Make 10k in 30 days | Wholesale Real Estate

In this video, I wanted to go ahead and break down how you're going to close your first wholesale deal or your next wholesale deal in the next 30 days, guaranteed. Now, the guarantee only lasts if you actually watch the full video, you take notes, you subscribe and like, and you actually take action. There's no point in watching all these YouTube videos on all these business models if you're not going to do anything about it. Nobody's coming to save you except yourself. So watch the video, take notes, and if this is the first time you're watching my face or seeing one of my videos, welcome. My name is Jay. I've been wholesaling real estate for the past 7 years and it's completely changed my life and I wanted to do the same for you. Let's get right into the video. For the guys that don't know me, this is a snapshot of what my life used to look like. I was driving around in this beat up old Civic with some nice 20-inch rims and a plastic spoiler, driving it like it was a Lambo. And I was severely underweight, working with my dad every single summer in construction and HVAC, knowing that that wasn't what I wanted to do. I already knew I didn't want to go to college. I knew I hated school. And I knew working a normal 9-to-5 was not going to be my route, otherwise I was going to be miserable. As you can see, I was falling down the wrong path, doing all sorts of stuff. I'm not going to go into detail because honestly it doesn't make a difference. And this was the reflection of what my actions looked like, what my choices were— this bank account balance right now. Now, while I won't show you my current bank account balance, I would say it's pretty healthy. A couple years later, this is what the snapshot looks like now. I drive around in my fucking supercar at the age of 21 years old, have a Raptor as a daily. I'm in the best shape I've ever been, health-wise, fitness-wise, muscle-wise. I live in a penthouse. I mean, look at that thing. It's literally like right out of a movie. But outside of all the materialistic achievements that I've had, this is the most important part. This picture right here of all the smiles, of me being able to take care of my family at the young age that I am. I know a lot of you guys are going to call me, "Unc, you're 21. You're too old. You're not cool anymore." I'm able to take care of my parents. You know, they came to this country as immigrants from South America and Europe, and they decided to take the risk for their offspring, for their future kids to have all the opportunity in the world. And what did I say? Nah, I want to take the risk again. I'm not going to college. I'm not getting a degree. I'm not working a normal job. I want to be an entrepreneur. Now, while my dad was in full support because, well, he's an entrepreneur himself, my mom was a little bit of a hater. But hey, she's getting taken care of. Dad's getting taken care of. My little brother right here, he looks up to me. He's proud of me. He has the perfect role model on what the footsteps to success actually are. And there you have my sister happy. Everybody's happy. And I am happy after all the years of sacrifice. But that is pretty much the before and after that everybody likes to make a highlight reel on Instagram and all social medias. But nobody really shows you the actual work that it takes to get to a position like this, especially as young as I am now. Let's get a little bit realistic about the business model that I'm about to break down for you guys that has changed my life completely. You need to be 18 years old or have someone that is over the age of 18 to sign these agreements for you. We are in real estate. This is a serious business. This is not some get-rich-quick scheme or some pyramid scheme that everybody's just trying to get you in so they can profit off of you. This is a real business with real people selling real houses. So everything needs to be real on paper and legal. So again, you either have to be 18 years old Or you need to have someone that you trust, maybe a family member, a cousin, an aunt, a sister to sign off the agreements for you. You need to be based in the USA or at least have a US-based bank account. No heavy accents, please. No stutters, no vocal malfunctions. You need to be able to speak to people clearly. People need to be able to understand you and believe the words that you say. You can't be a— I'm not going to say the word just in case I might not get monetized on this video, but You can't be that word, right? I, I still wanna be a little bit inclusive to everybody in the world, but hey man, that's who I am. Have access to a phone, Wi-Fi, and a quiet space to take calls. Be mentally and emotionally stable to handle sales conversations, follow up, and pressure. Again, this is not an easy business. This is not a get rich quick business. This takes work and dedication, but if you follow it on a consistent basis, I just showed you what it did to me. It can do the same for you. You need to be able to follow instructions and you need to have at least 2 to 3 hours per day, which is the most optimal. I'm going to show you different ways where maybe you might not have enough time. Maybe you might, you know, work during the day and then only have time at the night. I'm going to show you exactly what you need to do specific to your situation. Now that is the reality. If you pass that test, congratulations, you are more than qualified to be in this business model. And that's coming from somebody that honestly is not the smartest, is not the sharpest in the tool shed, but I just put my head down. I stayed down till I came up. And now I'm, you know, trying to show you guys the way. Mindset. Discipline doesn't mean perfection, but it means completion. You need to be a disciplined person. Now, discipline isn't perfection, like I just mentioned. I'm not a perfect person. I'm not gonna sit here and say I show up 365 degrees, shooting at all angles and sharp as a tool shed. No, I'm not. I'm a human being. I'm not perfect. We all get sick. We all have downtimes. We all go through ruts. We all are not the most motivated motivated at times, but that's when discipline comes in. In any business model and any endeavor in life, if you want to be hyper successful, you need to ignore your emotions and you need to show up with the best foot forward and the best energy that you can show off to the world. And that's how you get lucky, my friends. You need to be delusional enough to believe that you are the chosen one. You need to believe that you are the person that's going to change not only your own trajectory but your loved one's trajectory. Everyone is counting on you. Like I said in the beginning of the video, Nobody is coming to save you. This is a reality check for a lot of people, and I know it was for me. I used to be a miserable person, mad at the world, negative at all times, never thought outside the box because I thought somebody was gonna come and give me an opportunity. I thought someone was gonna come and hold my hand for free and give me everything I ever needed without me doing any ounce of work. And that's why I was miserable because my expectations of the world were never met. You need to have expectations for yourself and do the work behind it to surpass those expectations and surpass the goals that you have set for yourself. Nobody is coming to save you. Next, if it doesn't bring you any closer to your goal, do not give it any attention. This was what I fell into. I had a bad group of friends. I was doing things that I wasn't supposed to. I was partying. I was celebrating the mediocre life that I was living while my parents were struggling. While my parents had to work 6, 7 days a week, I was out here living life because air was free. If it doesn't help you reach your goal, if it doesn't help you become that next version of yourself that you know you need to be to achieve those goals and be the successful person that you want to be in your own definition, because everybody's definition of success is completely different. For you, driving a supercar might not be a definition of success. It might be owning a house. It might be not having to clock into a 9 to 5 every single day. It might not be you working 40 years and having to lick boots to get a raise. For your whole life, right? Everybody's definition of success is different, but the goals and the ways to do it is general throughout every single endeavor in life. So make sure you are hyper-focused. That is how you win. Your emotions will keep you poor. Stoicism helped me a lot. There's a bunch of videos on YouTube and books that have helped me personally on how to be stoic, how to be emotionally mature, not only as an entrepreneur, but as a man. I feel like my life definitely got way better when I got in control of my emotions and when I became the person that is a pillar of support for other people, right? I used to look for that pillar of support. I used to look for that big brother. I used to look for that mentor in other people until I realized, again, nobody was coming to save you. And I had to become that person for myself. Don't pray for the result. Pray for the obstacle to overcome. Don't ask God or the universe or whatever you believe in And I'm not here to judge. I'm here to show you how to wholesale real estate. But don't ask for the prize. Don't ask for the success. Don't ask for the end goal. Ask for these boundaries. Ask for these cones. Ask for the struggles. Ask for the problems. Ask for the opportunities for you to become that next version of yourself, for you to reach success, for you to reach those goals, for you to reach the person that you're supposed to be. Now, that's just general mindset. Now let's talk about the wholesaler mindset, right? Now that you have all those in check, and then again, you know, you don't have to do all of these perfectly, but if you do have all of these checked off, your chances of success are going to be way higher than 99% of people. And these are all things that are coming from me that have actually helped me become not only a better human being, a better man, a better leader, but a better entrepreneur. And that's the reason I'm here talking to you guys today. Now, the wholesaler mindset. One yes can change your life and will change your life. Because for a lot of you guys, you know you're more than, more than capable. You've seen all these other people get the results. All you need to do is show up on a consistent basis and ignore that little voice, that little part of your brain that is called conviction. You don't have conviction, and you need to get conviction as soon as possible. Now, the average wholesale deal is what, $15,000, $16,000, $17,000? Forget about that number for a second and think about just acquiring that first win, acquiring that first deal under contract, getting that first yes, getting that buyer to say, yes, I want this deal. This deal is going to make me money. I want it. I want to go see it. Let me sign the contract. Let me put in the EMD. That is what's going to cure that little part of your brain that says, but is this possible for me? Jay was able to do it. His students were able to do it. All these other YouTubers were able to do it. All these people on Instagram were able to do it. But am I able to do it? The main goal in your whole beginning stage of any business that you're trying to get into is receiving and obtaining and concreting that part of your brain that is conviction. The way that I speak, you can tell I have conviction because I've won at so many levels. Not only have I won from a personal sense of when I look in the mirror, I know I don't lie to myself. Every single thing that I tell myself I'm going to do, I do it. And that's why I know I have conviction not only for my own self, but what I'm capable of. And in the business, I've closed deals before. The second I closed that first deal, I knew it was over. The second I closed that first deal, I told my parents, I'm never getting a job ever again. You guys will be taken care of forever. Just wait and see. One yes will change your life for a whole month. Imagine you get told no 2,000, 3,000 times. Why does it matter if one yes will change your life. And you have to think about it in this way too. If somebody's saying no to your service, if nobody's— if somebody's saying no to your product, they are not a good fit. They don't see value in your product. They don't need your help. Perfect. I don't want to work with people that don't value my time. I don't want to work with people that don't value my service. I don't want to work with people that don't need my help. That's where we're going. Action beats perfection every single time. You don't have to be perfect. You don't have to show up at the exact time. You just have to put in the reps, especially when you don't feel like doing it, which is the hardest part. Showing up those days where you're not motivated, where you're going through a rut, where you're feeling depressed, where you haven't gotten that first win, where you haven't gotten that first yes. It's hard. Of course it's hard. Otherwise everybody would be rich. All the poor people love saying that. If it was that easy, nobody— everybody would be rich. 'But look at the world now.' Yes, that is true. Business is not easy, but you need to show up. Action, action, action, action, action. You will learn more from action than watching 100 YouTube videos, unless it's one of my videos. One strategy done right beats three done half-ass. What does that mean? Don't go out there trying cold calling, mailing, texting, door knocking, driving for dollars, PPC ads, and hiring a VA. You will be mediocre at all of them, and the guy doing one of those strategies will do laps around you. Pick one thing and go all in. Focus, focus, focus. Next, every single failure is a win. Every time you get a no, it's a win. Every time you lose a deal, it's a win. Why? Because you're learning a new way not to do things. Therefore, if you stack enough of those, you put them under your belt, there's no way to lose because you've already lost. If you're down here, the only way is up. So you have to show up. Keep showing up. The more losses, the more failures, the more lessons you have under your belt, the more you have over somebody that's starting brand new. Next, run to the uncomfortable. When you don't want to make a call, when you don't want to make an offer, when you don't want to run the numbers, when you don't want to pick a new market, when you don't want to start a new marketing stream, when you don't want to show up, that is when you show up. That is when it matters. Run to the uncomfortable. If you put yourself in uncomfortable positions for the next 30 days, how much will you grow as a person? You don't know until you actually do it. Please do it. All right. We're done with mindset. Let's get into the actual business model. I'm going to give you guys the simplest breakdown that you have ever seen in the history of social media. Let's talk about this. The seller— this is a homeowner that owns this ugly property right here. You see his face? A face like that, that just means trouble. That just means there's trouble, and when there's trouble, there's a problem to solve. We with the sunglasses are the guys solving the problem. This guy has this property that's causing him a headache. Now, what could this be? What could that headache be caused by? Maybe he's trying to relocate. Maybe he's I don't know, a family member died in his family and the property got passed down to him and he's living 2,000 miles away and he can't take care of the property, but now it's under his name, so now it's his responsibility. Maybe he doesn't have the money to fix the property and the property's condition is only getting worse. Maybe he doesn't have the money to pay the taxes. Maybe he's going through a divorce and wants to sell his house before his wife gets it. All of these things, and I could go with probably 20 or 50 more, but you get the gist of it. They're going through a situation where they'd rather have the accessibility to sell their house quickly over getting the most amount of money for the property because they just want to get out of that situation, and that is what we are here for. Now, you might be looking at these numbers, $100,000, $20,000, $120,000. Relax. If we look at the right side of me, the investor, that guy got some, that guy got a bankroll. He's doing a money spread on us. This is a real estate investor. I'm sure you've seen TV shows or movies about people buying houses and flipping them. And then selling them for a profit. That is what this guy does, and that is the second part of the business. We acquire these ugly properties from these homeowners that are going through a situation, and then we sell that property to a real estate investor. Now, we don't need a college degree, we don't need a real estate license, we don't need any licenses, we don't need any bank loans, we don't need good credit, we don't need any of that. Why? Because we're not actually buying the property. We are signing a purchase and sale agreement a contract that says, "Hey, Mr. Seller," going through the situation, "I'm going to buy the house," in this case, "for $100,000." Great. Now we have that contract. Now we talk to a real estate investor and say, "Hey, we have this investment opportunity. We have this ugly house in this area. I've seen that you've bought before. Are you interested in buying the house, flipping it, and making your profit?" If the guy says yes, cool. We go ahead and have him sign an assignment agreement because we are assigning the rights of the original agreement of the first contract, which is a purchase sale contract. And then we are assigning that to the actual buyer, the real estate investor, the guy that's going to pay $120,000 for an ugly house like this. Now, when those two contracts come together and they get sent to a title company, which is the intermediary, it is the third party that makes sure everybody's behind is covered. The seller's back is covered. My back is covered as the wholesaler and the investor back is covered, making sure, hey, the property is what it is. The property doesn't have any title issues. No money is owed, everybody's going to get paid out, there's no liens on the house. Then seller gets $100,000, investor gets $120,000, and I get the difference. I make $20,000, and that's why I'm sitting there like this. I don't have sunglasses right now, but you get the gist of it. Now you might be thinking, why doesn't the investor go and find the property himself? Let me ask you a question right back. Why don't you go to a farm kill the cow yourself, skin it, clean it, package the meat, process it, bring it back home, and then cook it yourself. Why don't you do that? Why? Because that's not what you do on a daily basis. That's not your profession. You're not the best at it. That's not realistic. When the investor's professional skill set is in fixing properties, buying them at a good price, and making sure that they're up to code, they're up to quality, they're up to standard for the current real estate market to sell it to a family. Why would he go out of his way to save $20,000, $10,000, $15,000 and stretch himself thin to save a little bit of money? That is literally what you're doing when you're going to the farm and going through all that process instead of going to the meat market and buying it directly from there, all clean, already packaged, good to go. That's the same reason. The same reason I don't clean my apartment, because that takes at least 3 to 4 hours. I'd rather pay somebody $300 and work for those 3 hours and make that $300 right back. Oh, but you're gonna save money. That is the problem. That is the mindset that you don't need when you are an entrepreneur. You need to understand leverage. Investors understand leverage. I do too. So cool, that is the basic explanation of wholesale and how kind of like The circuit works and I hope you understand it. If not, go back, re-listen to what I just said. Now, what does the investor do? He buys this ugly property and he makes it look like this. So, he purchased price for the property is $120,000. He puts $50,000 into the property. Now, he's all in for $170,000 and now the property is worth $230,500. And that is when he hires this beautiful real estate agent and she sells the property to a family like this. A family like this will never buy a house like this because it's not livable. They, because they work in corporate America, they are just starting their family, they want their kids to grow up in a nice neighborhood, they buy a house that's already fixed up, good quality, ready to live in. And that is the real estate investor's job. Now, the real estate investor purchased this property for $120,000. He put $50,000 into the property in repairs, in paintwork, in fixtures, in countertops, in bathrooms, in tubs, in windows, in roofs, all that stuff. Other costs such as closing costs, realtor fees, holding costs, you know, because he probably pulled out a loan to have the money to buy the property and fix and flip it. So he's all in $200,000 into this property. The ARV, the after repair value, pretty much the value of the property after it's been repaired, that is $235,000. He's all in for $200,000. The estimated profit that he's going to walk away with is $35,370. Now that's great, right? In a span of what, 4 months, 5 months, 6 months? That's not too bad, $35 grand. But I mean, if you look at it in hindsight, he had to do all this work, had to have good credit, take the risk of buying this property for $35,000 in profit. Well, all I had to do was call the seller, get a yes, get it under contract, call the investor, pitch him the property, have him walk it. And he bought it from me and I made $20,000. What is that, 80%, 70% of what he made? And I was doing all that from home. That's what I'm talking about. That's what I'm showing you guys. Now, if you guys don't want to sit here or watch all of my YouTube videos, which have great information that you are able to take action on, Same thing with this video. You guys can click that first link down below if you're interested in getting your hand held by me to start your wholesale business or scale your wholesale business. And there it is, one-on-one. Every time you click that link, you're talking to me. If you DM me on Instagram @modestmendez, you're talking to me. I try my best to respond to everybody, but here's a little breakdown of what we offer. You know, we talk about inbound marketing, novations. We have call recordings of every single group call, my own sales call recordings. Top student sales calls, recordings. You have every single contract and script. You have sales mastery, sales training. I think it's like 30 videos in that module alone. We show you how to dispose your first deal and we help you dispose your first deal. We help you find your first contract buyer in the first 72 hours to get that property sold. We help you with acquisitions. We have a readiness check. We show you all the systems, all the automations, mental training. Everything you need is here. This is what I wish I had when I first started my wholesale journey. That's why it took me 7 months to close my first deal. And I don't want any of you guys to go through that again. Here's a couple results just from recently. Grady, he was a welder. He closed his first 2 deals, $9,300, $10,000. I believe I have an interview with him on my YouTube channel. This is Joey and Josh. They came in as partners. They were in somebody else's coaching program for 6 months, didn't make a goddamn dollar back. And you see they're closing deals for $24K. Joey just got his dream dream truck. Got a Raptor just like mine. Josh, he got a penthouse in Mexico. Pretty sick. Amado, he was just about to quit and he got his first deal, which this is an earlier screenshot, but he got his first deal like what, maybe 2 days ago, 3 days ago. Tanya was a nail tech, closed $52,000 in the span of 2 months. This is Yes, closed his first contract or locked up his first contract in a half a week or week and a half. Pretty good results. And Marion, he just got started with ads with us. The link is below. The shit speaks for themself, for itself. If you've seen my videos before, you've seen me on Instagram, you've seen me on TikTok, you can tell what I'm about. If you're serious, you're interested, click that first link down below or DM me contract on Instagram. Now let's get right back into the video, into the sauce. Now we understand the business model. We understand what we're supposed to do. We understand the value that we bring in, why we collect these huge checks. Let's talk about the market. These are— well, this is the map of the United States, right? Very clearly. You might be asking, what is this color coding, Jay? This is the color coding based off price point. I don't want any of you guys, especially the beginners that are watching this video, to touch anything outside of light blue or dark blue. That should help out a lot. Ignore everything that's red. Ignore everything that's yellow. Ignore everything that's green. For a reason. These higher price points properties are going to have higher levels of awareness in terms of the sellers that own the houses. Therefore, if you're a beginner, you don't have your tonality down yet, you don't have the system down yet, you don't have the conviction yet, you don't know how to underwrite a deal the right way, you're stepping up against sharks. And especially in these big metro markets where you see the red, red, red, red, red, red, red, all the metro cities, you're in the pool with sharks and you don't even know how to swim yet. Why would you put yourself in that position to lose? Why would you put yourself in a position where your probabilities of being successful are lower? That's why I'm showing you this map. Stick to light blue and dark blue markets. These are the markets that I don't recommend. Connecticut, Maryland, Massachusetts, Minnesota, you need a license because marketing a property that you do not own will be seen as brokering, which is illegal. And that is for these markets right here. So these are going to be no-nos. Next, Delaware, you don't need a license, but it's a little bit shady. I would probably be a little bit away from Delaware. Delaware real estate law is not wholesaler-friendly, although not explicitly bland— I can't talk— not explicitly banned. Advertising a property that you don't own is seen as potential illegal brokering. Pretty much don't go into Delaware. Arizona, California, New York, Dallas, Houston, South Carolina, Austin are all metro cities. Again, more competition, savvy sellers, more aware of wholesaling. Don't put yourself in a place to lose. Put yourself in a place to win. Illinois, you can only close one wholesale deal a year unless you have a real estate license or using an agent to help you with the deals. Oklahoma, you don't— you have to disclose that you're wholesaling the property, meaning you market the contract, not the property itself. Oklahoma is free game, I'll tell you that much. But yes, that is the markets. Everything outside of the ones that I mentioned, you should be good to go. Please follow the blueprint. It's going to be way easier in a market that is less saturated for you to get that first deal or scale in general. It is harder to scale in a market with a bunch of other wholesale companies, especially in these metro cities. You have huge wholesale companies. I mean, here in Dallas itself, you have Equity Cash Offer by Donovan Roofing. You have— oh my God, what is it called? New Western, which is a huge wholesale company. You have a lot more here in Dallas. Arizona, tell me about it. Everybody, their grandmother, their cousin, and their little sister is a wholesaler there. Don't go there, please. Next, now that we have the market down, let's talk about data. We need data. We need people to call, right? We need the information on these properties. I will always die on this hill. PropStream and ListSource. PropStream first. It's $99 a month. Nobody said it was free, but it is worth it. I've been literally using— PropStream has been taking my money. Well, not necessarily taking it. I'm giving it to them because they're providing a lot of value. PropStream has been taking my money for at least 6 years. I'm probably PropStream's longest customer. Not too sure about that, but yes, I recommend PropStream. You can also use ListSource. Here are the filters of the list that you're going to be pulling. High equity. Why? Because they have some skin in the game. They have some cushion in that deal to where they can sell for under market value and still make a profit or not lose money when they're selling the house to a wholesaler like yourself or like me. Individual, mixed trust ownership. Some of my biggest deals have come from trust. That's why I throw that in there. Individual owned, meaning it's not a company. It's not a company that owns 25 properties where they're not going to want to give away their house. They're not— they're probably not going through a tough situation. Non-owner occupied. Why would I want to wholesale a property where the seller lives in the house? Again, stacking these things to where it's less likely for you to be successful. If the owner doesn't live in the house, he probably has less of an emotional connection to it. He doesn't— he isn't tied down to it anymore, right? Therefore, it's easier to wholesale the house. 5 years into ownership, 5 years of ownership as a minimum. That's what I recommend. If you see the list is a little bit too small, you can kind of play with that, go down to 3 years, nothing less than 3 years. 1950 to 2005 build, anything after 2005 doesn't really need much repairs. Owners aren't really going through too much of a tough time. $1,950 and below, again, lower buyer pool. Most investors are kind of scared of buying under $1,950 just because, you know, the foundation of the house, the structure, they want to make sure they're buying a property that they can sell and be confident that the house isn't going to fucking fall down even with new paint. 1 bed, 1 bath minimum. Why would I sell a house or reach out to a homeowner that owns a house that only has 1 bathroom? Doesn't make any sense. At least 1 bed, 1 bath. If you want to be a little bit more strategic, more strict, 2 bed, 1 bath. Non-HOA. Nobody likes buying in HOA neighborhoods. Nobody likes Karens. And then non-MLS. Why do I say non-MLS? You got a lot of people out here saying, oh, call for sale by owner listings, call Zillow listings. That's how you'll get a deal for free. Don't waste your time. Please don't. When I say non-MLS means the property is not listed on the market. When somebody lists their property on the market, they understand it's going to take a while, but they want the highest price possible. As a wholesaler, we don't offer the highest price possible. We want to go for the lowest price possible. So it's counteractive for you to pull a list or reach out to somebody where their property's on the market looking for the highest price possible. Doesn't make any sense, right? Has to make sense. So that is when we're talking about pulling lists. Next, marketing. We like warm calling, not cold calling, because warm calling is when we're targeting a specific type of person. Now, if we were calling anybody and everybody in the whole United States, that's cold calling. Warm calling is different. Now, we're not going to be calling through our phone, sitting there typing out 1,000 numbers a day, listening to the phone ring, listening to voicemails. We don't want to do that. That's not efficient. That's not going to help us close a deal in 30 days. We need to use a dialer, 3-line dialer minimum. These are good. Batch Dialer, I use it myself. You can use ReadyMode, you can use Mojo. I have students using all 3 of these and they all are getting results. They all pretty much do the same thing. It's completely up to you on which one I think you like the user interface more. Now, when you are making calls, these are the things you have to track: your KPIs, your key performance indicators. What numbers is your business running at? How many contacts are you hitting? How many leads are you touching? How many offers are you throwing out there? And how many contracts are you getting? Your KPIs matter. Make sure you stick to the ones that help your business succeed. And if something's going off, that's where you can refer back to your KPIs. Sometimes I even have students that don't listen to me when I tell them track your KPIs. And like, Jay, I called a bunch of people, I made a bunch of offers, and I haven't gotten a deal. It's like, all right, cool, bro, show me your KPI sheet. I haven't filled it out. So how can I help you, buddy? I need to look at the numbers. I need to see where you're messing up. If you are trying to be successful in this business, track your KPIs. That will be the lifesaver of your business. Cool. Now that we got that out of the way, out of the way, that this is optimal for people that have at least 2 to 3 hours per day during 9 to 5 hours. If you don't have that, and let's just say you do have money set aside to invest, I would say at least have $2,000 or $3,000 a month. You can run ads. The thing is, I don't recommend ads to beginners for a couple reasons. Most of the time, beginners don't have the biggest wallet. Therefore, they don't have the money to spend $75 a day, $100 a day, $150 a day on ads, right? And they don't have the experience, they don't have the conviction, they don't have the confidence, they don't understand how this business works. So that's why I don't recommend it. But if you're a quick learner, if you're able to take what I show you in this video, you have some money, you can do ads, and then all you have to do is just call the people. You don't have to outreach to a bunch of people that are going to tell you no, and you get closer to that deal. Honestly, with running ads, you can probably close your first deal, or at least put your first property under contract in the first day or two, if we're being honest. As long as your ads are good, your automations are good, your funnel's good, which I'll make a video about that later on. That right now is only for my students. Now you have to build out a funnel, you have to build social proof, you have to add testimonials and call the leads yesterday. With ads, a lot of people mess up ads or PPL, which I don't really recommend. People only recommend running your own ads or having an agency or somebody like myself helping you run the ads for you. You have to stay on top of the leads because these people are not calling or not, are not sitting here on Google filling out only your website. No, these people are sitting here filling out 3, 4, 5 documents at the same time, 5 forms at the same time. You're in competition still. This is still a popular business. You need to go ahead and talk to the leads as soon as possible. Call them, make those touch points, follow up. That's how you close your deal. Cool. Now let's talk about the discovery call, meaning the first call that you're going to have with the seller. No matter if you're running ads, no matter if you're doing cold calling. This is the script. This is literally the only script you need. I will make another video breaking this thing down step by step. In the meantime, I'm just going to kind of skim through it and show you guys the main important things. Wholesale cold call framework. Obviously, you want to start the call confidently. You want to be— you want to let them know why you're calling and be straight to the point and sound like you know what you're talking about, please. Something like, hey Marcus, hey Marcus, this is Jay. I was reaching out to you about the property on Main Street, just seeing if you ever thought about selling it. Look at the tonality shifts. Look at the changes in my voice. Look at the way I'm speaking. Look at the spacing. I sound like I know what I'm talking about. Some of you might disagree. You're a hater. I make more money than you, right? So then you go through all this. Obviously you can screenshot this if you don't want to wait till I make the video of me breaking this down step by step by step, which that video will be very, very good. I'll probably post in like a day or two. So that is your discovery call. If you literally copy and paste this, you can't lose. You literally can't lose. It's right here. I'm going to move this a little bit down so you can get an even better screenshot. There you go. Discovery call. That is going to be your first conversation with the seller. Now, after your first conversation, you're going to have to underwrite the deal. You're going to have to run the numbers. Here it is. You can screenshot this. Now, the main thing, the main objection, the main objection What? The main objective of running numbers is to get an accurate description of what the property is worth and what the property will be worth after getting repairs done to the house. In a perfect world, the property next to our subject house, the house that we're calling about, is next to our subject property. It is the exact same size, year built, bed-bath count, but remodeled and sold yesterday. Now you might be asking, what does that mean? It means that this is the house that we're calling, right? This is Joey, the guy that we're calling. He's the homeowner. In a perfect world, the house next door sold yesterday. It is the exact same size, the exact same bed-bath count, remodeled, year built, everything. It's literally a copy and paste house, but this one's remodeled. It is the perfect example of what our property will be worth. Now, because we don't live in a perfect world, the house that you will use as a comp might be across the street, might be across two streets, might be across a major road, might be half a mile away. It depends on what market you're in. It depends what side of the city you're at, right? But this is the way you run your numbers. If the property's worth under $150,000, you take away 70% minus your rehab costs, minus your wholesale fee, and that is your MAO, your maximum allowable offer. If the property is worth under $250,000 but over $150,000, We do 75% minus rehab minus wholesale fee, and that equals your maximum allowable offer. If it is over $350K, we move closer to 80%. You could probably get away with 78, 79, 80, and then the same thing, minus rehab minus wholesale fee equals your MAO. Now, this is a quick estimate table. This is not perfect. Everybody, every property has a different context, has a different description, has a different history with it, right? You have to figure that out on the discovery call. That's why it's so important for you to copy and paste that script that I just showed you. So you sound confident on the phone, you're asking the right questions, and you're making sure that this person is actually a lead. Don't sit here and tell me, "Jay, I called all these leads and they're not interested." Number one thing I'm gonna ask you is, what do you qualify as a lead? What do you think is a lead? Because a lot of people in the beginning stages call anything and everything a lead. They'll call anybody that answers the phone a lead. Most people aren't leads. Probably half the people in your CRM aren't leads. I'm sorry to break it to you. Now, the goal is to try to get it as close as possible to this scenario right here. Again, take a screenshot if you need it. That is how you underwrite a deal. Once you have your offer, once you understand the ARV, once you understand the rehab cost, once you understand what you need to lock it up at, once you understand these numbers, now it's time to call the seller back. A lot of the people try to sit here and say, oh, I do a one-call close. I run the numbers on the property. If you're a beginner, even now I don't even do that. I don't do one-call closes, meaning I call the seller, I talk to him for the first time, I run the numbers on the call, and then I make him the offer. I don't do that myself, and I've been doing this for 7 years, but this is what works for me. You got to figure out what works for you. This works for a lot of people, right? Once you run the numbers, it's time to make the offer. Here's the offer script, word for word, bar for bar. I'm literally giving it to you. Copy and paste Read it over and over and over and over and over and over again, 1,000 times. Internalize the script. Believe it. Turn into this character. Turn into this investor that's here helping people in tough situations. Same thing. We'll go through it a little bit. The introduction. Make sure they have time to do it. Set the expectations of what the call looks like. If they say yes, if they say no, the answer's right there, baby. Come on. And I'm going to be posting way more of these calls of me actually following, following this script word for word. So if you want to look out for those, make sure you subscribe. Next, revisit the motivation. Dig deeper. Set up the offer. Reframe the terms as value. Everybody sees value differently. Everybody's going through a different situation. Everybody needs a solvent to their specific problem. You are there to solve a problem. You are not a drug dealer looking to take, take, take, take, take. Value from the world. You are a doctor prescribing someone's situation, and that prescription happens to be you solving their problem by buying their property, right? So you revisit the motivation, you set up the offer, you give the offer calmly, relaxed. You need to have a certain level of audacity when you're making these offers. If you don't feel your heart drop or your heart pump a little bit faster than it normally is when it comes time to make that offer, The offer is not good enough. You're offering too high, right? If you're scared to make the offer, that's a good thing. Objections. They hesitate post-offer. Got everything right here, man. I'm low-key running out of breath. Follow-up script. If they didn't close, got literally right here. You have it right here. I'm giving it to you. What are you doing? Take action, please. It's right there. Come on. You guys might think I'm a tweaker if it's the first time you're seeing one of my videos. Right, then let's say they say yes, right? Which, if you follow everything step by step that I just gave you, half the time they're gonna say yes. Uh, half the time is a little bit aggressive. I would say at least 30 to 40%. That's pretty good numbers, especially for a beginner, right? You can use PandaDoc or DocuSign. I myself use DocuSign. You can get away with using a 30-day free trial. I think it's pretty cool how they let you use a free trial and you're able to make $10,000, $15,000, $20,000 for every signature that you get. So use the free trial. I'm sure there's videos on YouTube. If you're in my community, I show you exactly how to do it. Then you get the purchase and sale agreement signed by the seller, by the homeowner. You get that contract signed where it says, hey, I'm going to buy the property for this much. I'm going to close on the property in this timeline. These are all the legal terms and the legal jargon that's simplified in third grade English. At least that's how our agreements are, where the seller looks over them. He's confident. He understands every single part of it. He's willing to sign over the phone. And even if a seller wants to talk to an attorney after we try to objection handle for a good 10, 15 minutes, we're cool with that. We hop on a 3-way call, and I've never hopped on a 3-way call with an attorney. He saw our contracts and the guy said no. It's always— I always get the same thing. Your contracts are so simple. And it always works. They always sign. Cool. And you do the exact same thing when you get the assignment agreement signed by the buyer. Cool. You got your first property under contract. Congratulations. You go ahead and find a local title company, and that is the next step. Title companies in that city and state. Let's say you're in Dallas, Texas. You're going to look for title companies in Dallas, Texas. Don't wholesale in Dallas, Texas. I just live here. That's why it's at the top of my head and I use it as an example. When you call them, you're going to tell them, do you guys work with assignment of contracts? Do you guys do blind HUDs? What is the title officer's email? I'll send over the purchase and sale agreement shortly. Right? If they say yes to this, if they work with investors, if they work with wholesalers, they're investor-friendly, cool. If you're in my group, I have literally a network of properties that I've worked— of title companies that I've worked with that are investor-friendly, they're wholesaler-friendly. They will help you get this deal across the finish line. Hiring a bad title company will hurt you, will cause you not to close the deal. Make sure you ask these questions. Make sure the people actually answer the phone because title companies are— the employees of title companies are literally all retired old ladies that got nothing else to do better with their life, and their son just told them, "Mom, go get a job. You're getting old at home." Right? So they don't have— they're not the most urgent 90% of the time. Then you're going to ask what the title officer's email is. The title officer is the person that's going to be handling your profile, your file about the property that you're wholesaling. And then once you get that email, you'll go ahead and send them over the document that you guys signed over DocuSign, send it over to them, have them start the title process. Now that you found the title company, time to start dispo, baby. Finding the buyer, finding the investor that's going to close on the property. Here's what you need. You need the pictures of the property. You need the comps, the comparables, the properties in the area that are comparable to your property where the investor can see, okay, property A, B, and C are similar to the property that I'm looking at to buy. And those sold for this certain amount. Therefore, if I buy the property at this price, I'm going to make a certain amount of profit. That's why I'm going to buy the property, right? You need pictures, you need comps, you need the property details. Where is it located? Why should the investor buy it, right? What is the investor going to profit from this property? Your contact information, the title company that you're going to be using, when is the closing date going to happen, or when is the closing going to happen, AKA putting the closing date on there, knowing the closing date, and access to the property. Is it on a lockbox? Is the tenant occupied? Does the seller live there, right? Is it vacant? Is there— is the access to the property for the investor to walk through only on weekends, only on Mondays, only on Fridays? All of that needs to be in the DISPO package. Now, recently I've seen a lot of people talk about DISPO packages. I'm not saying I was the first one to do it, but I'm saying I was the first one to do it publicly. I've been doing this for years, and I see you guys watching every single one of my videos, and I'm starting to see you kind of sound like me, kind of make videos like— I'm not hating. I don't hate the player, I hate the game, but I love the game. It's changed my life. But this is a DISPO package. Don't go out here text blasting a bunch of buyers a jumbo fuck of information. Here's the bed back out, here's the property, here's where it's located, here's the price, here's your profit, here's this. Nobody wants to read that. Nobody wants to look at that. You don't look professional. You don't look like you've been doing this for a while. You send this over with all the information, everything explained to a T, the guy's going to want to work with you, especially if you have a great deal, which if you underwrote the deal the right way, this is going to be a piece of cake. You're not going to be wasting your time. In this example, this is a property that one of my students, Philip, locked up and closed. Actually, as you can see, here's the front of the property. Then you have contact Philip, a little call to action. A call to action means in a specific website or a flyer that you're sending out where it says do something right. In this case, we're telling the investor that's looking at this DISPO package, contact me to make an offer. The address of the property, the property specs. Then you put the asking price, how much you're looking to DISPO the property for, the resale value, what it's worth after repairs. Then you have a link to a Google Drive, a Dropbox link, a Google Pictures link, whatever you want to use to view the actual property pictures. Now, to get pictures, you can get the owner of the property to send you pictures. You can hire a photographer, which I don't recommend. Well, not that I don't recommend, but most of the time they just charge up the ass. You can get a real estate agent to take pictures. You can have a buyer even go and take pictures if he's willing to go out to the property without any pictures being seen beforehand. You can go into a local real estate investment group post, hey, I have a property in this zip code, I need pictures taken, can anybody help? Look for the most trustworthy person that's willing to do it for a reasonable price. Get those pictures, add it to the display package, and you're going to have a lot more people interested in the deal because, well, they're looking at the visuals before driving maybe 10 minutes, 30 minutes, an hour to the property. Right then. Then here you have the comps. In this case, Philip is trying to sell the property for $63,000. ARV seems to be from $85,000, $140,000 to $100,000 to $251,000. In general, you don't want to have a range this big. I have to talk to Philip about this, but you want to stay in the same range, like a $50,000 range between the comps that you're actually showing them. Then here you have the repairs. Another burp, man. I'm talking here. The repairs, in this case, obviously flooring, paint, kitchen, bath. You want to let them know, then again, we're not professionals. Tell the real estate investor, hey, I'm not a construction worker. I'm not a contractor. I don't know these numbers to a T. You have to go and do your own due diligence. And that's why there's this red part right here. Do all due diligence before you submit an offer. No due diligence period, Closing with seller's title company. Do not post anywhere online. And then another call to action: contact Phillip to make an offer. Now, when talking to buyers, you got to know what you're doing, man. Now, how do you find the buyers? You can use Facebook groups. I have multiple videos showing you exactly how to post on Facebook, where to post on Facebook, how to contact people, the scripts on how to text them, how to talk to them over the phone, how to vet them to know if they're the right person for your deal. If they're a wholesaler trying to act as a buyer to try to steal your deal and snake you through the grass, you don't want that to happen. That's happened to me. That's why it's so important for you to vet these buyers, buyers in quotation. So you can use Facebook, you can post on Craigslist, you can use Zillow to reach out to agents that have sold properties that have been flipped by a real estate investor. They have that connection with them. They can maybe connect the dots if they're not being as stingy or being idiots as most realtors are. Again, you can use Zillow and realtor.com for that. Then you can also look at the properties that sold that were flipped, that were rehabbed. Look at the address, go to True People Search or go to or skip trace it, pay like a couple cents and then get the owner's property information, get the property owner's information and reach out to him that way. You can do that through PropStream actually. So take the address from Zillow of a property that just recently sold that clearly was flipped and remodeled, put it into PropStream, find out who owns the property, call them, see if they're interested in your deal because they clearly have bought and sold in the area. Then Investorbase, shout out to Investorbase, man. They're goated. It is a great app, $250 a month. I recommend it. I find my buyers through there all the time. If it's not through Investorbase, it's through Facebook. If it's not through Facebook, it's through Zillow. If it's not through Zillow, it's through PropStream cash buyers list. And if it's not through there, it's through Craigslist. Either way, I find a buyer. The most important thing is to get feedback, right? Get feedback if your deal makes sense, if people are interested in your deal, if the market that you're in or if the city or area that you're in is a good area, right? You want to get the feedback. And if you get a lot of people saying no to your deal, either the numbers are off, the area's off, or you're just in a bad market, right? It's either one of those three. Now, if you're getting a bunch of lowball offers, the numbers are off, right? Now, the thing is, when buyers tell you these lowball offers, don't just say, "Okay, well, I don't have it that low. If anything changes, I'll call you back." Ask them for the feedback, especially if they walk the property. And another thing, don't let any buyer negotiate with you if they haven't walked the property. I don't want to hear it. The second a buyer's like, "Is that the best price you can do?" You can go walk the property and then you can talk to me about the best price. Show me you're interested. Put some skin in the game. Put some time into this deal. Do your due diligence, and then talk to me about price. I don't negotiate unless you walk the property. That shows you how serious somebody is about your deal, how good of an opportunity they see your property as, right? Now, that is how you're going to find your buyer for your deal. Then talk to them on the phone. Stop texting people through Messenger. Stop only texting people through phone number. Talk to people on the phone. That's how you really vet somebody. If you're asking a hard-hitting question, and the person starts stuttering, they're like, "Uh, uh, uh, yeah, I bought deals before." You can tell when somebody's a bullshitter. It's important to talk to them on the phone, vet them on past deals and future ones, get them to walk the property, proactively negotiate with them after they walk the property, after they show genuine interest in the property and actually buying it. Then $3,000 to $5,000 earnest money deposit. If they're not putting down earnest money on the property, they're going to ghost you. And you're going to lose the buyer and you're going to lose the property unless you can talk your way out of it like I have. $3,000 to $5,000 minimum. I don't care if the property is only worth $50,000 and you're selling it for $30,000. Get earnest money. And make sure in your agreements you have a clause that says you get to keep the earnest money if the buyer backs out. Otherwise, everybody's going to have to sign off on that earnest money, and 99% of the time, buyers don't want to sign off. I don't know why they'd rather give it to the title company and then the title company has a bonus pizza party at the end of the year with everybody's earnest money of deals that never closed. Make sure you have people's skin in the game. Make sure you vet these people the right way. Otherwise, they will waste your fucking time. I've been through this. I've lost so many deals because buyers didn't put in earnest money. I've lost so many deals because buyers ended up being wholesalers. I've lost so many deals because buyers never had their finances in check. Make sure to vet these people. Don't be scared to vet. You're the one with the investment opportunity. Don't come into these calls thinking you're down here and the investor's right here. You are on the same playing field. You are providing value, therefore you need to get respect and attention. Next, these are the dos and don'ts. No option periods with buyers. We use an option period. If you might be asking what is an option period, it is the due diligence period that we have when we sign the purchase and sale agreement with the seller. It gives us 30 days, which you should only do a minimum of 30 days. Minimum, because that gives you enough time to calmly find a buyer, even though you should be able to find it if it's a good deal in under 48 hours. Or with us, we help you find the buyer. No option periods with buyers. If a buyer is actually asking for an option period, he's a wholesaler. I don't want to hear it. You can argue with a wall. If a buyer, a real estate investor, is asking for an option period, they're not a real buyer. They're looking to wholesale that property to their buddy or someone they know. Don't waste your time like that. No, they can't market out the deal. No, you will not sub to the deal. No, they don't need information about the seller. It doesn't fucking matter. All they have to care about, all they have to know is, do the numbers make sense for me to buy this deal and make a profit? That's all that matters. It is B2B. Think about it this way: the conversation between you, the wholesaler, and the homeowner, the seller, is B2C. You are the business because you are the wholesaler. You are providing a solution to the client's Problem, right? So it's B2C, business to consumer, business to client, right? When it comes time to talking with buyers in the dispositions process where you're disposing of the contract that you have, that's why it's called dispositions, dispo, you are talking B2B. It's a B2B conversation. Therefore, it's logical. When you're talking to the seller, it's more of an emotional sell. When you're talking to the buyer, it's a completely logical sell. It's based off numbers. Will he make a profit? If yes, he should be buying the deal. Right? So they don't need information about the seller. They don't need to know that. They don't need to know how much you locked up the deal for. It doesn't matter to them. Why are they trying to pocket watch? You're not pocket watching them to see how much money they're going to make when they flip the property. It doesn't matter. Tell them no. Nobody buys sight unseen. I don't believe it. There's some people, 0.01% of real estate investors buy sight unseen. Everybody else, they're going to look at the property. And if they tell you they don't need to, they're lying to your face. Tell them it's company policy, they need to go look at the property. Next, you will not take less EMD. If they're asking for less EMD, they are not confident in the deal. And if they find a better deal in those, in those couple days between the second they signed that purchase, that assignment agreement, they're going to ghost you for that deal that might seem better. No, you will not go down on EMD. EMD is a show of good faith, a show that they will perform on the contract that they signed to actually purchase the property. And not leave you there dick in hand, right? No, you will not take less CMD. If they aren't willing to show you past deals, they will not get your property. They will not be able to walk your property. They won't be able to look at the pictures. They won't be able to get the address. Make sure you vet these people, especially, especially these people are coming from Facebook. Facebook is full of snakes, full of people thinking they're something they're not or acting like something they're not. Vet people from Facebook very carefully. Now, don't scare these people away because I found— I've probably made at least a million dollars just from Facebook buyers alone, hand to God. Facebook is a very, very important source to find buyers, but make sure you vet these people. If you don't, the snake will bite you, right? They aren't willing to show you their past deals, they will not get yours. Again, if you guys watched to this part of the video, I appreciate you, man. How you guys like the new little backdrop? I added this because it was very empty. You can see Funko back here. But yeah, hope you guys enjoyed the video. Hope you guys found value in it. If you did find value, if you enjoyed it, if you want more videos like this— I want to post more videos about wholesale. I'm tired of posting about the damn McLaren. Shit's getting old. I don't even watch the videos anymore. You want more wholesale videos, comment wholesale down below. Comment, "Jay, you're goated." Comment, "Jay, you're the GOAT." And if you're interested in getting coached by me, getting your hand held, making sure you have everything you need to win, and a coach that's been doing this for 7 years— how can you lose if you're willing to show up, if you're serious, if you're dedicated to this, if you're not willing to quit? I'm right there, willing to meet you there. If you're interested, click that first link down below in the description. We'll talk. Follow me on Instagram @modestmendez. Like, comment, subscribe. I'll see you on the next one.