Secrets to Master Cold Calling (Wholesale Real Estate)
Jesus Gabriel Mendez critiques a cold call trainee's pitch to a property owner, pointing out weak confidence, poor introductions, and failure to ask discovery questions. He advises adopting a more assertive tone, asking a question after every answer, and probing deeper when sellers hesitate, like when they say "possibly."
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What's up everybody? In this video, I'm going to be showing you why a lot of you guys keep getting told no, keep getting told, uh, what's your offer, keep getting told, oh no, I'm not interested in selling, when in reality these people might be interested in selling. The only problem is you. You're the guy that just can't sell these people on selling their house to you because you just can't speak well. You don't sound confident on the phone. You don't sound like you know what you're talking about. How do you expect somebody that is on the other side of the fucking country to sell you their house over their phone, and you sound confused about what you're doing. That's a problem. We're here to fix that problem. This is one of my guys in the group. His name is Christian. He just got in here. He's young, he's motivated, he's gonna fucking kill it because he's here, because he's actually making the fucking calls, unlike a lot of you guys. So in this video, we're reviewing one of his calls, making sure that, hey, you sound good on the phone, make sure your market is good, and pretty much going over his business and making sure, hey, you're on the right path so 2025 can be a killer year for himself. Watch the video.
I mean, if you thought about selling the property on Taylor, um, possibly.
Uh, yeah, you sound scared, bro. Yeah, you sound scared. Yeah, and then you start off the conversation without the person even acknowledging you. They're doing some other shit. You're like, well, yeah, man, I'm calling you about— it's like you don't even know they're listening to you. I would have gotten the hello, can you hear me? Yes, I can hear you. Great, move forward.
The introduction.
The introduction.
To see if you thought about selling the property on Taylor?
Yeah, you sound scared, bro. Yo, my name is Christian. I was calling you about the property on Main Street, seeing if you ever thought about selling it. Straightforward.
Just be more confident?
Be way more confident.
All right.
I mean, would you sell your house to some random guy over the phone in another city if he sounded like he didn't know what the fuck he was doing?
No.
No. All right.
Yeah, um, possibly, um, who gave you my contact? It's just public information that—
Fuck no, do not say that.
No.
Hey, can you listen to yourself?
Yeah, yeah, I can hear it.
Do not, do not say that. It's public information, bro. No, you're, you're gonna say, yeah, I had one of my partners drive through the neighborhood and they saw your property. Or you can say, hey, I have a marketing team, they sent me over your property as a potential buy, or hey, it came up on one of my files saying that you might have been interested in selling your property. It's way better than, bro, it's public information, you know?
Yeah.
And then when he says possibly, I would have called that out immediately. Possibly is like telling you maybe. Yeah, yeah, well, we don't want to hear that shit. Possibly, possibly yes, possibly no. You gotta let me know, man. I'm talking to multiple people a day. I want to know if you're serious. Call that shit out immediately. Yeah, possibly the fuck out of here with that shit.
Public records, you know, man.
No, no, no, no, no, don't, don't be saying that stuff.
Don't be saying that stuff. And then you're not— every time you answer a question, you come back with a question. That way you remain in control of the conversation. If they ask you a question, you just answer and then you stay quiet. It's like, all right, they're going to have to ask you another question to continue the conversation. You have to answer whatever question they gave you or add to it and then ask another question because now they're answering. You review that answer and you ask another question. You want to stay in control the whole time. That's when the motherfucker said possibly, you should have been like, all right, you're saying possibly, possibly yes, possibly no.
I should have asked him a question.
Yeah, with that, always the one that's asking questions. You have to remain in control.
Okay, okay, sure. If you're interested in property, um, how much, uh, how much are you looking at? What's your offer?
Let's just cut to the chase. I love it, man. Straight to the point, same way I am. If I give you an offer right now, you're going to get pissed off and not call me back. I don't know anything about the house. I need to know more about the property besides what it looks like from the outside. That way I can give you a really good offer and we can both be happy. How do you say that shorter? Hey, I don't know anything about the property to give you a good offer. Do you have a couple minutes to talk about the property? 'Hey, if I give you an offer right now, you're gonna get pissed off and hang up, and I don't want that to happen. Yeah, information on the property to know how high I can give you an offer. Do you have time to do that?' You know, yeah, you're answering his question instead of just giving them a bullshit number or saying, 'Man, I don't know what to say. I don't know what to offer you,' because then you sound stupid. You tell them, 'If I offer you right now, you're not going to be happy. Let me make you happy.' and let me know if you have time to answer these questions so I can give you a good offer. You came back with a question. Now he tells you, yes, I have time to, to tell you about my property, or no, I don't have time. And if he says no, you tell him, hey, no worries, man, when is a better time for me to call you back and we can go over the condition of the property? You know?
Yeah.
I didn't get the chance to see much about it or something like that. That's why I gave you a call first to see if you thought about selling it, getting rid of it.
You never want to say get rid of it because then this seems— because then it seems like you're just wanting to take it from them.
Mm-hmm.
You always want to say selling the property.
Selling the property.
Selling the property.
Yeah, I've been thinking, you know, you called it a good time because, um, I think I might have to liquidate some assets and because I'm on an adventure right now.
That would have been a great time to have been like, build some rapport. Hey man, what venture are you going into?
Get more into it with them?
No, get more information out of it. The guy just told you liquidate some assets to go into a venture. Great point to make rapport. What venture are you going into, if you don't mind me asking? Right? And then you can see, all right, does he need a lot of money? Does he need a little bit of money? How quickly does he need the money? And that's when you start getting that motivation on why he's interested in selling.
Leading the conversation where I wanted to go, right?
Exactly. You need to be in control of the conversation. Otherwise, he's going to be in control, and you never want the seller to be in control because they don't know what the fuck they're doing. You know, possibility, definitely.
Um, you want to get that, get in there and see it? Hello? That would be amazing if I would be able to.
What?
What's your name again?
That was—
he doesn't even know your name.
Yeah, I should have introduced myself at first, bro.
He doesn't even know your name. How do you expect him to be on a call for 20, 30 minutes talking about his personal problems, his personal pain points on why he's selling the property, tell him, telling you about your personal, his personal business ventures, and he doesn't even know your fucking name? He doesn't know your name. He doesn't know who you are. He doesn't know how you got the property information. At this point, he's just talking to a random guy because he's fucking bored. Can't have that.
Hey, um, do you want to get that, get in there and see it? Hello? That would be amazing if I would be able to—
What?
What's your name again?
You see, he's in control of the conversation. In this conversation so far, you're being defensive. We cannot be defensive because we don't know what's coming. If we're offensive all the time, they have to be defensive.
Right?
When you're a goalkeeper, you're just getting the ball fucking thrown at you, and you have to come up with shit on the spot to save the ball from going in. If you're the one that's kicking the ball, you're in control where you kick the ball, you're in control how fast you kick the ball, where you move. You want to be in control because you're the killer. You know what you need to get out of that conversation. And if you're not in control, you're not getting nothing out of the conversation. Like right here, he's in control of it. He's asking you, do you want to get into the property? And you haven't answered in 5 seconds. And your audio doesn't sound clear at all. Are you— what are you using for your microphone?
Um, it's just a mic that I bought, but I'm planning on buying a new one, a better one.
Which mic?
Um, I forgot the name, but it was just a Walmart one or something like that.
Like a mic mic like this?
No, it was just like a little small one. Yeah.
Okay. Get, uh, get the, get the iPhone wired headphones.
Yeah. I'm planning to get those.
Bro, they're $20. Yeah.
After, after that, um, after that call, I realized that my mic doesn't really sound that clear and it's hard for him to sometimes understand what I was trying to say.
And in the dialer, you can check, you can listen to your own voice recording and see what you sound like.
Yeah.
You check those every morning. You say, hey, Can I hear myself clearly? If you can't, then there's something wrong with your mic or there's something wrong with your Wi-Fi. Or maybe you have too many tabs open, or maybe you're on the wrong browser. Always, always use Chrome.
Yeah. Yeah.
My name is Chris. Nice to meet you.
Fucking 5 minutes in the conversation, you're introducing yourself. It's not good, bro.
Yeah, yeah, man.
It's okay. You need this.
No. Yeah, it's because I'm like, I'm telling you, I didn't really get like much practice into actual calls because before I would even say something, they would just tell me, stop calling me.
Yeah, I know.
Oh yeah, nice to meet you. Yeah, for sure.
Um, uh, so introduce yourself, ask a question. Yeah, so it's— yeah, you haven't talked to many people, but if you would have talked to many people, you would have had the same result. Yeah, you know. Always stay in control. Answer the question, ask a question, answer the question, ask a question, right? They say something that brings up your attention, go deeper into it. Do not let anything slide. The guy was like, possibly. All right, possibly yes, possibly no. Because then when they bring up something that's questionable, you're going to be questioning yourself after you get off the call. And once you get off the call, if it's somebody that's not crazy, crazy motivated, it's going to be hard for them to get back on the call. Especially answer a question like that, you know. You always want to call that out because you never want to seem needy. If you seem needy on the phone, people will tell that. Like, bro, I need this deal, they're gonna be a bitch. But if you're kind of standoffish, like, hey, I want to make sure this makes sense for me too, then that's when people are like, okay, this guy doesn't really need to do— this guy knows what he's doing, this guy has options, therefore he doesn't need to buy my house. That way it needs to be a good deal. I need to sell myself to him. You know? Yeah.
Did you hear what I said about going in and taking a look at the property? Yeah, I heard you, and that sounds like a plan.
Automatically, bro, the guy's right here, you're right here. Yeah, I heard you. So what? You heard me, but you didn't say anything about it, you know? But it's okay, that comes with practice.
Because I would like to probably like just look at it, see if it has any damage. It's just stuff like that.
You're setting yourself up for failure because you're not the one that's going to go look at it. So that way when you tell him, hey, can I, can I go by this Wednesday? He's going to say, yeah, are you going to go by? No, it's not going to be me. But you told me on the last conversation you were going to go look at it. You said you were local, you know, so you're setting yourself up for failure.
I did catch myself on that later. And then I told him if he could send me pictures.
Yeah, anything like that. Don't want to waste your time or my time, you know? Yeah, exactly. Are you looking to move into it yourself or rent it out?
The guy's doing a discovery call for you. He's trying to figure out who you are. You need to be figuring out who they are. The guy's asking you if you're buying to live in it.
Possibly put some money in it.
Possibly. You sound confused, bro.
Oh, because I got renters in there right now. I'm looking to possibly put some money in it, bro.
Bro, that was a great opportunity for you to be like, oh, you have renters in there? Gotcha. Are they on a month-to-month lease or are they on a yearly lease? How much are they paying a month? Are they good tenants? Is that part of the reason why you're planning on selling the property? Or is the reason that you haven't sold yet, is it because of the tenants? You know, you like the tenants. What relationship do you have with them? Yeah, that's—
I should have gone more into deep with it.
Yeah, but you just completely ignored the guy. You just heard him. You're like, fuck that. Let me just say something else. It's okay, bro. Yeah, he just completely ignored him.
Okay, so, you know, the guy's like, okay, right?
Um, it was horrible.
Go in there and take a look and then make me an offer and we'll see if you want. That sounds like a pass. Okay, well, hold up one second, I'm driving. I've got parents that have been in there for about 7 years.
So this is a really good lead. This is a really good lead because even as bad as the call was from your end, the guy is still telling you all this information, right? Yeah. Some point there's some level of motivation there, which kind of shows you that even if you're bad at this, like, Somebody that's motivated is going to tell you all the information you need.
Yeah. He was still telling me the stuff even without me like getting the car where I wanted it.
Yeah.
Um, if I sell it, then they'll have to move out. It's a duplex.
Yeah.
It's 2 units. Are you aware of that? Yeah, I think I, I got the chance to see that at least. Okay. And you said you're— there's two.
All right.
We somewhat understand what you did wrong with the call. There's no more, uh, yeah, there's not much you need to hear after that. And then from there we'll really know, hey, is this completely a you problem or the market problem? And then we'll go from there.
Yeah.
Yeah.
And yeah, that's all I needed to be honest. Bet, bet, bet, bet, bet, bet. Just a little help. And then you, you told me all that stuff is gonna make me feel like, damn, I gotta I gotta try more. I gotta try, bro.
I wish somebody did this to me, bro.
Like, the way you're telling me is like, they're making me feel like, damn, I gotta do better. Like, yeah, there's a level I gotta get to, and it helps me, like, push me forward, you know?
Yeah, 100%.
