FREE Wholesale Real Estate Course For 2025 (2HR+)

If you're wondering how to get started with wholesale real estate in 2025, you've made it to the right video. I'm about to give you a completely free course, the same exact information that I use to close over seven figures in wholesale fees at 23 years old. And no, this isn't one of those free courses where I only teach 10% and try to sell you on the other 90%. I'm literally giving away everything. This is going to be a full step-by-step guide on how to get started with wholesale real estate, even if you're a complete beginner.

I'm going to be covering everything from generating leads, getting that first contract signed, finding cash buyers, and coordinating everything with a title company. You are getting over 2 hours of in-depth training that others charge thousands of dollars for, completely free on YouTube. What we're showing you is the most cost-effective and fastest way to get results, so even if you're a new wholesaler with a tight budget, this will help you. Let's dive in and get that first deal under contract.

Let me show you the software stack that we use to get our students from never doing a deal to doing consistent, forward deals each month. The foundation of everything is Deal Machine. This is the all-in-one platform that is perfect for beginners because it combines several tools that you normally would have to pay separately for. It offers skip tracing so you can find the contact information; it offers driving for dollars features, task management, and lead tracking; a built-in CRM; and list-pulling features. For just $100 a month, you are getting everything you need in order to start generating and managing leads.

The second most important tool in our stack is a dialer. We use and recommend the Mojo dialer, which runs about $150 per month. This lets you call three people simultaneously, which dramatically increases the amount of people that you can talk to in 1 hour. When you're first starting, you can absolutely use your cell phone; that's what I did when I first started out. But if you can financially afford the Mojo dialer and Deal Machine, I highly recommend it. At the end of the day, this software stack is convenience; it makes your life easier to number one, make more money.

The last piece of our stack is DocuSign for getting contracts signed. Again, when you're first starting out, you can use physical contracts, but once you start doing consistent volume, having e-signatures makes everything smoother, especially when you're working with out-of-state homeowners and buyers. Now that you have your software stack, let's talk about actually finding properties. There's two main approaches here: the freeway and the paid way. I'm going to break down both, but here's the thing: the free method, while it being more time-consuming, actually produces higher-quality leads.

But before I show you these methods, we need to address the most important step in data acquisition: finding your market. Picking your market. Every market out there offers different attributes that make specific areas more desirable for specific types of investors. A developer that's building a subdivision and building 200 homes every year is probably going to be looking somewhere where there's a lot of land that they can work with. An investor looking for Section 8 rental properties is probably not going to be buying in areas where Michael Jordan or Selena Gomez are living in. So whatever investment strategies that you have, you got to find a spot in a specific market that is going to suit your strategies.

For wholesalers, I highly recommend looking in areas that have a population of 500,000 people and up, higher crime, and lower income. Now, when I'm talking about these markets, I'm specifically talking about counties. So here in Chicago, I'm only looking in Cook County. In Florida, you might be only wanting to look in Broward County. So again, if you're a beginner looking to figure out what market you need to pick, go for a high-crime, low-income area with a population of 500,000 people and above. In order to figure this out, obviously just go to Google and ask, "What is the population of this specific county?" To figure out if it's a high-crime area, you need to go to CrimeGrade.org, type in a specific zip code that's in that county, and search it up. And then to see if it's a low-income area, you want to go to AffordableHousing.com, type in that specific zip code again, and see if that area offers a ton of Section 8 rental properties, because Section 8 rental properties means that the government is helping pay rent, which hand-in-hand typically leads us to think that that is a lower-income area.

Now that you know what market to pick, you now need to either build a list of properties or you need to acquire a list of properties. The free method is what we call driving for dollars. This is exactly what it sounds like: you are physically driving around neighborhoods looking for distressed properties. When I first started out, I would spend entire days driving through the south side of Chicago looking for properties that looked vacant, were completely distressed, had vandalism done to it, broken windows, boarded-up windows, a lawn that looked like it hasn't been cut in weeks or months—any sort of sign of distress. There's literally no excuse. You can even do this virtually on Google Street View, or you can use Deal Machine if you aren't physically able to go out to these areas.

The paid method is buying lists through services like Deal Machine or, like, Kind Skip Tracing.com. The filters that I recommend for beginners are absentee owners, high equity (about 40% to 50% and above), and residential properties only. Now, here's why I say the free method often works better: when you're driving for dollars, you are building a hyper-targeted list of properties that are actually distressed. With purchase lists, you're competing with every other wholesaler in your market who purchased the same exact data. If you are going with the paid method, you're going to want to pull at least 10,000 records. Now, if you're going the free route with driving for dollars, you're going to want to aim for at least 100 addresses. Truth be told, you need well over 100 properties, but this is just so you can actually get the wheels turning. Most likely, you will need about 1,000 addresses, but like I said, just start with 100 just so you can start taking immediate action. If you're driving for dollars, be sure to put those addresses right into Deal Machine, and they will help you grab the phone numbers. Now, if you're going to be acquiring a list of 10,000 addresses, you're going to want to take that list and put it into the Mojo dialer so you can start calling them all.

All right, let's talk about turning this data into actual leads. If you don't know what a lead is, it's essentially somebody that is showing some sort of interest in wanting to sell a property. I'm going to show you every single marketing method that's working in wholesale real estate right now, but more importantly, I'll tell you which ones you should actually use when you're first starting out. And again, let's break this down into the free methods and the paid methods. The free methods: the absolute best way to start, especially when you're on a budget, is cold calling. I know a lot of people are scared of getting on the phones; trust me, I was too when I made my first calls at 19. My voice was shaking so bad, you think that I was calling the president of the United States. But here's the thing: this is still the most direct and cost-effective method of getting deals.

When I got my first contract signed, I vividly remember just getting pushed around by this lady that was basically controlling every single conversation that we ever had, just because I was so new to it. But I still got the deal signed. And even if you are a little bit of a pushover, it's okay; you'll get past it, and it will only make you stronger. Now let me break down the exact cold-calling framework we used to close 7 to 8 deals every single month, starting with the introduction. You need to be coming off like an expert in your field, sharp, with bottled enthusiasm—not bursting enthusiasm, but bottled-up enthusiasm. "Hey John, this is Cam, just giving you a quick call about that property on 123 Main Street. Yeah, just wanted to see if you had any interest to sell that in the near future." This needs to be a 4- to 5-second line that gets right to the point.

Now you might get here with a few things like, "Oh yeah, I might be interested in selling it." "Oh, what's your offer like?" "Oh, I haven't thought about it." I might be. Regardless of what they say when you're starting off, just follow this framework. Now that you've gotten that response that there might be some interested in selling, you just need to set the stage. You need to tell them how long this call is going to take, what we're going to be talking about in this call, and what the outcome of this call is going to give them. Generally, these calls take about 5 to 7 minutes. "I want to learn more about the property and your specific situation. If you're a good fit for what we specialize in, I will let you know at the end of the call and set up a follow-up call to make you an offer." This lowers the seller's guard; they're not going to be guessing what's around the next corner or what's the next question. You told them how much time, you told them what you're going to talk about, and what the outcome of the call is going to be, so it really relieves that sales pressure. The people that don't set the stage on their phone calls and on their cold calls are meeting with sellers that are constantly just trying to push them off the phone, telling them what they want to hear, not what they need to hear, which is very important, and they're never going to get the correct information that they need to get the deal closed. Set the stage so you get the real information.

Now the next part of this framework that I want you to cover is their seriousness and their motivation to want to sell. Most people are too fearful to go in depth on the motivation, but these tough questions that you're fearful to ask are the questions that you need to be asking. So, "Mr. Seller, would you say you're serious about wanting to sell this property, or are you more so just curious about wanting to sell the property?" And then as you start to unravel more about the motivation of them selling this property, you need to probe on their answers that they're giving you. Most of the time, you're only getting the tip of the iceberg on their motivation; you need to uncover the bottom of that iceberg. So let's say you're calling these absentee owners, and they're saying, "Yeah, I'm tired of being a landlord; I would like to retire." You know what you could say? "What do you mean by that?" Or you can even mirror them and say, "Tired of being a landlord," pause for 4 seconds, and see what they say. Those are a couple small probing tactics that I don't want to get too in depth in, but just understand that if they're telling you their motivation, they're not telling you enough, and you need to probe more.

So what do you think about wanting to sell this property? "Oh, you know, I'm just kind of tired of being a landlord." "Tired of being a landlord?" "Yeah, you know, these tenants, you know, they're just getting a little bit out of hand, and you know, they're actually about to get up out of there. They weren't the greatest tenants, but you know, I'm glad that they're getting out of there, and I really don't want to find any more tenants to put back in there." "Man, it seems like a pretty good property in a pretty decent area. Why don't you just, you know, screen a little bit harder and find some better tenants?" "You know, I'm getting to that age where, you know, I just don't know if being an investor is really in my, you know, on my plate anymore." "Man, that's actually the first time I've heard that in a while. I guess, like, what kind of happened over the years?" "You know, it's getting woken up at 12 a.m., needing to go fix a refrigerator that is running low on… and this and that, and them needing me to fix this and, you know, all that crazy stuff. I'm just getting tired of it." "Have you thought about even, you know, getting a manager to manage these properties for you?" "Oh, so they can take half of my profits each month? Hell no. I'd rather just keep managing them myself than having to do that." Yada yada yada, you get the point.

Once you've really probed on their motivation, you've really created that urgency; you now need to move on to the condition of the property. And you don't need to go so crazy and ask about if certain things are up to code or, you know, what kind of installation they have in the attic or stuff like that. You really just want to see if it's been updated throughout the years, just so you can get a general idea of what the value of this property is. So I always just like to start with the bigger-ticket items: ask about the electrical, the HVAC, the plumbing system. Have those been updated throughout the years, or has it been 20 to 30 years since those have been touched? When was the roof last done? Is there a basement, and is it finished out? If there is a garage, is it attached? Is a detach? Does that roof need to be done? The bigger-ticket items on that garage, and then again, any sort of exterior work that needs to be done: the siding, you know, any sort of landscaping, you know, weeds—this, that—bigger-ticket items that are going to really drastically change the price of your offer.

Now I need you to move on to the deal killers, which most people never ask in sales calls. Deal killers is exactly what it sounds like: things that are potentially going to ruin the deal, that are going to kill the deal. The four deal killers are timeline, decision makers, something I like to call procrastination poison, and price. Timeline: "Mr. Seller, in an ideal world, when would you actually like to have this property sold and off of your hands?" And obviously, in our case, the sooner the better. Decision makers: "Mr. Seller, is there anybody that you need to talk to first before you can actually make the decision to sell this property? Maybe a family member, somebody's opinion that you just value before you want to actually sell this?" Procrastination poison: "Mr. Seller, is there anything that you need to figure out before you can actually sell this property? Do you need to get some tenants out of there? Do you need to remove any sort of valuables out of the property? Do you need to go on a trip to Mexico first or get some wedding planned over there before you can actually get this property off of your hands?" And then price—something that I like to save till the end. "Oh, and also, Mr. Seller, just kind of curious, what are you—what are you looking to sell this property for?" You can't ask in too direct a way or derogatory way that makes it seem super pressy or salesy or anything like that, but you want to be curious when asking this. "Just curious, what are you looking to sell this property for?" Compared to, "So what are you looking to get out of this? So what's that price that we're going to need in order to get the deal done?" It's a little hard to explain, but I know you know where I'm coming from. I definitely get that tactic from Jeremy Moner; shout out to you.

And then lastly, again, you need to reset the stage for that next call. First on that call, you need to determine if they're going to be getting an offer on that next phone call or if they're going to be going into a short-term or a long-term follow-up. Now, if you're going to be making an offer on that next call, this is what you need to tell them: "I'm going to underwrite the property to see what we can pay for for it. I'll be able to give you a call back on this date at this time," and this is what the expectation of that call is going to be. If you want my exact cold-calling script with specific questions and responses for any situation, I've included it as a free download in the link in the description. This is the same script we use to generate $70,000 to $80,000 in assignment fees every single month. Once you have some more capital to work with, you can scale up with the triple-L dialers or even cold callers. Again, the triple-N dialer should run you about $150 per month, and cold-caller SVAs should run you about like $100 each month max.

Let me tell you our actual numbers from when we first started calling: we were making about 750 to 1,000 dials each day, speaking to about 40 to 50 people, and that would generally land us about 8 to 10 solid leads. It's a numbers game, but these numbers work if you stay consistent. Remember, quality over quantity. I'd rather you make 50 really good calls where you're fully focused and following my script rather than 250 half-ass calls where you're just kind of going through the motions. Now let's talk about determining a qualified lead and an unqualified lead. When you're consistently generating leads, you need to have a system to where you can separate the time wasters and the actual opportunities. There are two main things that you need to understand about every potential deal: number one, there's seriousness about selling. This is the most important factor. You need to make sure that they're actually serious about selling. If there's a lead that has no interest in wanting to sell, I promise you your offer is not going to change that. Their seriousness and their motivation is the most important factor. I can't stress this enough. You need to understand why they want to sell. Common motivations that we look for are behind on payments or taxes, problem tenants not paying rent, inherited property that they don't want, moving for work or family, property needs way too many repairs. The deeper the motivation, the more likely that you are to get the deal. Please don't just accept surface-level answers. If they say, "I just want to sell," dig deeper with questions like this: "What made you start thinking about wanting to sell now? How long have you been considering this? What's kind of stopped you from listing it with a realtor?"

And the second thing is their timeline. This kind of goes hand-in-hand with their seriousness and motivation, but together they are super freaking important. We need to know how soon that they want to sell. In an ideal world, we really only want to be talking with those ones that are looking to sell in the next 30 to 60 days. Anything past that, we just want to put them on a short-term or a long-term follow-up, but we do not stop contacting them. The biggest red flags to look out for is when you're uncovering that motivation, when you're asking why they might be looking to sell it, and they're telling you things like, "I wasn't looking to sell it; you called me," or "Everything is for sale for the right price." I can go on and on and on about these red flags because those are the main people that you're going to be talking to, but you need to know how to separate the opportunities to the tire kickers.

All right, so far we haven't even scratched a hair. We talked about generating leads, getting your data, setting up your softwares, etc., but now I want to introduce you to somebody who has been instrumental as far as getting our business to where it is today: my business partner, Ethan. He's going to walk you through the next steps of making offers, getting contracts signed, but most of all, how to actually scale this into a legit freaking business. So Ethan, take it away.

All right, so we're going to jump into this next part. A lot of new wholesalers overcomplicate this part, but I don't want you guys to. They waste hours using fancy calculators or overcomplicated formulas just trying to come up with the perfect number. Let me show you how we make quick, accurate offers that actually get accepted. First, let's be clear about this: there's really only two numbers that you actually need to know. All you need to know is what you can offer the seller and then what you can sell the property for to a buyer. All right, so here's exactly how we come up with our offer prices. All right, so step one: identify your pocket. All you want to do is draw a box within your subject area inside of Zillow or Redfin. Make sure to stay within the main roads; you don't want to go from one subdivision to another subdivision or cross highways or any of that stuff. You want to make sure you're staying within that one neighborhood; make sure you're staying inside of the main roads, and then you're going to be… all right, once you have that box, once…

You have the area to comp. Step two is go look for sold comparables within the area. Filter for the sold properties within the last 6 to 12 months. You can go all the way to 12 months, but you want to be really within 6 months if possible. Make sure that you're looking for similar properties. So if your property is brick, make sure you're looking for brick properties. If your property's frame, make sure you're looking for frame properties. If it's a single family, make sure you're looking for single families, and so on.

Now what I like to do is at the top right, when you're looking at the row of properties, you're going to see that there's a way to sort it. So if you're looking for like cars, you can sort it from, you know, low to high on price. So now once you've got that set up, you're going to want to go in and sort the properties from low to high. The reason that I like to do it this way is because I get to see all of the AS-IS sales recently and then go to all of the sold properties that were recently renovated. Make sure that when you do this, you're paying attention to the condition of the property. Because just like a house that's fully renovated, you want to make sure you're looking for a house that's fully renovated. If yours is a full gut, you want to make sure you're looking for a house that's a full gut.

Now once you find one to three comparables that are really identical to yours or similar to yours, then you'll move on to the active listings and you'll look for those properties as well. So at this point now you've got one to three comparables within that box, and what you can do with this now is you can start to determine or kind of gauge an idea of what the property is actually worth. So, for example, if you've got a pair of shoes that you know, white, let's say Jordan ones, that sold for 200 bucks and you've got the same pair at home, well you know that yours are probably worth 200 bucks. If you sold them for $190, you probably sell them a little bit faster. Similar concept here, just bigger numbers.

So let's use a real-life example. You've you've got a property here for $770,000 that is a brick single family within your pocket that you're looking for that's sold for $70,000. It's a full gut brick single family home on the South Side. Well, if that one sold for $70,000 and you have one in similar condition to that—it's a full gut, it's brick, it's right there in that pocket, pocket as well—why can't you sell that to an investor for $70,000 or $65,000 or $60,000? That's how you're going to start to gauge your purchase price. Start deducting your fee from that price point, and then that's how you know what to actually offer the seller at this point. So it doesn't really stop there. We like to be a little bit more diligent when it comes to making this offer because it really, really has a huge impact to whether or not you get the deal on your contract.

So step three is reviewing the active listings within the area. So at this point, I'm starting to look at properties that were recently renovated, but also I'm also looking at properties that are listed in similar condition to mine. So you want to look at both of these. Think about looking at active listings as more of like a real-life update. I really like looking at the ones that are pending because I know someone had interest, someone submitted an offer, and they're moving forward with it. The market's constantly changing, so maybe 12 months ago that same example I used about the $70,000 house might change a little bit. You might see that there's a property that's listed on the market right now, similar condition to yours, for $65,000. It's been up on the market for 2 weeks. Well, that's going to be a clear sign to me that I probably can't sell mine for $65,000. I'm going to have to be a little bit under that. Now, now that typically really isn't the case, but we'd like to use the active listings as a safety net in a sense, or even more of a reassurance factor. Because if there's a property that's listed on the market for $90,000, similar condition to mine, that went pending after 2 days, well, to me, if I'm offering $50,000 on my property, I know for an absolute fact that I can sell it for the $70,000 that it just sold for 6, 7, 12 months ago, whatever the case is.

So if you're still a little bit confused, I'm going to share my screen to Redfin to show you how we actually do this on a deal we just recently closed. All right, so here's a video of us running comps on a deal that we recently closed. So what I like to do is I like to take the property address and I like to do a search on Google Maps just to get an idea of what the property looks like from the exterior. So first thing I'm looking for is what kind of property it is. So this is a single family home. Um, there's some brick, but there's also some framing. So this is really more of like a framed home. So I know now when I'm running my comps, I'm going to be looking for something that's framed, and then there's a single car garage that's attached, and then there's also a basement. It's more of like a split level. I'm familiar with this type of property. All right, so I like to do that and just get a quick overview, kind of see what I'm looking at, and then I like to do like an aerial view just to see what the backyard looks like, see if there's any um additional things that need to be noted, but everything looks good. So we've got ourselves a single family home that's framed with a single car garage that's attached.

Now luckily enough for us, we also have photos. So if you don't have photos, that's why you pre-qualify your lead so that you can determine the condition of the property. For me, this looks like a rentable property. This is in more of a rental grade condition, and you could see that all the electrical is intact, the plumbing is intact, there's a basement, it seems to be a little bit more unfinished, there's some rooms down there, there's even a bathroom. Perfect. Now that I know this information, I'm going to go now take this over to Redfin. I'm going to search that zip code, and then I'm going to go back to my aerial view and I need to find where the property is located. So it's right off this highway and then Sock Trail. Let's go ahead and find where that is. I've got my area now. Things that I want you guys to note is you don't want to be looking for properties over here, you don't want to be looking for properties down here because subdivisions change, and you you're not always going to know the exact answer anyways. Um, what I like to do then from here is I'll draw a line, so I'm going to stay inside of the train tracks, inside of all of the main roads and create this box figure, and then I'm going to start looking for all the properties that sold within the last 6 to 12 months. We're going to do 6 to 12 months, and all I'm looking for are properties that were sold in AS-IS condition. I don't even need to see the ones that got sold in fixed-up condition just yet. I want to see all the ones that were sold in AS-IS condition. The filters that I set here were single family home because ours is a single family, and then I put a last sale date on it. So I'm going to start now looking through the photos of these properties, and you'll notice there's a lot of different results, but like this one here has a detach two-car garage, it doesn't have a basement, and it's framed, so this isn't going to match what the condition of our property is. Obviously, really none of these are looking like comps, but you get to this one here, looks really similar, same style house, the only thing is that it has a two-car garage. Anyways, I'm going to pop this up. Really similar to ours, there are no photos though, so we're going to save that one off, put that one to the side. This one is really similar to ours again, has that two-car garage thing going on here whereas ours is a single car, but similar square footage, similar bedroom, bathroom count, all that stuff. So I'm going to use this one as a comp. I'm definitely going to push that one off to the side. So here's ours with the single car garage, sold for 125. Now this is definitely in a little bit better condition than ours, you tell. I mean the floors were done, there's some new tiles, the bathrooms are definitely cleaner. Most likely the home buyer for this was someone that purchased the property using some sort of conventional financing, so you don't want to utilize that as a comp. So 125, it's probably our top, so I'm not even really thinking I could sell it for 125. Anyways, we've got two solid ones. This one sold for 120, and then this one had sold for 105.

All right, now we're not done there. I want to get an idea going from high to low of what rehabbers are buying these for and selling them for. So you could see 270 here, and this one obviously was renovated. Same thing here, 250, this was clearly renovated, kind of renovated, but not not the best renovation of them all. So there's none with that single car garage. All of them have that two-car. Anyways, I'm going to pop all of these up in separate tabs, and what I'm going to do with these ones is I'm going to look at what they sold for when the rehabber purchased the property.

All right, so now we're not done yet. The last step to this is going through the for-sale properties, and then I'm going to select this under contract, pending tab, and then I'm going to go down here and I'm going to start looking, and I like to look low to high to start off with because that's really these are the comps that are going to help me make my decisions. So here we go. We've got something that's sold for 80k, or not sold, but is pending right now. So I'm going to pop that up and I'll show you what to look for there. 124, but again, not the same style. 131, not the same style. So we can kind of ignore all of these because none of these are even relevant. So all right, now we're left with five comparables in the area. We're going to start with this one. All right, so this was listed for $80,000, 9 days ago. What I'm looking for on the pending properties is when the property went contingent. So it was listed November 27th, went contingent on the 6th, so a week and a halfish, two weeks um it took to sell. So 80,000. My guess is they're probably getting at ask or even maybe a little bit more than asking price because this is definitely in similar condition to ours. So we got that one for 80,000. Now we've got these ones that sold that were fixed up, and I'm curious, I want to see what the rehabbers purchased them for. So you can see here 2022, it was sold for 115, it was listed for 135, sold for 115, similar condition to ours, maybe a little bit nicer, but you know for a fact that an investor bought this for 115, so that's a really good sign. Now we've got this one for 2475, and I'm not able to see it on Redfin. You can also always look and check Zillow or realtor.com. For the sake of video, I'm not going to. Um, 112 here, 105 here, as is. So really all signs are leading to me being able to sell this in the lower hundreds, whether that's from 105 to 115, but you have this contingent comp for 80,000, so it's a little bit scary. So when I'm making my offer, I have to keep this in consideration. Now what you could do to gather some due diligence on the property is call this listing agent, kind of see, did it move pretty fast, did they get over asking? You might get an answer, you might not, but it doesn't hurt to call anyways. At the $80,000 mark, I'm going to want to be somewhere underneath or maybe even close to that in hopes I could sell it for 95 to 100. Guys, when it comes to comping too, you'll notice like there's no formulas, there's no nothing. We're just gathering comparables in the area that buyer bought theirs for 115. There's nothing on this one. This guy bought his for 112, and this guy bought his for 105. So all signs are pretty much indicating to us that we could sell our property for that lower hundreds, you know, all signs besides this one comp at 80, but they they might have lowered the price on the market in hopes to sell it faster and for a higher price point. So we'll see, and and it's another good thing too because you could leverage that with your seller. I bet you if you get this under contract at like 75, 80,000, it's still a sellable deal. Quite honestly, I don't even know what we contracted the property at or sold it for. So let's go see what we did with this one. So we got $85,000 purchase price on this property. We ended up selling the property for 105, so we're pretty spot on there. We could sell it for the lower hundreds. I didn't even know this um going into it, but we sold it for $105,000. We made a $20,000 spread on the deal. I almost guarantee that they're selling it over asking unless there's some major issues. It's another thing too, you could check the description to see if you missed anything, maybe it says foundational cracks. Guys, that's how we're comping these properties. It's there's you don't need a formula, you don't need anything. All you need to do is compare an apple to an apple, and that's it. So go in, look for similar properties to the one that you have that are in similar condition. Whatever cash buyers are buying theirs at, you most likely can sell at or pretty close to that price point. So create a 20, $30,000 spread.

All right, so you just saw how I comped that property on the deal we just closed out recently. I want to walk through though how we actually made the offer, how we spoke to the seller on the phone to get the deal on our contract. So here's the framework. It's a six-step framework that we use inside of our business still to this day. We've been using for the last 2 years at this point. Okay, so Step One is setting the stage. Kim already went through this on the beginning of the video, but just to elaborate a little bit more, there's really three steps to it. We want to talk about how long the call is going to take, what we're going to talk about, and then what they get by the end of the call. So what it kind of sounds like is this: So, hey John, I spoke to the partners about the property; they've determined an offer on it; I wanted to talk about it with you to see if the options look good for you. Now when we're talking about partners, we're really talking about ourselves, but the reason that we say this is to separate ourselves from the decision-maker and then the seller. What that does is it makes it seem like we're the sales agent fighting for the sale, and it allows for some negotiation back and forth between you and the seller. So at that point, John or the seller, whoever it is, is most likely going to say yes, let's talk about it, let's get into it. So that's when I'm going to go in and I'm going to set the stage. I'm going to say, hey John, the call generally takes about 5 to 6 minutes. I want to talk about what it looks like to work with us if you decided to move forward, and then by the end of the call you'll receive an offer from us if everything, again, still matches. Now the reason that we talk about what it looks like to work with us first instead of after we make the offer is so that there's no corners that they're turning that they don't know where they're turning into.

All right, so at this point you've already set the stage with the seller. They know what you're going to talk about, they know how long it's going to be, they have no corners they're going to turn that they're not aware of, so it's really, really good. So now at this point you want to talk a little bit further about what it looks like to work with you and how that sounds goes like this: So John, if we were to move forward, I'd send over a purchase and sale contract to you. We'd both look through that together. I would answer any of your questions that you have. Once we go through all those questions and you're ready to sign, I need a signature, a couple initials, we'd send that over to the title company and we begin pulling title. That's it. And again, guys, the reason that we do this, the reason that we talk about this with the seller is so that they know the next steps, they know what to expect. You're the one setting the stage. If you don't do this, what typically happens is you give them the offer and then they say, oh, send the contract over to me, I'll look it over with my wife or my attorney or whatever the case is, they'll hit you with an objection, and what you'll come to find, mind is that they ghost you or they don't sign the contract and they have cold feet or whatever the case is. So when the seller is hot, you want to get them there in that single moment right then and there. So at this point now you've clearly set a stage, you've told them what's going to happen if they decided to move forward. Now you just have to ask for a yes or no. What I mean by asking for a yes or no is exactly that: John, if the offer matches exactly what you're looking for, it seems like a good fit, you and I have already pretty much agreed that you're ready to make a decision, is that about right? If he says yes, then you'll move into your offer. A way to say this that is more clear to the seller could be: John, if you like our offer and you were ready to move forward with it, are you ready to make a yes or no decision? Now I interchange a lot of our agents, a lot of our sales reps will say the first line that I referred to as, you know, if everything matches and it seems like a good fit, are you are you pretty much ready to move forward and make a decision today? The reason we like to go down that route is the yes or no decision thing is very common in sales nowadays, and and people know what you're doing. Now if you want to start with that route just cuz it's a little bit easier and it comes off the tongue a little bit smoother, then start with that route, but as you advance you'll probably switch back over to the first option that I mentioned there. Okay, guys, it's really not complicated.

Now the next part, step four of the framework is making the offer. Now when you make the offer, you want to always leave some room to negotiate inside of there. The way that we do this is by setting a price anchor. What a price anchor is, it's a psychological technique that we use to lower the seller's expectations, and then we'll bring them up literally within the same second there. So what it sounds like is this: So John, if you know, if you were to decide to move forward today, are you pretty much ready to make a yes or no decision? John says yes. Now you're going to: So listen, John, you know, in a perfect world, the partners want to be at about $35,000 for the property. Now that doesn't mean where we need to be at, that's where we want to be at, that's a perfect world for us, but I understand that you're looking for a little bit more than that. I was able to work them up to the $45,000 number, and you just pause, you just stop there and you wait for a response. Now by saying $335,000, it makes your $45,000 offer seem much better than what the initial offer was. At that point, John's going to say a couple things here: he's either going to say yes, he's going to say no, or he's going to say, say maybe I need to think about it. Now the third answer there, the maybe I need to think about it, is the answer you're not looking for, and the way to prevent this is what Cam had gone through earlier in the video through the qualification script. You want to pre-handle all of these objections on the front end of...

Your pre-qualification call is crucial. We tie down the front half by setting the stage, going through expectations, and asking for a yes or no. If you get a "maybe" or "I need to think about it," it's usually something in your pre-qualification call or offer call to review. But after this point, there's not much you can do; they'll say yes or no. A simple yes or no is fine.

Think of your first offer as pushing the deal forward. Most times, they'll say no, which is fine. It sets expectations. They'll likely hear other offers, maybe higher than yours. But often, those higher offers are from bad wholesalers or agents, and the deal falls apart. That's why consistent follow-up and lead nurturing are essential.

If they say yes, that's amazing. The next step is resetting the stage for the call. If you have DocuSign, great. If not, send a PDF. "John, I'm sending a purchase and sale contract. We'll review it together, I'll answer questions, get a quick signature, and send it to the title company. I'll put you in contact with them." John might say, "Yes, okay, sounds great, let's look it over together." He'll sign, and you move forward.

A quick tip: use odd numbers. Instead of $45,000, offer $44,358. It sounds more specific and thoughtful, a psychological technique that gives you an advantage.

Now, let's get that contract signed. The number one thing that scares beginner wholesalers is getting the contract signed. It's simple: you need two contracts: a purchase and sale contract and an assignment contract. The purchase and sale contract is between you and the seller, giving you the right to assign or sell the contract to your end buyer. The assignment contract transfers obligations from the purchase and sale contract to your end buyer.

Let's review the most important parts of the contracts. Pay attention! For the purchase and sale agreement, focus on these key points: First, the purchase price – the total price your end buyer pays at closing. Second, earnest money; we typically use 1%, more on this later. Third, the closing date, usually 30-45 business days. Fourth, the inspection period, crucial! Think of it as your "finding a buyer" period. We usually allow 10-20 business days (2-4 weeks). This lets you get out of the agreement if you don't find a buyer. This is why wholesale real estate is considered no-risk: you're not at risk until after the inspection period. Finally, the attorney modification period. Most states require this; it lets the seller's attorney review the agreement. If your seller wants their attorney to review it, use the attorney modification period (e.g., 5 business days) to your advantage. The most important part is the inspection period; it lets you back out if you don't find a buyer. Canceling within the inspection period doesn't mean you lose earnest money or face legal action. You have zero obligation to close. You don't need a professional inspection; it's simply your buyer-finding period. Here's the exact language we use: "Buyer shall have X amount of business days to inspect the property. If buyer is not satisfied with the inspection or results for any reason, buyer may terminate this agreement with written notice to the seller."

That's the purchase and sale contract. Now, the assignment contract. This is where you make money. It's simple: outline the original purchase price, your assignment fee, buyer's information, and a clear statement that your buyer assumes all obligations from the purchase and sale contract. We have a template for this.

Why do most wholesalers get stuck with contracts? It shouldn't be a concern with templates. First, they try to hide the purchase price from buyers; it's inevitable they'll find out. Second, wholesalers overcomplicate contracts. Third, sellers are confused when wholesalers explain the agreement. The solution? Read the agreement, understand it, use ChatGPT, Cam's videos – many resources exist. Sound educated when discussing the contract.

At this point, you have a seller, a purchase price, a purchase and sale contract, and an assignment contract, but you need a buyer's signature. How do you find a buyer? Everyone complicates this, but it's simple and cost-free. Use Zillow or Redfin to find recently sold properties in the same area as your comps. Look for recently renovated properties. If you find a rehabbed property sold for $300,000, contact the listing agent or skip trace the investor. Build a list of buyers of recently sold rehabs. Then, find properties sold "as-is." A full-gut renovation implies hard money or cash – investors. Find these distressed properties, call the agents, or skip trace the investors. They're hiding in plain sight. Build a list and start calling.

People overcomplicate finding buyers. If someone offered a Lamborghini at 30% off, you'd find a way to buy it. It's the same with discounted properties; buyers will make money. You're selling them a deal that makes them money.

Call the investor. "Tim, I saw you recently bought and sold the property on 123 Main Street. I have a similar deal – interested?" Tim will likely say yes. Remember: buyers make logical decisions, sellers emotional. You don't need amazing phone skills; just introduce the deal, send details, and follow up. Once Tim's interested, say, "I have a deal: a single-family home needing a full gut renovation, asking $70,000. I'll text details." In your CRM, follow up and send the property address, condition, bedrooms, bathrooms, square footage, and special features (plus photos). Follow up later to check interest and schedule an appointment. "Tim, I sent details yesterday. Interested in seeing the property?" Schedule the appointment, get an offer. Investors make mathematical decisions – will it make them money? Focus on making calls, talking to investors, and setting appointments.

Likely, you've got an investor interested, with an offer. Now, finalize the deal and close. Think of title companies as referees; they coordinate everything. Everything moves left to right. Follow a simple process: Get an executed assignment agreement, order title, get proof of funds from the buyer. Then, collect earnest money (within 24-48 hours). Contact the buyer with the title company. Let the title company handle the rest: order the title commitment, receive it, and clear the title. This is tricky, but title companies are experts. They handle mortgage payoffs, tax payoffs, and other issues. You want a free and clear title ($0 owed). Title companies are insurance companies, guaranteeing the seller their money and the buyer a clear title.

How to find a title company? Referrals are best. Ask realtors or investors. If not, Google "title companies near me," call a few, and ask if they work with investors and handle "sloppy" titles. Build a relationship with one. They all do the same thing; just find an investor-friendly one.

Now you know how to close your first deal. Let's talk about delegation and scaling your business from $0 to $100,000 a month. This is for transitioning from a one-person team to a larger one, delegating tasks and buying back your time.

And this is the point that Cam and I are at. You know, we don't call sellers and generate leads; we don't even really close our own deals. We don't sell our own deals; we don't coordinate our own deals. We have people sitting in a seat doing every single part of that for us, so that we can make videos like this, so that we can scale and grow our business, to do more revenue, whatever the case is. Whatever the reason for you wanting to delegate that seat is totally fine, but the main thing is, is you're trading back your time, and there's specific ways to do this that we want to make sure you avoid. Okay, so let's talk about the things that we've done to delegate and scale our whole real estate business, so that you could do the same thing in your own business, too.

So there's different phases within every business. There's, you know, Phase 1, 2, 3, 4, and so forth. But Phase one typically starts from $0 all the way up to $30,000 a month. This is typically a one-man show. I see time and time again wholesalers scale all the way up, even to like $50,000 a month as a one-man team, but they're literally doing everything; they're like all over the place. This really isn't a place that you want to be forever. This is more of like the phase where you're making a bunch of money; everything feels really good, but all you're doing is working. And what I mean by you're doing everything, I literally mean you're doing everything: you're generating leads, you're making offers, you're finding cash buyers, you're coordinating deals with title companies, you're putting out all the fires; you're doing everything in the business. Now there's obviously a lot of pros to this. First things first is that you get to learn every single seat within the business. How are you going to delegate something to someone and really teach them if you don't even know how to do it yourself? So that's why Phase one's Phase one.

Phase two is your first hire. So once you've gotten from 0 to $30,000 or 50, or whatever the case is, once you're basically tired of putting out all the fires and you want to bring someone in to help you out or trade back some of your time, you go from Phase one to Phase two. Phase two, you should be about $30 to $50,000 a month. So your first hire is always going to be marketing; you want to get that off your plate. There's people in other countries that can generate you leads for half of whatever your minimum hourly wage is, for example. Cam and I, we own a business in Egypt; it's a call center where we have Egyptian cold callers generating us leads every hour of the business day. So your first goal at Phase two is bringing in one contract per week on a consistent basis. Once you achieve that, then you'll go from Phase two to Phase three, but let's talk about what it actually takes to get to that one contract per week.

So there's really two main things. The first thing is a defined acquisition process. When we're talking about acquisitions, we're talking about putting the deal in or contract. You have to make sure you have a bulletproof pre-qualification process, offer process, nurture process, and you're utilizing systems inside of those processes, too. Now once you have a defined acquisition process, while you're doing all of that, you should be tracking KPIs. Now once you have a defined acquisition process, you need KPIs. What are KPIs? KPIs are key performance indicators. The key performance indicators we track in our business are going to be leads generated—so how many people are actually interested in something in the property—pre-qualified offers made, how many of those leads did we actually get information from, so how many of them did we send an offer to, appointments set, and then appointments complete, and then lastly contracts out and contracts in. That's all you need, and the reason that we track KPIs is so that we know what inputs are required to get to that one contract per week, four contracts per month. And what I mean by inputs is we need to know how many leads does it take to get a contract in, how many pre-qualified leads does it take to get to an offer out, and then how many offers does it take to get to a contract in. You want to know all of these numbers so that you're not playing a guessing game. If you're playing a guessing game in Phase two, you can't move to Phase three, because Phase three is hiring your first acquisition agent.

Imagine you're going in and trying to hire somebody, and they ask you what is the on-track earnings. What I mean by that is how much are they going to make per year? Well, you cannot definitively say because you don't know what it actually takes in order to get to one contract in. So because you don't know what it takes to get to a contract in, and you can't give them a definitive answer on how much they're going to make per year, the pool of talent you're left with to hire your first person is going to be very, very small. Do you really think that a top-level or even a mediocre sales rep is going to feel confident working for you if you can't even tell them how much they expect to make? But if you can, your talent pool is going to increase, and you're going to be able to pick from a wide variety of people. So that's really Phase two. Think about Phase two is really just perfecting the acquisition process so you could put deals under contract, which is the most important part of the business. Why do buyers come to you? Buyers come to you because you have good deals. If you don't have good deals or you don't know how to put good deals under a contract, you don't have a business.

So Phase three, let's talk about Phase three now. Phase three is between $50,000 to $775,000 per month, and this is going to be your first real American hire; it's going to be your acquisition specialist. Now what is an acquisition specialist? An acquisition specialist is someone that takes the leads that your Egyptian cold callers or Filipino cold callers or wherever the cold callers are coming from; it takes those leads, it pre-qualifies them, makes offers, follows up, and ultimately puts deals under contract for you to sell. Now at this point, Phase three is one of the hardest phases because you're going through another set of issues that you've probably never faced before, and we're not going to get entirely into the weeds on all of that, but just know Phase three is basically handing off the front end of your business from marketing and acquisitions, so that you could solely focus on building strong relationships with your buyers and your title companies to close deals ultimately and bring revenue through the door.

Now, like I said, I don't want to get too into the weeds with this, but what we're looking for out of this person is someone that's ambitious, someone that is driven, someone that has goals, that are higher achievements. You want someone that you can grow with. This person is almost going to be like your business partner in a sense; they're going to be the one that believed in you from day one and build this company with you. So you really want to find someone that is super dedicated, even if you have to pay them a little bit more commission. With our acquisition agents, we have a 90/10 split, so 90% of the net revenue on the assignment fees go to us, and then 10% of the net revenue go to the acquisition specialist. Now maybe for your business, if you're doing less deals or if your deal sizes are smaller, maybe splits are going to be 70/30 or 80/20, whatever the case is. Make sure that your commission structure is set in a way that that acquisition specialist can make some money and survive; that's that's the main thing here. So once you've gotten an acquisition agent hired into that seat, you've got a set commission structure. By the end of Phase three, you want to make sure that everything that you were doing in Phase one they're now doing, so that means that you need to build them all the way up to getting one contract in per week. That's going to fuel your business; that's 52 contracts a year; that's 52 opportunities for you to sell a deal. So out of those 52 opportunities, even if you hit on half of them, that's 20 to 24 deals that you're selling per year; that's a lot of money. You know, you're making multiple six figures; that acquisition specialist is making, you know, close to six figures a year, too. You know, you're going to have a happy team.

Now let's get into Phase four. Phase four is really about putting all of the pieces together; not only handing off the front half of your business but also, also handing off the last half of your business with the dispositions or the sales, selling to your buyers and the title companies. So the role that you're going to be hiring here is your disposition agent. A disposition agent is in charge of taking that deal your acquisition agent put on contract and selling it to a cash buyer. The KPI we want to work them up to is one deal sold per week. So picture this: you get one acquisition contract in per week, and you get one disposition contract in per week. Let's say your average deal size is $220,000; you do that for four weeks in a row; that's $880,000 in deals sold. Again, worst-case scenario, let's say 50% of the deals are falling out; that's $440,000 a month of revenue being driven in. Now I'm not saying that's good, but if you really think about the numbers, it's a decent amount of money for only having two American people hired and then some outsourced people from Egypt or the Philippines or South America, wherever it is. Same deal with the disposition agent; we're looking for someone that's driven, someone that's ambitious, someone that's hungry, ready to make money; maybe they might be younger. You want to make sure they're culture fit, though, and the commission structure set up the same way, too: 90/10 splits.

Now, guys, the way that I'm describing it seems really simple, seems pretty easy, seems like a very outlined process, which it is, but there's specific nuances that go into this business that make it really difficult. It's hard to find good talent; it's hard to train them; it's hard to manage them. So I don't think that this is going to be a walk in the park, but just expect that with a couple really good key components to your business, you could be driving in upwards to $100,000 per month. But once you make it through all that trial and error, you go from Phase one to two to three to four; you've got a marketing team that's generating you leads; you've got an acquisition agent that's bringing you in one contract per week; you've got a disposition agent that's selling you one contract per week; and all you're left to do is communicate with your attorney and the title companies and collect paychecks. Realistically, with the management and the training of all of your team members, which isn't a lot, and then the TC work you're doing with the title companies and attorneys, you're probably realistically working maybe 20 hours per week at most, making upwards to $100,000. So I just want to paint the picture of what this potentially could be for you guys. Cam and I took about two years to make it to Phase four. Realistically, for you, with the proper coaching, with the proper mentorship, with the proper resources, you can get to Phase four within a year, and that is pushing it. Realistically, if you have enough money to start up, you've got enough time to start up, you could probably get to this point within six months. So if you're out there, you're thinking about getting into the wholesaling or whatever the case may be, just know that there is something in reaching distance for you to come in and make upwards to $100,000 a month in gross revenue, working 20 hours per week.

Now I've covered a lot at this point, and so has Cam. You're probably wondering, wondering what does this actually look like in practice? Well, I want to actually show you guys here, too. The next two videos that we're going to clip to are actual real-life coaching calls that we do inside of our Inner Circle.

Kind of bring me up to speed, where we at with things? What do we want to kind of discuss? Let's get yeah man. Um, so we we just started your uh the Inner Circle, like not too long ago, probably it's been maybe even less than a week, uh, and we we got we talked with Luke and everybody knew already, um, and we were in Conor's course before, uh, so I I did I did Conor's course before, and you know, was here in, you know, hit or miss really with with Conor. So we we decided to try out yours, cuz you know, had the one-on-one bookings like this, and we had the the better group calls, and it was more organized in my opinion that even now when I see it, I actually went into it, it was a lot more organized than the other one, uh, the other one was just in a Discord call, uh, with like with every yeah, everything was just Discord. So, uh, yeah, we joined it, and we we started doing everything over again pretty much right. So we know the B the the basics of wholesaling and you know the concept of it, um, but we had some questions honestly. We kind of booked this one-on-one call because we we got to a point where we wanted to get some questions out of the way while we're doing all the videos and all that stuff, to just kind of get a uh some things out of out of the way. So once we actually do start calling, which will probably be either tomorrow, uh, most likely that we want to get everything, I want to get the CRM set up today. I want to get the K, well, KPI is different, but I want to get the uh the CRM uh set up today and then the Mojo dollar and all that stuff uh set up today so we can just start tomorrow already, right? So okay, we had some questions for you honestly in regarding of uh something that we're going through right now, now, um, and then other some other basic questions that I would uh love to just overall know since you're more of the expert of course. So yeah, I mean, he has the list of it because I'm not home as you can see, but I'm I'm currently not home, on my girl's house, so the sticky notes that we had of all the things uh it's on my computer at home, so he has it, um, and he kind of just refreshed all the questions that we kind of had right. So one of one of the properties that we ran into recently is a fire-damaged house, um, we just want to know if there's any way is there anything different that you tackle or that you do with fire-damaged houses or do you just treat them like any other you just treat like any other wholesale, you just got to keep in mind of like you know what is it going to take to like bring it up to you know uh like new standards like a rehab's home and whatnot, um, and then also just got to figure out what are people paying for properties that might be in that condition, that one might be a little bit harder to figure out just because there's you know there's not fire-damaged houses selling left and right you know on a regular basis. So, um, it could be a little bit tougher, but you can just look at the comps that are just like really really messed up, like very messed up, and you can kind of use that as like a like a standard of what you need to hold yourself to in terms of offering, but you're gonna want to like calculate like how much work is going to need to be done in order to bring it up to like those newly renovated homes. If like let's say let's say the ARV, you know, doing that method, the ARV is like $150,000, but it's going to cost $150,000 to do the rehab and get it up to that 150, it's not make sense; there's no money. But let's say you know lots in that area are selling for you know $100,000, you know what I mean, then there's there's money to be made there because like the land itself has value and they just going to build new on it, right? I kind of want to run you through it to see what you think of it really, um, when that the property itself, they currently have it, it was pending sale, and then I guess the the buy the cash buyer bought uh backed out uh not for us but like for somebody else, um, the the itself they were selling it for right now currently $77,000, and this is in next to Fort Myers, so it's a you know it's still Florida market, so property there still sell ARV-wise, new constructions around maybe 350 to the 400 uh range, so the the fire-damaged property is around 70 at the moment. I I think even they kind of put themselves in a spot where it was $10,000 less, so they sold they they had a pending sale at 60, um, and I I personally think I can get it lower, but my thing was you know in in that gen in that fire-damaged property right, if it was just a regular distressed property, I think it would definitely be something to attack right away, but my my thing with the the fire damage, you know, it might have to be completely demolished right to build a whole new house on top of it, um, or you know they can definitely maybe salvage some parts of the house itself, but you know I I was thinking like you know is that worth it, and there's some questions in in our in our list today that we have that kind of also help with that, you know like in in questions of like you know how do you find the renovation cost, you know like who do you talk to, yeah, um, and stuff like that, but yeah, that I just want to hear your thought like that you know like if a property is around like you know $70,000 right now listed right on Zillow with a realtor and you know the ARV in the area for new constructions are around you know $350,000, $400,000, what do you what do you think of like just on base those two numbers right, what do you think about that? Yeah, so I mean I again it's hard to say just because there's so much that goes into building a new home. Are they putting a basement in there? It's Florida, probably not. Like how many stories is this house going to be? How much square foot? How big is the lot? To make your life easier, yeah, just look at the new homes that are getting built and what did the developer pay for the lot, and look at the square footage of your lot. Look at the square footage of that lot and just try to find like have that be the comparable that you're working off of. I'm so glad to hear that you know there is new construction going on in the area because you know, fire-damaged house with no new construction, you know you're gonna have to like do so much to to that property, you know what I mean? But is new construction going on in the area? Just look at what are people paying for lots in that area, mainly look at the houses that are you know on the market now or that have recently sold that is new construction and try to backtrack, look at the price history on Zillow or on Redfin to see what did that investor pay for that lot and is the square footage the same as, you know, the subject property, the one that I'm working with. Do you do you think to find out kind of like what the what the house cost to build, two contractors? Because I have a c the thing is that the reason why I wanted to attack this property is because I had a cash buyer that I met uh because I work at Verizon and um he came in one day and I kind of linked up with him, networked with him, and he was a cash buyer; he has a lot of properties in that area that he builds, so I was like you know this actually might be a good opportunity to kind of get with him and kind of talk about that. What who would you pretty much like contact overall to find those those uh how much does the actual property the house itself cost to build, you know, would you contact the the general contractor or the actual cash buyers itself? So the advice that I'm going to give you is probably not the advice that you want to hear, but like I don't even want you to do that. The reason why I don't do that is one, it's a huge learning curve, and second, everybody's renovation cost is…

Different depending on what resources that they have at hand, one guy might be building this for like $20 a square foot, and one other guy might be spending a dollar a square foot. You know what I mean? So you might shoot yourself in the foot by going with one contractor and what his opinion is when there's another contractor that can pay double the price because his renovation cost is lower. You know what I mean? So that's why I always try to look at what are all these investors paying for, for newly, you know, developed or for lots in that area. Like this guy might pay 100, this guy might pay 70, this guy might pay 60; they were all the same square footage, obviously. I'm talking to the guy that's paying more first and then kind of working it down to the guy that's only paying $660,000 for a lot this size.

Gotcha. So I'm understanding you now. So you're pretty much saying don't worry about the actual construction itself that they're going to do; worry about the lot that they're going to build on and see if it's a good deal for them, if it makes sense or not.

Exactly. Because the reason being is because I want you guys to start making money sooner rather than later. Sure, there's a ton of value in knowing, you know, construction cost and all that good stuff. There's literally no downside of having that understanding and having that knowledge, but it's a learning curve, and I don't want you to have to go through the huge learning curve when we're all doing something right now to get paid ASAP, and that's by just not going through that huge learning curve trying to find out what renovation costs are for all these different types of things. It's rather just looking at what are investors paying for this type of house, for this product. You know what I mean? Like, go forget houses, forget this; think of just objects. Okay, this object is in this condition; what are people that are buying these types of objects in this condition paying for this object in this condition? You know what I mean? So it just makes it a lot more simple; it doesn't require any more learning curves, and you're able to make money faster and sooner rather than later.

Gotcha. Okay, yeah, cool. No, sounds good. That was that was the first one. I know it was a long one, but um, it was kind of that we actually could attack, you know, like right now; that's why I wanted to just kind of ask that first off. Yeah, um, I think Ino has a second one there. I know it's going to be mostly questions for us today. I know for sure like in later one-on-one bookings is going to be, you know, actual looking at stuff that we're doing at the moment, so could have drop the address in there while he's asking the second one, and then at the end I can just take a look at the area and see like this is how I look into the this is how I would look into the deal. But yeah, that that'll work. Yeah, um, one of I think one the most important question on this list is how'd you get over the fear of cold calling? I know it's I know it's a big one, but making calls, man, literally just making calls, it's really just a mindset thing, bro, and I don't I don't mean to like get into like the psychology of it or like get into like that hurah like type type of, you know, talk or like mentoring, but it's it's really a mindset thing, and you just need to detach yourself from the outcome that you're looking to get. Like, who gives a if you get this deal today, tomorrow, next week, or next year? Just follow the process, be present, and I promise you you will stop being scared of cold calls. Like at the end of the day, the person's not going to grab you through the grab you through the throne and like choke slam you or anything like that. Honestly, I just want you to make take imperfect action. Who cares if you mess up, as long as you can make a promise to me that you're willing to learn from your mistakes? I want you to fail as much as you possibly can within your first few weeks, because as long as you can fail and we can assess the failures that you made and figure out solutions or like workarounds to those failures, that we're able to learn and we're able to avoid any more of those mistakes. You know what I mean? So instead of trying to be as perfect as possible in the beginning with cold calling, just who gives a try to just like get through the process, make the cold calls, qualify these people. If they ask you a question you don't know, try to make up your best answer or don't answer it at all, but like who cares about being perfect on the phone right now? Just try to get through the process, figure out what you're good at, what you're not good at, and then we can get on these one-on-ones and figure out how we can bring a solution to those failures or to those mistakes or flaws or whatever you want to call them. I know that's like not really the answer you were looking for, probably.

That's that's perfect, actually. I I I can assure you it's a mindset thing; detach yourself from the outcome that you're looking to get, focus on being present and following the process, be okay with making mistakes, and up, and then we can learn from those mistakes by getting on these one-on-one calls.

Gotta makes, um, Cam, we were looking at the blank purchase agreement, and in one of the one of the lines it says, let me see if I can find this, might be super simple, we might be dumb looking at it type of thing, but it says it says, "Deposit to be held in escrow by company of buyer Choice. Deposit to be placed into escrow prior to the closing of escrow in 500." The amount of yeah, so you can erase that 500; that 500 should not be there. So if you go on Doc Hub, dochub.com, you can go in there, put the uh contract there, and then just white it out, and then also just make it look prettier, um, or you can like take that doc edit for yourself and just like make it look pretty, get rid of that 500, but all that says is that it's up to you, you as the buyer, the person that's getting rights to buy the property, you as the person signing the contract being the buyer, um, has the choice to where the earnest money gets held pretty much. Okay, whether it's with the attorney, whether it's with the title company, whatever the case may be, but again, that can be negotiable. You can rewrite that however you want. If the seller's like, "No, I want my attorney to hold on to it," and as long as you guys are okay with that, rewrite it in the contract, send it over to them. Everything in that contract can be negotiated, revised, you name it; it's not set in stone; it's just a template that you can look at to get an understanding of how these contracts work.

Cool, gotcha. Yeah, it was just a 500 that kind of we were like, "What does that mean?" a little bit.

Yeah, um, another question, um, Cam, after your first deal, your very first deal, what are some of the things you did that helped you achieve your second? Was there anything that you changed from your um your first routine um and applied it to the second or no?

I'd say the one thing that I, what was the question again? Like what did I do differently on like my second deal than my first?

Yeah. Yeah, from your first to your second, um, was there anything you noticed that you know you could have done better or?

Yeah, most definitely. It was definitely a few things. I'd say number one was like not just like it was three three three main things. Number one, not just calling through a list once and then never calling it again. We had a tendency to do that within our first like three to four months, and like we would get a list of 10,000 records, whatever however many records, call through it once, see what we got out of it, push it to the side, and then with those leads that we were generating, if they said they were interested in selling, amazing, we try to uh generate we try to qualify that lead um and make them an offer, and if they didn't accept it, we'd never talk to them again. Those two things really shot us in the foot because the Fortune's in the followup. Like it really takes about like five to seven, you know, contact attempts or contacts made with that person for you to get the deal signed. So that was a huge those were like two huge mistakes that we, you know, were doing or two things that we weren't doing was nurturing leads and, you know, making sure I was hitting the list like three four times in a row before I like went to another list. Um, and then lastly is just being resourceful. The reason why we were able to get our second deal closed so fast, so to give you the story kind of similar to like your guys's deal that you have in this chat, fire damage house made for a developer, and the seller wanted to close in seven days. As a beginner wholesaler with only one deal under my belt and like not knowing how to navigate things to the best ability, closing in seven days was going to be impossible for us, so we were resourceful enough to join venture with an experienced wholesaler that found the buyer and got the deal closed and coordinated the whole thing within seven days, which was incredible. Like that would have been so impossible if we weren't resourceful enough to find an experienced wholesaler to like help us get that deal closed. So hitting lists multiple times, nurturing leads even if they don't accept your offer or say that they're not interested, um, and then being resourceful in using your resources, using the community network with other wholesalers, um, calling agents in that area to get more familiar with it, whether you're going to do innovations and you need somebody to do this that, go see the property, you name it, just those three things I'd say are like the biggest biggest things I'd say.

Gotta gotta. M, do you have any questions?

Uh, no, not based on that, no. Okay, um, another one of the questions that we have is we know that K skip uh doesn't give out the most accurate data when it comes to the distressed properties, um, do you think there's a better way of acquiring these good quality properties um other than driving for the dollar?

I mean, I think kind skip is pretty solid for for what they've been able to give us. Uh, what are you guys pulling? Just like absentee owner 40 50% Equity or what what have you guys been pulling?

Well, yeah, so it's that like that type of thing. What my thing is like mostly like uh what I've heard again, not not based off my experience just yet, but what I've heard is a lot of times that when you call uh like when you get the list from kind skip tracing uh you don't always or you you mostly don't get uh properties that are just stressed, you know, they're just regular properties that you overall are going to, you know, just hit a low ball offer for them, um, and that that's my thing overall like, you know, is there is there a better way because I know driving for dollars is the best way because you physically see it, you get down the the property, you skip trace it, and then you contact the buyer, you know, um, my thing was like, you know, is there any other way that you would recommend other than, you know, finding a whole entire list that you would just, you know, uh just dial through with Mojo or, you know, other than driving for dollars that you would actually get uh another list would say, you know, maybe sometimes County Properties that you know water shot offs or leans or anything like that that would pretty much help you in the way that you know those properties are for sure distressed where you don't have that awkward conversation with with an owner who maybe has more than perfect fine house, you know, that you're trying to lowball an offer for, you know.

Yeah, yeah. So uh something that I want you guys to realize is that yes, you know, finding a distressed property, you know, fantastic; we know that that person's probably going to be motivated to sell, but the reason why we always have people attack distressed properties to drive for dollars first is because they're going to be contacting people who are distressed. Yes, distressed properties are great; the main distress that we're looking for is a distressed seller that needs to sell fast. So regardless if the house is brand spanking new or if it's falling over, as long as the person is motivated to sell their home, that's all we're looking at. So like it it depends on the list that you're grabbing through kind skip. I like we've had great success through kind skip, and a lot of the students that are closing deals are also utilizing kind skip as well. It just it's based off of the list that you're smacking like right now, and within these last few months, we've known that absentee owner and 40 to 50% Equity has just been crushing it for us. These people are tired of being landlords; they have these people that you know aren't paying rent for various amounts of reasons, and they have just a lot of distress to want to sell at a discount and not have to go through a realtor. That's all we're looking for.

So you're fixing problems, pretty much.

Exactly, exactly. Yeah, we're we're we're at at the end of the day it is a service that we are providing, you know, we're making where it's a hassle-free, you know, sell your home fast kind of thing, um, and we're just trying to find those people that value that service rather than somebody that's like, yeah, you know, like I mean like if I get the right price, sure I'll sell it, like that's that's not what we're looking for, you know what I mean? Even if somebody has a house that's falling over, yet they're saying like, "e like I don't really want to sell, but if you give me an offer I can't refuse," we don't even want that one; we'd rather have the person who has tenants that are living there that are even paying month-to-month, but they just had a huge tragedy in their life and they need to sell within the next few weeks or so. Like we take that deal over the distress property every day of the week. It really comes down to the motivation of that seller.

Okay, okay. Yeah, sense. Try out the kind skip before you can like just start making hypothetical.

Yeah, no, no, I mean we were going to use it anyways; there's no doubt about that because like I I'm I'm currently right now in Tampa, and I'm I'm from Naples, but in Naples I can't really drive for dollars; honestly, it's like almost impossible to drive for dollars, um, in Tampa here where I'm currently am, it's definitely it's I would say it's a low-income zip code or city, um, but it's not, you know, like it's you're not talking about like super high crime or anything like that, but there it's still there's still a lot of possibility. I've actually it's super sad to say for me because I'm I'm always like punching myself in the face for this, but I'm like I've definitely driven past houses here where, you know, I'm going to the movie theater or anything like that, I'm looking at a house and I'm like, "Man, like I could easy I could easily wholesale that house like to myself because I'm like that house like needs work, and I can definitely get somebody to say yes to that," and then like maybe like two months or three months after that house is getting like renovated, I'm like, "My God," yeah, I'm like I'm like, "I hate that," so mad. Yeah, it's like right in my face, so that that's that's one thing too. I'm like, "ah," but but yeah, that that that was pretty much my question. I was just asking about the kind kind skip tracing and then driving for dollars, but do you also recommend like other than kind skip tracing, you know, because like me me and Ernesto are pretty much Partners, so like we we're both going to attack the list; we're both going to start driving for dollars uh when we can uh but is there any other list that you would recommend also like, you know, like County list or like, you know, water shot offs or t tax leans or anything like that that you would recommend maybe if I'm attacking the list uh of um of let's say kind skip tracing that he would, you know, attack the other list type of thing.

Yeah, so I mean there's there's always more lists that you can hit. I mean, you got the county records, water shut off, tax delinquent, probates, foreclosures, like you like those those are available to like anybody out there. Granted, it's there's a little bit of a nuance when it comes to getting County data because it to get that data and to acquire that data, um, it's County to County, like however the county makes it available, like that's how they make it available. It's time-copying, paste, so that is a little bit of, you know, like a con to it, but other than that, I mean, like you can you can do uh PPC, you can do PPL, but I don't want you guys to even do that stuff right now just because I want you to dial in a sales process. Like I want you to like really start to get the sales process dialed in, get the process down with generating leads, qualifying it, taking it through that process of getting the contract signed, and like I don't want you to put yourself in a pool where you're just like with a bunch of the top dog wholesalers and trying to be in competition with them because who's grabbing all the county lists and all like the pre-foreclosures, all those great lists that everybody's talking about is the top dogs, so why not put yourself in competition with, you know, a list that is definitely like more available to the public but that isn't getting hit by like the top dogs within the industry? You know what I mean? So I highly recommend just sticking with driving for dollars and uh just pulling lists from like third-party websites um just because you're able to get things going a lot faster, um, and you're you're going to see success quicker that way anyways. I mean, like driving for dollars, like of the best ways that you can, you know, close out your first deal; that's how I closed out my first deal, um, how Ethan closed out his first deal, it's how like a lot of the students within the community are closing deals still. Some of the guys like Tony from New York, um, Tony Smith, he's literally only ever done driving for dollars, and that's how he's closed out all of his deals so far. He fell in love with it; he found like, "Hey, like it's very easy to go find out find these houses, and it's easy to get these contracts locked up," so just again going back to like why you're doing in the first place, like we're trying to make money sooner than later, um, let's get some bucks going, and then we can, you know, kind of go from go from there, but those are the two lists that I would just stick with for right now.

Okay, and then uh I know I'm adding on questions to questions, but they're just coming up in my head, um, when you're driving for dollars, I know there definitely you can't find you're not when you're driving for dollars you're not really finding that owner that has problems because you you don't know the owner in my opinion, right? You're not talking to them right away, so your first contact with that property is actually how it how it looks. What are in your opinion that you've driven for dollars and probably how you made your first deal also what are the the type of like I would say I'm say it this way which is weird but what are the kind type of specs that you actually look at uh when you look at a property that you're like, "Okay, that one is actually distress," because sometimes, you know, you look at a property and might be overgrown grass, but it might just be a landlord that you know hasn't been there in in a month because he lives up north, you know, that type of stuff, but um, what are the kind of like the the actual specs or the the the properties uh that you actually look at you're like, "Okay, that one's for sure something that I'm going to write down and get to later," you know, what are you looking for?

Dude, like at first I was super super nitpicky with it, like, "Oh, if

It's not boarded up if there's, you know, graffiti on the house or any of that stuff. Like, I'm not putting it down on my list, but like I realized, like once you started to like ease up on that a little bit more, you number one, you get more opportunities, and like that's that's really it--you get more opportunities. So any sign of distress, when like, let's say you even look at a window and you see the paint chipping off, and like you can just tell like that window has not been replaced in however many years, like however many decades, it's something I would write down. But at first, go for the ones that are definitely overgrown--overgrown grass; if there's Gardens in the gutters; if it's boarded up, any any single property, every property that's boarded up better be in your dragon for dollars list; broken windows; any signs of distress, honestly, like whatever it may be, especially overgrown grass. Like if that landlord hasn't been over there in a month and lives up north and they're clearly not taking care of it, you best believe that they would probably be interested in hearing an offer. Gotcha. Okay.

ER, I don't know if we have any more questions on that list, but but I don't want to take up too much of your time, man. You're good. You're good, man. You got my uh attention. Yeah, I got one more. Do you have any scripts when you're talking to real estate agents, or you just kind of freestyle it? Uh, I use the same script. Yeah, I don't even want you to like talk to real estate agents. Like if you guys have been doing cons course and he mainly focused on on-market, I don't know if that's the case, like try something new. I want you to do only off-market deals. Don't talk to real estate agents, talk to homeowners, direct-to-seller marketing. It's what I want you to do. It's been able to work us within these last four years, gotten us to the point that we're at, so like just follow the same footsteps. That's really the only reason, the only reason that question is on there is because the that fire, fire damage property is listed on Zillow by by a real estate agent. That's the only reason I that that we asked that, but uh, yeah, no, that's fine. Now I mean, either way, we're definitely going to focus more on actual off-market deals or for sale by owners. Um, but yeah, that's I I just wanted to ask to see if like real estates, when you're talking to a realtor, I know they're a little bit more, you know, a little bit more quote-unquote professional, um, but it was just like a different script or a different type of tonality that you take with them, you know.

Yeah, I mean, I would just go in, you know, like asking questions about damn near the same exact way, pretty much the same exact way that I would talk to a seller, but you're just talking to the person that is representing the seller, so just keep that in mind. Like try to like ask the questions as if you're asking the homeowner, but like just keep in mind you're talking to the person that's representing the homeowner. Okay. Yeah, simple, not overcomplicating, goes a long way. I can tell you that. Okay. Yeah, I mean, I don't I don't think we have any more in us, right? Oh yeah, that's that's it. Yeah. Oh, we have there's about four minutes left until that group call, and I would love for you guys to go there, um, but let me take a peep at this deal that you guys got real quick. Yep. Yeah, I think I put the address there, so it's it like just kind of give you the background also with like where it is, so like the Lehigh uh the Lehigh Acres right now it's right next to Fort Myers on the right side of it, and it's more like a I would say rural, but it's still, you know, connected to the city, um, but it's it's it's been growing like crazy. Like I'm talking about new constructions every every little street that you go to. It's crazy. I go, you huge lot. How big is it? Um, it's half an acre. An acre can be separate for two lots. That's huge. So that's something that you really got to keep in mind, could be two lots. Um, just want to make sure there's anything, the the average lot there is is uh is around a quarter, so a quarter of an acre, which that one's half an acre, so and what county is this? They what are they call Lee County? County, this right here? County, County like this? No, that's Lehigh Acres; that's the actual city name. I would say the county, I'm pretty sure it's Lee County, L County, yeah, Florida. The good thing is they're also looking for cash only, so single family residence, duplex, accessory [Music] Apartments. I was just curious on the zoning of the property, just because that matters. Like the zoning is only meant for like commercial use, then like there's no point, you know what I mean? But single, I figured it would be. Um, so it's half an acre. Let's take a peep. I'm just gonna look, I'm gonna look in like the vast majority of this area, so like I'm just gonna look right here. Typically, I would only look within that specific neighborhood. I just want to see, oh, am I sharing the screen? Yeah, I am. Home type. Damn, there's a lot of selling over here. Yeah, sometime it's it's uh it's been growing like crazy. I'm looking within the last six months just to see. I'm gonna go load a high. This has to be or no, hang on a second. I want to see where's the lot size? What's this? So looks like this half, half an acre lot sold for 57,000 um in this zone in, does it say on here? Of course it doesn't, prob not. You just got to check the county records to see what kind of zoning it actually is, but like, so you got like one that was at 60, this one over here at 81, it's a little bit farther out, think necessarily that they wanted to knock it down, you never know, right? 30, this one sold at 46, because because my thought also was with it is that since they already had a house on it, was just burnt down, that means that the property that it's on is most likely Upland. So we have a lot of wetland properties or wetland lots that even myself, we own, we own a lot here, and it's it's wetland, and that can easily cost you, depending on the house that you're building, up to $25,000 just in permits just to build on it, you know what I mean? And it's time-consuming. So my my thought was also, you know, the property that we're looking at is has a house already on it, it's definitely not, you know, any wetland, so it's probably worth a little bit more also to that investor that's investing because it's the one that saves him time, and it also, you know, saves them money for the permits and all that. Yeah, like looking at your guyses and then looking at like this for instance, like this is going to take a lot more work to like, right, get all this cleared up, get certain stuff like hooked up and whatnot, whatever the case may be, um, and have you had any experience ever with uh with demoing with like demol uh demol uh demol, how do you say that? My God, de a house? Yeah, like a demolition through a house? Have I had experience with like me? Yeah, like you know, you know like yeah, like you know, like how the rough estimate of how much it cost because I think we were looking at it, we were trying to get a quote from a from a from a company just to kind of like see, hey, you know, is it really worth it, um, but we haven't gotten a quote, but I I've heard, you know, it depends on the square footage of the house and all that stuff.

Yeah, yeah, most definitely, and it depends on like it's really just like the trash that they got to pick up. Like, like a ton in there, then might be a little bit harder. Oh my God, kind of this down. I also want to make sure I can get you guys under that call. All right, let's just look right here. Keep in mind these ones could be like multi-purchases. See how like it drastically changes from like 300 to like 15, you know what I mean? Yeah, but I'm just looking where it starts to get normal. Half an acre, half an acre, 60,000, half an acre, 60, damn near this one, maybe a little shorter, 52,000, 52, 52, 42, 40, and then you can see just like the lot sizes are getting smaller and smaller as I go. Yeah, so yeah, I mean, that can tell you that like investor is not going to pay anything over 60,000 for what you guys have, okay, because that's just what that's just what this is telling me within these last, you know, 60, what was it? Six months, yeah, did six months on this one, um, I'm sure if I were to go a year back, maybe we can find some people that might have paid 70, 70, 75, um, but you get the gist. I would spend a little bit more time looking into it. I just wanted to give you like the overall gist of like how I would go about seeing if it's a good deal or not, um, want to also do this, almost forgot, so vice versa, yes, you can do it the way that I just showed you, but you can also do it to where it's select all sold, and then you can just do your built. I wouldn't go any further back than like 2022, maybe even like just 2023, just to see what we're working with, um, okay, and just seeing, I I want to change the lot size too, I think I already did, no, um, no more than half an acre, let's see. Yeah, this guy stained it 23,000. Oh wow. Yeah, what did this guy pay? Damn, stained at 20,000, but keep in mind that's in 2021, right? Let's just see this one crazy, these people are staining these properties. No, yeah, I mean this this uh this county or in general this area of Lehigh like this was like nothing like when you talk about two to three years ago, like it was just literally all just just bare land, and then a lot of people started moving to Fort Myers, Naples, and all that stuff, and the construction here has been going off like crazy. That's so that that's when I saw like a, you know, fire damage property, I was like, this might be, you know, like this little Golden Nugget in the giant, you know, city. So I got you. Let's see, let's go low to high, let's just see what with, so looks like these guys sold the lots for 23 and 30. What did this guy pay? This guy probably paid like damn or nothing, 17, yeah, 17. Yeah, so yeah, that's another way that you can look at it as well. Yeah, I'm I'm definitely gonna do a little bit more research to see, you know, if it, either way, I most likely will call anyways uh and just try to, you know, just offer anything anyways, so to see if they say yes or no, honestly, because again my my the cash buyer that I have, he he does everything himself, so he's not just like, oh, I'm just a cash buyer, then I find my general contractor and he builds and all that stuff, no, like he is a cash buyer, his dad has a general contractor, and he has people who work with him that do everything, so it it becomes probably a lot less expensive than it normally would. Yeah, definitely. And then once you guys do get the contract signed um with the realtor with the seller, um even just start calling out to like all those developers and be like, hey, like I saw you just built one and sold it in this area, um right now with where we're at in the market, what are you guys paying for uh lots that are half an acre right now that could be also two parcels, whatever the case may be, like just start calling out, ask them, because it's easier, it's like this is a zoning, this is how big the lot is, there's already a house on there, how much you willing to pay for that, like what are you guys buying those at right now? You know what I mean? Gotta gotta okay. Yeah, man, I appreciate no, thank you so much for this call, man. It's been a great first experience with the with the 1-on-1, so I'm excited and I'm very glad that this is definitely an option with you guys. So most definitely. Yeah, appreciate you for all the kind words and, you know, let's just take advantage of everything that we have here and let's get paid, bro. All right. Exactly. Exactly, too much talk and not enough pain. I got you. Guys see, thank you so much, man. Have a great night.

Today, by the way, for everyone that's newer to the calls, um, each call kind of has its own theme. Like Mondays we go through KPIs and then a Q&A at the end, um, today we're going to be doing call reviews; tomorrow we'll be doing acquisition training, um, and then uh Thursdays are disposition calls where we go through buyers and all that type stuff, so um yeah, just have kind of the expectation that Tuesdays bring calls, have recordings ready to go. Who wants to start? Yo, Ethan, um, I sent over five qualification calls last night, you could use one of those if you if you like. Okay, cool. Or did you already review them? I reviewed a couple of them. I'll go through the one that I haven't yet. Okay. Bet. Co, also quick question, a a a qualification is you going through the process of qualifying the lead, right? Yeah, it's like some people get it mixed up because it's like, oh, well, they're not a qualified lead, so it's not a qualification. Just all all qual uh all it is is really it's I guess we should call it technically a pre-qualification because we're pre-qualifying, pre-screening that lead, um, but Cam and I have been calling that for like the longest time now, so okay. Bet. Yeah, you're just essentially screening and getting uh getting information from that seller. All right, bet. And then I had another quick question, um, if a lead doesn't necessarily tell you that they're interested at the moment, but let's say they may be in the next following months, would you consider that a lead? Yeah, for sure, because you want to keep them in your pipeline, like especially with cold call leads. Cold call leads aren't going to convert right away, like when you speak to someone, most of the people you talk to are going to be like, yeah, I'm interested, but I'm not going to be selling for another four months, months, or whatever, so you want to keep those and then follow up with them down the road. For sure. Is that qualified or no? Well, if you go through and you get two out of the four of the qualifying pillars, definitely. Okay. Thanks. Right. Cool. Um, all right, I'm going on to start going through people to see who has recordings. Also for me, Donald, I got yours. Thank you. How do you have a recording for me from last week? No, I don't. Were you calling last week at all? Yeah, I wasn't very productive between the holidays, people not picking up and me traveling, so I I was calling but not very productive, so I don't have any uh good recordings. All right, let's get something uh definitely next week, um, nothing from yesterday at all? No, I didn't I didn't call yesterday. Okay. All right, um, what's up, Liz? You should have a recording or two now. Yeah, you know what's weird, like I've been getting um like the it sent through FuB like the leads, and it keeps like not allowing me to call on through FuB, like I call through my phone and it goes through okay. Do you have uh like sometimes that that's happened in the past? Have you reached out to support to see what they're what they're saying about that? Not yet. I can do that. Yeah, yeah, definitely do that. See what's cool. Um, Gabe, do you have anything for me? Um, Taylor, no, bro, not right now. No. Are you making any calls at the moment? So I I called maybe like four hours this past week. I was kind of kind of switched off, but uh I called yesterday to to get the recording. Do I have to pay for like a service on Mojo? Yeah, so you just add it, I think it's like 10 bucks or 20 bucks a month, have the call recordings turned on, um, but yeah, I mean super super important to have that on for sure. Um, are you tracking your KPIs now, Gabe? Have you been doing? Yeah. Okay, cool. Maybe drop your tracker, and I'll take a look at that. Taylor, if you have anything for me that'd be fire. Um, I'm gonna send you everything that I got like Thursday because like I still can't get this thing connected to follow a boss, so I've just making all mine off Podio because I need to make them. So what uh what thing can you not connect? It's like the the thing that allows me to I guess because I'm gonna I want to cancel Podio and have everything and all that. Yeah, like if you know how to do that, that'd be great because that's the only reason why I'm not recording all my calls. Here, reach out to this guy, his name is Drew Wood, he does all of our tech right now. Is that his email? Yeah, admin and then yeah, reach out to him, he'll set that up for you. It'll be like 50 bucks, he'll do it pretty quick. Cool. Yeah, definitely. And if he doesn't hit you back today, send him like another follow-up email, just bug him. Sometimes he doesn't respond fast. Yo, he finally hit me back. Website looks great. Fire. Is it live? Um, no, it's almost done, he said, but it yeah, it looks fire. How much was, do you have to pay for the website? How much was it? Um, I think he charged me like 100 or he did a logo for me too. You said 100 something? Yeah, it was like it was like 100 or 125 something like that. Okay. And he did a logo for me too. All right, damn, it's good. He charged me 2500. Um, okay, let's get to some calls. Let's listen to some recordings. Um, wait, one more actually, one more person, Tom, do you have call recordings? You should. We talk about this. Yeah, I'm looking through right now. There's not a whole lot that's productive. I know there's one somewhere in the listings. I'm looking for right now. All right. Yeah, shoot me one. All right, we're gonna get into it. If you guys have questions, just raise your hand. Um, this first call is a qualification call or pre-qualification call from J. Hey Matt, is this a better time? Yep, perfect. Um, yeah, so can I just ask you a few questions about this property on Watt Street? Only take five minutes. Have you been by the I don't know what your interest is. I say one more time. Have you been by, look, or what's what your interest by way is here? Yeah, I checked it out. I um I mean I just checked it out on my computer here on on Google Maps. Um, yeah, I was just I'm interested in buying it. I'm an investor. I'm just looking to take my portfolio. I'm just giving you a call about it. Are you interested in selling it? Yeah, but uh pretty many people just look at places over the song, like kind of look. I'm talking about it if it's just yeah, I got you. So I mean, I just need to gather a few facts, make sure that this is that fits my buying criteria, and then we can uh go out and hopefully meet out the property to kind of kind of set things in St. Okay, so I mean, I'm looking here on on Google Maps, is is your property the the one with the garage door and then attached also the the two doors right here with the window in the middle? Yeah, it's a double property. I mean, it's a a span, two lots, but clear spanning stral steal. There's a lot of double lots, and this is one of okay. Is it a is it a single family or duplex? It's was used as a duplex. So one of your problems, Jaden, is that you're getting on the phone with a lot of people that aren't interested in selling, right? Like a lot of unmotivated leads. Facts. Okay, so like that guy, he doesn't sound really serious on on the initial, you know, pitch, uh, which is fine, like that's not that's not that's nothing that's like abnormal, like you're cold calling him, he doesn't know who you are or anything, so he's not going to be like super eager to be like, oh yeah, like I want to sell it to you, Jaden. Um, so that's normal, but definitely challenge him a little bit more. You

Don't have to go too in-depth, like just probing and like, like, dude, I need you to be serious, but definitely challenge him a little bit more on like, are you serious? Are you curious about selling the property? Because like, if you're not going to sell the property, then I'm not going to be a good fit for you. If you're just curious about what I'm going to offer, I'm not going to be a good fit for you. Now, if you seriously are interested and you seriously are going to do it, you know, now or in the next 12 months, then I'm probably going to be a good candidate for you, and you know it's worth having a five- to 10-minute conversation. So that's essentially like the point you're trying to get across to them without like saying that. Um, but definitely upfront, before going through, you know, a 10-minute call with the guy, make sure he's actually definitively going to sell the property and he's not just a tire kicker.

Currently still zoned for two places right now; it's basically just used for storage and a garage sometimes because have PL to put a third floor on it, but there's some issues with the overhang built part of the party wall, so uh, it's basically a work in progress, but pretty clean property. Had a lot of stuff done to it; um, you know, not occupied other than by me and my stuff. Okay, I got you. So the residential part, um, there's no one living in there; uh, nobody, me, you know, I use it for storage and stuff. Yeah, besides the storage, um, it is a two-to-two B uh, yeah, PL it was had, you know, like a small apartment on the first floor and one on the second floor, so it had two baths, and that's what the current plans have for, but right now, feel bad, I don't have heat in it either, so yeah. I got, I mean, I'm curious what, how do you think about funding this one? Well, I don't know; it's for me, you know, I already popped the roof off once, and it popped off again. It makes a lot more sense for two stories on, so that's so it would be four—four stor—two stories. Yeah, so I have to add one story, but it's not a bad thing to do, but it makes more sense, two stories. Currently three stories? No, it's currently two. I add two more, and there's, you know, a lot of things change around there like the art house, right? Put hike, and then they upsounded everything over on Juniper from Spruce down to Cypress all the way over 13th; that's all C next four now. There's a lot around there, and GRE actually has another building approved for the corner of Pine and Broad over to wat for several hundred feet, so 67 extra, but you know, it's kind, I think it's pretty doable, you 22 feet in height, you just keep for two fls, you know, you can go up to 38 now, but it's just not a few stories. Che the block, I was checking out the market, and um, it looks like that's that's kind of what be used and highest and best use; that's that's what it needs to be. Sh as yeah, it's just crazy. Watch West or bun of weirdos, and this is all like fluff; it's all like get to the point of like, do you want to sell the property or do you not want to sell the property, and then figure out like, why do you like him? What, what like, he he didn't even really answer your question; it's like why, like, just drift it off. Yeah, like why do you want to sell the property? Oh, I want to add four stor—or another two stories, so it's a four-story, like, so you want to keep the property. So when when we're when we're on a call with a seller, there's obviously a framework that we want to stick to, and when you get off of the framework or when you when you start to pull away from that straight line in a sense, um, you you want to like bring them back in over time. Now, like what's happening right now is he's starting to take control of the frame of the call, and when he takes control of the frame of the call, you lose frame, and he now has the upper hand in the conversation. You don't really come off as an expert; you don't come off sharp in your field. So really bring, like at this point, really earlier on you should have brought him back like as soon as he said, because did that make sense to you? Maybe it didn't make sense to me; maybe it made sense to you, but his reason for wanting to sell the property, did that make sense at all? No, it didn't. He kind of just dripped it off back into the condition of the property. So so at that point, instead of like agreeing or, you know, talking about zoning or whatever else you guys are talking about, like challenge him, the like tough questions, quote-unquote, or like the uncomfortable questions are really like the questions you probably should be asking, and you should challenge them there. It's like, well, what do you mean? Like, how's that relevant, you know, to you selling the property? It kind of sounds like you want to keep it. Um, so you know, more challenging questions in terms of like why he wants to sell. So let's see how this goes before now. Bunch nuts. I got it. I actually had it once, but not enough death 20 with the line, the neighbors; it's like 21 and a half, but before they were letting you go 18 or such, so you know, at a third and four. Yeah, yeah, I got you. A call today, were you actually trying this one or I L it like I don't know how many years back; I'm just kind of sitting on it right now, so I'm not actually trying to sell it. I mean, I mean, I'm got another I'm working on, and probably I'm scientist actually, so probably gonna be back in the lab here in the new year, so uned my wife doesn't want there anyway, so yeah, course something. So here, I mean, you you had it listed a couple of years ago. What happened? Why didn't you sell the property? Oh, I didn't sell it CU; I didn't get an offer high enough. Okay, well, what happens if you don't get the offer you're looking for now? You're going to hold on to it for another couple years, just let it ride away, like what what are you going to do here? So here you went into like no one; this is this is all fluff; no one cares that you're buying x amount of properties per year, um, and then you go into price point. Um, let's we'll talk about like the frame of the call again, um, but like at this point you've you've already like lost frame; the call's pretty much done. See if like you recover it; we'd be a good fit for each other. I typically purchase 10 to 12 properties a year, and you know, since it's coming up to the last quarter, I'm looking to to purchase one or two more properties, um, and I'd love to to help you out with this one. How much were you looking for it? Uh, well, you know, 4 worth, make an offer with it. Yeah, know it's a double property with the garage, so not complete, you know, on the other side up have the same number square feet side there over seven everywhere that's it is originally was for Street then 1950 renovation and commercial use. You see how like you lost frame here? See, like second floor, it's a Hawaii theme, gutted it, painted it. You guys just are talking kind of AAL timeline you like to on this one? Yeah, I don't have me years. I mean, all right, well, I kind of just need to to give all this information to my financial advisors, and then whenever they hear back from me, I'll give you a call back. All right, I'm gonna go through; we'll kind of do a role play on that one. Let's listen back to the second one of yours, um, but essentially like what had happened is you went off the straight line; you took control of the conversation; you didn't really get the information that you needed from him, um, because you weren't asking the right question, but you weren't asking the right questions because he was in control and telling you essentially what to talk about on that phone call. So let's listen back to this one, um, but that was a pretty like similar theme to the other three that you sent me. I haven't heard this. Hello, hello. Hi, is this O? That's ex me. Yeah, who are you? Hi guys, this is Jaden. Sorry to bother; I was just wondering if there's any interest to sell this property on when they was off the street. Watch your quote. What's my what what your quote? How you off? Okay, yeah, that's a great question. Um, I just don't know anything about the properties. Have five minutes so I can gather a few facts, and you I can present this offer later today or tomorrow. A condition. Okay, okay. So he didn't sound serious at this point; like what's your quote? What's your offer? He's like a little frustrated, um, you know, I'm not sure; I need to gather some information on the property. So you did good there, um, now it's fine. Let's what I want to see, like you could ask a little bit about the condition on the front end, but you w to get to a point to where he's like, because he's probably gonna be frustrated still at the beginning part here, you're gonna challenge him now with, are you serious or you're curious about selling? So let's see what happens. I got you. There's some pictures here on Zillow. Do you know if this is the current condition of the property or that's close [Music] to okay. Okay, I got you, um, and there's the C you said. Yeah, I got you. Are they on a month-to-month? They are on month-to-month. Okay, I got you. I mean, I'm curious, you know your cash loan on this one, what how you think about? Let's let's answer my question. Do you have a C Den mind for the type of property or you just ask some questions just to get information? Um, I mean, I typically just kind of gather a few information about the property indent and you know a bit of um, if you are looking to if you're not. So a better question there would have been like, hey, you know, like you you've rented it out; you've got it rented month-to-month; you've got a tenant in there; you're probably making money; you probably have some Equity built into it; are you serious about selling the property or you just kind of, you know, curious entertaining whoever is calling you? So I would have replaced that question with that, um, because now he's like, all right, like you're just trying to like egg me on and get information from me, um, so yeah, my next property in the next 30 days. I do I do I told you I need to know how much you to to offer for it under this condition. Okay, I got you. That's that's a fair that's a fair question, um, so usually what happens is, I mean, there's pictures here, so I can go based off of that and be tell me that there new roof whatever boiler, um, I just need to speak my financial advisors, and then they'll ultimately let me know how much I'll be to spend on this property, how much I'll spend on without how much. So you lost frame on this call too. So let me get like a whiteboard out. Does anyone have any questions right now before I get into this? Any questions? Right? Cool. Um, I guess with like a guy like that that's that forward, um, I mean, you kind of have to like match his energy, I'm assuming right? And like he's asking you, I guess Jaden, for like an offer, but it's like you I don't know; you just you don't know anything about it; like I don't know why this guy's being so defensive if you're trying to I I always say, well, I'm looking to buy something in the next few months, um, you know, is this something you really want to do or not? And so I don't know; this guy just sounds like a dick, and you kind of have to like out-dick him, sort of thing. Similar. Yeah, yeah, kind kind of like you don't want to be too too rude to them, but like forward, I guess, is the right word, like you yeah, you want to hold frame and stay, you know, like yeah, you're on you're on the right track there; you want to hold the frame of the call, um, and in order to hold the frame of the call, you have to like be stern with him essentially. So, anyway, so I'm going to draw this out; this is something that Jordan Belfort talks about if you guys know his sales strategies; they're pretty good; they're like, you know, this is like the framework that pretty much everyone follows whether they know it or not, um, but it's called the straight line method, and the goal, and I'll actually I'll talk about the goal at the end, but at the beginning of our calls, we start by setting the frame. Um, what is setting the frame? It's setting the stage essentially; we're going to tell them who we are, how long we want to talk to them for, what we're going to talk about, and what they're going to get by the end of the call. What that sounds like is this: So, hey Jaden, it's Ethan; I'm calling about 123 Rain Street. Do you have interest in selling? They say yes. Okay, great. Generally, the calls take about 5 to 6 minutes. By the end of the call, I'll be able to let you know whether or not we're a good fit; I just need to gather some information regarding the property and your situation, make sure that you're serious about selling. Go from there. Do you have any questions? Now they're like, no, no questions. Okay, perfect. Now what that does is it lowers their guard down because like human psychology, and it's just like a natural thing that happens, and I'm sure it probably happens with you guys too when you're approached by a salesperson; your guard immediately goes up because you don't want to like you don't want to get pressured into like making a decision because it's uncomfortable. So that takes down their guard; it takes down the pressure; lowers all that; that's why we start with that; so we set the stage. Now, after setting the stage, we figure out, are you serious about selling? Yes or no? And then, why do you want to sell the property? Okay. Now, at this point, you're not going to gather all of the information, but you're going to get at least some sort of surface-level answer, whether interested or not, because that's the most important thing. If Ole here is renting his property out month-to-month, his tenants pay him on time; he has no reason to sell the property, and he's only entertaining Jaden's call because he called him out of the blue and is curious for an offer; this guy is never going to do a deal with us. Now, let's say OLG is he's dead set; he's serious; he's definitively gonna sell the property, whether it's to an investor, on the MLS, or to his tenant, whatever the case is, as long as he's definitive on selling his property in the next 12 months, and he has some sort of, you know, surface-level reason for selling it, it's a good lead and will continue to pursue them from there. So we figure that out. Now, past that point, we'll go into condition, and then we'll go into the deal killers. Deal killers basically is pre-handling objections, um, things like, you know, decision makers, do you have all the decision makers on the call? Because when I make you my offer, I don't want you to have to tell me, oh, I need to go talk to this person; I want to get everyone on the call. Timeline: Are you ready to make a decision? You know, I don't want to make my offer until they're ready to make a decision, otherwise they're going to say, oh, I have to think about it, or I have to sit on that, etc., whatever the case is, and then, of course, you've got price and all that other stuff. Now, after you pre-handle all the objections, you set the stage for the next call, which is going to be your offer call. I know these are just lines, so if you guys have like questions on which part we're at as I'm going through the example, um, let me know. So you've got this line here, this green line, and you want to keep it as straight as as you can without going off frame, um, throughout your call. So this here is pretty much this is pretty much like your your pre-qualification call; you can think about it in a sense right here. Okay. Now, after the pre-qualification call, our goal on the offer call is to get them excited about working with our company, working with you as an individual, and then working with your offer with your product or service. Um, if you think about it, and this this is another thing that Jordan Bord teaches, um, you've got what they what he calls the three tens. So the three tens are going to be you as a sales rep or as a, you know, customer service rep or whatever you're framing yourself as, you or the company that you work with, and then the offer that you're making them. Your goal is to get them on a scale one through 10 on all three of those pillars as close to a 10 as you possibly can, because let's say I'm a competitor of Jaden's; if let's say the homeowner likes me as a person, they've met me, they've shook my hand, I've met them in person, we've had great conversations; if they are at a nine out of 10 with me as a person, and then the company, they've done research into; they see that we have tals; they see that, you know, there's good reviews on us; they see that we have a website that's credible, so maybe they feel 10 out of 10 with the company, and then our offer, maybe they feel an eight out of 10, so out of 30, you know, they're let's say at a 26 out of 30. Now, my competitor Jaden, let's say Jaden doesn't have a company brand, so he's automatically at a zero there. Let's say as an individual they really like him, um, but maybe not as much as like myself, so let's say he's at an eight out of 10, and then the offer, maybe he didn't include specific terms or the price was too; he's at a five out of 10. Well, mathematically, who's going to win that? There's just like logically mathematically, of course, like me as Jaden's competitor, I'm going to win out that negotiation, and I'm probably going to be the one that puts the deal in her contract. So when we're talking about making offers, those are the three things that we're focused on, and that's what the pre-qualification call does, and all the additional follow-up and all the in-person appointments; you're essentially building up those three tens from a one out of 10, trying to get as close to 10 as you possibly can. Now, what happens is through this journey of the straight line, as you're going through this green line here, what Jaden, what was happening on your calls was you would set the frame here, so you'd be good, you know, I'll I'll do it down here, um, you'd set the frame right here, and then, um, you know, you'd go all the way up, let's say to the condition, and now you're way way way way off frame, and what was happening is you just kept going away from that straight line as much as as much as you humanly could; you're going away from the straight line, going away from the straight line, and then you try to come back down to uh to the to the motivation, and you'd ask them like, why are you looking to sell? And then the seller would get upset, so you're going even farther off, and you're basically you're you're all the way your call's all the way up here when you really want your call to be all the way down here with the green line. Does that like does that all make sense, you guys? I know I'm just drawing random lines trying to explain this to you guys, but does that make sense on like why there's a framework, and does it make sense of like what our goal is with these sellers? Does that make sense for you guys? No. Yeah, that does make sense, and it all goes wrong on that first kind of initial line. Yeah, for sure. Now, another thing too that like pretty common that I'll see is that there'll be people that try to like dig too much into the motivation on the first like five minutes of their phone call. At the same time, you got to think like you're just a

Random person that called them out of the blue; you're not going to get the most motivation out of them, which is okay. But as long as you get some surface-level information, you find out that they're definitive on selling; then, in my book, that's definitely a win. Okay, but you want to keep them as close to this green line as you possibly can, um, instead of taking them all the way up here or all the way down here, whatever. Because the farther away from that green line you are, you know, the less you're going to get R on, quote-unquote, on the three-one all the way over here when you decide to make them that offer. Okay.

Um, so I mean, you guys, everyone does this, whether it's subconscious or consciously, everyone is doing this strategy. Um, you know, and that's probably like, if you guys think about when you purchased this program, like if you think about Cam, right, like Cam as a brand, like his social media is like quote-unquote the company or the brand, you guys are like, "Oh, this guy has a bunch of followers; he seems pretty trustworthy; he has some testimonials on his stories." So, you know, hopefully the goal there was obviously to build you up to a 10. Now you meet, let's say AJ, or maybe you met Luke, or maybe you met Olly, or whoever you know you spoke to from our team, you met them, and they're and you're like, "Oh, like this guy seems like a good guy; he seems like he knows what he's doing; everything makes sense, uh, from what he's talking about." Okay, I'm going to rate him a 10 as well. And then, you know, Luke or Ali get into the pitch, and they're like, "Hey, this is what we can offer you; we'll guarantee you a deal in 90 days, and we're going to guarantee that deal by doing this, this, and this." Now you guys are like, "Holy, like this offer is amazing," you guys are at a 10. So if you're at a 30 out of 30 on those, you know, three pillars, well, your your chances of buying will increase. So it's relatable, like to every single sale; this is essentially what we're doing. So probably consciously, you guys want to start thinking this way as well on these calls: How do they feel about me? How do they feel about the company that I work with or the brand that I'm, you know, fronting? Or um, how do they feel about my offer that I'm making them? You know, just, uh, consciously you guys should start thinking about how can I get them closer to a 10, um, you know, 10 out of 10.

Okay, so Jayen feedback, like just skill-wise on your calls, you need to do a better job of setting the frame. Um, like you set the frame of the call, but you don't really do the best job at it; you'll, you know, you set frame, but it's like still a little confusing. You need to be very specific, John. It's going to take five to six minutes; generally on these calls we talk about, you know, the condition of the property, um, your situation, and really just determine if I'm going to be a good fit for you. If I feel like I'm a good fit for you by the end of the call, I'll go ahead send this over to the financial partners so that they can put together an offer; I'll schedule follow-up time with you on this call to go go through what that offer looks like. Does that all sound good? Now when you get in, they're not going to be asking questions like that guy was like, "Well, are you going to make me an offer? Like what's going to happen here?" The reason he's asking that is because you didn't tell him, you know, you didn't tell him what was going to happen there. So you want to make sure you're setting the frame, being more specific on that. And then I need to see you; the reason you're probably saying like, "Oh, I'm not getting a lot of motivated sellers," is because you're not talking about their motivation; you're talking about the condition of their property. So I want you to, I'm going to just challenge you to go in; I want to see you start asking more questions around like the seriousness of selling, and then when they get off frame because they're going to try to pull you off frame, when they pull you back off frame, use an open-ended question related to either their seriousness or related to their motivation; use an open-ended question to pull them back into that frame. Okay, got you. Thank you. Cool. Does that all make sense? Does anyone have questions on any of that stuff? That was really good, honestly. I feel like sometimes I might talk about the condition well a little bit too much, maybe sometimes just to get them talking, but no, that makes that makes like if you pe that's like a big mistake; a lot of beginners, you know, think, um, think about is, "Oh, well, if I talk about the condition, it's going to help me build a rapport," but at the end of the day when you're talking about condition, if you really think about it, all you are is like a surveyor in a sense, like you're just like a fly on the wall surveying, and you know that's not how you open up or create a deep conversation. The way you're creating a deep conversation is through like figuring out what like like where can I provide value? Like obviously talking about condition is only for you; the only reason you're talking about condition with them is so that you know what to offer. So when people stick on that for too long, it actually starts to break rapport, um, you know, your goal is to figure out, well, where is the pain point? Where can I come in and provide value? And that's going to be in the motivation and the reasons for selling the property. So super, super important before I get into this, no questions, feel free to like raise your hand, drop a comment in the chat. All right, cool. All right, Donald, this is your call.

Hello, Mr. Walls. Yes, hi, Mr. Walls. This is Donald with Premier Grove; I was actually just giving you a call here about your property, Carpenter Street. You had just spoke with my assistant today about, uh, possibly selling it; I just wanted to check in with you and see if that was still the case. Yeah, I told I want 174. Okay, you wanted 174? It yeah. Okay. Well, I mean, what has you what has you thinking about selling it? Me? What has you thinking about selling it? I got about 19 problems; I'm 77 years old, and I'm about to sell. So I want to set the frame there, Donald, like at the beginning, five, six minutes, this is what we're going to talk about, this way to get at the end. Okay. Okay. If when you guys don't do that, you're gonna get eventually get hit with something like middle or end of the call because they're still not knowing what's going to happen, like you guys are the ones making hundreds of calls and talking, you know, to hundreds of people, but they're probably only having a couple of these conversations maybe a week, and they don't have like a framework that they follow or anything. So as it feels normal to you to have this conversation, it's not as normal to them, and that's the last thing you want your prospect to be doing is trying to guess what's around the next corner. That's the only reason I'm telling. Okay, s only tell I'm GNA tell. Okay. Now let's say let's say that I was I was open to purchasing all of them, taking them all off your hands; is there a is there a package we can out? All right. So none of that matters, Donald, like none of that matters; it's package deal talk about at the end of the call; figure out I got 19 properties; I'm 77; want to sell them all; why do you want to sell them all? So because there's a deeper reason there; if he doesn't want to give you it this early on because it's it's only a minute into the call, so I'd understand if he wouldn't want to, but at least challenge and ask the question there and probe on it; like 19 properties, why don't you just keep them all? Like what do? Yeah, I probably should have said like you got 19 properties, and then he did mention they were Section 8, so I should have just said, "Hey, because typically Section 8 they rent above market," um, so I probably should have said, "Hey, you know, you have, uh, you know, good Section A Properties; they're all occupied; they're running, you know, they're running above market value, so like I'm just curious on what has you looking to sell; I mean, they're they're in good shape." Yeah, exactly, exactly. Because that package deal, that's fluff; you don't need that; and see what's going. Okay. Well, I mean, in regards to this property, uh, the one on Carpenter, um, let's say we come to an agreement on everything, um, is there is there specific timeline you would like to close on? Um, typically I could do I could do as soon as, you know, two to three weeks, but if you same thing off frame here, um, timeline save to the end for deal killers; your time yeah, let the ten more than okay. Now is the tenant in there? Are they month a month or are they on a yearly lease? They're on a yearly lease. Okay. And when does their lease end? Uh, their lease should be up in like, uh, March, I think February, March, something like that; I'm not 100% sure, but I know it's like the beginning. Yeah, yeah. Okay. Now is is there any type of is there any mortgage or is there any taxes on the on the property? You kind of see how when you don't talk about like, "Are you serious about selling?" Or talk about the motivation on the front half, the call's super bland; it becomes more of a survey; it's like, "Hey, yes or no; oh, can I get information on this?" It's almost like a becoming like a dreadful call for the seller where they're like, "All right, when is this guy going to be done?" This there's no mortgage; old, I'm a disa veteran; I pay no taxes. So no taxes on I PID; no taxes on that particular property. Okay. Okay, fair enough. Now as far as the uh, I know I have in my notes here that there's um, the porch needs to be redone, um, now is there anything else that you would need to do to to the house to get it pretty much, uh, um, like up to the up to the market standards? No, that's it. Okay, that's it. Have you done any renovations to it since you, uh, since you bought it? Uh, yeah, I build a garage; I, uh, redid the basement; uh, I recently, uh, about a year and a half or so ago, I redid the, uh, kitchen, and, uh, about, uh, 3 years ago, I redid the basement, and it has a bed basement for the bathroom in the B got three bathrooms; bathroom on each floor, uh, about it. Okay. Okay. So just, uh, just the major things are the kitchen remodel, you finish the basement, um, and that that's pretty much about it there. Okay. You haven't done any you haven't done any like Plumbing work or electrical work, uh, prob, uh, no. Okay. Okay. But it was totally good; it was a total good rehab when I bought it; I bought it and, uh, I bought it from the city, and a total good rehab that you know, new wine, new Plumbing, new everything, so you know it's all good; that's what I do; we have hous. So I mean, if we were like I said, if we were to come to an agreement on everything, um, is there anyone else that would be affected by the sale of the property? I know you said that there's tenants in there, um, but is there any like family, friends that you know you would have to run it by before selling the property? Uh, no, I don't have no all in my 95; all of my properties are R to Section 8, so Section 8, 10. Okay. Okay. Um, and then you you did there's a better way to ask that question; it goes like this, um, I don't know what his name is, but, uh, let's say his name is John, so John, um, you know, if you were to make a decision of selling the property, would anyone be upset with you that you didn't run it past them before making that decision? He's probably going to say no. Okay. You don't have any like family members or, you know, white or your wife or kids that maybe have considered buying the property that maybe you want to talk to about it. Okay. And then I triple down, sometimes even too; it's like if you know he has a wife, it's like, "Are you sure? Obviously, like your wife's not going to make the final decision for you, but like I mean, you don't typically run these types of decisions of selling, you know, an investment property with her; you guys don't really talk about that," um, so I'll tie down like I'll triple tie down if I know that there's someone involved, um, that that most likely needs to be a part of the decision because they'll still say no, and then you get to the offer call and they're like, "Oh, I do need to actually talk with my wife about it." Taylor, uh, do you really is there really anything different with like Section 8 housing that you have to do, um, or run it by anybody before like? No, there's nothing special. Okay. Yeah. Okay. Yeah, that question was like a little confusing maybe to like the person that doesn't do real estate DD, so. And your wife was a broker, so you would have would you have to check in with with your wife, um, you know, before selling? Yeah, yeah, she would be the one. You double down's like, "Oh, yeah, that's why you double down, triple down." So what I would like to do is, um, I would definitely like to, you know, this is a property that I, uh, would definitely like to have in my portfolio; it's inable; can you know, you may some updates, so that's perfect, um, now let's say if there was a because I I close a cash, and I and I see all this stuff is fluff here; you want to figure out and I'm know as soon as possible, but I know you said you need some more time there, um, now let's say if I were to cover closing costs and there's no realer there's no commiss, um, for me, I wouldn't sell this prob r70; I just wouldn't do it, period. Okay, so I don't have to sell it; you know what I mean? I yeah, I'm G to sell them, you know, but it ain't no big deal if I don't sell it; I got three kids; they'll take it; they and have it; you I ain't got sell. Yeah, fair enough. So not fair enough, and 170, you like, "Bro, you got to tie down and be like, all right, well, I mean, you've got 19 properties; at the beginning of the call, you told me you want to sell all of them; like why are you changing your now? Oh, well, if I don't get the number I'm looking for, then I'm not selling it." Okay, so you aren't serious about selling it; hit them with like open-ended question like that, and then he might hit you back with like, "No, I am serious." Well, I mean, if you don't get the 170, then and you get like 150, you're going to deny that offer, or you know, maybe you give them like over exaggerated over exaggerated example; it's like, "Well, if you don't get the 170, you get 169, you're not going to sell the property then," and you kind of like maybe throw a little joke in there and, um, use that like that that could be used as like a a probing technique to like have him open up and start talking more about it; like he's giving you talking points here, and the point is because there's never going to be a set question to ask the seller, but the point here and the philosophy behind it is when they give you something to talk about that's related to their seriousness, seriousness of selling, or they give you something about their motivation on selling the property, then you either want to challenge them or you want want to probe them using open-ended questions; it's usually one of those two things. So when you say, "Yeah, fair enough," or "Yeah, like 100% I agree with you," or how you said up here like, "Oh, you know, definitely want to add this in my portfolio," all of that is fluff; like it's all like that; no one cares about, and you're just using it as fluff to like keep the conversation up. So the goal on these calls is to use every second as a meaningful part to the conversation to gather additional information, and the two things I just mentioned, that's the information you're trying to gather because he doesn't care; like he doesn't care about your plans after selling; he doesn't care about any of that stuff; you need to have more meaningful conversation with the sellers, and the ways to do that is through open-ended questions, and like I'm saying it as if it was easy to do for me, like, and you know, our team, um, at this point, like, yeah, sure, it's it's it's just like a natural thing for us, but probably for most of you guys, like I'm sure you guys aren't talking to your friends on a daily basis and like trying to probe them or trying to use open-ended questions or challenging challenging them on what they want to say or like trying to trigger pain points for them, so you guys probably don't do that very often. So, you know, the only way to get better at it is by practicing, but I'm telling you guys all this because you just have like as long as long as you're like consciously thinking about these things on your calls and you keep practicing and keep having conversations, you'll get a little bit better at it; like the way that you know that you're crossing that point of of "Oh, I'm getting a little bit better at this," is you should probably have some people that are frustrated, you know, like when people do that thing where you're trying to figure out your why; has anyone done that? When you're trying to figure out your why, they say like ask the same question seven times in a row, and the seventh answer is usually like your real true why; has has anyone done that before or anything like similar to that; is that like relatable to anyone? No, no, yes, for Tiff, um, I don't know if you've ever had that experience where they ask you like, you know, "I don't know, why do you like that girl?" "Oh, I like her because she looks good." "Why does she look good?" "Because she has nice outfits." "Why does she have nice outfits?" "She goes shopping a lot." "Why does she go sh I don't know." You like take like the you've got like that one person in your friend group or like that family member that takes you down the rabbit hole, or maybe like your friends or your parents or something have done that before to you guys, um, that like and you get a little frustrated because it's like, "Why the do you keep asking me the same question? I've just give you the answer, but you keep giving different answers every single time you get the same question," um, that that would be like progress to me to like see that on one of your guys's calls, um, but just consciously start thinking about like how can I how can I, um, you know, provoke, um, some sort of like trigger within them to start; how can I provoke them to start telling me more about their situation and not about the property, not about the like logical reasons, because we all know and I've said this a million times, 85% of people make logically logical based decisions or, uh, not logical, emotional based decisions. So if people are making mainly emotionally based decisions, then why are you going to only talk about the logical things with them on your call? So I'll kind of leave it at that; what's, uh, what's your question, Jayen? Um, I I was I found myself one time where I was kind of asking those, uh, like, "Oh, why? Why? Why?" Um, and this one time this guy was just like, "Why does that matter?" Like, "I just what do I say after that?" Well, if you're not serious about selling the property, then you know I'm not even going to bother to put an offer together for you; you know, I don't want to waste your time; I don't want to waste my time either; just be forward. Got you. I think I think too, um, where I kind of I was like hesitant about it is because like my past experiences, but I shouldn't let that like dictate like how this conversation goes, but like I felt like it's because you know in the past when I do try to pry a lot and like I do

Get frustrated on the phone, like you know, it kind of like, you know, shuts the seller off in a way. Um, but I mean, I'm going to, I'm going to still try it because I, I do understand what you're saying as far as like just basically taking what they're giving me and, uh, kind of building off of that.

Yeah, dig into the motivation. I mean, like for most things that are worth having, it's usually gonna get worse before it gets better. So like, if you had a bad experience first time or second time, like just know that's natural. Like maybe up a couple calls, but wouldn't you rather like up a 100 calls to have your next thousands of calls be really, really, really good? Yeah, it's like it's a tradeoff, you know, you have to trade something to get to where you're looking to go.

Yeah, and I feel like I was looking at it more so as like, you know, treat like kind of like I'm not as aggressive, I guess, just because like I'm kind of treating every lead as if it's my last, um, and I didn't want to like basically like ruin the sale. But at the end of the day, like if they're like, I got to keep this in mind, if they're serious about selling and they're motivated, like they're going to, they might get frustrated on the call, but they're going to answer everything I, I need, um, if they're actually serious.

Yeah, bro, 100 percent. Like if it's, if they're a real seller, they're gonna, they're gonna open up. So I want to use the last like 10, 15 minutes to do a role play or like an example. Um, Jaden, I'll do it with you, and then use me, use one of like your specific situations. Donald, I'm gonna mute you because you're echoing. Um, I'm the seller.

Yeah, yeah, and I'll just give like some examples on how to open up the conversation. So, ring ring, wait, hold on, give me one second. Uh, hello? Hey, Jaden, it's Ethan. I'm calling about 123 Main Street. I was curious if you're interested in selling the property. Uh, yeah, I've been thinking about it. Okay, you've been thinking about selling it, or are you pretty serious about selling the property? Um, it's something I've been thinking about for the, for the past couple of weeks. Okay, generally how the calls go, it takes about five, six minutes. Um, you know, I just want to dig into what the, you know, condition of the property is so I could put together an offer and figure out kind of, you know, why you're looking to sell it, make sure it is a good fit, and if it is a good fit by the end of the call, I'll go ahead and schedule a follow-up call with you to make you an offer. Does that sound good? Yep. Perfect. So you're saying your thing about selling the property, what do you mean by that? I mean, is it like something that you've actually seriously entertaining, or have you just been getting these random calls out of the blue? Yeah, I mean, I kind of been getting a couple of these calls a week, uh, but um, I'm my son's living in there, and he's looking to move out, so I don't really have a need for this property anymore. Okay, has he considered purchasing it? Uh, no. Okay, perfect. And I mean, as as far as like what you've done to sell the property, obviously, you know, it seems like you get a lot of these calls from what I could pick up on, um, have you, you know, have you been entertaining any other offers on the property? Have you maybe considered listing it with a realtor? What have you done so far to, to sell it? Um, nothing so far. I haven't really got gotten time to, to do it. Okay, what do you mean you don't have time to do it? I just haven't gotten a chance. Okay, you just haven't gotten around to, to reach out people yet? Yeah. Okay. Do you get a lot of these calls? Uh, yeah, like I said, I, I probably get about five a week. Okay, so you're getting a lot of calls then from people like me that want to buy your property, but you're, you're not really entertaining them. How come? Um, I mean, a lot of them kind of just don't seem serious, kind of just dealing with the same, you know, I stopped answering a couple of them. Okay, what do you mean they don't seem serious? They just keep on asking me questions, and I feel like my time is being wasted. Okay, so you're looking for someone just, you know, to make you an offer. I mean, if I were to make you an offer though, are you even ready to, to make a decision? Yeah, for sure. Oh, you are. Okay. Um, so you are pretty serious then, like you are actively looking to sell this home? I'm not actively looking, but um, if, if, if an offer comes on my table and I couldn't refuse it, you know, I'll take it. Okay. Um, so you mentioned that your son's moving out of the property, it's going to be vacant. I mean, for, for, you know, another, in other words, how come you're looking to sell it? Um, so I mean, he was living there for, for a couple years, and um, uh, he, he hasn't been paying rent, so it's just been coming out of my pocket. Um, oh, he hasn't been paying rent? Nah. How come? Um, he's my son, so I can't really do much about that. Are you, uh, are you did you kind of give them the boot on this one and told them you got to move somewhere else then? Uh, no. Um, he actually, uh, is moving in with his, with his girlfriend, so but this is since this is something that I am looking to, to sell in the next following months, I did, this is something we've been discussing with, and he found a means to, to move out by himself. Nice. Uh, have you thought about just renting the property then, or no? It's, it's too, it's too much, you know, I'm just looking to retire, uh, and, uh, relocate. Okay, have you thought about moving into the property yourself? No, I want to move out the country. Okay, so then you are definitively probably going to sell this one, whether it's to me, another investor, to a realtor? Yes. Okay, so pretty much like what I like my Discovery there is I want to figure out like what are, what are, what do his options look like, and what I like to do there, guys, is I like to just like break down each individual one because he was giving me like one answer and give me a second answer. It's like, yes, I'm serious, no, I'm not serious. I need a crazy price, and then I was like, all right, well, this isn't working, let me go into the motivation. He wants to sell it because his son's going to vacate the property. Okay, while he's vacating the property, so that leaves him with a couple options, right? It's either rerent it out, sell it to an investor like me, list it on the market, or move into it. So then I go in, okay, well, are you going to move into the property? No, I'm not. I'm moving out of the country. He gave a pretty definitive answer on that. He's definitely not going to be doing that. He's gonna, are you going to rerent it out? No, I'm definitely not going to rerent it out. I probably could have tied down a little bit harder and asked him, well, you if like you're not getting the price that, that you want, you're, you know, you're pretty much left with, with one option. It's either move into the property or rent it out. You obviously don't want to move into the property, so you're kind of be forced to rent it out unless you're okay just leaving it vacant. Are you okay leaving it vacant? No. Okay, well, are you okay renting it back out? Maybe he's like, no, like I'm going to sell the property. So I'm just probing and asking questions around like what his options look like, and now like at this point, I've determined like, okay, well, Jaden is probably going to sell his home one way or another, whether it's to me or another investor or a realtor. So this is a lead that's definitely worth pursuing or at least putting a little bit of time into. So once I've got that information, then I like to go into discovering on the condition of the property, so we'll pick it up from there. Um, okay, so obviously, Jaden, you're going to sell the property, right? We've kind of broke down like the options, the you don't want to rent it out, you don't want to keep the property vacant, you don't, you don't want to move into it. Well, you know, what else are you left with, Jaden? Um, uh, just looking to, to, to sell it to somebody, whether that's an investor or a real estate agent. Okay, and I'm assuming you're probably gonna hold off as long as you can, you know, until you actually, until you actually find the property, right? Or until you find a buyer that, that is willing to take your price point, right? Correct. Okay, cool. Now, as far as the condition of the property goes, I mean, is it in pretty good condition? Um, I know it's been rented out obviously, but, you know, is it, is it in solid condition for, for, you know, for it being rented out? Um, yeah, I would say it's in pretty good condition. It definitely does need some, uh, repairs, but it's liveable. Okay. Uh, what repairs are needed? Um, there's some water damage, um, some holes in the floor, um, okay, uh, what water damage? Where is that? The basement, main floor? Yeah, the, the main floor. Okay, what happened? Um, the bathtub overflowed, and it, it just seeped through the floor into the first floor. So that was on the second floor, the bathtub was on the second floor, seeped through to the floor onto the ceiling of the first floor. Okay, that makes sense, and, um, and then as far as the basement is, the basement is, is there a basement? Yeah, it's not finished, unfinished. Okay, kitchens, bathrooms, those are all like working, working order, but probably outdated is my assumption correct? Okay. Do you have a garage? No. Okay. Are there any mechanical issues at all? Electrical, plumbing, HVAC, anything, any issues with that? Uh, so yeah, so the, the ceiling of the first floor of that room where the, the, the sa, where just under the bathtub was, that like doesn't work, the light fixture doesn't work. Okay, cool. Um, so like, by the way, guys, like I honestly don't even really care what he's telling me right now because every renovation is going to be the same. It's like, are the kitchens outdated? Yes, they are. All that's going, are the bathrooms outdated? Yes, it is. Okay, all that's going, really the main things are, does it have a basement? Does it have a garage? Um, is the basement finished? Um, is the electrical working? Is the plumbing working? Do they need updates? Are there any electrical issues? Plumbing issues? What's going on there? And then the exterior, you guys can probably figure out on your own. It's like, oh, the roof looks pretty old, it's, you know, there needs some patching on it, or whatever, the windows look super old, like condition should take like a minute or two minutes. Um, if there's like major issues, maybe it takes a little bit longer, but nothing, nothing crazy from there. So now I've discovered the condition, I've discovered that he wants to sell it. Maybe at this point, like I'll loop back around a motivation. Um, for this one, I'd probably go into like the deal killers, start tying down on, on the object, uh, on the pre-handling of objections, and then go into setting the stage for the follow-up call. Um, but yeah, I mean, that's just like a simple example, like you want to use open-ended questions to re, you know, revoke a, a some sort of like, um, response about do they want to sell it, and then why do they want to sell it? That's like the main gist of it, and your majority of the calls should be, should be spoken about that. So does that anyone have questions around that at all? Um, so this one specifically, specifically, um, how would you kind of handle that with off with like an offer? Um, well, what I just acted out like, um, because this was like based on like a lead that I had, I'd have to go into deal killers is his timeline on point, like is he ready to accept an offer? So yeah, so I guess that was something that I maybe didn't cover. Um, this was back before the elections, and, and he told me that, um, he would make a definitive answer after the elections, and then after the election, want to do is you want to follow back up with him, and whatever like qualifying factors you're missing from him or deal killers or anything like that, you probably want to give him a call and touch base on that. Okay, I gotta, so that's where I, that's where I went wrong because after the elections, I followed back up with him, and I gave him my offer, wasn't ready for the offer, got offended and hung up the phone. Yeah, if he's not ready to make a decision, then that's never going to go, go the right way. Great. Okay, thanks. Yeah, cool, guys. Does anyone else have any other questions? Uh, go ahead, Tom. Uh, yeah, I was just curious, I've been getting some investors like on my cold calls, like do I should I qualify investors like? No, just add them to your buyers list, maybe save their info, but for sellers, not for buyers. So don't put like a huge focus on that. Right. Right. Okay. And was also just curious like could you help me set up a new number for Mojo? Like do I need to unsubscribe the Mojo voice caller ID that I've got and then get a new one, or, oh, buy another one, and then once that one's white-labeled, then delete the other one? Okay, my, the number I still have right now is green label, so is that like still fine? What's your con, uh, what's your contact rate? Uh, well, over the weekend it dropped to like 1%, so I figured I'd need a new number. What about last week? Was it at, uh, like five to seven? Uh, keep that. If it drops anything under 5% this week, then remove it. All right. Gotcha. Cool. Yo, Ethan, um, I, I gotta give the seller from Morango a call just to confirm, uh, are, are we still having buyers out there tomorrow, or let me see how many buyers we have scheduled. Follow up with me in two hours. Okay. Sounds good. You want me to text you or, um, give, uh, what's her name a call? Sorry, I keep forgetting. Mary. Yeah, just text me. You can communicate with me. Okay. Sounds good. So two, two hours. Yeah. Gotcha. Cool. Any other questions? Yeah, can you just email me the, the report? Oh, yeah, the settlement saying, yes. Did you make that offer yesterday? What offer to the guy? No, I, I, I needed the settlement statement, I need to see what his walkway with. Oh, so okay, so all right. Yeah, I'll send it to you. We'll go through it. Pearson. Yeah, I DM'd you on, uh, I bought the CRM recently, and it's telling me the email link is expired and to contact the administrator. I assume you would be the administrator. Um, here, let me get you, is it just, uh, is the account underneath your name? Uh, it's pulling up as my address for some reason, like my emails to it, but it says my name is my address. I've got your account here. I'll, uh, I'm resending that to you right now. All right, thank you. Make sure to log into it right when I send it. I'm like sending it to you literally right now though. Uh, Ethan, will you check your text messages too? Uh, just whenever you can. Yeah, I text you something. All right. Cool. Uh, Tiff, how does one pick a market? Uh, what market are you in right now again? Um, I just moved to Vegas, but I'm really familiar with California because I'm from there, so I mean, both markets are good. You want to make sure that you're in a county that has a population over 500,000. Yeah, that's like one of the biggest things. Um, and then after that, um, you're looking for, you know, an area with higher crime, lower income, um, and then preferably if you can find an area specifically that has, um, like older homes, preferably built before 1960. Um, okay, those are like three really good indicators about the market. Okay. Got it. Thank you. Tom, do you still have a question or is that just from earlier? Uh, yeah, I was curious about booking a one-on-one call. I saw that like December is all the way booked out. I was just curious like how should I go about that? So we only allow, all right, the reason we did this by the way is just because people would book and then not show up, so we only allow bookings like four days out. I'll, I'll open it up again. We'll do five days out, um, but it's not that December's fully booked, it's just that, um, for the week it's been booked out. I probably should make a video preface that, but yeah, check again tomorrow, there'll be slots open. Okay. Gotcha. Actually, mine's kind of weird. I could only book the a like tomorrow, the day after, like today, and all rest of them, I'm blocked out. Uh, Tom, check again, it might be open then. Yeah, I was just looking right before I asked that question. I can double check it though. I have a question about Mojo. Um, I have a Mojo from before, um, and I know we're going to be like skip tracing leads and putting them in there. What, what are your thoughts on the like Mojo list that already exist in there? Like I have a couple of lists already. How long ago? Um, about six months ago. Where did you pull them from? Um, from Mojo itself? No, I would do kind skip trace. I don't, I mean, like you could try it, you know, I can't say definitively work or not. Um, I just know what works for us and what works for other people, so that's, you know, that would obviously be my recommendation. I don't want to point you in the right, in the wrong direction. Yeah, of course. No, I'm going to do what you guys, uh, tell me to do. I just have those lists sitting there because I already bought them, so I was wondering maybe, I mean, maybe give it a shot, see what, you know, maybe they're killer list, and you find out, but you really won't know until you hit them, so. Okay, give it a shot. Yeah. Okay. Thanks. Cool. Uh, you still got the same number, the 33, 337? Yeah. All right. Cool. Thank you. Cool. Uh, yeah, Liz, text me about that though. Okay. All right. Cool. All right, guys, uh, tomorrow we're going to do acquisition training. All right, so now you have two options. You can take everything that we just taught you and implement it yourself, which absolutely works, that's what Cam and I had done, or if you want to fast-track your success and avoid all of the mistakes that cost us months of time, thousands of dollars, you can just join the Inner Circle program. Inside, you're going to get four live weekly coaching calls with both Cam and I, one-on-one coaching calls with someone that works internally within our business that's done upwards to $100,000 in deals per month, 15 hours of video modules that are in-depth on how to set up your business and how to go from never doing a deal all the way to closing your first deal, our exact contracts and scripts, direct access to our entire wholesale business, free deal analyst so that we can help you make sure that you never mess up an offer, direct access to our entire wholesale real estate team where they can do anything, and then a community of active wholesalers that are doing close to $100,000 per month. We've got a few hundred active wholesale team members inside of there that are actually doing deals all across the nation. We have students like Aiden that just recently closed the deal for $24,000 in less than 3 months, and Charlie and Gabe who are doing consistent $660,000 months through wholesale real estate. If you want to learn more about how to get into the Inner Circle program, click the link in the description so that you can talk with one of our team members. Either way, I hope that this free course gave you everything that you needed to actually get started with wholesale real estate. Subscribe for more videos like this. I might be on a couple more, so I hope to see you guys on the next one.