10k in 30 days | Wholesale Real Estate

What's going on, boys and girls? In this video, I'm going to be breaking down the step-by-step formula to closing your first wholesale deal in the next 30 to 45 days, guaranteed. The guarantee only lasts if you actually watch the full video, you take notes, and you put the information into action, because nobody's going to come save you. And if you keep watching video after video after video, you're going to have analysis paralysis and your life is not going to change. I've been wholesaling real estate for the past 7 years and it's completely changed my life and my family's life, and I want this video to do the same for you. So if you like this type of content, like, comment, subscribe. Let's get right into the sauce. All right, so for the guys that don't know me, this is a quick snapshot of what my life used to look like. As you can see, this is the car that I was driving, some nice Honda Civic with some nice wheels, nice spoiler, 130 pounds, working blue collar, hating my life, smoking, drinking, doing all that shit. And obviously I was poor. Fast forward a couple years, got my dream cars, pretty good shape, nice house, and I'm able to take care of my family, which is the most important part. Now let's weed out some of the suckers and some of the losers that won't succeed with this. Let's go to reality. You must be at least 18 years old to sign contracts, sign legal agreements, or have somebody somebody over the age of 18 to sign these for you so you can close your deals. You need to have a U.S. bank account or be based in the U.S. to collect the funds from these assignment fees. You need clear communication. If you have a speech impediment, you can't have a normal conversation with somebody, you're not going to succeed in this. You must be mentally sharp, not be an emotional little bitch to handle, obviously, the heat, right? Not everybody's going to say yes. Some people are going to tell you to fuck off, whatever the case may be. You got to be stoic. Next, you need a reliable Wi-Fi, a phone, and a laptop, and a quiet space to work from. Otherwise, that will get in the way of you closing your first deal. Ideally, having at least a couple hours a day to put towards this so you can focus, lock in, and close that first deal. Now let's talk about the mindset. A lot of people think this is woozy, but I think this is a huge part of it. This is the foundation of your success. Discipline is about finishing, not about being flawless. The whole goal is not perfection. None of us humans are perfect. I'm not perfect, especially in the business. As long as you put in the consistent efforts and you put in action, right? You make deliverables, you put in inputs. It doesn't matter if they're not perfect. As long as you show up, you will succeed. Succeed. It's not if, if you will succeed, it's when you will succeed. Then you need to have an unshakable confidence that you are to be successful. If you don't believe you're meant for more, if you don't believe you deserve success, nobody's going to believe it for you, and your business will be a reflection of that. If something doesn't move closer to your goals, stop giving it attention. Friends, family, habits, places, whatever it is, completely change your environment to get a different result. We're trying to go from 1.0 version of ourselves to 2.0 version of ourselves, and that's going to take sacrifice, that's going to take hard work, and that's going to take emotional ability, right? Second, again, control your emotions. Letting them run keeps you stuck. Stop being emotional. Be consistent. Focus on the numbers. Focus on the inputs, and you will get the result. Next, no one is coming to save you or fix your problems. You are the one that has to take the responsibility. Grab your balls, put them on a table, and say, I'm going to fucking win no matter what. Then, don't wish for fewer problems. Wish for the strength to overcome them. Stop complaining about situations you can't control. Focus on what you can control and improve from there. Every single loss is a learning lesson. Now let's move forward. Let's talk about the actual business model and give you a nice brief breakdown so you understand what you're going into, especially for the beginners out there. The— we're the wholesaler in the middle with the cool sunglasses. We're making $20,000 in this transaction, right? We don't need a license, you don't need a degree, you don't need an LLC, you don't need any previous experience. You do need a little bit of money for the marketing, but besides that, you should be chilling. Now, as far as how the business actually works, we have this seller that's going through a tough situation. You can tell it from his face. He wants $100,000 for his piece of shit property that obviously nobody can go in there and live in. Nobody can get approved for a 30-year mortgage to go inside of the property because it's not a livable condition. But we can find this gap in the marketplace and profit off of it, right? He's going through a tough situation. He needs our help because he's a procrastinator or whatever the case may be. Life happens sometimes. We're able to help him in the situation, get that property under contract and sell that piece of shit house, sell the contract to a real estate investor for a profit. Seller gets $100,000. We get to keep the difference and we get to sell the property to the investor who is then going to move forward and flip it and make his money. He pays $120,000, seller gets $100,000, we make $20,000. Cool. Understand? Great. Now what is the investor going to do? He's going to buy the property for $120,000. He's going to put $50,000 into it. Granted, there's a bunch of more costs, a bunch of more explanations and a bunch of little nuances that the investors have to go through because they're actually buying the house. We're never buying the house. We're just collecting the difference. And we have a 30-day cash cycle, right? We don't have to wait 6 months for the flip to happen or the property to sell to a family. We make our money in 30 days. So he's going to buy the property for $120,000, put $50,000 into it. Now the property's worth $230,500 and he's able to sell it with a real estate agent to this family who's going to get a 30-year mortgage and actually live in the beautiful property. You see, it went from shit to nice, from trap house to nice house, right? And that's how the investor makes his money. We make our money being the middleman. Pretty much a real estate agent without a license, dropshipping without the product. You get what I mean? All right, now question that does pop up is, why would the investor pay you for the deal when he can go find it himself? The same way you don't go out there and kill a cow, skin it, clean it, cut it out, whatever the case may be, store it, and then you eat your food. No, you go to the grocery store, you pay a little bit of a markup, for clean cut beef, right? You don't do all that legwork. It's convenient, right? We can solve problems in a marketplace and make money from giving convenience to somebody else, right? Doing something that somebody else doesn't want to do. The investor doesn't want to go out there and spend all this money on marketing to find deals when he can just reach out to a wholesaler, pay a small fee, and then he can focus on what he does best, which is flipping properties. Now, before we go into the actual system that you can copy word for word, bar for bar. Let's talk about the Contract Flipping Academy, the program that I run where I help you guys one-on-one to close your first wholesale deal. If you don't want to sit through this like hour-long video, you can just click the link below, apply. Only for the serious people. Obviously it takes money. Obviously there's no guarantee. The only guarantee that you have is that you show up, I show up, and we both work together and I solve every single problem so you can close that first deal and scale your business as soon as possible. You can see we have The coaching calls 3 times a week. We have all the modules in here. You can see a group call recording. You see a bunch of testimonials in here from my successful students. But yeah, that link is down below. Let's move on to the actual training. Now, first thing that matters is the market that we pick. If you pick the wrong market, this is a pivotal mistake where you can lose a lot of money and not close any deals. We want to avoid metro markets like the ones we see on the left side: Arizona, California, New York, Dallas, Houston, South Carolina, Austin. And you might be thinking, Jay, Why, right? People are moving to these markets, jobs are going up, whatever the case may be. That's a good thing, right? When you're selling a property. But when you're marketing and you don't have the experience like I do of 7 fucking years, it's going to be way harder for you because you're competing in a deeper pond. You're competing in the sea versus a small kiddie pool, right? That's why I choose not to go in these bigger markets because everybody and their mom is a fucking wholesaler there. People are more aware of wholesalers, right? People are more aware of price points, right? And it just makes it harder, right? Why would you add more friction where you can just go to a smaller market and close more deals, right? Because they're less aware, right? So market awareness and competition, we're not going to be going into metro markets. When we look at the heat map of the property values, we want to avoid everything that's red, everything that's yellow, everything that's green, especially in the first couple months, because it's going to be way easier to close a deal in these light blue and dark blue markets of the map. Now we are avoiding these bigger markets, right? More metro markets because of competition. The ones on the right side, we're avoiding because of regulations and just scrutiny on the wholesale process. We want to avoid that. And because we can do this virtually from the comfort of our own home, we're going to go and avoid those and go into other markets that don't have as heavy regulation right now. That is our market. So use that, find a market. Next, let's talk about data. Right? Where do I personally get my data from? PropStream, ListSource. I like the data. It's good quality. I've been using it for years. That's what I personally use. As far as the list, this is part of my prototype list filters. High equity. Why? Because there's actual room in the deal, right? There's cushion in the numbers for us to make a profit. If the property has low equity, there's no money to be made because the seller's not going to accept the cash offer for half of what they owe, right? They're not going to make any single money, right? They're not going to make money. They're not going to want to sell. And they're going to be put in a terrible position where they have to come to the closing table with money. We want to avoid that, go for high equity. Then individual, mixed trust ownership. We don't want to talk to corporations that own 30 fucking properties. They are less likely to sell because they know about real estate, right? They probably know what they're doing. They don't need to sell their property for a steep discount, at least 99% of the time. Again, everything that I'm telling you is to make the process as frictionless and as easy as possible for you to close that first deal, right? So that's why we're going for individual mixed trust ownership. Then we're going for non-owner occupied properties again, to make the process as easy as possible. Right? Non-owner occupied, meaning who we're calling, the owner of the property, doesn't live in the actual house, right? They're probably going to have more emotional attachment if they live there. It's going to be a pain in the ass, going to be a longer timeframe, obviously, because they're living there. Then they got to find another property to move to. They have the money to move to that next property, getting U-Hauls, cleaning out the property, whatever the case may be. That's where we go for non-owner occupied properties. Sellers that, hey, maybe have a rental property that is just a pain in the ass for them. They don't want to deal with it. They want to retire. They want to use the money for something else. 5 years of ownership. Again, that goes hand in hand with high equity. If somebody just bought a property, they probably have no equity. They probably have no room in the deal for us to make profit and for them to have a convenient process for them. Right? As far as year built, 1950 and under, you can close the deal. It's just going to be a smaller buyer pool because people are going to be more scared to buy properties that are 1900, 1880, right? Versus a property that's 1950 versus 2005. It's going to be, hey, more of a cookie-cutter process, right? Copy and paste, right? It's a property where you kind of expect Nothing to be too crazy as long as the property is not gutted or going for land value, whatever the case may be. So at least 1 bed, 1 bath. Again, pretty common sense. Wholesaling a house with just 1 bath or just 1 bed, unlikely. Smaller buyer pool. We want to make the process as easy as possible. Then non-HOA. Nobody wants to live in an HOA. For flippers, a lot of times they don't care, but for buy and hold investors, for landlords, for people that are planning on renting out the property, They don't want to deal with an HOA. Plus it's an extra, extra cost every single month that again is causing more friction. The whole point is to take the passive and easier route, not easy, but easier, right? Then non-MLS. We don't want a property that's listed on the market because if it's listed on the market, the seller probably wants top dollar for his property. And there's probably an agent involved. So all those guys doing on-market wholesaling, you suck. You know how bad it sucks. Your deal is going to make like $5K, if that. And the communication between you and your buyer and you and the agent and the agent and the seller. It's literally a fuckfest. You don't want to deal with that. Let's go for non-MLS, only off-market. That's the way to do it. That's how I close consistent deals. That's as far as our data right now. As far as the actual marketing system that we're going to use, put me on a stretcher. Cold calling works. It's the cheapest, most consistent. Obviously, for the guys that have very little time, you can use something else like texting, but you're going to deal with more friction. Right? Cold calling works with the list that I tell you, with the markets that I'm putting you in, with the skills that I'm giving you. It's going to be easier than the average fucking guy watching a YouTube video that has no information trying cold calling, right? So I personally use BatchDialer. You can also use ReadyMode, MojoDialer, EnzoDialer. There's a lot of out there. CallTools is another one. You can pick the one where you like the user interface or the price the best. I personally use BatchDialer. It works for me. Now, as far as calling, we have to run this like a business. We can't run it off hope. Right? We can't run it off just throwing shit at the wall and hoping it sticks. We want to have our numbers set up. And these are the trackers that you want to look for. KPIs are key performance indicators, right? Meaning, hey, I have to make this many calls, this many offers for me to get this many contracts, for me to close this many deals. If you have the numbers there, you know exactly what you're doing and what you need to do to get to the goal that you want to reach, right? So contacts, the leads that we're getting, how many offers we're making, the contracts that we're locking up, and then obviously all the percentages and the conversions from there, right? How many calls do I have to make to get a good contact rate? How many contacts do I have to get to get a good lead? How many good leads do I have to get to get a good offer, right? How many offers do I have to make to get a good contract? How many contracts do I have to make— do I have to get to actually sell a contract? All of these numbers matter. In the beginning, obviously, go, go, go, go, go. Don't focus too much on this because obviously you have no information to go back on, uh, but you get what I mean. Now, once you have all these systems set up, it's going to be pretty easy to start marketing and start talking to sellers. Now, when you're talking to sellers, how you sound is super, super important. Arguably, everything that I've told you up to this point is copy and paste. Now, the actual skill that's needed to be successful in wholesale is sales, right? The whole wholesale business model is based off marketing and sales. The marketing part we can copy and paste. The sales part, you can't really copy and paste. To all the sales guys out there, all the retail worker guys, all the guys that, you know, continuously and consistently talk to people, it's going to be easier for you. But to the guys that, hey, maybe you don't talk to people at all, or maybe you're antisocial, whatever the case may be, it's going to take a little bit longer of a learning curve, right? Now let's go into the actual sales call framework. Now on my YouTube channel, I have like a whole hour-long videos going specifically on why everything matters that I'm putting in this script. But the basic outline is Focus on motivation, focus on pain points, ask a bunch of why questions, make sure you get tie-downs, make sure that they're serious. Don't fall for bullshit. Don't let them get away with superficial answers, right? Get deep on the call. Make sure that you're pre-objection handling. Make sure you know how to objection handle. Make sure you know how to handle pressure on the call. Make sure you're not freezing up. Make sure that you feel confident on the phone and you sound confident on the phone. Why? Because if somebody thinks they're over you, they're going to take advantage. And at the end of the day, you have to see the value in your own self in this business model. You are a real estate investor, or at least that's the character that you have to be in to actually help these people solve a problem. If they don't think you're a real estate investor, they think you're full of shit, they're never going to work with you, right? So you have to fully believe that you're a real estate investor. And if you fully believe that, the real estate investor, the guy with the money, the person with a problem, a housing problem, financial problem, They're down here. Therefore, your ego should be, why am I on this call? Let me figure out every single way to prove that this person is not motivated, right? So I can focus on dialing more people and getting more leads through the pipeline to see who is motivated and serious about selling their house and my perfect ICP. ICP meaning your ideal customer profile. So don't get on there on calls. Oh, sorry, Mr. Seller. Oh, do you have a couple minutes for me? Uh, like all this pussy bullshit. Stop pussyfooting. Be a man on the call. Set the tone and solve a fucking problem. That way you can get paid, right? So this is the cold call framework. As you can see right here, you can screenshot whatever you have to do. Again, I have a lot of videos on my YouTube channel specifically about sales, about discovery calls, about sales calls, about objection handling, about positioning, about everything, right? That's one thing that I specialize on. So now you understand what to say on the phone. And you get somebody that says, yes, Jay, I'm motivated. I need to sell my house in the next 30 to 45 days. And I want to get a cash offer. Great. Time to underwrite the deal. Now, again, underwriting is kind of copy and paste, but over a period of time, you're going to have some experience. You're going to have some intuition on what the numbers should actually be like to the point where, hey, I have students reach out to me and say, Jay, I need a comp. I sometimes don't even have to look at the numbers and I can tell you, Boom, this is the rehab. This is the ARV. This is your offer. And they tell me the numbers that they came up with and it's literally on the dot, not on the dot, obviously, but it's like off by $1,000, you know? So I would say I'm pretty good at it, whatever the case may be. But underwriting, it is a copy and paste system. Obviously every single market is going to be different. Every single rehab budget for every single market is going to be different. And the expectation of a flip is going to be different in every single market, right? In a metro market like Dallas, a flip, you're expecting granite countertops, really nice fixtures, nice bathrooms, LEDs, new technology with the sinks, with the appliances for a nice property that you're flipping, right? Not for a landlord property where you're just going to rent it out, rental spec, right? So it's different for every single one. We compare it to Louisiana. Louisiana as is, um, looks like Dallas's rental flips. Right. Louisiana's new flip comps look like Dallas's as-is properties. You know what I mean? So it's different in every market. Obviously you're going to get an understanding once you're in the field, but these are the underwriting numbers that I use. Um, copy and paste. Again, I have a lot of other videos on running numbers on deals. I have a lot of trainings on that. You can go deep into those and get your help there. Now, as far as the nuances about actually running numbers, Don't lock up a deal too high just because you want to get some shit under contract. This is one of the biggest failures for wholesalers because they think, oh, I got a really good lead. Oh, if I can just, you know, move the numbers a little bit here, a little bit there, I can close the deal. No, bro, you're just going to look fucking stupid. You're going to be stuck with a contract for 2 to 3 weeks. Nobody's going to want to buy it. Buyers are going to think you're an idiot and you don't think— and they're going to think you don't know how to run numbers. You're a beginner. You don't know what the fuck you're doing. Then On top of that, obviously you're disappointing yourself, right? You're putting yourself through a scrutiny of burnout. But again, you're wasting the seller's time too. If the seller is not having realistic expectations about the sales price based on the condition of the property, based off the help that they need, based on the timeline that they're looking to fit into, that they're looking to close their property on, Tell them to fuck off. Don't tell them to fuck off, but tell them, "Hey, the numbers simply don't make sense. Reach back out to me if you don't get a better offer." If you got a better offer, go and sell the property, man. Be distant in a way. Be detached in a way from the sale. And people are going to be able to tell that, "Hey, you don't need that closing." And they're going to come right back. Numbers are the numbers. Don't try to skew them just to get a deal under contract, just to talk to buyers. Don't do that. Stick to the numbers, be super conservative. Think like an investor is a big one. Think like an investor. Now, once you underwrite the deal, obviously you got to call them back. As far as calling them back, don't wait 24 hours, 48 hours, 72 hours to make an offer. Make sure you make an offer as soon as fucking possible because you don't want to be doing this at a scaled rate to where, hey, you got 5 offers to give and you're waiting 24 hours to give a fucking offer, right? Out of those 5, maybe only half are going to pick up. And that's even good, right? Probably only one is going to pick up. You want to make sure that conversion rate from discovery call to offer call is as close to 100% as possible. Obviously not everybody's going to pick up, but you want to make sure you have every benefit to close the deal, right? So make these offers fast. As far as making the offer, this is the full breakdown script. As far as making the offer, focus on the benefits, focus on the pain points. Focus on the gap between where they're at, right? And where they want to go. If that gap is big enough and you can emphasize it on it, on it enough, you giving them a lowball offer for their property makes sense, right? Because you're solving a big enough problem and they're willing to sacrifice their equity for it, right? Don't be scared to give a lowball offer, right? Matter of fact, be scared to give a lowball offer, right? Because that means you're being conservative with the numbers. And if you lock it up at that price, You're making pretty good fucking margins, right? On average, we want to make 10 to 15% off the sales price as our wholesale fee, right? So this is the script. Like I told you, those are some of the nuances. Be straight to the point, know how to objection handle, know how to compress the timeline, right? And they tell you, oh, I got to think about— what do you have to think about? We talked about this, this, this, this, this. And I mean, outside of the number, is this something you'd be willing to work for? Move forward with. Sorry guys, first time making a video in at least a couple weeks. I'm a little bit rusty. I'm gonna get— I'm gonna get good in a little bit. All right, now this is the actual sales call framework, the offer call framework. It's right here. You can copy and paste it. Again, I got other videos on my YouTube channel literally only about offer calls. You can also see me on the phone making offers on my YouTube channel. Now let's say You made a good offer, you pulled the good pain points, you solved a really big problem in their mind, you get the deal under contract. Again, the nuances— don't just fucking send the agreement and not be on the phone with them, right? It's a big moment with a lot of tension, a lot of pressure. People are going to start to overthink. People are going to get in their own head. They're going to think, oh, is this guy not going to close? Oh, I could probably sell my property for more. All of these things are going to go through their head. And the chances of you sending out an agreement, not being on the phone with them, right, while the motivation is up high and forefront on their mind is very, very low. I want to say like 1%, right? So if you don't want to send out a contract and not get signed, get on the phone with them and make sure they stay on the phone. Put yourself on hold. Say you're going to go get a glass of water, whatever, whatever, whatever you got to do. Stay on the phone with them. Answer any questions. Get them to sign that fucking agreement. Now, as far as the agreements, I have it in some of my other YouTube videos, not in this one. Again, you can join the community, get all of this step-by-step broken down, get my one-on-one help and make sure you close that first deal. But as far as the agreements, simple purchase and sale agreement, price point, lot description, buyer, seller. You can, you can find one. A lot of these guys on YouTube, they'll give it out for free. Use one of those. Just make sure it's legally binding and it's a good agreement, right? As far as getting it signed, you want to do all of it since we're doing it virtual, right? We're not going and getting contracts signed in person. I don't recommend it. It is possible. You're going to be doing this through PandaDoc and DocuSign. I personally use DocuSign because you can just use the 30-day free trial and not get charged a crazy amount to get digital signatures. Now you can do it through GoHighLevel if you're running your business off of there and signatures are free there. And then as far as, yeah, once you get the deal under contract, now it's time to find a title company. Don't fucking overcomplicate it. Google local title company in this zip code. You want to get it as close as possible to where the seller lives to, again, Add to the convenience factor, right? Now, as far as title companies, if you pick the wrong one, you're fucked, buddy. So make sure you call them. Hey, hey Nancy, this is Jay. I got a deal under contract right now with a purchase and sale agreement. And I wanted to ask and see if you guys work with wholesalers, right? If you guys work with assignment of contract, if you guys do double closing, do you guys have experience with that? What are they going to say? Uh, I'm not too sure. Let me pass you off to my loan officer. Not maybe not loan officer, but The title processor, the name is not coming up in my head, but the person that actually handles the file and works on the closing, they're going to pass you off to that lady. Again, most of the employees at title companies are like 50-year-old retired ladies. They're all pretty chill as long as you have some sort of charisma, right? As long as they say, hey, yeah, we work with wholesalers. We do blind HUDs. We do work with assignment of contracts. Send the agreement over. Great. Ask for their email and immediately ask for wiring instructions. You might be asking why to submit EMD from the buyer's end, the buyer that's actually going to buy the contract that we just locked up. They're going to send EMD to the title company. So they have skin in the game, but we're going to go deeper into that on the DISPO section. Right. As long as you do that, you cover your bases. They say that they work with assignment of contracts. They sound happy about it, right? Because it's another closing in their books. Work with them, send them over that agreement and it's time to collect the DISPO package. Now, a lot of wholesalers out there are just sending literal paragraphs to buyers looking so unprofessional. They look like shit or they make like these canned AI, uh, DISPO packages where they're selling the property that they got under contract, but it looks like shit. It needs to look clean and it needs to look presentable and professional, right? And obviously fulfill the purpose of giving all the information, not wasting time with the back and forth. Here's what you need: pictures, comps, property details, profit for the investor, your contact information, the title company, the closing timeline, and the access to the property. All this needs to be on the actual DISPO package. Which is just the Google Doc. You can do it, copy the exact same format, big picture in the front, call to action with your contact information, the address, the property, the property description, bed, bed, bath count, square footage, lot size. Then obviously the asking price, the ARV, right? What the property's worth, the after repair value, a link to the property pictures where you can just use Google Drive, put all the property pictures that you've got from the actual homeowner in there, put the link in there, make sure Anybody with the link can actually access it. That way you don't have sellers going back and forth or buyers going back and forth saying, oh, I'm not able to see the pictures, man. I don't want it. You don't want to deal with that bullshit. Make sure everybody has access. Obviously put the comps to the property and put the repairs. It doesn't have to be perfect. We're not contractors. We're not flippers, but it has to be conservative and realistic. Right? Again, I always like to put this in there. Do all due diligence before you submit an offer. No due diligence period, no options period, closing with the seller's title company, the one that we just picked. Off the Google search and don't post anywhere online because, you know, you want to stay away from the bullshit, right? And another call to action for them to give you a call. Now we have the DISPO package, we have the deal under contract, we have all the information, it's ready and time to start talking to buyers. Now, as far as buyers, every single one of these ways work. For my personal wholesale business, a lot of these get sold to investor-based buyers. $250 a month. If you're in the program, I send you those lists for free, skip traced, ready to call. But if you're not in the program, obviously you can use Investorbase, pull a cash buyers list from there. They already come skip traced, $250 a month. PropStream, you're already paying for it. You can pull up cash buyers list there, but you obviously have to pay for skip tracing. You got Facebook. Let's go into the nuances of these. For Facebook, never post the front picture of the property. Never trust Anybody that says they're a real estate investor on Facebook, stop texting through Messenger. Make sure you get their contact information, you call them on the phone to vet them before you actually send over the property, because people are liars on Facebook. And because we're in wholesale, right, no contract, no, no license, no real estate degree, no college degree, no LLC, low barrier to entry, we're going to have a lot of bullshitters in the game, right? Make sure you're vetting everybody. And if you're going to make these posts on Facebook, never post the address. Never post your phone number and never post the front picture of the property. Never do that. Big no-no. You're going to get snaked. Now, as far as Facebook Marketplace, again, post it in there because locally when you put the address, which don't put the address, just put the street or just put the zip code, it's going to show up to all the people which are in the area, which investors, again, normally not a lot of 20-year-old investors, a lot of 30, 40, 50. Those people are on Facebook. They go and scroll through Marketplace because they have money to spend. Boom, they see an investment property. Boom, they hit you up. Boom, you get on the phone, you vet them, get them to walk the property, move forward from there. As far as Zillow, Zillow and realtor.com, you can call the realtors that listed properties that are flipped, right, recently, or properties that sold recently that are flips, clearly flips, and ask them, hey, do you have an investor in your network that's looking for another property in the zip code? As far as if you don't want to work with real estate agents, you have a bad, um, experience with it, or you just know that real estate agents 99% of the time don't answer their fucking phone, go around them, skip trace the address of the property, find the investors, find his contact information, True People Search, or just generic skip tracing, pull a big list, call them, see if they're interested, send them over the DISPO package. When you are sending a DISPO package to buyers, make sure that you actually get them to open it. The same thing with getting a contract signed. You want to do it over the phone. You want to have the investor buy the property, that's buying the property or that's interested in the property, open up the DISPO package while you're on the phone. And it sounds something like this. Hey, I saw you bought in the zip code. Are you interested in buying more properties? Yes. Cool. What type of properties do you buy? Great. I have this one in this zip code, this bed bath count, this price point, this ARV. Does it sound like something you'd buy? Great. I'm about to send you over a DISPO package. It's a Google Doc link. Open it up because the last guy was not able to. They open it up. Great. They're able to see it. Once they open it, say, hey, I mean, just looking at this, at the DISPO package, is this something you'd be interested in? Great. And they say, hey, I want to take some time to run numbers. Great. When is the time for me to follow up? You always want to be direct to the point and have a set schedule. Never, oh, I'll call you back. Never, oh, uh, give me some time. No, you want an exact time for you to reach out to them, not for them to reach out to you. You want to, we want to keep everything in your control. As far as Craigslist, that's one of those of like all of these don't work. Again, reaching out to title companies, Craigslist, JVing with other wholesalers, don't recommend it. But if you want a super in-depth training on actually selling these deals, again, I got more videos on my YouTube channel. Check those out if you want more in-depth just on buyers. So now you reached out to them. Somebody said they're interested. These are the dos and don'ts. Talk on the phone, vet them on past deals and future ones. Get them to walk the property. Never accept an offer unless they actually walked the property. Anybody can say anything without any skin in the game. Anybody can say they're interested and give you an offer, but nobody's buying sight unseen, right? 0.0% of investors are buying sight unseen. The one you're talking to probably isn't, right? So let's not take the chance. Let's actually get them to walk the property, get them to do their inspection, bring their contractors if they have to, negotiate. Never take the first offer that they give you, right? And always collect EMD the same way I told you. When you reach out to the title company, you want to make sure you get the EMD instructions, send those out to the buyer, collect the EMD, get them to sign the assignment agreement, and make sure in your assignment agreement you have a non-refundable EMD clause to where if they back out of the deal, right, with somebody that's out of— that's if they back out of the deal, that's their fault, right? They chose to back out of the deal for whatever the case may be. You get to keep the EMD, give some to the seller, extend the closing timeline, find another buyer. Otherwise, yeah, obviously if you're the problem in the deal, you're the reason they can't close, the seller's the reason they can't close, they want to back out, whatever the case may be, the property burns down while you got it under contract, or there's title issues, obviously refund the EMD, be a good person, do good business, and you're going to get rewarded. Now, once all this checks out, they give you a good profitable offer, you want to get the assignment agreement signed. And that's through DocuSign, again, 30-day free trial. Make sure they sign this in a timely fashion. Hopefully when you're on the phone with them, try to do it then and collect the MD either the same day or the next day. Make sure you confirm that. Don't have the title company confirm that for you. You'll be in control. Otherwise, that's another way a lot of wholesalers lose deals. And if you did all those boxes, you checked everything off, you did everything consistently, showed up every single day, congratulations. Now you're the cult. Now you're the cool guy with the sunglasses, giving the thumbs up. I wish I had sunglasses, I would put them on. And boom, that's how you close your first fucking deal. Now, if you don't want to go through this alone, right, you want my help, you want me to get you to the finish line, right? I don't want lazy people, right? You got to do some work too. This, this ain't easy, but it's simple. If you want my one-on-one help, click the link down below. We'll work together, we'll get that first deal closed. Follow me on Instagram, got a shit ton of testimonials, a shit ton of good content there. TikTok, Subscribe here on YouTube and I'll see you on the next one. If you like this video, comment, "Jay, you're the GOAT," or comment any question about wholesale and I'll get right back to you. I hope you guys enjoyed it. Uh, we're back on YouTube, baby.