In this instructional video, Jesus Gabriel Mendez (Jay) outlines the exact systems he uses to build and scale a wholesale real‑estate company to seven figures. He begins by emphasizing the critical importance of tracking key performance indicators (KPIs) to identify bottlenecks and forecast deal timelines. He then stresses creating detailed standard operating procedures (SOPs) for every repeatable task—from dialer setup to sales scripts—to enable efficient onboarding and reduce churn. After establishing metrics and SOPs, Jay advises outsourcing marketing (ads, SMS, cold calling) to free the founder to work on the business rather than in it. He details hiring strategies for an acquisitions team, including acquisition reps and DM setters, with compensation structures that motivate performance while keeping costs low. The next layer involves delegating transaction coordination or disposition management to specialists, explaining fee structures and the importance of reliable title work. Throughout, Jay shares leadership principles: being present, training employees, rewarding them well, and avoiding a “blind‑leading‑blind” scenario. He also reflects on his past hard‑headedness, urging openness to new tools such as AI comping platforms. The video concludes with calls to action for one‑on‑one coaching and a done‑for‑you ad service, and a holiday sign‑off.
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What's going on, boys and girls? Today we're going to be talking about these systems that I use to build my 7-figure wholesale company in step-by-step order that I would follow if I was starting wholesale again and I wanted to build it back up to 7 figures in no time. If this is the first time you're watching one of my videos, welcome. My name is Jay. I've been wholesaling real estate for the past 7 years and I've done pretty well for myself. Now I make content just like this to help you close your first deal or scale your wholesale business. I hope you like the video. Number 1 thing is tracking your KPIs religiously. If you do not track your KPIs, you do not track the numbers of your business, you will have no way of knowing what is the bottleneck currently hurting your business. You will have no way of actually replicating a system to close more deals consistently, to be able to have projections for your business, to be able to know, hey, if I hit these numbers, I'm going to be able to close the deal in exactly 45 days. If I don't hit these numbers, or if I'm doing everything I'm supposed to be doing according to my numbers and it's not working out, that means that there is a bottleneck. And when you have your numbers in front of you, you actually have something to look at, right? Otherwise, When you look at 99% of wholesalers that aren't closing deals that, hey, reach out to me and say, Jay, I don't know what's going on. I ask them, where's your KPIs? They say, oh, I have no idea what that is. Oh, I've never tracked them. Oh, I don't really pay attention to that. I just close deals. You guys have to understand this is the lifeline for your business. If you do not have these numbers, you will fail. The next thing, SOPs. If you guys are not recording SOPs from the beginning of your journey on how to do simple tasks, how to set up the dialer, how to set up SMS campaigns, how to track your KPIs if you want to delegate that, which I don't recommend in the beginning, right? What to say on the phone, sales trainings, comp trainings, all these things. You have to record them for your own business if you actually plan on scaling, if you actually plan on hiring people out. Because if you don't have that in place, you are going to waste so much time. I can't emphasize how much time you're gonna waste saying the same shit over and over and over again. And don't let yourself have a crazy churn rate with employees. You are going to be so burnt out of hiring new people and training new people because you simply don't have an onboarding process in place., right? What do I mean by an onboarding process? That you find a good candidate. You just, let's say you, you, you interview 10 to 15 new people. Out of those people, 2 are ready to go. Out of those, you pick one to hire on. You need to know exactly how long it takes to onboard that person. You need to know exactly what it takes to ramp that person up to KPI, right? You need to know exactly what KPIs you're expecting out of that person. Because if you hire a person, you don't have the right guidelines, you don't have the right leadership, you are the blind leading the blind. So make sure, first point of importance, tracking your KPIs so you know how to replicate the success of your business, how to spot bottlenecks. And number 2, SOPs, if you actually want to scale with employees and delegating tasks so you're not wasting time. Now, this is for the guys that have closed 1, 2, 3 deals. They're about 2 months in, they know the whole process A through Z. Now it's time to outsource the marketing, right? Because at the moment, if you are doing every single one of the marketing, either you're doing SMS, maybe you're running your own ads, maybe you're cold calling, sitting there for 6 to 8 hours a day trying to get motivated sellers, you're wasting a lot of powerful time. You are wasting a lot of energy that you could be using focused on the growth of your business, right? Working on the business instead of working in the business. For 99% of wholesalers, they only get stuck in the part of working in the business, and they pretty much build themselves their own cage, their own business of slavery, to where the business doesn't run if they don't run. So after tracking your KPIs set in stone, after having SOPs, you need to start delegating your marketing. If you're gonna hire VAs, make sure you're a cold-ass best guy on the phones, or make sure you hire somebody that's cold as fuck on the phones to train your future employees, right? Because otherwise it's the blind leading the blind again. If you're doing SMS campaigns, build out a bunch of SOPs and hire some VA to do it for you, right? Or hire a DM setter and have them set the calls on your calendar for you to actually follow up with motivated sellers. So for you to focus on actually talking to the people that you need to talk to— if you're higher level, you already understand the A through Z of the business, you need to focus on the highest level tasks that will actually get you paid, the stuff that actually moves the deal, which for the most part, it's sitting there on calls with motivated sellers and closing them. And when we're talking about ads, you guys have to understand, we didn't get into this fucking business to be marketers. We didn't get into this business to be ad geniuses. We got into this business to close fucking deals and make more money. So if you're trying to spend the next 6 months or the next 9 months figuring out Meta— scared the shit out of me. Yeah. So if you guys are trying to spend the next 6 months, the next 8 months trying to figure out Facebook with all the changes that are going on every single quarter, suit yourself. But in my opinion, in this market, you need to play by fucking speed and play by leverage. You're not leveraged trying to sit there and learn Facebook ads. Hire somebody like me that has a done-for-you system where all we do is implement it into your wholesale business and all you focus on is closing the sellers that are coming in. The third one, hiring an acquisitions rep, somebody to handle all the inbound leads, somebody to handle all the leads that are coming in from the marketing that you delegated. Right? Do you really want to sit there and have follow-ups, 7, 10, 15 follow-ups every single day because of all the leads that you have in your pipeline? Delegate that to somebody that you train very efficiently, somebody that has all the SOPs, somebody that knows how to close. Something that you can do is hire DM setters, right? Hire phone setters from different industries and then train them to make wholesale money. I would start those off at 5% or even lower if you want to do a base pay with a smaller commission percentage, but it's completely up to you on what you want. Them to make. But also remember, you want your employees to make a shit ton of money so they're happy, they stay, they see the progress, they see the future, they see themselves growing into the company, not just taking all the information that you're giving them and going and starting their own company. The fourth one is hiring a transaction coordinator or a dispo manager, whichever one. I personally, like I told you already, I love dispos, so that was the last thing I hired out. But a transaction coordinator for all those deals that you have to talk to a million relatives, to where you have to get a million papers signed, to where you have 5, 6 deals under contract that you're trying to assign, right? Or maybe are already assigned. This is just title bullshit, right? Because if you know wholesale, you know you can do everything perfect in the process, but if title fucks it up, you're not closing the damn deal. It doesn't matter how many contracts you locked up, it doesn't matter how good of a price, if the title's fucked up, you're not closing that fucking deal. So hiring that out either with a base fee of like $1,000, $2,000 a month and giving them maybe, I don't know, 3 to 5%. Obviously you want to reward your employees well, but that's what I would hire out After an acquisitions rep. Me personally, I love dispo. That's why I don't say hire out a dispo manager. But if you want to do the transaction coordinating for some fucking odd reason, you can do that yourself. Me personally, I wouldn't, especially with like probate deals, bro. You know how long it takes to get all the paperwork, get everybody in contact, get everybody on the same page, make sure title's good, make sure title's up to date, make sure title has all the paperwork. I don't want to personally deal with that, and I'm sure you don't either. Right? So hire a transaction coordinator and you'll go from there. As far as your dispo manager, again, SOPs are gonna be the most important things when delegating stuff for your company. You want to be entrusting to the people that you hire. You don't want to be on top of their ass. You do, actually. You do for the first couple months just to make sure that, hey, they're on the right track. You want to meet with them consistently. You want to be a leader to them, right? Don't just fucking tell them to do something that you personally wouldn't do, or don't tell them to do something that you don't have the skills to do, or don't tell them to do something that and you're fucking over here posted up in the beach, right? Show them that you're capable of doing it, that you've done it yourself, and that you're not asking of them something that you wouldn't personally do yourself. Don't be scared to be in the trenches sometimes. Don't be scared to offer help. Don't be scared to, you know, be a point of— be a foundation, right? Be a pillar for them, right? You want to be that leader for any sort of person that you hire for your company. There's some fucking bunny doing backflips over here.. But yeah, that would be some of the guidelines that I would tell you to follow if you were starting again. One thing that just popped into my head is not being fucking hardheaded, right? If you guys watch my videos, you know I emphasize on this from the beginning of my journey. I was a fucking hardheaded motherfucker. I did not want to learn anything new. I did not want to try new real estate strategies. One guy on a group call the other day, he asked me, hey Jay, what do you think about an AI comping tool. And I told him, yo, me fucking 3 years ago would have told you to fuck off and that that shit's a scam, that you should learn it yourself. Well, yes, I agree with that last part. You sure, you should learn all the skill sets yourself. But if there is a more efficient way to find a solution to a problem, use it. Don't be closed-minded like I was where I would say everything new is a scam. Paperleeze is a scam. Blah, blah, blah is a scam. Try the things out. It doesn't hurt to try. If anything, you'll learn something new. But yeah, I hope you guys liked that video. If you guys want to work with me one-on-one to help you close your first wholesale deal, click that first link down below in the description. If you guys want me to run your ads, click the second link in the description. And I hope you guys have a good Thanksgiving tomorrow. But I will drop a video tomorrow, so I'll say it again tomorrow. You guys be safe. Like, comment, subscribe.
