The Exact Script That Gets Sellers To Say YES | LIVE 🔴

In 2011, my credit score was 385. Just for some context, 300 is the lowest. I lived, literally, I lived off of Circle K pizza. That's, that's what I could afford. I, I didn't pay my, I had a, I had a one-bedroom apartment and I didn't pay my landlord, like, monthly. I had to try to figure it out, like, weekly, you know what I mean?

And since then, fast forward to now, I've closed over $20 million in wholesale deals. That's real deals. Uh, over that time period, actually, I started in about 2013 is when I discovered wholesaling and completely changed my life forever. And so this show is to help you avoid a lot of the pitfalls, help you understand which tools, tactics to use so that you could be more successful faster.

And I bring on my team. I bring on the people that are running my business, the people that are doing the deals, so that you can see transparently who you're learning from and and the instruction that you're getting, like where it comes from. You could pull the thread all the way back to see why I say the certain things that I say or show you the certain things that I show you. And it's a participation, you know.

We've got uh, we've got Jeff here. We've got Edwin here. Uh, please participate. Put your, put your um, thoughts and questions in the um, comment section in the chat here and we'll get to you. But this is an exciting show. This is one of my favorite shows because this is all about what you say to a property owner once you have a lead.

Okay, so there's three parts to this business. You got lead generation, you've got conversion, and you've got exit strategy. All right, don't overcomplicate it. Each one of those three have little three sub-headers, subtitles, sections, right?

For lead generation, you can wait for wait for leads by building up a referral database and posting a bunch on Facebook that you buy houses and those type of things and just wait for leads. You can buy leads. That's called marketing. You can do uh, PPL, you could do direct mail, you could do bandit signs, you could do PPC, you could do Facebook, you could do YouTube, you could do all those things to get people to call you. Or you can go out there and grind. You can go out there and earn it, right? Which is being proactive, which is picking up the phone and calling people or knocking on doors or making offers on the MLS. That's it, right? That's lead generation over there. Boom, you got it.

Then you got conversion. Conversion is really interesting. This is where the money's made. It's like, you know, I Bo is my nine-year-old and he's, he's learning baseball and it's like he can have the perfect swing, but if he doesn't connect with the ball, it doesn't matter. So, it's the same thing with our business. You can have as many great leads as you want, but if you can't convert them, it doesn't matter. This is where the real skill comes in. Anybody can build build up a budget, raise a budget, get get enough budget to have leads come in. It's when they come in, can you convert them? This is critical. This is where this is the difference between the guys that make millions and the guys that kind of just putter along. They make just a little bit. They barely, they, they, you know, they do a deal here or there, but they can't, they can't quit their job. They can't walk in and fire their boss.

All right. Um, that's awesome. Michael just signed the agreement yesterday with your PPC Zoom with Mike tomorrow. Come on, Michael. I love it. I absolutely love it. Uh, let's see. Hold on. We've got another one. Billy's here. Been listening for a few years now. Lived in VA where I did three wholesale deals, $15,000 a pop. Um, ML passed and wife and I moved to mother-in-law passed and I moved to Detroit for real estate opportunities. I'm now getting back to it. Got DM and Mo Deal Machine and Mojo. Let's go. Go. Come on, Billy. I love it. Circle K pizza. Dimmitri is really bad. By the way, guys, Dimmitri just closed this month $300,000 in deals, all from Belgium. I mean, this guy is an absolute monster. If you do not follow or have Dimmitri Vancamp in your life, you are making a huge mistake.

I'm trying to get him out here. Chad, by the way, I've got Chad um Coulter, who's been with me since 2020, uh coming on the show here to really give us this this this main point, the the all about conversion because Chad has taken thousands of lead calls, literally thousands of lead calls um since joining the company. We got uh Chad from LinkedIn. We looked on LinkedIn. He was door knocking during COVID in July in Phoenix. He was doing solar. He was solar sales and we recruited him over and it's been a huge, I mean, if there's certain, if there's certain turning points and certain decisions that you look back in your business and you're like, this changed everything. That was one of this is one of those huge decisions. Maybe top three decisions that I've ever made professionally is to hire Chad Coulter. And you're going to understand why in just a second.

We're going to really break down how to how to do this conversion and how to take a lead and walk them through the process because it is a process and this is something, it's a recipe. You follow the recipe, you're going to get that beautiful lemon cake that you want to eat. You know what I mean? You're going to get all the ingredients and boom, you've got that beautiful frosty lemon cake. It's zesty. It's delicious. It's sugary. Ooh, it's going to be so good. But that's what we're going to be talking about.

But in conversion, you got pre-qualifying, you've got lead follow-up, and you got your offer presentation. And all of them are critical, and we're going to get really deep dive into that right now. And then exit strategy. Exit strategy is uh, you've got assignments or novation, you've got buy and flip, or you got buy and hold. That's it.

So, let's, let's, let's not overcomplicate this business. Let's decide what your strategy is. Do you want to get rich before you get wealthy? Are you just trying to build up a portfolio and build your wealth slowly over time with with real estate? My philosophy, get a bunch of active income so you can fire your boss. You can, you can do this business at a high level. You get your income to four to $700,000 a year. You, you pay your taxes. You have enough left over to start buying some assets and doing some really cool things. You start building out your team. and you start building out your team and you start to get to the place where you can pull yourself out, work on the business, not in the business, that's where it's awesome. My email is brent@wholesaling.com. Zone brent@wholesaling.com.

But without further ado, please give a warm welcome to Chad Coulter Jr. Chad, >> what's going on, man? How are you? Thanks for having me. Um, >> April, what did how much what did we close in April in in our business? >> Uh, 1829. >> 1829. >> 182. >> I mean, listen, it's only half of what Dimmitri is doing from Belgium, but whatever. You know, we're we're trying here. >> We're trying, right? 1829. Um, how So, that's in April, May. What do we have pending so far? >> So, we have three deals sold for 125. Two are out right now. That should be about another 55. And then I have two more that still have to be dispoed because of probate towards the second half of May. Y >> that both should be in the 25 to 30 range. So right on the board probably closer to like 220ish right now. >> Yep. >> Um that will be sold and closed by end of May. >> When we're getting when we lock these up, we always try to close them as fast as possible, right? >> Yeah. Yeah. What is the What's the percentage that let's say Ryan and Joshua are acquisition managers, they go out and they lock up uh a couple deals this week, which is pretty typical. >> Yep. >> Are we closing that before the end of May typically? >> Oh, yeah. Yeah. And it's funny because uh you'll have to you would ask my wife because she's our transaction coordinator and so she kind of deals with all of the closing side. But it's funny because like certain times like through halfway through the first part of the month, you know, there will be some deals, but Google is weird, right? Um depending on when you're spending your budget per week and what leads are coming in and it always feels like the second half of the month once that 15th hits, you've got like five or six deals that hit on the board and they're all trying to close by the end of the month. So yeah, >> final week is always crazy. I think last week >> uh for the final week of April, I think we had six deals close in three days. >> Yep. >> So it's fun. It keeps you on your toes and you're kind of moving a lot of different parts. Um, >> it's nice when it hits the account. I'll tell you that >> it is >> like, you know, >> yeah, we're trying to close everything as fast as possible. Um, typically our average closing time frame is in that like 17 to 20 day mark probably, but obviously we can do as soon as 7 days, 5 days, you know, three days if it's free and clear and they're ready to move that quickly.

So, for years and years and years, Chad was uh in the junior acquisition role. And I don't want you to think that that means like less than an an acquisition manager. It's just basically Chad was responsible for being in the office taking all the inbound leads and then he would pass it off to Ryan and and then Joshua after the last Joshua has been with us a couple years is uh throwing he's setting the appointments for them to go on. We we are an in-person appointment company. >> Yeah. Um, we have looked at everything from nationwide innovations. Uh, we have looked at expansion into a lot of different areas in Arizona. We looked into different markets. We always kind of came back to what we enjoy and what we're really good at, which is in-person appointments here in Phoenix. Not to say that that doesn't evolve over time, but that's what we do. So, Chad would I believe if you're going to be out an appointment, somebody needs to be in the office. taking these inbound leads all the time and then playing quarterback and somebody's got to be in the streets at all times. It's worked out really, really, really well for us on a local business. All right. And so Chad has t how many how many leads over the last six years do you think that you've talked to? How many property owners? >> Uh over 10,000 probably. I mean we've done >> I'm gonna ring the bell for that. Yeah. >> And probably close to if not more than 500 deals, maybe 450 deals, I'd say. >> Yeah. More than that. >> Yeah. >> Yeah. >> Yep.

So, Billy's already thrown out. I'm going to start guys. I want to interrupt this whole process. I don't want this to feel like we're stand professor standing up in the in the front of a classroom just like speaking to you. I want to speak with you. So, throw your questions in here. Here's a question with Billy. What are your favorite anchoring techniques? I find myself giving five to 10K under where I need them to not scare or insult them and instantly regret not saying a much lower number. So, will you will you explain what an anchoring technique is, Chad, and then go into your thoughts here?

>> Yeah. So, let's say Brent, you wanted to sell your house um and let's just say that your asking price was $200,000 for the property. uh anchoring technique would be setting a soft extremely low price for an offer per se to the homeowner that will lower their expectations but then also have give you enough room to negotiate up if you need to. >> Sure. >> And so Billy, uh I think if you're only offering under 5 to 10K where you need to be, uh you're doing yourself a disservice. You need to be much much lower. And the way that you are able to do that uh respectfully to the homeowner is in the discovery phase. >> Yep. >> Building an incredible rapport and trust with that homeowner. I can't talk to Brent on the phone for five minutes and then expect to anchor him 60K under what you're offering and 30K under where I need to be with him potentially like staying on the phone with me. He would probably say screw you and hang up, right? >> Yep. >> It needs to all come from the introductory phase. Needs to all come from the rapport phase. You asking the good questions, active listening, figuring out their goals with the property and the sale. Um, and then providing that service uh with those goals that allows you to open up a much much lower offer towards the end when you're really getting into the nitty-gritty.

>> And how do you how do you deliver that? So guys, this this is really important and I think I'll pull this up just so that you guys can see this because this is this is what we're talking about. This is the process of of making your offer. You know, obviously once the lead comes in, there's an introduction. And then number two is discovery. What I should do, Chad, with this graphic, and Luke will Luke's on here. We should just make Discovery like five times bigger than all the rest of them. >> Yeah. >> I mean, literally, Discovery should just like everything else should be like a type eight font and discovery should be like 800 font. >> Yep. know what I mean? >> Yeah. Th >> this is where it's this is where everything happens. >> Yeah. >> This is where you you figure out what kind of offer that you can make and if we can actually if a cash offer is really the best thing for them. >> Yeah. It keeps your business extremely efficient if you can master the discovery phase of the phone call. Um because there's, you know, most of your leads are not going to be worth like cash offers or like in the need of the service that you're willing to offer them and provide for them. And so if you're just if you're not discovering and asking deep questions and really figuring out, you know, what the it is they're trying to accomplish with the sale, if it's just a price thing or if it's different other things as far as like the timeline and convenience go, if you're wasting time, um you're wasting time from spending on the other good leads that you have that are coming in rapidly as well. So, you got to be able to try to to master um that first, you know, 10 15 minutes of that phone call um in the discovery phase uh to really, really maximize your return on on your leads that you're getting.

>> But the only way to do that, Chad, is in the introduction, you have to be able to frame the conversation so that you get permission to ask them questions. Is that right? >> Yeah, very much so. So, how do you how do you do that? Or do you just assume it? Are you just going into it and you're like, you know, okay, well, tell me tell me about the house. Tell me like what like train everybody up like they're coming on to our team. They're going to be an acquisition manager. How do they frame it so that they can do deep discovery?

>> So, I'm going to give you my intro that I would use on every single phone call for the the four years that we did inbound leads when I was on the front line or however long it was. >> Hold on, Chad, before you get into it. Yeah, >> guys, is this is this going to be valuable here? Put it in the chat if you think this this is going to be value. I don't care what you put in it. Just participate. Put in put in there if you think that's Chad going through his exact scripts that he's opening up to be able to frame so that you could do deep discovery and then we'll get into all the scripts on on discovery. Put it in and let us know or we'll just move on to something else. We'll just move on to something else because it's obviously not not hitting with the audience. So, make sure that you put it in there and let us know that we're on the right track here because this is going to be absolut this is going to make you guys a fortune. >> This is going to this is going to be the difference between you going full-time in this business and just staying at like a nine-to-five situation or working at some other working for some other wholesaling company as opposed to working for yourself. >> Boom. Now we're talking. Jeff's in. >> Yeah, >> Andrew's in. Thank you, Andrew. Great to see you, Edwin. Billy. Okay, great. So, uh, put it in. Awesome. Go through it, Chad. >> Okay, William Rafter's in. >> Yes, >> Mr. Rafter. That's awesome. Good to see you, man. Thanks for being here. >> So, anyway, how I would open every single phone call was, "Hey, this is Chad with Joe." >> You see how he adjusted this already? >> Look at the graphic now. >> Yep. >> Discovery is huge. Yeah, there we go. >> That's good. That's how it should be. Yep. >> Hey, hey, this is Chad with Joe Home Buyer. We had just received the form that you had sent over here about the property that you have on Banana Street in Phoenix. Did I catch you at a bad time? >> No. >> No. >> Okay, great. I just wanted to call and introduce myself real quick and kind of get a feel for what your plans are for the property and where you're at in the process. Can you kind of catch me up to speed what is going on? >> Love it. >> Love it. >> Every single phone call, every single inbound lead got that same response. That same >> Wait, wait. Let's let's see. Let's see if you've got it just notched in in in a groove in your brain. Can you do it again, please? >> Yeah. Hey, this is or uh hey, this is Chad with Joe Home Buyer. Uh, we just got the form that you sent over about your place here uh on Banana Street in Phoenix. I just wanted to call and introduce myself, speak a few minutes about the property. Did I catch you at a bad time? >> Boom. No. >> No. >> Great. I just wanted to uh kind of get some basic information about the place and and see kind of where you're at in the process and uh hopefully you can kind of catch me up to speed what's going on. >> Boom. Boom. Got it. Philip's here. Dimmitri loves it. That's it. Right.

And so Chad, here's the thing. So, we're in a very fortunate position and it wasn't a position that I was in for a long time in my career and it wasn't a position you were in for the first part of your career where we're getting these >> super hot inbound leads from Google, right? >> Like we just weren't we were doing a lot of texting. We were doing a lot of cold calling. Uh some direct mail, but most of it was like cold call leads and texting leads for the first couple years of of your career, right? >> Yep. So, ah, I love it. Somebody Hector's here. What about if you're not doing inbound leads, but cold calling them and meeting them for the first time? So, listen, brother. I I'm in your brain, Hector. I'm in your brain. I I got you. So, um, how does it change?

>> Yeah. I mean, but the there's a couple different things and I want to just set the stage real quick. Hector, when you're doing this from a um if it's if it's the first time you're speaking to them on a cold call, you just transition to this once they start talking about their property, they say yes, they do want an offer, and then you go into what Chad's talking about here. So, it's it it flows into it, but let's just say it's a cold call or a text lead that we have coming in from our cold callers or um from the texting platform. How would you open that up? >> Hey Brent, this is Chad. You were texting with my partner Alex about your property here in Phoenix on Banana Street. Did I catch you at a bad time? >> Boom. How about if it's a cold call? >> Hey Brent, this is Chad. You actually spoke with my partner Fran yesterday about your place here in Phoenix on Banana Street. Did I catch you at a bad time? >> Awesome. >> So, the intro doesn't change a whole lot. If >> you're cold callers and the the textters kind of at least filter through some of that for you and getting like one pillar, that intro doesn't really change. Your discovery may and the questions that you ask because with cold calling and texting, there's a probably like a guard up, right? And it's like peeling back an onion. So, it just takes longer. There's more questions. more rapport has to be built um because they have no idea who you are uh on the other side of the phone and they didn't reach out to you. But the intro of the phone calls don't change either way.

>> So if they say, "Well, tell me about your offer. Tell me tell me about your company. Tell me about your offer. I don't I I'll tell you I don't want to tell you about the property until I know who you are." >> Yeah. So if someone said that right off the rip, it would put a red flag up in my head. Um because if they're only worried about an offer, uh and they don't understand that we have a process to be able to get to that offer, uh then not necessarily saying that they're not going to be a good fit because there's more conversation to be had, but I'm going to proceed cautiously. >> Yep. >> Right. >> And so that was that would be where I would say, "Yeah, Bren, I totally understand. And I know that, you know, you reached out to us um or we reached out to you and you and you want to hear that offer, but there's several different key important factors to be able to get you the most accurate offer that we can. Um and a lot of it comes down to the timeline of when you're hoping to move and sell by. Um and then obviously the condition of the home and the things that you've done and and the things that may need to be done to the house. So, if you're okay with it, I'd love to kind of get just some basic information about you and about the place to be able to get you the information that you're looking for. Is that fair? >> Fair. Yeah, that makes sense. >> And then we would go into it.

>> You guys, I'm telling you, you have to frame the discovery. If you just try to go in and interrogate them, it's not going to work. You just go in and you're like, "Uh, well, how much do you want for the property?" Hey, hey, I just got your form in from our website and I was calling you on Banana Street. My name's Chad. Uh, how are you? Good. Okay, great. What price did you have in mind for that? Yeah, >> I've heard these calls, Chad. >> Yeah, >> I have reviewed these calls, Chad. I have like people send me recordings and they're like, I don't understand what's going on with, you know, I these leads are bad. None of them convert. And I'm like, well, send me your recordings. And it's literally that. And I'm like, what is happening here?

>> Yeah. >> I'll tell you a story. It's really interesting. Uh Chad, so I went in. It was a jewelry store in um in San Diego and they just had like they had beautiful watches and Aaron and I are walking around and whatever else and I it was, you know, we're kind of on vacation so I didn't have any watches on. It's like shorts and tank toppy type of walking around. It was it was actually for the Bigger Pockets event. >> And I'm walking around and I go into this jewelry store and it's like, you know, it's kind of beachy. It's not like too foof foo, but I was able to walk in with a tank top and um, you know, I'm I'm kind of looking around and the the sales guy didn't come in and uh and be like, "Hey, what what kind of watch are you looking for? What are you looking for? Can I help you?" All these things. You know what he said? He's like, "Um, hey, what's going on, man?" I was like, "Hey." He's like, "So, what kind of watches do you own?" Ooh, >> right. >> I like that. >> So, he's going with like what kind of And I was like, "Oh, I own I own uh an El Primero uh Zenith. I own a uh Rolex Sky Dweller. I own this uh Brightling. I don't know what this is that Aaron got for me." And um and I own a uh a Porter. >> And oh man, you got great taste. He's like, "Do do you like bigger watches or smaller watches?" I was like, "Uh, just depends." You know, usually most of the time I like bigger watches. I got a big wrist. And he's like, "Oh, let let me show you this. Let me show you this. Let me show you." And I was like, "I'm not I would want to buy a watch, right?" You know what I mean? >> But he was doing the discovery to be able to see what I'm interested in, what what would be best serve me, you know? He kind of threw out a bid for a connection in some sort, you know, to >> of course >> to see where you guys can relate and where he can I mean, that's what good sales people do is they ask good questions and they find a relatable or like like even >> common thread. >> Yeah. Common ground. >> Um, so yeah, that's that's fantastic.

>> Listen guys, I'm telling you, it's not about slick closing stuff. >> I mean, I'll show you the the right way to close. That's what we're building up to here and the thing that you should be saying every single time to really pull out any of the objections. And remember, and I'll show you this here. It's just kind of a preview of what we're getting into into the close. But there's only three main objections that you're going to face. And the first one, if you can't get the first one done, the other two don't matter. >> Yeah. >> Uncertainty, support, and financial. Uncertainty. They don't trust you. or they don't trust that they can't leverage your offer to get a better offer. Okay, >> so number one, >> can I stop you right there talking about uncertainty? >> Let's go. >> I want to talk about a deal that we closed on the 30th in Goodyear and made $31,000 on >> Hold on. Come on. So, that lead came in at 7:45 Phoenix time uh on a Sunday and uh I ended up taking it just cuz I was awake and and was like, "Hey, haven't made a made a phone calls like this in a little bit and I kind of just miss it every once in a while." So, I took it and the nicest lady um she's moving to the Midwest to be closer to family um where her parents are and she wanted to close ASAP, but she had a pen and notebook out and she told me this at the beginning and she was very upfront that she was going to ask lots of questions and she wanted and that I was not the first person that she spoke with. She had several people come out to her home, >> including two of our our other bigger competitors in town, also I buyers, including Open Door and Offer Pad. >> Yep. >> Um, and so she found us on just like a random search term on Google and was like, "Hey, what the heck? I'll give them a call. I'll give them a try because we had some good reviews that she read." So, luckily it was me. I got on the phone with her and we spent 27 minutes on the phone not really even talking about the house. like sure like she gave me probably three minutes of snippet information that the house could use some cosmetic work throughout and that the roof and AC was original. That's really all I remember about the home. But the other points were her and me more specifically asking the good questions, but figuring out like what is most important to her about this sale? I know you're you want to move as soon as possible, but what are you looking for most and what have you had so far from other companies that haven't been able to earn your business? And those are questions that I was asking because she had already spoke to honestly guys like people that typically are sometimes like out >> bit us. So there was something missing for in her mind and in her heart that she just wasn't experiencing from these other competition that we we deal with on a day-to-day basis. So those questions I was throwing out. So we spent 27 minutes on the phone uh before I was able to set up the appointment just going through every single thing. And she hit me with every question you can think of. She asked if we were wholesalers. She asked if we were the end buyer. She asked if we were going to send people through. She asked if we could close on the time frame that we promised when we end up making her the offer. She asked if we were going to lower the the offer at the end of close because she's heard bad things about uh other other investors and wholesalers. She asked if, you know, there was going to be a credit or after the inspection. Like all of these things, guys. So, we didn't even really talk about the house that much other than just maybe two or three minutes of it. It was all just making sure that at the end of that phone call when the appointment was set, a foundation was built so strongly that she trusted me, >> but also trust us to come in as like the fifth or sixth buyer >> and Joshua went out there, spent an hour and a half with her, built even more trust. Didn't get the deal the same day, but the next day >> we ended up getting the deal by offering less than all the other companies because she trusted us more. Guys, do you think it would be a benefit to hear that call recording that Chad just talked about? Do you think you could learn something from that and the way that he responded? Because we have that recorded, right, Chad? >> Yeah. Yeah. >> Do you guys want me to do a breakdown of that on one of these shows or maybe uh make a YouTube video out of it? Let me know what you guys think. Um and uh and and we'll get that because we listen, Arizona is a one part one party uh state. You don't have to get permission to record everything. We record everything. >> Record every conversation, which is really great for for content one, for two, to show that we're legit uh uh actual uh actually doing this business. So, yeah. So, 100% fs. Let's do this. Yep. Okay. I'll make sure that we uh we do a breakdown on that call and and get that available to everybody. Awesome.

So when when she's saying all those things, those are hard those are hard objections. Chad th So what did you respond when she asked you if we're going to wholesale it? >> I told her the truth. I said, you know, and I'm just going to say, Brent, you know, Brent, uh, there is a chance that we would look into that exit strategy. We look into a lot of them. A lot of times um depending on how many projects that we have going on, >> send in a several people into the property and then my higherups kind of make the decision on how we want to exit. But I'll tell you this, >> the number that we end up offering you is a number that we 100% can perform at and 100% going to get it done at. And to be also honest with you, any buyer that has been into your property at this point that says that they are not going to at least explore wholesaling the house is lying >> is lying to you. >> Oh, how'd you come up with that, Chad? >> She said, "Oh, really? I I guess I So, you're saying like that these these other ex buyers and ex buyers in Phoenix, you're saying like so there's a chance maybe that they're not the end buyer?" I said, "Yeah." I said, ' Every single investor looks at multiple different exit strategies when they look to acquire any particular property. So, I'd be lying to you, and I'm not going to lie to you because I want to earn your trust in your business, that yes, it is an exit strategy that we would look into. And because I set up that frame early, Joshua didn't have to deal with it on the appointment. She already knew. She already had the expectation. >> Yep. >> And so, why did she go with us? uh personally because I think that we just built so much trust and so much rapport and we were able to get to a competitive price but you know not above what the other people were offering but because she had a great experience with me Joshua went on the appointment and spent an hour and a half out there followed up with her that night texted her that following morning and then ended up I mean there's just so many touch points >> and those people those are the type of clientele that when you're in wholesaling you're really looking forward to working with and you don't want to screw the bag up because >> right >> those are the people that need you, >> right? And so those people we just we try to make sure like like there's a process and there's never too many touch points from that first call to when that deal is locked up. You want to stay in front of them. Make sure that they know that you're working your butt off to get them the best offer. Um and just kind of instill that confidence in them that they can trust you uh and that it would be an honor to be able to work together. And that's it's incredible positioning, guys. If you actually have a heart for this business, if you actually want to go out there with that servant's heart to help these people out, that's how you do this business without feeling guilty. >> Yeah. >> That's how you do this business without going, "Oh, I'm going to I'm going to just hire some VAS to do the dirty work once I lock this thing up and I'm going to try to beat them up on their price later. I'm going to try to break my promises or I'm going to try to, you know, bait and switch them into, you know, making sure they sign with me and not the other guy. And just don't do it. Just go. If you really have a heart for this business, if you really listen, business, being an entrepreneur means essentially you are making the decision to not be selfish. You're literally giving up your energy and your life and your time to serve the public, to serve people out there, to serve customers. You want to be selfish and live a great life and not give not think about that, great. Get a job, punch in, punch out, you do your role, it's done, it's good, whatever. Right? You want to do that type of thing. You want to you want to just teach people or be a nurse or be a doctor or do these other be a truck driver, be in the in the military, do all those things. That's absolutely incredible. Absolutely incredible. When you come into this space, it's very similar to those things. It's just now you have to do all the parts. It's not just a specific part. And so you got to learn all the skills of the whole entire business, not just your specific role. Okay, that means that you're just expanding the amount of service that you're providing >> and it's incredible. >> It's incred I mean you you you really, you're out there to serve and and and provide incredible value. Now, >> I don't know if I said that right. That might have came out wrong. That might have came out shitty. I didn't mean like I'm not throwing shade at anything. >> Yeah. like any of those incredible uh people, but when you own your own business, you're the one that has to make sure that that your customers are happier. You're not going to be in business for a long time. >> And what do you say? The the money you make equals the amount of value you bring to the community. >> That's right. >> So, >> that's it. Your your your income is equal to the amount of value you provide to the marketplace. >> Yep. >> Yep. Okay.

So we we locked up that what was her situation? Why did she um >> yeah, she um her parents were living in Ohio or Michigan or somewhere in the Midwest and uh declining in health. Um the home needed repair. She had already ripped up some of the flooring um on the first level. Uh and it it just was 2004 original built, no no updates. So that type of home, she actually spoke to a realtor, Brent. uh before she started reaching out to investors and the realtor told her average days on market and that scared her. >> Y >> she she told her about the repairs that would be needed just to even get the home on the market. >> That's >> and she had enough equity. I mean she had owned it since 2004. Refinanced I think one or two times but only owed I think 125 on it. >> Yep. >> We got it for 300 or 305. So she walked away with a great >> Were we the highest offer? No, not no, not yet. >> Wait a second. >> You burped the highest offer. >> That is correct. So, >> you're saying these tough these tough um leads that really want to go through all their lists of questions, you're saying that it's more important for them to get their questions answered and to trust the person they're working with than it is for the price. >> And I asked that question, Brent. I asked her, I said, um, I believe I asked, you know, what what is most important to you about the sale? And she told me, and anytime, guys, that a homeowner tells you this, you know that you're in the green light and you know that you really got to sink into the trust and rapport. But she said, "I won't be taking the highest offer because I'm afraid that there's a chance that they may try to red or reduce the price at the end." >> That's it. >> And I said, "Okay, >> smart, man. >> What was her background? Do you know what she did for like what? >> I don't man. But should I tell you like she had that pen and notebook. >> She feels like a like a former realtor or something. >> She had all questions already written out and it was like she was down my answers and like interviewing me which is good. You want that. >> Yep. >> You also want to be able to like sit in that interview and not sweat >> and be able to like slow the conversation down to be able to kind of build that rapport with your tone of voice. >> Yep.

In a large metro market, I'm looking at list stacking, but I'm thinking going further out to more rural markets may be better for cold outreach with stacked lists. Less end buyers, but less pressure. What do you think, Chad?

>> Uh, I mean, we've done plenty of deals out in smaller markets. The buyer list is a lot smaller. >> Is it harder? >> Oh, yeah. Yeah. >> Explain that. Um, it's harder to be able because in arm and >> Billy's dazzling eyes, the shirt just makes his eyes pop. Look at this guy. >> Jeeez Louise. Save some of the ladies, bro. >> There's less competition, Billy. Um, which is good, but at the same time, less buyers. And so, with that being said, you've got to get deals at a very, very, very deep, steep discount. So, it's harder to sometimes negotiate. How much? What does that mean? Quantify that. >> Uh, so let's just say in Phoenix, we want to like we lock up a deal. Let's just say it's like a 2,000 build home. You're selling it in Mesa for probably 74 75% of ARV. If you decide to go to, give me a small town like uh Sierra Vista, per se, which I'm trying to sell a deal out there. >> Yeah. I have the ARV at like 400 to 420 and I'm getting offers at 50% of ARV. >> Yep. >> Because I mean a lot of different variables, but you're you're it's just so different. You have to get deals at such a there's less buyers, but not only that, the market just moves so much slower and so those buyers are taking into account the interest paying their holding cost, you know. >> Yep. Y no one really wants to walk into a deal where they may it may take 9 to 12 months if they're only going to make 25 to 30k. They want more profit. >> What does holding cost mean? >> Uh I mean you're paying somebody probably interest each month, whoever lends you the money. So whether that's 12 13% um, you know, your utilities that you're paying each month on the property. Uh, so your water, your electric, um, and then like your your closing cost at the end of the day too on both sides as the buyer >> and then any sort of like uh concessions too in this market which is like every every single house has them.

>> What I would say Billy in in my experience and and it could work for big markets, small markets, if you get a deal in a big market, you're going to sell it faster and you're going to sell it for more typically. just depends on, you know, how you h how uh what what price you lock it up at, right? Um, but I would go super sniper on really niche lists in major markets and solve the problems that other people aren't solving. So, for example, like Eugene Latson that was on the show uh a couple episodes ago, he's making millions millions and he's he's coached Chad and I on what he's doing >> on helping people that are behind on taxes because the owner of the property has passed away. And so, he finds the heirs. He finds the the people that can inherit it. He helps them get on title. He helps them go through that whole process so they don't lose their entire inheritance to a tax sale. Okay? Like what what other dude look at this and and I'm not joking. I'm going to show I don't know if he's still on here. He's probably too busy uh counting his his money. Um hold on. Let me see. Uh oh man, flying. Oh, he can't come out. I'm trying to get him to come and teach, but he is literally um record months. He's making 300,000. I don't know if you guys can see that or not. 300,000. He's looking to do 500,000, Dimmitri, from orphaned estates and trusts. What does that mean, Chad? >> Um, >> what does that mean? >> So, they're they're doing deals with with deceased property owners and finding the heirs. I mean and and and literally reaching out and saying you are going to lose your home, >> but here is what I can do for you. >> Yeah. >> Do you want to save and do you want to um cash in on your inheritance or do you want to lose your great-grandfather's inheritance? >> Yeah. But how do you find orphaned estates? How do you find uh probates that didn't go through? You know what I mean? Like that's when you start that's when you start going down different paths. That's when you start going and finding different opportunities, guys. That's what I mean about niche lists within uh your marketplace. And if you just listen, if you just want to go after ugly houses and stack those lists and get deal machine and stack those lists and get batch and scream, whatever, stack those lists, go after them, great. But if somebody can click a button, Chad, >> yeah, >> you're going to have a lot of people that are going after that. And too, sorry that his comment went down, so I can't remember his.

Michael. >> Yeah. Um, hold on. Keep going. I'll find it. I think it was Billy.

>> You said you're Yeah, Billy. You said you're in a big market. Uh, you're in big markets. Your big wholesaling companies and your big investors, they're spending money on PPC. They're doing everything inbound. They don't want to mess with that stuff. They're they're volume. They're volume games, right? They're okay with the smaller deals. They're okay with competing and beating each other up because their brand. Those big companies, they're not willing to spend the hours of research. They're not willing to spend, you know, hours of probate emails back and forth. So, they're okay with the 10, 15, 20k assignments where you can go out and make 200 grand on one single house from finding this type of information.

>> Yep. Yeah. You solve big problems, you you get big checks.

>> Big time. Big checks.

>> They take longer. You need expertise. You need to be able to do more uh research and find the right people to to talk to. But once you have it down, holy cow, one person, you you'll make seven figures a year if you really master it. And it'll probably only be like five deals. H let's call it, let's call it 10.

>> Join the uh join the Rhino Tribe and you can get in the virtual office and they're doing deals like every single day.

>> That's right. Wholesaling.com. We're we're doing these every day. Those guys are absolutely incredible. Uh wholesaling.com. Check it out. So Chad, so you okay, so we've got the discovery.

>> Yeah.

>> And you're going through, you're opening up the conversation. What are you looking for there? Like what's the big like we know the pillars, condition, timeline, motivation, price. You don't even really get into the condition much, right? Or do you?

>> No. Um I want to know why they're selling and more specifically why they reached out to someone like me. How do you how do you figure out what do you ask them to figure out why they're selling?

>> Well, that's why I ask in the be at the end of all of my at the end of all of my intros, I ask, "Brent, catch me up to speed with what's going on."

>> Sure.

>> And so, typically,

>> if a homeowner is motivated,

>> they're tell,

>> Brent, my my wife, you know, just passed away. Um, I just lost my job. I'm really really going through it. And honestly, man, I just don't know where to turn. Um, I can't afford the house anymore. I I want a fresh start. The memories here are killing me. Is there anything that you can do to help? Or, hey, Brent, my my grandpa just passed away. I live in Washington, but he has a house in Phoenix. Um, house has been in the family for 50 years. Like, what what can you guys do to help?

>> Like,

>> so when you say, "Catch me up to speed," they're like, "What's your offer?" They don't say that.

>> No, I don't. No, I mean some

>> I don't remember a call I don't remember a call because Jackie sends me three to five calls

>> Yeah.

>> a day to review. I don't remember a call when somebody has

>> uh responded that way.

>> No. Yeah. I I I never got that. I never got that. So

>> So they just open up and they're they're telling Okay, so they're getting the wire. So catch me up to speed.

>> Yeah,

>> guys. Write it down. Write it down. Make it part of your normal language. And this is this is stuff that you and I

>> Hey, would you consider an offer? A cold call. Would you consider an offer on your property? Yes, we're actually thinking about it. Okay. Amazing. Well, can you catch me up to speed?

>> Yeah. How long have you been looking to sell? That's something I also like for the cold calling and texting is because when you're doing outbound, anybody can pick up the phone and call and like if someone were to call me about my house, be like, "Yeah, sure. What's your offer?" Right? but asking better questions of great Brent, thanks for taking the time to speak with me. How long have you guys actually been thinking about selling or or where are you at in the process? That really will kind of set up the frame for how the rest of the conversation may end up going because then you can really kind of hone in on like what their timeline is and and if they're serious and if they've made that decision that they're going to sell. And that question right there is the like golden nugget of every phone call.

>> If they if they've made the decision or just how long have you been thinking?

>> If if they've made the decision that they are going to sell.

>> Yeah. They have to be 100%.

>> Yeah. And if not, you're just wasting your time.

>> 100% of the time. You're wasting your time. If they've not made that, that is what a lead is by definition. Wholesaling Inc. definition 101. What is a lead? Somebody that's already made the decision they're going to sell their home. That's it. You doing a deal over there, Chad?

>> Uh, I got somebody walking this year. I visited house here in 15 minutes. He just let me know. He He'll be five minutes late.

>> Are they organized?

>> What's that?

>> Are they Are they organized? Are they ready to rock?

>> I sure hope so.

>> You You've got the Is it vacant or is it occupied?

>> It's vacant, but the son who inherited the house is meeting him over there. So, we've got them all prepped and ready to go with instructions and everything.

>> All right. Good. What What What did we lock that up for? What do we uh What do you think you'll get it sold for?

>> It's at

>> You put it out bananas. You put it out at a

>> Yeah. Yeah, I did. And and the feedback that I'm getting from people locking it is helpful. I I got We got it at 175. I put it out at 2299. Um and I'm getting up

>> Yeah. Yeah. I went big, but I'm getting feedback that the place needs everything, you know, plumbing, electrical, everything. So, I'm getting offers in the

>> Did we not know that?

>> Uh, no. No, the sun didn't because the sun inherited it. Again, guys, so a lot of times when you're having these phone call conversations, it's it's important to get feedback from buyers because if you ever get put in a position where you have to potentially, you know, talk about a price reduction or a retrade

>> and if the homeowner didn't know this information, you can bring this feedback back from the buyers to the homeowner.

>> And that is a legitimate reason why you may need to lower the price.

>> We didn't get pictures of it. Uh we had like nine before we locked it up. So it was like

>> Yeah.

>> Was it from the owner?

>> Yeah. Yeah.

>> Will you explain like our process for the virtual deals that we do?

>> Yeah. So a lot of times guys

>> and guy by the way Chad if you're like do your thing live here. If people are blowing you up and you're doing that, I can I can fill in the empty space if you if you need to uh

>> to text somebody back or call somebody or organize.

>> Okay.

>> For virtual deals, we just try to negotiate extremely low. Um but like Ryan and Joshua will probably like call me or like hit me in Slack asking me to look at a house before they try to make a closing call. and we'll I'll comp it for them and I'll give them like what I think it sells for, but typically if it's virtual like minus 10 to 15K what I think it sells for and then I'm telling them that price so that way they can go in and try to negotiate harder. You'll find with acquisition guys that a lot of them they have more in them but they're very much order takers and so I could tell Ryan like a 50% of ARV value price and he'd probably go get it. But if I told him like hey offer 70% he'd probably you know be around there. So you

>> Yeah,

>> you got to push your guys. And he'll kill me if he heard me say that.

>> I mean, you gota you gotta tell him a lower price.

>> Yeah. That's how you get bigger assignments. Yeah. Bigger assignments.

>> Yeah. So, here it is. Um tip for acquisition managers. Lie to them.

>> Yeah. And I learned that from Jeremy Thornberg. So,

>> I know.

>> Well, you bet. You've played both sides, right? So guys, Jeremy was our disposition manager for years and years and years. Wanted to go and just do his own flips and and have just a a more um relaxed lifestyle. And um and so Chad Chad took his place, went from the acquisition side, which you had been doing for four and a half, five years, and transitioned over to selling the deals. So Chad's seen both sides of this thing.

>> Yeah.

>> I mean, it it's absolutely incredible. And so he knows he knows now why Jeremy was doing some of the things that he was doing.

>> Yep. So I'll give him a price range and then typically they will just go ahead and lock up the deal if that seller is ready to make a decision. Y

>> and after post contract they'll set good expectations about access and pictures and then my wife uh Aaron will have our one of our photographers or runners go out there and take pictures. And then that's when we can typically match like the information that the homeowner gave versus the pictures that come back. And they're good pictures, right? 50 pictures usually, a video walkth through. And then depending on the feedback that we get, we may have to go back and try to retrade. But it doesn't happen very often if our guys are getting deals at a pretty deep discount.

>> Yeah,

>> definitely sounds like Jeremy. That's right, Ryan. That's right.

>> Ryan Santos, incredible uh rhino there out of California.

>> Yeah.

>> Awesome. Okay. So, you're you're getting the reason why they're selling and you're getting the timeline and you're making sure that they have absolutely made the decision they're going to sell the property.

>> Yeah.

>> What else do you need?

>> So, after I get through why they're selling and when they want to sell and like potentially like when they're hope like when that like kind of fine line is as far as I'm making a decision, I'll say, "Okay, great. Brent, thanks so much for catching me up to speed. Now, tell me just a little bit about the house." So, it's a transition. It's a flow. It's an easy transition. Tell me a little bit about the house. On on online, I'm seeing it has three bedrooms, two baths, 1,200 square feet. Sound good? Great. Okay. Do you have any idea how old the roof and AC was replaced? Uh, blah blah. Okay, great. Any updates that you've done over the past 5 10 years cosmetically? Uh, blah blah. Great. Does it have solar? No. Pool? No. Okay, cool. And I'm kind of moving on, right? I don't really care about the condition. I mean, I do because it does impact the offer, especially if it's really beat up. And if it is beat up, then I'm going to like really emphasize the overdramaticness of it being beat up because it kind of is starting to lower their expectation. But I don't stay in the condition uh pillar for more than three minutes. Y

>> are you pulling up details on your computer when you're talking to them? Guys, if you if you're not on your local MLS or PropStream or Zillow, Redf Fin and analyzing the deal as you're on the phone with them, you were doing yourself a major major disservice because that's one thing that I started to do early when I started taking phone calls and learning the business and learning what Jeremy was sending comps at, learning what he was selling deals at, is I wanted to get to a point where if I got Brent on the phone and we're 30 minutes in and he's ready to dance. Like I don't need to to hang up to go to Jeremy to and call him and say, "Can you give me a comp real quick? I know my numbers are going to make sense. I know Jeremy's going to be able to sell it." And so I did that within probably a year or two of doing this. So every single phone call that I would make, I'd have the MLS open up. Every single one.

>> Now, what happens if you see that they bought? This is this is always the uh the pin that pops the balloon on one of these calls is when you pop it up and they bought it after 2021.

>> Yeah. Yeah. This is where you got to get real honest with the homeowners. Okay. I can see when they bought it. I can see what they bought it for and I can see what type of mortgage they pulled out. So, let's say Brent bought it for $350 and he like most people did put down $3,500. I'll ask him, we'll say, I I'll do my intro. I'll figure out why they're selling because it's always important to get that data for our PBC side um for profiles, see if there's any struggle financially and this and that. But then I'll say, "Oh, I'm sorry. Hold on, Brent. I I see that you bought this house in 2021. Is that right?" Okay, great. Um, well, I have to be honest that a question that I have for you that's really going to kind of dictate whether or not you even have enough equity for a home or for a cash offer here is like, what do you still owe on the mortgage? And oh, I owe 335. That's a bummer, Bren. I'm sorry. Um, I'll be honest. I mean, I bought my home in 2022, so I'm kind of in the same position as you. I bought it a few months later. my home was worth less than what I what I what it was after I bought it

>> because rates um where the market is and what your home is worth now versus what you owe on it. I I I can't make you a cash offer. And the only way that you would even potentially be able to break even is if you listed the house. We have a great realtor, her name is Stacy. Is there any way that I can connect you guys? And then I'm three minutes on to the next lead. Guys, every lead that we send to Stacy, who's an incredible agent here in town, we get a 50% referral fee. The only way you can get a referral fee is to have a real estate license. And listen, I know you guys want to run and gun and do what you want to do. I'm just telling you, if you get a real estate license, you have it is so much easier. This business is so much easier in my opinion because you get access to the MLS. Okay, if you're in a non-disclosure state and you don't have a license or at least access to the MLS, what are you going to do? Like, it's insane. So, make sure I mean you could you get access to the MLS. All right. Um, everything that is retail, anything that is like agent work, buyer seller, you can refer to the agent, get 50% So, we've got passive deals closing every single month from Stacy that's giving us I mean 5,000 10,000 $20,000 a month just just giving her all of these referrals for people that bought after 2021.

>> Yeah.

>> Or the people that just don't or people that just have nice houses.

>> Yep.

>> Chad, here's the other thing. How many times have people called up that bought after 2021 and said, "Hey, um, can you just sub to it?"

>> Yeah, I I I have had that, guys. I've had several people uh call to ask to sub to it, and we don't we don't really mess around with that anymore, but yeah, I mean, people will call.

>> Well, I mean, it's not even that, Chad. I would I would I would buy a sub two for myself.

>> Yep.

>> If the interest rates right.

>> Yeah. because I know that I could take care of it. I know that I could do all everything that I could do the whole checklist of making sure that I took care of and and really respected the the credit of that other person. Again, I opened up the show, guys. I had a 385 credit score. I know what it's like to have a terrible credit score. I know what it's like being an adult and being locked out of the financial world. I do. So, I mean, like I I could really respect that. That's not a thing. But if you're not getting like two or three or maybe 4% interest rates

>> Yeah.

>> it just doesn't it doesn't make any sense.

>> It's like any anytime after like what April of 2022

>> that's it.

>> Those those houses are you get on the phone with somebody that has no equity that has an interest rate of like 7.25 because they put they got a VA loan and didn't put a single dollar down. It's like sorry sorry Brent. I'm telling you, and mark my words, in the next couple years, there's going to be a tremendous amount of short sales.

>> Yeah.

>> A short sale is where you negotiate with the bank to take less than what's owed so that you can sell the property. And it and watch, Chad, it's not going to just be the people that are in default. It'll be the people that can't sell their properties because they have no equity. and um and they could they could prove some sort of financial hardship to the banks and the banks will take less because the bank trust me it's a lot better for the banks. They'll look on their on their all metrics and algorithms and they'll be like yeah doing doing short sales on x amount of properties per year is going to be smarter than missing you know whatever a year's worth of paper.

>> Yeah.

>> Seriously.

>> Yeah. And you're seeing it now already. I mean, especially in like outskirts of Phoenix and the Maricopas of the world and the Cassagrands, the Florences, the Koolages that when like in 2020 and 2021 and early 22, like the values skyrocketed and then it's like the outside suburb that when the rates popped up, like the values I was just looking at a PMAX deal or lead that came in yesterday and was talking with Jeremy about it. I was like, it's crazy because that house is worth 425 in 2022. Y

>> and now it won't even sell on the market at 270. Isn't that crazy?

>> Yeah. Crazy. Crazy. So, yeah, those people are in trouble for sure.

>> Short sales. Yeah.

>> It's going to be an interesting technique and we'll see what the banks how the banks are looking at short sales because typically you can't just be the buyer on it and negotiate it. It's a conflict of interest and they want it they want the property to be put on the market to get a to get a um competitive bid for what somebody would really be willing to pay before they'll do a short sale. But it's going to be really interesting in the next couple years. For sure. For sure. So, okay. So, you've got all that, you've got uh the reason why they're selling, you've got when do you get into like the real goal, the real nitty-gritty? How do we get past how do we really peel the onion and get to the deeper levels of what they're really looking for with price and how they make a decision with who to sell to.

>> So after condition is kind of where like the the real real fun begins, right? And a lot of times people kind of stray away from this part of the conversation because it's kind of uncomfortable. You don't want to overstep. uh you may just not really know what the right questions to ask or how you can even get to the the point of really figuring it out. But a lot of times, you know, after they kind of give me the condition and if I know for sure like it's a a prime wholesale opportunity or wholesale appointment, I'll ask about first thing I'll ask is, you know, Brent, tell me real quick, um because it looks like you bought it in 2004. Do you still have a mortgage on the place or is it fully paid off? Oh, you owe 100. Okay, great. So, with all that you've told me, Brandon, kind of with what your goals and and and what you hope to accomplish with the sale of the home, like how much are you hoping to put in your pocket once the mortgage is paid off at the end of the day? And a lot of times they won't give you a number. It's kind of normal, right? They're not going to they're not they don't want to I mean, some will, but most won't because they don't want to just give out their number because then they're kind of feel like they're negotiating against themselves.

>> Sure. So, they may say, "I don't know, maybe I have a number, but um I don't really want to give it to you." I get that a lot. And I'm sure if you guys are making calls, you're getting the same answers, right? Um I have a number in mind, but I don't want to give it to you. Why is can I ask why? Is there a particular reason? And they'll give you some BS answer, and then I'll kind of move on, right, from from that price aspect. Then I'll ask them what type of research they've done, right? Um, have you had a chance to kind of look and see what other homes have been selling for in the area that have been fully fixed up? Um, and a lot of times, believe it or not, they don't do research. They don't know

>> and they or they may just look at Zillow, right? Let's say Brent's house says 350 on Zillow. Well, here in Phoenix, and I use I use this all the time in my negotiation, the Zillow price is like 99.9% always lower than what the ARV price is. Again, Zillow price in Phoenix and in Arizona most of the time is lower than what the true ARV of the home is. But if they're using their market value, property price as the Zillow price, I've already built in 30, 40, 50 grand of equity when I'm negotiating. And so I'll ask them, I'll say, "Okay, so you're seeing, I assume, 350 for the house." Um, they'll say, "Yeah, okay. So, typically we will take that price, and what an investor does is figure out how much we need to put into your property for it to be able to sell to that price, right? And then of course there's other costs that are included for us, but we've got to be able to make a profit at some point in time or else we just can't buy. It doesn't make sense financially. So with that being said, to be able to get the speed and convenience of the sale, to be able to kind of accomplish A, B, and C of what you told me earlier, what type of cash offer are you looking or would you feel comfortable taking at this point?

>> So they don't want to give you the price initially. They've got the force field up. They're sitting across the table from you and you're just scooting a little bit around the table. You're scooting. You're showing your cards a little bit. You're explaining the the process. You're trying to get them like, "Hey, listen. I'm not here to like steal your house. No,

>> let me just explain to you the process of the way that we look at this and see if it aligns with what you're trying to accomplish."

>> Educating guys. I mean, remember, it's a win-win situation. You've got to win as the investor and they've got to win as the homeowner.

>> Yep.

>> Or else it just doesn't make sense. And so your questions in the process along the 15 20 minutes will determine if you guys can be a good fit. It's like

>> you guys better rewatch this. If you're listening to this on the podcast or you've got a airbud in your ear and you're on the treadmill or you're walking the dog or driving or whatever, you better pause if like wherever this is at. This is like I don't know a hour and 3 minutes in. You better pause that and go back and listen to what Chad just said. Like how many years did it take you to get that polished at that part?

>> Probably four. Three or four.

>> Yeah. I mean, shoot. I I think the the thing and you'll probably agree, the the turning point in like my advancement of being on the phone and being comfortable asking these conversations or asking these questions and having these conversations is when I started my support call in the Rhino tribe and that was 22 and I was calling in front of a lot of you guys that are probably on here or that will end up watching this.

>> And when people you you have eyes on you and ears on you, your game elevates. If you're a competitor, your game is going to elevate and your bad call. So I I would do that for two hours a day um for two years straight. And that really really gave me confidence that if I could call, you know, whoever in front of 20 other 30 or 40 other people like like I I know I can do this and I know I can do it well.

>> Yep. Guys, wholesaling.com we have how many times are you on there?

>> I'm on once a week now. Um on Wednesdays and along with Ryan, too. Our acquisition calls are on Wednesdays. Yep. Yeah. Absolutely incredible. Uh, okay. So, you're going through that, guys. Check that out. wholesaling.com. You're you're you're getting through that whole process. Do they typically give you a price?

>> No.

>> A range?

>> Uh, it's it's a better percentage than it is when the first time you ask, right.

>> Sure.

>> So, you got let's just say they at at the beginning they may give you like 10 to 20%, maybe they'll give you a price. When you get to that point, once you educate them and understand like, you know, how it is, maybe it's up to like 35.

>> Yep.

>> If they don't give me a price, here's my final kicker. And this works, guys, 75 plus% of the time. Look, Brent, I understand. I know you don't want to give a number, and I know you don't want to negotiate against yourself. I'll say this. Um, but let me just make this very clear. I am not asking for your bottom line. I have finance guys that run numbers all day long in their cubicles and if I don't have any sort of like ballpark figure to bring back to them, they are going to put together an offer that works best for them. And that's not my goal. My goal is to be in your corner and to try to push them to something that could make you happy, achieve X, Y, and Z that you told me about in the beginning. So again, I'm not asking for your bottom line. I'm asking for a number that you or a range that you would feel extremely happy about. And at that point, that's like 75%. They'll at least give you a number to work with.

>> 75%.

>> Yeah. I mean, you try.

>> What do you do with the other 25? You just throw it to Ryan and Joshua.

>> Yeah.

>> To figure it out.

>> Yeah. I mean, there are that's that's the 25% that literally say, "Yeah, no, dude. Like, come out come out and see the house and give me an offer." Right.

>> And that's fine. Like, we'll we'll take that if the motivation is there, the timeline is there. We don't we're not we don't discriminate on price. We don't discriminate on not having that information and I'll just say, "Okay, great." You know, um you kind of know what to expect. I'll have Ryan come out this afternoon and um and then that's really where he excels is those in person and right in front of his face and he makes people probably uh he's just he's suave, dude. Like he can get anything out of you if he's in person.

>> Oh yeah. Yeah. He's just a natural like his his vibe, his literal vibrations are just your instant like comfortable with him.

>> Yeah. Yeah.

>> Yeah. Howard asked. So Chad doesn't act as the end buyer. He acts as someone who works at the company. Correct.

>> That is correct.

>> That's what he is.

>> Yeah.

>> Chad is not the end buyer.

>> Yeah.

>> Chad has bought his house.

>> He does not buy the houses for Joe Home Buyer Arizona.

>> Right. So that's us. And so yeah, listen, you know, there's a lot of different debate on the whole um you know, I got to talk to the finance department. I got to do that. We literally do.

>> Yeah,

>> guys, we look at every single one of these deals. Are we going to buy this? If we bought this, are we comfortable at this price?

>> That's the way that you have to look at this.

>> I am telling you, there's a filter. There's a filter in this business that goes, "Okay, if I had to buy this deal, what price would would I buy it at?" That's the number one filter. If I had to go raise funds, if I had to go and get hard money, if I had to close on this deal, because here's the power that it gives you guys. If you know you're locking it up at a price that is a no-brainer to you, a cash buyer has to convince you with their

>> communication, effective communication, with their $5,000 earnest deposit and with the amount that we're going to make on the assignment fee to convince us not to close on it and make profits by just buying it and selling it.

>> Yeah.

>> Okay. When you're in that position, you've got the big

>> cojones,

>> you you've got the confidence that you don't have to get pushed around by these buyers. That's the problem a lot of times. And this is certainly what happened with me, Chad, is I would lock up deals early on in my career and I'd be like, "Oh, please, please, please, please, please, let be the right price. Please let me be able to make money on this. Please, please, please, please." And I had been an agent for eight years. I'd been a real estate agent for eight years. I've been comping properties for eight years. I had bought at foreclosure auctions uh for three years. I had done my own I had done a hundred flips

>> and I was still like, "Oh, please, please, please, please, please, please, let me make sure that that that that I could sell this to somebody else."

>> And it was just the wrong approach because I would average 12K in assignment when everybody then people would sell it to their buyers and they'd make 20. So, I was locking up deals that should have been 30,000, 40,000 to me and Aaron and Sheamus and Bo

>> and take it home to my family and I made 12 because I didn't go in there with that confidence that like, holy cow, yeah, if I had to close on this, I I would buy it at this prop at this price. It is so important to do. So important to do.

>> Yeah. Um, Andrew says he's gonna lock himself in his office and go through this video with a fine tooth coat. I'm telling you,

>> I appreciate it.

>> I am telling you, like Chad is absolutely phenomenal. Chad is absolutely phenomenal. The anybody in the Rhino tribe that's in here, give give Chad some love if he's helped you out over the years because Chad's been again, you've been doing you've been doing a weekly call for four years now.

>> Yep.

>> I don't pay Chad for it. I mean, I pay him in compliments, you know what I mean? But but Chad will attest when when you are doing it in front of an audience, when you're doing it in front of people, you improve faster.

>> So much faster.

>> Yep.

>> So if you want to you want to get better on the phones, find yourself in groups where people can listen to you,

>> critique you, um give you advice, uh and then can like honestly just grade your your material that you're putting out.

>> Yep.

>> Yep. So guys, intro, set the frame, discovery, go deep, go deep and really understand what is their goal, when do they want to accomplish that and who in their mind is the right person to work with. You figure out those, you're you're in a really great spot. And guys, by the way, it's not always going to be you.

>> No,

>> you're not going to bat a thousand. I'm just I'm just

>> I love these baseball analogies. I'm getting into it, Chad. Like

>> Yeah. Like Bo's hyping me up with this whole baseball thing. He hit a triple on uh last Friday.

>> And I'm telling you, I lost I lost what was left of my voice. I just got my voice kind of back today.

>> It's interesting. Um, that's awesome. Jacob's here. Yep.

>> I've learned from that guy. Jacob knows the rhino. Jeff knows. Love Chad's calls in the tribe. Cool to watch him go through the MLS and talk to sellers. Yeah. Yeah. I mean, he's dispoing live in our group. It's incredible. Um, and then guys, you you you tie all of those things in discovery to the benefits of working with us and our offer. Okay? You don't want to do all the benefits of working with us and our offer before you go through discovery.

>> You're wasting your time. This is a system.

>> Yeah.

>> This is the the the path that you go down. Okay? You can't run the 14th mile of a marathon until you run the other 13. It's not a book. You can't just skip chapters.

>> Okay. So, intro, discovery, benefits. We're tying it all together. And then we break down we break down on the actual purchase agreement all the things that we've agreed to. Remember guys, the purchase agreement is just a written declaration of the relationship that you put together during this process. It is the agreements that you have been put that you put through in this process. That's all it is. It's just a declaration of our relationship between a buyer and a seller. And so, how are you? Oh, I'm going to just send blind offers to sellers that you've never talked to and you don't even know what they want. They don't even know if this will be a benefit. And then, this is what I really love. I love going through this. As you're going through the purchase agreement and you're going through all of it and you're talking to them about all of their goals that they want to accomplish and the benefits of how you can accomplish all those goals,

>> ask this these two questions and really tighten it down.

>> Do you think this will work for you?

>> Do you think this will work for you? You're going through the purchase agreement. Do you think this will work for you? Yes. Like you're 100% this will work for you. Yes. Great. Then you sign the agreement. Then they sign the agreement. Do you know what happens when you ask this question? You want to hear a no. I mean, you don't truly, but the you you don't want them to ghost you. You want to know if one of these three objections is going to sour the deal. Uncertainty, support, or financial. Which one of these? You go. Are you 100% this will work for you? Yes. Okay, great. Let's I'm I'm ready to to commit to this. Sign, sign, sign. Here you go. Oh, I can't sign. I need I I need to think about it.

>> Right, Chad?

>> It happens.

>> Oh, I need to I need to have uh I need to have my brother review this.

>> Yeah,

>> you're telling me now?

>> Yeah.

>> I need I need the attorney to review this. You've already gone through all this stuff. You've given them the benefits. You've broken down your purchase agreement. you've handd delivered it to the property owner and they hit you with one of these three things.

>> Yeah, that that support one's really big. Really really really big in in the discovery phase, especially when you're dealing with different types of of property owners in different situations. Um, and for example,

>> if you don't do it, it's going to pop up when you're trying to close.

>> Yeah. If you don't do it in the discovery, it's going to pop up when you get to this point right here in the closing section.

>> When you're going for that close and you didn't do the discovery right, it's going to pop up and it's toast. You're toast. I'm just telling you 98% you're toast. And the support one in my opinion is I mean the uncertainty, yeah, that can be big for sure if they like just kind of get a bad feel from you, but the support one is the easiest out for a homeowner. It's the easiest out.

>> Um, and so you have to be able to get that in your discovery phase of like like you have here, family, spouse, attorney. The attorney is a big copout for a lot of homeowners. The wife's a big copout. I inherited my dad's house. I got to talk to my two siblings. So before you even get to like your offer, yeah, you know all of that stuff. So that way you have the ability to speak with potentially them too or get on a Zoom or meet for coffee, whatever it may be.

>> So that way they get all their questions answered. They're caught up to speed and you can kind of lead that conversation.

>> Yep.

>> Will you be at the June meetup? Howard wants to know.

>> Both days.

>> Rhino Tribe June 11th and 12th in my office. It's going to be absolutely bananas. All everybody will be here. Uh Chad and Ryan and Joshua and Jackie, everybody will be here. Aaron, it's going to be absolutely phenomenal. Day one tax default mastery, the stuff we were talking about yesterday, Chad.

>> Yep.

>> How how much money do you think people will make from that training?

>> I mean, shoot, millions. If they take it and use it,

>> I mean, realistically, like just implementing it in the next 12 months. Uh there is no reason that they probably couldn't make 300 plus thousand.

>> No doubt about it.

>> Yeah.

>> No doubt about it. I'm telling you, just just the first section of the first day is going to be insane. The second is about probate and inherited. I've got Michael Micah Nichols coming in from US lead to give the whole the whole road map on absolutely crushing probates and inherited. How much do you think you can make on that in 12 months?

>> I'm pumped for that day. Yep.

>> Yeah. I'll have my notebook out for sure.

>> How much?

>> Another 300.

>> Yeah. Easy. Easy.

>> And by the way, I don't want to I don't want to ruin the mystery, but like those two just day one of those like the marketing budgets that you would need for both of those processes, what do you think it is, Chad?

>> Is it over 5K a month? I was going to say for both like six potentially.

>> Beautiful.

>> Yeah.

>> Yeah.

>> I mean it's very very very low and very affordable.

>> Uhhuh. And that's to for what what do you think the average deal size on these things are?

>> Uh I would say 50 plus. Yeah. 50 plus. Seriously.

>> Yep. June 11th and 12th. That's right. Um guys, this is uh for the uh Rhino Tribe members in Wholesaling Inc. It's going to be bananas. We're We're doing three events a year and it's going to be absolute insane. I've got stuff that I'm releasing next month that's going to blow. It's going to change the industry in my opinion. I'm going to do something really, really, really big and cool and I'm releasing something next month. It's something that I I should have done a long time ago, but I I was waiting for the right time. I feel like it's the right time right now, Chad. I feel like I I feel like a lot of the fly by night.

>> Yeah.

>> Wholesaling education type of thing kind of filtered out. I feel like the but people still are interested in getting really great deals, offmarket or onmarket deals and knowing what to do with them.

>> I This is going to be it's going to be insane.

>> Yep. Um is the meetup in June open to the Rhino tribe? Yeah, absolutely. You better be here, Jose.

>> Yeah. What are you doing, Jose?

>> Yeah, we'll we'll put out an email to everybody. But and then day two is the acquisition manager train, like the acquisitions training,

>> which is going to be absolutely bananas. This is where Chad and Ryan and Josh are really going to be going bananas. And I'm thinking I can slide in Hugh Boy coming in and talking about how he's making seven figures off of uh

>> AI texting agents.

>> Yeah. and he's going to do a whole a whole training on it so you can just plug it right into your business. Anyway, don't join the Rhino tribe. Don't go to Wholesaling Inc. Don't worry about any of that stuff. Actually, it's going to change in a month. So, don't do it right now, actually. Um, it's well, whatever. Live your life. But it's it's insane. Uh, Philip, yeah, you're living under a rock. I don't know what you're what you're doing. All right, here we go. This Sorry, Randy. I know that you posted this. We went over it earlier and so we'll go over it again. Uh, because maybe you just hopped on, but as a wholesaler, how do you answer the question? Are you going to be buying the house?

>> Yeah, like I was telling Randy earlier about the the deal that we had just locked up last month. Had the same question, same scenario, and I was honest with her, right? You don't want to lie to someone and say, "Yeah, I'm going to be buying the house." And then you can't find a buyer for it. And then have to get into that those weeds. I would just tell her, "Look, yes, ma'am. like we look at a lot of different exit strategies. We do purchase on a lot of our own properties, but depending on how many projects we have going on, we may look at um capital partners. We may look at potentially finding a buyer for you. A lot of different moving parts. And honestly, you know, Brent, any person that walks into your property that's a quote unquote investor would be lying to you if they don't explore all exit strategies when they try to acquire a house. But as long as I can get you the money that you and I hopefully will agree to and perform on everything that I promise you, do you have a problem where the money is coming from?

>> Amazing. Randy, does that answer your question? Like Randy, I don't if they go if they if they've been burned by a wholesaler before, they're an agent or whatever it is and you hit them with that, they're going to understand that. If they don't just be like, "Okay, listen. If you want me to close that window 100%." I'll just make sure it's not on the purchase agreement.

>> Right. In Arizona, we have to disclose this.

>> Yeah.

>> We We've disclosed it before it was even the law, but it it's a statute. You have to disclose if you're going to wholesale a property. You do. And so, okay, well, we'll remove the ability to assign it. We'll close on this ourselves. If if if that gets the deal done, can we if if like I don't want to go in I don't want to give them something and not get anything in return. Okay, great. So, if we were if guys, this is when if then statements are so powerful. If we were like totally get rid of that and you feel 100% confident we're closing on this deal, then can we move forward with this? Can we do business?

>> Well, it just depends on the price and it depends on this or that blah blah blah blah blah. But usually usually when they they do that, you got to build more relationship. You got to build more relationship. And they if they don't allow you to build relationship, they're not going to do business with you anyway.

>> Yeah.

>> So Randy loved it. Randy loved it. Look at that guy.

>> That's awesome. Uh great picture. I use that exact line Chad just said when working with agents as well. Write that down. Come on. Okay. correction. There it is. I was gonna say, Jacob, that's insane. That's not how you spell right. Here you go. Brent, are you a fan of nationwide wholesaling now? I've seen you interviewing a lot of these

Guys, lately. Yeah, Robert, I I'm I'm getting more I'm being better. I I've really dropped the ball on this industry a lot in my opinion, and I I'll take full responsibility when it comes to telling real stories from real wholesalers. And so I've got a I've got eight or 10 real I've got one today with Stephanie Hunt out of Ohio. Um, I had a great one with Jared uh Frankham out of uh Texas, but he lives in Brazil. That um the the recording got all screwed up. But there's there I I need to tell real more real stories and so I've really dropped the ball on that and that's my fault and I'm I'm I'll get better.

Um, but yeah, listen, if you if you do Google Ads and you do nationwide novation, you will make a fortune. Yeah, >> I am I am telling you right now, >> if you can get the novation pitch down and your processes in place and you do nationwide Google Ads which cost between 75 to 125 bucks a lead, you will murder murder.

Chad, why do you think we haven't switched our model? I think about this all the time. >> Yeah. Um, you look at the strengths of your team, right? Um, and I I think we just have really really good in-person people that just crush the the the the industry and the market with what they're doing and they they enjoy it. They they would prefer it in person and they they like to build connection. Not saying you can't build connection over the phone. You can. I do it. I did it for five years. But when you look at who is closing the deals and you look at their strong suit and their strengths, those guys don't want to be on the phone all day. They don't want to be on 60 minute phone calls trying to close. They want to be, you know, at your dinner table getting vulnerable with you. Um, and so I think that maybe that's why we we've just found something that really works for our model. >> Yeah.

Uh, Michael, it's going to be in October and I will have dates, but it's going to be in October. And I'm hoping. See, here's the thing, Michael. Like you can only do so many events when it's 110° outside and make it a good experience for people. And unfortunately Sep I mean from June like literally from June through um mid-October it's it's like the the joke is, have you been to Phoenix during the what what what what's the weather like uh in Phoenix in the summertime? And the answer is, have you ever been cremated, right? That's the that's the that's the saying. That's the joke. And so, uh, it's going to be in October, but it's going to be absolutely savage. I'm telling you. I I've got a I've been lazy. I've been lazy as a coach. I've been lazy as a provider of information, as an interviewer. Um, I don't know what was wrong with me. You go through phases. So, um, it's going to be exciting and I'm going to earn it back. I'm going to earn back the um uh I don't I don't know just just the place that I would like to be. >> Yeah. >> In this industry so that everybody can do a lot better at uh getting deals faster. So it's going to be it's going to be incredible. >> Uh, we haven't posted or sent out emails yet. No. Yeah. That's that's from us. Is Hugh is Hugh. So Hugh is coming. Let me see. Cody, he literally is texting me while he said, "Anything for my coach and hero? Let me check the schedule uh with the misses. If we don't have any conflict, I'm 100% game." Let me know ASAP. So hopefully he's coming in. He's got a really slick system. >> Makes an absolute fortune. And again, under 5K in ad spend a month. So, >> and when he when he started like I don't know when he started 2021 maybe >> yeah, he was he was on my call was like just getting started into the business and 2022 and here he is, you know, four years later just going bananas with his business. So he's improved so much and >> well, he didn't he he learned English from watching TV. >> Yeah. >> He moved here when he was 17. Brilliant kid or guy. Yeah. >> He didn't he didn't speak. Yeah. He's a kid. >> Yeah. >> Like a young kid. I like he's just a super genius. He's he's like AI. >> You know what I mean? Like you prompt him and all of a sudden it's like he knows it. It's it's insane. >> But hopefully he can round out a really, really, really great. And guys, I'm trying to get Eugene Latson. He just had a baby, so there might be some conflict there. So, it might push to October, but I'm trying to get him in um as well to uh to uh work uh with me in the tax default master, but if he's not able to, it's still I'm gonna it's it's sick. It's going to be absolutely sick. So, um, yeah, have him bring the B. That's what I'm saying. Yeah. >> Yep. >> Uh, Chad, final thoughts? Talk to people out there. >> Uh, just really hone in on your processes. >> Yep. >> Um, and >> let me let me frame Let me frame this different because we're just going into like >> Okay. >> I'm just throwing it at you and you're just like coming off the dome with like, >> you know, uh what did you learn most from in this business? Like what really was the thing that that made you learn and get as good as you are? Uh, learn from people that are way better than you. >> Okay. >> And the person that and I give him a lot of credit and I always will is Ryan and I used >> it. A he's gonna get his head so big, dude. >> I know. But >> Ryan's gonna get such a big head. >> If you guys don't know Ryan, you should. It should be a guy all of you guys should know. Um, whether it's getting on a support call or just getting in contact with him. He's one of the nicest guys you'll ever meet. Um, but he is a master at sales and he's a master at active listening >> in on the phone and you can feel it when you're with him in person and how much he takes interest in having a conversation with you. >> So, my social cues, my questions, my responses. We used to meet guys like once or twice a week when I first started and we would go through all of the leads that would come in and he would listen to me make phone calls and that was terrifying. He would critique me. I would listen >> at his house, right? >> Yeah. At his house. >> Guys, we've never worked in the same office. Never. >> Yeah. >> We've never worked in the same office. We've Everybody's worked from their uh separate homes. >> Yeah. >> We don't have a boiler room. We don't have that whole thing. We We We don't 2 million, 2 and a half million, 3 million like yearly income. We We don't uh We don't work in the same office. >> Yep. >> Yeah. Just just learning from him and and I mean he had years of sales behind him and he's just he's a natural born I shouldn't say it but he's just a he's a very good people person and in sales people do business with people that they like and that they trust and you can just feel >> that presence when you're around Ryan and so I just wanted to spend as much time with him and talk with him business-wise as I could and uh we came into it as the same time so he was still learning as well about real estate um and wholesaling and we kind of got into it together both not really not sure what was going to happen. Uh, but both being willing and able and just like locked in mentally to to figure it out and uh, we committed and I think also one of the biggest things in any industry is just being available and and wanting to learn. >> That was something that I just and I still >> I want to make sure that I'm available for acquisition guys at any moment. Um, I'm available for my wife if she has a problem with title. I'm available for Jackie if she has marketing problems. I just I always want to make sure that my phone is on and I can take a call and fix or help whatever problem is in front of me. So, if you change your mindset of just always wanting to provide value um and learn something new every single day, it's like it really is hard to fail in any industry. >> It's incredible. And let me let me throw this out at you. As you were saying that, I was thinking about um the quote, you are the you are the combination of the five people you spend the most time with. >> Yeah. >> You know that quote? >> I do. >> I like this better. I don't remember who said it. Maybe it just popped into my own. I I don't think I'm the originator of anything, so I must have heard it. Um, but you are the five people that you want to be the most like. Yeah, >> you're the combination of the five people that you want to be the most like. >> That to me is more true in in at least in my lived experience. >> Uh, you are the you are the it's not the five people that you're around the most. >> You you are the five people that you want to be the most like. >> And I think that that's really really interesting. And you got to really protect that. And you got to if you have a certain goal, >> you have to look at okay, who's already doing that? You had that goal to be really good at this at this work and so you saw Ryan really good at it and you surround yourself with Ryan and you you know what I mean >> that I think you you it's kind maybe it's a a combination of both you know the people that you want to most be like and you know try to be around them as much as you can. >> Yeah. And just be be afraid to fail. I mean with any any skill like it just takes so many freaking reps. So, you know, strap in and trust yourself and trust the processes that you're going to be putting in place that >> a lot of value will come from it if you work it every single day with anything in life, but especially >> on the phones and sales business. >> Chad, you're the best. >> Thanks for having me. >> Love you, buddy. >> Love you too, man. >> All right, >> guys. Appreciate it. >> Let's give some love to Chad in the comments. He's got to go back to work. He's got to go sell a bunch of deals. Um, guys, I am telling you, one of the best feelings that you'll ever experience in life is making money. It is winning with friends and family. I am telling you if you can get to that place where you're you're you're really a magnet and you can really provide something exciting and you can really have conviction for the things that you do. Nothing is better than winning with friends and family. I'm not I I don't believe in the whole Steve Jobs, you got to be a jerk to everybody and all that. And obviously it's a much different size business so I don't even know what I'm talking about there. But it is it is a great feeling and I do know what I'm talking about there. And so Chad's absolute best. It's it's a blessing. God put him in my life for a reason. His wife too, Aaron. I mean, she handles all our transactions. They're abs they run the business. They're they're partners truly. And so, um, go back, rewatch this. There's so much in here that'll help you make a tremendous amount. And if you're getting value out of this and you're not subscribed, make sure that you subscribe. If you are subscribed to it and you've got, you know, people that you connect with, friends in this business that don't get these messages, don't know who we are, make sure you share it with them, if you if you feel like that's value to them. And that's it. It's the show. I'm Brent Daniels, Mr. TTP, Mr. Talk to People. And I will sign off as I always do, encouraging you, keep your house clean. Literally, just keep your house clean. All right? Protect your health because without that I mean you can't do anything. You're just a dead guy and gal and so protect your health and increase your value to the world and you'll live a fantastic life. Love you guys. See you next week.