In this motivational sales coaching video, the presenter argues that despite a tougher real‑estate market in 2026, wholesalers can still achieve massive profits by adapting their approach. He explains that excess inventory and inflated seller expectations have made deals harder to close, so wholesalers must dig deeper into sellers’ true motivations, build trust through transparent, open‑loop communication, and position themselves as problem‑solvers rather than lowballers. He outlines a structured disposal process that includes honest feedback, flexible closing dates, and clear explanations of what sellers need to do to attract buyers. The speaker also emphasizes pain‑based Facebook advertising targeting distressed situations (foreclosure, inheritance, divorce, vacant or repair‑needed properties) and treating each lead as a high‑value $20k opportunity. Personal accountability is stressed: wholesalers must improve their own sales skills, identify bottlenecks, and invest in self‑development, rather than blaming the market or leads. Finally, he urges persistence, a growth mindset, and offers a call‑to‑action for viewers to book a scaling consultation to grow from $20k to $100k per month.
Chapters
Guys, there's no lying that it's getting way harder to sell deals. And if you truly want to win this 2026 and you want to finally get to your goal, you need to start right now. So I'm going to tell you exactly what we are seeing and I'm going to tell you exactly how to win in this down market. We're standing outside of one of the deals that we just did. We made $153,000 so far in October and we have around $40,000 pending to close. So although things are harder, that does not mean that you should be quitting or having a bunch of excuses. Now is the time where you put in the work, you try twice as hard to actually make things happen. Now, number one, the reason why it's getting harder is because a ton of inventory on the market the past few years due to the inflation. A lot of people are hurting, right? And when someone goes, sees a house, whether you're doing a flip or innovation or a wholesale, there's so much inventory and there's so many options to choose from. So because of this, now the sellers, they think that it's 2021 when you could just put up a house for sale and that it would sell super quick, right? So they have unrealistic expectations. And buyers are getting way more picky. So how are we combating this? What I'm telling the sales team is we need to dive deep into the motivation. And what I mean by deep— so let's say a prospect tells us that they want to sell because they're looking to downsize. We cannot take anything for face value. We need to dive deep and have that uncomfortable conversation when talking to the sellers, because what we found is a bunch of the people that we gave an offer to that we didn't sell or put under contract they end up selling months down the road. So do you really think that other people are better than you? No. So in order to do this, when someone tells you the motivation, we need to dive deeper into what that truly means and how that impacts their life. An example of this is, hey, you know, I'm looking to sell because I'm trying to downsize. You need to ask, downsize? What do you mean when you say downsize? Whatever reason, right? So you need to ask an impact question. How does this make you feel? Is this affecting you everyday life? Is it some sort of physical pain, emotional pain? Is this preventing you from achieving something? We actually need to dive deep and ask the questions, are uncomfortable, so that we truly solve their problem, right? So we need to build that rapport and that trust so that we're not just any of these other investors that are just trying to lowball them and give them an offer and move on to the next property. Goal is to build the trust with these people because if we can help them, so like no one else can't. So we got to build that trust and ask those questions and really educate them about what's going on, and then position our company and ourselves to be able to solve that problem. And if we do that, I know for sure we're going to get those deals. So what we started doing now, they need to spend at least an hour with the seller and dive deep into what that would look like if they sold. If they sold, why would they? What is selling the property going to help them accomplish, and what do we need to do in order to help them getting them there, right? Now, the other thing is when it comes to our disposal process, if you're doing a wholesale renovation, you need to have way more open communication with your sellers and letting them know exactly what's going on and why it's way harder to move deals, right? You need to bring them back to earth and tell them like, hey, Mr. Seller, I know you want to sell for this, but if you truly want that price, you need to fix X, Y, and Z and make it super turnkey. And when you list, you need to be below everyone else because if not, it's going to months to sell. You need to be able to not be afraid to have this conversation with them, right? So whenever we're putting something on the contract, whether it's a wholesale novation, we're having an open-loop communication on feedback when it comes to the seller. So we're being super transparent on what we're doing, whether we're wholesaling the house or if we're doing novation. What I mean by that is like, okay, let's say that we agree on a price. Of course our offer is going to be lower, but like, let's say we're able to squeeze a deal on an elevation, right? We need to tell them like, okay, Mr. Homeowner, just so you know, in order for us to help you get it, getting you here, we need to market the property so that we find an end buyer for this. You're going to pay the closing cost, the commission. And then the other thing that I'm going to need is going to be the flexibility on the closing date, right? Because we're going to show the property and our goal is to sell this. And what I'm going to do, Mr. Seller, I'm going to give you feedback of each and every one of the showings that we're getting. Why? Because Even though we underwrite aggressively where we trying to make $20,000, $25,000 per deal, sometimes, you know, that does not happen, right? So what that's going to help you do is if you have that open loop communication and you let them know like, hey, I know we are at $100,000, we got an offer for $90,000 and $85,000. Once you have a concrete offer on the table, you can go back to the seller and be like, hey, I know we're at $100,000. I think I can get the 2 and we can close in 30 days. You need to have that trust with the seller so that if you need to retrade the deals, you can do so. So doing this is going to be super important because if we don't sell the deals, we don't make money, right? But if we can't sell that on the market, I mean, nobody else is going to be able to, right? So if you dive deep into the motivation and you have those open loop communication with a seller, you're going to be able to make a deal happen right now. The other thing is going to come down to your marketing. What we're doing is we're doing Facebook ads, but instead of just having the approach, sell your house, you know, fast for cash, we're just diving deep deeper into pain-based ads, right? We're putting ads, a target for foreclosure, inheritance, divorce, vacant properties, uh, repairs. You need to look back at your last couple deals and figure out what was the motivation of those people. You want to really spotlight the fact that your company and yourself really excel at doing downhouse properties or vacant properties, right? The ads that we're putting out intentionally hit our ideal avatar, which means that, you know, we are getting a bunch of foreclosure deals, we're getting a lot of vacant properties, a lot of properties that need repairs. By doing this, we are kind of already building that trust in the cell, and we are talking to people that they say like, hey, I'm distressed and I'm going to be an ideal client for you, right? So emphasis is going on Facebook and having those pain-based ads so that we speak directly to the people that we want to talk to, which is the distressed seller. And each lead, you want to treat it like it's a $20,000 lead. Because like I was saying, if they don't sell to you, they're going to sell to somebody else. And I know you guys are way better than the other people. And if they're going to sell, might as well for them to sell to you. And if we can help by targeting directly to the motivation, that's going to help us as long as we dive deep into the motivation and we have that trust with the seller. Right. So if you fix the motivation and you have that open communication on the disposal side with the seller, And if you fix your marketing, you're going to be able to get more deals. Now, the other thing is you yourself need to become better. It's easy to blame the market. It's easy to blame the team. It's easy to blame the leads. But if you are not where you want to be, the reality is that you're not as good as you think you are. And I know it sucks and it sounds harsh, but the lows and the mistakes are the things that really make us come better. Because it's not until your back is against the wall where you don't have another option, but, you know, really dig deep into your business business and become the person that's going to get you out of there. Because I'm talking to a bunch of people and they are blaming everything but themselves, and lack of decision is what is help— is hurting them so much. You got to realize that if you're not where you're going to be, it's because you don't know something. And a lot of the times we know exactly what we need to do, but we just don't do it. So you have to up your skills in order to win and in order to get better, right? So The only difference between you and the people that are doing better than you is that they do something along the sales process or the business structure better than you. And if you don't know how to figure that out, all your emphasis should be put into learning what's the biggest bottleneck in the business. So if you yourself are not an A-player, people are not going to want to work for you if you are not an A-player. Upping your skills and investing in yourself is going to pay huge dividends as long as you realize that when you invest in skills, they only going to give you a positive ROI. So invest in yourself and just keep on growing as a person. And then the final thing is a bunch of people are just quitting, you know, they're quitters just because it's hard. They're trying to, you know, chase the next thing. They want to get into dropshipping, Amazon FBA, e-commerce, whatever. Well, the truth of the matter is, if you truly want to get better at this business you need to dig deep and figure out exactly what that is, right? Because if it was easy, everyone would do it. But there's no way that over a long time horizon, if you keep on showing up and if you keep trying, that you don't win. So if you guys stay patient and you apply some of the things that I talked to in this video, I know that you're going to have success because all these people are exiting. People are always going to sell their house and people are always going to be buying real estate. That's the truth of the matter. And if you can stay consistent and if you don't quit, I know that you will be in a way better spot for you to achieve your goals in this 2026. It starts with you. It starts right now and you gotta make a change right now. Although it's harder, it's not an excuse or a reason for you to just throw in the towel because a bunch of people are taking the gas off the pedal. I'm talking to some people and they want to wait until next year. I mean, what kind of freaking mentality is that? You know, people just are so spoiled, they don't want to do the work, and all these people are exiting. So that's a good thing because that leaves more deals for us, for the people that stay committed and the people who stay focused and the people who just don't bitch around and blame other people for their lack of success. So I hope this was helpful for you. I'll put one of the videos here down below. If you need our help scaling your wholesale business where you learn the marketing and do some ads that target directly to the motivation and you scale based on profit, I want to talk to you. I want to help you. If you're already making $20K per month, I want to help you make $50K, $100K per month. I want to talk to you. Just book a call down below and I look forward to talking to you. And with that being said, I'll catch you in the next video. Thank you, guys.
