Transcript for:
Cash Buyer Strategies for Real Estate Wholesaling

Do you need cash buyers right now for your  wholesale deals? In this video, I'm going   to show you how to find cash buyers online and  for free without having to use any software or   even having to pay a cent in skip tracing. First off, I'm going to explain exactly what   cash buyers are so you're not left in the dark,  because after training thousands of wholesalers   and flippers to actually get started in real  estate, everyone has a little bit of a different   idea of what cash buyers actually are. And then  I'll get into exactly how to find cash buyers   online for free without having to leave the  comfort of your home. So let's dive right in.   What is a cash buyer? A cash buyer is a real  estate investor who's typically a fix and flipper,   meaning they're looking to buy single family  houses in their fix and flip business where   they want to buy those houses, renovate  them, and resell them for a nice profit.   Now, cash buyers are the people and the companies  that we want to wholesale deals to. Now,   there are also buy and hold investors that  buy single family houses as rental properties,   and they can be your cash buyers as well, but we  usually like to work with cash buyers that are fix   and flippers because they typically want to buy  multiple houses to flip per month, and sometimes   even up to 10 houses per month. So this means  if you're a wholesaler and you find three to 10   wholesale deals per month, then one cash buyer  can potentially buy all of your wholesale deals   if they're looking to buy those many deals and fix  and flip those many deals on a monthly average.   Now, the downside with some buy and hold investors  is that they may not be able to buy as many deals   as a cash buyer who fixes and flips, right? So buy  and hold investors may buy one house every 12 to   14 months, and we want those cash buyers who are  buying three to 10 deals per month. Once again,   these people are typically fix and flippers.  They want volume, and you want to bring them   deals. They need to fix and flip these deals  to put food on the plate for their employees,   for their family, and keep their business moving. Now I want to cover what do cash buyers look like   because there are a lot of people that envision  a cash buyer as some elusive thing that isn't   even human, believe it or not. So cash buyers  are actually real people, and a cash buyer can   be a single person and/or a company. You can  have a cash buyer who is a one-man operation   that doesn't really have any employees at all,  but they enjoy fixing and flipping. This can be   someone you have direct contact with, and they  can contract all the repair work out on the   properties to contractors so that they can focus  solely on running their fix and flip business.   Now, in this situation, you have direct contact  with that one-person operation. Then you can   usually get decisions made quickly, whether they  want to buy a wholesale deal from you that you   send them. So you can deal with a one-person show,  and then you can also deal with an actual company   that has multiple employees, partners, and other  team members. But what you have to do is actually   look past the company. There are other people  on the other sides of these companies. There   are CEOs, VPs, acquisition managers in charge of  acquiring fix and flip deals for these companies,   and you want to talk to the person who's actually  in charge of acquiring these deals. So you don't   want to talk to an assistant, and you don't want  to deal with anyone who isn't capable of making a   decision for the company. We're always looking to  work and speak with decision-makers so that we can   run an wholesaling operation with no roadblocks. Now, you may have to work your way up in that   relationship with these companies, but I  just want to share this with you so that   if you're dealing with a company you're still  dealing with the people behind the company. So   cash buyers, once again, can either be  a single person or an actual company.   Now I want to talk about how you should look  at cash buyers, how you should think about   cash buyers. This is so important because so many  amateurs do not think about cash buyers the right   way. When you think about cash buyers this way as  financing partners, you start to build long-term   beneficial relationships with your cash buyers  because now you want them to profit on this deal,   you want them to make a nice profit when they  fix and flip it so that they come back to you   and they're chomping at the bit for the next  deal. They're letting you know, "When's this   next deal coming? Hey, I want to pay you 5, 10,  15, 20 grand, whatever's fair on this deal."   You want them reaching back out to you over  and over and over again, and this is how you   build a mutually beneficial relationship  with them. So look at them as partners,   as partners on your deals. They'll be  bringing the financing to those deals,   and you can then have these relationships force  in the future, maybe even have partnerships,   actual real partnerships with them. So look  at developing a relationship with them,   wanting them to win, wanting them to succeed,  showing up for them, responding quickly to them,   and lot of the times they will reciprocate and  you'll grow a great relationship. So don't just   look at them as a faceless cash buyer that you  never know, that you never develop a relationship   with. They're much more than that. They're your  financing partners, and they're real people. So   if you understand this, you will succeed. Now, what makes great cash buyers? Great   cash buyers have experienced buying houses,  fixing them, and reselling them. The best cash   buyers are usually intermediate to advanced real  estate investors. So what's that mean? Usually,   intermediate means they're doing at least a couple  deals a month, maybe up to 10 fix and flip deals   per month. And they're buying them, fixing them,  and reselling them. See, we don't want to deal   with the newcomers who have never done a deal, who  watch one fix and flip TV show, and now they say   they're fix and flipper and that they'll buy your  house. But they don't have the cash and they're   not able to make decisions quickly because they  don't even know how to properly analyze a deal.   It just brings up a whole firestorm of problems  when you deal with those newcomer cash buyers.   A great cash buyer has the ability to make  decisions quickly. They can give you an answer   whether they can buy your wholesale deals within  a few hours or maybe up to 72 hours. You want to   be dealing with the decision-maker once again on  these deals. So not an assistant, not someone who   doesn't have the authority to say yes or no to a  deal. You want to deal with that decision-maker.   If you have a cash buyer that's able to give you  that yes or no and they're the authority on the   deal, then that's what makes a great cash  buyer. So be sure to make that distinction   you're actually talking to a decision-maker. And so that's why in point number one we want   to deal with intermediate and advanced investors  buying a lot of deals because then you greatly   increase your odds, you greatly increase your  chances of you being able to wholesale multiple   houses per month. So we want those cash buyers  that have the capacity to not only buy these   deals and fix and flip and renovate them, but to  buy a lot of these deals per month at a time.   Now, what makes a great cash buyer as well  is one that's local to your market and that   you're wholesaling in. We don't want to deal  with a national cash buyer that doesn't really   know a lot about your market. The best cash  buyers are going to be the ones that are local,   actually doing deals in the market you're in. I  deal with people all over the nation that want   to get into wholesaling and real estate and that  are wholesaling real estate, and some people think   that a cash buyer who's maybe located in Austin,  Texas is the same as a cash buyer who's located   in San Diego, California. But they're not. See,  if I wanted to wholesale a deal in San Diego,   then I need to find a cash buyer in San  Diego who's local and actually doing deals.   I wouldn't want someone who's in Austin, Texas  or a different state that's a cash buyer. That   doesn't help us at all. And so you always want to  find a local, sophisticated buyer in your market,   and that's going to be the best buyer for  you. So remember, local buyers are key.   The other thing that makes a great cash  buyer is one that has solid communication   skills. And not every cash buyer has the best  communication skills, but we want someone that   will hopefully pick up your phone calls,  someone that will respond to your calls,   someone that will respond to your texts and  your emails and give you feedback on your deals,   whether they work or not. Communication moves the  needle forward, and communication will allow you   to get feedback on whether a deal works for you  or if it doesn't. And so if someone says, "Yeah,   I want the property, meet me here, meet me at the  property at this time, I'll be there. I'll give   you a check. We'll be able to make it happen," and  then they don't show up or they leave you hanging,   then this is very annoying, and these are the  types of people that we don't want to work with.   And that's not what makes a great cash buyer at  all. So we want people that are trustworthy and   that will do what they say they're going to do. And so those are a lot of things that make great   cash buyers. Now let's get into how to find  cash buyers for wholesaling for free using   our online skills. This is something  at our company, Real Estate Skills,   we've coined as the Craigslist Trick. What this  is, this Craigslist Trick, is that we're able   to find active cash buyers today on Craigslist,  which is an online website that has classified   advertisements. These advertisements talk  about houses, houses for sale, houses for rent,   jobs. There's other items for sale and services  and discussion forms, but on this site we're going   to use it for housing and to find these cash  buyers. You'll be able to find these potential   cash buyers. You can work with in your state,  in your county, and in your city to buy your   wholesale deals in just a few minutes using this. Why is Craigslist important for us as real estate   wholesalers? First off, it's a free website  where you're able to find cash buyers,   and I think we all like finding cash buyers  for free. What these cash buyers actually do   on Craigslist is post classified ads announcing  that they want to buy houses for cash. What I'm   going to teach you to do in this video is to go  on there and search for specific keywords that   allows these cash buyers to pop up and we see  their ads. And then from there, you're able to   contact these cash buyers through phone or email. The great thing in this video, I'm going to cover   the script to use for that and then also the  phone script to talk to these cash buyers that   we've been using for over a decade. So stick  around, we'll cover that right in this video.   Now we're going to get into how to find  cash buyers online and for free using   the Craigslist Trick. First off, what we  want to do is go to craigslist.com. Now,   once you're there at craigslist.com, it will  reroute to craigslist.org, and it will sometimes   know the city you're in already. So as you can  see, it rerouted me to San Diego. But let's say   I wanted to find these cash buyers immediately  right now in a different city, a different state,   or a different county. What you want to do in the  top left, if it doesn't take you there first off,   is to click Craigslist. Now, from there, you're  going to see all of the states in the United   States. Let's say that I needed a cash buyer  today right now in Nashville, Tennessee. Let's   go down to Nashville, Tennessee. You're going to  go down and find the state that you need to be in,   here we go, there's Tennessee, and then click  on your city or county. Let's go to Nashville.   Now, what some people do wrong when trying to  find cash buyers is they'll go to this housing   section and click one of these subcategories  like apartments or housing swap to try and   find cash buyers. That's not what we want to  do. What we want to do is go ahead and click   housing right here at the top. This is going  to include all the subcategories on Craigslist,   and this is exactly what we want, because now that  we're on this page, you're going to see it's an   aggregate of all the listings. But we want to get  specific. We want to use the Craigslist Trick to   be able to find these cash buyers. And so now  what we want to do is type in a keyword that   is going to be in a cash buyers classified  ad on Craigslist. Let's do that right now.   One of my favorite keywords and phrases to type  in is we buy houses. So let's go ahead and type   that in. What we're going to find are potential  cash buyers in our area creating Craigslist ads   of where they want to buy houses for cash. And  so we typed in, "We buy houses," and let's go   to this first one right here that was posted not  too long ago. It says, "I buy houses cash, any   condition, in Nashville, Knoxville, Pigeon Forge,  Chattanooga." And it says, "Text me anytime on my   cell. I also purchase lots. Call me anytime. I can  close quickly and cover the closing costs too."   So right now, in about one minute, we found  a potential cash buyer in Nashville and the   surrounding areas using this Craigslist Trick.  Now, let's say we wanted to reach out to this   specific person. What we want to do in the  top left is click Reply. What you're going   to see here, sometimes it shows the name  of the person, the email, and their phone   number. So right here we have the contact name  of the person, their name is Jesse, and here's   their email where you can contact them. Now, as you're going to see, it's actually   a masked email. Craigslist does this to prevent  spam, but all you need to do is copy this email   and then put it in your reply or your to section  in your email provider like Gmail, Yahoo, AOL,   whatever it is. So what we're going to do is  we're going to email these cash buyers. If   we don't have their phone number, we're going to  email them so that we can get them to reach back   out to us. And once again, the keywords that you  can actually type into Craigslist to find them,   I've included more than just we buy houses right  in here, and I also include our email outreach   template and our phone script to talk to these  cash buyers, get their buying criteria, so you   can find the exact deals that they want so that  they pay the largest wholesale fees possible.   All right. Now, also in here, as you can see, it  says call. You can find the person's phone number,   give them a call right now today, and that's what  we really want. If there's just an email and no   phone number, then we need to email them to get  their phone number to have them call us. If you   already have their phone number, guess what? Don't  slow yourself down. A phone call is better than an   email. So now you can go ahead and give them  a call, exactly, and we'll cover that script   so that you know exactly what to say to them. Now, I'm not just interested in finding one cash   buyer because you need more than just one cash  buyer. Let's say this cash buyer is out of town,   they're busy, they're on vacation, they have  too many projects, so we need to find multiple   cash buyers. So let me go back to all the  listings that came up when we typed in,   "We buy houses." So let's look at this other  one. "Cash buyer seeking two to three houses."   Now we could see here, "Hey, we're a motivated  couple looking to buy homes for cash in Nashville   and Memphis. So if you're considering selling  your property, we're interested." All right,   some other information. And it says, "Ask for  Rob." So if you click here where it says show   contact info, you'll be able to find their phone  number and then also you can email them too.   I always like to email and call if we have their  phone number. If you just have their email,   just give them an email. I like phone calls,  texting. Anything you can do, any type of medium   to get in front of them, the higher likelihood  a cash buyer is going to get back to you on or   quickly for your deal. All right, let's look at  this other one. This is a funny one. "Cash reward,   dead or alive." All right, so here's  an actual company. What's cool here,   some cash buyer companies are going to provide  a website. So you can go to their website now if   you type that in, and there may be additional  contact forms. So let's say you email them,   you call them, you're not getting through  to them, go ahead, go to their website,   look at their website, fill out their contact  form. So let's go to their website right now.   Okay, they're BBB accredited and there's more  information on here. You can read about them. You   can see if there's example properties that they've  already worked on, learn more about them. Here   are their social media accounts. You can go their  social media accounts, start to follow them, and   get engaged with them. So there we go. So right  now in a few minutes time we found three potential   cash buyers. So if you want to find all the  cash buyers in Nashville on Craigslist using the   Craigslist Trick, just keep going down, keep going  down. And then use the additional keywords and   phrases that are in our download and freebie as  well to find more that slip through the cracks.   Now, I don't just want to show you Nashville.  Let's just say I needed a deal in a big state   like Texas, or I had a deal in Texas and I  need cash buyers now to sell it to. Let's   go to Dallas. All right, so I can quickly show  you how to find cash buyers really in any city,   in any county, any state here. Once I clicked  Dallas, now I want to click Housing. Once again,   include all the categories. We'll  use my favorite search term again,   "We buy houses." Let's give it a run through. So okay, the first one right here, it says,   "We buy houses today, fast cash." There we go.  "Get cash with no hassle for your house. When   you call us, we'll get you an offer in 24 hours or  less. You can reach us." So there's a phone number   right there on the ad. We click Reply on the top  left. Let's see what we get. We have a name of the   person, great, Claudia, and then their email once  again. Let's go to some other ones. Here it looks   like a nice family. It looks like they have  multiple ads, says, "We buy houses," right here.   "Hey, we have cash we'd like to invest in a fixer  upper. Call me if you have a house that you'd like   to sell." All right, perfect. That's exactly  what we want. They're in the Fort Worth area,   which is a part of Dallas, DFW is what they  call it. So there you go, there's another one.   Let's see what else we can find quickly.  All right, so this looks like a good ad.   "Do any of these situations sound familiar:  vacant house, repairs needed, fire damage,   mold damage, divorce," all of these things.  "I'm prepared to buy your house as is and will   pay you all cash." That's exactly what we're  looking for. And I can click Reply, go ahead,   outreach to them. Elijah. So we just found a  few cash buyers, once again, in a completely   different state than Nashville, in a completely  different city than Nashville. And now we can go   ahead and use this for anywhere that you need a  fine cash buyer. So go ahead, give this a try.   Now what I want to do is the next step of this  particular process. I want to walk you through   the email outreach template so that anyone you  find, if they don't provide a phone number,   anyone you find, any potential cash buyer,  you're going to be able to email outreach   to them with the highest likelihood of  them getting back to you and being able   to add this cash buyer to your cash buyers list. All right, now let's cover the Craigslist Trick   email outreach template so you can outreach to  these cash buyers and add them to your cash buyers   list so you can wholesale them deals. So here it  is. "Hi, there. Hope you're having a wonderful   day. I saw your ad on Craigslist regarding that  you buy houses in Nashville." So right there,   enter the city name you're looking at. "I  have access to properties below market value,   and I'm wondering if you're open to purchasing  any of these properties I have for cash. Also,   I'd love to know your buying criteria, i.e.,  what kinds of properties you're looking for   and where you like to buy so that I can bring  you the exact properties you're looking for.   Are you open to having a quick chat, five to 15  minutes, this week to discuss? Please feel free   to give me a ring at," your phone number,  "or shoot me an email back at," your email   address. "Looking forward to potentially  doing business together. Best regards."   And then in the signature, put your name, put your  phone number, and put your email once again. It's   very important in here, see, what we're doing is  we're giving them a phone number and an email,   two ways to contact us back. When there isn't  an actual legitimate email on Craigslist, right,   we hit Reply on Craigslist, remember that masked  email, it's going to send it to their email, but   you're not going to know and they're not going to  know what your exact email address is. So when we   send this initial message with your phone number  and email to them, we're giving them two ways,   once again, to actually reach out back to  you without a masked email address. So very   important. We've done this before and want  to give you the highest likelihood of success   in getting in contact with these cash buyers. Now, the main goal of this email outreach template   that I want you to understand, it's not just to  email back and forth and to be pen pals. What   we want to do is actually get them on the phone.  That's where we're going to develop a relationship   with them and we're going to actually discover  their buying criteria. What do we say once   we're on the phone, because that's pretty darn  important? You'd say, "Hey, there. I hope you're   having a wonderful day. This is Alex with ABC  Homes, and I saw your ad on Craigslist regarding   that you buy houses in Nashville. That was your ad  on Craigslist, right? Awesome. Well, I'm actually   calling because I have access to properties below  market value and just want to confirm that you're   still open to buying properties at this time. All  right, great. Also, I'd love to know your buying   criteria, such as what kinds of properties you're  looking for and where you like to buy. This way I   can bring you the exact properties you're looking  for. Do you have five to 15 minutes to chat right   now about that? Great. Well first off... " Now we want to go into asking them questions   about their buying criteria. Now, lucky for  you, I actually made a whole nother video on   how to talk to cash buyers. We'll put that right  here in the description, and it'll cover all the   questions and the actual script to then go through  all of those in-depth questions to get their   buying criteria. So be sure to check that out. Now, back to here, once you ask them all those   questions and you've checked out that video, now  we can wrap up the call, and here's how we want to   wrap it up. So what we say is, "All right, got it  all. Now, I'll go ahead and definitely keep all of   your buying criteria at hand. Now, the next time  you hear from me, I'll be reaching out with a deal   that fits your criteria. And you can be sure that  I won't waste any of your time because I'll only   bring you deals that actually fit your criteria.  Sound good? Great. And just to be transparent,   I'm investing my own time, money, and effort  in order to find these deals for you. So all   that I ask is that when I bring you a deal, can  you please respond back to me as promptly as you   can just? Because these deals go quickly within a  day or two, so I don't want you to miss out on a   great deal. Sound good? Okay, great. Thank you  for your time. It was great meeting you, and I   look forward to doing business with you soon." And that's how we wrap up the call. What we did   there was we got their full buying criteria,  we established a relationship with them,   we took the server approach. I'm not saying, "Hey,  I want you to pay me money. I want you to buy this   deal in 72 hours." What we're doing is we're  establishing a relationship and saying, "Hey,   I want to find the exact properties that you want  to make your life easier." That's essentially what   we're doing. A cash buyer who's busy, remember  it could be a one-man operation or a company,   you could be talking to a CEO or a VP or  acquisitions manager or a one-man operation   who's probably got a lot going on, so if you make  their life easy and you ask them exactly what they   want and you're telling them you're going to bring  them exactly what they want down the road, they're   going to be that much more likely to want to work  with you and pick up your phone calls because they   know you're not going to be wasting their time. In here as well you've also made it pretty clear   you're investing your time, your money, and you  want them to respond back to you quickly. You're   telling them that is a value that you appreciate.  What I talked about before in this video,   what makes a great cash buyer is one who  is communicative. So we're actually helping   this person out and telling them about  a value that we want them to exemplify   moving forward. So we're setting up the stage  for a sturdy relationship and for a cash buyer   that's going to be responding promptly to us. So that's how we find cash buyers online for free   using the Craigslist Trick. I put everything into  this resource for you, so the script, the email   outreach template, also the step-by-step guide.  Even the link to the other YouTube video on how   to talk to cash buyers exactly, those questions  you want to ask them, it's all in here. So just   go to realestateskills.com/craigslist, and we'll  put all those other things we mentioned, the video   and the link to this, in the description too. We covered a lot today. We covered what is a   cash buyer, so typically a fix and flipper  that's doing multiple deals per month and   what makes a great cash buyer. Someone doing  a lot of deals, someone that's communicative,   someone that's trustworthy, does what they say  they're going to do and has that experience. Those   are all things that we're looking for. And we  also talked about what do cash buyers look like.   They're not some elusive esoteric thing. They're  actual real people, either a one-man operation,   run the whole show, or a company with  multiple employees, CEOs, VPs, directors,   acquisitions managers, assistants. And we now  know that you want to talk to a decision-maker,   someone that can say yes or no for a deal  so there's no roadblocks for your business.   And then we covered how to look at cash buyers,  as financing partners. They may not be in the same   company or entity as us, but we are partners  in business. We want each other to succeed.   And when you have that vision, when you see  that and you see them as financing partners   because they actually bring the financing  to these deals that need to be bought, well,   then we're going to be able to have a mutually  beneficial relationship. You're going to want to   see them win in their business and get nice fix  and flip deals that have a nice profit. They're   going to want you to win. They want to pay you  wholesale fees so you keep bringing them deal   after deal after deal. They'd be smart to pay  you a lot of money. And those are the types   of cash buyers that we want to be working with. Lastly, we went in depth exactly how to find cash   buyers online for free using the Craigslist Trick.  A lot of people are going to tell you how to use   software or skip trades, or send direct mail to  find cash buyers. I like efficiency, and I like   effectiveness, and so that's something I wanted  to share with the Real Estate Skills community.   If you like what you learned in this  video, hit the Like button, Subscribe,   and hit that notification bell because  we're going to be coming out with more   in-depth videos just like this one. They're  going to help you have an awesome wholesaling   and flipping business. So this is Alex Martinez  with Real Estate Skills. I'll see you soon.