Every Sales Mistake Wholesalers Make

If you know wholesaling is what you want to do but you've yet to close consistently, or even close your first wholesale deal, even though your marketing is down, your systems are down, you got a nice CRM, you got a nice dialer, you're using PropStream, you got everything taken care of, but you suck on the phone and that's the reason you haven't closed deals, it's costing you a shit ton of money. $10,000 upwards of $50,000 every single month you're missing out on because you suck on the phone and you don't understand sales. So let me go ahead and break down every single mistake that most wholesalers make that you are probably doing consistently. Number 1 is drugs. What does drugs mean, Jay? Are you a drug? No, I'm talking about doctors versus drug dealers. A doctor sits there, understands the questioning, understands what you're going through, understands what pain you're going through, understands what is the dream outcome, and he asks questions and then he prescribes the medication. He doesn't have 3 different pills and he tries to sell to everybody where he doesn't even listen to you and he's just like, hey, here's this one. This is the best one here. This is the best fit for your situation, even though he didn't hear out your situation. A drug dealer instead, he has this pound of weed, he has his carts, he has his pills, and he doesn't give a fuck about what you have going on. He just asks you, hey, you want to get high? Cool. Here's a pill. Sells it to you. Now think about how you feel after both of those interactions with the drug dealer. You feel kind of taken advantage of. You kind of feel like whoever won out of the situation is not you. You kind of feel like, damn, I just kind of paid for this guy's car payment for that 2010 C43 AMG on Forgiato wheels. Yeah, I kind of— I don't really feel too good, right? That's most interactions with drug dealers versus with a doctor. You walk out of that office kind of feeling taken care of, right? You kind of pat yourself on the back a little bit because you solved the pain point, or you're going to solve a pain point with the medication that you're going to pick up. You got advice, you feel like you talked to a professional, you feel like, hey, we kind of both won out of this. He made his whatever money from the insurance company. I got taken care of. I feel happy. I feel productive. I feel achieved. We want sellers to feel that second option. We want sellers to feel taken care of. We want sellers to feel like We weren't the ones that just won in the situation. We want the sellers to feel like they won. Now, how do we do this? By asking questions, by understanding what they're going through the same way a doctor does. But too many of you guys are sitting there fucking 30 seconds in asking about price and asking if that's the lowest price possible, asking if the price is negotiable. What the fuck are you doing? How do you expect these people to believe that you actually care about them for them to tell you their pain points, for them to tell you This private information, this information that hits really deep for them, which is the reason they're trying to get rid of this property, which is the reason they're going through the situation in the first place. But you're sitting there asking about if the fucking price is negotiable. What are you doing? How do you expect people to trust you? How do you expect people to believe that you actually care about them? How do you expect people to believe that you're actually curious about their situation when you're sitting there trying to pitch before understanding their problem? You have to understand their problem to offer the right solution. The best salesmen in the world aren't the most convincing, aren't the most persuading, aren't the most, you know, pushy, aren't the ones that, that, that, that kind of force you to make a decision. They're the ones that understand your situation, ask questions, are curious, and then provide a solution dictated based off your feelings, based off your situation. Based off your pain points, right? You have to be curious. If you are not curious, you will never fucking win. Too many of you guys are sitting there, like I said, pitching before you understand what the fuck is going on. Trying to tell, tell this 50-year-old Harold guy that lives in Ohio, hey, yeah, I'm a local real estate investor. We do cash closings. We close in a flexible timeline. You pay no closing costs. You pay no agent commissions. We work with a local title He doesn't give a fuck about that. He doesn't give a fuck about you. He gives a fuck about solving whatever problem he has going on. But if you don't understand that problem, then you're going to have a lot more red flags, a lot more plants to cut off later in that call that's going to cause you not to close the deal. But obviously we'll go into that later. That's number 1, questions. You need to be curious when you're asking these questions, and the whole call should be a fucking questionnaire. It should be like an interrogation. Think about what is that one thing? I don't know, I'm not a drug dealer or a drug addict, so I don't really know. But in kind of like a pattern interruption, or kind of like intervention— there you go, of course I fucking came up with that, I didn't even have to look it up. This is an intervention. These people are procrastinators. These people have been going through a pain point and have not been able to solve that problem on their own, or with a real estate agent, or by fixing up the property. Therefore, you are there to interrupt that behavior. You are there to stop the pain. You are there to get them to their dream outcome. But If you don't understand what they're going through, you will never be able to get there. Need. Too many of you guys are way too fucking needy. You sound like you want that commission. You sound like you have commission breath. You sound like you're trying to get the sale. You sound like you're trying to squeeze them out of every fucking dollar that they have. What are you doing? How do you expect people to trust you if you're doing that? You're literally doing the polar opposite of making somebody comfortable. You're doing the polar opposite of making somebody feel like, hey, you really care about them. And a lot of times I talk to my students and I tell them, "Do you think this person is going to give you more personal information after the way that you responded?" Let's say the seller tells you, "Hmm, I'm going through a tough situation. I'm going through a divorce." And then directly afterwards, you're like, "Hey, I completely understand you trying to get rid of this property because of this that you're going through. How much are you looking to get for your house?" What the fuck? You know what the seller is thinking at the moment? Damn, why did I tell him that? Now he knows I'm going through a tough situation, and, and, and he's just gonna try to lowball me now because he knows I'm going through something. Damn, why did I tell him that? They're beating themselves up over telling you personal information that you shouldn't sound like you're getting— that you're taking advantage of, you know what I mean? Convincing. Again, the best salesmen don't convince. The best salesmen understand the situation and prescribe based off of that. So stop being a drug dealer, start being a doctor, and start taking that approach of really looking at the big picture of things and asking questions to solve these little gaps in the story on how you can really help this person. That's number 1: stop being a drug dealer. Number 2 is stairs. What do I mean by stairs? By the pedestal that is inherently and indirectly created based off how you sound on the phone and based off how you control the call. Too many of you guys are sitting there calling, and even after the first 60 seconds, you're still down here and the seller's up here. What does this pedestal, what does this imbalance of power look like on the call? They don't care about you. They're disrespecting you. They're taking advantage of you. They're not answering your questions. They're being vague with their responses, right? They don't sound motivated because they feel like they're above you. How are you expecting to make a shit ton of money in this industry when your customer feels power over you? When your customer feels like they're better than you? You're telling me you're sitting here letting this 50-year-old guy think that he's better than you? He's a 50-year-old fucking procrastinator. He can't solve his own fucking problems. He doesn't understand financial literacy. Right? He doesn't understand how to have a relationship. That's why he's going through that fucking problem in the first place. Granted, I'm not here to judge anybody. We're all humans. But this is sales at the end of the day. If you fuck this up, you're not gonna make any money. You're not gonna be able to have that dream car that you want. You're not gonna be able to live in the house that you want. These are the basics. This is foundational for you actually closing deals. This is foundational for trying to sell fucking anything. And you're sitting here letting this 50-year-old fucking procrastinator take advantage of you, disrespect you, have a power imbalance over you, take control of the fucking call. What the fuck are you doing? Granted, I understand that with outbound marketing, with you cold calling, you're interrupting their day. It's a pattern interrupt, right? They were maybe doing something, they were taking care of their kids, they were watching a show, they were reading the newspaper, whatever the fuck they were doing, right? And that's okay to understand for like the first 15 to 20 seconds. 30 seconds to 60 seconds, that pedestal should switch from the seller being here and you being here to you being up here and the seller being down here. Why? Because you are an investor. You need to get into that character. You need to have that confidence. You need to have that ego. Otherwise, they're going to be up here and you're going to be down here. And does a deal happen when this is the pedestal, when this is the imbalance of power on the call? Fuck no. They disrespect you. They don't care about you. They don't think that you're capable of. But if you get into that investor role, if you get into the character that you have $1 million in your right fucking pocket, ready to buy a property from somebody that's going through a tough situation and you're looking to help them out, then you naturally will be up here. You're not supposed to sit here and take bullshit. You're not supposed to sit here and let this person rant on for 30 fucking minutes. You're not supposed to sit here and try to qualify the person and try to ask super easy questions So the person doesn't think, hey, maybe a real estate agent is the best way. Hey, maybe I should keep the property. The whole point of you being on this call is to qualify and disqualify. It's the discovery call. It's for you to understand what they're fucking going through. Now, if what they're going through doesn't align with how you're able to help them, tell them to fuck off. Ask them if they know anybody else that might be going through a situation that fits the criteria for you being able to help somebody. If they're not motivated, if they don't need to sell their house fast, if they're not going through a financial position where they need to sell their property, if, if, if they're not respectful, if they're not time— if they're not caring about your time, right? If they don't care about any of these things, then you can't— we can't fucking help them in the first place, right? So you need to understand that this is a call to qualify. This is a call for you to see Hey, is this even worth my time? Is it worth my time to even sit here and ask these questions after they told me they weren't motivated? After they told me they weren't interested? After they told me they don't need to sell fast? After they told me they wanted the highest price possible and they don't care about commissions? Is it valuable for me to still sit here and ask more questions for the next 30 minutes and get told, "I don't want to answer that question." "I'm not serious." "Ah, I think that's too personal." Why are you asking me that? Who, who, what's your company? Where are you calling from? Are you local? Can we meet in person? Now, granted, these, these things individually aren't necessarily signs that they're not motivated, but altogether, or if you see a pattern of this, they're not serious, right? So stop acting like you're down here and you're doing them a fucking favor. You are, right? They're not doing you a favor by answering the fucking call. They're not doing you a favor by answering these questions. They're not doing you a favor by selling you their house, you are doing them a favor. You are the problem solver. You are the guy with the money. You are the guy with the power because you're the real estate investor. So stop thinking that you're a broke wholesaler. Stop thinking that you're a beginner wholesaler. Stop thinking that you're sitting here trying to find your next deal. You're trying to find somebody to help. If somebody doesn't want to be helped, you can't fucking help them. But if somebody does want to be helped, You can solve a problem and you can make a shit ton of money. So that's the stairs— your identity, your confidence in you being a buyer, you getting into that character. That's number 2, your pedestal. Number 3, the house. Tell me the last time you asked somebody the bed bath count of the property, or, or what was the condition of the HVAC, or if the floor was what was brand new put in. And that's the thing that actually caused the seller to sell his property. You tell me when you ask the seller when the property was built and in that moment after he answered that question, he said, "I need to sell right now, send me the contract." Fucking never. That will never happen. Impossible. Why? Because the sale doesn't happen about the house. You should not give a fuck about the house. The house is the least important factor. And you might be thinking, "Jay, what are you talking about? That's contradictory. We need to understand the condition of the property to really understand if we're able to help them." No. We're able to help somebody that wants to be helped, not somebody that just has the property. Otherwise, I would be a fucking billionaire. I tell you that much. I would have 25 fucking McLarens. I would have 25 fucking houses. I would have a private jet with Modest Mendez on it. If I could help everybody that just has a house. That's not how it fucking works. I'm sorry, that's not the business model to win. That's probably like Zillow's business model, which that's the next level, maybe. But it's not about the house and never will be. 80% of the call should be about their situation and how we can solve it. 10% should be talking about condition of the property, where it's localized— localized— where it's, you know, placed in the neighborhood, how the neighborhood is, bullshit about the house. And then the other 10% should be a price point and expectations. 80%, the majority of the call, if you're on a call for 10 minutes, 8 minutes of that call should be talking about their motivation. 8 minutes of that call should be talking about what they're going through. 8 minutes of that call should be you comparing and contrasting what they're running from to what they're running to, where they're at now and where they wanna go, which is that last part, which we're gonna go deeper on. It should be talking about their situation, talking about their motivation, talking and discovering what the fuck is going on in their life. A sale doesn't happen from the house, so stop sitting there and in the first 30 seconds, in the first 60 seconds, you're sitting there, "Got it, so you're interested. What's the bed/bath count? How big is the property? 1 to 10, what's the condition of the house?" Why are you asking that in the first 30 seconds? Why are you asking that in the first 60 seconds? Why are you asking that in the first 5 to 10 minutes? What the fuck are you doing? The sale doesn't happen. We need to focus on what actually moves the needle for these people to trust us. Trust us, believe that we can fulfill on the service, believe that we're a real estate investor, believe that they actually have a problem, and believe that they can take action and solve the issue with us. That's what the call should be about, not about the fucking property. Okay, so that's the third one when we're talking about house tone. Again, this kind of goes hand in hand with the stairs, with the pedestal. You're sitting there, "Hey, Mr. Seller, do you have 5 minutes? Do you have 10 minutes to answer my call? Hey, Mr. Seller, if you don't mind me asking, what's going on? Hey, Mr. Seller, I'm sorry about this, but I'm sorry to bother you, but can Can we talk about the property on Main Street? What the fuck are you doing? You sound like shit. You literally sound like shit. Like, you sound like you have no certainty. And then, yeah, you have no certainty, you have no confidence, you have no belief in yourself. That's what you represent. That's what you're reflecting onto the seller right now. How does that help? That doesn't help you at all. It doesn't— it doesn't make you— it doesn't make you sound like you're careful. It doesn't make you sound like you're precautious. It doesn't make you sound like you're caring about their personal information. It makes you sound like a little bitch. It makes you sound like a fucking pussy. That's the first call that you're making. It makes you sound like somebody that's not really serious about what they do. It makes you sound like you're kind of gonna take advantage of them, and that's why you're being so precautious about it. It sounds like a fucking scam. That's what it sounds like. It doesn't sound like you've done this before. It doesn't sound like you've had this conversation a thousand times. It doesn't sound like you've bought other properties before. It doesn't sound like the character that you're trying to portray. Does that make sense? Too many of you guys are also sitting there scared of silence. Why? Has silence ever punched you in the face? Has silence ever shot you? Has silence ever cut you? Silence doesn't do any of those things. Silence shows you who's scared of silence, who's scared of tension, who's scared of pressure. You shouldn't be scared of silence. You should be enhancing the fucking silence. Silence is where decisions are made. Silence is where people start understanding. So you sitting there trying to cover every silent part of the call with you yapping, with you talking, with you adding unnecessary information into that call makes you seem like you're incompetent, makes you seem like you're scared of pressure, makes you seem like you don't know what the fuck you're doing and you're nervous. Silence is where the powerful player shuts up. After you say the price, you shut the fuck up. After you ask them if they're interested, you shut the fuck up. You know what I mean? Like, let the silence speak for itself. Let the silence produce the result. Too many of you guys, bro, I can even talk about my own fucking calls that I post on Instagram and TikTok and YouTube all the fucking time. Like, I'm literally sitting there relaxed as can be, as if I just smoked a joint. Hey Mary, so catch me up to speed. What's going on with the property? Silence. Oh, okay. So you've been dealing with that for how long now? Got it. Okay. And since when have you been in the mind frame of actually selling this property? Okay. And then is there anything specific that's gone in the way of you actually getting this thing sold and you getting paid out and getting to that dream outcome that you said you wanted? I'm very relaxed on these calls. Again, you might have the cope excuse of, "Jay, you've done this 1,000 times. Jay, you've closed hundreds of deals. Jay, you made the script." It doesn't matter. I have students that get this result in the span of days because I teach them this one-on-one and they understand it now. They understand why we're asking questions. They understand the outline of the call. They understand why they're there. Gap. If there is no gap, there's no problem to solve. There's— if there is no gap, there's no sale to be made. If there's no problem to solve, there's no problem to solve, right? You can lead the horse to water, but if the horse is already, you know, hydrated, why the fuck would he drink the water? If somebody is not going through a pain point, if somebody's not motivated, if somebody's not going through a tough financial situation, Why would they sell at 50% off? There's no gap there, right? They're right here and where they want to be is right here. Where is the gap? I don't see the fucking gap because there's nowhere for a sale. Camera died, but we're back. Once you understand that if there's no gap, there's no sale, throughout the call, you're going to be asking questions to build the gap, right? You're not going to be asking surface-level questions. Hey, I mean, what has you interested? Oh, okay. You're a landlord and you're tired. You're not just going to be asking that and then moving on to condition of the property. Then you're going to be not moving on to the price of the property. You're not going to be moving on to the expectations and how you work. You're going to go deeper into that. You're going to find the gap. You're going to find the pain point. You're going to find the motivation on why they would sell at 50% off. If there's no gap, there's no sale. And that's the reason the questions that you're asking are so important and you not reading off a fucking script the whole time and digging these little holes. These little holes, little holes, little holes, surface-level-ass shit. And instead, you dig a little hole and you're like, "Ooh, okay." You dig a bigger one. "Ooh, okay, I like that." Dig a bigger one, bigger one, bigger one. And you're like, "All right, I got to the end of this. Let me find a different route," and keep digging, keep digging, keep digging, because you're finding more motivation, more pain points, more to build the fucking gap of where they are, are, where they are and where they want to go. If there's no gap, there's no sale. The smaller the gap, the less value you're creating, the less value you're adding, the smaller the problem that you're solving. The bigger the gap, the bigger the motivation, the more value you're bringing, therefore the more money you should make. Consequences. This is a huge thing. Asking questions like, hey, Mr. Seller, what happens if you don't sell the property in the next 6 months? What happens if you don't sell the property in the next 30 days? That is a really good question to figure out what the gap really is, because if they don't sell the property and they're completely fine with that reality, there's no problem to solve. Why would they sell at 50% off, right? And building the gap is also trying to disqualify them, because if there is no gap, there's no qualification process. You should get the fuck off the call. And this is as simple as— which most people don't want to do because they're scared. They think, oh, the sale is going to be gone if I ask them that. No. The sale is going to be enhanced. They're going to be even more motivated. The pain point will be more shown if you ask them, why don't you work with a real estate agent to get the highest price possible? Why don't you keep the property, fix it up, and rent it out? Why don't you sell it to your family member that said they were interested for the past year, right? Why don't you just keep renting out the property? Why don't you put new tenants in there? Why don't you just put your daughter from college in the property? Why don't you just keep it vacant as it is? These are all options that they are either exercising or thinking about exercising. So you not bringing them up is not making them forget about it. It's making them realize, hey, is this an option I really want to go through? And then you explain the pros and cons, the consequences of them going through that decision, right? And figuring out what they really want. Because if you understand what they really want, then you can solve the problem accurately. You see what I'm doing? It all fucking connects. Pain. Again, if there's no pain, there's no solving to the problem. I hope All of these helped. I know it for sure helped me in the beginning stages of my journey when I completely sucked on the phone. And yeah, if you guys want one-on-one coaching, you want to stop wasting months, weeks, if not months, if not years of trying to wholesale real estate and trying to close your first deal, or trying to scale the business consistently to where you might just end up quitting in the first place because it's way too hard to do on your own for most people, click the link below, apply for the mentorship. I work with you one-on-one. As I do with every single one of my students. There's a tight vetting process though. If you're a pussy, if you're not ready to take action, if you don't have a real pain point on why you're trying to go into wholesaling to solve this financial issue that maybe you're going through, or maybe to get to the goal that you want to get to and you really want to get to that goal that badly, you know wholesale is the way to go and you know you need a coach for that and you want me to be your coach, then apply.