use the law of detachment to close more deals
In this high‑energy solo video, Jesus Gabriel Mendez (Jay) identifies a common, costly mistake among real‑estate wholesalers: showing neediness and desperation on seller calls. He argues that wholesalers must adopt a detached, confident investor persona—"the law of detachment"—to stop begging for deals and instead position themselves as the party that the seller needs. Jay walks through the mental shift required, explains why most leads are not ideal, and demonstrates a contrarian, laid‑back calling style that focuses on disqualifying leads, asking hard‑hitting questions, and treating the seller as a client rather than a source of cash. He provides concrete call examples, compares the investor mindset to a doctor prescribing treatment, and stresses the importance of not putting sellers on a pedestal. Throughout, he intersperses profanity and blunt language to reinforce his point. The video concludes with a promotion for his Contract Flipping Academy, a comprehensive A‑to‑Z coaching program that includes group calls, one‑on‑one sessions, live deal walkthroughs, and community support, inviting viewers to click a link and schedule a call to accelerate their wholesale business.
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What's going on, boys and girls? We are back from our hiatus from YouTube, and in this video, we're going to be talking about a critical mistake that a lot of you guys— I would say most of you guys— are doing without even noticing that you're doing this mistake, and it's costing you so many deals every single month. And I know from experience, I know from talking to a lot of people in the wholesale space, and I know from my own personal experience when I was not closing consistent deals, I was doing that. All right, so if this is the first time you're watching one of my videos, welcome. My name is Jay. I've been wholesaling real estate for the past 7 years, and I make content just like this to help you close your first deal or scale your wholesale business. If this is the first time you're watching, like, comment, subscribe, and let's get right into the video. The first thing that you do as soon as you get on the phone, you motivate yourself, you do a couple push-ups, you drink a Red Bull, maybe you do some sort of— you finally get on the phone, you're excited. It's starts dialing, boom, boom, boom, boom, boom, and your worst nightmare happens. A seller picks up and they say that they're interested. Immediately, instead of you being relaxed, instead of you being ready to conquer this call, ready to figure out if you can actually help this person, you shrink immediately. Your heart drops, your balls shrink. Why does this happen? Because you don't see yourself as somebody of value. You don't see yourself as somebody that can really solve somebody's problem, that can really help in somebody's life, that can really push the needle and make somebody's life so much easier, right? You don't see the value in that yourself, right? I'm a big believer in fake it till you make it, but you have to put in the action behind it to actually make it.. But a lot of you guys are faking it, that you're faking it till you make it. And let me explain that, because you are not fully into character, meaning that you don't believe what you're doing. So because you don't believe what you're doing, you are sitting here trying to be perfect in a way, you're trying to assimilate to the seller, you're trying to befriend the seller, you're trying to make the seller feel good, you're trying to build all this rapport with the seller to hopefully they can trust you so you can wholesale their property and, and make your little fee. If you sit through one of my YouTube videos where I'm actually sitting there calling, which I have multiple of them, uh, the titles are like 21-year-old tries cold calling for the first time or whatever the case may be, and it's completely different than what a lot of people teach you to do. I'm sitting there laid back, either vaping or drinking a Red Bull or scrolling through TikTok. And I'm literally not giving a— why? Because I'm trying to disqualify this person in the first place, right? Majority of people are not going to be our ideal client, which is our ICP, our ideal customer profile. Most people are not going to be that. Therefore, I know there's a chance that when I get on this call, either it be an inbound lead, either be an outbound lead, that this person is not going to be qualified for my service, right? Granted, am I going to put my best forward and ask the right questions? Of course. Is this video about a script, or is this video telling you to cope and start texting sellers? Of course not. This video is to let you know that you have to get into character, that you're providing value to a seller, and that and that you should not be putting them on a pedestal. Based off my actions, right, this is not me giving you a script, is not me telling you what to do. Based off what I've done in my YouTube channel, right, on my own personal calls that I have hundreds of calls recorded, I'm laid back trying to disqualify this person. I'm trying to figure out why they need my service, right? And I'm pushing them in every single direction away from mine. Why? Because too many of you guys are sitting there on the phone call begging for a deal. And people can smell that through your tone. People can smell that through the words that you're using. Right? When the phone goes quiet, tension starts building up and you start getting scared. You start twiddling your thumbs. You start scratching your balls. You start saying, "Uh, uh, how does that make you feel, Mr. Seller?" You start trying to cover up the space with meaningless information. Right? You're trying to get up to the seller's level when the seller's level is really right here and yours is right here. You're the real estate investor. What are you doing? Why are you sitting here like you don't theoretically have $1 million in cash in your pocket ready to buy a property, right? You're acting like a broke wholesaler. You're acting like somebody that has $5 in their pocket and needs to get this deal done. That goes along with so many other lessons that I learned along my entrepreneurship journey about detachment. You need to be detached and people can see that. When you're talking to a real estate investor, granted if you haven't you won't understand this, but to all the wholesalers out there that are actively doing calls and talking to buyers, what energy do real real estate investors have? They're not sitting there begging you for a deal, right? They're not sitting there asking for permission. They're not sitting there agreeing to whatever price you give out, right? They're not sitting there barbarding your phone, which I'm not saying to not follow up, you have to follow up to close deals, But what do real estate investors actually act like, right? These people are detached, right? Or it seems to be, that might just be the character they're playing, but it works, right? If that's how they act, you're acting the complete opposite way when you're on the phone with a seller. And granted, we're talking to people that are 50, 60, 70, 80 years old that You might think that's the reason you're putting them on a pedestal. Just because they're older doesn't mean they're more knowledgeable. Just because they're older doesn't mean they're more responsible. Just because they're older doesn't mean that they're not procrastinators. Just because they're older doesn't mean that you can't help them in their problem that they're going through, right? But there is no problem there unless we figure out that it's there, right? There is no problem to solve unless they actually want the problem solved, right? There is no deal with a wholesaler unless they understand what are the benefits and why they shouldn't go with everybody else. So why are you sitting on the fucking call begging like a homeless guy, right? You're asking God for all these things, you're pulling all these leads, you're making all these calls, but when you show up to the call, you're doing the complete opposite that's needed to actually close the deal. When you think about somebody that's confident, when you think of somebody that has money, do you think they're sitting there begging? Do you think they're sitting there trying to overcomplicate everything, trying to cover every single space in the call, trying to, to, to, to align themselves with the seller? No. From my own personal calls that you see on my YouTube channel, I'm sitting there laid back. Why don't you go with a real estate agent? What makes you feel like that? Why don't you just fix the property up yourself? Hmm, I don't know if I can do that price. Yeah, I don't know. You got an offer before? Why don't you go with them? That seems like a great offer. Go with them. Oh, okay. Oh, you got, you got this estimate from Zillow? Well, why don't you call Zillow and just have them buy the property? I'm very detached, and that's one of the reasons that I close deals. Because I'm detached from the actual outcome. I'm detached from, from trying to be a drug dealer, trying to get people to use my service. I am a doctor. I'm sitting there on the call trying to prescribe based off this person's situation, based off this person's problems, what is the best result for them. Obviously I'm a little bit biased, and in some cases wholesale might be the best offer, and that's why I offer. And of course I get paid on the back end for that. But, but don't be scared to ask these hard-hitting questions. Don't be scared to talk back. Don't be scared to maybe, you know, set your foot down a little bit. Too many of you guys are getting ran over by these 50-year-old procrastinators, right? These aren't the fucking president. These aren't aliens. These are people that have prolonged the, the, the action to, to put themselves in a better position to the point that they need your help. And you're sitting there showing up to the call like a pussy. Why are you doing that? Like, now granted, I'm not blaming you, you know. I am, but I'm not, you know. I'm still a nice guy. I'm not blaming you, you know. That's something that I did because I was acting out of fear. I was not in the character, right? When I show up to the call, I'm a real estate investor. And you can't tell me otherwise. You cannot tell me otherwise. And some people might say, oh, that's a lie, Jay. Oh, that's a made-up character. Oh, that's this. Oh, that's that. Oh, uh, uh, uh, uh, uh. All I hear is cope. Cope this, cope that. I'm not good at calls. Sellers don't trust me. I don't build enough rapport. I don't do this. I don't do that. You're showing up like a pussy. Nobody trusts a pussy. Right, I'll put this example because I know the majority of my audience is, uh, is guys, and maybe there's a couple girls. You guys can understand the vice versa example. When you walk up to a girl, right, to the, to the guys that actually walk up to girls, um, do you go up and like, uh, uh, what's your name? Oh, I, I, I love that name. Oh, um, well, That's how you sound. What is the result that you're going to get from that? People are going to think you're weird. People are not going to believe what you say. People are going to think that they are better than you. People are going to think that you're putting them on a pedestal because that's exactly what you're doing. Start taking the contrarian approach to these calls. Start laying back and really figuring out, does this person need me? Right? Does my service solve this person's problem? If it doesn't, go work with a real estate agent. If it doesn't, fix the property yourself. If it doesn't, you know, sell it to your brother. If it doesn't, keep it, put tenants in there. They are going to come back themselves, right? Now granted, I'm a little bit favorable of this because I'm in smaller markets. I'm not in a metro market where sellers have their their head up their ass, you know what I mean? But the same approach applies honestly. Even with my inbound leads in metro cities that are the majority of leads that we do come in as far as our wholesale company, I still have the contrarian approach to where I don't need them, they need me, right? And obviously I'm not sitting there telling them to fuck off, I'm not sitting there, I'm not that crazy on the spectrum, but I'm literally sitting there like a doctor figuring out how they feel and figuring out What is the best solution to their problem? Too many of you guys are showing up like you need the deal. The deal will come if you show up consistently, if you market consistently, if you get better on the phone, if you get— if you actually get into character, right? If you run numbers accurately, if your main focus is to solve problems, you will get rewarded. But you won't get rewarded trying to have everybody wholesale their deal, have everybody get a cash offer. Do I still recommend you still do? Of course, right? But don't beat yourself up over it. Don't show up to the call like a pussy. Show up to the call like who you are, right? And if you're not that real estate investor yet, which most of us aren't, act as if, right? Why did you start wholesale in the first place? You started wholesaling because you wanted change in your life, right? Now granted, you were taking a certain approach maybe on your own when you were trying to wholesale by yourself, if you're not in the program, if you didn't watch my YouTube videos previously. Me, and you were a certain version of yourself, right? Does that version close deals? You're the only one that can answer that question. Yes or no? Let's just take the average scenario and say no. So the 2.0 version of yourself has to do something different to get a different result, right? So you sit in there being all in your head, oh, I'm not really a real estate investor. Oh, I'm not— I'm a wannabe wholesaler. I still haven't closed my first deal. I'm still unsure if the process works. You have the whole process on my YouTube channel. Right? This is only one piece of advice that I know is critical for a lot of you watching this video. I know this is one piece that if you consistently market, if you consistently show up, and you take my advice of the contrarian approach, you will close more deals. Right? It's just the name of the game. And I can tell you from personal experience because I'm an operator first. I'm not a coach first, I'm an operator first. So I know what works in the wholesale business. I know what I'm teaching my employees day to day. I know what I'm saying on call reviews, right? You have to understand that not everybody's your customer. And once you understand that, you can take a step back, start being more critical about who you really call a lead, and you'll see all your numbers will not be skewed anymore, right? You won't have 50 hot leads that somehow are not closing. You know, that's, that's something's off there. There's a bottleneck there and you have to solve it. But if you have a bottleneck in your wholesale business, or you know that one is coming and you want to solve it before it comes, or you have it already and you want to solve it instantly, we do have the Contract Flipping Academy. As far as the program, it's a full A through Z blueprint. Literally no question is left unanswered, no problem is left unsolved. We have 3 group calls every single week that are an hour to 2 hours where we break down everybody's business. We go through sales role plays. We do Q&A calls, we do comping calls, we do live seller calls where I'm locking up deals and selling deals live along with the students in the program. We also have 3 one-on-one calls with me personally that are around 30 minutes to an hour. We're sitting there every single week breaking down your business to make sure that you have the highest chances of success and the soonest possible availability to scale your business. Obviously, along with the program, you have the community where everybody that I've posted on my YouTube channel, everybody that I've posted on my TikTok, everybody that I've posted on my Instagram, Instagram, you have direct access to contact them. I'm not one of those guys that sits here and hides or doesn't stand behind their product. I stand behind everything I say and everything I put out there and everything I've created. So you have everybody there as support. If you want to close your first wholesale deal, you want to scale your wholesale business, click that first link down below. You'll get on a call with me. We'll figure out where you're at, where you're trying to go, and what is the best road for you to take so you can get there as soon as possible. I hope you guys enjoyed that video. I hope that helped. If it really did, comment Jager the Goat down below. Like this video and subscribe for the next one. We'll be back tomorrow, baby. Boom!
