How To Talk To Cash Buyers For Wholesaling
In this training video, Jesus Gabriel Mendez walks wholesalers through the entire process of communicating with cash buyers, from mindset to execution. He emphasizes treating buyers as equals, staying in control of the call, and being direct. The core of the lesson is building a comprehensive DISPO (investor) package that includes property photos, specs, asking price, ARV, repair estimates, access details, comps, and contact information. He outlines how to vet buyers, be honest about being a wholesaler, and efficiently share the package (ensuring the buyer can open the link and providing screenshots as backup). Mendez then covers CRM best practices for tracking buyer details such as zip codes, budgets, purchase frequency, and investment goals. The second half focuses on common mistakes to avoid: never take “no” for an answer, never reveal the contract price, never negotiate before a property walk, never give an option period, and never dismiss an offer outright. He provides negotiation tactics—collecting multiple offers, averaging them, and using that data to renegotiate with the seller. Throughout, he stresses building repeat business, handling earnest money and title logistics, and maintaining professionalism to keep buyers and title companies happy. The video ends with a call for questions in the community and a promise of future updates.
Chapters
Welcome. This is a training video to sharpen your skill sets on actually having these conversations with cash buyers. While this might be your first deal that you're going through that you just got under contract, or it might be your 10th deal, I'm pretty sure these details will help you out in getting these points across when you're having these conversations, actually being efficient on the call, and being in control of the call. Normally there is some sort of pedestal where the cash buyer thinks he's better than you because he has the cash and you're the wholesaler. But you have to handle these calls as if it was— as if it was the same playing field, because they need you as much as you need them. So let's go ahead and go over all these details, all this experience that I've gotten over the past couple years having these conversations. And if you have any other questions, leave them down below. And if nothing else is holding us back, which nothing fucking is, just me not being able to record an intro, let's get right fucking into it, man. So number 1, talking to cash buyers. Preface: cash buyers are gritty dickheads on average. Do not let them disrespect you or lower your value. They need you as much as you need them. This is pretty straightforward. A lot of them have this condescending tone. Do not let it get to you. They're people just like you. They need you as much as you need them. The goal, the goal is for them to walk the property, take a look at it, have some time investment, have some sort of skin in the game, give you a serious cash offer where you're obviously in profit And get earnest money into the title company so you know, hey, now they have some money skin in the door. And then walk to the bank, that would be you walking to the bank after closing to pick up your check. That is the goal. Now, checkmark, the good things to do, the right way to talk to them. Be straightforward and direct. Do not let them try to push you around on the call. The same way you want to have control of the call on an acquisition call, on a cold call, on a follow-up call, you want to have this same sort of control on the dispo call with these investors. And being straightforward and direct, knowing what you're talking about, knowing what you're gonna say, knowing the value that you provide to them. Show that in your tone, show that in the way you speak. Vet by asking what is their investment goals and where they have bought— got a little typo right there— where they have bought, if they come from Facebook. So right away, obviously, if we're talking to a PropStream list or a cash buyers list that we've pulled from a software, we know, hey, these people have already bought in the area, we don't need to vet them as much. But if they are coming from Facebook or another source of investors, then we obviously want to vet them because we want to make sure we're not sending our deals to other wholesalers, right? That's where you take the risk of potentially getting your steal deal, potentially getting your deal stolen, and it wouldn't be a happy time. It wouldn't be a good time. Now, if they ask you if you're a wholesaler, you say yes. We have no reason to lie. We're assigning a contract anyways. They're gonna know we're a wholesaler at the end of the day before closing, right? So there's no reason to lie. Now, to the seller, there's no point to tell them you're a wholesaler, right? We're an investor in their eyes. Now, have the answers. All these should be in the DISPO package. I would love to say that I have the perfect memory in the world, but I don't, and I don't think any of you do. So these answers should all be taken from not only your acquisition call, but going over the pictures, going over all the details that you've gathered up to this point to get that property into contract. We want to have all these in the DISPO package. Let me go ahead and pull one up. So as you can see, this is a DISPO package that I've built up to this point. I think Google Docs are working quite well. I do want to get to a point where I do have custom coded websites for all of you guys. I'm still working on that. Don't rush me, right? But this is working so far. So we obviously have the front line picture, we have the address, we have the property spec— 3 bed, 2 bath, right under 1,300 square feet, right under 19,000 square foot lot, right? A little description why you need this deal. Please don't lie on the descriptions. It's pretty obvious when people do. Asking price, make sure that is set in stone, because when they ask you what is the price of the property and you're sitting there Uh, uh, uh, you don't seem like you know what you're doing. You don't seem like you know what you're talking about. We won't— we don't want that to happen. We don't want to come off that way. Resale value, ARV, a very important part to the investor side of running the numbers. He has to know what he can sell it for right now. They don't expect your numbers to be perfect. I don't either. But please be modest when you are going ahead and putting a number on here because you got to look a lot— because Because you got the contract too high doesn't mean that you have to fucking lie and put $400,000 on the ARV. Nobody's believing that, and you look dumb, right? And I can tell you that because I've done it in the past years ago when I thought, okay, maybe if I put $400,000, they'll go ahead and just bite the bullet. They won't. They got to run their numbers and make sure they're running a business the right way, not off hope, right? Rent and cash flow. If the property is occupied, or if you see other properties that are similar on Zillow or on listing websites where people are looking to rent their homes. You can go ahead, put some sort of stats in here. Again, don't lie, try to be as accurate as possible. Estimated flip profit, make sure you have that in there because that's an eye-catching detail for them. How much profit are they going to make if they buy the deal off of me? Which is really all they, all they care about, right? They don't really care about you, they care about the deal. Vacant lockbox access, if the property is vacant, and you have the $50 to go ahead and put a lockbox on it, I recommend it. If you don't, just have the buyer or whatever family member or even the tenant that's there, have them open up the property for your contractors, which in reality are your buyers. Go ahead and put that on there. That way it's not a question that's like, oh, what's access? You know, you want all the questions to be answered beforehand so you can get to the real nitty-gritty of are you seriously interested in this? Do you want to go and walk the property? When can you go and walk the property. Those are the most important parts of the phone call that matter the most. All these little details, in reality, the investor doesn't care. All he cares about is asking price, ARV, and profit. That's mostly all they care about, unless he's a landlord and he's looking to keep it as a rental. Then rent and cash flow matters, right? Vacant, lockbox access. Vacant, lockbox access. Or occupied, schedule a time with me, right? Schedule a time with Jay, or whatever your name is. View property pictures. Make sure you build a Dropbox or you go ahead— and that's if you get property pictures from the seller, or you get property pictures from Zillow, or you get property pictures from a guy you paid $20 to go take pictures on their iPhone. Make sure you have a Dropbox link because then you're not wasting time bringing contractors, your buyers, to a property where off the bat, if they would have seen the pictures beforehand, they would have never gone. And maybe that would have been a spot that another interested investor would have actually gone and walked the property and gave you an accurate offer. We don't want to waste time with bullshitters, and we don't want to waste time— not only the investor's time, but our own time, and also the seller's time, right? We don't want to waste time. We want to give the result that we promised. We want to have an efficient process where it's simple and easy to go through, right? You can see I have a couple pictures here. Make sure that link is on there, right? Comps— make sure you have your comps on here. That way it's easier for them. It's a quicker process. The quicker they understand what they need to buy the property at, the quicker you get your offer and the quicker you lock up the deal, right? We don't want them to be going, all right, give me 3 days to run the numbers. We don't want that. We want to be as efficient as possible. Now, repairs. Obviously you're not going to be the most accurate. You're not a contractor, you're not an investor, you're not a flipper, but try to be as accurate as possible. That's where the comp training comes in and all the videos I've posted in here. If you have any questions, send me a DM, but please watch over the videos. I would like you to be independent just in case I get busy, you don't get stuck with a seller that you can't offer, right? Now, light cosmetics, you can put light, mid, heavy, gutted, new build on there to make sure that, hey, they know what they're getting into. Note, all due diligence. No, do all due diligence before submitting an offer. No due diligence, period. Closing with sellers, title company, do not post anywhere online. I would honestly bold this. I don't know why it's not, and make it just a little bit bigger. And then go ahead and put your phone number. Contact Jay, Jamila, Jordan, Jackson, your phone number to make an offer, right? Another thing I would do is go ahead and copy this and put it up here. Don't do that. Don't delete your property picture, but go ahead and put it right here. That works fine. So it's two different contact points for them to give you an offer, right? So that's good. Now we have the investor package out of the way. Let's go back to the sheet. Like I was saying, all these should be in the dispo package. When you send the link over, always always— I can't speak tonight. When you send the link over, always ask if they're able to open it, because we want, we want them to open and see the information, right? We don't want to just be talking, oh yeah, the bed bath comes to this, over and over and over again when we're talking to hundreds of buyers trying to get this property sold. So ask them that, if they're able to open it. If they say anything like, hey, I don't really like to open links from random people, I like to be careful, I don't want to catch a virus, or whatever they say, always have backup screenshots of the contents that are in the DISPO package. So you can say, hey, I completely understand, I'm the same way, go ahead and let me know if you receive these pictures. And those pictures are the same contents that have in the DISPO package. Now this is what should be in the DISPO package, right? That one that I showed you is a little bit more simpler, but this would also help. Build date, square footage for the lot and the home, bed-bath count, title company, closing date, earnest money amount, asking price, access, right? We want to have all these— well, I would expect you to, right? You're dispoing a property, you've been working this lead for a little bit of time. I would expect you to have this knowledge on the top of your head. If you don't, that's fine. Just have the dispo package pulled up while you're talking to buyers, while you're cold calling buyers, right? If you don't have an answer, tell the truth. Let them know, hey, I honestly don't know the answer to that just yet. When is a good time for me to call you back? Or I'll go ahead and text that to you as soon as we get off the call. Right? We don't want to lie because when you lie and you get caught in your lie, not a good look. We want to have the best look and the best impression on these buyers because we want to have repeat business. We want them to come back after making money with one of our properties and buy more. That's how we get consistent business. If title is not clear and the property is not able to close, then earnest money is returned with a release form. We're not greedy fucks, we're not buyers, but you know, that's what's on the contract. It's simple. They weren't able to buy the property. You weren't able to provide your end of the agreement, release the earnest money. Otherwise, that money's gonna stay at the title company. Everybody's gonna be fighting over it, and it's gonna be a bad time, a bad look for you. And I don't think that title company is gonna want to work with you anymore. So always make sure to collect email and phone number from cash buyer into your CRM. You can have a sheet CRM. Why does this thing keep popping up? Whatever. You can have a sheet CRM on Google Sheets. I've done that before. Or you can have a Podio CRM of all your cash buyers in different cities. That way it's a more smoother process when you do end up changing markets or you have a deal that, hey, I got 7 people that I know will buy this deal and I got fucking 100 people that haven't bought a deal from me but seem serious, right? That way, that's when we are able to close these deals same day. But yeah, make sure you collect that. Make sure you also put notes. What zip code do they buy in? What is normally their budget that they're buying in? How many properties are they buying every single month, every single year? What is their investment goals? Are they flipping for the most part? Are they wholesaling for the most part? What are they doing and how can we add more to that business so we can also get paid? Now that we got the good stuff out of the way, let's go into the cons and the mistakes I do not want you to do. Please listen closely. I don't want any of these mistakes because these will cost you a deal. Number 1, never take no for an answer. Now I'm not sitting here telling you when somebody says, oh no, I don't buy in that area. Oh, why don't you buy in that area? Man, this is a really good deal. Man, you're going to make a lot of money. No, I do not mean it that way. I mean when somebody tells you, hey, I'm not too sure about that property. Peer and Beam, I don't really buy. It gives me a lot of issues. You can go deeper into that topic. Hey, I mean, I understand that Peer and Beam gives you a lot more issues because it is an older property. It brings up more issues. And more repair costs. But I mean, if you had to buy this property, what would you buy it at, right? What would be a price where you would be willing to take that into consideration of going through that hassle of fixing that pier and beam over a period, over a period of time, where it would make sense to you to buy it at a certain price, right? We want to get that price out of them to know, hey, okay, one guy told me to— told me an offer of $120,000. I'm listing the property for $130,000. But I got 7 other guys that offered me $133,000, $135,000, $140,000, $142,000. So that way we know, hey, we can compare numbers and know, hey, are all my offers coming in from my— under my asking price, or are my offers coming over my asking price, and are they in the profit margin that I want to make? And that's when you collect all these offers, you take the average, and you look and you tell yourself, hey, if this is the average offer, depending on closing date, right, all that can be changed and negotiated, What is the profit that I want to make? And that's when you can go ahead and take all the ammo on why they offered that specific number, go back to the seller, go back to the seller, and try to go for any renegotiation to get a better deal. And now you're in the profit margin that you want to be in, right? So that's why I say never take no for an answer. And also, from my experience, I've closed multiple deals after a seller tells me no. I go back, call them back in a couple days, and I let them know, hey man, just wanted to double-check, what is a price that you would buy this property at? Right? I've had guys tell me for a property, I'll offer you $40K when I was asking $90K. And then when they go back and ask them, hey, what would you offer? They jump up to fucking $75,000, $80,000, and I'm able to go and get my reduction and still get paid on a deal. When in the first place, if I would have just taken no for an answer, he would have never bought, right? And I would have never closed the deal. And that happens. Never let them know what you have the original contract for. It's None of your fucking business, right? If they are gonna make money on the price that you're asking for it, who fucking cares what they— what you got it under contract for? That's none of their fucking business, right? A lot of buyers will try to get that little information out of you just to test you, to see if you are willing to let them know. Do not let them know. A rebuttal you can say is, hey, I don't really discuss what price I got my contracts at. I don't believe it has anything to do with your purchase price. As long as you're making money, we should all be happy, right? But that's one— that's one way you can avoid letting them know what you got it under contract for, because in reality, it's none of their fucking business. So I don't recommend it at all. Not even recommend it. Don't fucking tell them. Just don't tell them what you got it under contract for. It doesn't matter. Now, you can use this to your advantage. You can let them know, hey, let's say you have a property, you're trying to sell it for $100,000, you got it for $80,000. You can let them know Hey, what if they ask you, hey, what range do you have the property contract for? You can lie and say, hey, I got the contract in the high 90s, right? And then that has worked multiple times for me where they tell me, hey, I know you're in the high 90s, I'll do 97. Are you able to do that? Even though I was in the 80s. Now this is a risky strategy because they might not come back, but if you see that this is a buyer that normally according to their investment plans they don't buy multiple properties, I think it's fine to do. And at the end of the day, it doesn't fucking matter what you got under contract for. What matters is how much profit are they gonna make, and is this a smart investment for them to make, right? Never negotiate before a buyer goes out and drives by or walks the property. What the fuck are we negotiating for? You only looked at property pictures. I want you to have some skin in the game the same way I do and go look at the property yourself. Go look at what you're gonna make an offer for, right? None of these people that say they buy sight unseen, I don't believe it. I want these people to go themselves to go look at the property or send a contractor out, right? We don't want to deal with these people. Obviously, we have a couple investors that will— that are big investors that will tell you that sight unseen, but they send a contractor out. But these smaller investors that only buy 1 to 2 to 3 properties every single month, they're gonna go walk the property, right? So they're gonna try to get you down as soon as possible off the phone to go and look at it afterwards and then go even lower. So do not let them negotiate with you. You let them know, hey, it's company policy, we don't like negotiating unless you go and look at the property. Otherwise, what are we negotiating for? You don't even know what you're buying. That's another thing, never say no to hearing an offer. So when they tell you, hey man, my offer is going to be low, hey man, I don't really want to disrespect you with an offer, you tell them, hey, it's nothing personal, man. Business is business, the numbers are the numbers. You let me know what you want to buy it at, right? What makes sense for you? And then I'll look at my end. I'll see what I can do. And if we can make a deal, we can make a deal and we can make money, right? Otherwise, never say no because an offer they might think is disrespectful might be, might be in profit for you, right? So never say no to hearing an offer. Key performance— not key performance indicators, but this is a key part. Never give an option period to a buyer. And a buyer that is asking for an option period is not a buyer. They are a wholesaler. Nobody needs an option period. Nobody needs time on paper for them to go and look at the property for an hour, for them to bring out 2 contractors. Nobody needs to do that, right? And every time I've done that in the past, it hasn't worked. So don't do what I've done and waste time with buyers like that. They're not buyers, they're wholesalers. They're trying to send the deal out to other people, right? And I've also lost plenty deals by letting people know what I have it under contract for, right? So please don't make that mistake. Never buy an option, never give them an option period. They don't need to walk and do their inspection under your time period. So let's say you got the property right now, it's September 14th. Let's say I got a property under contract today and my closing is for October 14th. That is enough time for multiple buyers to go and look at the property. They don't need an option period, right? Do not let them waste their time. It doesn't take 3 to 4 days to get a solid offer from them. If they're saying it takes that long, they're not serious, they're not interested in the property. If I gave you the keys— I have a modest BMW, I don't have a Lamborghini, but imagine this is a Lamborghini key. If I gave you these keys to a Lamborghini that is worth $200,000 and I told you, give me $10,000 in the next hour and I'll give you these keys, I'll give you the title, you're gonna find those $10,000, right? Because it's a smoking deal. You're gonna make money no matter what. When you have a deal like that, there's no reason why a buyer should take that long to make an offer. And buyer's criteria changes all the time. A newer buyer might be interested in buying a property for a higher price than a vetted investor, than an experienced investor, because they're newer. But yeah, don't let them do that. Now, if they do have contractors that they're sending out, maybe there's problems with the foundation, they want a specialized foundation expert, a foundation contractor, yes, that's kind of understandable. But other than that, do not let them waste your time. And that is about it for the cash buyer training on how to talk to them. Obviously the scripts are in the program. If you have any questions about anything else, you can leave a comment in the school group or send me a text on Slack. I would prefer you to actually put it in the school community so that way if anybody else has that question or anybody else has a different answer than I do, we can all share knowledge. But yeah, in the meantime, this is what I have. If If I have any more things to add, I'll go ahead and stitch it to this video and it'll be added on in the future. Good luck.
