The video delivers a comprehensive, step‑by‑step system for building a systematic wholesale real‑estate business that can generate $50k‑$100k+ per month with a lean 5‑6 person team. It begins by urging viewers to abandon a "hustler" mindset and adopt a data‑driven business‑owner approach. The presenter outlines how to select profitable markets (DOM 60‑90, median home price ≥ $250k, population ≥ 1M), and then details lead‑generation tactics for 2026, emphasizing inbound Facebook ads over outbound cold‑calling due to TCPA/10DLC restrictions and higher ROI. A three‑stage sales process (intro call, appointment call, offer call) is broken down with scripts that focus on uncovering seller motivation, urgency, and roadblocks. The course then maps three scaling models – Solo Empire, Strategic Scale, and Freedom Builder – with associated hiring plans, salary ranges, and expense structures. It stresses defining core values, rigorous onboarding, daily coaching, and weekly performance scorecards. A reverse‑engineering framework is provided to calculate required leads, appointments, offers, and contracts to meet monthly profit goals, including specific conversion benchmarks (lead‑to‑net‑lead 65%, net‑lead‑to‑appointment 70%, appointment‑to‑offer 80%, offer‑to‑close 20%). Financial modeling tools (cash‑offer and novation calculators) and buyer‑sourcing methods (InvestorBase, paid software, free Facebook groups, agent partnerships) are demonstrated. Finally, the presenter discusses current 2026 market conditions (high inventory, high rates), the importance of problem‑solving seller conversations, and a profit‑first philosophy that prioritizes net cash flow and high profit margins while keeping expenses low. Throughout, the speaker promotes his coaching program as a way to implement the system.
Chapters
If you want to start wholesaling real estate, or maybe you're making less than $10,000 per month, I'm going to show you exactly how to build a systematic wholesaling business that makes you anywhere from $50,000 per month all the way up to $100,000+ per month. Just so you know, this is not going to be your basic go pull the list, get VAs and start cold calling sort of video. I'm going to be showing you the exact same process that I'm using right now to close over 300 real estate deals and how we make $100,000 to $200,000 per month with a lean 5 to 6 person team. And I have invested over $300,000 in education to figure out the best way to run this business. So this video will show you everything that you need to know so you never have to watch another wholesaling video ever again. And I'm going to be covering how to pick the right markets, because if you're in the wrong market, nothing else matters. The exact marketing strategies that are working right now in 2026, and my complete sales process that converts 1 deal for every 4 offers that we make. The sellers, and how to build a team that runs without you, and the tracking systems that let you scale predictively, and literally everything that you need, and the exact same blueprint to build a wholesaling business that nets you anywhere from $50,000 all the way up to $100,000 per month with a team that runs 80% without you. This is the exact same system that has helped Francisco make over $70,000 per month, Eduardo is now making $8,000 per month and how Jordan got 5 contracts her first month working with us. So without further ado, let's get into it. Now, part 1, and before we begin, the most important thing is you need to kill the hustler mindset because if you're just hustling like a side hustle, you're going to get side hustle results. And this business makes millions of dollars a year in assignment fees. And everyone who's having success is because they have better information and better implementation. They're not better than you. Just know that this is possible. It all starts with you believing that it can happen and you willing to die until you figure out this business. And if you are watching this and you don't have that feeling in your gut that you can do this, then don't even start because this business is going to challenge you. Only the people at the top are the ones who actually succeed because although it's simple, it is hard. And if you don't have the right information on how to go about things, how to pick the channels, how to track your numbers and your team, you're not going to have success, right? And this is why a lot of people who start this business, they jump from market to market, channel to channel. They have no plan, no system, no strategy, and they just keep on jumping ships without figuring out anything. But just know that it's possible. And the reason why I am able to have success is because I got access to information. I paid for information and then I went and I implemented and I tried my hardest to make sure that it works. So the difference between a hustler and a business owner is that the hustler is not going to have any systems. They're going to have any plans. They're going to throw things at the wall hoping something's going to work. But the business owner, they move with intention. They have a plan. They test with hypothesis and they track numbers. Now, when I started, I knew that I was going to make this work no matter what, but I made a lot of mistakes in the beginning and it came from just hustling. And instead of being a business owner, I just got stuck to hustling and going after deals, and I was not tracking my numbers. And I figured out that I lost so much money by not tracking the right information. My point with you guys in this video, you need to have the proper foundation because I know that if you follow the plan and you stay consistent and you track the right things, you're going to have success. You're going to be in a way better spot than I was when I started. So although I got great success, things would have been so much easier if I would have done this correctly. So you need to pay attention. And before you begin anything, you need to know why are you doing it and what is the result that you expect that's going to happen and in what timeframe are you trying to make this. So make the decision. Are you going to hustle or are you going to make it work no matter what? You're going to scale this business and finally achieve success. Maybe you are in a 9-to-5 and you want to get into real estate. Maybe you already got started, got a couple deals, but you are burnt out. So you need to make a decision if that is going to change, because if you watch this entire course, I know that it's going to change things for you. So make the decision. And if you're with me, let's proceed. Part 2 is going to be about market selection. Now you can either choose your backyard. That's what I'm proponent for. If you have earned a market where stuff is still selling, or you can do nationwide. Now, the only thing with nationwide is if you don't have good sales experience, then you're going to waste a lot of budget. But let's say that you start in your market or you're choosing some strategic markets. The main things that I look at when picking a market is number one, the most important thing would be the days on market. You want it to be anywhere from 60 to 90 days, days on market. And that means that from the current inventory, it will take 60 to 90 days for that whole inventory to sell. And what does that tell us? That there's transactions going on, there's investors, there's retail buyers in that market. So that's number one. Number two, we want a medium house price of at least $250,000, because if our cash offer doesn't work, we can do a novation and still make $15K, $20K per deal. And we don't want to be in those markets where the house values are $100K, because else your fees are going to be so small. And number 3, it's going to come down to population. We want to be in a population where there's at least 1 million people, because if it's too small, like I said, there's not going to be a whole lot of buyers. But if you do this nationwide, maybe using Facebook ads, you can still get deals going, but I would just prefer that you guys select the best markets in the beginning. And to do this, you can use stuff like Redfin, Zillow, PropStream, and Google what are the best markets to wholesale in right now and pick the ones that you're most comfortable with. Because if you have boots on the ground in those markets, then you'll be— you're going to be able to move deals. And the cool thing now is with technology, there's photo services that they'll go into the property and take the photos on your behalf. You can hire agents to do this for you, right? So the most important thing is for you to pick the right market. And those are the main 3 things that I take a look at in order for us to pick the right market. Now let's talk about the lead generation, which is part 3, and the stuff that actually works in 2026. Now, if you're watching this, you probably heard someone tell you to go cold calling and do SMS, but the thing is, it is not working as well as it used to be. For me and us, we don't do any outbound. All we do is inbound through Facebook ads. But the things that changed in the last couple of years, now we have the TCPA regulations where if you cold call someone, it's going to show up as spam. So you need to do way more labor and work to actually reach out to these people And what I don't like about cold calling is that there's a lot of chasing, so you have no leverage. Everyone has already called these people, and if you're not good at sales, you're not going to be able to get these deals. And I think there's better ways. And if you don't understand the true cost and timelines, you're just going to be wasting through a ton of money and not get a deal. And then you also have the 10DLC, which your numbers have to be registered. So if you call someone and they want to sue you, they know exactly who you are and who your company is. So you can get into a lawsuit just by trying to cold call someone. That's why I don't prefer it. And the same thing with SMS, you have the same regulations where everything is going to spam, and that's why a lot of people going away from SMS blasting. I'm not saying it doesn't work, it's just way more tedious and you need to be really good and know exactly what you're doing if you want to have success with these channels. And like I said, in average you need 60 to 80 leads to get one contract. But the thing that kills it is the average industry standard cash conversion cycle. It's going to take anywhere from 6 months to 9 months for it to be consistent. Now cold calling and outreach is more so on follow-up because people, you're going to get them to your CRM and then they're going to be ready to sell. So it's a matter of timing and when you are calling them. That's why I don't prefer it, but you're looking at a couple thousand dollars if you are getting started with this channel. And the thing is, like, if you're running cold callers, you're running high turnover, you're running a lot of friction, a lot of moving parts. So you need to be really good at managing all these people. And if you're starting out, it just makes it very hard because you're not that good at sales just yet. So you're going to be wasting a ton of money and opportunities. Now there's a caveat. If you're starting this and you have no money, you need to save at least $10,000 to make this business successfully. Because if you don't, you're just going to be shooting yourself in the foot because this business requires capital. I'm not going to be like any of these gurus that tell you that you can get started without any money. There's a way to do it. So what I would recommend is instead of pulling massive lists and cold calling or texting them, what you could do is directly where the motivation is at. And my preferred way of doing this is if you can go directly to the counties that you're choosing to market in, you go into the county website and try to look for the foreclosure data because that gets uploaded daily. And instead of using PropStream or any of these softwares to pull this data for you, you want to be able to do it manually because With these people, speed to lead is going to be the most important thing. And many of these counties, they are adding these records on a daily basis. And what I recommend you doing is going to the website and you can filter for the address, take that address. Maybe you can have a VA that can do this on a daily basis, but take the address and then use something like True People Search where you can find the owner, their phone number, relatives, and any phone numbers that they were previously associated with. And the approach with these people is going to be different than, hey, let me buy your house for cash, because these people, they're going through, you know, a financial difficulty, right? So our approach has to be more with the intention of we're trying to help these people and give them a solution rather than, hey, let me go up there and buy your property. What we're going to give them is be like a consultant where we can see what we can do for them and see what's the best solution for them. Now, usually when talking to these people, their options are they either pay the arrears, which they're probably not going to have the money. You could offer to list it with an agent, but they're going to have the time. They could ask for loan modification, But many of these probably haven't done it, or maybe they're working through that. So you need to be able to figure out exactly what's going on, because if they don't get approved, then it's going to go into the foreclosure. Or they can file Chapter 13 bankruptcy, and that's going to delay the foreclosure. I don't recommend you proposing this idea, or else you may be suitable if they decide to sue you. But lastly, we can offer to buy the property in cash after we give them kind of those options. And if you earn their trust and you help them You're going to be able to help them move forward. And if the cash offer doesn't work, you can do something like a sub-to where you give them the money to pay the arrears and then you sell the property back. But these people are in pain and these properties usually have a ton of equity. So if you were to call, this would be my preferred way of doing it. Now you are trading a lot of your lack of capital with a lot of your time, but since you don't have the money, that's what it's required. Now after you get your first couple deals, then you can scale into the other marketing channels. Now let's dive into my favorite, which is Facebook ads. Now we crush with Facebook ads and our average cost per lead is anywhere from $20 to $30, and we need about 25 to 30 leads to get one contract. So our cost per contract is super cheap, is like $600, and we're making anywhere from $15,000 to $20,000 per deal. And the way that we win with Facebook ads is we focus on pain-based ads. Now, right now I'm only marketing 80% in my backyard because I know the market and we're really good, but you can do this nationwide or be strategic about the markets that you choose. But if you're doing this, I suggest that you do this pain-based where you are trying to target foreclosure, inheritance, vacant properties, properties that have on need a ton of repairs. You want that to be the focus because if they put their information, they're already telling us that they're motivated and the ads we're putting out, they're only calling out the people who want to sell right now and who are our ideal sellers. So that's how we win with Facebook. And usually the industry standard will be you'll be paying anywhere below $100 cost per lead on Facebook depending on how good you are, but you'll need anywhere from 20 to 30 leads to get one contract depending on how good you are at sales. And we recommend as far as budget, if you have at least $1,500, you're doing nationwide, you're going to need a lot more to put a deal in the contract. But if you're local, I'd say like $2,000 to $3,000 per month, that should yield you anywhere from 1 to 2 deals. And if you can make $15 to $20K per deal, then you are in the green. And now the following channels are when you are more consistent and you already have the capital to invest in more marketing. You're going to have direct mail, which you're sending postcards. You're going to have PPC through Google, but you know, that's going to be way more expensive, but it'll be— it'll take time for you to get there. And month, you can still get like a 3 to 4x return on ad spend, but you're gonna need at least like $5,000 per month in order to do this. So on this video, I'm not going to be talking about that because we're not there yet. So for the guys that are starting out, maybe watching my videos, I suggest you start with Facebook, or if you're doing the cold calling, do it directly through the foreclosure. And if you want to get later on the PPC or the direct mail, I'm sure there's a lot of YouTube videos that will walk you through it. But basically, you're gonna need at couple thousand dollars to make each of them work because the cost is going to be more expensive and it's going to take a little bit longer to get your ROI. Now with PPC, it's way quicker, but you do need to spend at least $5,000 to $10,000 per month for it to give you a 3 to 4x. By the way, if you want help implementing these strategies, mastering inbound, mastering sales, scaling profitably and scaling to $30,000 to $100,000 per month, there's a link down in the description down below for you to apply to my coaching program. You're going to get the complete system done with you training on setup, marketing, sales, how to hire, how to build the frameworks, the KPI on how to track your team and how to reach your monthly goal. You're going to have ongoing support until you hit your revenue goals. So click on the first link in the description down below to apply now. Now, the reason why I prefer inbound over outbound is because there's no carrier blocks, there's no, there's no TCPA issues, there's no lease management. Sellers are coming to you and that's what is expected from a real business unless you are doing cold calling. You know, you're talking to people, they're like, hey, what's your offer? Right? So inbound is way better. There's way more high quality leads at a lower cost. There's less management, less moving parts. And in the end, it's about building a system that is sustainable and it's simple where, you know, you're getting X amount of leads and all you need to do is try to put them on the contract and sell them. But for inbound, like I said, you're going to have Facebook, which is my favorite. You're going to have Google or like YouTube or TikTok. Now, all of this, you're going to work. But for all of these channels, I recommend at least $3,000 per month. And the usual cost per lead outside of Google, you're going to be looking at around, you know, with Facebook, YouTube, YouTube, TikTok, anywhere from $30 all the way up to like $80, $100 depending on how good your ads are. Or if you're using an agency— I don't like using agency because I think you can learn it. And if you master marketing and if you master sales and you know how to hire a team, you're going to be way more profitable. So for us, I used to do all of the methods that I was talking about earlier and I was getting like a 3 to 4x. Now since I took control over my marketing only through Facebook, we're getting like a 12x. ROI every single month. So we spend less than $10,000 per month and we make above $100,000 every single month. And that happened by me mastering marketing and making good ads in order to talk to the right people. And if you're making ads, the most important thing, it's going to come down, like I was saying earlier, is you need to focus on pain-based ads. Because if your ad is broad, you're going to get the tire kickers that they just want max value for the property and they are not really that distressed. So pain-based means, like I said, foreclosure, divorce, inheritance, making properties, people who are downsizing, or properties that need a ton of repairs. And also, if you are above the age of 25, I really like founder-led videos because the sellers are going to trust you way more than if they see like a static image, and you start building that credibility and trust as they see you. So with this channel, like I said, our average cost per lead is anywhere from $20 to $30, and we need 20 to 25 leads to get one contract. And like I said, on average we are making $15,000 to $17,000 per deal. Now for me, I am good where we're at right now just because I am enjoying the profit and have other businesses. And for me, wholesaling is about cash flow. So every month I can net anywhere from $30,000 to $100,000 per month in net profit with a lean team. So take that with a grain of salt. You need to be good at sales, you need to be good at marketing for you to get good results. And like I said, if you want our help, we can help you build this the right way in order for you to get your income goal, whatever that is. Now let's talk about part 4, which is sales, and it's the most important thing besides the marketing because I see a lot of sellers who are just in the business of giving out offers. But remember, our job is to get deals, and you only get deals if we can actually find out exactly what's going on and where is the pain. Because if the people are not distressed or motivated to sell, then you're going to be able to get a deal because we are problem solvers at the end of the day. And if you approach any of these conversations with the sellers as, hey, I'm going to try my best to be able to help them, but where you ask the most amount of questions and you genuinely want to help them, you're going to get deals. So let's jump into it. Now, the problem is that most wholesalers wing it or they're just asking surface-level questions on, okay, What's the condition of the property? How much do you want for the property? When do you want to sell? Right? And that's why they're getting consistent results. Now, the reason why we're able to get one contract for every 4 offers that we give the seller is because we really, really dig deep into the seller psychology where we understand exactly what's going on and the fears that they have before talking to a salesperson. Because if you think about it, let's say that you were going into a dealership, or maybe there's times where you've gone into Best Buy or something and you know exactly what you're looking for, and then a salesperson approaches you and they ask, hey, do you need help? You're like, no, why? Because people are afraid that you're going to waste their time. You're going to give them something that they don't want or you're going to disappoint them, right? So what we want is to even the playing field whenever we're talking to these sellers in order for us to have the best conversation that we have where they can tell us exactly what's going on in their life, why they want to sell, what they need. We need to do in order to make that deal happen. So we follow a 3-step sales process. Now, since a lot of our leads are coming from inbound, we get anywhere from 5 to 10 leads on a given day. So what we want is we have an intro call with our lead managers. Now I know you guys are not at the point where you're, you have someone in your team to do it. So in the beginning, it's probably just going to be you. Maybe you don't need to do the, maybe your intro and appointment call can be all combined if they are qualified, which I'll dive into. But for us, we do an intro call, then we do the appointment call, and then we do the offer call, right? So just so you know, the intro, whenever the lead comes in, we're trying to build rapport and qualify the lead. Now the main thing that we're taking a look at is, is this person urgent? Meaning, hey, Mr. Homeowner, If we come to a deal today, you're definitely ready to sell the property, right? Yes. Anything other than a yes is a no. So that wouldn't be qualified. And then the second thing would be motivation. Is there anything going on in their life that would make them want to sell? Maybe they're going through divorce, foreclosure, inheritance. We want to send some sort of pain because remember, this sale is all about emotions and it's not logical because they know that our offer is going to be less than that. So we got to be able to find the big problem in order for us to get paid $10,000, $15,000, $20,000. The second thing is going to come down to expectations, right? Where we let them know exactly how long the phone call is going to take. We're going to be going over, we give them permission to say, you know, if they don't like the offer and where we dig deep exactly into how our process works. So they know exactly what that is, right? The main important thing is going to be the motivation. That's what we uncover, the pain. And this is the most juicy part of the conversation. If we can successfully find out exactly what needs to happen and get them thinking about their future state and what needs to happen in order for that problem to stop. We're going to win, right? The other thing would be property details because we're going to be able to come to the property and estimate how much the rehab is going to take. The next thing we need to talk about is going to be roadblocks, right? We need to identify influencers, timeline, discomfort, meaning, hey, if we were able to do X, Y, and Z because you're dealing with X, Y, and Z and we solve all of this and you were able to move into your next place, is there anything else that you would need to figure out then? And they would be like, so, okay. And then after that, that just means that they're just ready for you, for them to hear your offer. And if the offer is good, you're going to be able to close them. And then the next thing, like I said, is, you know, the closing, the next steps where you set the decision and make the deal happen, or if it didn't happen, you know exactly what you need to do. So this is our first script. I'm going to link this down below, but basically whenever we are talking to someone, it's coming from Facebook. It's like, hey, Mr. Homeowner, this is so-and-so. We saw that you submitted your information about your property on Facebook. What about the ad made you want to look into this? A little bit further right now. We want to find out exactly why that happened. Like, oh, okay, well thanks for taking my call. Is it okay if I share with you on how we work? Because most homeowners, you know, they want to sell, they don't wanna sell with a realtor, maybe sell a little bit quicker. Is that more so a little bit on what you were going through? We wanna find out exactly kind of what's going on and what made them inquire right now. Right? So we're gonna tell 'em like, hey, yeah, this is basically how we work. We're gonna ask you a couple questions and let you know if we can Actually purchased this property. We're a good fit. We're going to set an appointment with our home buying specialist who's going to ask you more questions about the property in order for us to give you our best solution because we have different ways of working together. Is that okay? They're going to be like, yes. Okay, great. Then we're going to confirm the beds and baths. Has there been any remodeling done in the kitchen anywhere for the last 5, 10 years? We're going to ask basic information about the HVAC, who is living there, are there any repairs that are needed? And like I said, this first call, we want it to be more basic because we're just trying to filter if it's going to be a qualified lead. Are they ready to sell right now? And what is going on in in their life, right? We want to know a little bit about the— like, hey, we just saw a couple properties and we're looking to purchase some extra this week, so hopefully we can help you out with your property. But if we take a look into the property and we get you a fair price for yours, you're definitely ready to sell it, right? And be like, yes. So if we agree on a price today, how soon are you looking to start the process of selling your home? So we're going to know exactly what the timeline is. And then the next thing is the influencers. Is there anyone who has an input to sell the If there is, then we want them to be on the next call. And then this is when we dig deeper into the motivation. Hey, I know that you said that you talked to us because of the ad. Now let me ask you a little bit. We've been talking for a few minutes now, but why have you even been thinking about selling the property right now? What is selling the property is going to help you accomplish? And what we're trying to do is, okay, find out what the motivation is, right? And then we want to use mirroring into, it seems like you've been dealing with X, Y, and Z, and that's why you want to sell and all this. So we just want to get a little more clarity into what's going on. Where we actually are not getting surface-level responses. And as long as we have a clear motivation, then basically that's when we have our information, right? So if we have the urgency and we have the motivation, that's a qualified lead. Now, something that we are changing in our sales process with the price is whenever we ask it, ask them for them, we're not going to price anchor them anymore because they're always going to want more than that. But like I said, if in the later on in the appointment call, the closer digs deep into the motivation and they realize that The main one thing they need to do is sell, and that's the only best option they need to do in order for them to stop dealing with that problem. Then we're going to be able to get that deal, right? So we're not going to pricing for them anymore. We're just going to ask them and be like, hey, and if we paid cash and all that, would that be the best price? And then they're going to give you something, right? So what we want is, like I said, with this script is the urgent and are they motivated? So then we're going to set the expectation for the next call. Right now, depending if they're not like that urgent or they're just shopping around, we can just let them know like, hey, I just don't think we're going to be a good fit at this point. Like I said, we can't purchase for market value and would it be okay if I follow up with you in the next 30 days? But if they're a good fit, then it just qualifies for us to be able to give them an offer, which is like, hey, I believe I have all the information that I need right now. With that being said, I do believe that we'll be a great fit working together. I would love to get you an offer of the property. I just need to send this to my finance team. And basically it takes 30 minutes. So can they give you a call back at this time? We're going to ask you more questions about the property in order for us to be able to give you the best solution. You'd be available at this time? Yes, no? Okay. And then you pass it off to your team. Which would put us now into our script number 2. So this is the one of the closer, which is like, hey Mr. Homeowner, how are you doing today? I'm calling you because so-and-so called you about your property and said you're looking to sell, correct? Great. And like, okay, just to share a little bit about what to expect from this conversation, this is going to take anywhere from 15 to 20 minutes. And my goal is to get to know you a little bit more and see exactly what's going on with the property. We'll also talk about the condition, age of the roof, stuff like that. I know you talked to them, but I like to hear things in detail in order for me to be able to give our best possible offer. Some of the things may sound repetitive, but I want to be sure that I don't miss anything in order for us to give you that best solution. And after that, I'm going to talk to our partners and they will let me know exactly what the property qualifies for. All I ask from you is that you're able to give us a confident yes or no decision. If it's something that you would like to move forward with, great. If not, not a big deal. At least we gave it our best shot and we know exactly what your options look like. That sound fair enough, Mr. Homeowner? Great. Okay, perfect. So I'm glad we got ahold of you today. We actually sold a couple properties and we have the funds available to purchase another one. So hopefully your house is a good fit for us. So with that That being said, if we take a look into the property and we came to an agreement on a fair price for it, you're definitely ready to sell it, right? Right. Okay, great. And then we're kind of just like double checking that they, with the urgency, right? And then we're going to dive deep into the motivation. And then depending on what the first phone call was about and how they asked for the motivation, we don't want to ask the same question and be like, hey, what does selling this property help you accomplish? I know that you were talking to so-and-so and you told me that you're dealing with this. Can you tell me a little bit more about that. How long has that been going on, right? Is this something that you thought about just doing recently? Have you looked into any options in the past? Have you tried to sell before? Is there anything that came up recently that made you want to look into this now? Why now, right? And kind of, we want to dig deep into why they're looking to sell. And this is going to be the juiciest and the most important thing. And like I said, if you guys go into this with the goal of trying to help them as much as you can, you're going to be able to have a way better conversation, and therefore deals are going to make way more sense because you're now talking to to these people, right? But usually the motivation categories are going to go into financial, emotional, spiritually, physically, mentally, how they spend their time, relationships. Is it holding them back from reaching a goal? Maybe it's extreme pleasure or just no motivation. So you need to be able to identify that and dig deep exactly into that. And like I said, most people are going to, are going to be moving away from pain or towards pleasure. A lot of times it's just convenience, right? So we need to ask for the motivation 2 to 3 times and dig deep with follow-up questions, right? So we want to mirror and dig deep into the impact, into what the vein actually is. So after that, we'll talk in detail about the condition of the property. Have they done any repairs? If we are standing in front of the property inside, I mean, how does your floors look? Do you have tile? Are they from the '80s, '90s? Same thing with the kitchen, bathrooms, all that, because we're going to get a mental idea on the rehab amounts. But after we get all the property condition questions, we're going to talk about roadblocks, which we'll dive into Influencers, timeline, discomfort, and money. Hey, Mr. Homeowner, would anyone be upset if you didn't speak to them first before making a decision to sell this property? So your spouse, they don't know that they're selling? Yes. Okay. Are they on the same page? Yes. Okay, great. Or they would be like, oh, so you don't need to talk to an agent or a lawyer or anything like that? It's only you the decision maker? Yes or no? We want to find out exactly who else is involved because we want them to get them on the call before going into the offer because we want to know that everyone is on the same page because we're trying to solve objections that may come up later, but we're asking the right questions from the beginning, right? So whenever we give out the offer, we know that everything else is addressed and then it's all just about like the numbers, right? So after that, we're going to go into the timeline. Hey, Mr. homeowner, one thing that people love about working with us is that we're flexible with our closing timeline. Everyone's situation is different. We can typically close between 21 to 30 days. Some people love that. Some people want a little bit more time, but what sort of timeline will work best for you and your family? And we were trying to see exactly where they're at, right? It's comfort. Now let's assume that you like our offer and you decide to move forward. Is there anything else that you need to figure out before then? Anything? So it could be things like, okay, what are you going to do with your furniture? You already have a place that you're going to go into? Because if we don't have this figured out, then we can give them an offer. But let's say they're selling this property to move into something else, but they haven't even thought about like where they would go, then we don't have a deal. So we got to be able to, you know, come up with the next things that they need to figure out before for putting this property in the contract. And then after that, we're going to talk about the money based on everything that you told me. You told me that you're dealing with whatever the motivation is, and you recap what you talked about with them on how long they've been dealing with it, how that has affected them and all the things, the reason why they're trying to sell it. We're going to recap the property condition and then we're going to ask them, how much would you need in your pocket in order to solve your problem? Whatever that is. Now you're going to say problem, you're just going to recap all the things that you talked about, right? And if we're able to do all those things without closing costs and commissions and repairs, that'd the best price. Then whatever they tell you, I mean, it's okay. As long as they're motivated and urgent, it's okay. Because like I said, we're not going to be able to most times give them what they want. We're going to need to earn our deal, right? So now we're going to set the expectations for the next call, right? It's like, hey, Mr. Ramon, I believe I have all the information that I need right now. Have you checked us out on Facebook or Google? If not, you know, I'm going to send you a link to all of our reviews. You do want to establish some credibility. If you don't have a Facebook page, it's so easy to make Inside your family, go and give you a review. But we want to make it seem like we're the real owners. And if you don't have this, skip this part and just be going into this. What I'm going to do right now is take 20 to 30 minutes to talk to our finance department. Now, if you are the one giving out the offers, you're the only owner, we still do this. That's called same-side selling because what we want is to be sort of like the middle person. Although you don't have a finance team, but you want to make it seem like there is. That way you have a way better conversation with the sellers because if you're the ones that sets a then the conversation can go a little bit bad. But if you make it seem like it's not me, it's the big bad partners, and if you're actually trying to help the seller, you're going to have a way smoother conversation. So you're going to go into this like, "Hey, I'm going to talk to my finance department to see what the property qualifies for. Then I'm going to give you a call back, and that phone call takes about 5 minutes so that you know what it looks like if you do decide to work with us and what the property qualifies for. Like I said, all I ask from you is that you're able to give me a confident yes or no decision, and a no is perfectly okay." Okay, with that being said, do you have any more questions for me at the moment? No. Okay, well, you're going to be available in the next 20 minutes so that I can give you a call for the offer, right? No. Okay, cool. So basically after that, we're going to dive deep into the offer call 3, which is the offer call, and then you're recapping or resuming where you left off from the previous call. Hey Mr. Homeowner, this is Fidel. Do you have 5 minutes for a quick conversation? Great. So I spoke to the partners and they let me know what the property qualifies but before we talk about that, they would like for me to let you know exactly what it would look like if you do decide to work with us. Is that okay? You may be like, oh yeah, sure. Okay, cool. And here also at the end of the conversation, after I let you know how much the property qualifies for, do you feel like you have enough information to make a confident yes or no decision? You're kind of like reconfirming, right? Okay. Again, if you decide that you don't want to work with us, that's perfectly fine as well. You're not going to hurt my feelings. So first I will let you know exactly what the property qualifies for. If you decide that you would like to move forward, then the next step is I will send you over a written offer to your email and we'll go through it together. It takes about 5 to 10 minutes or however long you need in order to go through it. But once we have your autograph on the written offer, we're going to schedule a walkthrough to take photos and confirm the condition. And after that, our transaction coordinator's going to give you a call and put you in touch with the title company. And after the title clears, the closing will be scheduled. Do you have any questions? Yes. No. Okay. Are the decision makers on the call? And then, okay, how about the property? We're going to recap it again. Everything we talked about, summarize the motivation, address the roadblocks if there were any. And he's like, okay, also, as I said before, this is what you're going to walk away with in your pocket minus your mortgage, liens, and the property taxes. You do not have to pay any closing costs. You don't have to pay any realtor commissions. The property will be sold as is, which means you do no repairs, no cleaning, and you'll also be able to move on your timeline. With that being said, your property qualifies for— now the first offer that we give, we give it below our max allowable offer. Now there's a lot of videos on comping. And setting up the value. Maybe I'll make a video on that later, but the first offer that we give is going to be lower than what we can pay because they're always going to be negotiating. So we give them our best offer in the beginning, we are going to shoot ourselves in the foot. And I tried this without it, but like I said, so just tweak this to whatever you think is best for you and your market. I would say probably 10, 15% less than what your max would be, and then let them know that. So they're either going to say, hmm, hell no, No, or they're going to be like, oh no, this too little, something like that. But that's when we start negotiating. That's when the actual sales actually starts, right? So hey, even if I was able to come up, I don't know, whatever, let's say that you're coming up $5,000 to $10,000, $20,000. If I was able to do that, would that change anything? No? Okay, great. So off the record, what are we hoping to get at least? And then you can be like, oh, we may not the best fit? I mean, what do you think we should do? So if you're under trust and report, they're going to kind of let you know and give out some fears. So even if I was able to come up to, I don't know, let's say $5,000 below your MAO, that still wouldn't be enough. And then like, oh no. So like, let's say that you give them a $100,000 offer and they want like $120,000 and you started at like $80,000 and you're like, oh, if I gave you $95,000, not even that. Okay. So you want to be in the $120,000, right? So that seems like it's important number to you. Now, if that doesn't work, what we do is innovation. We basically, we list the property on their behalf. We do everything for them. Same thing as a cash price, but we just handle everything on the backend. And the way that we pitch that is like, okay, let's say that with our cash offer we were at 100. With the MLS, we can pitch, with Novation pitch, we can probably pay anywhere from 10 to 20% more than the cash price depending on how many repairs it needs. So it's like, hey, it seems like this number's important to you. I do believe we have a way that I can possibly get that for you. I would just need you to be flexible with me on two things, more access to the property and for you to be flexible on the closing date. And they're going to be like, oh, what do you mean by that? And be like, yeah, I mean, we came up with this program because a lot of sellers love the idea of working with us and not having to pay the commissions or the closing costs, but a lot of the times what they don't like is the price. So we thought, okay, what is the best way to still help our sellers and still make a profit? So that's exactly how we come up with a program. And pretty much what it entails, Mr. Seller, is we'd have a huge book of business, over 10,000 buyers that we work with and include like any, anywhere from investors, retail buyers, and some of these are accompanied by agents. And since all of the houses that we buy are to resell and we have to fix, we'd have a lot of people and a lot of buyers who are interested in our property. So instead of us having to make all the money and all the risk if we were to flip this property and make max value, we're able to pass those savings on to you and pay you more since we wouldn't be the end buyer. Because instead we're helping our buyers get into this property, so we make a small commission by helping them, or maybe we remodel the property, but we don't have to put a lot of our money down in order to make the minimum return that we want to do. So we still are able to help you. So you get more cash, but you still get all the benefits from a cash offer, which you don't have to do any repairs, no closing costs and commissions. And like I said, all we need is 60 to 90 days. So if I was able to pay you more money and you gave me access to market the property and be flexible on the closing timeline, would that work for you, they're going to be like, oh yeah, sure, sure. Right. And then we have some stuff. What do you mean? Wait, additional access and all that, right? Which I'll give this year. But like, let's say that they're interested in the program, then you're like, okay, I mean, you're at $120,000. I don't know if I can get this approved. I mean, the most they qualify for cash was $100,000, but what if I could do like $110,000? I don't know if I can get this approved. So what we want is for them to lower their guard. And if we have to give them the $120,000, as long as it makes sense in a calculator, then be like, okay, let me see if I can get permission for "Let me put you on hold for a few minutes. Let me talk to my manager." And be like, "Hey, I have good news and bad news. Good news is, okay, bad news is that they didn't want it to approve. So what I'm going to do for you, Mr. Homeowner, they came in at $115,000. What I'm going to do, I'm going to give you, I'm going to put in $5,000 from my pocket in order for you to be able to help you. Will that work? We can do the $120,000 and help you do that." And be like, "Okay." So what we want is to kind of get the deal, right? So after we We do that, we want to, or now the next step is just basically sending them the contract. Now we never, ever, ever just send them the contract blindly. We always go through the contract with them together because what we want is to go over the contract and make sure that they don't have any questions and there's no any objections. So our job now, we don't have the permission to say no because they already said yes. So now the only next step is for us to call type up the contract and go through it together. So the way that it looks like is like this. Okay, great. So I'm able to get this approved for you. And the next step is for me, I just need to type over our agreement. I'm going to send it to you in the next 5 to 10 minutes. Are you going to have access to your email in the next 5 to 10 minutes? Yes or no? Okay, great. So you type it up and then when you give them a call, you are not going to send it. So we use DocuSign. I'll send it, I'll prefill it. And since it's going to be in my email, kind of whenever I have them on the phone, it's like, hey, do you have access to your phone, to your email, Mr. Seller? So we can go over the agreement and we say agreement. We don't say contract because usually that scares people. So we just say agreement. We're like, okay, if they say yes, they're going to be like, okay, can you open it up? I'm about to send it. And then you sign and it's going to directly send it to them. And then you kind of go over it, your agreement with them. Right. And then after that you get it signed. Now you take it to Dispo. So this is the whole core sales process. I went through it pretty quick. I do have other videos on our sales process, but that tends to help us close over 250, you know, deals. So it still works. So I'm going to link it down below in the video. But let's go into the next part. Now let's talk about hiring a team because I'm a huge proponent of building something that's lean because I think wholesaling, it's about a cash flow business where if you can net $20K, $30K, $40K, $50K a month, that's good because the bigger that you grow, you're going to net less. So what I'm going to do is I'm going to share my screen down here and show you the different models that you can expect when building your business. And what I recommend is the best way And also what it takes for you to hire your first couple employees, how much it's going to cost you, how much you need to spend in marketing. That way you have a, you know, what to expect as you start scaling. And in the later part, I want to go over the reverse engineering method that we use so that we know exactly how much to spend in marketing and the things that we need to track on a weekly basis in order for us to hit our goal, because everything, wholesaling is just math and numbers and it's all about marketing and sales. And if we can master those, we're going to get deals. So let's get into it. Now, as you start, you're going to be in the solo empire model, which the cool thing here is that of course you are starting out, you're working a ton, but it's just probably just basically going to be you. And maybe you are doing, you know, 1 or 2 marketing channels a month, and then you maybe have an executive assistant that's probably going to cost you, I don't know, probably $800 to $1,000 per month. And they're going to help you with the admin stuff, right, that you need to do. And since you don't have a team, you are doing 1 to 2 marketing channels per month, you may be spending anywhere from $2,000 to $5,000 a month in marketing. Now I suggest that you do inbound marketing like Facebook ads. And then if you compare that with, you know, like the Strategic Foreclosure Method, that's good. Or if you want to pull some lists, I mean, that's good as well. But in this solo empire, you know, you're going to have, maybe you are able to hire a follow-up specialist or like an appointment setter. And that's usually going to cost you anywhere from anywhere from $1K base salary to like $1.5K salary. Now I don't recommend you hire this person until you have closed at least like $20K to $30K on your own. And I know that if you follow the sales process, you're going to be able to get that. And if you pair it with the market on how to find buyers and all that, you're going to be great. But usually the revenue that you're making per month in the Solo Empire, you're making anywhere from $20K to like $80,000 depending on the market. And you're making anywhere from 1 to 10, 1 to 3 deals per month, which will put you in this monthly revenue. And your expenses can be anywhere from, like I said, $3,000 all the way up to like $10,000, $15,000 depending on the market. And then you're going to have a bookkeeper that's probably going to cost you $500 to like $1K. Now this part is super important because when I started, I didn't have a bookkeeper and then my tax situation was horrible. So I recommend you that you start hiring one as soon as you can. Now the thing here is that your margins are going to be very, very high. You're probably going to be at 80 to 90% because a lot is going to come down to your marketing. And since you're doing the acquisition, the dispo, the TC work, then you have more flexibility on how much you can pay. So this will be your solo empire model. And just so you know, like I said, these expenses are going to add up. The market You know, like I said, it'll be $2,000 to $5,000, and then you're going to have the follow-up specialist. It's going to be another K. But if they're making you $30,000, $40,000, I mean, that's good. And like I said, this business requires you to spend money. So these are the main expenses that you're going to have in this model. And like I said, you're going to mark— you're going to have way more profit, but you're going to be doing a lot of the things your own right now. I don't recommend you staying at this level for a long time or else you're going to burn out, which then it's going to put us into the strategic scale model, which now it's still you, you still have your executive assistant, you're still running 1 to 2 marketing channels, but maybe you're spending a little bit more on these channels. And now maybe you still have your appointment setter and now maybe you have one closer, you've hired your first closer, which they can save you a ton of time. And now your main responsibility is managing the team, coaching them, training them, all that stuff, right? Maybe you have a Dispo admin and then this is going to cost like $1K a month in base. And then you can pay anywhere from 3% to like 5%. Oh, I forgot to mention over here, follow-up specialist, you're going to pay them 3% commission of the net profit that you're making per deal all the way up to 5% the longer that they have been with you. So it's important that they can still grow with the company. And then your bookkeeper expense still going here. Now the revenue per month here, you're making anywhere from $60,000 to $120,000. And this is where kind of we are at right now. The main thing that I focus on is going to be the marketing and managing the team. That takes me a couple hours per week, but we tend to do very well. And then I'd say on the deals here, it'll be anywhere from, you know, I'll change this to like 5 to 10 deals per month. And then your expenses will be anywhere from $15,000 to $50,000 depending on the market that you're in. Now, if you're in like California or something, of course, it's going to be a little bit more expensive. But here, Here you're netting probably like 50% to like, you know, 60%, you know, even 70% depending how lean you are. And your core responsibilities here is managing, training, and hold accountability. Now a lot of your focus is gonna be, okay, are they hitting their numbers? Are they calling the people at the right time? Are they following the sales process? Are you giving them the resources in order for them to succeed and crush? And this is where most of your emphasis is going to be put in, right? Now you have a little more experience with the dispo, you have more buyers, you're better at sales, so you can train people a little bit more and you start seeing the cash flow come back in into the business. And now you see this possible and you kind of, you already paid your ignorance debt and you can just keep on crushing. And I think this is a good model because you can make, like I said, net a lot of money, you know, $30,000 to $80,000 per month. And for me, I think this is good because then it'll take us into the Freedom Builder. Now this is where like the big companies are at, where they're making multiple millions, where, you know, as the CEO, they're still going to have an admin. Now they're doing maybe a little bit more marketing channels, call it 2 to 4 marketing channels. They're spending way more money in marketing, ops system, salaries, stuff like that. Now you have more closers, you have more setters. Now you have a Discord rep that is like a manager. You have maybe a TC, you can use a third-party service. They charge $300 to $500 per transaction. Maybe you have a dispo admin where they are helping your dispo rep sell the deals. Maybe you're talking to other people and they're talking to other people, making sure your deals sell quick. So the bookkeeper, but now you're spending a little bit more. You are doing anywhere from, I would say, 8 deals to like 12 to 15 deals. And your revenue per month is anywhere from $100,000 to $200,000 per month. Now here is more so about Making leaders, having level 10 meetings where what are the main things that you can focus on in the business to grow it further, your forecasting, and then just trying to make sure that you fix any bottlenecks. So here the cool thing is that you are just kind of needed on the important stuff and now your team can basically run kind of without you. Um, and here you have way more freedom. Like I said, we're not at this model. We are in the other one, which is the strategic one. but like I said, this is just for you to know what to expect and kind of what your expenses are going to be as you scale the business, right? Now, before you get into all of this, we need to talk about a couple things, right? Which is going to come down to hiring. Now, the main thing before you hire, you need to, one, you need to set your core values for your company. So I know this may sound a little bit cheesy, but it's very important. And the reason why is because how you function and how you do anything is gonna come down to from who you are. And when you bring people in, you wanna be sure that they are core value fit. Now, there's a cool exercise that I've heard from one of my mentors on how to do this, but basically what you want to do is I want you to think of 4 people that you look up to, but the rule is you have to know them and they have to know you and they have to be over the age of 18. So we cannot name any famous people or anything. It's gotta be someone that we know and they know us and they're above 18 and I want to, I want you to think of 2 to 3 things that you admire from each of those people. And what you're going to find is that what I want you to do is after you do this, type into ChatGPT and say, okay, I'm doing a core value exercise. These are the people that I admire. I want you to look for similarities in the people that I admire, and I want you to come up with some core values that reflect the things that I actually care about. And you're gonna find things like, hey, if you look up to your dad that he's always showing up and working, you're gonna, you're gonna know that one of your core values is being driven. Maybe another one is having integrity. Maybe another one is having faith, not just religiously, but faith that your team member is going to perform. All right. And what we want is to set this, the standard. So whenever you start hiring and attracting people and sourcing people, they have to be a core value fit. And if they violate any of your core values, they cannot work for you. So what is the thing that you're not willing to tolerate? Accelerate, because one thing is making mistakes and then one thing is just being a bad person and not being a good fit, right? So super important that you actually keep track of this and set them in your proper— in the foundation of your company into how you do anything, which now is going to come down to sourcing. Now, the way that we have gotten people is from my inner circle and people that I know posting on my Instagram, like, hey, we're looking for a closer, you know, we have inbound leads, training, onboarding, all that stuff, right? So you can do your inner circle, social media, then you can go into like, um, there's different softwares that you can post your— forgot the name— but you can do those listings, um, and, you know, say exactly what is that you're looking for. But the main thing is like, okay, we want them to be coachable and that they listen to feedback, because then after here, after we attract the The main thing and the way that they're going to succeed is if you onboard them properly, train them, coach them, because if people fail, it's probably going to be because you didn't train them properly, you didn't onboard them properly, or you didn't give them the resources that they needed in order to succeed, right? So the onboarding is probably going to take, you know, 5 to 7 days and then training them probably going to take another 7 days. So they need to know exactly, okay, who is your ideal client? What is the seller psychology? How does your process work? How do the scripts work? What do you ask? The question that you ask, and you You're gonna basically, they want to know exactly everything that you know on talking to these people and how do you help them accomplish the goals. And then when it comes to the coaching, you have to train your team once a day. I would say they need to be reminded more than they told. And then you want to have like a weekly meeting with the whole team, look over the appointments. Are they hitting the goal? Are they doing all these things right? So this is where most of your focus is going to be as you start hiring people. But just know that if you don't do these things properly, your people are not going to produce, and it's your responsibility to make sure that they succeed, but you give them the resources that they need in order to make sure that this happens, right? So you train them once a day and you kind of go over like role-playing. You go over the main things of motivation. You go think about maybe some objections that you got, right? And like I said, they gotta be reminded more than they need to be told. And what we don't want is to be micromanaging people. We wanna have people that they know exactly what to do. They're accountable. They know what their goal is. And as long as they are core value fit and we set the proper foundation, it's more so about making sure they're doing things the right way and they're following the goal. Because like I said, in the next part, when I tell you how to reverse engineer the business, that's exactly when they're going to start producing the results. And if we don't track these things, we're not going to be able to measure these things, right? So the salespeople and the setters are going to be based on two things. So the setters, they're going to be judged by appointments scheduled, appointments, and then closers will be judged by the appointments completed, offers given and contracts, which I'll dive into, like I said, in the next part. But if something is off, then we know, okay, something with the sales process. Maybe we didn't address non-committal language. Maybe we didn't tell 'em exactly what was gonna happen and how do we work and all that stuff. So here's exactly how we need to pull recordings from the calls, give 'em feedback, coach them into what they're doing right, what they're doing wrong. And we wanna meet with them, with our closers and setters, at least once a day. I'm sorry, once a week. And this is besides the weekly meetings and the daily training. You need to have one-on-ones with the your team. Okay? So it's going to be super important because if they don't know what they're doing right or wrong, they're not going to be able to improve. So you got to be able to still give them feedback and coach them on all that stuff. So what I like to do whenever I hold the one-on-ones with them, I have them bring 4 calls, 2 that they think they did a bad job on and 2 that they did good. And they're going to review them, right? Did they set up the proper expectations? Did we tell them exactly how long the phone call is going to take? Do we remind them of the permission to say no? Did we ask the questions according to script, right? And we don't want them to read the word by word, but we want them to cover the fundamentals because it all gets tied together. And that is how I hold the team together. And on a weekly basis, they know what our goal is. And then when we hold the one-on-ones, we know if there's anything we need to focus on for that week. And the more that we coach them, the better that they're going to perform. And then the main thing is when it comes to having a team, you need to have replicable systems that they understand and they know exactly why they're in in place, because if you overcomplicate it, then you're not going to have good results, right? And you can't be the only one that's closing deals or else you're never going to scale out of the business. And just know that you can hire great people as long as you award them, train them, and coach them properly, as long as they're a core value fit, whatever that means to you and what your core values are and the things that you want to accomplish in the business, because everything can be done as long as you have the plan, which now we will dive into the next part. Now let's go to part 6, which is knowing your numbers. We already went over how to select the market, how to hold your team accountable, and the things that you need to hire on. The sales process, your mentality. And now we need to dig deep into exactly how do we design our revenue goal when it comes to the month, given how much money we have on hand to invest and how many leads we need to make these deals happen, whether we're going to get to $30K a month, $50K a month, $60K a month. This is exactly how we're going to make sure that this happens, where we know exactly how many leads are needed, how many appointments, but then also how much money we can spend and we need to spend in order for us to get to our our goal, which I'm going to start sharing my screen. So, so before we start, we need to have a goal right now. Just know that the average assignment fee across the country, I would say it's anywhere like $15,000 depending on the market. Now let's say that your profit goal or revenue goal, if you were doing inbound through Facebook ads, let's say that you're trying to get to $30K a month, right? If your average deal size is $50,000, that means they need to close 2 deals, right? Okay, easy. But okay, the next thing that we need to figure out is, okay, what is our cost per lead? How many leads we need in order to get deal. And then there's something else that's involved that is called the success rate, meaning what percentage of your deals actually make it to the closing table. Because in the beginning, you may be doing some things wrong, some fall through, maybe there's title issues that are outside of your control, maybe the property needed more repairs, maybe you didn't underwrite properly, you couldn't renegotiate. So we are accounting for a margin of error. And the industry standard on this, it'll be probably like 70 to, I would say 60 to 80%, depending if you are local in your market or if you're doing nationwide, So if you are just starting and you don't have this data, then we just, only thing we can do is use the industry standards in order for us to, like I said, come up with the best, you know, the best estimate and the best goal. But let's say that our goal was to get to $30K a month and we know that our deal size is going to be $50,000 and then we need 2 deals to close, right? And if you remember from the reverse engineering on the marketing, marketing, uh, on the marketing section, we know that on Facebook we need 20 to 25 leads to get a deal. 30, it's my average cost per lead. But like I say, if you start out, you are at $50 cost per lead. What this tells us is that we would need on a given month, we would need to spend around $3,000 to get 66 leads because we know that 1 in 25 is going to get us a contract. So we would need to look up probably 3 contracts, maybe 2 of those are going to close. And if our average deal size is $15,000, then we only need 2 in order for us to get to that $30K a month. Goal. Now, the next thing that is very important is, okay, is knowing our conversion rates, right? And how do we break this up on a weekly basis in order for us to know exactly what it is that we need to do? So we know that we need 66 leads. Now we're going to dive into how do we break it up on a weekly basis. Now, if we know that our— so we know that we need 66 leads on a monthly basis, this is going to be— there's a couple of things that we need to track, which is going to be the lead, net lead, appointment set, offers given, and contracts. Now I'll explain what these are, right? So the leads are the number of people that you get through Facebook. And then a net lead is, are we verifying that this is the homeowner and that they want to sell? Okay, that is going to be a net lead, right? And then the appointment set is, are they qualified? Meaning if they have that urgency, like I told you in the sales video, and if they're motivated, then that applies for it to be a qualified lead. So we want that to be— so we want the lead to net lead ratio to be 65% at at least. And then we want to set an appointment with at least 70% of the people, and we want to give out an offer to at least 80% of the people. And we want our close rate to be around 20%, meaning like 1 in 5, right? So to break it all down and for you to know exactly how many leads you need or how many appointments you need to set on a weekly basis so that you can hit your goal of, you know, $30,000 is if we multiply the 66, the— if we multiply the 66 6 times 65, then we're going to do some math, right? So that means that we should have a goal of, you know, like 42 net leads, right? 42 net leads, right? And then from this net leads, we want to set an appointment with at least 70%. So we're going to multiply that by 70%. So that means that we need to set 30 appointments. Okay. 30 appointments, uh, 30 appointments. And from these 30 appointments, appointments, right? So if from these 30 appointments, this is not on a weekly basis, so this will be on a monthly basis. We need 30 appointments and then monthly, and then we gotta give an offer to at least 80% of these people. So that means we need to give 24 offers per month, a month. And if our success rate is 20%, like the industry standard, that means that that should yield 4 contracts monthly. So for the appointments, if we divide this 30 by 4, that means that we only need to set 7 to 8 appointments weekly. So 8 weekly, that means that we need to give out 7 offers weekly and 1 contract weekly. So you have the gross lead, you multiply by 65%, that's gonna give us the net lead. So from those net lead, that number, so from the 42, we wanna multiply 70, that's gonna give us the 30 appointments on a weekly basis. And then from those, that 30, we're going to multiply by 80. We're going to give out 24 offers and then we're going to, that's closing rate to be 20%. So this gives it monthly and then just divide it by 4. So now you know that you need to set 8 appointments a day. You need to, I'm sorry, a week, give out at least 7 offers and this should yield 1 to 2 contracts a week depending on how good you are. Now here is how we set it up on a weekly basis and how we hold ourselves accountable. So this is a weekly scorecard and if No. So here you can put your name and then they're going to come usually from the new untouched, but you want to have a team database right now. Let's say that each week, let's say it's only you. What we want to do is remember those appointments that I set. Okay, so process goal is the same thing as the appointment. So now we know that our appointment goal is 8 and we need to give out offers. So here you would put your name since you would be the only closer. Now this can be divided into appointment setters and closers. So if it's only you, you would only be in charge of the process goal and the offer goal, which is the process kind of completing the appointment. But if you had a lead manager, then they would have a pass goal. The pass goal would be over here, which is 8. And then of course you want to complete like 80% of these, right? So this number should be very lenient with this. Now this, let's say that this person was the lead manager, they would only be in charge of setting appointments. But if you know that the goal is 8, then the closer's job would be, okay, if they set up 8 appointments, then on a weekly basis, they need to complete those and give out an offer to at least 7. So the way that it would look like is like, let's say this was your lead manager and they're setting, let's say they made an appointment. So it would be a pass. You would put a 1 if they give, set an appointment that day. Maybe they did 2 on a Tuesday, maybe they did 1 on a Wednesday, 2 on a Thursday, 1 on a Friday. Now from this, basically, if this was your lead manager, what do you want is, okay, the closer, like let's say it's you. Okay. When they pass this off, did you complete the appointment? Yes. Okay. You would put a 1, right? And then of course, if you gave out the offer, you want to have a 1 and you want to give, do this and give out the offer that same day. So for every one of the people, you want it to be congruent to that day to make sure that you actually completed the appointment. Appointment, right? So if you, this people from Tuesday, if you went on the appointment, then you want to have at least 2 offers. And then let's say you have 3, you had that one here, you give this offer here, and now you got one deal. Yay, you got your first contract. So you want to estimate how much you're going to make and project the profit. Let's say it was $15,000. You would put a 1 since you got this deal. And let's say that you want to track that you did manage to get a deal. So you would put a 1 on the same day, which is like Wednesday. That way you can pay the commission and you can track who is, you know, who is staying on track. And for the weekly, it's going to start on Monday. So you want to start every Monday of the week in order for them to set the goal. So on a weekly meeting, you want to set exactly what the goal is. And this is exactly how you track. So here it would start on Monday, you would put the name of the person. Of course, you will be able to identify who that is by your team member. And if they're a closer or a lead manager. So their number is going to go here. And then let's say that you got this deal on the 11th, on November 19th, then you would put that here and then put the projected profit that way, you know exactly who got the deal. And then you want to have the team goal, right? Which, you know, you want to project at least $10,000 per week in order for you to get to your goal. And what this is going to do is you are able to see this on a weekly basis to see if your team is on track, because we want We wanna be in, we wanna be sure that everyone's processing and going through the appointments as we need to. And this guide is going to show you and keep everyone accountable to make sure that they're doing their job. And you're gonna be able to see, okay, how much have they projected? Who is, where are we getting most of our deals? And I do have a deep guide on how to use this, but basically you need to be able to track your numbers because everything becomes math, right? So I know I went over about how to reverse engineer how much you need to to spend, but you need to put it on a weekly basis to not only keep yourself accountable, but your team. Because until you start doing this, if something is off on your, let's say, offer to contract ratio, we know exactly what to fix. Maybe you're not going on the appointment, or whether that's over the phone or in person, then that's a big flag. Because if you're not going on the appointments, your conversions are going to drop. And like I went over in the beginning of the video, is we want to have set— we want to set these numbers up. That way we increase our likelihood of us achieving this. So until you track this, you're not going to be able to, but this is the way that we track this to make sure that the team is actually accountable. And now getting to your $30K a month goal is not a want. And now you know exactly what you need to do in order to do that. One, you have the budget to spend the money, you know exactly how long it's going to take and how much you need to spend and how that's going to work on the backend on leads needed, appointments needed, offers needed, and how much you need to make per deal in order to get to that goal. And basically when you know your numbers, the scaling just becomes, like I said, simple math. It's just way easier because now you have a goal and you know exactly what you need to do. You're not guessing or hoping. You just need to show up and do the work on a given day and you hold everybody accountable. Now let's talk about Dispo and selling deals because you can be the best marketer and the best person at sales, but if you can't find— if you can't sell the deals, then you're not going to be able to make money. So I'm going to walk you through exactly how we comp and show you our calculator, how we use it and how do we find buyers if we're doing a cash deal or if we're doing renovation. So I'm going to share my screen and show you exactly how we go about it. So to give you an example, this is the calculator that we use. Now let's say that the market price of the property once it's remodeled is $260,000. And here it's going to list out how much we were paying commissions, right? Because whether we buy or sell, we're going to pay commissions, or the buyer that we assign it to, they're going to pay commission. So we need to be able to account for those things, right? So what this is going to do is it's going to spit out a cash offer calculator, I'm sorry, a cash offer, max allowable offer, and a novation offer, right? So the access target profit, that's basically a novation. And then the blue is going to be our max offer in cash, right? Now, like let's say that this property's worth $260,000 remodeled, and we know that it needs $30,000 in repairs. This calculator is going to account all of this in order for it to spit spit out the max allowable offer, whether, you know, accounts for hold time and all that stuff right now. Like, let's say on this one that you needed $30K in rehab, then that would mean that we would only be able to pay around $145,000 because if we buy it for this price, we have a margin of around, you know, $55,000 to $60,000, which means that we can still wholesale this for like $10,000 to $15,000. But if we do an innovation where we list it and we find the retail buyer, we can offer all the way up to $185,000. And if we sell this at $230,000, because what this is going to do is we would list the market price minus what it needs in repairs. So instead of selling for $260,000, we would sell it for $220,000, $230,000. So we would offer, we sort of would get $185,000. This will be our offer. And then we would account for the commissions and all that. And that is going to give us an estimate on how much it is that we can pay right now. You can change this depending on how much you want to make per deal. For us, we have $30K since we tend to make $20K or like $25K on renovations. And then if it's a cash price, you can just change the number here depending on how the market looks. But with our calculator, you can see more or less what the targets are and what the estimated rehab amounts are depending on how big the property is and the repairs that it needs. And this month of supply is basically if there's more than 2 2 months, we're going to price drop, you know, maybe like 3% of the total value in order for it to sell quicker. If it's more months, we're going to do like 5%. And then if it's more than 2.5 months, we're going to do like a 10% discount. And then it's all kind of broken into here. Now, the other thing, so once you have your offer, you have it under contract, depending if it's going to be a cash deal or novation, I'm going to go over how we find deals. I'm sorry, buyers for the people. So I like to use Investorbase. It's a couple $200 a month. So I like this more than Investor Lift. I think this one's a little bit easier. But like, let's say this is a deal that we did so that we're trying to find a buyer. You want to do like a half-mile radius and you want to search for the last 6 months, right? And of course you want to pick the one that is most similar to yours depending on the square footage, the beds and bathroom, you know, age of the house, all that stuff, right? So like, let's say that you are searching for this property and you want to find the buyers here. We want to do like single, single family. And then what we want is to find if anyone flipped the property here, right? So let's say that we found this guy here. What this is going to allow us to do is we can put this property into our buyer list and we can know exactly who the buyer is. So all we would need to do is call up the buyer and be like, hey, I saw that you bought a property nearby Dallas Street. Would you be interested in another one? And then you start a conversation and you're trying to pitch the deal to them like, hey, we got a deal. The address is this, it needs about X amount in repairs. Would you be interested in taking a look? And then you want to get as many of those people interested and for us to pitch the deal, right? But I do, I really like the investor base because like I said, it's easier to use and you don't need to be paying like all those fees and stuff. Stuff like with the other softwares. And I do like their user interface a little bit more. So what do you want to do is as long as the comps are relatable to the ones that you're trying to work with, then of course you want to put that buyer in your buyers list and have them as a VIP, right? So if you find a buyer, of course you're going to be able to sell more deals, but you want to have this version in order for you to kind of get the deal. You're going to get their information, pitch deal. So that's if you do it paid. Now, if you don't do it paid and you don't want to, and if you want to invest the money, the easiest thing that you can do is join your local Facebook groups on the investors, right? You want to look for the person who's buying the most amount of deals, and then you want to spark a conversation on Messenger, be like, hey, are you buying deals? I saw that you're buying here. Would you be interested in buying more? How many are you buying? What are you looking for? Start a conversation, call them up, build that rapport and connection. You're going to find a ton of those there on the free Facebook groups. The other thing is if you have a comp, when you're comping out the property and you see that one of the recent sales of Flippa, what you want to do is call the agent and be like, hey, I have a property that your investor may be interested in. And like I said, you know, you can work it out. Usually these investors, if they're using an agent, they're going to pay them on the back end whenever they sell the deal. So just kind of work it out however it is that you can. But the free ways are going to be through the Facebook groups. You can look at the property that sold nearby when you're comping the property and call the realtors that are nearby. Also, if you have any connections, you can post Instagram and see if there's buyers there. So that is the paid version, and that is going to be the free version. Now, the more of these that you have, of course, the easier you're going to be able to sell deals. But if you are doing innovation, then the agents are doing a lot of the heavy lifting on your behalf. Because what you want is to find an agent who works with investors, tell them, let them know exactly what it is that you're doing, how you help the sellers. Because if we're doing innovation, we're usually paying for photos, we are cleaning all the property, maybe putting some money into it and cleaning it up. And we are, you know, kind of our commitment to helping the seller, right? So since they get more volume, they help us out a ton. right? So look for an investor-friendly agent and then they're going to usually handle the marketing. But the way that we do the renovations is whenever we list something, we want to sell something fast, right? So that's why we are going to list more aggressively. But the benefit of listing on market is that you can get a bigger pool of buyers, not just investors. If there is a mom-and-pop that maybe they do like one flip a year, they can pay more than what a flipper would, right? Or maybe you get someone who is buying a property with a conventional loan and they plan modeling on their behalf. They're going to pay more than your flipper. So the reason why we use Novations is because we're trying to get the buyer that's going to pay the most. So let's say that in that example that I gave you of the seller earlier, if put under contract, we're trying to sell it in 60 to 90 days, you just know that we're going to have 30 days to market the property and find the buyer to make sure that we close in time. But we want our agent to keep the people coming in as long as they are pre-approved or they have the funds to close. We don't want people to just walk in property and, you know, they're not even qualified to buy. So we only set appointments with the buyers that are pre-qualified or have the funds. And what we're going to do is we are trying to get at least 2 to 3 offers. I'm going to pick the best one. Obviously, if you're not getting any showings in the beginning, maybe like a marketing thing, but, or maybe you just priced too high or the property is not clean or anything. So I recommend you guys actually clean the property before listing it. But I would take a for sure offer rather than a bigger offer with like more concessions and stuff. So just be careful of that. And then sometimes we're going to price reduce if we're not getting any showings in order for it, for the property to actually sell. But it's important that you keep track of your deals on a weekly basis, see what the update is, what is going on, and is there anything we need to do in order to move that deal. But that is exactly how we comp, how we use the calculator, and how we find buyers. And something else is whenever you are working with an investor, you want to be sure that you vet them and make sure that they're actually buying because you don't want someone to scoop the deal from you. So just be sure that you have a conversation with them, you know, talk to them, find out exactly it is that they, you know, they buy. And after that, it's just doing the assignment of contract, which we have those contracts. So if you're interested in those, just kind of let me know. But this is going to cover the DISPO side. We like to list aggressively and then sometimes we list cheap and then we get the best offer. But just know that, you know, the resource that we use, we give it to our students. So if you're interested in working with us, like I said, apply down below and we'll be able to help you. And something that we do a ton with the seller is if we're doing an renovation or wholesale, we're going to let them know exactly what it is that we are doing. As long as we are keeping our word with what the contract says, we keep an open feedback communication with the seller, let them know how the appointments went, who's interested, who's not, and kind of what the feedback is. Because if a property's not selling, maybe the offers they're giving us is less than what we have it for. We need to be able to have that conversation with the seller and be like, hey, so-and-so that went to the property, or this person offered us way less. This is the amount that they offered us, and this is the other one. Maybe you got a good one. If you're like, hey, we got a good offer. I don't think it's something that you would like, but I think we be able to close it. Now let's say that you were at 90 and you need to be at 80. You can ask for that as long as you give them feedback on what's going on, and I'm pretty sure they're going to give it to you because if you already marketed to a lot of people and it didn't sell, the market is telling us that it's not priced properly. So what we want is to sell the deal. If you keep that open loop communication with the seller and give them the feedback, you're going to be able to renegotiate if you have to. What I wouldn't recommend you do is like lock something up and then just try to lowball them later, because that's not practice, but if you have the best intentions and you thought that it was going to sell and it didn't, then at least you kind of gave it your best shot. And you can ask for the permission to renegotiate and you're going to be able to still close deals. Now, something on wholesaling and innovating. I'm going to take a wholesale deal more than innovation, but the things that you need to look at is, okay, where is your cash for the next 2, 3 months? Because you need to keep on coming money into the door. So a lot of the times I would rather get something that's for sure, even if less without me having to wait longer. So keep that in mind and keep accountability of your numbers and what you're projecting on a month-to-month basis. And only choose the novations if you have the time to kind of find the buyer and find the best offer, because what we want is for the marketing money to keep coming back in as we're closing these deals as we scale. Now, Part 8, we're going to talk about the current market conditions and how to adapt so that 2026 crushes and is good for you. Now, something that we are seeing, there's way more inventory across any market because there's pain in the water, but the interest rates are high, people don't have jobs, they're not making enough money. So what this is going to do is you need to have better seller expectations when it comes to you talking to these people, because a lot of these people, they're going to think it's 2021 or COVID where everything would just sell so quick. But the main thing they need to focus on is actually being a problem solver rather than just kind of giving out offers. And something that I'm seeing constantly now is a lot of the people that I knew from the industry, they are leaving the industry 'cause it's getting way harder. But just know that you can make this happen as long as you focus on all the things that I have gone over in this full course, right? Where you just need to spend way more time educating the sellers and actually building a real conversation and connection and really discovering on what is going on, not just the surface level, but actually try and solve a problem, right? Also have open communication with the sellers for the retrade, offer any adjustments that you've made. And constantly talk to the team, train the team. But the opportunity is that there's a lot of blood in the water, not just with the sellers that are distressed. There's also other wholesalers who are quitting because they never had the systems. They were just hustling. And what that means to you is like there's less competition for the people who stay disciplined, right? And the people who operate this systematically with data and everything that I'm kind of going over, it's going to be the main difference between the people who survive and the ones who don't and just keep on chasing shiny object and after shiny object and shiny object. So I hope all of this makes sense. And I know that if you put in the work and you put in the time, you're going to crush. So don't let anyone tell you that you can't do this. You can do this as long as you work hard. Now, part 9 is about scaling and my profit philosophy. Now, wholesaling, like I said, is a cash flow business. You were never going to sell this business. And the only thing that matters is your monthly net profit after all expenses. Like I said, revenue vanity doesn't really matter? Because in the end, it's how much money are you actually netting in your bank account month after month? And can you sustain the expenses for the next coming months for you, for you running the business, right? So my target margins when you are starting out, like I said, as you're starting out, you want to be in the 80 to 90% profit margins, meaning that you have around 10 to 20% expenses. But as you scale, we want to set targets based on net profit. Now I went over hiring the team, but what we want is set percentages as the fees start coming in, right? So like, let's say you are making $20K to $50K a month. You want to have a— you want to have different bank accounts with your bank, right? You want to have one for your profit account, one for your pay, one for all of your expenses, taxes, team, right? So what we want is for the total to be of our net profit, we want to be at least like 50%, right? And for the profit account, I recommend anywhere in the 10 to 20% of actual profit. And then you want to pay yourself, I don't know, I would say like 20%, you know, you're still having some money in for your bills. And then the majority is going to come down to your expenses, which will be anywhere from 20 to 30%. And then the rest is going to come down to your taxes. So from every fee, you're taking a percentage away and saving it into each account. The last is going to be taxes, 10 to 15% is okay. I don't want you guys to commingle funds, right? Because I want to separate the accounts properly and only use the money that you have in that account for its given purpose, because it's super important that you actually have good cash management skill. Because something that hurt me was like, I wasn't good with money. And sometimes you make 6-figure months and then you don't account properly, you spend it, and then you're like, oh shit, I cannot pay for marketing. So you need to master one of these things, like one at a time before you scale, right? Another thing is you need to avoid the shiny object syndrome. You need to master one channel before you start adding more things. Because for me, in the beginning, I tried everything. Everything and it's like, oh, let me try this and that as I was doing well. But the main thing that matters is, okay, what is the ROI of that channel and how much is it giving us? And when is it a good time for us to actually scale? So we want to be able to still invest 2 to 3 months at a time of that same budget before we see a return. Because we know that the cash conversion is going to take a while given that it's real estate and it takes 30, 45 days after you put a property under contract with like a buyer for it to actually close. So you need to have a good account in your cash flow management. That way you don't get into cash crunches or you money or you make bad decisions. So if you segment everything into accounts and you can forecast based on what the goal is, we already went over that, we're going to be in a way better spot. Now, part 10, which are the common fatal mistakes that I often see. Number 1, not tracking your KPIs since the beginning. Like I said, this hurt me a ton. Now in this whole video, I've kind of gone over how to do that, and you need to be able to do this from the beginning, that we have a goal and you know exactly what you need to do and how much money you need to spend to actually get to your goal. Because if you don't know what the return on the marketing that you're spending on is giving you, then you're flying blindly because you may be overspending in one channel when another one can give you way better ROI. So for me, I wasted one year over $130,000 investing in channels that were giving me a 1 to 2x and one was giving me like a 5x. So I could have put that $120,000, if you multiply that by 5, I would've made an additional $600,000. But because I was not tracking and I thought that I was getting deals and hustling and making sure that I got revenue me in the door, I shoot myself in the foot and I messed up big time. And looking back, I mean, that's a big mistake and it's something that I often see with a lot of people that they're just married to the grind and chasing after deals, and that can put you in a bad position. So make sure you're not like me and you actually pay attention to what I went over and actually track your numbers. The second thing is delegating to agencies instead of learning it. Now, my business completely changed after I learned how to run my own Facebook ads, and that is the same reason why we started having a licensing program and teaching people how to do it because with my agency, I was waiting— I was getting like a 3 to 4x return on my ad spend. But when I took control, I was getting more than a 10x because once you understand everything fundamentally within your business on how to hire, how to market, how to do the sales process, your net margin is going to go up. And like I was saying, wholesaling is about cash flow. So the more that you can control, the more money you're going to be able to make. So don't assume that you cannot learn this or depend agency. You can do this on yourself, on your own. It's only going to take 1, 2 hours a week. And the better that you get at this, the better results you're going to have. Because if you pay an agency, it's going to cost you $2,000 a month in just management fee plus the marketing spend. That's going to be $2,000 to $5,000 depending on how much you're trying to make and how much capital you have available to invest. But if you took control, you're going to save like $20,000 by not delegating to an agency. You're going to have way better results. You're going to know exactly how how to do it and make it repeatable week after week, month after month, because now you have the core fundamentals of how to make ads that actually talk to your motivated sellers. And by doing this, you're just going to save so much money. You're going to be way more efficient. And in the end, it's all about bringing in more profit, right? The other mistake is not hiring or thinking that there's not good people out there. There are a ton of good people out there. You need to be able to attract them. And if you train them and onboard them properly and you coach them, they're going to be good. Maybe they're not going to be as good as you, but maybe they're 70, 80% of And what that does is you're going to have way more time to focus on the business and bring in more people and scale the business profitably instead of just banging your head up against the wall, doing everything yourself and being burnt out and making all the mistakes. So just know that you can hire great people to help you scale the business. And the other thing would be comparing yourself to others. Now, it's good to have people that you look up to, but I would— I don't want you guys to be changing strategy, strategy, you know, and just chase chasing after the woman in the red dress, because the only thing that's going to matter is how much work you're willing to put in, how consistent you can be. And if you track all the things that I went over, if you master sales, if you master this, if you master KPIs, if you master your mindset, you're gonna get to your goal. So I don't want you guys to think that someone is better than you. Maybe they have more information, but just know that in the whole world, there's a reason why 99% of the people are overweight and they never reach their goals. That's because they don't want to put in the work. But just know that you can do this as long as you put in the work and you focus and you keep your head down and you really believe that you can do this and you're willing to eat shit for months before you see any success. But I know that if you follow this guide and take anything, everything that I went over and you apply it, you're going to crush because I know you can do this. So there you have it. You have the complete blueprint on how to start wholesaling in 2026 or how to scale to consistent $30,000 to $100,000 $1,000 per month. And look, the information in this video has the power to completely change your life. But here's the truth. You have two options. Option one, you can take this and try to do it on your own by yourself, make mistakes, waste thousands of dollars trying to make it right, waste months by not having the right approach, the right person on your side to make sure that you actually follow through with everything, or you just can try to learn this the hard way. Option two is you can get help from someone who has already done this with more than 300 real estate deals where I have built the exact system that you need, and I can help you close your first deal in the next 30 to 60 days. And if we're being honest, if you haven't closed your first deal yet, or if you're struggling to get consistent, you need help. And that is why I want you to click on the first link in the description down below to book a free strategy call with my team. And on this call, we're going to be going over exactly how to get started, how to plug in the right system process if you want to scale. Maybe you're already experienced, but we're going to look at your markets to see if we are targeting correctly. What is the fastest way to get leads? On your budget and the exact sales process that we use, how to find buyers before you even get a deal. We'll show you how our coaching exactly works and how you pick the market, how we launch your ads, how you learn the marketing, how we do the sales process, the dispo, the innovations, all that stuff in order for you to walk you through your first deal. Or maybe you are trying to scale, and that is exactly how we'll help a ton of our students get to $30K, $50K, $80K per month by following this blueprint. So if that is you, and if you're serious about building something real, a real business that can replace your income, not just trying this to do this as a hobby, I want you to click on the first link in the description down below, watch some other of my videos, but put in the time and the action. So if this is you, if you're interested, click on the link and I'll talk to you soon. Subscribe for more videos and like this video. Make sure you share with your friends. I'll catch you soon.
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