what's up guys it's Rick gin here on flip with Rick and today we are talking about how wholesalers stop being scared to talk to sellers if you have this phobia or fear I am here to not only squash it kill it but to give you actionable steps so you can actually have a conversation with sellers without freaking out now the first thing you must understand in this phobia is you've got to recognize it so do me a favor put in the comments if you have a fear of talking to sellers I know I did when I first started but I was at Rock Bottom like I had nowhere to go but up but a lot of you are watching this video because you have an absolute phobia or fear of talking to Sellers and what we need to do is just break it down and find out what are you so scared about and then once you realize it's not as big of a deal as you think it is let me show you how to move forward because the first step is recognizing your fear then compartmentalize it and like how can I defeat it and then take actionable steps to actually accomplish your wholesaling goal without being overcome with fear and I would say a majority of people on this that watch this secretly have some sort of fear deep down inside especially if you're just getting started in wholesaling guys I did I didn't admit it at the time but like at some point we have to lose our ego and recognize what our biggest fear is and what I'm going to teach you is the faster you take actionable steps to attack your fears is how you fix it the longer you take the worst and more power you give your fear and it'll eventually take you out so if you are struggling with this and you're tired of it this is going to be the live stream for you now I've got 21 years of wholesaling experience with dealing with sellers so I'm G to tell you I have seen every worst case scenario and I'm going to break it down for you today because it's not nearly as bad as you guys think it is I promise you this will be extremely educational I'm speaking from a place of I want to help because I've had hundreds of thousands of conversations I've had some go conversations go very bad but honestly guys at the end of the day I'm still here and so if I can survive 20 years of ridiculous conversations with sellers you can survive one day because all you have to do is take it one day at a time it's real simple so without further Ado let's jump into it so guys listen don't be fearful like if if you even put in the comments I'm not going to call you to the table to do it I would love the roleplay with someone today but that's up to you guys if you want to do that so let's just start with what like what the basic problem is and why people fear um why people fear talking to Sellers and it it's it's simple number one first of all you've got to understand the first thing you have to understand when talking to sellers is they're not going to hurt you like this is not a physical UFC match although sometimes boy' be a lot easier but the the the fear is words and remember the only person that can hurt you without physical violence is how you interpret the words it is all your interpretation of when a seller tells you something of how it affects you does it hurt you does it scare you remember only you can give every word a meeting the only way that you can get truly offended or um upset in life is you let somebody do it to you so if you know you have the power to gatekeep it and understand it then that's where you want to start with so sell's words can't hurt you period I've never been physically hurt I've done this 21 years I've had some weird stuff happen to me that's a different conversation but understanding the seller's words won't hurt you it's your interpretation of the words that cause so much damage so we need to start and figure out how to internalize and how to fix this so I'm gonna give you the easiest step I'm not going to give you the Tony Robin seminar because that's a whole different one and I'm not at his level an amazing man if you want to check them out remember all words no matter if it's in business or personal the only only person that can hurt you is yourself because of the meanings you give these words so start looking at your meanings and words and play with it you'll find that you're the gatekeeper you could be happy anytime you want it's a complete choice so number one don't ever let a seller wreck your day if it's positive if it's negative you go home to your family and you take care of them because I promise you you will have negative word days and I just move on you have to shake it off as soon as possible and you you can't let it just you can't simmer in the rearview mirror so understanding that so let's talk about wholesalers stop being scared to talk to sellers you've got to stop struggling with this guys I'm telling you right now if you have this fear if you do not overcome it as a wholesaler you're going to be out of business due to lack of cash flow period so if you want to be a wholesaler and this is your commitment and you have a fear or you struggle with talking sellers let's just rip the Band-Aid off right now this is going to be your $5,000 course at every grw charges you I'm just going to give it to you for free today but you've got to pay attention because this all Rings true so we have to ask ourselves where does Fear come from now I'm specifically talking about fear inside of wholesaling which the number one fear from every from what everybody tells me on my live streams is I just I don't know what to say I'm scared to talk to sellers that's fine it's not that big of a deal slow down so really fear is just defined this way fear comes from uncertainty and lack of confidence that's all it is especially when it comes to talking to sellers this presentation is geared around how to talk to sellers everybody wants to teach you how to get leads and do all that stuff and me and Z love doing that but actually once you get that lead and you got to engage the seller if you do not master this skill right here you're going to be Crush I know what you're thinking like well Rick how the hell am I supposed to be good at talking to people if I'm uncertain and I have a lack of confidence you just got to do the opposite we're making this too confident you got to get certain how do I get certain go over to freeh holes.com and start taking action to educate yourself on real steps that real wholesalers take to get deals under contract now the education Port part is important a lot of you guys get some bad information out there it's up to you to decipher who you want to work with I would find someone that's done wholesaling for a very long time because there is certainty and consistency so many people came in this business 20134 and they have never seen a dip in the market and most of them aren't prepared for it but remember wholesaling by the way anyone who is mentoring you or teaching you says they got killed in wholesaling in 2021 22 or 23 or even 24 it means they're not wholesaling you can't get killed in wholesaling if you do the fundamentals of wholesaling so make sure you decipher who you're getting your information from most of the time those people are talking about speculations fix and flips guys you can go to traditional seminars for that you can go to your A&E TV flip shows it's all for show because nine times out of 10 the investor is not in control of the profit it's how good their construction crews are and how quick they can turn the profit yes if you put it with good deals it usually winds up well but the reality they have specialty people in there they have project managers I don't teach any of that my specialty is teaching wholesaling and the path to wholesaling is dealing direct with Sellers and having real authentic conversations with them that's how it works so how do I move forward if I'm uncertain I've already told you how to do that freeh wholesaling.com number two lack of confidence I'm here to tell you all lack of confidence is you ready for this it's a lack of belief in yourself mostly now let me give you a little tool for how to really fortify your belief everybody watching this show that has an interest in wholesaling I love you first of all number one I think you're amazing and you're a special person but you all have a belief about wholesaling either Rick told you Zach told you somebody in the business told you phenomenal I congratulate the person that brought you in the wholesaling because even people I don't agree with that bring and attract people into wholesaling to actually help sellers out I think they are special people too even though I don't agree with everything they do but that's how life is especially how America is now if you have a belief that wholesaling is going to set you financially free and you can help out a lot of homeowners you are correct if you have a belief that you have a skill set that you have the most empathy for people and for that reason you can help out more people than the average wholesaler you are correct here's the problem the minute someone pulls that bow back and fires an arrow into your belief most your belief is like what's that movie uh you ever watch Ghostbusters where the guy says he goes uh they threaten him they go listen whatever is in your imagination is what you're going to have to um fight with so he dreams of the stap puff marshmallow man right how harmless can that be winds up being like a 40 foot uh 40 story giant tall like marshmallow that's attacking them the the problem here is what I'm telling you is your belief is like a big fluffy marshmallow it has no context it has no fortification it's soft and these arrows penetrated who are these arrows they're your family they're your friends they're other people in the business it's somebody in the internet maybe it's somebody in the comments here that you're just like holy crap but guys I'm here to tell you here's the easiest way to do it you got to fortify your belief so if your belief is the shell so if your belief is like a uh what's a good word for it kind of like an Oreo cookie that's soft creamy stuff on the inside you're gonna have to have something tough on the outside this is called conviction and conviction is your commitment your willingness to say no matter what happens I'm moving forward with wholesaling no matter what a seller says to me I'm going to learn to move forward because I lack certainty and I lack confidence and there's only one way I can get it by moving forward most belief gets shot down without conviction conviction goes he your arrows mean nothing keep shooting in my back I'm going to keep going when I started in 2003 my belief got attacked horribly by some of the people I thought were my closest friends family that I thought had my back questioned everything I did and I found out without conviction you're not going to stay the course it means you're so concerned what others think about you you're willing to give up your own beliefs to fit in don't be that person it sucks you don't want to be there so we've got to understand if we know confidence is a lack of belief what you're short on confidence we need to figure out how to fix it so how do we fix this guys let's talk about this I'm going to go through a list of things that's shattering your confidence right now as a wholesaler and then I'm going when we're done with this I'm going to show you um I'm GNA take out hopefully my iPad here and I'm going to show you how to actually beat it but I got it upside down so let's see if it'll switch B okay so number one you ready for this this this is thoughts that ran through my head and I talked to you guys almost so by the way me and Zach now talk to you guys six days a week go find other committed wholesalers that want to teach in this business that will contact and reach out and do lives and everything like we do six days a week I'm still waiting for it but anyway here we go you actually don't believe you're the right fit for the seller you mentally think this before you get there and you know what if you believe that you're right so you gotta have to change it here's how I approach every seller I I'm never above anybody I meet I'm just I know I'm the best fit for him I know every seller I meet with will walk away a better person with the experience of meeting with it it doesn't mean I'm always going to be able to buy their house but I'll treat them with respect I'll be the best listener they've ever had in their life and once I get that data I'll present them a solution to try to to not try to actually fix their problem and by building trust and Rapport my goal is to get a positive response to move forward with them that's it that's my only goal when I meet with a seller so before you walk in and meet with a seller you have to know you are the best fit go Rick I don't know a damn thing about wholesaling good you're actually better in my opinion I meet more stubborn wholesalers think they know absolutely everything and they're broke they're the best wholesalers I me are people that just start out because they don't have any preconceived notions like guys I I suck at golf I enjoy I enjoy the camarad I'm just not in love with golf I like golf I don't love golf I love fishing I love boating I love the UFC stuff like that I love Combat Sports I love wrestling why because it's the ultimate challenge for a competitor unless you put your butt out there and understand it wholesaling is extremely similar you put your butt out on the line and you're not positive of the outcome but I walk out the most confident person even when I wrestled in high school and when I go out I took those same skills my coach taught me then and I implore them in wholesaling the same things I taught my son it's just the same things I'm teaching you right now you got to believe you're the absolute best fit for it people are better off being in contact with you and if you're not you need to work on it period that's number one number two you have to believe you can do it I'm the word try dude lose it try the word but but I think I tried I heard all these words I do not recognize in my vocabulary when anyone ever Ed the word tried I heard but I'm done remember but is just going to negate everything before it's to fluff you up to hit you with a hard truth or their interpretation or their opinion and I never let it waver how I feel so when someone tells you I'm gonna try you better carefully listen to what they say because try means I'm GNA do a half-ass effort and if it if I get lucky I'll move forward if I don't get lucky I'll probably quit I don't like people that try I don't understand it the word scares the hell out of me it's like a four-letter word to me and I don't like it so the word but I hate but I hate the word I heard or you should these are all like opinionated things that have no factual basis and will never help you in life they're used to help you fortify your excuse to make your ego right to soothe you like a pacifier because you're scared and uncomfortable today we're going to deal with that if you can't believe you can't do it then you're right you can't do it I can't convince you of that anything is possible but I'm telling you wholesaling is 100% doable possible but the minute you still I don't think I can do it I think I don't like uh get rid of it absolutely put in the comments say I can 100% do this wholesaling thing it is up to you and nobody else please guys you got to understand that next one this a big one I hear this all the time you feel like you feel like you can't close the deal like you have an impostor uh syndrome most of the time you feel that way because you're not comfortable with wholesaling and remember I always talk about being uncomfortable join the club guys I do deals right now that make me wildly uncomfortable because they're $10 million and up I'm just not used to the extra zeros it's just an extra zero I went from $10,000 houses to $100,000 houses to million doll houses and now at a $10 million commercial deals and I'll probably do it all again whenever I get to 100 million I'm not there I'm learning I believe I can do it I believe I'm the best fit when I meet with these people I just got to learn their language and understand their processes because they get more advanced as you go up that's the beauty of wholesaling it never stops it continues to grow now do I feel like an imposter a little bit but like I'm just I go along with it and I learn as I go you're going to do the same you are not an impostor you're there to actually help people and hear them out if you feel like you're an imposter from day one you can't move forward so you've got to shake that the next one is I I and this is my I don't know if this is just like Realtors I I I heard somebody say on the internet that um I I believe that uh you should get your real estate license because people take you more seriously I have a counterargument to that I don't think you take wholesaling seriously because you got your real estate license because it's your backup plan you guys ever met David goggin he says burn the boats I tell you in wholesaling only get your license if you are forced by the state to do it or you got legal representation and say this is the only way you can do it there's very few plays to get it I will I will side with that anyone who tells you you have to get your license because that's the only way to take you seriously I'll bet you 10,000 bucks they have a real estate license do you see the biased in that honestly when I meet with wholesalers and they have their license like I really want to hear the story of why you got it now here's one I accept listen I started out being a real estate agent I figured I can make more money wholesaling I just kept it going okay I'm fine with that but you can't go around and tell people you got to get your real estate license to take you seriously because here's how I know people are serious in wholesaling they do Deals they consistently show up every day they talk to motivated sellers that's the ultimate checkbox for being a wholesaler getting your license means crap you're just complying with the state if you have to do it and you're you're in Illinois fine past that I seriously doubt that getting a piece of paper and passing a stupid little test makes you a serious wholesaler but if you want to debate it I'm right here I have the opposite approach when you have your real estate license I I and you're a wholesaler I always ask why did you do that and nine out of 10 of you said some body told me to do it if you're that easily swayed I probably I'm not going to be a good person for you guys you got to think with your own brain real estate license is designed for Real Estate professionals we are in a completely different class I'm sorry we make a crapload of more money yeah we put up a lot more crap but I will tell you the rewards are so much higher so why do I want to stoop down and get my real estate license I don't know that's a different argument so um what which leads me to the next one you feel like they should list their properties for top dollar with a realtor well once you get a realtor's license you're going to be more prone to think this way because it's just like grade school it's just like college these realator tests are designed to program you to follow the the Realtors code and ethics and by the way some of the most unethical people I've ever met have a real estate license some of the most fraudulent people you've ever met the biggest Ponzi schemes in America have been from people who have law licenses which is absolutely crazy so I'm here to tell you a license does not mean you're a good person or you're any more serious about a business so if you're scared they need to list it with a realtor for top dollar that's in your own head do you know there's sellers out there that sell me properties to this date I just bought two this week the houses are perfect I want to move into them I just don't want to relocate they're that good and if I followed this advice on my old thinking I would have never even made a wholesale offer and I remember telling the guy go dude your your house is a great shape and here's what I do I just do the takeaway why don't you just go ahead and list it with a realtor now why would I say that guys why would I say that because I want to find out if he's truly motivated to work with me because if he's even considering listing with a realtor I'm probably not going to be a good option here's what he said I want to be done I'm moving out in two weeks I don't have time for this my uh my mom passed away in this house I don't want to deal with it anymore so it was a probate a pre-foreclosure and a tax delinquency it's like a trifecta for me it was beautiful I knew the motivation was there but as I went through my mctp I pulled it out I'm not scared to throw the elephant out in the room and you guys shouldn't be either so stop thinking that every property has to be listed for top dollar there's people that just want the speeding convenience of a wholesaler but they don't understand it that's why you have to go through a presentation with them and help them out remember your job is to be a guide not a Salesman there is no there is no sales and wholesaling I'm sorry if you're going to try to sell someone you're going to go up a Rough Creek okay next one let's keep moving I got a lot to go over here here's the biggy one ready you don't feel like you will know what to say if they say x like Rick what if what if they tell me this or that I don't know how to respond you're right you're 100% right welcome to life so remember when you went through grade school you had to study the material and then you got tested on it but the problem is you did it with a book and a page you never did anything live and that's why you all feared listen show me in the comments who feared speech in high school God I dreaded it what what the hell would I ever get in front of people and expose myself like that I look back now it was such an immature stupid decision on my part now I still did it but I was terrible at it and honestly for a good part of my life I did not know how to speak to people and a lot of you are suffering from the same anxiety you had in high school about speech guys let me know in the comments who ran like hell from speech none of us wanted to do it the last thing I want to do is get up in front and judged in front of our classmates and it is is planted a seed in your head I used to shake violently like I like I like but you know why it was an irrational fear and here's what I did guys I let the fear grow huge for 10 years what I should have done is recognize the fear address the fear on how to fix it and take immediate action the faster you close that Loop the less power the fear has over you and you can move on with your life I had to by the way I had the same I had the same fear of a dentist I still do to a point but I manage it I don't run from dentists I deal with the dentist but I used to get pain before they even open my mouth like oh God they're going to drill they're going to do this I I'm not a big fan of dentist but I'm older and Dentistry was a lot different when I was a kid but I'm getting off topic here because I got ADHD I'm gonna get back most of you are scared what the seller's gonna say guess what I'm gonna let you know a little secret you're not going to know every response the seller's going to tell you this is part of the learning curb in wholesaling now you can counteract this number one go to free wholesaling we teach you about the five main objections a seller can give you then you have to practice it then you actually have to practice under the gun do like a role playing with me Zach maybe somebody in this live stream and that's the best way to do it then you're actually gonna have to do it with Sellers and you're going to have to work up that progression it is it is called the Journey of wholesaling here's the key if you pay someone 100 Grand to learn wholesaling or I do it for free which me and Zach do you're going to go on the same ride there's no instructor no Mentor no coach that can do this for you they just have to prepare you for it so when I used to when I wrestled I was more passionate about wrestling and football just because I felt I had more control in wrestling remember in wrestling I could control my cardio my strength but I still had to go through the Journey and wrestle people better than me and get my butt kicked for three years in football I was extremely dependent on the fullback the quarterback the running back everyone there jobs and that's why I kind of like wrestling you're kind of out on an island but what what I'm saying is my job my coach's job he said listen this guy is going to start right off the bat with an ankle pick on you he's going straight for it he's gonna go to your left leg so soon soon as he Mak a motion pull your left B back and just do an arm drag go to a single leg and do what you need to do and I had to take the trust in it because you get out there and Bam just like he said he went for it and if I followed the instruction and it worked guess what I gained confidence now I know how to work with this guy I know roughly what he's going to do but I know how to react so here's the secret you're not going to know what every seller says but you need to have a prepared response form this is where most of you screw it up stop trying to guess what they're going to say prepare for all five or six outcomes and then just practice them over and over and get rid of your Ms and your butts that's the secret to talking to a seller but so many of you guys are taught that you need to you need to know exactly what they're going to say and how they it's impossible unless you got ESP it's never going to work so if we know that and we acknowledge it we know how to deal with Sellers and this is how we want to do it so we don't know what they're going to say accept it I know that's scary that's uncertainty it makes you vulnerable hey you're going to have to put some risk out there to go get what you want in life everything you want is on that other side of fear get through it listen guys a lot of our parents didn't teach us this stuff God knows if you went through a public school and teach and I I'm pretty sure a private school unless you went in the warten School of Business you have to get this through experience so the sooner you do this the more confident you're going to come guys I was so bad my first year wholesaling you wouldn't believe how bad I was see I tried to intimate I tried to implement sales training into wholesaling it doesn't work it doesn't work think about it I go to a car dealership your boss expects you if 100 customers walk through you're can to close 100 customers in wholesaling if I get a hundred leads if I get three or five to the table and I can take one or two of them down bingo I did my job so why am i g to go through a formal sales presentation all these people you're going to learn to disqualify people more than you qualify them I'm going to show you how to do that so so here's where we are you're scared what if they say yes and they want to meet with me uhoh what do we do well this is where I'm going to give you the oh wet the whistle good Lord that's sweet I don't think I put any Stevie in there so I squeezed the lemon in there with some water and woo so here we are what do we do they're scared to say yes so what I want to do is switch over the iPad and now we're going to walk through the actionable steps and this is where you really got to pay attention but guys please understand you have to recognize first of all put in the comments right now who is honestly scared to talk to sellers because I want to talk directly to you because I feel so many people in the wholesaling space Educators we talk over people we give you the technicalities we show you how to do this technique and this magical technique when all we need to really do is teach you how to connect with human beings and how to go through a logical conversation with a seller who wants to go through and learn how to do this put it in the comments and guys part of this is you have to recognize what the problem is remember I always tell you if you can't tell yourself the truth don't worry about the rest of it because you're never going to be able to solve it Tony RS taught me at a very young age it took me a long time to understand you can't fix something if you don't recognize the problem I recognized when I started I was scared to death to talk to sellers but somehow I got through it you know how I got through it I just kept showing up that's all I need you to do and by the way it doesn't make you vulnerable or stupid if you put the comment in there I actually give you guts for saying it because once you recognize it now you can consciously attack the problem it's those of you don't want to recognize think you're Superstar wholesalers and I ask you to jump on a roleplay with me and all I hear is um butts butts I already know you don't take the business seriously because you don't practice what you preach guys if you were around on Friday night I did a Discord 200 people live and I took a seller I took a seller's Live phone call I actually called them out they wanted to cancel $130,000 deal on me they just said hey we're done I'm out I go ah so it was important to me so I I had that schedule I go hey why don't we just kill two birds with one stone why don't I just show you let me show you how I lead by example and after a 10-minute phone conversation we addressed the problem I took full accountability I said we screwed up even though somebody on my team screwed up so the buck stops with me I understand how you feel and I completely understand why you want to get out of contract with me if you want I can send over the cancellation or what if we talk and I know you've got to leave the house in about three weeks what can I do to rectify it and by the end of the conversation here's how we settled it he basically said if you can pay my outstanding HOA lean was $850 he'll move forward the transaction 130 Grand you guys think there's enough money to pay it there absolutely guys I do these calls all day long my team works it works it and when they get stuck they come to me and that's how a good business runs and that's how I'm teaching you guys I want you to go out and have the conversations and then when you get stuck you come back on a live stream or you join me on flip with Rick Plus or you jump on Zack discord.com wherever it is we are the most accessible wholesalers you'll find on the internet go to wholesaling houses for real have one of my moderators help you out with that me and Zach constantly spend time on it guys I work my butt off I do wholesaling as a full-time business and I do this number one to teach you and actually make you great wholesalers and I pull back the pay wall everybody else you got to pay a ton of money and we do live calls Zach does live cold calling and we just show you we practice what we preach and I want you to understand that so if you're scared let's move forward I'm checking the comments right now um so let's talk a bit about this real quick people go I'm anxious because I'm an introvert I have come to the conclusion and Ry I appreciate you putting out there an introvert is a self-defined term that Society gives you guys for the longest time I thought I was an introvert does anybody think I'm an an introvert at this point now I take a little bit to um I I take a little bit to get started so I'm the guy at the party that if it's not like a company or sponsored event or my family I just I kind of keep to myself I am more powerful in a room of people I don't know if I'm silent and quiet why because I can hear what everyone's saying I I I immediately identify who I want to avoid complainers whiners excuse Seekers people that use the word try people that boast brag people that use their ego I instantly filter the room so I do not waste my time I've learned from much smarter people than me does that make me an introvert absolutely not it makes me very smart and so I understand the word introvert extrovert I people used to call Zach an introvert like you got to be like he's the complete it doesn't matter it is a self-defining label and don't like nobody's automatically an introvert or an extrovert we're just God made us all different if you want to be in wholesaling you're going to have to go out there and talk to people and I don't if you go I'm an introvert extrovert I go for the longest time like Zach was a very very quiet child very quiet you have no idea I should have I'm not gonna say it but like he was an easy kid he just didn't make a lot of fuss played with his toys so does that make him an introvert he was very quiet and then um once he got in wrestling in high school he came more more vocal like a lot of us do and that's it you learn to help people and you have a skill set so do not get stuck with this introvert extrovert because it's a ridiculous argument if you really think about it so okay let me jump over the iPad let's walk through actionable steps right now and let's figure out how we can deal with this problem so what I'm going to do is I'm going to split my screen up here and hopefully my Pen's going to work and so what we need to do is let's just pretend we're just getting ready to talk to a seller and this is what we do so say you call a seller and basically you ask him so you guys don't have to see all my atrocious handwriting just say the seller is interested in talking to you so the first thing you have to do is qualify and disqualify if you want to learn how to do that go over to freeh wholesaling.com um because most part you're going to disqualify people through our mctp if you want to know more go to freeh wholesaling.com but what you've got to understand is I am not going to spend energy on people who are not interested in selling money my house so if I contact 100 people and only three are interested in talking to me don't go into the Spiel on the 97 that aren't interested it's a waste of energy it's a waste of time and you're talking to deaf ears and a lot of you guys still do it you know why because you go to MLS hide behind real estate agents I'm not saying you can't get deals there but as a starter it's a really bad place to start it's just going to set you up for failure so once you find out someone's interested you simply got to find out two main things ready so number one are you the owner I'm using shorthand everybody got that very simple discussion piece are you the owner why because if you're not talking to the owner if you get done with a 10 or 15minute Spiel and they're not the owner you just wasted your time so if I got to make a 100 calls I've discounted 97 and I got three to play with I've got to find the next layer of filtering the go through so the first one is we're talking about are you the owner and number two which is this one's going to come down there interested in selling now guys I'm just giving you the mechanical part I'm not a guy who's ever going to tell you word for word what this say because I believe you have to be authentic in the language that you use and if you're not authentic in the language you use sound like a freaking robot and you might as well go sign up for one of these gurus AI like we will we will find the leads for you we will screen the leads for you we will book the contracts and the appointments for you and we'll close the deal and you'll never have to talk to anyone if you guys believe that probably just shut off this live stream right now it ain't going to work so once we know the two basic questions let's it guys are you the owner hey are you do you have interest in selling the property are you interested in selling me the property that's it that's the ones where you get past the initial qualifications that is my yay or nay do does everybody understand that it's simple don't complicate this you guys have way too complicated scripts now how you want to say these words this is where you put your personality your flare on it Zack has a very particular way he says it I have a completely different way you know why because it's what makes us confident and certain so you have to practice this here's what I don't want you do please don't go out and practice with your sellers like live leads it's very expensive and it's going to kill you when you do it so vary it up so you don't sound like a a robot but like when it's essential you got to answer two questions that's it if they can't get past these two questions this is my filtering this is where I'm going to disqualify almost most of the leads do you guys understand you are going to be disqualifying most people and you don't need to spend this long-winded what's the price what's your motivation if they absolutely have zero interest in selling you have to move past that lead I know you go oh it's it's a dead lead I'm Gonna Make It Happen come on guys like be smarter than that you know how to do it now once you do that it's real simple we now go into into what we call mctp that's a c why because it's simple keep it simple stupid period I'm not calling anyone stupid here I'm just saying we've got to keep it very very simple the more simple we make stuff the better we do so M's for motivation c's for condition t's for timeline peace for Price end of story so what we do is we go through the motivation and we just walk them through everything we do with it and guys this isn't rocket scientists so when we do motivation all I so here's how I like to do it tell me a little bit about the house shut my mouth and get them talking here's where you have to get away from you have to get away from yes no questions if you start to become a robot and doing is it three bedrooms yes okay two bathrooms yes this is not a conversation it's purely transactional and you have to fix it so the best way to do it is ask open-ended questions the easiest way is start with an open-ended question and then let them give you feedback and then now you can start a natural conversation so if I have it I have mctp it's just a math problem so if we start off with motivation and they go Hey listen I have a rental I haven't really taken care of it it's gone South and the renders just move out it needs some renovations and we're just kind of tired of it the insurance has gone up and um we're just not good landlords and this wow now I'm going to tell you right now here's the problem with motivation sellers do lie I'm not going to even hide this from you they're going to lie to you so you're going to have to have a Litman test on how much they tell you the truth I'm going to walk you through it today because you need to know if the seller is telling you the the truth it's actually easy lies get whole shot in it all the time because they're not consistent someone who lies makes it up on the fly to get them past that but what happens they go deeper in the hole to the point they get caught in their lies and they get caught I give all sellers one free lie here you go here's a coupon for one free light and then I call them to it so they told me hey it's a distressed house I'm a tired landlord so I'm going to put my notes tired landlord so hopefully you guys got a good CRM maybe X lead something like that but whatever you use just keep accurate notes how do I know if they're a liar I keep accurate notes in my CRM now say I got to do a follow-up phone call and they go yeah um we're moving out of the property um next week so it'll be good to go go wait a minute I thought you said you were renting the property out landlords like did I say that right then I know I got a problem and now I got to address it guess what most of you are affixiated on why they're lying to you that's not your goal here I'm not here to make them feel bad what's my goal I want to get to the truth I can only fix problems if I have the truth when people lie to you in real estate they try to carry it all the way to the closing table why because they want to get their paid their money and they're scared if they tell you the truth that you might not follow through might not even buy the house or buy it at a much reduced price but if I knew the truth upfront I would have never made that type of offer it is your job to seek the truth as soon as possible a lot of Realtors wait till the end to drop the time bombs on it wholesalers have to solve the problem up front I love a seller that's brutally honest with me and they are the easiest deals I can ever do the hardest deals I deal with are the ones where they don't tell me the truth I cannot honor that price if you don't tell me the truth then I got to dig through it so motivation is the first one that I do and I simply ask him tell me about the house is it updated I can use words like that um we talk about the roof um and then either they're going to glorify the property or they're going to usually break it down now here's a simple technique when they go everything's perfect and you get the Facebook or Instagram um uh answer you know everything's perfect in my life my hair was just my hair always looks naturally good just like my cheek always is is reflective in the light everything's per it's got white picket fence I got crown molding I mean the house is amazing I don't even have to clean it it cleans itself I go wait a minute I go sounds like the perfect house why are you even interested in selling shut up and see if you can get the truth or a response from them think about it guys unless they have a logical answer they have to explain it most of the lists we chase down are problematic houses I want s the bigger the problem the more money and the more people I can help out with it so very rarely do we get perfect houses in fact sometimes you get houses I have to like look twice I go man I feel like I'm being punked but there are people that sell me perfect houses it happens all the time so the next one is so guys what I'm teaching you here is I know you understand mctp what I'm trying to teach you is how to roll into the conversation so I just went over motivate I asked the two qualifying questions I decided to move forward and here's what I do with my red pen I strike off M why because that's what they talked about now do you notice I go needly to the condition but what happens if they don't want to talk about the condition and they go instantly to price what do you do let me know in the comments because this happens all the time I go oh crap I got the M done I'm going to C TP and they jump the P I'm not ready for this what do I do don't panic there's only four pillars you have to attack here you got to memorize in your mind if you want I give you full permission to take this pen and do it just like this m c t p I don't know if you can see that I actually wrote on my hand I feel like I'm back in ninth grade again I wasn't a good student guys I don't hide it from anyone but I'm just telling you you have to understand is so Juan's got a good one here he says hey um oh wait a minute I got the wrong one here um he says use the car analogy so here here's so here's the car analogy once got it and I'll I'll I'll show you how this technique Works um Zach's a big advocate of this one I'm not as much but Hey listen hey John I I want to get to the price but for me to give you the best offer possible do you mind if I ask you a few questions so I can learn more about the property that's how I do it here's how my son does it hey John have you ever bought a car you haven't test driven no he goes why are you asking me to do the same let me just ask you a few questions and I can give you the best offer possible do you see how we play on it because the problem is if you just get to price right off the bat guess what you are qualified to work at M McDonald's as an order taker I I don't have nothing against McDonald's employees they work very hard but there's no relationship it's you want the number one the two the three and you want a super size and how much do you want me to clog your arteries today that's the only conversation you need to have at McDonald's listen it is what it is I have nothing against anyone working there I'm just telling you don't wind up being a line employee so if you let them jerk you around like that and we get a lot I get a lot of Jersey guys down here in Florida Rick just get to the price all I want is the price hey John I can give you a price but you're probably not going to like it if I can learn and ask a few questions about the property I can give you the best offer for don't you think that's going to be a wise choice okay okay okay okay do you understand what I'm saying if you roll over and just go to Price you are now the order taker and the seller's in control and I guarantee you're going to get a really bad deal so what I'm basically saying is like control here I'm going to say it nice where you don't even know it and who doesn't want the best price for the property so now we are back to price bingo I just walked around that time bomb most of you get run under the bus on this you're like so there's a lot of different options you can like give them a dollar but like at this point I'm just asking permission to try to go back in order now price is the one you can never do first it's got to be the last price has to be last every now and then they go Rick I'll take 110,000 for it okay well I'll put that on my notes so let me ask some questions about the house so make it as a note and move on so now we're now we're back to condition Thank God now we're back to condition I overcame the price jumper now I'm back on condition right so on Condition it's simply hey tell me a little bit more about the property now I want them to use their own words and their words remember how I talked in the beginning the only way you get offended or upset about something is your interpretation of the words now you have to filter out their words most people would just give you the authentic truthful meaning of what their words is so when they start going is it needs updating I already know right off the H right off the bat it's going to need rehab and I'm going to start making notes um it could use some TLC I I can give you what the word TLC means it's a dump and um everything's house but you probably want to uh you probably want to fix the roof that probably means replace the roof so this is where you use your ears like a magnet you have to be the most amazing listener and if you're wife is constantly or your mom is constantly telling you you need to like listen you don't listen to me she's right this is where you have to be become the ultimate listener so if you choose not to do it the ladies in your life you better fix it in wholesaling because you're going to get your butt run over big time so this is where you put in the notes and you just go through the condition and this is where you start having a conversation you're not a you're not a robot how is the roof how is the AC how is the flooring no oh so so tell me a little about that rehab what what type of updating does it mean what do you mean specifically by that well you know the kitchen is you know it was kind of Grandma's taste back in the day okay so and here's what I do all the time I go honestly if you had a wave of Magic One what would you fix on the house and they'll tell you what their dream is what their most important thing is to fix and I go what's the one thing that like you like the most so I'm going to have try to have a positive conversation with them and then once they start remember this is like the investigation before you go to trial this is where you're deposing people and doing exploratory now you can't make them say anything you just ask them I the more information you get the more weapons you have at your hip if you have no information there's not I need to know do I have a rehab what's the what is where are we at ballpark wise and then I always wrap up with this when they start getting rough and I'll go like this and I'll put this question mark here what do you think it would take to get that house back to like really good condition where you would be really happy to live there they'll tell you man they don't now a lot of times they're off on their numbers but when they tell me 50 Grand I it's usually closer to 70 to 100 so I like to double whatever number the seller sells me because they're unrealistic and they're living in environment they don't even know how bad it is till someone else comes in and tells them my job is never to tell them how bad their house is I'm here to help you with your situation we do not judge it's the no judgment Zone it's so easy to make someone feel bad about a house you can't do it so I've been bit by a dog I've been bit by fleas I got snorted up by a a pig that was a pet in a home which is the craziest thing I still think I had my ear bit by a monkey once I don't pass judgment I don't like to be harmed but guys I met with a lot of Sellers and these are all things that I've had to deal with so so once we get into condition we're doing everything the next one is what's our next one we are on mctp so we did M we did C we got T and we always save P for last so obviously time frame this is my favorite of all the filters on qualifying people because this is what separates the real motivated Sellers from the people that are just going to waste your time the easiest thing to ask them is simply if I buy your house where are you going to be moving to shut your mouth and I'm going to put it on here moving to why do I want to know that because I want to know how urgent you are and how much you thought this out ask I ask you guys in the comments have you ever moved committed to putting your house on the market or even sell to a wholesaler or sell cash without knowing where you're going to go the answer is 100 % 99.9% of you said you have to have a plan before you sell your house remember selling your house is probably the number two stressful thing in your life probably over death in taxes somewhere in the one to two to three range but you have to have a plan it's hard it's sucks moving's terrible and a lot of times I move people 20 30 years their whole life's packed up in that house remember in their eyes it's a home we're viewing it as a property we have to bridge that Gap as wholesalers most of the people I buy from have an extreme emotional connection to the house it's my job to soften that blow Realtors are terrible at this because they just look at as a sale and a commission so knowing that where are you moving to if I do not get an instant answer on a solid foundation I already know they're probably not going to make a super fast decision now when they say listen I'm moving with Aunt Betty to uh I don't know to uh Connecticut and I got to be there by the end of the month today's the 5th can you get this done by then dude I'm all in man and you know what makes me powerful I have all the information she tells me everything is wrong with the house I have enough ability to actually make her an offer on the spot now you guys don't have to make an offer on the spot but if you have a highly motivated teller it's in your best interest to make that offer subject to whatever contingencies and inspections you want to do because if you don't do it a guy like me is going to come up and grab that property all the time so where are you moving to now when I ask them so if I buy your house what's the plan where you guys headed to it goes I don't know I gotta figure it out that's gonna be that's a tough one so if they live in the house and they give you that answer that means they're at best 90 days away and most likely six 12 or 18 months away this is the reality of business that drives us crazy and this is where we make a deter mination are they less than 30 days are they 30 30 to 90 days are they 91 days to 180 days or are they 180 plus and this is who I decide how I'm going to allocate my time in chasing these deals down how do I do that I have to have a CRM I have to guys do you know how many people are my CRM that are loaded like I got tell you though I have so many six to 12 month people in there but I always stay in front of them there's someone always on my staff going hey remember we met three months ago have to do it if you guys think you can do it by memory don't do it have a very highly qualified CRM that will let you structure this so you can be really good at what followup because 75% of your deals are going to come from followup real estate is about timing if you are prepared and you were right in the seller's face at the right time you started here but sometimes you got to be over here you have to have a CRM to followup it is a huge huge issue with that so let's talk about this guys real quick let's talk about the biggest objections that you can deal with in real estate and I want to simplify this because I got three million notes and I don't have time to go over like every one of them and I want you to understand how this works so we are on objection so here's what I want to do you guys put in the comments don't get me started on divorce are hard deals guys I I don't hide that from anyone um because you got two people that are splitting their entire lives up a lot of time kids I'm not a huge advocate of divorce leads I think they're very stressful and nine times out of 10 they do got to get top dollar because um each one's so pissed at each other so I don't know about you but I went through a nasty divorce as a child and I got to endure 40 Years of my parents just constantly squabbling so um I don't like divorce leads I don't really even push you guys to do them because one side wants to give it away and the other side wants a billion dollars and it's like they seem very attractive until you understand you've got to deal with both parties and when both parties won't even talk to each it usually takes a lawyer or a mediation person to get them to the table and that's one I don't like so what I want you to do it ain't vodka I promise you that it's just it's lemon in um Selzer Water by the way guys I only drink I I only drink water and like Selzer water so I used to be a have a huge Diet Pepsi problem but um I've worked it out over time um I just like the bubbles in it so let's talk about objections because we got to keep moving here so if you guys want to put objections in the column I already have the ones that I know that always always come up number one I'll get the ball rolling guys a lot of times talking the sellers think about the first time you you had an interest in somebody it was horrifying like how do I go up and talk to them it's the same thing it's the same problem you had in your speech class and now you're coming to the realization to get what I won if I just took action in high school I could have got so much further that's a yes and a no so let's start with the first objection who is this most of you just freeze like crap who is this what is he talk like who is CZ what are you talking to me what what are you doing and I simply I my my favorite line is my partner drove by your house I'm using abbreviated terms I'm not spelling a literate actually I'm I'm actually the one good thing I did in life is I was very good at spelling I was a very competitive in spelling bees but that will never make you a dime in life I promise you I'd rather you just be a horrible speller and a great wholeseller my partner drove by the house thought it would be a good fit we're buying more we're buying houses in the neighborhood a neighborhood and guess what your property on 123 USA Street seems like a great fit do you see how he just rolled into it it's not hard who is this hey my name's Rick and I and then then they'll go into the next one how did you get my information that's the other part my info name is Rick I actually my partner drove by your property and we're looking to buy houses in that neighborhood and property on 123 USA Street seems like a perfect fit do you have interested or you thought about selling it shut up that's it objection number one because a lot of you go like how did you get my information and some reason you guys go well I I I uh I went into uh I went into X leads and I pulled this and then I skip traced your number skip Trace what's that mean are you following me no guys don't no no no no no they're not on a special list you're going to make them feel really weird listen we drove by your house wrote down the address seemed like a good fit we're buying house in the neighborhood you ever thought about selling simple conversation that's it don't get into I you're on a special list and uh because you're a code violations I don't understand if you want to win the war you got to win the battle do not make them feel less empowered you are correct in what you're saying but it's it's not going to help you out at all so that's the first one El what else we got here let me see here so Kevin goes hey what if they ask what makes it a good fit we're looking to buy houses just like yours which is a 32 we've bought we we've bought some other house in the neighborhood and we would like to expand have you ever thought about selling it that's it like guys the reality is either they thought about selling it or not here's the one thing I never ever go down a tunnel with them and this is a Bob Barker line you ready if the price is right I'll sell anything okay let me know what the number is just real quickly I already know it's got a 98% failure rate unless I know the property's distressed so guys did I drive by it no but I I can I can drive by it um I can go into X leads and I can pull up the house on like a Google image you can go to any software and do that like so you're not really stretching it by doing that but it's completely up to you this is the one that trips up a lot of you guys and I don't understand this part um so here's so Juan's very active today I appreciate the uh the participation they threaten to call the police on me so what law are you breaking tell me it's you know one day people want to defund the police and the next day they want to protect them against somebody calling them you're not going to get hurt by a phone call if that was the case I'd be calling the police every five minutes because a lot of you guys call me and uh I still answer so um guys you have to understand um it's not against the law to talk to them I'm not getting the DNC and all that other crap and I want you to understand that um here's number two are you g to give me one of those low offers are you one of those types of guys or gals man some of you go like oh crap oh crap what am I going to do he she knows I'm going to give her a low offer and I simply asked them what's a low offer to you why do I do that I'm just trying to have a conversation to see if we can like crack the ice maybe they'll spit a number out to me I don't know we've got to figure this out this this is all when we get to the price part at the end because these are all the objections that hang you up um next one when can you close this is the easiest one in my opinion the simplest one do you understand this hey wink you close you like you're looking for a script guys we can close at whatever speed you need so when when do you want to close that's all I I always just I'm just going to Vol you back to him when do you want to close I'm not moving into the house so I can work with you if you need 30 days I can give you 30 days if you need three months I can give you three months by this point you should have already explored where they're going and when they want to be there so I already have a catered answer to this I'm all set I already know she needs 90 days to get out and a lot of times they're like well 90 days most people aren't going to sit around for 90 days I go Beth let me tell you this the good news is I'm not moving into the house so like a traditional sales in real estate I can f with you if 90 days makes you comfortable and will solve your problem then I'll be there for what I'll do is just set the contract for 90 days out and if you want if you just give me ample notice at least 10 days we can move that closing date up and what I'll do is call it honor before that way we're covered either way does that sound fair to you guys that's all I'm doing to see the thing is your objections you should already have pre-loaded questions based on your exploratory when you qualify them if you go through mctp a lot of you already have a builtin objection reaction to it because you already know what they want to accomplish so one someone goes hey can you close in like uh two weeks listen guys the reality is most people if they're living in the house house they can't get out of there on average it's 45 to 90 days so these quick closes there a wholesalers that go out there and tell you uh I can buy your house with you still in it I'm not one of those guys I can do it but I don't want to ever insinuate that you still own the home because it's predatory in nature and I see a lot of problems going on in the business with that and you've got to understand this so then the one where you guys are mostly on certain is when they go how does the process work and if you got to understand is if they know it's just not you because a lot of people think we go down theous we sign a deed over and you get a bag of cash so here's the really cool that thing is I have a team I work with we first start with the title company this is a third party that basically will take the deposit and they act in everyone's best interest to facilitate the closing to do any type of PR rations to figure out taxes to get the final payoff of your mortgage and they handle the whole thing for you and honestly if I take care of all the expenses I'm going to take care of that for you and once I have this contract solidified they're going to reach out to you immediately to get some information from you and let you know how the process works they are licensed and insured I love working with them because they work on your behalf as the seller and I would not do this without a professional profal that's licensed insured to handle the title work so all the paperwork is done correctly all the signatures are notorized and everything gets recorded on public record just like you traditionally sell a house we're just helping you handle the whole paperwork do you have any questions about the process that maybe I can give you a little bit more clarity once again I'm having a conversation with them if you go into this have a conversation you cannot be a robot and these are the biggest things that are always going to come up now let's talk about when we get to price because this is we this is the last one price right so we've stricken off MCT and we're down the price so I'm going to tell you I have a different methodology than most people do this I don't use the word price I don't use the word offer so here's the ones we are never going to use I'll put them in green offer price ask bid big big no NOS remember if you truly want to see out people's motivation you have to find the right words to get the outcome you want how do I do that um let me show you how to do it you've got to find people that need to sell their house versus people that want people that want to sell their house this is where they all people that need to sell their house I'm going use word like get need how soon let me give you an example hey John what do you need to get from this property so you can move on with your life simple okay I'm also going to have wordss when I I'm especially if somebody's living in the home I'm gonna avoid the word home um I'm going to avoid the word house because it's just too personal and remember the biggest problem we have with people who live in houses for a long time it's an emotional thing for God's sakes they marked their kids growth charts on it all of you can remember the day that the house you were brought up to with your parents good or bad you remember it I have a floor plan burnt in my head as a child who doesn't like I think it's like me I'm like a little bit crazy but it's truthful it's I could right now walk in my front door and walk all the way back to my bedroom in my head I can rehearse it I know it step by step um I've often contemplated by buying my um home I grew up in but it's a little bit weird it's a little bit out there but uh it's it's crazy so when we get to price I'm going to use words like get need and do that now I've taught you on how you get prices it's simple when we get the price this is the point where we teach you to go for no I'm not here to teach you go for no today but um if you want to learn more just go over to uh wh freeh wholesaling.com which I'm going to put on the bottom here so you guys think I'm crazy because I believe the fundamentals of wholesaling will save you so it's on the bottom here now okay let me jump back in my screen there we go so the first thing is I'm gonna go for no you have to have massive report built up so here simply they say hey John what do you need to get for the house here's what John's normally gonna say to me Rick I don't know you came here I thought you were gonna give me an offer John I know you don't know exactly but if you had to guess what do you think you and your wife would need to move on away from this property shut up again every time they serve the ball I'm going to put it back over in their court now when John still doesn't I want to get a number from John just to gauge where I can go if John doesn't answer the question twice I'm going to have permission to give him a massive low offer and I might upset him with it but it is what it is this is how negotiations work and this is the point where I say John I tell you what if you had to guess what do you think that number would be Rick I don't know I said John you're leaving me no room what if I just offer you 80 grand are you crazy Rick that's like half of what we expected John tell me what the number is help me help you because at the end of the day all I want to do is buy your house it's got to work for you and it's got to work for me I need to know where we are and if we're too far away I will shake your hands I will help you get the house sold maybe I'm not not the best buyer before it but if you're truly interested in selling the property with the issues you showed me because there's a lot of them I want to see if we can put a deal together today for you so I threw out a number what's the number don't just tell me double the number is what it goes while me and my wife discuss it we can't take anything less than 105,000 okay now I'm between 80 and 105k now he initially threw out double and so here is my parameters it's not going to take me long to close that Gap now I might have to follow up and do that but this is what you have to understand so this is where we're going to get to the tips part real quick and this is what's going to help your confidence so you talk to any seller and you have to absolutely understand that number one you always have to smile smile and dial smile in person people like people who smile you guys come on here Live Like a Dude smile like I'm getting depressed watching you people read you your smile is like your business card on your face so look pretty and smile right that's what they tell you right that's why we all go see a dentist and keep our teeth clean so next one you don't have a 100% closing ratio why is that that's a car salesman do you understand that that is a car salesman when a 100 people walk through the dealer the general manager or the general sales manager says Rick I expect you to have a shot at closing all hundred of them in wholesaling it's the complete opposite it I get 100 people in I kick 95 out the door 97 I have three I work with I try to get I don't try I get one or two under contract I don't waste effort trying to close people that want to sell their house it's a waste of time I've tried it guys I've tried it till I turn blue put in the comments the people that sit here and just Chase properties down on MLS it sucks why you're not direct to seller and you're dealing with an agent and you have to compete I do the opposite I go direct to seller I have no real estate agent and I have very little competition you want to know why I get the best deals I have no problem getting six figure deals off of single family houses is it every deal absolutely not here's a really good one I got another one so I appreciate the part what about when they say send all their contracts to the lawyer to take a look before signing great what's your lawyer name and can I get their email address and phone number don't be like oh my God the worst thing you can do is resist the lawyer embrace it Tony robs taught me this dance with resistance dance with it it works dance nine times in a 10 they don't have a lawyer they haven't even they don't have a contact or any of that stuff so you'll be able to kill this subjection right off the bat did I tell you sellers lie to you they do so call you're politely call them go that's awesome great can you I just get their email their contact information I'll send it right over to them nine times out of 10 you'll never hear a word from them and then when you do it the ones I've actually sent a lawyer they wait weeks on in just to open it up and they it looks okay to me like they they're very generic about how they answer this stuff listen it doesn't take a lawyer to look over just a simple real estate contract people do it because they're uncomfortable with you and once again want you have to get to the truth I'm happy to send over a lawyer what is their contact information they go well it's complicated I just need an email and a phone number and just and so I'll start even rattling off lawyers from me is it is it John over on the uh on Ocean or using uh Jim Smith on fist Street he he does all the closings around here if not I can put you in contact with a good lawyer like I don't care I don't know how like lawyers don't scare me at all 50% of lawyers are wrong every day in America you know why because that's how the stats work out lawyers get paid by the hour that's why they do it so do not ever fear a lawyer ever ever okay remember God gave you two ears one mouth this should be pretty straightforward right you have to become an amazing listener you can't fix people's listen guys how many times do you talk to people and they're just waiting all they are is being polite and waiting to speak their mind so have you ever talked to someone you can see them in their head they're like hell I do it I even I know it I have to stop when I'm with sellers I just shut up and I'm I'm like a bird I'm quiet but most people are just waiting to spit out their opinion and once they're processing what they're going to saying it means they're no longer listening to you how do I know this when people instantly spit out a response to me I know they didn't listen to what I just said your sellers know this too so what you have to do is absolutely absorb the information and repeat back what they said to you you have to be an amazing listener if you can't do this you cannot talk to sellers you can't do it okay next one no negative talk especially about competition now I didn't always abide to this and I regret it and I lost deals over it whenever you talk negatively it makes you look bad not the other person I've sat in rooms where people like trash me with Realtors and if you don't respond you actually look like the hero in it because it's like responding with violence with violence there is a time for it but like trash talking like unless you're in the WWE it there's no it's just to feed people's egos it is instant satisfaction you don't want to work for that so you have to understand it and guys you have to be very careful with the words you use and so I get all these people tell me um you have to have the correct sales training for wholesaling no you don't you know you know how you do it ready for this you be you and if you can be you you're unique which means there's nobody else out there like you how do you be you you be authentic I know that's scary but authentic doesn't mean you just roll over and give people what they want it just means you get to the truth faster than anybody else and by doing that you can solve the problem and you can actually get a deal done so guys I'm just telling you I could I could go on for hours for this what I want you to do is jump over to freeh wholesaling.com I go through in detail to show you how to do this and if you will join me there I promise you I will teach you how this all works because I only I only got like an hour and a half window and like I'm running out of time and I want to take you guys questions and guys it's it's okay so let let's go back and review real quick first of all I told you guys right off the bat just stop being scared to talk to sellers the fear is all up here here's how you fix the fear guys you actually take actionable steps and close the gap from when you recognize your fear and addressing it and overcoming it how do you do it just get on the phone and start talking to people but I will tell you you have to rehearse I think sometime next week either me Zach me or Zach or me and Zach together we'll come on and we do role playay hell I'll do it with live sellers I don't care but a lot of you guys tell me oh I'll do anything and I get you on here to role play and then before I know it it's like it's just ums butts and and that's my other thing is you have to remove the ums and butts do you know how you do that you practice that's it guys you simply practice and the more you practice practice the more confident you become because I'm want to show you one last graphic here and then we'll roll into some questions here um let me jump back on the screen here so I'm going to give you a graph and it's real simple God knows I did not make it in Geometry so right here is going to be your confidence okay so everybody sees an XY uh uh graphic on here and the next one is going to be the hours you put into wholesaling and I'm telling you this right now you you you it's not just me who thinks this it's everybody else is so you have a confidence here so most of you are starting off right here let me use a red pen here right here and most of you think you should be like right up here you're not going to start there it's physically impossible here's what's going to happen is you're going to get to 10 hours and guess what you you might not get very far with your confidence then you're going to get the 50 hours it's going to go up a little bit here's where most people get the the the big breakthrough is right around 100 hours you start to get more of an infinite return and then at some point you're going to get to 500 hours and then you're going to get to a thousand hours the faster you get these hours out of the way this is what works there's a direct correlation between the number of hours so if you get at 100 hours here what's your confidence is it based on the number of deals you get here's the problem is you're in a world where everybody wants instant gratification so every everyone's chasing the result and they're ignoring the action me and Zach teach you the actions the results will come with it how you have to be massively consistent the more consistent you are the better off you're going to do I'm telling you guys this chart right here tells you that you're going to have to put time in the wholesaling and anyone tells you they can sell you a four-week coaching program a four- week sales training program a four-week negotiating program you guys got to stop buying into this stuff you are going to have to make a commitment to wholesaling it's the wholesaling is not hard it's just we complicate it as human beings if you're willing to stay in the game and not quit and not be scared of people be on the phones and understand everything you want is on the other side of that phone call the other side of that appointment the other side of that cash buyer and I don't have certainty what's going to come out with you I had somebody the other Rick I want to buy X leads they sent me an email and they said I want to know with certainty how this is going to make me successful dude the software ain't gonna make you successful software is just a tool you are the the predecessor to if you're going to be successful in wholesaling everything else is just a tool we recommend x.com because to me it's the only all-in-one wholesaling platform I've seen yet where you can do your RM you can pull all your lists um it's endless what you can do you can do a driving for dollars app in it you can do uh your dispo in it like it never stops we have a power matching option guys if you guys want to get dispos offer before you had to go buy it separately and it was anywhere from 500 to three grand a month so if you guys want to check it out go over to X leads.com it's really cool and this is the company me and Zach have founded and we handle everything within it it's a very powerful thing we've been working on this for over a year actually two years in the planning stages and we decided just to go ahead and move forward with it so um every now and then I do guests appear on uh the support calls and leads and by the way every Saturday at 10: a.m eastern time we do an XLE support call you can check it out there and uh we love it dude I've just got the three monster deals off of X leads and everyone's using it and we want everyone to give us feedback on it and it listen you do it's something new and you have to learn to do it but um I understand wholesaling I understand wholesaling I'm I think I'm one of the top top wholesalers out there number one I've been doing for the long I'm not the richest wholesaler financially wise because I really enjoy being with my family and spending time I do not spend all day in an office but I will tell you this I know exactly what a wholesaler needs I'm tired of having five and six Windows opened up if you're tired of doing that you're tired of paying if x leads cannot give you a pay raise by consolidating all your services together don't buy it like I'm just telling you we cut out a lot of the stuff and we make you the affiliate and the game's got to change so we talked about the gurus I think we've accomplished what we need to do that we gave you guys options so the next thing is give you options because we wanted it in our business we fought for the last two years so we have consolidated everything so the really cool thing is you can sit your JV JV deals internally with me and Zach and we get to them faster it saves us time and it's much more efficient and that's how we do a lot of our Partnerships and we've even offered an xplan where you include the flip with Rick plus into it for the first time you pay one simple fee you can pay it for the year and get a 50% get a big discount on it or you can pay it monthly and go along with it remember you should not be going in and out of a software for a month or two that is bad bad bad business and you're you're just wasting time and money if you don't want to commit to it don't do X leads because I'm looking to work with people in the long run and we can do our training our platforms and uh my favorite thing to do is pull list and show you guys how to organize them and then we can follow up on your crms and then you guys can share leads and do whatever you want so um check it out there guys and uh that's it so if you guys are on flip with Rick plus uh give me about five minutes I will jump on that one and we'll go from there so I appreciate you guys let me uh let me clear my screen here um what else did I have I think that's it guys so if you have anything else if you have uh any questions guys make sure you do me a favor make sure you smash that like button make sure you subscribe to this channel for God's sakes being subscribed is how we can influence more people in this business and help out more people so I appreciate you guys you're on flip with Rick plus give me five minutes I'll be over there um if you guys want to learn more about flip with Rick plus just go to flip with Rick plus.com and that's where we partner with communities to help them become aspiring wholesalers and actually give them real actionable steps to get stuff done and help them solve deals while they're working on them so guys I appreciate your time stop being scared to talk to sellers I'm telling you right now it's all in your head you have everything you need you just got to implore it number one recognize it if you're scared of it recognize it write it down number two take the plan to fix it and take the steps the sooner you do it you close that time Gap the more effective of wholesaler you're going to be and you will change the projection of not only your life of everybody you love that's gathered around you I made the decision 21 years ago you've seen the effect it's had on my family my life and on yours and uh I do not take you guys for granted this is why I always talk to the wholesale that really trying to get deals and get it going because too many people are talking over your guys heads we need to get you guys deals we need to get your help I don't want to scare and confuse you but you're going to have to work that one I me and Zach will always tell you the truth so I will see you guys on Thursday I'll be back over here with Zach and uh we'll be on flip with rck I'll see you guys have a good one see you