-by-step process that every single title company uses and let's talk about what that actually looks like so once you've got an executed assignment agreement from that buyer and once you've ordered title you'll want to make sure that you get a proof of fund statement from your buyer to make sure they're legitimate and they can actually purchase it proof of funds from their bank account or their lender the next step is actually collecting the earnest money so how you submitted earnest money with the seller you want to make sure that your buyer is submitting earnest money so that they have a financial commitment to the property the way that this works is they're going to either send in a check to the title company your attorney or their attorney you'll want to make sure that you get get this from the buyer within the next 24 to 48 hours so once they've submitted earnest money once you've got them in contact with the title company now the rest of it is actually letting the title company do their work to get it to the closing table so the first step is obviously ordering the title commitment the second step is receiving the title commitment the third step is clearing everything on title now this is a little bit tricky but that's why you work with the title company because they're the experts there you don't go to your primary doctor to get heart surgery you go to a heart surgeon to get heart surgery same deal here you're going to a title company because you want to work with an expert or if you're not working with a title company you should be working with an attorney one of the two they're going to guide you through all of this so take what I say with a grain of salt I'm just giving you the basic outline of what it actually looks like but your title company and or your attorney will walk you through this step by step so clearing title is getting any mortgage payoffs getting tax payoffs maybe judgment payoffs because remember these properties aren't the cleanest ones of them all they're typically selling to you cuz they're in a distress situation the property's beat up so maybe it comes with code violations or whatever the case is in order to get free and clear title from the title company you have to make sure that you clear everything so there can't be any mortgages owed there can't be taxes owed there can't be any any dollar amount owed against the property you want to make sure that the buyer getting a free and clear title which basically means that the title has $0 owed against it when it transfers into their name what a title company is is basically an insurance company it's guaranteeing to the seller that they're going to get their money at closing and then they're guaranteeing to the buyer that the buyer is going to get a free and clear title at closing too so now that you know what the title company does and the role that they play in this let's talk about how to actually find a title company if you haven't found one already so like everything in life referrals are always preferred because you know it's coming from a reliable resource so that's where I would start if you you have a realtor in your family or an investor in your family or you know of any that are close to you I would ask them hey what are investor-friendly title companies that you use so that's the first way I would actually find a title company now if you don't have a referral title company from any close friends or family or wholesalers or Realtors or anyone like that then simply do a Google search online look up title companies near me start calling out you know three four or five different title companies and simply ask them hey do you work with investors do you guys deal with sloppy titles are you an investor-friendly Title Company most of them are probably going to say yes and then from that whoever you build the best relationship with just roll with them every title company is the same the only thing that changes is some of them communicate better some of them are a little bit faster but really on your first deal it doesn't matter all you need is a title company that can pull title clear title for you and then close the deal that's literally it all of them do the same thing so just look for investor-friendly title companies just start calling around so boom just like that now you know how to go from never doing a wholesale deal to closing your first wholesale deal now let's talk about what it actually looks like to delegate and then scale your wholesale real estate business from $0 a month all the way up to $100,000 a month this is really for people that want to go from a oneman team to maybe a three four fan team so that you start delegating some of the work that you're doing so you could start trading back your time and this is the point that Cam and I are at you know we don't call Sellers and generate leads we don't even really close our own deals we we don't sell our own deals we don't coordinate our own deals we have people sitting in a seat doing every single part of that for us so that we can make videos like this so that we can scale and grow our business to do more Revenue whatever the case is whatever the reason for you wanting to delegate that seat is totally fine but the main thing is is you're trading back your time and there's specific ways to do this that we want to make sure you avoid okay so let's talk about the things that we've done to delegate and scale our wholes real estate business so that you could do the same thing in your own business too so there's different phases within every business there's you know Phase 1 2 3 4 and so forth but phase one typically starts from $0 all the way up to $30,000 a month this is typically a oneman show I see time and time again wholesalers scale all the way up even to like $50,000 a month as a oneman team but they're literally doing everything they're like all over the place this really isn't a place that you want to be forever this is more of like the phase where you're making a bunch of money Everything feels really good but all you're doing is working and what I mean by you're doing everything I literally mean you're doing everything you're generating leads you're making offers you're finding cash buyers you're coordinating deals with title companies you're putting out all the fires you're doing everything in the business now there's obviously a lot of Pros to this first things first is that you get to learn every single seat within the business how are you going to delegate something to someone and really teach them if you don't even know how to do it yourself so that's why phas one's phase one phase two is your first hire so once you've gotten from 0 to $30,000 or 50 or whatever the case is once you're basically tired of putting out all the fires and you want to bring someone in to help you out or trade back some your time you go from phase one to phase two phase two you should be about $30 to $50,000 a month so your first hire is always going to be marketing you want to get that off your plate there's people in other countries that can generate you leads for half of whatever your minimum hourly wages for example Cam and I we own a business in Egypt it's a call center where we have Egyptian cold callers generating us leads every hour of the business day so your first goal at phase two is bringing in one contract per week on a consistent basis once you achieve that then you'll go from phase two to phase three but let's talk about what it actually takes to get to that one contract per week so there's really two main things the first thing is a defined acquisition process when we're talking about Acquisitions we're talking about putting the deal in or contract you have to make sure you have a bulletproof pre-qualification process offer process nurture process and you're utilizing systems inside of those processes too now once you have a defined acquisition process while you're doing all of that you should be tracking kpis now once you have a defined acquisition process you need kpis what are kpis kpis are key performance indicators the key performance indicators we track in our business are going to be leads generated so how many people are actually interested in some in the property pre-qualified offers made how many of those leads did we actually get information from so how many of them did we send an offer to appointments set and then appointments complete and then lastly contracts out and contracts in that's all you need and the reason that we track kpis is so that we know what inputs are required to get to that one contract per week four contracts per month and what I mean by inputs is we need to know how many leads does it take to get a contract in how many pre-qualified leads does it take to get to an office out and then how many offers does it take to get to a contract in you want to know all of these numbers so that you're not playing a guessing game if you're playing a guessing game in phase two you can't move to phase three because phase three is hiring your first acquisition agent imagine you're going in and trying to hire somebody and they ask you what is the onrack earnings what I mean by that is how much are they going to make per year Well you cannot definitively say because you don't know what it actually takes in order to get to one contract in so because you don't know what it takes to get to a contract in and you can't give them a definitive answer on how much they're going to make per year the pool of talent you're left with to hire your first person is going to be very very small do you really think that a top level or even a mediocre sales rep is going to feel confident working for you if you can't even tell them how much they expect to make but if you can your talent pool is going to increase and you're going to be able to pick from a wide variety of people so that's really phase two think about phase two is really just perfecting the acquisition process so you could put deals under contract which is the most important part of the business why do buyers come to you buyers come to you because you have good deals if you don't have good deals or you don't know how to put good deals under a contract you don't have a business so phase three let's talk about phase three now phase three is between 50 to $775,000 per month and this is going to be your first real American hire it's going to be your acquisition specialist now what is an acquisition specialist an acquisition specialist is someone that takes the leads that your Egyptian cold calls or Filipino cold callers or wherever the cold callers are coming from it takes those leads it pre-qualifies them makes offers follows up and ultimately puts deals under contract for you to sell now at this point phase three is one of the hardest phases because you're going through another set of issues that you've probably never faced before and we're not going to get entirely into the Weeds on all of that but just know phase three is basically handing off the front end of your business from marketing and Acquisitions so that you could solely focus on building strong relationships with your buyers and your title companies to close deals ultimately and bring Revenue through the door now like I said I don't want to get too into the weeds with this but what we're looking for out of this person is someone that's ambitious someone that is driven someone that has goals that are higher achievements you want someone that you can grow with this person is almost going to be like your business partner in a sense they're going to be the one that believed in you from day one and build this company with you so you really want to find someone that is super dedicated even if you have to pay them a little bit more commission with our acquisition agents we have a 910 split so 90% of the net revenue on the assignment fees go to us and then 10% of the net revenue go to the acquisition specialist now maybe for your business if you're doing less deals or if your deal sizes are smaller Maybe splits are going to be 7030 or 8020 whatever the case is make sure that your commission structure is set in a way that that acquisition specialist can make some money and survive that's that's the main thing here so once you've gotten an acquisition agent hired into that seat you've got a set commission structure by the end of phase three you want to make sure that everything that you were doing in phase one they're now doing so that means that you need to build them all the way up to getting one contract in per week that's going to feel your business that's 52 contracts a year that's 52 opportunities for you to sell a deal so out of those 52 opportunities even if you hit on half of them that's 20 to 24 deals that you're selling per year that's a lot of money you know you're making multiple six figures that acquisition special is making you know close to six figures a year too you know you're going to have a happy team now let's get into phase four phase four is really about putting all of the pieces together not only handing off the front half of your business but also also handing off the last half of your business with the dispositions or the sales selling to your buyers and the title companies so the role that you're going to be hiring here is your disposition agent a disposition agent is in charge of taking that deal your acquisition agent put on contract and selling it to a cash buyer the kpi we want to work them up to is one deal sold per week so picture this you get one acquisition contract in per week and you get one disposition contract in per week let's say your average deal size $220,000 you do that for 4 weeks in a row that's $80,000 in deals sold again worst case scenario let's say 50% of the deals are falling out that's $40,000 a month of Revenue being driven in now I'm not saying that's good but if you really think about the numbers it's a decent amount of money for only having two American people hired and then some outsourced people from Egypt or the Philippines or South America wherever it is same deal with the disposition agent we're looking for someone that's driven someone that's ambitious someone that's hungry ready to make money maybe they might be younger you want to make sure they're culture fit though and the commission structure set up the same way too 9010 splits now guys the way that I'm describing it seems really simple seems pretty easy seems like a very outlined process which it is but there's specific nuances that go into this business that make it really difficult it's hard to find good talent it's hard to train them it's hard to manage them so I don't think that this is going to be a walk in the park but just expect that with a couple really good key components to your business you could be driving in upwards to $100,000 per month but once you make it through all that trial and error you go from phase one to two to three to four you've got a marketing team that's generating you leads you've got an acquisition agent that's bringing you in one contract per week you've got a disposition agent that's selling you one contract per week and all you're left to do is communicate with your attorney and the title companies and collect pay checks realistically with the management and the training of all of your team members which isn't a lot and then the TC work you're doing with the title companies and attorneys you're probably realistically working maybe 20 hours per week at most making upwards to $100,000 so I just want to paint the picture of what this potentially could be for you guys Cam and I took about 2 years to make it to phase 4 realistically for you with the proper coaching with the proper mentorship with the proper resources you can get the phase 4 within a year and that is pushing it realistically if you have enough money to start up you've got enough time to start up you could probably get to this point within 6 months so if you're out there you're thinking about getting into the wholesaling or whatever the case may be just know that there is something in reaching distance for you to come in and make upwards to $100,000 a month in gross revenue working 20 hours per week now I've covered a lot at this point and so has cam you're probably wondering wondering what does this actually look like in practice well I want to actually show you guys here too the next two videos that we're going to clip to are actual real life coaching calls that we do inside of our Inner Circle kind of bring me up to speed where we at with things what do we want to kind of discuss let's get yeah man um so we we just started your uh the inner circle like not too long ago probably it's been maybe even less than a week uh and we we got we talked with Luke and everybody knew already um and we were in con's course before uh so I I did I did K course before and you know was here in you know Hit or Miss really with with conour so we we decided to try out yours cuz you know had the one-on-one bookings like this and we had the the better group calls and it was more organized in my opinion that even now when I see it I actually went into it it was a lot more organized than the other one uh the other one was just in a Discord call uh with like with every yeah everything was just Discord so uh yeah we joined it and we we started doing everything over again pretty much right so we know the B the the basics of wholesaling and you know the concept of it um but we had some questions honestly we kind of booked this one one call because we we got to a point where we wanted to get some questions out of the way while we're doing all the videos and all that stuff to just kind of get a uh some things out of out of the way so once we actually do start calling which will probably be either tomorrow uh most likely that we want to get everything I want to get the CRM set up today I want to get the K well kpi is different but I want to get the uh the CRM uh set up today and then the Mojo dollar and all that stuff uh set up today so we can just start tomorrow already right so okay I we had some questions for you honestly in regarding of uh something that we're going through right now now um and then other some other basic questions that I would uh love to just overall know since you're more of the expert of course so yeah I mean he has the list of it because I'm not home as you can see but I'm I'm currently not home on my girls house so the sticky notes that we had of all the things uh it's on my computer at home so he has it um and he kind of just refreshed all the questions that we kind of had right so one of one of the properties that we ran into recently is a fire damaged house um we just want to know if there's any way is there anything different that you tackle or that you do with fire damage houses or do you just treat them like any other you just treat like any other wholesale you just got to keep in mind of like you know what is it going to take to like bring it up to you know uh like new standards like a rehab's home and whatnot um and then also just got to figure out what are people paying for properties that might be in that condition that one might be a little bit harder to figure out just because there's you know there's not fire damage houses selling left and right you know on a regular basis so um it could be a little bit tougher but you can just look at the comps that are just like really really messed up like very messed up and you can kind of use that as like a like a standard of what you need to hold yourself to in terms of offering but you're gonna want to like calculate like how much work is going to need to be done in order to bring it up to like those newly renovated homes if like let's say let's say the arv you know doing that method the arv is like 150,000 but it's going to cost $150,000 to do the rehab and get it up to that 150 it's not make sense there's no money but let's say you know lots in that area are selling for you know $100,000 you know what I mean then there's there's money to be made there because like the land itself has value and they just going to build new on it right I kind of want to run you through it to see what you think of it really um when that the property itself they currently have it it was pending sale and then I guess the the buy the cash buyer bought uh backed out uh not for us but like for somebody else um the the itself they were selling it for right now currently $770,000 and this is in next to Fort Meers so it's a you know it's still Florida market so property there still sell arv wise new constructions around maybe 400 to the 350 uh range so the the fire damage property is around 70 at the moment I I think even they kind of put themselves in a spot where it was $10,000 less so they sold they they had a pending sale at 60 um and I I personally think I can get it lower but my thing was you know in in that gen in that fire damage property right if it was just a regular distressed property I think it would definitely be something to attack right away but my my thing with the the fire damage you know it might have to be completely demolished right to build a whole new house on top of it um or you know they can definitely maybe salvage some parts of the house itself but you know I I was thinking like you know is that worth it and there's some questions in in our in our list today that we have that kind of also help with that you know like in in questions of like you know how do you find the renovation cost you know like who do you talk to yeah um and stuff like that but yeah that I just want to hear your thought like that you know like if a property is around like you know 70k right now listed right on Zilla with a realtor and you know the arv in the area for new constructions are around you know 350 400,000 what do you what do you think of like just on base those two numbers right what do you think about that yeah so I mean I again it's hard to say just because there's so much that goes into building a new home are they put in a basement in there it's Florida probably not like how many stories is this house going to be how much square foot how big is the lot to make your life easier yeah just look at the new homes that are getting built and what did the developer pay for the lot and look at the square footage of your lot look at the square footage of that lot and just try to find like have that be the comparable that you're working off of I'm so glad to hear that you know there is new construction going on in the area because you know fire damage house with no new construction you know you're GNA have to like do so much to that to that property you know what I mean but is new construction going on in there area just look at what are people paying for Lots in that area mainly look at the houses that are you know on the market now or that have recently sold that is new construction and try to backtrack look at the price history on Zillow or on redin to see what did that investor pay for that lot and is the square footage the same as one you know the subject property the one that I'm working with do you do you think to find out kind of like what the what the house cost to build two contractors because I have a c the thing is that the reason why I wanted to attack this property is because I had a cash buyer that I met uh because I work at Verizon and um he came in one day and I kind of linked up with him networked with him and he was a cash buyer he has a lot of properties in that area that he builds so I was like you know this actually might be a good opportunity to kind of get with him and kind of talk about that what who would you pretty much like contact overall to find those those uh how much does the actual property the house itself cost to build you know would you contact the the general contractor or the actual cash fires itself so the advice that I'm going to give you is probably not the advice that you want to hear but like I don't even want you to do that the reason why I don't do that is one it's a huge learning curve and second everybody's renovation cost is different depending on what resources that they have at hand one guy might be a building this for like $20 a square foot and one other guy might be spending a dollars a square foot you know what I mean so you might shoot yourself in the foot by going with one contractor and what his opinion is when there's another contractor that can pay double the price because his renovation cost is lower you know what I mean so that's why I always try to look at what are all these investors paying for for newly you know devel or for for lap in that area like this guy might pay 100 this guy might pay 70 this guy might pay 60 they were all the same square footage obviously I'm talk to the guy that's paying more first and then kind of work it down to the guy that's only paying $660,000 for a lot this size gotcha so I'm I'm understanding you now so you're pretty much saying don't worry about the actual the construction itself that they're going to do worry about the lot that they're going to build on and see if it's a good deal for them if it makes sense or not exactly because the reason being is because I want you guys to start making money sooner rather than later sure there's a ton of value in knowing you know construction cost and all that good stuff there's literally no downside of having that understanding and having that knowledge but it's a learning curve and I don't want you to have to go through the huge learning curve when we're all doing something right now to get paid ASAP and that's by just not going through that huge learning curve trying to find out what renovation costs are for all these different types of things it's rather just looking at what are investors paying for this type of house for this for this product you know what I mean like go forget houses forget this think of just objects okay this object is in this condition what are people that are buying these types of objects in this condition paying for this object in this condition you know what I mean so it just makes it a lot more simple it it doesn't require any more learning curves and you're able to make money faster and sooner rather than later gotcha okay yeah cool no sounds good that was that was the first one I know it was a long one but um it was kind of that we actually could attack you know like right now that's why I wanted to just kind of ask that first off yeah um I think Ino has a second one there I know it's going to be mostly questions for us today I know for sure like in later one-onone bookings is going to be you know actual looking at stuff that we're doing at the moment so could have drop the address in there while he's asking the second one and then at the end I can just take a look at the the area and see like this is how look into the this is how I would look into the deal but yeah that that'll work yeah um one of I think one the most important question on this list is how'd you get over the fear of cold calling I know it's I know it's a big one but making calls man literally just making call it's really just a mindset thing bro and I don't I don't mean to like get into like the psychology of it or like get into like that hurah like type type of you know talk or like mentoring but it's it's really a mindset thing and you just need to detach yourself from the outcome that you're looking to get like who gives a if you get this deal today tomorrow next week or next year just follow the process be present and I promise you you will stop being scared of cold call like at the end of the day the person's not going to grab you through the grab you through the throne and like choke slam you or anything like that honestly I just want you to make take imperfect action who cares if you mess up as long as you can make a promise to me that you're willing to learn from your mistakes I want you to fail as much as you possibly can within your first few weeks because as long as you can fail and we can assess the failures that you made and figure out Solutions or like workarounds to those failures that we're able to learn and we're able to avoid any more of those mistakes you know what I mean so instead of trying to be as perfect as possible in the beginning with cold calling just who gives a try to just like get through the process make the cold calls qualify these people if they ask you a question you don't know try to make up your best answer or don't answer it at all but like who cares about being perfect on the phone right now just try to get through the process figure out what you're good at what you're not good at and then we can get on these one-on ones and figure out how we can bring a solution to those failures or to those mistakes or flaws or whatever you want to call them I know that's like not really the answer you were looking for probably that's that's perfect actually I I I can assure you it's a mindset thing detach yourself from the outcome that you're looking to get focus on being present and following the process be okay with making mistakes and up and then we can learn from those mistakes by getting on these one-on-one calls gotta makes um cam we were looking at the blank purchase agreement and in one of the one of the lines it says let me see if I can find this might be super simple we might be dumb looking at it type of thing but it says it says deposit to be held in escrow by company of buyer Choice deposit to be placed into escrow prior to the closing of escrow in 500 the amount of yeah so you can erase that 500 that that 500 should not be there so if you go on Doc Hub dochub.com you can go in there put the uh contract there and then just white it out and then also just make it look prettier um or you can like take that dock Ed it for yourself and just like make it look pretty get rid of that 500 but all that says is that it's up to you you as the buyer the person that's getting rights to buy the property you as the person signing the contract being the buyer um has the choice to where the earnest money gets held pretty much okay whether it's with the attorney whether it's with the title company whatever the case may be but again that can be negotiable you can rewrite that however you want if the seller's like no I want my attorney to hold on to it and as long as you guys are okay with that rewrite it in the contract send it over to them everything in that contract can be negotiated revised you name it it's not set in stone it's just a template that you can look at to get an understanding of how these contracts work cool gotcha yeah it was just a 500 that kind of we were like what does that mean a little bit yeah um another question um cam after your first deal your very first deal what are some of the things you did that helped you achieve your second was there anything that you changed from your um your first routine um and appli it to the second or no I'd say the one thing that I what was the question again like what did I do differently on like my second deal than my first Yeah Yeah from your first to your second um was there anything you noticed that you know you could have done better or yeah most definitely it was definitely a few things I'd say number one was like not just like it was three three three main things number one not just calling through a list once and then never calling it again we had a tendency to do that Within our first like three to four months and like we would get a list of 10,000 records whatever however many records call through it once see what we got out of it push it to the side and then with those leads that we were generating if they said they were interested in selling amazing we try to uh generate we try to qualify that lead um and make them an offer and if they didn't accept it we'd never talk to them again those two things really shot Us in the foot because the Fortune's in the followup like it really takes about like five to seven you know contact attempts or contacts made with that person for you to get the deal signed so that was a huge those were like two huge mistakes that we you know were doing or two things that we weren't doing was nurturing leads and you know making sure I was hitting the list like three four times in a row before I like went to another list um and then lastly is just being resourceful the reason why we were able to get our second deal closed so fast so to give you the story kind of similar to like your guys's deal that you have in this chat fire damage House made for a developer and the seller wanted to close in seven days as a beginner wholesaler with only one deal under my belt and like not knowing how to navigate things to the best ability closing in seven days was going to be impossible for us so we were resourceful enough to join Venture with an experienced wholesaler that found the buyer and got the deal closed and coordinated the whole thing within seven days which was incredible like that would have been so impossible if we weren't resourceful enough to find an experienced wholesaler to like help us get that deal closed so hitting list multiple times nurturing leads even if they don't accept your offer or say that they're not interested um and then being resourceful in using your resources using the Community Network with other wholesalers um calling agents in that area to get more familiar with it whether you're going to do inovations and you need somebody to do this that go see the property you name it just those three things I'd say are like the biggest biggest things I'd said gotta gotta M do you have any questions uh no not based on that no okay um another one of the questions that we have is we know that K skip uh doesn't give out the most accurate data when it comes to the distressed properties um do you think there's a better way of acquiring these good quality properties um other than driving for the dollar um I mean I think kind skip is pretty solid for for what they've been able to give us uh what are you guys pulling just like absentee owner 40 50% Equity or what what have you guys been pulling well yeah so it's that like that type of thing what my thing is like mostly like uh what I've heard again not not based off my experience just yet but what I've heard is a lot of times that when you call uh like when you get the list from kind skip tracing uh you don't always or you you mostly don't get uh properties that are just stressed you know they're just regular properties that you overall are going to you know just hit a low ball offer for them um and that that's my thing overall like you know is there is there a better way because I know driving forar is the best way because you physically see it you get down the the property you script trace it and then you contact the buyer you know um my thing was like you know is there any other way that you would recommend other than you know finding a whole entire list that you would just you know uh just dial through with Mojo or you know other than driving for dollars that you would actually get uh another list would say you know maybe sometimes County Properties that you know water shot offs or leans or anything like that that would pretty much help you in the way that you know those properties are for sure distressed where you don't have that awkward conversation with with an owner who maybe has more than perfect fine house you know that you're trying to lowball an offer for you know yeah yeah so uh something that I want you guys to realize is that yes you know finding a distressed property you know fantastic we know that that person's probably going to be motivated to sell but the reason why we always have people attack distressed properties to driveing for dollars first is because they're going to be contacting people who are distressed yes distressed properties are great the main distress that we're looking for is a distressed seller that needs to sell fast so regardless if the house is brand spanking new or if it's falling over as long as the person is motivated to sell their home that's all we're looking at so like it it depends on the list that you're grabbing through kind skip I like we've had great success through kind skip and a lot of the students that are closing deals are also utilizing kind skip as well it just it's based off of the list that you're smacking like right now and within these last few months we've known that absentee owner and 40 to 50% Equity has just been crushing it for us these people are tired of being landlords they have these people that you know aren't paying rent for various amounts of reasons and they have just a lot of distress to want to sell at a discount and not have to go through a realtor that's all we're looking for so you're fixing problems pretty much exactly exactly yeah we're we're we're at at the end of the day it is a service that we are providing you know we're making where it's a hassle-free you know sell your home fast kind of thing um and we're just trying to find those people that value that service rather than somebody that's like yeah you know like I mean like if I get the right price sure I'll sell it like that's that's not what we're looking for you know what I mean even if somebody has a house that's falling over yet they're saying like e like I don't really want to sell but if you give me an offer I can't refuse we don't even want that one we'd rather have the person who has tenants that are living there that are even paying month-to month but they just had a huge tragedy in their life and they need to sell within the next few weeks or so like we take that deal over the distress property every day of the week it really comes down to the motivation of that seller okay okay yeah sense try out the kind skip before you can like just start making hypothetical yeah no no I mean we were going to use it anyways there's no doubt about that because like I I'm I'm currently right now in Tampa and I'm I'm from Naples but in Naples I can't really drive for dollars honestly it's like almost impossible to drive for dollars um in Tampa here where I'm currently am it's definitely it's I would say it's a lowincome zip code or city um but it's not you know like it's you're not talking about like super high crime or anything like that but there it's still there's still a lot of possibility I've actually it's super sad to say for me because I'm I'm always like punching myself in the face for this but I'm like I've definitely driven past houses here where you know I'm going to the movie theater or anything like that I'm looking at a house and I'm like man like I could easy I could easily wholesale that house like to myself because I'm like that house like needs work and I can definitely get somebody to say yes to that and then like maybe like two months or three months after that house is getting like renovated I'm like my God yeah I'm like I'm like I hate that so mad yeah it's like right in my face so that that's that's one thing too I'm like ah but but yeah that that that was pretty much my question I was just asking about the kind kind skip tracing and then driving for dollars but do you also recommend like other than kind skip tracing you know because like me me and Ernesto are pretty much Partners so like we we're both going to attack the list we're both going to start driving for dollars uh when we can uh but is there any other list that you would recommend also like you know like County list or like you know water shot offs or t tax leans or anything like that that you would recommend maybe if I'm attacking the list uh of um of let's say kind skip tracing that he would you know attack the other list type of thing yeah so I mean there's there's always more lists that you can hit I mean you got the county records water shut off text linqu probates foreclosures like you like those those are available to like anybody out there granted it's there's a little bit of a Nuance when it comes to getting County data because it to get that data and to acquire that data um it's County to County like however the county makes it available like that's how they make it available it's time copying pace so that is a little bit of you know like a con to it but other than that I mean like you can you can do uh PPC you can do PPL but I don't want you guys to even do that stuff right now just because I want you to dial in a sales process like I want you to like really start to get the sales process dialed in get the process down with generating lead qualifying it taking it through that process of getting the contract signed and like I don't want you to put yourself in a pool where you're just like with a bunch of the top dog wholesalers and trying to be in competition with them because who's grabbing all the county lists and all like the pre-foreclosures all those great lists that everybody talking about is the top dogs so why not put yourself in competition with you know a list that is definitely like more available to the public but that isn't getting hit by like the top dogs within the industry you know what I mean soly highly recommend just sticking with driving for dollars and uh just pulling lists from like thirdparty websites um just because you're able to get things going a lot faster um and you're you're going to see success quicker that way anyways I mean like driving for dollars like of the best ways that you can you know close out your first deal that's how I closed out my first deal um how Ethan closed out his first deal it's how like a lot of the students within the community are closing deals still um some of the guys like Tony from New York um Tony Smith he's literally only ever done driving for dollars and that's how he's closed out all of his deals so far he fell in love with it he found like hey like it's very easy to go find out find these houses and it's easy to get these contracts locked up so just again going back to like why you're doing in the first place like we're trying to make money sooner than later um let's get some bucks going and then we can you know kind of go from go from there but those are the two lists that I would just stick with for right now okay and then uh I know I'm adding on questions to questions but they're just coming up in my head um when you're driving for dollars I know there definitely you can't find you're not when you're driving for dollars you're not really finding that owner that has problems because you you don't know the owner in my opinion right you're not talking to them right away so your first contact with that property is actually how it how it looks what are in your opinion that you've D driven for dollars and probably how you made your first deal also what are the the type of like I would say I'm say it this way which is weird but what are the kind type of specs that you actually look at uh when you look at a property that you're like okay that one is actually distress because sometimes you know you look at a property and might be overgrown Gras but it might just be a landlord that you know hasn't been there in in a month because he lives up north you know that type of stuff but um what are the kind of like the the actual specs or the the the properties uh that you actually look at you're like okay that one's for sure something that I'm going to write down and get to later you know what are you looking for dude like At first I was super super nitpicky with it like oh if it's not boarded up if there's in you know graffiti on the house or any of that stuff like I'm not putting it down on my list but like I realized like once you started to like ease up on that a little bit more you number one you get more opportunities and like that's that's really it you get more opportunities so any sign of distress when like let's say you even look at a window and you see the paint chipping off and like you can just tell like that window has not been replaced in however many years like however many decades it's something I would write down but at first go for the ones that are definitely overgrown overgrown grass if there's Gardens in the gutters if it's boarded up any any single property every property that's boarded up better be in your dragon for dollars list broken windows any s of distress honestly like whatever it may be especially overgrown grass like if that landlord hasn't been over there in a month and lives up north and they're clearly not taking care of it you best believe that they would probably be interested in hearing an offer gotcha okay ER I don't know if we have any more questions on that list but but I don't want to take up too much of your time man you're good you're good man you got my uh attention yeah I got one more do you have any scripts when you're talking to real estate agents or you just kind of freestyle it uh H use the same script yeah I don't even want you to like talk to real estate agents like if you guys have been doing cons course and he mainly focused on on Market I don't know if that's the case like try something new I want you to do only off Market deals don't talk to real estate agent talk to homeowners direct to seller marketing it's what I want you to do it's been able to work us Within These last four years gotten us to the point that we're at so like just follow the same footsteps that's really the only reason the only reason that question is on there is because the that fire fire damage property is listed on Zilla by by a real estate agent that's the only reason I that that we asked that but uh yeah no that's fine now I me either way we're definitely going to focus more on actual off-market deals or for sale by owners um but yeah that's I I just wanted to ask to see if like real estates when you're talking to a realtor I know they're a little bit more nipi you a little bit more quote unquote professional um but it was just like a different script or a different type of tonality that you take with them you know yeah I mean I would just go in you know like asking questions about Dam near the same exact way pretty much the same exact way that I would talk to a seller but you're just talking to the person that is representing the seller so just keep that in mind like try to like ask the questions as if you're asking the home the homeowner but like just keep in mind you're talking to the person that's representing the homeowner okay yeah simple not over complicating goes a long way I can tell you that okay yeah I mean I don't I don't think we have any more in us right oh yeah that's that's it yeah oh we have there's about four minutes left until that group call and I would love for you guys to go there um but let me take a peep at this deal that you guys got real quick yep yeah I think I put the address there so it's it like just kind of give you the background also with like where it is so like the Lehigh uh the Lehigh Acres right now it's right next to Fort Meers on the right side of it and it's more like a I would say rural but it's still you know connected to the city um but it's it's it's been growing like crazy like I'm talking about new constructions every every little street that you go to it's crazy I go you huge lot how big is it um it's half an acre acre can be separate for two lots that's huge so that's something that you really got to keep in mind could be two lots um just want to make sure there's anything the the average lot there is is uh is around quarter so a quarter of an acre which that one's half an acre so and what county is this they what are they call Lee County County this right here County County like this no that's Lehigh acre that's the actual city name I would say the county I'm pretty sure it's Lee County L County yeah Florida the good thing is they're also looking for cash only so single family residence duplex accessory [Music] Apartments I was just curious on the zoning of the property just because that matters like the zoning is only meant for like commercial use then like there's no point you know what I mean but single I figured it would be um so it's half an acre let's take a peep I'm just gonna look I'm gonna look in like the vast majority of this area so like I'm just gonna look right here typically I would only look within that specific neighborhood I just want to see oh am I sharing the screen yeah I am home type damn there's a lot of selling over here yeah sometime it's it's uh it's been growing like crazy I'm look within the last six months just to see I'm GNA go load a high this has to be or no hang on a second I want to see where's the lat size what's this so looks like this half half an acre lot sold for 57,000 um in this Zone in does it say on here of course it doesn't prob not you just got to check the county records to see what kind of zoning it actually is but like so you got like one that was at 60 this one over here at 81 it's a little bit farther out think necessarily that they wanted to knock it down you never know right 30 this one sold at 46 because because my thought also was with it is that since they already had a house on it was just burnt down that means that the property that it's on is most likely Upland so we have a lot of wetland Properties or Wetland lots that even myself we own we own a lot here and it's it's Wetland and that can easily cost you depending on the house that you're building up to $25,000 just in permits just to build on it you know what I mean and it's timec consuming so my my thought was also you know the property that we're looking at is has a house already on it it's definitely not you know any Wetland so it's probably worth a little bit more also to that investor that's investing because it's the one that saves him time and it also you know saves them money for the permits and all that yeah like looking at your guyses and then looking at like this for instance like this is going to take a lot more work to like right get all this cleared up get certain stuff like hooked up and whatnot whatever the case may be um and have you had any experience ever with uh with demoing with like demol uh demol uh demol how do you say that my God de a house yeah like a demolition through a house have I had experience with like me yeah like you know you know like yeah like you know like how the rough SM of how much it cost because I think we were looking at it we were trying to get a quote from a from a from a company just to kind of like see hey you know is it really worth it um but we haven't gotten a quote but I I've heard you know it depends on the square footage of the house and all that stuff yeah yeah most definitely and it depends on like it's really just like the trash that they got to pick up like like a ton in there then might be a little bit harder oh my God kind of this down I also want to make sure I can get you guys under that call all right let's just look right here keep in mind these ones could be like multi- purchases see how like it drastically changes from like 300 to like 15 you know what I mean yeah but I'm just looking where it starts to get normal half an acre half an acre 60,000 half an acre 60 Dame near this one maybe a little shorter 52,000 52 52 42 40 and then you can see just like the lot siid are getting smaller and smaller as I go yeah so yeah I mean that can tell you that like investor is not going to pay anything over 60,000 for what you guys have okay because that's just what that's just what this is telling me within these last you know 60 what was it six months yeah did six months on this one um I'm sure if I were to go a year back maybe we can find some people that might have paid 70 70 75 um but you get the gist I would spend a little bit more time looking into it I just wanted to give you like the overall gist of like how I would go about seeing if it's a good deal or not um want to also do this almost forgot so vice versa yes you can do it the way that I just showed you but you can also do it to where it's select all sold and then you can just do your built I wouldn't go any further back than like 2022 maybe even like just 2023 just to see what we're working with um okay and just seeing I I want to change the lot size too I think I already did no um no more than half an acre let's see yeah this guy stained it 23,000 oh wow yeah what did this guy pay damn stained at 20,000 but keep in mind that's in 2021 right let's just see this one crazy these people are staining these properties no yeah I mean this this uh this County or in general this area of Lehi like this was like nothing like when you talk about two to three years ago like it was just literally all just just bare land and then a lot of people started moving to Fort Meers Naples and all that stuff and the construction here has been going off like crazy that's so that that's when I saw like a you know fire damage property I was like this might be you know like this little Golden Nugget in the giant you know City so I got you let's see let's go low to high let's just see what with so looks like these guys sold the lots for 23 and 30 what did this guy pay this guy probably paid like Dam or nothing 17 yeah 17 yeah so yeah that's another way that you can look at it as well yeah I'm I'm definitely do a little bit more research to see you know if it either way I most likely will call anyways uh and just try to you know just offer anything any anyways so to see if they say yes or no honestly because again my my the cash bar that I have he he does everything himself so he's not just like oh I'm just a cash buyer then I find my general contractor and he builds and all that stuff no like he is a cash buyer his dad has a general contractor and he has people who work with him that do everything so it it becomes probably a lot less expensive than it normally would yeah definitely and then once you guys do get the contract signed um with the realtor with the seller um even just start calling out to like all those developers and be like hey like I saw you just built one and sold it in this area um right now with where we're at in the market what are you guys paying for uh lots that are half an acre right now that could be also two Parcels whatever the case may be like just start calling out ask them because it's easier it's like this is a zoning this is how big the lot is there's already house on there how much you willing to pay for that like what are you guys buying those at right now you know what I mean gotta gotta okay yeah man I appreciate no thank you so much for this call man it's been a great first experience with the with the one1 so I'm excited and I'm very glad that this is definitely an option with you guys so most definitely yeah appreciate you for all the kind of words and you know let's just take advantage of everything that we have here and let's get paid bro all right exactly exactly too much talk and not enough pain I got you guys see thank you so much man have a great night today by the way for everyone that's newer to the calls um each call kind of has its own theme Like Mondays we go through kpis and then a Q&A at the end um today we're going to be doing call reviews tomorrow we'll be doing acquisition training um and then uh Thursdays are disposition calls where we go through buyers and all that type stuff so um yeah just have kind of the expectation that Tuesdays bring calls have recordings ready to go who wants to start yo Ethan um I sent over five qualification calls last night you could use one of those if you if you like okay cool or did you already review them I reviewed a couple of them I'll go through the one that I haven't yet okay Bet Co also quick question a a a qualification is you going through the process of qualifying the lead right yeah it's like some people get it mixed up because it's like oh well they're not a qualified lead so it's not a qualification just all all qual uh all it is is really it's I guess we should call it technically a pre-qualification because we're pre-qualifying pre-screening that lead um but Cam and I have been calling that for like the longest time now so okay Bet yeah you're just essentially screening and getting uh getting information from that seller all right bet and then I had another quick question um if a lead doesn't necessarily tell you that they're interested at the moment but let's say they may be in the next following months would you consider that a lead yeah for sure because you want to keep them in your pipeline like especially with cold call leads cold call leads aren't going to convert right away like when you speak to someone most of the people you talk to are going to be like yeah I'm interested but I'm not going to be selling for another four months months or whatever so you want to keep those and then follow up with them down the road for sure is that qualified or no well if you go through and you get two out of the four of the qualifying pillars definitely okay thanks right cool um all right I'm goingon to start going through people to see who has recordings also for me Donald I got yours thank you how do you have a recording for me from last week no I don't were you calling last week at all yeah I wasn't very productive between the holidays people not picking up and me traveling so I I was calling but not very productive so I don't have any uh good recordings all right let's get something uh definitely next week um nothing from yesterday at all no I didn't I didn't call yesterday okay all right um what's up Liz you should have a recording or two now yeah you know what's weird like I've been getting um like the it sent through fub like the leads and it keeps like not allowing me to call on through fub like I call through my phone and it goes through okay do you have uh like sometimes that that's happened in the past have you reached out to support to see what they're what they're saying about that not yet I can do that yeah yeah definitely do that see what's cool um Gabe do you have anything for me um Taylor no bro not right now no are you making any calls at the moment so I I called maybe like four hours this past week I was kind of kind of Switched Off but uh I called yesterday to to get the recording do I have to pay for like a service on Mojo yeah so you just add it I think it's like 10 bucks or 20 bucks a month have the call recordings turned on um but yeah I mean Super super important to have that on for sure um are you tracking your kpis now Gabe have you been doing yeah okay cool maybe drop your tracker and I'll take a look at that Taylor if you have anything for me that'd be fire um I'm gonna send you everything that I got like Thursday because like I still can't get this thing connected to follow a boss so I've just making all mine off podio because I need to make them so what uh what thing can you not connect it's like the the thing that allows me to I guess because I'm gonna I want to cancel podio and have everything and all that yeah like if you know how to do that that'd be great because that's the only reason why I'm not recording all my calls here reach out to this guy his name is Drew wood he does all of our Tech right now is that his email yeah admin and then yeah reach out to him he'll set that up for you it'll be like 50 bucks he'll do it pretty quick cool yeah definitely and if he doesn't hit you back today send him like another follow-up email just bug him sometimes he doesn't respond fast yo he finally hit me back website looks great fire is it live um no it's almost done he said but it yeah it looks fire how much was do you have to pay for the website how much was it um I think he charged me like 100 or he did a logo for me too you said 100 something yeah it was like it was like 100 or 125 something like that okay and he did a logo for me too all right damn it's good he charged me 2500 um okay let's get to some calls let's listen to some recordings um wait one more actually one more person Tom do you have call recordings you should we talk about this yeah I'm looking through right now there's not a whole lot that's productive I know there's one somewhere in the listings I'm looking for right now all right yeah shoot me one all right we're GNA get into it if you guys have questions just raise your hand um this first call is a qualification call or pre-qualification call from J hey mat St I a better time yep perfect um yeah so can I just ask you a few questions about this property on wat Street only take five minutes have you been by the I don't know what your interest is I say one more time Have You Been by look or what's what your interest by way is here yeah I checked it out I um I mean I just checked it out on my computer here on on Google Maps um yeah I was just I'm interested in buying it I'm an investor I'm just looking to take my portfolio I'm just giving you a call about it I are you interested in selling it yeah but uh pretty mey people just look at places over the song like kind of look I'm talking about it if it's just yeah I got you so I mean I just need to gather a few facts make sure that this is that fits my buying criteria and then we can uh go out and hopefully me out the property to kind of kind of set things in St okay so I mean I'm looking here on on Google Maps is is your property the the one with the garage door and then attached also the the two doors right here with the window in the middle yeah it's a double property I mean it's a a span two lots but clear spaning stral steal there's a lot of double lot and this is one of okay is it a is it a single family or duplex it's it was used as a duplex so one of your problems Jane is that you're getting on the phone with a lot of people that aren't interested in selling right like a lot of unmotivated leads facts okay so like that guy he doesn't sound really serious on on the initial you know pitch uh which is fine like that's not that's not that's nothing that's like abnormal like you're cold calling him he doesn't know who you are or anything so he's not going to be like super eager to be like oh yeah like I want to sell it to you Jaden um so that's normal but definitely challenge him a little bit more you don't have to go too to in depth of like just probing and like like dude I need you to be serious but definitely challenge him a little bit more on like are you serious are you curious about saying the property because like if you're not going to ENT like this is what we're saying to them if you're not going to sell the property then I'm not going to be a good fit for you if you're just curious about what I'm going to offer I'm not going to be a good fit for you now if you seriously are interested and you seriously are going to do it you know now or in the next 12 months then I'm probably going to be a good candidate for you and you know it's worth having a five 10 minute conversation so that's essentially like the point you're trying to get across to them without like saying that um but definitely upfront before going through you know a 10-minute call with the guy make sure he's actually definitively going to sell the property and he's not just a tire kicker currently still zone for two two places right now it's basically just use it for storage and a garage sometimes because have PL it to put a third floor on it but there's some issues with the Ang overbuilt part of the party wall so uh it's basically a work in progress but pretty clean property had a lot of stuff done to it um you know not occupied other than by me and my stuff okay I got you so the the residential part um there's no one living in there uh nobody me you know I use it for storage and stuff yeah besides the storage um it is a two two to two B uh yeah PL it was had you know like a small apartment on the first floor and one on the second floor so it had two bass and that's what the current plans have for but right now feel bad I don't have heat in it either so yeah I got I mean I'm curious what how do you think about funing this one well I don't know it's for me you know I already popped the roof off once and it popped off again it makes a lot more sense for two stories on so that's so it would be four four stor two stories yeah so I have a add one story but it's not a bad thing to do but it makes more sense two stories currently three stories no it's currently two I add two more and there's you know a lot of things change around there like the art house right put hike and then they upsound everything over on Juniper from Spruce down to Cypress all the way over 13th that's all C next4 now there's a lot around there and GRE actually has another building approved for the corner of Pine and Broad over to wat for several hundred feet so 67 extra but you know it's kind I think it's pretty doable you 22 feet in height you just keep for two fls you know you can go up to 38 now but it's just not a few stories Che the block I was checking out the market and um it looks like that's that's kind of what be used and highest and best use that's that's what it needs to be sh as yeah it's just crazy watch West or bun of weirdos and this is all like fluff it's all like get to the point of like do you want to sell the property or do you not want to sell the property and then figure out like why do you like him what what like he he didn't even really answer your question it's like why like just drift it off yeah like why do you want to sell the property oh I want to add four sto or another two stories so it's a four story like so you want to keep the property so when when we're when we're on a call with a seller there's obviously a framework that we want to stick to and when you get off of the framework or when you when you start to pull away from that straight line in a sense um you you want to like bring them back in over time now like what's happening right now is he's starting to take control of the frame of the call and when he takes control of the frame of the call you lose frame and he now has the upper hand in the conversation you don't really come off as an expert you don't come off sharp in your field so really bring like at this point really earlier on you should have brought him back like as soon as he said because did that make sense to you maybe it didn't make sense to me maybe it made sense to you but his reason for wanting to sell the property did that make sense at all no it didn't he kind of just dripped it off back into the condition of the property so so at that point instead of like agreeing or you know talking about zoning or whatever else you guys are talking about like challenge him the like tough questions quote unquote or like the uncomfortable questions are really like the questions you probably should be asking and you should challenge them there it's like well what do you mean like how's that relevant you know to you selling the property it kind of sounds like you want to keep it um so you know more challenging questions and terms of like why he wants to sell so let's see how this goes before now Bunch nuts I got it I actually had it once but not enough death 20 with the line the neighbors it's like 21 and a half but before they were letting you go 18 or such so you know at a third and four yeah yeah I got you a call today were you acely trying this one or i l it like I don't know how many years back I'm just kind of sitting on it right now so I'm not actually trying to sell it I mean I mean I'm got another I'm working on and probably I'm scientist actually so probably gonna be back in the lab here in the new year so uned my wife doesn't want there anyway so yeah course something so here I mean you you had it listed a couple of years ago what happened why didn't you sell the proper oh I didn't sell it CU I didn't get an offer high enough okay well what happens if you don't get the offer you're looking for now you're going to hold on to it for another couple years just let it ride away like what what are you going to do here so here you went into like no one this is this is all fluff no one cares that you're buying x amount of properties per year um and then you go into price point um let's we'll talk about like the frame of the call again um but like at this point you've you've already like lost frame the Call's pretty much done see if like you recover it we be a good fit for each other I typically purchase 10 to 12 properties a year and you know since it's coming up to the last quarter I'm looking to to purchase one or two more properties um and I'd love to to help you out with this one how much were you looking for it uh well you know 4 worth make an offer with it yeah know it's a double property with the garage so not complete you know on the other side up have the same number square feet side there over seven everywhere that's it is originally was for Street then 1950 renovation and commercial use you see how like you lost frame here see like second floor it's a Hawaii theme gutted it painted it you guys just are talking kind of AAL timeline you like to on this one yeah I don't have me years I mean all right well I kind of just need to to give all this information to my financial devors and then whenever they hear back from me I'll give you a call back all right I'm gonna go through we'll kind of do a role play on that one let's listen back to the second one of yours um but essentially like what had happened is you went off the straight line you took control of the conversation you didn't really get the information that you needed from him um because you weren't asking the right question but you weren't asking the right questions because he was in control and telling you essentially what to talk about on that phone call so let's listen back to this one um but that was a pretty like similar theme to the other three that you sent me I haven't heard this hello hello hi is this o That's ex me yeah who are you hi guys this is jadden sorry to bother I was just wonder if there's any interest to sell this property on when they was off the street watch your quote what's my what what your quote how you off okay yeah that's a great question um I just don't know anything about the properties have five minutes so I can gather a few facts and you I can present this offer later today or tomorrow a condition okay okay so he didn't sound serious at this point like what's your quote what's your offer he's like a little frustrated um you know I'm not sure I need to gather some information on the property so you did good there um now it's fine let's what I want to see like you could ask a little bit about the condition on the front end but you w to get to a point to where he's like because he's probably gonna be frustrated still at the beginning part here you're gonna challenge him now with are you serious or you're curious about selling so let's see what happens I got you there's some pictures here on Zilla do you know if this is the current condition of the property or that's close [Music] to okay okay I got you um and there's the C you said yeah I got you are they on a month of month they are on month month okay I got you I mean I'm curious you know your cash loan on this one what how you think about let's let's answer my question do you have a c Den mind for the type of property or you just ask some questions just to get information um I mean I typically just kind of gather a few information about the property indent and you know a bit of um if you are looking to if you're not so a better question there would have been like hey you know like you you've rented it out you've got it rented month-to month you've got a tenant in there you're probably making money you probably have some Equity built into it are you serious about selling the property or you just kind of you know curious entertaining whoever is calling you so I would have replaced that question with that um because now he's like all right like you're just trying to like egg me on and get information from me um so yeah my next proper in the next 30 days I do I do I told you I need to know how much you to to offer for it under this condition okay I got you that's that's a fair that's a fair question um so usually what happens is I mean there's pictures here so I can go based off of that and be tell me that there new roof whatever boiler um I just need to speak my financial advisors and then they'll ultimately let me know how much I'll be to spend on this property how much I'll spend on without how much so you lost frame on this call too so let me get like a whiteboard out does anyone have any questions right now before I get into this any questions right cool um I guess with like a guy like that that's that forward um I mean you kind of have to like match his energy I'm assuming right and like he's asking you I guess Jaden for like an offer but it's like you I don't know you just you don't know anything about it like I don't know why this guy's being so defensive if you're trying to I I always say well I'm looking to buy something in the next few months um you know is this something you really want to do or not and so I don't know this guy just sounds like a dick and you kind of have to like out dick him sort of thing similar yeah yeah kind kind of like you don't want to be too too rude to them but like forward I guess is the right word like you yeah you want to hold frame and stay you know like yeah you're on you're on the right track there you want to hold the frame of the call um and in order to hold the frame of the call you have to like be Stern with him essentially so um anyway so I'm going to draw this out this is something that Jordan Belfor talks about if you guys know his sales strategies they're pretty good they're like you know this is like the framework that pretty much everyone follows whether they know it or not um but it's called the straight line method and the goal and I'll actually I'll talk about the goal at the end but at the beginning of our calls we start by setting the frame um what is setting the frame it's setting the stage essentially we're going to tell them who we are how long we want to talk to them for what we're going to talk about and what they're going to get by the end of the call what that sounds like is this so hey Jaden it's Ethan I'm call about one two three Rain Street do you have interest in selling they say yes okay great generally the calls take about 5 to six minutes by the end of the call I'll be able to let you know whether or not we're good fit I just need to gather some information regarding the property and your situation make sure that you're serious about selling go from there do you have any questions now they're like no no questions okay perfect now what that does is it lowers their guard down because like human psychology and it's just like a natural thing that happens and I'm sure it probably happens with you guys too when you're a approached by a salesperson your guard immediately goes up because you don't want to like you don't want to get pressured into like making a decision because it's uncomfortable so that takes down their guard it takes down the pressure lowers all that that's why we start with that so we set the stage now after setting the stage we figure out are you serious about selling yes or no and then why do you want to sell the property okay now at this point you're not going to gather all of the information but you're going to get at least some sort of surface level answer whether interested or not because that's the most important thing if Ole here is renting his property out month-to month his tenants pay him on time he has no reason to sell the property and he's only entertaining Jaden's call because he called him out of the blue and is curious for an offer this guy is never going to do a deal with us now let's say OLG is he's dead set he's serious he's definitively gonna sell the property whether it's to an investor on the MLS or to his tenant whatever the case is as long as he's def ative on selling his property in the next 12 months and he has some sort of you know surface level reason for selling it it's a good lead and will continue to pursue them from there so we figure that out now past that point we'll go into condition and then we'll go into the deal Killers deal Killers basically is preh handling objections um things like you know decision makers do you have all the decision makers on the call because when I make you my offer I don't want you to have to tell me oh I need to go talk to this person I want to get everyone on the call timeline are you ready to make a decision you know I don't want to make my offer until they're ready to make a decision otherwise they're going to say oh I have to think about it or I have to sit on that Etc whatever the case is and then of course you've got price and all that other stuff now after you preh handle all the objections you set the stage for the next call which is going to be your offer call I know these are just lines so if you guys have like questions on which part we're at as I'm going through the example um let me know so you've got this line here this green line and you want to keep it as straight as as you can without going off frame um throughout your call so this here is pretty much this is pretty much like your your pre-qualification call you can think about it in a sense right here okay now after the pre-qualification call our goal on the offer call is to get them excited about working with our company working with you as an individual and then working with your offer with your product or service um if you think about it and this this is another thing that Jordan bord teaches um you've got what they what he calls the three1 so the three tens are going to be you as a sales rep or as a you know customer service rep or whatever you're framing yourself as you or the company that you work with and then the offer that you're making them your goal is to get them on a scale one through 10 on all three of those pillars as close to attend as you possibly can because let's say I'm a competitor of jadence if let's say the homeowner likes me as a person they've met me they've shook my hand I've met them in person we've had great conversations if they are at a nine out of 10 with me as a person and then the company they've done research into they see that we have tals they see that you know there's good reviews on us they see that we have a website that's credible so maybe they feel 10 out of 10 with the company and then our offer maybe they feel an eight out of 10 so out of 30 you know they're let's say at a 26 out of 30 now my competitor Jaden let's say Jaden doesn't have a company brand so he's automatically at a zero there let's say as an individual they really like him um but maybe not as much as like myself so let's say he's at a eight out of 10 and then the offer maybe he didn't include specific terms or the price was too he's at a five out of 10 well mathematically who's going to win that there just like logically mathematically of course like me as Jaden's competitor I'm going to win out that negotiation and I'm probably going to be the one that puts the deal in her contract so when we're talking about making offers those are the three things that we're focused on and that's what the pre-qualification call does and all the additional follow-up and all the inperson appointments you're essentially building up those three tens from a one out of 10 trying to get as close to 10 as you possibly can now what happens is through this journey of the straight line as you're going through this green line here what Jaden what was happening on your calls was you would set the frame here so you'd be good you know I'll I'll do it down here um you'd set the frame right here and then um you know you'd go all the way up let's say to the condition and now you're way way way way off frame and what was happening is you just kept going away from that straight line as much as as much as you humanly could you're going away from the straight line going away from the straight line and then you try to come back down to uh to the to the motivation and you'd ask them like why are you looking to sell and then the seller would get upset so you're going even farther off and you're basically you're you're all the way your Call's all the way up here when you really want your call to be all the way down here with the green line does that like does that all make sense you guys I know I'm just drawing random lines trying to explain this to you guys but does that make sense on like why there's a framework and does it make sense of like what our goal is with these sellers does that make sense for you guys no yeah that does make sense and it all goes wrong on that first kind of initial line yeah for sure now another thing too that like pretty common that I'll see is that there'll be people that try to like dig too much into the motivation on the first like five minutes of their phone call at the same time you got to think like you're just a random person that called them out of the blue you're not going to get the most motivation out of them which is okay but as long as you get some surface level information you find out that they're definitive on selling then in my book that's definitely a win okay but you want to keep them as close to this green line as you possibly can um instead of taking them all the way up here or all the way down here whatever because the farther away from that green line you are you know the the less you're going to get r on quote unquote on the three1 all the way over here when you decide to make them that offer okay um so I mean you guys everyone does this whether it's subconscious or consciously everyone is doing this strategy um you know and that's probably like if you guys think about when you purchased this program like if you think about cam right like cam as a brand like his social media is like quote unquote the company or the brand you guys are like oh this guy has a bunch of followers he seems pretty trustworthy he has some testimonials on his stories so you know hopefully the goal there was obviously to build you up to a 10 now you meet let's say AJ or maybe you met Luke or maybe you met olly or whoever you know you spoke to from our team you met them and they're and you're like oh like this guy seems like a good guy he seems like he knows what he's doing everything makes sense uh from what he's talking about okay I'm going to rate him a 10 as well and then you know Luke or Ali get into the pitch and they're like hey this is what we can offer you we'll guarantee you a deal in 90 days we're going to and we're going to guarantee that deal by doing this this and this now you guys are like holy like this offer is amazing you guys are at a 10 so if you're at a 30 out of 30 on those you know three pillars well your your chances of buying will increase so it's relatable like to every single sale this is essentially what we're doing so probably consciously you guys want to start thinking this way as well on these calls how do they feel about me how do they feel about the company that I work with or the brand that I'm you know fronting or um how do they feel about my offer that I'm making them you know just uh consciously you guys should start thinking about how can I get them closer to a 10 um you know 10 out of 10 okay so jayen feedback like just skill-wise on your calls you need to do a better job of setting the frame um like you set the frame of the call but you don't really do the best job at it you'll you know you set frame but it's like still a little confusing you need to be very specific John it's going to take five to six minutes generally on these calls we talk about you know the condition of the property um your situation and really just determine if I'm going to be a good fit for you if I feel like I'm a good fit for you by the end of the call I'll go ahead send this over to the financial partners so that they can put together an offer I'll schedule follow-up time with you on this call to go go through what that offer looks like does that all sound good now when you get in they're not going to be asking questions like that guy was like well are you going to make me an off for like what's going to happen here the reason he's asking that is because you didn't tell him you know you didn't tell him what was going to happen there so you want to make sure you're setting the frame being more specific on that and then I need to see you the reason you're probably saying like oh I'm not getting a lot of motivated sellers is because you're not talking about their motivation you're talking about the condition of their property so I want you to I'm going to just challenge you to go in I want to see you start asking more questions around like the seriousness of selling and then when they get off frame because they're going to try to pull you off frame when they pull you back off frame use an open-ended question related to either their seriousness or related to their motivation use an open-ended question to pull them back into that frame okay got you thank you cool does that all make sense does anyone have questions on any of that stuff that was really good honestly I feel like sometimes I might talk about the condition well a little bit too much maybe sometimes just to get them talking but no that makes that makes like if you pe that's like a big mistake a lot of beginners you know think um think about is oh well if I talk about the condition it's going to help me build a rapport but at the end of the day when you're talking about condition if you really think about it all you are is like a surveyor in a sense like you're just like a fly on thewall surveying and you know that's not how you open up or create a deep conversation the way you're creating a deep conversation is through like figuring out what like like where can I provide value like obviously talking about condition is only for you the only reason you're talking about condition with them is so that you know what to offer so when people stick on that for too long it actually starts to break Rapport um you know your goal is to figure out well where is the pain point where can I come in and provide value and that's going to be in the motivation and the reasons for selling the property so super super important before I get into this no questions feel free to like raise your hand drop a comment in the chat all right cool all right Donald this is your call hello Mr walls yes hi Mr walls this is Donald with Premier Grove I was actually just giving you a call here about your property Carpenter Street you had just spoke with my assistant today about uh possibly selling it I just wanted to check in with you and see if that was still the case yeah I told I want 174 okay you wanted 174 it yeah okay well I mean what has you what has you thinking about selling it me what has you thinking about selling it I got about 19 problems I'm 77 years old and I'm about to sell so I want to set the frame there Donald like at the beginning five six minutes this is what we're going to talk about this way to get at the end okay okay if when you guys don't do that you're gonna get eventually get hit with something like middle or end of the call because they're still not knowing what's going to happen like you guys are the ones making hundreds of calls and talking you know to hundreds of people but they're probably only having a couple of these conversations maybe a week and they don't have like a framework that they follow or anything so as it feels normal to you to have this conversation it's not as normal to them and that's the last thing you want your prospect to be doing is trying to guess what's around the next Corner that's the only reason I'm telling okay s only tell I'm GNA tell okay now let's say let's say that I was I was open to purchasing all of them taking them all off your hands is there a is there a package you we can out all right so none of that matters Donald like none of that matters it's package deal talk about at the end of the call figure out I got 19 properties I'm 77 want to sell them all why do you want to sell them all so because there's a deeper reason there if he doesn't want to give you it this early on because it's it's only a minute into the call so I'd understand if he wouldn't want to but at least Challenge and ask the question there and Probe on it like 19 properties why don't you just keep them all like what do yeah I probably should have said like you got 19 properties and then he did mention they were Section 8 so I should have just said hey because typically Section 8 they rent above Market um so I probably should have said hey you know you have uh you know good section A Properties they're all occupied they're running you know they're running out above market value so like I'm just curious on what has you looking to sell I mean they're they're in good shape yeah exactly exactly because that package deal that's fluff you don't need that and see what's going okay well I mean in regards to this property uh the one on Carpenter um let's say we come to an agreement on everything um is there is there specific timeline you would like to close on um typically I could do I could do as soon as you know two to three weeks but if you same thing off frame here um timeline save to the end for deal Killers your time yeah let the ten more than okay now is the tenant in there are they months a month or are they on a yearly lease they're on a yearly lease okay and when does their lease end uh their lease should be up in like uh March I think February March something like that I'm not 100% sure but I know it's like the beginning yeah yeah okay now is is there any type of is there any mortgage or is there any taxes on the on the property you kind of see how when you don't talk about like are you serious about selling or talk about the motivation on the front half the Call's super Bland it becomes more of a survey it's like hey yes or no oh can I get information on this it's almost like a becoming like a dreadful call for the seller where they're like all right when is this guy going to be done this there's no mortgage old I'm a disa veteran I pay no taxes so no taxes on I PID no taxes on that particular property okay okay fair enough now as far as the uh I know I have in my notes here that there's um the portch needs to be redone um now is there anything else that you would need to do to to the house to get it pretty much uh um like up to the up to the market standards no that's it okay that's it have you done any renovations to it since you uh since you bought it uh yeah I build a garage I uh redid the basement uh I recently uh about a year and a half or so ago I red did the uh kitchen and uh about uh 3 years ago I redid the basement and it has a bed basement for the bathroom in the B got three bathrooms bathroom on each floor uh about it okay okay so just uh just the major things are the kitchen remodel you finish the basement um and that that's pretty much about it there okay you haven't done any you haven't done any like Plumbing work or electrical work uh prob uh no okay okay but it was totally good it was a total good rehab when I bought it I bought it and uh I bought it from the city and a total good rehab that you know new wine new Plumbing new everything so you know it's all good that's what I do we have hous so I mean if we were like I said if we were to come to an agreement on everything um is there anyone else that would be affected by the sale of the property I know you said that there's tenants in there um but is there any like family friends that you know you would have to run it by before selling the property uh no I don't have no all in my 95 all of my properties are R to Section 8 so Section 8 10 okay okay um and then you you did there's a better way to ask that question it goes like this um I don't know what his name is but uh let's say his name is John so John um you know if you were to make a decision of selling the property would anyone be upset with you that you didn't run it past them before making that decision he's probably going to say no okay you don't have any like family members or you know white or your wife or kids that maybe have considered buying the property that maybe you want to talk to about it okay and then I triple down sometimes even too it's like if you know he has a wife it's like are you sure obviously like your wife's not going to make the final decision for you but like I mean you don't typically run these types of decisions of selling you know an investment property with her you guys don't really talk about that um so I'll tie down like I'll triple tie down if I know that there's someone involved um that that most likely needs to be a part of the decision because they'll still say no and then you get to the offer call and they're like oh I do need to actually talk with my wife about it Taylor uh do you really is there really anything different with like Section 8 housing that you have to do um or run it by anybody before like no there's nothing special okay yeah okay yeah that question was like a little confusing maybe to like the person that doesn't do real estate DD so and your wife was a broker so you would have would you have to check in with with your wife um you know before selling yeah yeah she would be the one you double Down's like oh yeah that's why you double down triple down so what I would like to do is um I would definitely like to you know this is a property that I uh would definitely like to have in my portfolio it's inable can you know you may some updates so that's perfect um now let's say if there was a because I I close a cash and I and I see all this stuff is fluff here you want to figure out and I'm know as soon as possible but I know you said you need some more time there um now let's say if I were to cover closing costs and there's no realer there's no commiss um for me I wouldn't sell this prob r70 I just wouldn't do it period okay so I don't have to sell it you know what I mean I yeah I'm G to sell them you know but it ain't no big deal if I don't sell it I got three kids they'll take it they and have it you I ain't got sell yeah fair enough so not fair enough and 170 you like bro you got to tie down and be like all right well I mean you've got 19 properties at the beginning of the call you told me you want to sell all of them like why are you changing your now oh well if I don't get the number I'm looking for then I'm not selling it okay so you aren't serious about selling it hit them with like open ended question like that and then he might hit you back with like no I am serious well I mean if you don't get the 170 then and you get like 150 you're going to deny that offer or you know maybe you give them like over exaggerated over exaggerated example it's like well if you don't get the 170 you get 169 you're not going to sell the property then and you kind of like maybe throw a little joke in there and um use that like that that could be used as like a a probing technique to like have him open up and start talking more about it like he's giving you talking points here and the point is because there's never going to be a set question to ask the seller but the point here and the philosophy behind it is when they give you something to talk about that's related to their seriousness seriousness of selling or they give you something about their motivation on selling the property then you either want to challenge them or you want want to probe them using open-ended questions it's usually one of those two things so when you say yeah fair enough or yeah like 100% I agree with you or how you said up here like oh you know definitely want to add this in my portfolio all of that is fluff like it's all like that no one cares about and you're just using it as fluff to like keep the conversation up so the goal on these calls is to use every second as a meaningful part to the conversation to gather additional information and the two things I just mentioned that's the information you're trying to gather because he doesn't care like he doesn't care about your plans after selling he doesn't care about any of that stuff you need to have more meaningful conversation with the sellers and the ways to do that is through open-ended questions and like I'm saying it as if it was easy to do for me like and you know our team um at this point like yeah sure it's it's it's just like a natural thing for us but probably for most of you guys like I'm sure you guys aren't talking to your friends on a daily basis and like trying to probe them or trying to use open-ended questions or challenging challenging them on what they want to say or like trying to trigger pain points for them so you guys probably don't do that very often so you know the only way to get better at it is by practicing but I'm telling you guys all this because you just have like as long as long as you're like consciously thinking about these things on your calls and you keep practicing and keep having conversations you'll get a little bit better at it like the way that you know that you're Crossing that point of of oh I'm getting a little bit better at this is you should probably have some people that are frustrated you know like when people do that thing where you're trying to figure out your why has anyone done that when you're trying to figure out your why they say like ask the same question seven times in a row and the seventh answer is usually like your real true why has has anyone done that before or anything like similar to that is that like relatable to anyone no no yes for Tiff um I don't know if you've ever had that experience where they ask you like you know I don't know why do you like that girl oh I like her because she looks good why does she look good because she has nice outfits why does she have nice outfits she goes shopping lot why does she go sh I don't know you like take like the you've got like that one person in your friend group or like that family member that takes you down the rabbit hole or maybe like your friends or your parents or something have done that before to you guys um that like and you get a little frustrated because it's like why the do you keep asking me the same question I've just give you the answer but you keep giving different answers every single time you get the same question um that that would be like progress to me to like see that on one of your guys's calls um but just consciously start thinking about like how can I how can I um you know provoke um some sort of like trigger within them to start how can I provoke them to start telling me more about their situation and not about the property not about the like logical reasons because we all know and I've said this a million times 85% of people make logically logical based decisions or uh not logical emotional based decisions so if people are making mainly emotionally based decisions then why are you going to only talk about The Logical things with them on your call so I'll kind of leave it at that what's uh what's your question jayen um I I was I found myself one time where I was kind of asking those uh like oh why why why um and this one time this guy was just like why does that matter like I just what do I say after that well if you're not serious about selling the property then you know I'm not even going to bother to put an offer together for you you know I don't want to waste your time I don't want to waste my time either just be forward got you I think I think too um where I kind of I was like hesitant about it is because like my past experiences but I shouldn't let that like dictate like how this conversation goes but like I felt like it's because you know in the past when I do try to pry a lot and like I do get frustration on the phone like you know it it kind of like you know shuts the seller off in a way um but I mean I'm going to I'm going to still try it because I I do understand what you're saying as far as like just basically taking what they're giving me and uh kind of building off of that yeah dig into the motivation I mean like for most things that are worth having it's usually gonna get worse before it gets better so like if you had a bad experience first time or second time like just know that's natural like maybe up a couple calls but wouldn't you rather like up a 100 calls to have your next thousands of calls be really really really good yeah it's like it's a tradeoff you know you have to trade something to get to where you're looking to go yeah and I feel like I was looking at it more so as like you know treat like kind of like I'm not as aggressive I guess just because like I'm kind of treating every lead as if it's my last um and I didn't want to like basically like ruin the sale but at the end of the day like if they're like I got to keep this in mind if they're serious about selling and they're motivated like they're going to they might get frustrated on the call but they're going to answer everything I I need um if they're actually serious yeah bro 100 percent like if it's if they're a real seller they're gonna they're gonna open up so I want to use the last like 10 15 minutes to do a role play or like an example um Jaden I'll do it with you and then use me use one of like your specific situations Donald I'm gonna mute you because you're echoing um I'm the seller yeah yeah and I'll just give like some examples on how to open up the conversation so ring ring wait hold on give me one second uh hello hey Jaden it's Ethan I'm calling about 123 Main Street I was curious if you're interested in selling the property uh yeah I've been thinking about it okay you've been thinking about selling it or are you pretty serious about selling the property um it's something I've been thinking about for the for the past couple of weeks okay generally how the calls go it takes about five six minutes um you know I just want to dig into what the you know condition of the property is so I could put together an offer and figure out kind of you know why you're looking to sell it make sure it is a good fit and if it is a good fit by the end of the call I'll go ahead and schedule a follow-up call with you to make you an offer does that sound good yep perfect so you're saying your thing about selling the property what do you mean by that I mean is it like something that you've actually seriously entertaining or have you just been getting these random calls out of the blue yeah I mean I kind of been getting a couple of these calls a week uh but um I'm my son's living in there and he's looking to move out so I don't really have a need for this property anymore okay has he considered purchasing it uh no okay perfect and I mean as as far as like what you've done to sell the property obviously you know it seems like you get a lot of these calls from what I could pick up on um have you you know have you been entertaining any other offers on the property have you maybe considered listing it with a realtor what have you done so far to to sell it um nothing so far I haven't really got gotten time to to do it okay what do you mean you don't have time to do it I just haven't gotten a chance okay you just haven't gotten around to to reach out people yet yeah okay do you get a lot of these calls uh yeah like I said I I probably get about five a week okay so you're getting a lot of calls then from people like me that want to buy your property but you're you're not really entertaining them how come um I mean a lot of them kind of just don't seem serious kind of just dealing with the same you know I stopped answering a couple of them okay what do you mean they don't seem serious they just keep on asking me questions and I feel like my time is being wasted okay so you're looking for someone just you know to make you an offer I mean if I were to make you an offer though are you even ready to to make a decision yeah for sure oh you are okay um so you are pretty serious then like you are actively looking to sell this home I'm not actively looking but um if if if an offer comes on my table and I couldn't refuse it you know I'll take it okay um so you mentioned that your son's moving out of the property it's going to be vacant I mean for for you know another in other words how come you're looking to sell it um so I mean he was living there for for a couple years and um uh he he hasn't been paying rent so it's just been coming out of my pocket um oh he hasn't been paying rent nah how come um he's my son so I can't really do much about that are you uh are you did you kind of give them the boot on this one and told them you got to move somewhere else then uh no um he actually uh is moving in with his with his girlfriend so but this is since this is something that I am looking to to sell in the next following months I did this is something we've been discussing with and he found a means to to move out by himself nice uh have you thought about just renting the property then or no it's it's too it's too much you know I'm just looking to retire uh and uh relocate okay have you thought about moving into the property yourself no I want to move out the country okay so then you are definitively probably going to sell this one whether it's to me another investor to a realtor yes okay so pretty much like what I like my Discovery there is I want to figure out like what are what are what do his options look like and what I like to do there guys is I like to just like break down each individual one because he was giving me like one answer and give me a second answer it's like yes I'm serious no I'm not serious I need a crazy price and then I was like all right well this isn't working let me go into the motivation he wants to sell it because his son's going to vacate the property okay while he's vacating the property so that leaves him with a couple options right it's either rerent it out sell it to an investor like me list it on the market or move into it so then I go in okay well are you g to move into the property no I'm not I'm moving out of the country he gave a pretty definitive answer on that he's definitely not going to be doing that he's gonna are you going to rerent it out no I'm definitely not going to rerent it out I probably could have tied down a little bit harder and asked him well you if like you're not getting the price that that you want you're you know you're pretty much left with with one option it's either move into the property or rent it out you obviously don't want to move into the property so You' kind of be forced to rent it out unless you're okay just leaving it vacant are you okay leaving it vacant no okay well are you okay renting it back out maybe he's like no like I'm going to sell the property so I'm just probing and asking questions around like what his options look like and now like at this point I've determined like okay well Jaden is probably going to sell his home one way or another whether it's to me or another investor or a realtor so this is a lead that's definitely worth pursuing or at least putting a little bit of time into so once I've got that information then I like to go into discovering on the condition of the property so we'll pick it up from there um okay so obviously Jaden you're going to sell the property right we've kind of broke down like the options the you don't want to rent it out you don't want to keep the property vacant you don't you don't want to move into it well you know what else are you left with jadden um uh just looking to to to sell it to somebody whether that's an investor or a real estate agent okay and I'm assuming you're probably gonna hold off as long as you can you know until you actually until you actually find the property right or until you find a buyer that that is willing to take your price point right correct okay cool now as far as the condition of the property goes I mean is it in pretty good condition um I know it's been rented out obviously but you know is it is it in solid condition for for you know for it being rented out um yeah I would say it's in pretty good condition it definitely does need some uh repairs but it's liveable okay uh what repairs are needed um there's some water damage um some Holes in the Floor um okay uh what water damage where is that the basement main floor yeah the the main floor okay what happened um the bathtub over overflooded and it it just seeped through the floor into the first floor so that was on the second floor the bathtub was on the second floor seat through to the floor onto the ceiling of the first floor okay that makes sense and um and then as far as the basement is the basement is is there a basement yeah it's not finished unfinished okay kitchens bathrooms those are all like working working order but probably outdated is my assumption correct okay do you have a garage no okay are there any mechanical issues at all Electrical Plumbing HVAC anything any issues with that uh so yeah so the the ceiling of the first floor of that room where the the the sa where just under the bathtub was that like doesn't work the light picture doesn't work okay cool um so like by the way guys like I honestly don't even really care what he's telling me right now because every renovation is going to be the same it's like are the kitchens outdated yes they are all that's going are the bathrooms outdated yes it is okay all that's going really the main things are does it have a basement does it have a garage um is the basement finished um is the electrical working is the plumbing working do they need updates are there any electrical issues Plumbing issues what's going on there and then the exterior you guys can probably figure out on your own it's like oh the roof looks pretty old it's you know there needs some patching on it or whatever the windows look super old like condition should take like a minute or two minutes um if there's like major issues maybe it takes a little bit longer but nothing nothing crazy from there so now I've discovered the condition I've discovered that he wants to sell it maybe at this point like I'll loop back around a motivation um for this one I'd probably go into like the deal Killers start tying down on on the object uh on the preh handling of objections and then go into setting the stage for the follow-up call um but yeah I mean that's just like a simple example like you want to use open-ended questions to re you know revoke a a some sort of like um response about do they want to sell it and then why do they want to sell it that's like the main gist of it and your majority of the calls should be should be spoken about that so does that anyone have questions around that at all um so this one specifically spefically um how would you kind of handle that with off with like an offer um well what I just acted out like um because this was like based on like a lead that I had I'd have to go into deal Killers is his timeline on point like is he ready to accept an offer so yeah so I guess that was something that I maybe didn't cover um this was back before the elections and and he told me that um he would make a definitive answer after the elections and then after the election want to do is you want to follow back up with him and whatever like qualifying factors you're missing from him or deal Killers or anything like that you probably want to give him a call and touch base on that okay I gotta so that's where I that's where I went wrong because after the elections I followed back up with him and I gave him my offer wasn't ready for the offer got offended and hung up the phone yeah if he's not ready to make a decision then that's never going to go go the right way great okay thanks yeah cool guys does anyone else have any other questions uh go ahead Tom uh yeah I was just curious I've been getting some investors like on my cold calls like do I should I qualify investors like No just add them to your buyers list maybe save their info but for sellers not for buyers so don't put like a huge focus on that right right okay and was also just curious like could you help me set up a new number for Mojo like do I need to unsubscribe the Mojo voice caller ID that I've got and then get a new one or oh buy another one and then once that one's white labeled then delete the other one okay my the number I still have right now is green label so is that like still fine what's your con uh what's your contact rate uh well over the weekend it dropped to like 1% so I figured I'd need a new number what about last week was it at uh like five to seven uh keep that if it drops anything under 5% this week then remove it all right gotcha cool yo Ethan um I I Gotta Give the seller from Morango a call just to confirm uh are are we still having buyers out there tomorrow or let me see how many buyers we have scheduled follow up with me in two hours okay sounds good you want me to text you or um give uh what's her name a call sorry I keep forgetting Mary yeah just text me you can communicate with me okay sounds good so two two hours yeah gotcha cool any other questions yeah can you just email me the the report oh yeah the settlement saying yes did you make that offer yesterday what offer to the guy no I I I needed the settlement statement I need to see what his walkway with oh so okay so all right yeah I'll send it to you we'll go through it Pearson yeah I dm'd you on uh I bought the CRM recently and it's telling me the email link is expired and to contact the administrator I assume you would be the administrator um here let me get you is it just uh is the account underneath your name uh it's pulling up as my address for some reason like my emails to it but it says my name is my address I've got your account here I'll uh I'm resending that to you right now all right thank you make sure to log into it right when I send it I'm like sending it to you literally right now though uh Ethan will you check your text messages too uh just whenever you can yeah I text you something all right cool uh Tiff how does one pick a market uh what Market are you in right now again um I just moved to Vegas but I'm really familiar with California because I'm from there so I mean both markets are good you want to make sure that you're in a county that has a population over 500,000 yeah that's like one of the biggest things um and then after that um you're looking for you know an area with higher crime lower income um and then preferably if you can find an area specifically that has um like older homes preferably built before 1960 um okay those are like three really good indicators about the market okay got it thank you Tom do you still have a question or is that just from earlier uh yeah I was curious about booking a one-on-one call I saw that like December is all the way booked out I was just curious like how should I go about that so we only allow all right the reason we did this by the way is just because people would book and then not show up so we only allow bookings like four days out I'll I'll open it up again we'll do five days out um but it's not that December's fully booked it's just that um for the week it's been booked out I probably should make a video preface that but yeah check again tomorrow there'll be slots open okay gotcha actually mine's kind of weird I could only book The a like tomorrow the day after like today and all rest of them I'm blocked out uh Tom check again it might be open then yeah I was just looking right before I asked that question I can double check it though I have a question about Mojo um I have a Mojo from before um and I know we're going to be like skip tracing leads and putting them in there what what are your thoughts on the like Mojo list that already exist in there like I have a couple of lists already how long ago um about six months ago where did you pull them from um from Mojo itself no I would do kind skip Trace I don't I mean like you could try it you know I can't say definitively work or not um I just know what works for us and what works for other people so that's you know that would obviously be my recommendation I don't want to point you in the right in the wrong direction yeah of course no I'm going to do what you guys uh tell me to do I just have those list sitting there because I already bought them so I was wondering maybe I mean maybe give it a shot see what you know maybe they their killer list and you find out but you really won't know until you hit them so okay give it a shot yeah okay thanks cool uh you still got the same number the 33 337 yeah all right cool thank you cool uh yeah Liz text me about that though okay all right cool all right guys uh tomorrow we're going to do acquisition training all right so now you have two options you can take everything that we just taught you and implement it yourself which absolutely works that's what Cam and I had done or if you want to FastTrack your success and avoid all of the mistakes that cost us months of time thousands of dollars you can just join the Inner Circle program inside you're going to get four live weekly coaching calls with both Cam and I one-on-one coaching calls with someone that works internally within our business that's done upwards to $100,000 in deals per month 15 hours of video modules that are in-depth on how to set up your business and how to go from never doing a deal all the way to closing your first deal our exact contracts and scripts direct access to our entire wholesale business free deal analyst so that we can help you make sure that you never mess up an offer direct access to our entire wholesale real estate team where they can do anything and then a community of active wholesalers that are doing close to $100,000 per month we've got a few hundred active wholesale team members inside of there that are actually doing deals all across the nation we have students like Aiden that just recently closed the deal for $24,000 in less than 3 months and Charlie and Gabe who are doing consistent $660,000 months through wholesale real estate if you want to learn more about how to get into the Inner Circle program click the link in the description so that you can talk with one of our team members either way I hope that this free course gave you everything that you needed to actually get started with wholesale real estate subscribe for more videos like this I might be on a couple more so I hope to see you guys on the next one