Jesus Gabriel Mendez says wholesale real estate agents fail by acting like drug dealers, pushing deals and price. Switch to a doctor mindset: diagnose the seller's situation first, lead with value and empathy, and stop asking about the property before you understand their goals.
The reason you haven't closed your first wholesale deal yet is because you're acting like a drug dealer. What does a drug dealer do? He's trying to move product. He's trying to get sales. He's trying to take, take, take, take, take by providing little value. You have to act like a doctor. What does a doctor do? He prescribes patients based off their scenarios, based off the context, based off their needs. A lot of you guys get on these calls, number one, you sound like shit. You don't sound confident. You're not following a sales process, and and you go in there with commission breath. You sound like you're trying to take, what's the lowest you would give me, Mr. Seller? Well, if I got the property closed, could you get it this low? What's the best you can do for me? You're trying to take, take, take like a little fucking leprechaun on fucking St. Patrick's Day. Act like a doctor, prescribe their situation, figure out what their needs are, figure out where they wanna go, and if you can help them get to that dream scenario. Stop starting these conversations asking about the property. The property doesn't fucking matter. We're here to help them in their situation and provide value. If you lead by that, they will understand the property condition, they will understand the scenario that they're in, their level of awareness will go up, and they will let you know exactly what they want out of life. And that, if it falls into the boundaries of what your service provides, you will get a way better deal, you will build way better rapport, and you will close way more deals.
