Transcription
My five-step process to your next wholesaling deal within the next 48 hours.
Guys, it's Ricken. And today's video seem like we're going to do the impossible. I'm going to walk you through what I would do if I had to get a deal under contract for a wholesale deal. I don't care if it's your first deal, your 100th deal. I'm going to walk you through five steps that you need to do.
Now, we're going to focus on urgency. So, you got to hear me all the way out. So, before I get into it, do me a favor. Make sure you smash that like button, hit that subscribe button, and share this video with someone who wants to learn wholesaling.
So, you want to get a wholesale deal in the next 48 hours. And the whole point of this video is how to create urgency. Urgency is not just something you snap your fingers and it just falls on your lap, on your computer, in your office, wherever you're at. It's something that you have to create and you have to push the pace. And honestly, most people are wildly uncomfortable with this.
Now, there's good urgency and then there's bad urgency. And I'm going to focus on production today cuz I see so many wholesalers get so desperate. And if you mix desperate with urgency, it's really a bad combo because you wind up doing bad deals. So, let's find the formula that will give us the best wholesale deal with the maximum results in the next 48 hours.
Now, you're going to notice there's some techniques I can't use because I have limited time. So, how can I grab that low hanging fruit as fast as possible? Let's get into it.
Number one, I'm just going to tell you right off the bat, you're going to have to open up doing this virtual. So, the reality is virtual gives you more volume. It gives you more opportunities. The downside is it's much harder to learn those markets. Don't worry, I'll give you a fix for that. But if I got to find a deal in the next 48 hours, I can't stress to you the importance of going virtual. It gives you access to 3,300 counties across the entire country. And I promise you, there are deals there. The question is, can you be efficient and can you find deals in 48 hours? And we got to figure out how to do that. So, we have to go virtual.
Now, you can always do local and virtual. It's always going to be my recommendation. I'm going to share a little bit about a both, but a lot of this video is going to be focused on how to attack this virtually because 48 hours is not a lot of time. We have to get traction. We have to get leads and we got to get deals. So, I have to open it up because if you did this in your local market, you're going to run out of leads and it's probably not going to work in 48 hours. It's just the truth. So, virtual marketing, make sure you're open to it doing it. And today, with all the technology and the software, it's never been easier in my opinion, especially in 2026.
So, once we open up virtual, we're going to go attack the list that we we know are going to have the lowest hanging fruit. Now, I'm going to prioritize these list because some lists are very productive, but they take much more than 48 hours and I'm going to leave them off of this video so we don't waste time.
So, you thought I was going to skip government list. I'm never going to skip government list. Now, you know how to get them locally, but you're going to have to attack them virtually because it's going to multiply your ability to find the best wholesaling deals, especially in the next 48 hours. So, what list specifically do I want to do? If you can get the code violations, go after it. You're going to have to get lists that you can get quickly. I recommend finding lists that you can gravitate towards online for expediency cuz I don't have time to send emails, make phone calls, guys. 48 hours. Sometimes it takes a week just to get these lists. So, I'm hoping you've already done the virtual marketing and you have connections with all these markets.
Number one, code violation. Number two, which is absolutely mandatory, tax delinquency. In my opinion, one of the easier roles to get for a list. These are people that are behind on the real estate taxes. Get them locally. Get them virtually. Get as many as you possibly can cuz in my opinion, they're some of the best leads you can get in real estate of people that need to sell.
I would also grab the eviction list. This is basically landlords that are evicting tenants. You can grab them all over the country. They're pretty straightforward. They're all have public access. They're an online court case and you should have no problems getting that.
If you want to mix the foreclosures in there, I'm a little bit mixed on that cuz foreclosures usually have a lot of drama and a lot of time. If I was going to leave that off, just like I unfortunately I have to leave off probates, they just take too much time. Foreclosures, it's up to you. If you can find some low hanging fruit people that want to get rid of the property right away, that is the name of the game.
Now, keep in mind, guys, we are looking to lock up a deal in the next 48 hours. I I am not going to give you some crazy promise that I can help you market, find a deal, help you connect with the seller, help you negotiate it, put it under contract, and close it in 48 hours. That's an extreme case, and it rarely happens. The fastest I've done a deal is in three days. So, we want to lock up and find a great wholesale deal within 48 hours.
I've already started you on the government list, tax delinquencies, code violations, the eviction list, that is a public lawsuit list, and then if you want to do foreclosures, but the problem is most foreclosures take too much time. So, if you can't fill your quota, like get a ton of leads, just those list, then you can add foreclosures.
Now, since we're short on time, you are going to have to have a little help from your friends. And I'm going to give you a couple ways to do it. Number one, let's just go ahead and use technology. I would 100% have an exit account because it's going to save you time. And what I'm trying to teach you in this video is time is expensive. Time cost you money. Time's going to cost you lessons. So if you can buy back your time for a very affordable price and you can get an X leads account right now and do a 2e free trial, 14 days, go to xleys.com.
But I want you to go to X leads and I want you to go to the filter tab and I want you to pull the vacancy list. One of my favorite lists. These are houses that are not occupied. I we don't know exactly why. They could be on the market. They could be in foreclosure. It could be a host of things, guys. When houses are vacant is usually an opportunity. You got to get to the story behind it. This is one of the easiest lists you can grab. Go in your X leads account. You can do this actually for free right now. I'd take advantage of it.
The next list and next leads I would pull are like bored investors, tired landlords, people that have owned properties for a long time. This is 100% a timing issue. Sometimes you can call and get lucky. And honestly, we're going to need a little bit of luck to do this in 48 hours. So, luck doesn't happen. You have to go get luck. You have to find opportunity and you have to be prepared. I've already prepared you at freeh wholesaling.com.
Now, you've got to multiply your opportunities. I wouldn't overlook this list. Landlords are brutal. I'm not going to I'm not even going to hide it from you. It is 100% a numbers game. If you catch them at the right time on the right day on a property that's gone south on them, maybe a tenant moved out, maybe they trashed it, they're tired of it, simply find a property that they want to sell. Find their most tired, weakest property that's not helping them, and help that landlord solve a problem. Do not try to buy their entire portfolio. Most of them are going to tease you with it. It's a sucker's bet. Find their one property that's vacant, giving the most headache. Try to cut a deal with it for a wholesale deal and move forward. Unfortunately, this is purely a timing and you have no idea. So, if you have volume, you can actually have a shot at this. We do it all the time.
Now, if you're still with me on this, just if you're doing this local, go do driving for dollars and grab 500 leads right now. Like, just go do it. Get in your car and go do it. If you're doing this virtual, if you can find someone that can get you addresses, that's a big plus. But remember, we have a limited time, so we can't spend all day doing this. Look for overgrown grass, tired properties that just don't look right. It's not rocket science. If you want to learn how to do it, go over to freeh wholesaling.com.
And while we're on list, if you have not filled your pipeline up yet, we're going to do an aggressive list here. It's going to require some serious effort on your side. You're going to go to FSBOs for sale by owners in Zillow. Why? It just has the most amount of volume with the I'm not going to say the lowest hanging fruit, but you need to find somebody on there that needs to sell their house. Rick, how do I do that? Go pick the market that you want to service. And you can do this virtually, and I highly recommend this virtually. It's not great just for your local market. And then find houses below the average median price. And here's what I want you to do. Find houses that are on the market 90 days or older. And find properties that have at least two price reductions. Not one. It has to have two. Why? Because this shows signs that they need to get the property sold. They've probably moved out of. It's not producing any income. They have a problem. We have a solution. You just have to connect with them. This is going to test your patience. It works cuz my staff does it. All the people I work with does it. It just you got to get through some volume.
Now, the good thing is all the property addresses are on there, the pictures, the phone numbers, the owner's contact, but remember, these properties have already been beaten up. Your job is to come in, connect with them, be that nice wholesaler, ask some hard questions, and see if there's urgency of a seller that needs to sell. You're going to have to go through volume to get this. I promise you, you will find one. You're going to have to make a lot of phone calls to make this happen. Get on that list right now.
Now, step number two is just going to be connecting with them. So, you already have the list. You have all your prospects. At this point, you should have thousands. I mean, literally thousands. I I would love to have 10,000, but we're not going to rip through 10,000 leads in 48 hours. The idea is at least 1,500 minimum, guys. Remember, we're creating urgency. You have to create the urgency. You have to light a fire in your soul. But the thing is, I don't want you to be desperate. You've got to be laser focused on what you want to do.
Now, here's the cool thing is when you create urgency and you actually get a production out of this, you're going to discover what you can actually do. cuz most of you are just barely scraping your ability to market for wholesale deals. And I find when you're given a deadline and you have extreme focus, weird things happen like you become ultra productive and you actually shock yourself.
So step number two is connecting with them. You just got like this. This one I'm not there's really nothing to train you on here. You're going to have to find the fastest way to connect with people. Coal calling, texting, email. Email is one of the slower ones. Doing sticky notes if you're doing it local. whatever you have to do to connect with them because 48 hours is not a lot of time.
Now, I don't want anybody breaking any laws or doing anything wrong. And remember, you always must derive your own leads to do the best to navigate through TCPA and DNC's because if you have third party leads, it's an absolute disaster in my opinion. You're going to get sued. It's not if, it's when. So, derive your own leads and go crazy because you want to create urgency. You are trying to prove to yourself that you can get a wholesale deal in 48 hours. I do it all the time, guys. But this is what I did whenever I got stuck in a rut. I put myself in a corner and I pressed. And sometimes I would not come out of a room until I had a motivated seller. You have to have that same urgency. I can't stress it enough across this camera. If I could jump through that camera, I would push you and I have my finger pointing over it. And I know you can do it. It's you have to prove it to yourself, not to Rick or Zach.
Now, one of the other thing is when you go in and you have your XL leads account, you have the 14-day free trial is even with the basic account, you get 25,000 leads. And let me show you a technique that is just often underused and works really well. The reality is, are you going to get through 25,000 leads? You're not going to get through 25,000 leads in 48 hours. I I can just spare you um the pain of that. So, how do I correctly use this? If I have a basic account in X leads and you're past the free trial, simple. 25,000 leads. Say you're going to use 10,000, use 15,000 to induce JB partners to work with you. What do you mean? It's simply a learn and earn program. Hey, I've got 5,000 FSBO owners. If you could read them off the script and find the ones that want to work with us, I'll partner with you on the deal. You do that five times. Whatever it is, you give out a th000 leads, 3,000, 5,000. You go find JV partners, which is a big part of this. Do the learn and earn program, guys, because I can't get you through 25,000. I don't care how many line dialers you have, 36, 10. You need help. And why not go find people? The other beauty of this is when doing virtual markets is you don't know those markets. you're going to need a JV partner anyway. So, make sure you use that X leads account. Make sure you maximize the number of leads and put soldiers to work to help you call on motivated sellers because you only have 48 hours. And here's the secret. You can't do everything yourself. I know we think we can, but we can't.
Step number three is simply qualify them. So, in the beginning, you just got to get past the disqualification stage. These are the people that don't want to sell. They're going to tell you to take a hike, and it's going to be a big percentage of them. I'm sorry. This is the name of the game. This is why I gave you the learn and earn strategy just before this with your ex leads account.
Now, once you get past that and you get past the stranger danger, you're just looking for people that need to sell. And if you understand the difference between people who want to sell and people who need to sell, it's an absolute no-brainer. And once I do that, and I understand that, I know exactly what I'm looking for because I'm looking for urgency. I don't have time to dance with people that want to sell their house like on MLS or people that just listed their house on Zillow for, you know, 30% more than it's worth. Those people are never in our target. And I don't want you to focus on them. You have to quickly find people who need to sell. People that either behind on their payments, people have moved out on the house, a landlord that's gone bad, a tenants trashed the house. These are the types of deals you need cuz remember, our job is just to put them under contract. The hardest part of wholesaling is marketing and finding these needles in the hay stack. Anybody who tells you otherwise is going to sell you something. It is the biggest challenge in 24 years of me in wholesaling. It's always finding the motivated seller that needs to sell.
Now, what are we doing with this exercise? We're creating mass urgency to teach you the importance of marketing. And I promise you, anybody can do this if you'll take your marketing virtually.
Now, remember, once you get past the disqualification, the stranger danger, and you're actually talking to your customer, you're going through MCTP, motivation, condition, timeline, and price. Sellers only want two things. I I can't stress this enough. I have summed this up in 24 years. Listen to me. They want to trust you. If they don't trust you, don't worry about what your offer is. They don't care. And number two, they want a solution to the problem. If there is no problem that the seller will admit to, then there's nothing for you to do as a wholeseller. And once you understand those two things, if you can't earn trust, someone's just running you under the bus and you it's a yes, no, I don't like you situation, it means they don't trust you. And nobody does business with people they don't trust. So, you're going to have to use your rapport building skills. You're going to have to connect with people because we're going to step this up a notch because remember, you went through all this hard work to get to this point to find a motivated seller that needs to sell. So, you need to put your best effort forward. Earn their trust. How do you earn trust? You connect with people. You mirror people. Like, people like to do business with people they like that are similar to them. I'm not cha telling you to change your morals or your principles. I'm just telling you, you don't have to be this greasy salesperson. You just got to be a person that's easy to talk to, that has an open line of communication, that you let the seller do most of the talking.
So once we get through that, you are going, as I said earlier, step number four is you're going to have to have JV partners. There's no way to do this in under 48 hours. Me and Zach have over a 100 plus JV partners we work with around the country. Why? Cuz I'm not in every state. Like I'm really good at Florida and the Southeast, but Southeast I have lots of business partners. But when we do it across the entire state, we are so much more effective. Yeah, but Rick, you're giving up half your profit. I don't care. Guys, stop trying to hoard the money. If you're trying to do this in 48 hours and get a motivated seller, you're going to have to share the wealth. Why? You need local expertise. Sometimes you need boots on the ground. You need people to help you execute contracts. Capich? I'm telling you, JV partners are the key to move stuff fast. Don't believe me? Go around and ask all the business partners we work with. I get a deal within a day or two. I always have it sold. Why? Because I share the profit. Because I can utilize other people's expertise. and I can multiply the amount of deals I do. So, the sooner you can learn this task of working with JV partners, I've already told you, you can go on social media, you can find groups, you can go on our school group, over 71,000 members, you can find people, you can actually locate them in your school account and find out what markets they're specifically in. So, it's never been easier to network with other wholesalers across across the entire country. Check it out. Go to our free school group, freeh wholesaling.com.
Now, step five, some of you guys think the hardest part, and I'm here to tell you it's actually not. And most people have a lot of anxiety about closing people and doing stuff like that. Let me emphasize you. You are finding people that need to sell that have a problem. And once you earn their trust and you use the sellers data, meaning their feedback to craft a solution that solves their problem, you're not selling anymore. Guys, you are not selling Lamborghinis on a showroom floor. The only way to sell a Lamborghini is you have to sell it. Cuz nobody needs a Lamborghini. When you have a problematic house and it's bleeding your family financially dry, you need to sell. You just got to find someone you trust and will solve your problem by hearing you out. That's all you do. So, stop thinking of a selling and thinking as guiding through. We educate and we show our sellers paths to solve their solution and find out which one best fits them.
Now, some of this you're going to gain with experience, but I'm here to tell you a motivated seller that needs to sell, they have lots of questions. They have lots of reservations. They want help. We have to help sellers get out of their own way because a lot of people don't choose to get in these situations. Just life happens. And with enough experience, you understand nobody wants a house that they can't afford, that's draining them, that's just drowning their family. So, let's help them the best solution. The sooner we can help them, the more options, the more equity we can give them. I want to help out everybody. Which means you're going to have to learn to be understanding. And this is the empath part. If you're a mean, aggressive person and all you want to do is steal money from people, just turn off the video. I'm not your guy. I want to help everybody out. I want to sleep at night knowing I helped people out. The more people I help out, the more money I make, that just the better this situation gets. And that's what I do. I'm an empath. You're going to have to be to be a wholesaler. If you don't have it, you're going to have to take some training for it. Some of us are born with it. Some of us have to learn it.
Now, once you understand that you're not closing, you're actually guiding people. Cuz there is no fancy words to get someone to sell their house at a discount. The bottom line is they trust you. You've educated them and you've guided them to a solution that will solve the problem. Now, I didn't say you're not going to have to coax them along. You're going to have to follow up and you're going to have to be relentless. Relentless just means I want to help you solve your problem. Most people that need to sell their house are huge procrastinators. And if you have a procrastinator in your family, you'll understand. They constantly delay the decision so they don't get it wrong. But in reality, the longer they delay the situation, the worse the outcome's going to be. And think of like a child where you have to walk them through like this is why you can't eat 16 candy bars because it's going to make you sick and you're not going to feel good and you're you're going to get bloated and you're going to get fat. Now, we don't tell them that. We just guide them. Hey, if you continue to do nothing, your house will eventually be sold at auction. The sheriff's going to come and they're going to drive you out of your house. I want to give you options. Tell me where you want to be and exactly what you need. And that's how I walk through.
Now, this is the part of the negotiations. Now, negotiations does take experience. I'm But in the beginning, you just have to solve the seller's problem because stop trying to guess what the seller wants. And I teach you a technique called go forno. Why? It's predictable. It works. And stop trying to figure out what the seller wants cuz you're going to screw it up. Most wholesalers overpay for properties. If you follow me all the way to this part, simply go over to freeh wholesaling.com. I will teach you the go forno technique. And you go, "Oh my god, it's going to freak me out." Once you earn their trust and you connect with the seller, you're going to give them a low offer so you can find out what number solves the seller's pain as fast as humanly possible. And then in between the like the little back and forth, that's your negotiations. It's easy to close the gap if you understand you don't have to be this slick salesperson. I love these people come wholesaling. It's like closing is everything. It's not. It's actually I came from a closing environment in corporate America. They're of zero skills to me. The biggest skill I have is my ability to connect with people and using my heart as a real person. That's what I do. I help out all sellers regardless if I buy their house or not. And I don't care because I believe in what I do. And the reason I left corporate America is because I did not believe in the products that were sold by the company I worked with for 12 years. In fact, I felt they're harmful, which I proved right in the long run with the outlook of that company. And here I am 24 years later running a business with my family, having my son as one of my leaders, and just working with amazing people all over the country.
Guys, if you don't think you can get a wholesale deal in the next 48 hours, test me. Try it. Take the challenge. You would be shocked at what you can do. And you're going to find out you have the same 24 hours in a day. Now, you might have to put an 8, 10, or 12 hour day. Let's find it out. Cuz think about when you were in high school or college and you had to cram for an exam. This 48 hour test is the exact same. Now, it's not complicated. It's actually straightforward. And remember, your number one skill set is always going to be marketing. So, put marketing first. Go out and find a seller that needs to sell. create urgencies. And once you get that urgency and you find your mojo, like, "Wow, I did good with this list. I did great with this list. I didn't do good with this list." You can adapt your marketing plan. And I promise you, even if you don't get a deal in 48 hours, you're going to learn an incredible lesson. Always take the lesson because that's how you grow as an individual.
Guys, I love wholesaling. It's always here. There's always going to be a certain amount of people that need to sell their house. Your job is to go out and find them. And guys, listen, let me know in the comments which of these techniques you're going to use. You going to take me up on the 48 hours? I actually love doing this. It does test you. It wears you out, but you discover so much more about your ability to actually wholesale, cuz most of you are barely pushing the gas pedal. It's just the god honest the truth. So guys, let me know which techniques you're going to use in the comments. And as usual, if you got value from this video, do me a favor, smash that like button, hit that subscribe button, share this video with someone who wants to learn how to get started in wholesaling. This is Ricken. I'll see you guys in the next video.