10,000 calls later...this is how to cold call (wholesale real estate)
In this 18‑minute instructional video, Jesus Gabriel Mendez shares the complete system he used to generate over $1 million in assignment fees through cold calling. He begins by emphasizing a fortified mindset: every "no" is a step toward the single "yes" needed each month to earn $10 k. He stresses visual reminders, resilience to rejection, and viewing the service as life‑changing for distressed property owners. Mendez then outlines the essential tools—a power dialer (Batch Dialer, CallTools, Mojo Dialer), a CRM (Podio or alternatives) for tracking contacts, leads, motivations, timelines, and follow‑up sequences. He details the need for a printed script and objection‑handling cheat sheet, proper headset/air‑pods, and a quiet, distraction‑free environment (home office, coworking space, or Starbucks). He defines key performance metrics, prioritizing contacts (50–100 per day) over raw dials, and explains how to track leads, appointments, and contracts in the CRM. Daily goals, energy‑boosting routines, call recording for self‑review, and regular role‑play are presented as performance‑enhancing habits. He also describes the appointment‑setting workflow, confirmation texts, and follow‑up cadence to improve show‑up rates. Finally, he offers deeper script videos, live cold‑call demos, and paid one‑on‑one coaching for those who need hands‑on guidance. The overall message is that disciplined mindset, optimized technology, and systematic tracking turn cold calling into a scalable, high‑ticket wholesale real‑estate acquisition engine.
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Cold calling, the lead generation method that has made me over $1 million in assignment fees at the age of 20 years old. This video is going to be breaking down everything you need to know before starting, before having your first call. Maybe you're 1,000 calls in, but you're still not getting the results that you want. This video is going to break everything down for you and everything that I've learned over the past 6 years on what are the dos and what are the don'ts and what are my recommendations for you to close your first wholesale deal. Off the phones. Let's get right into it. So number one, leap. So number one, we need to set expectations that every single time you get rejected, every single time you get a no, it is getting you closer to a yes. You only need one yes a month to make an average of $10,000 every single month. You need to get this through your head. You need to get this through your skull. You need to get a goddamn painting of it and put it right in front of your desk of where you're calling from to get reminded of this every single time. If you have a fortified attitude, a fortified mindset, like I do myself. I've been doing this for 6 years. I'm used to getting told no. I'm used to getting told to fuck off. I'm used to getting told to get a real job, right? If I had a real job, I wouldn't have this fucking McLaren at 20 years old, I tell you that much. So this clearly works. You need to understand that every single no gets you closer to a yes. Every single person that tells you no gets you closer to someone that says yes, right? You got it? We want to make sure that we're talking to people that are qualified, right? There's going to be a lot of people that aren't qualified. We're looking for a needle in a haystack, a diamond in a haystack. You got to go through all the bullshit of people to find the qualified person that's actually going to need your service, that's actually going to have a property that needs work, that's actually going to have a property that is worth wholesaling, that's actually going to have motivation to be able to sell at a discount. We're looking for a specific person, so do not get depressed when the first day you start calling, you get told to fuck off. When you get told no, when you get told, hey, I'm not interested in selling my property, that's normal. That's completely normal in the game. And just know that this is going to be the hardest part of the business. Understanding how to speak on the phone, understanding the sales tonality that you need to have to sell a high-ticket product. Selling a house for somebody is a high-ticket product. So you need to act like it, right? Your energy, The tonality that you have, right? The presence that you have over the phone. These people are not seeing your face. These people are not seeing your mouth move. These people are not seeing your hand expressions. These people don't know if you're standing up, sitting down, laying down on the couch, or playing video games at the same time. You need to come onto the call with energy, right? With positivity, knowing that you're offering a service that is life-changing to these people, which is the next thing. Know your offer helps people. Know the value that you're bringing to the table. You are a cash real estate investor. That is who you become as soon as you get on these phones. You are a real estate investor that has been doing this for years and years and years. You know real estate investment strategies and how to buy a property for the right price and how to help somebody in this situation like the back of your fucking hand. This is what you do for a living. This is what puts food on your plate. This is what is going to pay for your college tuition. This is going to pay for your car. This is going to pay for your dream apartment. This is going to pay your parents' bills. You need to have that energy and have that grit and have that urgency to be so good at this skill that you can talk to somebody over the phone and make $50,000 a month. All the way from home. You need to come in with that energy and know the value that you're providing, man. You're helping these people in their situation. They might be going through divorces. They might be going through a tough family situation. They might be about to get rid of their property. The property might have been vandalized, burnt down, gone through a fucking tsunami or a tornado. These people are in situations that they need your help and you need to get that through your head. Whenever people tell you to fuck off or people tell you to get a real job, you need to understand Hey, I'm saving people's lives in a way, right? You might think food is something that saves people's lives. Electricity, housing is something that saves people's lives. Medics helps people's lives, right? In a way, you're providing so much value that you're taking this, this fucking bullshit off their shoulders and helping their life move forward, which is very, very important. It is a very, very big impact. And do not forget that when you get told all this bullshit by the people that aren't interested in selling. Right? And all the limiting beliefs that all these other wannabe wholesalers have that they haven't closed a deal yet. Fuck those people. Fuck everybody else. You're here to provide a service, and this is what's going to put food on your fucking plate. So have that mentality. Next, detach from the outcome. It is a numbers game. No matter how good on the phones you are or how worse on the phones you are, as long as you're following a proven blueprint, a proven script, you have good leads, you have all the systems set up, it is going to make or break in a way if you sound good on the phone or you don't. You're either going to have to talk to 10,000 people to get a deal or talk to 100 people to get a deal, right? This is why it's so important for you to watch this video and pay attention, take all your notes, and actually put this into action. There's no point, like I say in all my other videos, of you watching thousands of wholesale videos if you're not going to do anything about it. Right? If you're going to sit on the comment section and complain about cold calling, if you're going to sit on the comment section and complain about how hard it is to find a motivated seller, you need to put this shit into action and go and do it yourself. That way you can get that conviction of, hey, I can do this myself. I can put food on the table with this skill set that I'm learning, right? But detach from the outcome. It is a numbers game, but I'm going to tell you a couple quick tips at the end of the video on how you can make sure that the numbers aren't 10,000 calls per deal, right? It's more towards 1,000 calls. It's more towards less than 1,000 calls as you get better on the phone, as you get better and more optimized as a wholesaler and in your business, right? So those are the 3 things that I want you to take note of as far as coming into this video and coming into wholesaling and coming into cold calling with the right mindset and the right framework to be successful, right? Next, the tools. We're going to use a dialer. I don't know if you thought I was sitting here in 2020 like all these other wholesalers and just dialing numbers through my phone. We're not doing that anymore. I'm not 14 years old, 15 years old anymore, just learning about wholesale real estate, watching Jerry Norton videos. We're not doing anything on this device. We're using a laptop and we're using a dialer to talk to multiple people at once, right? That dialer is like a power machine. It's like having 3 of these phones at the same time and you're calling multiple prospects to see who picks up first and who gets to talk to you and see if they're the right fit for this opportunity that you're providing for them, right? We need a dialer. It's going to run through the list way faster. It's going to cause you to not waste your time sitting there listening to voicemails, sitting there listening to the phone ring, sitting there listening to fucking bullshit, right? We avoid all of that with a dialer, and we can help— and it helps us track our numbers way better because it gives you all those numbers at the end of the day. Next, a CRM. You're going to need to track all the leads that you are cold calling and doing follow-up calls with. Right? And a lot of people forget the fact that follow-up is a thing. You need to follow up with sellers that said, hey, I'm not currently interested right now, but I am interested in 6 months. I am interested in 3 months. I am interested in 1 month, right? A lot of you guys forget the follow-up game, and that's why you're not closing deals. A lot of you guys got like 500, 600, 1,000, more than 1,000 leads in your pipeline, and you're missing out on a lot of low-hanging fruit because you forget to follow up. You're not consistent with your process. As far as your CRM, you can use Podio and As far as your batch dialer, you can use, well, Batch Dialer as your dialer, CallTools, Mojo Dialer, whatever you want to use. They all work, but make sure it's optimized for the type of person that you are. Podio, you can set up all these automations to make it easier, or there's already other CRMs that have automation set up so you get tasks to tell you, hey, you need to call fucking Junie B. Jones today. You need to call Bobby Jonas on Saturday and make sure that he's still interested in selling this property and see if anything changed about his situation. Right? So that's a dialer, that's CRM, your script, and your sheet, an objection handler cheat sheet. You need this in the beginning, and you need it right in front of you. No point in having it on the laptop. You need to print this out and see it, touch it, grab it, read it. Look at yourself in the mirror while you're reading the script, and you have to fully believe what you're saying. Because if you have conviction behind the words, if you have confidence that people can hear over the phone, you will win. If you sound all scared on the phone, hey, Um, is this, uh, Kevin? Yeah, um, my name is Jay and I wanted to see if, um, maybe you thought about potentially selling your house to, um, me. I'm a real estate investor, so I want to see if you're interested in selling your house to a real— Nobody's gonna sell you their fucking house because you sound like a moron, right? If you sound stupid, if you sound retarded, whatever, whatever name you want to use, if you don't sound like you don't— like you know what you're talking about on the phone, you're never going to close a deal. You probably will, but after 100,000 calls and maybe 2 years of trying this shit. So if you don't want to go through that, make sure you sound like the fucking man on the phone. Make sure you sound like you've done this before, like you've helped other people in the same situation, like you've been a real estate investor in this market for the last couple of years. You see the energy that I currently have. This is the energy that I'm bringing to these cold calls. I have multiple videos on my YouTube channel talking— not even talking about it, actually fucking doing it. Right? I probably have like 3, 4 videos of 30 minutes each of me just talking to people on the phone. And you can see my tonality. You can see how relaxed I am and how confident I come off on the phone because I know what the fuck I'm doing. And granted, that does come from experience, but you gotta have some confidence in there. You gotta have some free-moving, free-flowing energy so you sound human, not like a goddamn robot. Right? A lot of you guys, I even hear some of the new guys that are coming into the program, And I'm like, damn, you guys suck. But it's amazing because my process on making somebody from 0 to 100% on cold calling, whoo, it's unmatched. You can even talk to some of my members in there. It is insane. I've had people come into the program and, bro, terrible accent, don't know what the fuck they're doing. And then the next call, they're killing it on a role play, right? And then a week later, they get their first contract. That's how you know I know what the fuck I'm talking about, right? And like I was saying, have this on paper, have this right next to you, have it pulled up on your computer, fucking post it on the wall where you're cold calling out of, right? You need to have this shit in your face, especially in the beginning, at least for the first couple of months until you get this shit ingrained into your fucking head, until you know it like the back of your fucking hand. Because if you know how to speak, you know how to objection handle, you know how to discover somebody's pain points and where they want to go, and you are the vehicle that they're going to have to go into to get to that destination, you are going to fucking kill it in this game. Trust me. All right. So scripts, AirPods, headset, quiet environment. Quiet environment is very, very important. When I was starting in this business, as you've probably heard if you watch my videos before, I was in my parents' house. My mom would fucking kick through the goddamn door just like this and fucking nobody's going to buy a house from you. Stop bothering those people. Stop wasting your time. Go get a real job. Your cousin just signed up for the Army. I did not want to fucking hear that shit or I'll have my little brother screaming in the background getting whooped. Right. I know a lot of you guys relate to that. Or maybe you have crying kids in the background if you're on the older stage, or maybe if you just had a teen pregnancy, right? It's— hey, I'm not judging, but make sure you're in a quiet environment. And make sure you have a good headset. You don't have to go super expensive. I don't think I have my wired headphones with me, but there's $20 Apple headphones that work perfectly fine. You connect those to your laptop and you're good to go. You don't need a $300 headset, those goofy-ass Pebble Apple headphones. You don't need none of that shit, right? Granted, I have a mic and everything now, but I'm a popular guy now. I kind of need it. But in the beginning, all you need is the wired headphones from Apple, a good laptop, as long as it's like 2020 and newer. 2020 is a 5-year-old laptop. You could probably get it for like $500 if you're on a budget. Whatever, whatever, right? And as long as you have good Wi-Fi in a quiet environment, you should be completely fine. If you are maybe on the lower side, you don't have as much money, go get a coworking space. It's probably $100 a month, $200 a month. You work 2 days out of the month for that, and then you have a space where it's professional, right? There's probably 17 of them in Dallas where I'm located at, and they're all over the USA. These are places where you pay to be in a professional space. They probably have cold calling rooms there. You probably have your own separate office where you can go in different places. Make it work, right? Go to fucking Starbucks if you have to. Have a good environment and that'll help you be more successful. Metrics to track: calls made. Ah, calls made don't really fucking matter if I'm being completely honest with you guys. I don't want to hear no bullshit of, yo bro, I dialed 1,000 people. What, I'm not able to change this shit anymore? All right, scratch that. Oh, I think I can write over it though. Yeah, calls made doesn't fucking matter. We care about contacts. How many people did you actually have a conversation with? How many people did you tell your introduction to? That's what matters. And I want you guys to have— I'm sorry about that. I want you guys to have at least 50 at the bare minimum. I want you to be sick and like coughing out of your mind if you're hitting 50 contacts. The prime number is 100 contacts a day. With 100 contacts a day and the right script in the right environment, and the right tonality, you're going to get at least 2 leads. Very, very, very achievable. 2 leads a month, that's 60— no, 2 leads a day, that's 60 leads a month. If you can't close one of those, buddy, you have a different problem in your business. You need to DM me on Instagram and figure out so we can make something work, because you got to close a deal, man. It's summertime. 2025 is damn near halfway over, right? We got to lock the fuck in, right? So contacts matter. Leads, motivation, and timeline. We have to track all of this in our CRM so we don't forget the information. Granted, with BatchDialer specifically, and I'm sure multiple other ones, it records the call. So you're able to go back, double-check on what you said. If you didn't hear anything clearly, boom, you got that. But make sure you're tracking all of this in a separate software like a CRM to make sure, hey, when I pull up Junie B. Jones's profile, I know, okay, she's going through a divorce. Okay, I know she wants this much for her property. Okay, I know she— the property has 10 liens on it. I know we need to file quiet title for it. I know this, this, this, this, this. This is all very, very important information as far as running numbers and all the steps after you get off that discovery call. Keeping track of this is gonna save you a lot of lost leads, a lot of lost closings, and it's gonna help you make more money in your business, right? Trust me. Appointment set, right? This matters. When we mean appointment set is how many people did you go through a discovery call with and then end up setting a separate appointment to actually do a follow-up call with, to actually diagnose their situation, give them an exit strategy that you're gonna work with them with, right? Whatever works best for them. In this case, if you're in the beginning stages, please only focus on cash. So the setup of the appointment is going to be a cash offer, right? That's what the second call is for. Make sure these people confirm, right? Not only say, okay, Junie B. Jones, are you able to, um, answer my phone call tomorrow at 5 PM? Make sure, okay, you, you are perfect. I'm going to go ahead and send you a text right now with that time. It has my company information, my personal name, and testimonial of these other people that we helped out. Right. Just an example. And then I want you to send them a text, have a follow-up sequence of saying, hey, Juni, just checking in. Are we still good for tomorrow at 5? This is maybe 5 hours later. Then the next day, right, another 5 hours before the actual setting of the appointment. Hey, Juni, are we still good for 5? Hey, Juni, I just talked to my manager. We're all good to go for 5. Are we all good to go? Confirm. That way you're not wasting your time talking, calling this lady 4 or 5 times in a span of the next 5 hours after the appointment set, when you know she wasn't going to show up in the first place, right? This definitely helps up with show up rate and actually getting these offers through. Cause there's no point in going through all these discovery calls if you can't even make the goddamn offer. The offer matters. If you can't make the offer, you can't put a shit, put a property under contract that you're wasting your time. Right? So that is as far as appointment set and contract signed. I want you to track all this information in your CRM. You could use a goddamn Google spreadsheet if you want to. Right? Next, your daily goals. I already talked about this. 200 dials a day is a little fucking crazy. You can do that if you're putting in a goddamn 9-to-5 shift, but normally between 3 to 4 hours you're able to get 100 contacts. Now, if you're doing double that, if you're just an overachiever like I was maybe last year— I'm not doing that many calls now— yeah, you'll definitely hit 200 contacts a day. 200 dials— dials don't fucking matter. What? Bro, get the shit out of here, bro. Dials don't matter. We need contacts. So like I said, let me break it down again. I want you to hit at least 50 contacts a day. The sweet spot is 100 contacts a day. You should be able to do that in 3 to 4 hours. 3 to 4 hours. And if you're an overachiever, you're doing double that. Obviously you're going to hit 200 contacts a day and have double the leads. But that's completely up to you. Maybe you work a full-time job. Maybe you can't do that, right? Don't call on Sundays. Sunday is not a good day. Most people are leaving out of church, and for a lot of people, it's the only day off, right? They don't want to be cold-called. So normally you're burning through leads that would work on a Monday, Tuesday, Wednesday, Thursday, but you're calling them on a Sunday because you're an overachiever and you're overdoing it. Don't do too much, buddy. So 2 to 5 leads. Yeah, this is all pretty on point with what I already talked about as far as your daily goals and starters. Mindset hacks to stay sharp: start each session with a pump as far as a workout. Come in with energy, bro. I'm telling you, Anything outside of the script, you are going to need to come in with the right tonality, the right energy, the right confidence, right? And either you get a workout beforehand, you drink a goddamn Red Bull, you pop a Zinn, or you just play your favorite song, right? Come in with the right mindset like you're about to perform on a goddamn stage. Next, record your calls for self-review. This is very, very important, especially if you're not a part of a community like mine where we actually do role plays, review cold calls, calls and, you know, adjust and edit scripts for that are personalized to specific people in the program. Um, recording your calls is very, very good because not only can you see your facial expressions, what your body is looking like, if you're tired, if you're slouched, if you're this, if you're that, but you can also listen back and say, why the fuck did I say that? Why do I sound like that? Right? I don't sound confident in this specific part. When she asked me that question, I didn't know how to answer it. Right? So that is very, very important for you to review, especially in the beginning. Please do that. Next, role play with a partner at least 3 times a week. I would do it daily if I'm being honest. If you're starting off with somebody else, you got a partner, you got a buddy that you can try with, please do that. It's going to help you get way sharper on the phones. Celebrate the nos. Again, the nos are very, very, very, very, very important. The nos will get you closer to that yes. Now, as far as detailed scripts, I will go ahead and Make a different video about that. Actually, we're already 18 minutes in. You guys need to get some rest on this Sunday night. But if you guys do want that video of me breaking down my full personalized script, or want a video, another one, of me actually cold calling for 30 minutes and seeing how I do this myself, what I'm teaching, right? Comment that down below. Comment 1 for the script video, comment 2 for the cold call video. I'm gonna do another 20-year-old tries cold calling for wholesale real estate. Those always do really good for me. And if you're interested in coaching, actually getting your hand held by me to close your first deal or scale your wholesale business, the link is down below. No rush. You got a lot of videos providing free value. All you're coming to me for coaching is implementation, for you to actually speak to me on a one-on-one call on a consistent basis, have a community where everybody's doing what they're supposed to do, everybody's getting held accountable, and people are closing deals left and right because the system fucking works. I'll see you boys tomorrow. Daily fucking videos, baby. Oh, you can't stop it through the camera. I'll see you.
