90 DAYS TO MAKE $100K WHOLESALING REAL ESTATE FROM ZERO — OR I QUIT

Let's get it! I'm actually tired. I swear I just heard a call coming through. Yo guys, we're about to hop back into this. I've been going all day. I've already livestreamed 5.5 hours this morning. We are closing $100K within the next 90 days. That is a fact. That is a straight fact. I'm closing $100,000 starting from scratch in the next 90 days. And we have to do it. There's no question about it. Don't do it to me.

Oh la la. Oh la la.

What's my budget for the 90 days? $20,000. But I don't want to hear, oh, I don't have $20,000. I'm doing it on a credit card. I'm doing it on a credit card. I'm doing everything on a credit card. So, where's some more? Where's some more? What's your nationality? Wonder if there's more. Delicious rap. Let's see if I can get— we're gonna go back to this CRM. Are you outbound or inbound? We're doing Facebook leads all on credit cards. We're doing Facebook leads on everything we do right now. If I have some phone sales and $20K but never done a wholesale deal, should I use the same ad spend? If you can do $3K a month ad spend, that's what I would do. What's up, Mielani? Hypnotized by the way she If you have phone sales experience, then you should be able to be ultra successful at this, like very quickly, right out of the gate. Wonder if there's more. She's got my attention. She's confident. Hola.

What up, the boys?

I'm great. I'm so great. You got land in Maryland or Virginia? I do not right now. No bread, best lead generation in your opinion? When you say no bread, like you won't get a credit card. What's up? Thank you for the hearts. If you say no bread, then, and you literally can't get a credit card, then I would get a credit card. But if you can't, for sale by owner. What type of ads should I spend? Never done ads. Facebook. But I would, if you were gonna pay, if you're gonna run your own Facebook campaigns, you need to understand exactly what you're doing. Like you need to know what you're doing or you need to pay. You need to do research on what you're doing or You pay someone to set them up for you. I'm great, Milan. My day is going fantastic. How's your day going? I know, let's see.

Oh no, no.

Who should hire? Depends on your budget, bro. CJ, I would probably— I mean, I would hire Alpha Media, probably. Okay, let's see. I'm going to start going through all these people who haven't answered today. Just try and hammer them. Got me twisted, bro.

I'm going to have to—

for sub owner on Zillow? Yes, for sub owner on Zillow, for sub owner on Facebook, Craigslist. CJ, he charges like $7.5K upfront. That's like half my budget. I mean, then you— I know people who charge less, but they're not as good. I mean, if I were you, bro, if I were you, I would learn how to do that myself. What's up? It's that girl Kiki. What's up with you? Okay, I need to get on some calls. All right guys, we're going to try and get some calls going here, ripping. So let's see what we can do. Who do we have in here? Okay, who called her last?

Let's see.

Oh shit, someone— we already called her at 4:20. Called her at 2:40 also. Fee, when is the last time we called Fee? We called her 6 times today already. $12.5K over 3 months is still fine for you. Trying to find motivation, closes 1 deal, but can't find motivation at all for like 2 months. You're saying that you can't find motivation to do the work? Is that what you're saying? That's— that should never be an excuse. Let's see. He called it 420, no answer. And let's see, he called it 420, nobody's answering the phone. I need new leads to come in. I need new leads to come in for real. We just need new leads, that's all. Okay, let's— then what we're gonna do is we're going to send— everyone is trying to apply to my rental, so let me go ahead and send applications out for my rental while we're here. So let me go ahead and do this while we're here because I need to get a renter in that property. I need to get a renter in that property pronto. Here we go, Zillow Messenger Marketplace. A brief moment to apply before we schedule a showing. Okay, so guys, what do I suggest for finding motivated sellers leads? Oh, if no one's motivated to sell to you, it's a sales process issue. So if you're talking about motivated sellers, trying to find motivated sellers, I think the best way to do it is through Facebook. I just love it. Let's see. JT from Columbia, South Carolina. No. Let's go. For you, I will wait for you. I need leads. Come on, we need to get some leads in here so I can just start dialing. I've really only had like an hour and 20 minutes of talk time today. I want to like increase budget for real.

Let's see.

Let me go check my— let me go check these ad accounts. I have SMS and VA cold calling. That's fantastic. How many leads are you getting a day, brother?

Let's see.

I need to go check all my campaigns we currently have running because we haven't got— we've only got like 2 leads today. I need more, I need more, I need more, I need more. Lots of over asking. Well, that's the quality of a VA and an SMS lead. Facebook for sale by owner is the method if you literally have no bread and you can't get a credit card. What's my CPL? CPL is a scam. CPL does not matter. But my CPL is, like I try to optimize for a $50 to $70 CPL. TPLO. Let's see, today. SMS starts tomorrow. Good for you, bro. It's a volume— SMS and cold calling is a volume game. I don't like to run my business like a volume game. I like to run it for maximum efficiency. Okay, let's see. New Life. Let's go here. I got to pull a list. Where are you pulling your list from? Damn, the CPL is mad high, bro. Oh shit, last 7 days. Okay, okay, okay, okay. Are these two different? Hold on. This is what— what lead form is this? Okay, okay, okay. New base, no FD for you. Yeah, that's it. Okay, won't let us call back. Let's shout back. Okay, you're doing Facebook as well. So we do everything, everything we do is basically Facebook. We prioritize inbound leads. We found that as long as you have really good sales skills, you can close a similar rate of Facebook leads as you could with Google PPC. $50 to $70 for inbound. I mean, that's pretty solid. We do pain-based creatives and we do it through Facebook lead forms. I think the key to getting a good cost for, like, an efficient cost per lead is having like a 7-8 question form on Facebook.

Yeah.

Yeah, $50 an inbound lead. We run a super efficient business model here. Like I said, In the next 90 days, we're going to do $100,000 profit in my bank account. Not like, not $100,000 revenue generated. No, we're going to do $100,000 profit within the next 90 days for sure. Like, that's 100%. No questions asked. I don't even know what that means. I have no idea what that means. Wallahi? Until September 30th to close the deal. You have until September 30th. We better get on it. How much is going to be spent for leads and $100K profit? I'm going to spend $6,000 a month in Facebook ads. So I'm going to be spending $6,000 a month and that should net me— I guess that should be $18,000 total over the next 90 days. "Do I train one-on-one?" Ashley, we do train one-on-one, but it's very— you have to qualify for it. I only do it with a certain amount of people. I do have a free course in the link in my bio if you want access to that, which is really neat. And I'll do a free one-on-one call with you to see if you're a good fit or to see like what your current business looks like. Dude, good for you, bro. Online income is the way to go. I just need more leads. That's all I'm saying. I need more leads so I can close more, more, more. This is the kind of days I just want to like absolutely rip like $5K a day ad spend and just rip, sit here on the phones, just dial and dial and dial and dial and dial and dial and dial. Like I would love to do that.

Hmm.

Is my $6K spend including management? No, I know how to set up my own Facebook ads. So I set my own up. So I don't have a management fee. But I was taught by the best in the game. If you guys know who that is. What tools or software do you use to track your business and KPIs? What tools and software do I use? I do not use iSpeedToLead. I've built my own KPI tracker and then I use a CRM. So my current CRM I've built out through GoHighLevel. If you can afford $150 a month, I would suggest using REsimpli and then following my drip campaign structure. Um, what qualifies one-on-one worthy? I do commercial real estate in Denver and have been eyeing wholesaling. I mean, it just really depends. On the call. Most of the time, it depends on whether or not you've already been taking action or not. Like, I don't work with people who have just been like researching for like 3 years. Do you use iSpeed Delete? We do not touch any of that PPL junk. I don't mind PPL, but it's a very specific type of PPL that we use. Let's see. I would love— all I'm asking is just, I am begging, I'm literally begging more leads to come through right now. I just want to start ripping. No, Courtney's PPL is not better for lower budget per se. Courtney's PPL is better if you're not ready to commit. If I were you, I would run— if I were you, I would use Courtney's Alpha Media if you have the budget for for it, right? If you need to collect cash first and you're not able to commit to such a large sum of money, then you should use PPL. PPL, Courtney's PPL is the only one I will use. How do we go about setting up that call, brother? If you go join the link in my bio, there is a free school community in there and then you can book your one-on-one call through everyone, as a bonus who joins the Free School community, I will do that. What's my lead to contract ratio? 1 in 4 conversations or 1 in 6 total leads. I have about a 25% close rate and honestly it's higher than that, but we're not going to get into it. It's a good one. I just built a piano. Let's see. Yeah, we just built a piano. Okay, what city am I based in? I live in Tennessee, but I just got a crib in Miami, so I moved to Miami in July. So yeah, move to Miami in July. I really need to get just more leads into my CRM. Like, I'm itching to call right now. Is Tennessee a hot market? So East Tennessee is the number one, or Knoxville, Tennessee is the number one housing market in America. A lot of spaces in Tennessee are extremely, extremely good. Like Nashville, some parts of Nashville are amazing. I really, and when it comes to Nashville, I only like ultra luxury. So like $2 to $3 million or more homes. And then there's Memphis too for like really quick wholesale deals. Chattanooga's growing really large as well. But I think market matters less than you guys think. Mav. We do all inbound leads. We do all inbound leads here. All inbound leads. Would you recommend LA County since I'm not familiar— since I'm familiar with it? If you're very familiar with the county, yeah. I mean, I would just go where you understand the market. I think that's the big thing. Always go where you understand the market. Don't try to overcomplicate. Don't try to just go virtual because you want. Just go where you understand the market. Okay, why do sellers ghost when you are about to give them an offer? That is a great— that's because they don't take you seriously. They don't believe that you're actually going to be able to give them an offer that you can firmly stand behind, right? So we utilize some scripts, we utilize some tools within here to, um, how do I put this, we utilize strategies throughout the call in our sales process to get the seller committed to staying on the phone and actually wanting us to give them an offer by flipping the script. And we say things like, if we can do all of that, it's like, what do you want the next steps to be from here? We're getting them to ask us. Wait, most of my deals are through texting. Are you— you mean you're negotiating through text or what? When— like, what are you texting them about? You should not be texting anything at all. The only thing you should be texting is, hello, are you interested in an offer? Cool, then I will give you one. Let's hop on a call. That's it. The only way that you have the right, you can never offer on text. You know how easy it is to ignore a text? I've got girls ignoring my texts right now, right? Like how many times that girl just like ghosted you, right? Or that guy ghosted you. Do you know how many times that shit's happened to me? Yeah, so do you— then do you text them or do you call them immediately when they respond? Like, you only want to text once. Maverick, I got it. He be just tearing stuff up. My dog is a pain and he be smelling. Gotta learn the objection handles for the females, bro. Bruh, sometimes, sometimes you don't even be getting objection handles. I don't even get objections, bro. I just get the ghost. That's me. I'm like, I need a follow-up specialist for them. I really hope we get some more leads. I think I'm gonna leave like 6 o'clock tonight Eastern, but I hope we get some more leads. That would be ideal. So I'd hope to get a lead here in a little bit so we can just start ripping the phones. Any good leads today? I really haven't— I haven't gotten many. I've made like 50 or 60 calls. I've not got many people on the phone. 'When do your leads come in at? What do you do when leads come in after you sleep?' I call them immediately at 9 AM. 'Get them to their future state' is right. That's so— here's the key to sales, right? I dispo deal for this challenge. I'm going to be dispoing deals myself, but for my real business, I have a dispo manager. So here's how it goes, right? Here is your— here's your seller, right? Here's their current hell, and here is their future heaven. It is your job to make that gap as large as possible. The fur— the further they think that their future heaven is away, and the worst they think that their current hell is, if you can offer them a bridge or a solution between this, between their current hell and their future heaven, they will accept your offer 100% of the time. That's it. It's all about future pacing. It's getting them to, it's getting them to understand. I need to get my, my dog's going to get a butt whooping. It's about getting them to understand that it doesn't matter about price because they don't care about price. No one cares just about price. They care what they're going to be able to achieve. They care about what they're going to be able to achieve with the offer that you give them. So if you frame it as a solution, they will be happy. The school does have assignment contracts in there. It has everything you need, everything for free. You won't be needing an acquisitions manager. I'm not going to give them an actual— I already have an acquisition manager, but I'm going to be taking all the calls from now, from this, from the next 90 days. My school, Community S Everything, and it's free. And you even get a one-on-one call with me for completely free, where I hop on the call with you, break down like what's working in your business, what's not working, and how we can fix it legitimately. Come on, leads, leads, leads, leads, leads. It's not working. Do you have a VA or use SMS or ads? We use Facebook. My School Community is free. It's a free 7-day trial. Go look. My applications aren't working for my rental property. Uh, Scammer, so you build that relationship first? How do you mean? How do you mean? With the seller?

Oh, always.

You have to earn the right to make an offer. So this is something that a lot of people don't understand is they make offers too soon. We actually did a call review earlier today with one of our students. His name's Ryan. Oh, here's what we're going to do. Guys, we're going to do a call recording with one of our students, with one of my students right now, and I'm going to explain to you why it is or isn't worth it. So let's do this. Here's what I'm going to do right now. We're going to Loom. We're going to sign in. Let me go pull up his chat. No, that's not what I meant to do. People come and go. All right, let's— Jared Freddie, did you get value out of today, brother? Question mark. Okay, where is this call recording at? That's not a call recording. This is not— where are his call recordings? Here we go. Here we go. Not now. What the hecky? The hell, yante?

Well, I'm not sure because I was trying to reach William. Yeah, this is him. Hey William, this is Rodney. I think—

Okay, let me see if I can turn this up. Here we go. Here we go.

We were texting back and forth regarding—

So we're doing, what's the price for our mentorship? So we have a free school community in the link in my bio. I'm about to get into some call recordings. With some of our students right now. But we have a free community in the bio, and then you can have a one-on-one mentorship consulting call with me, and we can talk about it there. But that one-on-one call is literally just me trying to help you out for free. It's just a bonus for you joining the community. It's the link in my bio. People come and go. "Are you paying for leads or are you starting with zero?" I am paying with something called a credit card, which I know y'all have, trust. Screen, okay, here's what we're going to do. We're going to take this. All right, I'm going to video this for Freddy. "I did not use a dialer." All right, Freddy, so I'm going to be giving— We're doing a class right now, so what I'm going to be doing is I'm going to be listening to one of your call recordings here, and I'm going to be giving you feedback as we go. So let's pull this up.

Hello? Hi, I'm not sure if you can help me. I was trying to reach William. Yeah, this is him. Hey William, this is Freddy. I think we were texting back and forth. Regarding 28181 Bernard Street, is that right about? Oh, okay. That's in Missouri? Yes, it is. Is that your property, sir?

One thing I want you to do here is this guy's really, really slow, so you want to match his energy and you actually want to go slow as well. Now, there's a principle that we use, we call it the one-up. right? So you don't want to create such a separation that you can't relate, but you want to lead him with your energy. So if he's here, you need to be here, right? And if he's here, you need to be here, right? But if he's here, you don't need to be here. So you're a little bit— your energy is too heavy for him right now.

I know, I saw that. That property was sold? Yeah. Oh boy. Um, were you looking to sell another one? I got one in North Carolina. Okay, what's going on? What can you tell me about that one?

Uh, I wouldn't even dig deep just into that one quite yet. He's selling multiple properties, so he has a large amount of pain. So what I would actually do is something along the lines of like, oh man, so how many properties do you own in general? Now we might have the opportunity to snatch a portfolio Or if he's like, "Oh, I just have a couple more left." Oh, a couple more left? Yeah, I only have a couple more left because XYZ. Ah, now you have the motivation.

It was a rental house in Gibson, North Carolina. And it's almost an acre. It's, I believe it's 2 bedrooms. And he's working on it. Okay. What's the address so I can try to pull it up?

Yeah, the only thing, just kind of match his energy a little bit. He's such a slow guy.

You—

people work with people they're comfortable with, and in order to build as much trust as possible, we have to get him to be super comfortable with you. And how we do that is we just act like the same person.

Uh, 14081. Okay. Uh, Oil Mill Road. Give me a quick second, let me see if I can pull that baby up real quick. So it's a, uh, it's a rental property? Well, it was. Is it vacant or is it still tenants in it? No, it's vacant. Okay. Have you owned it for a while? I guess maybe 3, 4 years. Okay, yeah. Cute little house, a little 2-bedroom, 1-bath.

Don't dive into the— see, what we're doing right now is you're taking him back into logical-based thinking instead of price-based thinking, instead of emotion, and keeping him in his emotional state. Right, there's a reason this guy's selling. He just sold another one, he has more properties he's looking to offload now. It is our job to find out what that is immediately. So the big thing is, as soon as you get an opportunity to probe into pain, the prospect is actually opening that up for you. And basic psychology is just staying like, if they're opening that up to you, they want you to ask more about it. Meaning that they care that you care. And they trust you more once they see that you care. So instead of going straight to the property and getting back into logical-based thinking, you actually want to stay in emotional— you actually want to keep them in an emotional state until they try to pull themselves out of it. You want to take them back down again, and then you want to lead them out of the emotional state.

Yep, yep, that's the one. Okay, good. Huh, so I guess, um, how long has it been sitting vacant for?

"You came up with an upward inflection at the end. How long has it been sitting vacant for?" Right? This guy's very monotone. You need to be more empathetic here. "How long has it been vacant for?" Right? With a downward inflection instead.

"About 6 months." "All right. What— How long were the tenants there prior?" 6 months?

I would have mirrored there and just let him justify why it's been vacant for 6 months. Because yeah, it's important that how long the tenants have been there beforehand, but we need to know like, why has it been vacant 6 months? Like, why didn't he put another tenant in? That's the more important question.

I guess maybe a year. How much were they paying for rent? Well, that was the problem.

Great. This is it. This is it right here. This is a great— this is a great pain. I want to see what you do here.

They didn't pay right. They were supposed to be paying $900 a month. Okay. They started to and then they stopped. Like, you know, silly question, but what told them it was okay to stop paying? You know what I mean? Uh, they—

good rapport here, good rapport. A little bit of an older guy though, so again, it's like your, your energy is a little too heavy for him. And so what I would have done, been like, man, they didn't pay rent. No, they didn't pay rent. How long they didn't pay rent for?

They reached that conclusion on their own, so I had to evict them. Anyway, well, you've been a landlord a long time? Uh, no, not too long, but, um, well, I take that back. I guess I have been for a while. I don't know, maybe 6, 7 years, something like that.

6, 7?

That was the first time I ever had a problem. Okay.

So he sounds like an older guy. Says he's only been landlording for 6 to 7 years, so he's really— he's a noob.

Oh, but anyway, it's a super nice lot. Has city water. Okay.

Okay, so he's already getting into the assessment portion of the sales process, which means he's stuck in this logical-based thinking because we haven't dug enough into pain. We're at 3 minutes and 45 seconds into the call. We should only be— we should just now be getting out of the introduction here and just be having our first initial probing into the pain, right? We haven't built enough rapport here yet to earn— we haven't built any rapport yet enough to earn the right to get to this point.

Has, uh, but has accepted.

Because what he's going to focus on doing for you right now, and I can promise you, like, before he even listens to the call, what he's going to do is he's going to try and sell you on why the property is worth more than it is. Because you haven't earned the right to get to this point yet and he's not going to be honest with you. He might be honest, but he's thinking, how do I sell this for the highest price to him right now? I've got to sell. Right? You don't want them to be in that mindset. You want them to be in the mindset of like, okay, like this guy's like honest with me. I trust him. Like, how can I best— like, I got to tell him the truth when it comes to this property. Like, he needs to know what he's getting into.

Thanks. And, um, my plan was actually to build another house in the back of it because it's a big lot. It's a nice lot. Uh, how soon were you looking to start on that process? Uh, well, I, I would have already started on it, uh, but, uh, 2 years ago I had 3 strokes.

Ah, great. Well, not great. That's actually really sad, but it's really— he's opening up. And if you go back into the property, I'm gonna be angry.

So— Oh boy. I pretty much can't do anything now. Are you getting better though? Uh, a little bit.

I know this is gonna sound bad, but you're pulling him out of pain. You're asking him if he's getting better. Instead, you want to amplify the pain that is currently happening to him, which I know it sounds kind of bad, but at the same time, you want to be like, "Oh, and what's that done to you?" instead of like, "Are you getting better?" That's pulling him out of pain, but you want to dig him deeper.

Yeah, a little bit. It takes a long time to get over them, I can tell you that. Yeah, actually, a family member just went through that right now, so— Did the rehab take a long time? Uh, well, I actually stopped the rehab because it was kind of hurting me more. Oh, really? But yeah, but I, I mean, I do it on my own, of course. Uh, and actually, uh, just this, uh, just this week was First time I felt like I had any strength at all in my legs. Good. Because they were like giving out on me, and if I try— if I walk too far, it just caused me to collapse. So it's, um, yeah, it's a kind of, uh, some— like, you, you lose your balance, so you don't have any balance anymore. So if you lean over, you fall down. So anyway, that long and short, that's why I want to get rid of that house. I, I can't do anything to it. So basically because of the stroke health issues, huh? Yeah, yep, that's, that's the long and the short of it. You know what, that's the crazy part, is once that health goes, everything else goes with it, right? Yeah, that's exactly right. Yeah. Let me ask you a silly question though. Are you at least using a walker to get around, or are you— or not really?

I don't like this question because it's a yes or no question. Are you at least using a walker to get around, right? I would be like, man, like, honestly, how are you like getting around right now? Uh, well, leave the question open-ended. It allows them to justify and it allows them to go deeper into their pain.

I use a cane. Okay. Yeah, that's, that's the hard thing right there. Well, uh, yeah, it's like I said, I, um, I can walk for 10 or 15 minutes, but then my legs get numb from the waist down and you literally— I literally can't feel a thing and I just collapse. And, uh, so, uh, you know, I mean, maybe I'm hoping that will, uh, that will go away, but I don't know. In due time, right? So let me ask you this way though. I mean, with Everything that's going on with your health, I guess who's doing the upkeep on the property?

That's okay, that's an okay question, but it sounds like you're focused on the house again. I would have probed deeper into his pain again. It's like, man, what's that doing to you? What is it? How is it affecting you? Like, what happens if we don't make, you know, make a change? I would just literally try and dig him deep into the current— we need to probe him deeper on the current pain point. You're trying to bring up another pain point of the house, but his pain point really isn't the house for real.

Like, who's keeping up with the maintenance and things like that? Well, I got actually a real estate agent supposed to be selling it. Oh, so it is listed for sale? Well, it was anyway, yeah. And she found a guy to to do stuff for me. But I'm thinking to go down there maybe in a week or two, and, uh, I got a lawn tractor. I think I can cut the grass if I can get myself in it. And you think you have the energy for that? Well, if I'm sitting down, I think I can handle it. Yeah. Oh yeah, let's hope so. Yeah, that's the hard part, you know. I mean, that's the hard part because, I mean, especially I'm looking at some pictures, I mean, it does have a very big lot to go with it. Um, and I guess you're still, you know, you're still responsible for obviously the property taxes, insurance, and things like that, right? Yeah, yeah. Well, that's just a Taxes are pretty nice. It's like $300 a year. Are you serious?

Yep.

What do you pay for insurance? $50 a month.

Be excited when he's excited. I can tell you did well there. Like, now you're starting to match his energy a little bit better. I like this.

That's really— that's that inexpensive? Yeah, yeah. That's what— you know what, that's why I love these, um, you know, these— some of these, uh, I remember. Oh, you know, that's a solid answer, right? I think it is. I can appreciate that. Yeah, good rapport here, good rapport. The funny thing is, when I went to the hospital a little, uh, I didn't even know what was wrong with me. But anyway, I'm sure you did. I'm sure you did. So I guess the reason I asked about the memory loss is the way I got your number is maybe somebody went online, uh, and inputted their information that they were looking to obviously get an offer on the house. Uh, so I don't know if you recall doing that at all. That's why— that's how I found you, you know, and I had your number. So it's like, I don't know if you recall doing that. Oh, I, I— well, you're right, I don't recall.

But anyway, yeah, I, I asked that because, you know, most times when, when people do that, the only thing I want you to do differently here And it's not really that big of a deal, but I want you to be the leader of the call. And like, man, it's been a little bit, but you probably don't remember. You filled out one of our forms on Facebook about getting some proper help with this. And at the time, I remember X, but this is really something that's like a priority for you now.

They're probably, you know, they're just looking for a quicker close, you know, an easier, you know, transaction.

Rather than obviously taking the chance with, you know, so, okay, I see what you're asking here. Now let me understand, let me help you understand why we ask this question the way we ask it, right? So you're asking like, oh, you know, a lot of people, you know, come to us because, you know, they want an easier transaction or something instead of, you know, taking the hassle and not using with a realtor. So the re— the reason we ask it as a question and the reason we ask it like this instead And let me show you how we would ask it. Now, just so I understand, like, the rationale here, what's the main reason for, you know, reaching out to someone like us rather than, like, I don't know, just taking a chance and putting it on the market, selling it with a realtor, right? The reason we ask it like that is because we're giving them the perception that they're coming up with this in their own mind. We are giving them the perception that they are coming up. You hear me? They have— they now have the perception that they are coming up with this in their own mind when we ask them that. Like, I don't— they're gonna be like, oh, I don't want to use a realtor because of this, because of that, because of this, because we asked it as a question. Now they're just gonna answer the question and start to think of the reasons they don't want to use a realtor. They come up with it. We don't want to be the ones who said, hey, you This is why he don't want to use a realtor.

You know, with a realtor and just kind of going through all that hassle. Has, has the agent gotten many offers on the house yet? Um, I don't think so because I— she should have told me if, if she did, right?

Now I do know, I think he said that it might be on the market, but this guy's a little bit clueless, right? So I would have tried to find out more information on the agent before I got to this point.

You would hope so, right? Well, yeah, she said she had, um, people come and look at it, but, um, as far as I know, she hadn't had any offers. Before I gave it to her, I actually had a number of offers, uh, including one that the guy— guy was supposed to give me a deposit, and he I guess he had a heart attack. I don't know if he survived or not. No way, are you serious? Yeah. And, uh, and then there's a couple other ones also that, uh, said that they wanted to buy it, but I never heard back from them. So, um, yeah, I'm, I'm a little bit, uh, I don't know, I'm having second thoughts about at the age, and she's an older lady. Yeah, good.

He just told you. So what should we do here? You know what to do.

I'm not sure maybe if she was the right person or not. I think— yeah, fine. So silly question here. I mean, cash offer— I saw some pictures, the house —does—

I don't like the transition. I don't like the transition. I'm good, buddy. How are you? Also, are you still in Tampa?

—does look like, you know, it does need some updating. Of course. I don't like the transition. Yeah, you know, it does look like it needs a good—

Okay, let me take you back a little bit. You did a good job in the rapport building aspect of things, and you did a good job of getting him to like you and talk to you. The one thing I did not like about this is you did not push him deep enough into pain. Like, he gave you so many pain points and you did not press on them at all. Like, this guy could have cried on the call, realistically.

It's pretty cool that it's right there on the North Carolina-South Carolina border, right? Yeah, man, I'm surprised she hasn't gotten any offers. It's either that or it's maybe it's priced a little too high. Uh, yeah, I kind of left that up to the agent. She supposedly sells a lot of houses in that area, and I, I couldn't tell you anything about her. Yeah, yeah, I, I see. I'm looking at that. I'm looking at the pictures, and she had. It looks like she had it listed for like $58,000 or something like that. Uh-huh. That's what— and I'm looking at the pictures.

Don't ever talk about price. You never want to talk about price unless they bring it up. You never want to talk about it. You never want to bring it up yourself. You only want to get there when you ask them how much they need in order to be able to achieve dream outcome, which we don't really know dream outcome. We know his current hell, but we don't know his future heaven.

It doesn't look like— it looks like it's on a concrete slab. Right. Well, not a slab, it's on a—

Stop assuming. You want to ask, you really want to ask as many questions as possible and let him just talk. The person who talks more— think, the less you talk in a conversation, the other person will like you more and the other person will trust you more because it's not about what you say, it's actually about how well you listen.

On a foundation. Yeah, concrete foundation. Um, the roof looks, I guess, okay. It doesn't, you know, it doesn't look too bad. Nice little metal, uh, it's a metal roof. The siding on it doesn't look bad. The windows don't. I mean, overall, the property looks decent. Do you love your house?

Never say the property looks decent. I mean, you're pulling them out of pain. There's no reason to pull the prospect out of pain. You want to sell the prospect at their lowest.

You don't live near this house, do you? No, I'm actually 5 hours away. How'd you end up owning a house in, you know, Gibson, North Carolina, living 5 hours away? Oh. Well, it seemed like a nice place to live. You were going to move into it? Yeah. Yeah. Okay. And then, uh, the stroke happened. Yeah, everything just went, went crazy.

I don't like how you said the stroke happened here because he then said everything went crazy. And then you could have said went crazy, and then he would have went deeper into what actually hurts him.

Yeah, yeah, it looks like the water heater's in the back, uh, that little shed in the back. Yeah, there you go. Huh, looks like a fantastic little area. Pictures here.

I don't like talking about the property and how nice it is. I hate that. I hate it.

And then, um, the count looks like it's gonna need a kitchen. The kitchen looks, uh, pretty. And then it's got the pan. Uh, yeah, um, as soon as possible. Okay. And if we're able to get that done pretty quickly, I, you know, what's that like to get that, not to have that burden on you anymore?

We don't ask that question here.

Well, yeah, of course it would be, it would be helpful to get rid of it. So basically my plan is to get an apartment up here. Okay. So you're going to be moving from the current house you're in right now, right? Yeah, got it, got it. All right, so then we want something pretty quickly. Um, obviously it's going to need a good amount. Ah, so let me ask this, is there anything you and the wife kind of need to figure out, um, you know, before you kind of like get it up for sale, or is this it that you guys were ready to move on it. There's really nothing else that needs to kind of be done. Um, no, I don't think there's anything else that needs to be done. All right. There's nobody else that'll kind of have like, um, it'll be upset with you if, you know, if you sold it? Obviously, like, if, uh, if we come in and we bought it, is the agent going to be upset? Or maybe a crazy ex-wife that you may have?

Whenever you deliver the crazy ex-wife line, it lands perfectly every time, but you have to giggle. You have to. So you can't be like, no crazy ex-wife. Like, no crazy ex-wife or nothing like that, right?

Like, you want them to smile here. No, well, your agent's gonna want her, what do you call it, her She's gonna want her 6%, I'm sure. Yeah, well, normally since— and obviously you, you will have to deal with the agent directly, but if we deal direct, I mean, the agent didn't find me, right? It should have been where if they brought—

there's something called designated agency with an exclusive right to list, meaning no matter if they introduce you or not, that they they're still obligated to a commission. You just need to find out the actual contents of the listing agreement.

The buyer, they get commission. Does that make sense? Oh, I agree. I think that's a pretty good point. But I guess what the agent's going to say is, well, she's been advertising— I assume she's been advertising it. I don't know. Uh, and she listed it as well, which I don't know what that comes to. Yeah, but, um, I'm sure she's gonna say, hey, I want my, uh, uh, 6%, although it might be negotiable since, uh, if she doesn't find the buyer, right? Correct. And it's also been— I see that it's also been listed listed, um, for over 140 days. So it's kind of crazy when, um, it's been listed 140 days.

Like, has she really been working at all?

It takes that long just to get an offer. It's either that or she's just not paying that much attention to it. Um, it's a $58,000 house, you know what I mean? Um, right. It doesn't— I'm not sure why we haven't been able to get anything done with that. Yeah, I, I kind of agree with you on that. Uh, um, I don't know. I mean, uh, I, I was kind of expecting, uh, better results with her, but, uh, so I'm not really doing questions right now.

I will answer questions, but I'm trying to finish this call recording first. I'll answer questions when we're done.

But I'm just from a realistic point of view expecting that she's gonna say, hey, I need to— I think I would get half the commission if I'm not mistaken. So anyway, Yeah, I mean, I can easily run it by her. I'm sure we can work out something. And here's normally what, you know, from a closing cost standpoint, it's usually about 10%, you know, because you figure you got 6% for the agent, right?

You're about to— if you— I think you're about to justify why a cash offer makes the most sense through logic. It doesn't.

Well, you've got 6%. So here's normally what, you know, from a closing cost standpoint, it's usually about 10%, you know, because you figure you got 6% for the agent, right? You normally have another 2% for the title company for the expenses, you know, the attorney to do the transaction. Those are, you know, closing costs. And then for the the state to get their doc stamps, all that kind of stuff. Does that make sense? Yeah, yeah, yeah. And then you figure, you know, most sellers— more— most buyers, you know, they want to feel that they're getting some type of deal. So what we've kind of seen is you're looking at about a 2%, you know, negotiation on price. So, you know, we always—

we always assume it's logical-based selling doesn't work with sellers. Let me tell you why. Because logically, if they want the highest price possible, they're going to put it on the market with a realtor. They've already tried that. Look where you're at right now. He's here. He's got pain. You don't know enough pain for him to be able to accept a lower offer because you can't frame it as a solution. When you know the pain, you know the current hell and the future heaven, you can offer them a bridge between their current hell and their future heaven. If you do a really good job, there will be an impossible gap for them to fill without you. If you do a great job at making them feel how bad their current hell is and how far away it is from their future heaven, it's a bridge that they can't build without us, right? So that is how you have to make them feel.

You look at 10%, right?

Like, a lot like this logic stuff is— the truth of the matter is, like, logic stuff, throw that shit out the window. Throw it out.

I'm looking at this house, and I'm— as I'm looking at the pictures I'm figuring on, you know, this house will probably need realistically about $20,000 to $25,000 in repairs. No.

So, yeah, I mean, he doesn't care. He does not care. Like, he doesn't care. He cares about walking away. He cares about what he gets to achieve with the money he gets in his account at closing. That's it. You don't know what he wants to achieve. You know he wants to move into an apartment, but why an apartment instead of getting another house? Or why does he want to move out of his current house and sell this one and then move into an apartment? What is the actual reason he wants to do that? Until we know that, we can't offer him a solution to his problem because you don't know his true problem and you don't know what he wants the solution to be.

Oh, I'm kind of thinking Someone might be more interested in buying it as a finished lot. It's already got electric and water and whatnot. But the challenge you run into, though, is you're right. The challenge you run into right now is if somebody bought this for land value, like you're saying, They would still have to pay the— they would have to go to the city, pull a permit, right? And they would still have to pay for like a— it's good, you know, it costs like $20,000 to demo a house, right? Uh, he doesn't care.

I'm just being honest, he doesn't care. Sellers don't care. Sellers don't make decisions based on logic. They make decisions based on emotion. They sign the contract and then they justify why they made that decision with logic after the fact.

Well, down there, I don't have any idea, actually. Yeah. Yeah, there. I mean, it's not because to go in and demo it, obviously we have to pull the permits and then—

Yeah. You spent about 8 minutes on rapport and you spent about 20 minutes talking about this, specifics. You're talking about specifics of why your price is going to be lower than what he wants. If you spent more, 20 more minutes on rapport, you would know why, or you would know why he wants to sell and how you could and how you can best help him achieve dream outcome. Those houses are definitely more expensive over there.

What is this? And I didn't really see anything. And as a matter of fact, Uh, the lot that's on the right side of the house, um, I don't know if it's still for sale or not, but when I, when I bought the house, it was for sale and they wanted, uh, they wanted $30,000 or $35,000 for that lot as well. And that lot, how many acres is that? The way I can, I can come close to that $50,000. I'm interested in buying it after I, uh, I first bought my house just to have a bigger lot. But, um, I don't know, I, I think it— if I'm not mistaken, it's part of the, the farm that's, uh, right there. In fact, I'm almost certain of that. And, um, I'm, I'm thinking that maybe it was the farmer that wanted to sell it. But, um, but anyway, that's, that's what I'm— yeah. Um, is there a mortgage on this property still? Do you owe anything on it? Okay, so it's free and clear. Yep. Um, all right, so I don't know if I can— if we can definitely do the cash on this one, okay? Because if I did cash There's no way I can— Okay. —come close to that $50,000.

You almost never want to say "I" in negotiations. So if you've ever read the books like 48 Laws of Power or you've ever studied really successful men or women for that matter and the top CEOs, they always identify with the team. And how do I mean by that? So they always say, they always pretend they have less power than they have. Right? So even with my company, right? I'm the CEO. Of course I'm the CEO, but I will never ever tell them that I'm the CEO, right? No, sorry, somebody kept calling. Instead, I give them the perception that I'm a nobody. If they think you're a nobody, they no longer view you as competition, right? They view you as someone trying to help them. If you act like you're on the same team as them. It's all about the perception of winning. Negotiation is all about the perception of winning. So you have to put yourself on the same team as the seller. If they think you come up with price, if they think you're the owner, if you say "I" a lot, if they have the perception that you make decisions, then guess what? Then it's you versus them, and people do not like to lose. People love winning. So if you can give them the perception that they've actually won, then at that point you win. You have to make them feel as if they're the winners, but all along you're just giving them the perception that they are winning.

Um, but there is a— there may be another way if we can figure something out, um, and adjust the I don't think you anchored him.

I don't think you ever anchored him in this call. You know, I see other investors, and keep in mind, this is by no means our offer. When I look around, I mean, I'm seeing other investors offer like $10,000 to $12,000 on something like this. Now, I know that's not what you're hoping for, but would that at least put you in a better position than you are right now? Well, look, and by no means is that our offer. I'm just trying to understand what I should do in the case that, you know, my underwriting team comes in a little bit lower than like what you and I are hoping for.

The price book, would you consider, um, horrible if we did it another way? Like basically where we would give you monthly payments?

No, dude. Always anchor with a cash offer. Do not get into this until he rejects your cash offer because you might be able to offer him $10K and he'll take it. You don't know. Always start with the cash offer. Novation second. Sub2 or seller finance last.

On it until basically paid in full. Is that something that would make sense for you? If we can get close to that 50. Um, it's not ideal.

And now you say, oh, you already like, dude, it's not ideal. You're literally putting that into his head. Like he's thinking about it. You got to give him time to think. You say, well, it's not ideal. If you're not going to give him time to think about it, you need to assume this is a really good opportunity for your situation. You never want to second-guess yourself because if you don't sound confident in yourself, why would he be confident in you?

But that'll definitely be, you know, we can close very quickly on it. It's just a matter of, you know, obviously I'd like to be able to get you, you know, the money you need, and maybe we can structure something that way, get you paid off super fast. Uh, yeah, I mean, a short-term loan, a very short-term loan. What's the longest you think you would go? Uh, maybe 5 years. Okay, so if we did something like that, um, even though we have to do the—

you should have anchored with— because like, look, you don't even have your ducks in a row for this. You shouldn't have done this.

Repairs and stuff. I mean, realistically, I think the— what we call the as-is value on this house is probably somewhere somewhere in the 40s, uh, realistically. Now you didn't even anchor him low enough.

You're like 18K off his price, and he hasn't sold on the market at 58K. You're, you're like less than $18,000 off of his price because you said in the 40s. Now what is he gonna do, right? He's not anchored anywhere low enough. Then when you come in at 45, he's gonna be like, dude, you get— you gave me no wiggle room. Now you can't—

we have to come in and kind of, uh, fix it up. Is that something that you would consider? Oh, you mean for cash or what? No, as like the purchase price. Uh, I guess it's— are you talking about, uh, doing a loan or, or just paying, uh, paying cash? No, I'm talking about doing the loan. Oh, okay. No, uh, if we're going to do a loan, it's be— have to be at least 50.

And, uh, see what that looks like. See, dude, you're killing your margins because seller finance deals don't make a lot of money. They just don't. And nobody's going to want to take a seller finance deal where you have to come out of pocket another $30 grand anyway. So your cash on cash return is going to suck. Why? Because you have to bring $30,000 to the table just to make repairs, and then you're gonna have to have a down payment, and then the fee— your leftover fee is gonna going to be maybe you get a $5K fee on a $10K house, that's 10% plus 30%. That's literally like you're paying 60% down on a house and then your cash-on-cash return is like negligible. Who wants—

Pay off condo before 5 years? Yeah, 5 years would be the max. First interest? Yeah, sure. I guess, uh, are you talking about Uh, bear with me for a second. Or a little bit less. And then my other— and did you, um, when you rented it to them, um, did you by any chance, um, have any updates to the house? Like, did you— what kind of condition was it in? If, if you're buying You're going back to condition.

The reason we have our sales process implemented the way we do, because it takes them from A to B to C to D to E to F to G, H, I, J, K, L, M, N, P, Q, R, S, T, U, Z, W, X, Y, Z. It doesn't go A, D, F, W, X, Y, N, G, K, L, T, N, O, K. Like, it doesn't do that. Because if you do that, then guess what? You're taking the prospect in and out of pain. You're taking them from here to there, here to there, here to there. They have no client journey. They have no customer journey. A journey of a customer needs to be from here to here, not from here to here to here to here to here to here to here to here to here to here. They want— Here's their situation. Here's how they get out of it. Not here's your situation. Here's how we could possibly get out of it. Oh, what about your situation again? What do you want? What is this? What is that? Okay, here's how you can possibly get on. But what is this? No! All of that needs to be done in a smooth line so that once you get to the end, you can offer them all their proper solutions to be able to get them that achievement. That, that dream out.

Um, well, if you have any intention to, to rent, you know, to rent a property out, I would strongly, strongly advise checking that out. You know, it makes a world of difference. Yeah, we definitely— she said she wanted me there, so fine. So I show up, and I'm— the guy hadn't even moved out yet, uh, because he was supposed to already be out of there that day. And the guys all— I started taking pictures of the house and the trash and whatnot, and the guy got all, uh, mad at me and wanted to fight with me.

So he's going back into pain. You shouldn't take— you shouldn't have ever taken him out of pain. He wanted to share this with you, bro.

Yeah. Uh, are you serious? Yeah. Oh my God, I, I don't know. I see. Yeah, that kind of rubbed me the wrong way. Better handled a lot differently. It's a good old boys area. Are you— do you live on a, on a fixed income already right now, like on Social Security and all that?

This is probing questions we should have done way before, way before.

And I just did something very basic, okay? If we did the $50,000 and did a flat $500 a month, right, until paid in full, I can have you paid off in about 8 years.

Um, obviously not the way to go about this. You say flat $500 a month, I'll pay you off in 5 years. That's what I would say. Then you have a balloon payment of like $10K, and now it's solving his problem because you listen to me, told you max 5 years. You want to like offer them solution, you want to offer them a solution. That's literally it. And you're not doing that. You're just offering him different offers. Like you want to offer him solutions. That's the whole point.

We're covering the taxes, the insurance, everything is still my responsibility. Would that work? I think that's the only way of being able to make this work right now. That is a net number to you. You don't have to really worry about anything anything else. But what I'm thinking otherwise, because like, as I— if I try to do it on 5 years, it just fell with a cash offer somewhere in the 30s, which doesn't even make any sense to you.

You should have anchored way lower at first. It— you don't know if it makes sense to him or not. Like, you don't know what he's going through. Like, he could have achieved something with that $10,000. You don't even know. Like, we don't know. You didn't go— you didn't go deep enough.

Yeah, the cash offer would have to be a little bit higher.

So you didn't anchor him low enough. You sound unreasonable because your first offer was $45,000 and then you went down to $30,000-something.

That doesn't make any sense. But that's what we do. If you decided to take payments, I mean, what would you want per month? I'd probably walk pretty close to his house. Yeah, I don't think this dog won't hunt.

Yeah, see, it's you versus him. He's never going to accept it.

Financially and mathematically, I'd be losing— I'd be losing a couple hundred dollars on this house.

He doesn't care. Okay, he doesn't care about you, bro. He does not care about what you're going to make off this. He doesn't care. He doesn't care how much you're going to make. He doesn't care if you lose money because it's not his problem. He's the one with the house and you gave him the perception that you need him more than he needs you because you're talking it's you versus him instead of building a team and making it you and him versus the underwriting department because he has no perception of winning. He doesn't see any of these solutions you gave him as winning because you didn't dig deep enough into pain and then offer him a way to get to his dream outcome. Instead, what you did is you just focused on Instead, what you did was you just focused on basically the property and then creative ways to structure the deal to get him the price he wants. But he doesn't care about the price. He does not care about the price. He cares about what he can achieve with that income or with that amount of money he's going to be getting in his pocket. But you don't even know how much he needs in order to be able to—

All right, why don't you let me think about it anyway? Yeah, I mean, look, at the end of the day, I've really enjoyed you know, having a conversation. I think we can put a deal together if you've got more flexibility. I'm willing to pay your price, but we have to be able to make it where the terms make sense for us as well. Okay. All right. I'm willing to—

I gotta run now anyway. He's ready to get off the phone. He's ready to get off the phone. You're saying to get— let's see. He's ready to get off the phone. You're saying, "We can get you your price." Like, he has all the leverage here, bro. You— this was not a good call. You did not take him through the sales process as you should have in order to be able to get him somewhere. This guy's an easy close. Easy close. For cash. 100%. But you live and you learn. Implement what these tips that I just gave you in this call review and take action on it, and you'll see great results. And if you need help on anything else, please ask. I do not use a dialer. All right, Frank, so I'm going to be giving— we're doing a class right now, so what I'm going to You implement what I just told you in this call, you'll 3 to 5x your income immediately. Implement. Your calls have no true sales process. You are not probing enough into pain to get the prospect ready to sell for your price. If you fix this, I would rate this call a 2 out of 10. 3. Only because of the rapport you had with him. But rapport does not equal pain, and rapport does not equal a deal. Dev, I love you. Why Facebook ads instead of inbound PPL? Because you can get a cheaper CPL. It just takes more skill. It just takes more skill, and I already— I have the skill set to be able to do it. It's my software guy. Yo, twin.

Um, so I'm, I'm cooking up some, some gas for you. I'm, uh, I'm cracking this seller thing, dude. You are? Weird. Yeah, we're the, uh, the buyer. Sorry, the buyer. Yeah. Yeah, so we're gonna be the only motherfuckers that do it this way because it ain't cheap. So here's what I'm thinking, okay? Everybody, everybody will be able to search one, like, county or metro area per month on a premium plan, um, like, for buyers.

No, because most people— let me tell you why that can't work. Because most people do nationwide. These days, and they're doing it. So we've got to figure out another way to do that.

Okay, day one we can't do that. Maybe like 3 months we can. But here's the problem. One search, right? It— like, we get 100— on our current plan, we get 100,000 calls to Adam per month, right? For $2,800. One metro area burns almost 2% of that, 2,000 calls. Okay, yeah, now here's the thing, here's the thing. Here, let me, let me, let me tell you though, like the whole— and you can tell me how we want to do this, right? Because we— so like, we— like, that doesn't change, that data doesn't change, right? Like there's not going to be like some new super buyer pop up in 3 months. So every time somebody calls an area, like say somebody does all of Knox County, we, we run it for them, we serve it to them, then we're going to cache that and we'll be able to serve that unlimited times to everybody else. And we can kind of— we can figure out a way at like maybe around that, JT, to like once that's available, we put it in like an availability list for everybody. Or I could hit— I could go ahead and hit like the top 50 right out of the gate, blow our budget this month and have those preloaded and ready to go and be like buyers for all these top 50 areas. But we're We're fundamentally limited.

Okay, why can we do unlimited skip trace? Hold on. I'm doing this challenge where I'm doing $0 to $100,000 profit starting from zero on live with this, with real estate wholesale. So hold on really quick. Dev, I love you. Somebody said they'll pay me $100 to say that shit. So anyway, long story short.

Are you on live right now? Yeah.

Okay. They have no idea what the fuck I'm talking about. Probably. They call me back. No, you're good. I'm sorry. I'm straight. So here's the thing, right? Is how are we doing unlimited skip trace? How much? So why is it costing so much? I guess what I'm asking. Because we have to get—

because we have to go and pull all the property records for a county for like a year or two to analyze who's buying all of those properties. It's like a massive data import. Versus skip trace is like a one-off, like we, we're not going to worry about those. But like when we go out, we need to like literally pull all the transactions in and be like, which, which corporations or which people are buying multiple properties so we can filter out anybody buying one.

But, but let's— okay, we store that for the future, bro, but why don't you just do this and do who bought properties cash in the past year?

Yeah, we can. The problem is, um, we still have to go through all of those. There's a lot, and most of it's useless because they're one-off buyers.

You capture— you still have to go through it no matter what?

No, you're, you're right. This captures cash and finance. Like, it's, it's— but we can capture cash only, but we still have to do the, uh, like, we still have to pull in the transactions.

It's just the way it works. No, no, what I'm saying— that's what I'm asking you. So no matter what, we have to pull all of these people?

Yeah, like we get all of that data, like regard— we have to pull it in because you're— the only way to search for it is to pull in all the sales and then analyze all of the sales for 2 years, like, and then categorize it, say like, all right, this person bought 2, this person bought 5, etc. We can categorize— it's free to do everything else after that, like we can categorize them as cash, finance, we can do whatever after that, but we have to pull in all of these property records for like a metro area for like 2 years. How are we gonna do that?

Like, so how did we do unlimited skip trace then?

Because again, it's like skip trace is like one call. When we're doing this, we're getting all the data. Like, we're getting a ton of data. We're like, basically think of it, a single call, we can compound as much other shit onto it as we want. So we could con— like, we could ask for the contact details, all the other info, the property they bought, etc., still counts as one, but we're doing it for one transaction. So like a skip trace, we can afford 100,000 skip traces a month and then we would have to pay for overages. So trust me, I've researched this. I've had like, I've had my agents research, is there anywhere else we can get this data from? I've got some other ideas I can talk to you about off air.

Yeah, of course. But nada.

Yeah, uh, but, um, yeah, that's, that's fundamentally where we're at. So we could start with the top 50 and then like give everybody one new one a month, right? We could have like, all right, premium users, you get— here's all the pre-populated ones we have. The list is growing every single month, like, and we can add new ones every month. We could keep growing that list, and then after 6 months, dude, we've got almost all the hot places.

Yeah, so how How is Investorbase and Investor Lift and DealMachine and all this doing it?

Dude, they're not doing it the same way we are. Theirs are driven by their community. Totally separate mechanism. Oh, really? Yeah, yeah, totally separate mechanism. Ours are actually accurate. Like, our data is arguably way better than theirs because it is literally who is out there actually buying shit. It's not like, you know, their speculative community stuff. Like, this is like on paper who's actually purchasing shit.

Did you— and what did they buy? Have you gone through Investor Base too?

No, I haven't gone through that yet.

I would check them. I'll check them. I'll check them.

But dude, that's what I'm saying, there's, there's some other stuff we, we should talk about too, but we talk about that later.

Yeah, we will. I'm going to be off here in a little bit. All right, hit me up when you're off.

Well, let's, let's talk.

Okay, cuz I, I got to go to Trader Joe's though. I know we wanted to meet today, but we might just have to FaceTime bro.

That's all good, dude. I'm busy. I got this. I'm, I'm trying to get this, you know, I'm trying to get you set up to, uh, have the best, you know, platform in the entire country by, by Tuesday.

Yeah, will we have the Done For You Dispo Suite though? That would look sick.

Yes, let's talk about that later too. But yeah, that's a lot, that's a lot easier to do.

It should be really easy. It's literally just a fucking survey and it'll go straight to my CRM. We'll get it done that way too. So it'll be—

yeah, shoot, that— any of that shit's super easy, dude. It's, it's the data stuff that's that takes some, like, that there's some cost behind.

Okay, yeah, then let's just, let's just work, let's just work our magic and you do your thing, whatever you think is most cost effective. Okay.

And that's the, that's all I'm researching, dude. And like, again, I'm building into it. I got some other good shit cooking that we, I kind of discovered while researching this. To give you an idea though, JT, like how valuable this data is, if we pulled this from any other provider, like, Match Day is another one. We're looking at like $170,000 to pull the equivalent of the, like, the top 50 metro areas. So that's, that's what I'm saying, dude. Like, this, this thing, it's a lot of data, dude. Okay, so, okay, yeah, so I'll hit you up later. I'll hit you up later, dude. I'll let you, uh, I'll let you get back to your, uh, to your fan base. You provide them some value, and I want to provide you some value.

Yeah, I'll call you. I'll call you after. All right, sounds good. See you, buddy.

Walter, man, what's happening?

What's up, bro? Did you mean to— did you invite me on purpose?

Yeah, I did. I wanted to speak to you for a second. You don't got to join. I know you're, you're on live and you're doing your shit, so I just wanted to say what's up, dude.

What up, bro? I'm about to hop off, so you ask whatever you want. I'd love to help if you want.

I mean Dude, you're a fucking OG, bro. You're pretty seasoned.

I'm 4 years in the game, bro. 4 years. That's pretty deep. It is, especially for wholesaling, bro. Most people don't make it a month, honestly. Yeah, no, that's true.

That's facts. I do have a question. I'll keep this quick. Yeah. Dude, I understand coming from a place of wanting to help, but why do you get so emotional on the tone with every seller you speak? You know, seller, listen, you know, you know what I mean? Like, do you have a reason for that?

Yes. Okay, this is great. This is a great question. I love providing this kind of value. Okay, so the reason I treat every seller this way— now there's two kinds of sellers. There's B2B and then there's B2C. So there's business to business, then there's business to consumer, right? The difference between the two— when you're calling investors who are also buying properties, they might own rental properties, they might be like, they might own portfolios or something of that nature, I'm not gonna be like, how does that make you feel? You know, I'm not gonna do that, right? But I'm also not going to do a logical-based sell. So consumers, which is who we're selling to, which we're really doing acquisitions, they sell to people they like, know, and trust, right? And when it comes down to it, How can I convince somebody that I will actually buy their home over the phone, which is the biggest asset of their life, that I am trustworthy enough for them to sign a contract on the first call, and that I actually care about them, is by genuinely caring about them and trying to figure out what the hell is going on in their life that they need this. Yeah, that's it. So every single person I talk to, I'm extremely emotional with them. I listen and I just try to find the pain. Some people don't have pain, so the only other way— so for example, there's the only other way I get deals done, especially with B2B people. I just let— I had a, uh, who did I talk to like this today? Okay, I, I did a call recording on this today. A guy, he was like 'Oh, I own 44 properties,' right? And one of my students was like, 'Oh, I did 55 last year.' And they got into a freaking stroking match, bro. Like they're trying to big balls each other, right? You have to act like, you have to give them the perception that they have power. Because when people think that they have the power in the conversation, they start to open up and give you the leverage. So for example, he was like, oh, I have 44 properties. I would have said, 44, man, that's impressive. What, you know, start joking, just start getting him, getting, you know, building his ego up. Then he'll be like, yeah, I got 44. This happened, I bought this property, and then this went to crap, and this one to crap. And man, you have a massive portfolio. You've been crushing it. Why even sell this one? Oh, this one hasn't been the best returns for me. Oh, and why is that? You see what I'm saying? So it's like you have to know how to sell each prospect, but you always have to get down to the nitty-gritty of what is the actual problem and how can I offer a solution to help. Okay, do you—

let me see— agree or disagree? Someone can have extreme pain and have to close up on this date and still will not be closable due to the price being too low.

Yes and no. Okay. Yes, in the terms of, have you ever worked a pre-foreclosure lead?

No.

They're the worst. Bro, people will be losing their house in 2 or 3 weeks and they will be like, I don't need to sell, I don't need to sell. They're in the loop, They're delusional, right? So you would think these people, like, they're either gonna lose their house or they're going to take a low offer. Like, which one are they gonna do? They will lose their house. And it's because they haven't admitted to themself that there's an actual problem, right? So for you, if that person has a lot of pain, you have to get them to admit to themselves that they have that amount of pain and that they actually need help with it. Does that make sense? Yeah. Because a lot of people, they will try to pull themselves out of pain, right? So they'll say like, they'll realize they've shared too much and then they'll say like, but I don't have to sell, or I'm not giving it away. That's just them trying to pull themselves out of pain. It is your job to defeat that. Use and say, look, I totally understand. You don't have to sell anything. I can't force you. Right. But you had told me that it's super important to get this and this done by this timeframe. Like, what happens if we aren't able to achieve that? And then they start to tell you what happens if they don't be able to achieve it. And then they take themselves back into pain and justify why they need to move forward without you telling them why. You can't tell them, hey, you need to move forward because you're going to lose your house. You need them to say, hey, I need your help because I'm going to lose my house. Does that make sense?

Makes total sense. Awesome. What building are you moving to? You said what? What building are you moving to?

Flow Brickell. Flow? Flow. F-L-O-W. It's new. You do?

Yeah, dude. I checked out the one in Fort Lauderdale, bro. Did you look at Fort Lauderdale too?

No, I didn't. She told me we could look there, but bro, I love Brickell, bro. I love it. Do you? Yeah, yeah. Where are you at now? I'm in Knoxville, Tennessee. Oh, that's a big jump. Dude, it's huge. Where are you from?

I'm from New Jersey but I'm in North Carolina right now.

Oh, sick. Dude, my buddies used to run a massive operation up in New Jersey. They're just a bunch of hustlers. They did like $300K a month and just 2 dudes.

Pretty sick. And like they marketed to Jersey?

No, they just lived in Jersey. They did all around the country.

Jersey's tough, bro. They have like something with their like title regularly. Have you ever done a deal there?

No, I haven't.

Yeah, I mean, I just heard that it's tough. Like those northeast markets like have something with title and then like, you know, the taxes, whatever. I don't know, dude.

Where are you at in North Carolina? Winston-Salem. Winston, yeah, cool. Yeah, no, not cool. You ready to be to Boca? You're going to Boca, right?

Yeah, yeah, Boca, that's right.

When do you move? June 5th. You? July 27th.

Oh shit, okay. How much?

You signed everything? Yeah, I signed. That's fine. How much is your rent? $1,750. One bedroom?

Two bedroom. I got a roommate. Oh, okay.

I was about to say, bro, like, that's crazy. I have a one bedroom, it's 4 racks.

Yeah, yeah, I know, that's what I'm saying, bro. Like, if you like to— if you like to pay for Ripple shit like that, dude, why don't you— I'm sure you got money— why don't you move into ownership? Why are you still like renting, bro? Do you want to do that, dude?

Rent— oh, home ownership is a scam, bro. No joke. Home— I bought like— I bought like 30 houses last year, bro. I can promise you, home ownership sucks. It sucks. Especially in Florida, or like for example, if you want to live in a high-rise, you're going to spend $1,500 a month in HOA fees. Right. And then another $500 a month in taxes. So even when you own the property 100% outright, you have $2,000 a month in overhead still, and you have, if anything ever goes wrong with the property, there's like special assessments and there's maintenance, and then you have to pay probably another $400 a month on average in that. So you're paying $2,400 a month when I could rent for 4 Gs. Right.

Are you saying it— I guess it obligates you too much because you don't have the freedom now too as well. Can't leave.

Yeah. Yeah. And dude, if you look at the— so do you know what an amortization schedule is? Yeah. Dude, if you look at the amortization schedule with a home, It doesn't make sense unless you live there for 7 years or more. Is that right? And that's if there's no HOA and no taxes. So if you have an HOA and taxes, you got to live there all 30 years basically, and it still doesn't make sense because you're paying triple what the house is worth over 30 years. It doesn't make sense.

No, that makes a lot of sense. Yeah, these are just things.

How old are you? 23.

Yeah, these are just things I'm trying to wrap Oh, so you started my age, or how old are you, 20?

19. Oh, you're 19, just turned 19. Yeah, bro, listen, if I look back on myself at 19, I was an idiot, bro. I was an idiot. Not if you started wholesaling, dude. Well, you know how I— did you know— do you know how I got into wholesaling? No, you didn't watch. So I have a— I, I post my story somewhere, but Dude, so I was day trading, right? And I was ripping. I was like, dude, I wasn't ripping. I was making like $10K a month in high school. But dude, you give a high schooler $10K a month, dude, I'm flexing. I'm taking girls out. I'm doing like everything you could ever imagine, right? Yeah, bro. I lost everything. Everybody was cooking me. Oh, JT, you're never going to be shit. My girlfriend was like, JT, you're a failure. You're never going to be shit in life. Go get a job, right? So I got a job, I was miserable, and then I ended up having $212 in my bank account. I'm like, screw this, bro, I'm going to start wholesaling. So I just made 36,000 dials before I got my first deal. But once I got my first deal, I got the $30K a month within 2 weeks.

Awesome. That's because you're adaptable, you're a killer. You know, you're not retarded. You don't do the same thing over and over again. You keep constantly adjusting. And you keep improvising on your skillset and your system.

Dude, here's the thing is one thing I didn't understand and the biggest lesson I ever learned was that if you, like for a lot of people, they'll say like, oh, I don't sell. I don't have to sell. Like if they want to work with me, they will. That is the poorest shit I've ever heard in my life, ever. Like if you want to be wealthy, you have to take ownership and you have to sell like your life depends on it. Oh, oh no, he got banned! He got banned for saying the R-word. No, no, Walter, no! Oh no, I'll have to hit him up. Um, guys, I'm about to pop out of here. Um, prop stream or batch leads? Neither. You need to use my new software, dealcloser.ai, or Deal Machine. I'm about to hop off here. I'm about to hop off here. So either you need to use dealcloser.ai or Deal Machine is what I would recommend using. And then in addition to that, guys, I would— if you guys can get a credit card, I would actually do ads first, Facebook ads first. Y'all, kick YouTube, Twitch. Y'all have a blessed rest of your night. Thank you so much for tuning in. I'm going to be live tomorrow morning, I believe at 10 AM or 11 AM after I work out. We are going to hop into this and get some deals closed on live, guys. I'm going hard for the next 90 days. Share this with a friend that you think would find this beneficial. Share this with the people you love because if you want everybody to get rich, you guys are going to be able to watch me do it. It's super simple, y'all. Have a blessed rest of your day.