Cold Calling Strategies (Wholesale Real Estate)

Most people never cold call, and when they do cold call, they get hung up on, they get cussed out, they get screamed at, they get disrespected, and then they lose all motivation and then think it's not meant for them. Think that, hey, they're just not meant for the job. And then the unfortunate happens, they go back to their regular job, then they're looking back 10 years later, 20 years later, seeing young kids like myself on the internet master the skill and make it profitable and make a lot of money. I'm Jay Mendez. I've been making wholesale real estate content for about a year now. I've been wholesaling real estate for about 7 years, and I started cold calling when I was about 14 years old. I started very young because I knew I needed to master a skill and have something that most people don't in order for me to make a lot of money. I didn't want to go to college. I didn't want to have somebody else tell me what to do. So I decided to learn about wholesale real estate, and part of the game is phone sales, right? All wholesale is is sales and marketing. Therefore, I had to learn sales and marketing, and the sales side was honestly the hardest side for me. I didn't always have trouble speaking. In the beginning of me being a kid, I was always speaking too much. So then as I grew older, 13, 14, 15, I started speaking less. So then the skill was a little bit harder to obtain. But in the beginning, I was getting hung up on, I was getting cussed out, I was getting disrespected on the phone, getting told to get a real job, and it was pretty demotivating. And that led to the ups and downs in my consistency with actually getting better at the skill and getting better at the business, right? And that's the reason that, you know, my success only came years later and not weeks later or months later because of consistent progress. So in the beginning of my journey, I can tell you what I was doing wrong, and I can tell you that, hey, a lot of you guys are doing this, including the people that reach out to me on DMs, reach out to me on Instagram, reach out to me on the YouTube channel, uh, saying I'm having trouble cold calling, I'm having trouble getting leads, I'm having trouble talking to people that are actually motivated. And a lot of the times it's because you don't sound good. Simply way to put it, this is phone communication, this is volume, this is tonality, this is the questions that you're asking. All of these things matter. So if you sound like shit, who wants to talk to you? Who wants to be on the phone with you if you're a boring person to talk to? Think about it this way. If you walk up to somebody, you try to have a conversation, the person is boring, the person is monotone, the person's asking you super basic questions, this doesn't sound like the person really gives a fuck about you. How long are you really going to sit there and try to continue that conversation? How much— how would I say it— how much importance are you going to put towards that conversation? Not a lot, right? You're not going to want to talk to that person. If anything, you're going to feel a little bit disrespected because the person doesn't feel like— you don't feel like the person gives a fuck about you. Right? So why are you doing the exact same things when you're talking to random people over the phone trying to sell them something or trying to get them to work with you, right? For whatever business you're doing. In my case, I do wholesale real estate, so I'm trying to get people to sell me their house over the phone. Keep in mind, I do it all the way from my office here in Dallas, Texas, and I'm wholesaling properties that are in Indiana, that are in New York, that are in California, that are in buttfuck nowhere in the US, right? I've never been to these states., right? So I have to be quick on my feet. I have to have energy on the conversation. I have to act like I actually care for these people because these people are going through a problem whether they know it or they don't, right? Because in the beginning of your journey, most of these guys are just calling asking about condition of the property, how much they want, and you think that's the end of the conversation when in reality that's the least important part. The most important part is building that connection, building the trust, right? Building that relationship, being memorable, right? Otherwise, you're just another guy calling the guy, calling the homeowner, seeing if they're interested in selling their property, right? And if you're just another random guy, then the outlying factor is going to be the price that you offer them. And we never want to negotiate based off price. We want— we never want to negotiate based off, hey, how much can we offer you? How much better is our service? We want to go negotiate based off the relationship that we have with these people. Most people are calling and saying something along the lines of this: "Hey Joe, this is Jay with Nest Home Solutions. I was calling you about your property on 123 Main Street here in Dallas, Texas. I was reaching out to see if you—" You would have gotten hung up on already. Nobody cares where you're from. Nobody really cares who you are. Nobody cares what company you're with. Nobody really cares what you want. What they care about is what they can get out of this conversation. So how I do it differently, right after years of cold calling, after thousands and thousands and thousands of conversations, negotiations, arguments, whatever the case may be, I got a lot of experience under my belt at only 21 years old, is, "Hey, is this Joe? Hey Joe, this is Jay. I was calling about your property on Main Street, just seeing if you thought about selling it." Simple, simple, confident, straight to the point. I told him who I am, I told him why I'm calling him, and I told him, "Hey, are you interested in having this conversation anymore?" Right? Simple yes or no. If they're interested, great! "Let's have a conversation, man. I buy properties in the area. I'm looking for my next one, and that's why I'm talking to you right now. Can you give me a little backstory? Can you catch me up to speed on what has you interested in selling?" Beautiful. Continue the conversation from there. And when most people hear the first yes, they get this surprising— their heart drops, right? Their heart drops to their balls or their stomach, whatever. Example fits the best for you, because they're surprised, right? A lot of times when we call people, they don't pick up. A lot of times when we call people, all you hear is voicemails, depending on how you're doing it. In the beginning of my journey, I was calling using my phone, typing out every single number, wasting at least 5 hours a day just typing out numbers, listening to the phone ring, listening to voicemails. Nowadays you have softwares like dialers where you can just sit there, plug in a list of property owners You skip trace it, you get their contact information, and then the system calls 3 people at once for you, right? So all you got to do is click there, I'm active, and then it starts calling people. And all you're doing is just waiting there, waiting for people that pick up the phone. And when they pick up the phone, they say hello, and you continue with your pitch. That saves you not only a lot of time, a lot of headache, a lot of burnout, if I'm completely honest, because sitting there typing on your phone all day can get very, very tiring and very, very discouraging because you know you're wasting a lot of time. You know you're not leveraging your own personal business. But now that we're on the phone with these people, most people, when they have a script pulled up, they're reading word for word, right? They're copying and pasting what they heard from somebody else on YouTube, what they heard from somebody else on Instagram, TikTok Shorts, whatever the case may be. They're trying to copy it word for word, when in reality, you should be trying to find your own closer profile. Find who you are on the phone, find the character that fits you the best, and find the character that you believe in the most. Some people are very, very cold on the phone. Some people are straight to the point. I mean, you see guys on YouTube like RJ Bates that pick up the phone and say, hey, how much do you want for your property? You don't know how much you want? Okay, call me when you do, and they hang up. But the difference is, and that's why you have to take everything with a grain of salt, he's talking to leads that are already motivated. He's talking to inbound leads versus somebody else that's cold calling. You say that on the phone, you're getting hung up on and you're never getting a lead, right? So you have to think about the different marketing sources, where you're getting these properties from, and what type of seller it is, and then pitch your approach way. Now when we're talking about the closer profile is who are you on the phone, right? If you sound young, if you're, I don't know, 13 years old through maybe 18 years old or maybe even older, and your voice sounds very squeakish, your tonality sounds very young, you sound like a young kid, it's very hard to believe that you've been a real estate investor for 25 years, right? When you think of a real estate investor, you think of a guy that is out there in the trenches and is out there going through ugly properties, is out there moving stuff, is out there handling a construction crew, talking to banks about loans, negotiating numbers. A guy with some experience, a guy with some balls, a guy that got boots on, some dirt on his jeans, maybe a ripped up shirt and a company hat with a fat 4x4 truck behind him. That is the guy that you normally think about when you think of a real estate investor. You don't think of a guy in a suit and tie. You don't think of a guy, um, some child. You don't think of that, right? So your closer profile has to somewhat match what character you're portraying. If I was in a case where, hey, I wanted to act like a construction worker, I probably wouldn't be wearing these clothes. I probably wouldn't be talking to you this way. I would probably have more slang. I would probably be more straight to the point. I would probably cuss a little more, right? So you have to act like the closer profile that you're trying to portray. In this case, if you're a younger guy, if you sound young, say, hey, I work with my dad. My dad is the real estate investor. He's my financial partner. And I'm the guy doing the calls for him while he's out there on the properties doing the fixes, talking to banks, doing his thing, right? I'm the one helping my dad. Not only does that build some rapport and that's somewhere where you can take a conversation, but it's believable if you sound young. Now, if you have a voice like mine where maybe it's not the deepest, maybe you just don't sound like a kid, you actually sound like a grown-up, that's when you can say, yeah, I'm the real estate investor, right? But I do have a finance team, or I work with a group of real estate investors in the area. So you have to make sure that it's aligned, right? It sounds realistic, because if you sound like a child and you try to say you're a real estate investor, it's not gonna be realistic. People are not gonna believe you. And there's already skepticism because we're trying to sell people on working with us over the phone for a property that they worked 10, 15, 20 years to get, right? It just so happens that they fall into this circumstance, or they procrastinated to the point where they need help, like from a wholesaler like us. Right? So that's your closer profile. Number 1, you have to have ingrained the character that you are. And with that character that you are, you have to have this confidence, right? You have to have this aura, you have to have this conviction behind your voice that you know exactly what you're talking about, right? When you're talking to somebody that maybe just started making a little bit of money, they're very impressionable, right? They believe everything that they see. They see a watch, they don't know if the watch is fake. They see a car, they don't know if the car is fake. They see lifestyle. And they don't know if it's fake because they have the lack of experience, right? They have a lack of conviction. They think they see everything as firsthand perspective. But when you're experienced, you start to point out little details and you have more confidence in the way you walk, you have more confidence in the way you talk, because you've done this before. And that is the ego that you should have on these calls. At the end of the day, if somebody's being disrespectful towards you, if somebody's answering surface-level responses to your questions that you're asking to know more about their situation so you can actually help them solve the problems that they have, they're not gonna be motivated. And a real estate investor's not gonna take that. A real estate investor does not wanna waste his time, right? So why are you wasting your time? Why are you trying to pressure somebody to sell you their property if they're not even interested? You have to call that out, right? You have to sit there and act like the person that you're trying to portray. You're a professional real estate investor, you've bought multiple properties in the area before, even though you've never even wholesaled a property. Maybe you've never even made an offer before. Fuck that. Fake it till you make it. You have to act like the person you want to become, right? So if you want to become a wholesaler, you want to be successful, you want to close deals, people have to believe you in order to close deals. People have to believe you in order to work with you, right? Otherwise, you're never going to make money. You're never going to become a wholesaler in the first place, and then you're never going to become a real estate investor in the second place because you didn't want to act like the person you had to act like, right? So all those people that will say, oh, you're lying, oh, you're faking it till you make it, oh this, oh that, I understand your perspective if we were hurting people. I understand your perspective if we were taking advantage. We're helping people with a property that's causing a pain in their life, right? They're sacrificing equity for convenience, and that is our place in the marketplace. We're adding value to them by helping them with convenience and the sale of their property, and we're helping a real estate investor make money by providing a silver platter on their table with a house that they will make money off of. We're providing value on two different ends. And to provide the value and make the money in this business, and really any business in general, you have to act like the person that has already done it, right? No real seller, right? No person is going to want to work with you if you sound like a kid, if you sound like you haven't done it before, if you sound like this is your first time, if you're saying this is your first time. Nobody's gonna fucking believe you. Put your— put the shoes on of the person, um, answering the phone. Right? If this guy tells you, sounds like a dumbass, is questioning everything that he's saying, is not able to answer the questions quickly, is clearly reading off a script, is very monotone, doesn't have any energy, are you gonna want to have that conversation? Are you gonna trust this guy to actually work with you? Are you gonna trust this guy to sell your property that you've been working 10, 15 years for? No, you're not going to. So for a lot of guys, one big piece of advice is listening back to your calls, right? Listening back to the calls that you've already had and thinking and being very critical about it. Would I trust this guy? Does everything make sense, right? Did he say he was a local investor in the beginning of the call, and then when I asked him to come look at the property, he said he wasn't able to because of some bullshit reason? Ah, that doesn't really check out. I would definitely overthink of that and then probably not make a decision because I don't trust the guy, right? You have to look at every single different aspect. You have to be quick on your feet, right? You have to have some humor. You don't have to, but it helps, right? So it's all these boxes that you have to check, which not only come with experience but also taking action. Right? A lot of guys will sit there and watch a million videos on how to talk to people over the phone, a million videos on which script to use, a million videos on which market to call, a million videos on which seller to target, but they won't make any calls. And you could have done it the worst way possible, sitting on Zillow for 2 or 3 months and gotten a deal closed already. Right? It's not about being perfect, it's just about taking action and starting. Because when you start, that's when you start making mistakes.. And for a lot of people, when they start making mistakes, the motivation leaves, right? The motivation will leave no matter what, but then you're gonna start feeling bad about yourself. But one thing that definitely helped me when I was in the beginning of my journey, and even in times where I really didn't wanna call, is that every single no gets you closer to a yes. And don't get mad at the nos. Don't get pissed off when people cuss you out. Don't get mad when people don't wanna work with you. These people weren't the right person anyways, right? We're very specific about who we target, and you should be in whatever business model you're working on. Mine is wholesale real estate, so I'm specifically looking for somebody with a problem, right? And somebody with a problem with a property that they don't live in, that maybe isn't in the best condition, that maybe they're going through financial troubles, maybe they're going through divorce, maybe they're going through relocation. Whatever the case may be, we're looking for a needle in a haystack, especially when you're doing outbound marketing, right? So you're going to have to talk to at least a couple hundred people to talk to somebody that maybe fit that criteria. So what do you think those couple hundred people telling you no, you You think they fit that criteria? Probably not. And even if they do somewhat and you happen to convince them to put their property under contract, that's going to be a pain in the ass when you have that deal under contract because they're not going to let buyers through the door, right? They're going to be communicative with the buyers. They're going to try to snake you out of the deal even though you're already under contract, right? They're not going to want to send you pictures. They're not going to want to sign any agreements. Let's say you have to sign an extension on the property because you locked it up too high because you simply don't know what you're doing. They're not going to want to sign that, right? Right, they're gonna probably want to back out of the agreement. You probably didn't explain the, the processes well, right, to the point that they're questioning themselves. And because they're not educated, they're overthinking it, and now they want to back out, right? Whatever the case may be, you have to have all these boxes checked off to at least have a chance of success, right? I'm not sitting here saying that, hey, you can just sit there and call 100 people and be successful. That's fucking impossible. The odds of that are not realistic. But if you sit there for a prolonged period of time, you get better on the phone, you listen back to your recordings, you actually sound confident, you have your closer profile down, you know how to objection handle, you know how to pre-handle objections, you know what questions you should be asking, you know how the process works, you're confident in yourself, and you're confident that you can provide the actual solution to the problem, your chances of being successful are way higher. And you also have to think, everybody and their mom wants to be a wholesaler these days. Everybody, their cousin, their aunt, their uncle, their auntie, their fucking grandma has wholesaled a deal before, apparently. That's what it seems like on the internet. Most people are stupid, right? Most people that say they're a wholesaler, they made a couple calls, tried to get a deal under contract and weren't able to, and they gave up, and they call themselves a wholesaler, right? I've had people come up to me and, you know, no offense to those people, they say they're a wholesaler and I see them pull up in a fucking jacked-up Camry, right? If you're wholesaling real estate and you're doing this consistently, you should at least be making six figures a year. Right, minimum, right? We're talking about what is that, 2, 3, 4 deals at an average deal cost of $15,000? That's what, 5 deals? If you can't close 5 deals a year, you're fucking up yourself, right? But the main thing with this video is to show you that it's not a skill that you're born with, right? I can't sit here and tell you that, oh, I was perfect from the beginning. I was not. I was far from perfect in the beginning, right? It was a lot of work. There was a lot of programs I went into. It was a lot of deals lost. And it came to a point where I decided I don't want to be average anymore. And I chose to master this skill, right? It is a skill. It is masterable. There's guys in my program that came into the country a year ago, didn't speak any fucking English, didn't speak English. They got the skill down. They were consistent. They were making progress. They were asking questions, and they are closing consistent deals now. Young guys, even old guys that have no experience of customer service, no experience of retail, no experience of sales, no experience of Talking to people with an agenda and looking to sell them on something. Those guys are closing deals in a short period of time just because of the boxes that they're checking off. So if you guys need help one-on-one, you want me to help you close your first wholesale deal, you want me to help you get better at sales so you can close more deals, you can make more money, and you can take care of your family, click the link down below, book a call with my team. We'll see if you're a good fit, and then from there, I'll see you guys in the inside or on the next video. If you guys like this type of content, like, comment, subscribe, and I'll see you in the next one. Be safe.