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

All right guys, we're about to get into our daily calls. Let's go! We're gonna start very soon. Guys, we got that coffee ready. We've been running up, we've been running up. 0 to 100K in 90 days wholesaling. Yesterday was the first contract. We're about to get into some dials. We're about to get some coaching. Let's get after it. Met the woman. No. So, okay.

All right, well, exactly like in the fast lane.

We're about to get after it, guys. Give me like— we're going to get like 5 minutes. We got to get in the right headspace. We're going to get after it. She said she met me on the tour. She keeps knocking on my door. She won't leave me, leave me alone. We're gonna start here in like 5 minutes, guys. 5 minutes. You should be concerned about 10 DLC, but I don't let it stop me because I care about getting to the money. Yes, guys! We got that contract with the $700K house yesterday, baby! Guys, we're gonna have a great day. We're gonna have such a good day, guys. Let's work, let's work, let's work. We're gonna have a really good day. So here's the thing about texting, guys. Tin DLC is a thing, but in this business you have to be kind of bold. Straight up. Yo, Valley, good morning. You got to be kind of bold in this business. It's just how it goes, guys. Also, guys, give all my stuff away for free, so let's get more people in here. Let's like this livestream up. Let's get after it. Morning, Devon, what up? I haven't got any new leads come in yet, so what— oh, let's do this, guys. Some people opted in to get my free course yesterday, so how about we call them? How about we call everyone who opted into the free course? Um, Let's call everyone who's opted into the free course. Let's go. Here we go. Starting from the top. Hi, if you record your name and reason for calling, I'll see if this person is available. Amy, it's JT from Closer. I'm here to see how we can help you scale your wholesaling business. If you guys opt in for my free course, you have a chance that I will call you.

Please stay on the line.

You have a chance that I will call you and actually help you build this wholesaling business and scale it up. Simple as that. You get the chance to do that if you go to the link in my bio and get the free course. What the hell? Hi, if you record your name and reason for calling, I'll see if this person is available. Um, JT, I think your AI bot cooked me.

Thanks, JT. Please stay on the line.

I help people do this for free. Let's go. This shit is strong. I needed that. I need Duh. Boo! Boo! On to the next one, let's get it! Yeah, we had a deal yesterday, Devon. Hey, LaShawna, can you hear me? Yes. Hey, it's JT. I was giving you a shout. It looks like you're running a wholesaling business right now. Lame. I've made $9 million off of real estate. Heck yeah, dude, good for you. Really good job.

Lame.

Here's Ryan Watson. Let's give him a shout. She was dragging my name through the dirt. Oh. You're selling all your properties.

I'm sorry, you can't leave a message.

If they don't answer, what do we do, guys? Double dial. You're going to Epstein Island.

I'm sorry.

Boo! Here we go, next one. Congrats, dude, that's awesome. Oh, looks like you're in solar.

Oh, I don't know.

Really good job though.

Your call has been forwarded to voice.

Bro, these people don't want to answer. I'm trying to give them sauce. I'm trying to give them sauce. I'm trying to give them sauce. All right. So what we're gonna do, guys, I have a coaching call coming up at 12 o'clock with all my people, all my students. We're gonna do call reviews. Oopsies. We're gonna do a call review with all my students. Let's see. Let's see, I got 20— I got 20— 31 minutes. So what I'd like to do, if anyone wants to do it, if anyone wants to do right now, because let me see if I have any new leads come in before I— before I promise to this. She ain't my baby, she ain't my girl. She been wilding out and talking about Oh, we do have a lead. We do have a lead right here. I don't know which— where she's from. All right, I'm assuming we're about to find out. Uh, I'm not really going to be free. Would you like to Okay, we got a new— I'm gonna make a dial here in a second. Let's get some people. More likes can attract viewers. Like, like, like, like, like it up, like it up. Say sure, send her contact information over. Let's see. Count. Let's go, we're gonna get to opportunities. Here's number 1. Hey Gary, this is Hello? Hey, Carrie. Hey, Carrie, this is Jackson. You had filled out one of our forms on Facebook about your property here on North Maple Street. Sorry, say that one more time. You're breaking up a little bit.

I'm sorry, I was asleep when I sent them out.

Oh, no worries.

You're asking about my property on Maple Street?

Yes, ma'am. No, if you need me to give you a shout back later, I can do that.

Oh, you sent me a text message and I said, "Who's Jackson Sudderth?" or "Who's this?" Yes, ma'am.

So you had filled out one of our forms on Facebook. And so I had just— we had just sent a quick text to introduce, and then I wanted to give you a shout this morning. But if it is too early, by all means, I will gladly give you a call back later.

Um, well, I'm just— I'm a night person. I'm usually up at night and sleep in the daytime because I get so many calls from insurance agents.

Oh yeah, well, gladly I'm not an insurance agent.

Yeah, yeah, yeah. Um, well, I have a— in town I have two lots that are together.

Okay.

Um, it's got a back street and the main street on the front side. I got 5 or 6 pecan trees on the outside, the borderline.

Yeah.

And then pawpaw trees going up between the garages that's on my property line. And anyway, um, it's got a 2-story garage that's pretty big, and it's got electricity, water, and, uh, sewer going to it. At any rate, um, they had already tore my house down back about 20, uh, 2020, maybe something like that. Yeah, it was 120 years old and I lived there for over 14 years.

Oh, where are you, where are you living at now?

Oh, I live in Fairgrove, my mom's house. She passed away a couple years ago, so I own 3 properties that are all paid off. But anyway, the house next door on the north side sold for $130,000, $120-something thousand. And then the one on the south side, the lady was just getting— and let's see, it had 4 lots to it with the house. And then the one on the north side, um, she— it has 2 lots too. But anyway, she was trying to get out of the— her thing and move back home to her state. So I think she sold it for like $26,000, something like that. Yeah, he's going to pay it off. But anyway, I had mine paid off in 3 years. My mom bought it and that way I didn't pay high interest rate at the bank. Yeah, but anyway, it's been 14 years and I'm just— I have my mom's house now and then I got a lake property in that one.

Oh, great, great.

It's been cleared. It's got about half of a concrete slab. Not half a concrete slab, that didn't make sense. Away yet. It has like, um, some foundation still. But anyway, um, and I had a enormous blackberry bush growing at one time, so— but anyway, um, that's that. I was just gonna see what somebody would offer me. Um, like I said, I know what the house next door brought a couple years ago.

I'm just gonna get straight to it.

Didn't bring that much, but she was just trying to get out of her house payment and move back home. Yeah. It sold to a cop here recently, maybe about 3 years ago. But it was over $120,000.

Right. And so you did tear— so it's really just like kind of the foundation right now. Garage. Okay. Yeah. I guess in all, like, what are you really looking to get for it?

Probably $100,000. I mean, I know that just the two pieces of empty property without nothing on it, I know they would sell for $50,000 easy.

Yeah.

$25,000 each. Like I said, it's got fruit trees on it and it's got flowers planted all the way around too. Anyway, the garage, two-story garage with a front door, just got a new metal roof on it. And then it's got the side garage, the side part. Yeah, pretty big garage.

Yeah. And just in full transparency, like, looking at this, I mean, we would After we built a brand new house on this property, we'd probably sell it for like $180,000. So I'll just be honest with you, it's probably not something we'd be looking to be looking to move.

It could be commercial too. I pay personal property taxes, real estate taxes on—

Commercial?

No, but when they tell me that they would tear it down, they said that it could actually be built back commercial.

Oh, okay. Yeah.

And so it'd be worth more. But either way, you could make it commercial or residential.

Okay. And do you have like a timeline on this? Because something like this would probably take us a little bit longer just because it's a little bit—

No, like I said, I have 3 pieces of property, they're all paid off, and I just live at home at my mom's house. Well, I still call it my mom's house, but that's because that's I've been here since I was 13 years old. Yeah. When I got married and had kids, I didn't move very far away. 10, 15 minutes. It's 11 miles. See, it's, um, 11 miles to Springfield, Missouri from where I live now, and then it's about 15 miles to Buffalo.

Okay, okay, great.

Yeah, that's the next street too. So that's what I'm saying, across the street there's a church and then a big parking lot for the church. So And then next door to it, one of the mayors used to live there. I think it's been empty. Yeah. Since that. He used it for storage and then he found out somebody was going to break in one night. I guess he shot the guy and it was all legal.

Wow. Okay. Yeah. Okay. Yeah. So here's what I'll do for you. I mean, this is a little bit different than what we would usually do, but what I want to do, I'll take this back to the team, kind of let them know everything that I've kind of collected from you. And then if they can give up, if they can give me an offer that they can firmly stand behind, I will actually give you a shout in the evening because I know you're more of a night person. So I'll give you a shout back then. How does that sound?

Yeah. Where are you from?

I'm from Tennessee.

Okay. Tennessee. I thought— Okay. Like I said, I just— like I said, I'm— you know, I've got a lake property and then I've got this one that is at my mom's house. Where it's paid off and it's got 10 acres and a big antique shop.

Yeah.

So it's got about 5 barns on it.

Yeah.

Are you, are you wanting to consider selling those also? I don't want to.

I don't really think I want to sell lake property yet. I might one of these days maybe move to my daughter's in Sedalia, Missouri, but that's not for sure because I love the peace and quiet. Yeah. I left my husband, but mom passed away and he started He drank so bad he started hitting on me and beating on me and stuff.

Oh gosh.

Anyway, when I come back home and take care of my mom, and she was, she's an antique, she was an antique dealer, a graduate of all of this. And that's, like I said, I live in her place now and I live by myself and I got 2 dogs, a pit bull and a Min Pin, and a big antique shop and I got all kinds of antiques to sell. I just, I certainly right now my hip, I have that, I gotta get a surgery done on my hip. Oh no, that's fine. I mean, I'm not diehard, you know, to sell them, but I mean, like I said, I've got, I've got the options either way, but you know, but yeah, 100%. But right now I just can't take care of all 3 of them at the same time by myself with my, with my hip eating surgery. Yeah, well, I'm not, I'm not dying to sell them and I'm not, it's not urgent that I sell them, but they're all paid off and everything. So, um, you know, well, that would be the garage that's on the Maple Street property.

But yeah, I'll definitely keep you updated. Like, I, I really would love to help you with this. I just— it's a little bit— it's like Mountain View's a little bit more rural than we're, we're really used to. Um, it's a little bit less population. So I'll take it back to them. I really will. I'll try and get the best possibly I can get for you, and then we'll, we'll chat again tonight if I can get something we can firmly stand behind.

Okay.

Okay, I appreciate it.

Well, you get— Yes, ma'am. You have— you hopefully you get some sleep.

Oh, I've been sleeping. Like I said, I have to either— well, I've been walking with a cane, but I've got a, a, uh, walker, a rolling walker or whatever.

Yes, ma'am.

I try to keep it outside because it's easier to walk with it since it's got 4 legs on it. Um, but anyway, just— it's— my mom had both of her hips done in her 50s. So she lived to be almost 88. Like I said, she was a graduate gemologist and had plenty of money, 3,000 shares of Walmart stock. So that's what I said. I'm not, I'm not in a real big hurry to sell anything desperately. But, you know, I would consider, you know, my thoughts. But I know that, you know, my mom said they don't, they don't make any more land. So, yeah, you know, yeah, I've had it for, you know, it was paid off. Gosh, it's been paid off and mine for almost 20 years since 2008.

Wow. Yeah. So you don't— there's no really reason. I mean, you just— you don't really need to sell, of course, but I will definitely try if I can. I will definitely get you something. Okay.

Okay. Well, you know, I'm going to do— maybe we can negotiate. You know, you never know.

Yeah, I will. I mean, I'm not saying it will be $100,000, but if I can get you anything, I will definitely give you a shout back.

Okay.

Okay, have a blessed day.

Okay, you too, guys.

Bye-bye. Guys, here's where I'm different than everybody else, right? She's in pain. I could easily close her. I could probably close her for way less than this $100,000 that she's asking, like a lot less. She's in a lot of pain. I can't keep up with the property, this and the other. I don't even want to put it under contract. I can tell you right now, there is— let me see how many people there are in this market. Mountain View, uh, Mountain View population. There is 2,500 residents in this market, meaning there's 2,500 residents in this market. So that means, like, let's be real here, I need to put some Aquaphor on my tack. But let's be real here right now. Nobody's gonna buy that property. So I'm gonna lock her up and then I'm gonna have to cancel on her, and I don't want to do that. And I can tell you already, I would have to cancel, and I don't want— I'm not the kind of guy, I'm not the kind of guy who likes to cancel. I just don't like doing that. Like, I don't, I don't need the contract. I only lock up contracts where I can actually get deals closed realistically. Sorry guys, really quick. I got to put Aquaphor on this shit. Yeah, sorry guys, I forgot to put Aquaphor on it this morning and it's like— we could get this done really quick and then we should be good to get on to the next Um, what's my progress with 100K goal so far? So we locked up a deal. So today's day— today is day 4. Yesterday was day 3. Um, today's day 4. Yesterday was day 3. We locked up a deal yesterday that should be about— if I, if I assign the deal, about $50,000 profit. If I double close the deal, it should be about $100,000 $25,000 profit, uh, or to $150,000 profit. So it just depends on what I want to do for that specific deal. Do I want to take more risk? If I want to take more risk, I can be done with the challenge very quickly. If I don't really want to take more risk and I actually would just rather wholesale the deal, um, then what I'll do is, uh, I'll just assign the deal for $50K fee. I'm not doing text blasting. I am doing, um, yeah, the $700K guy. Uh, I'm doing Facebook leads, no PPC, no text blast. Well, why would it do more if you do double close? Because I can list the property on the MLS. If I list the property on the MLS, I can get it— I can probably sell it for like $925,000 in its current condition. And she wanted all my attention. You wish you could be like me, guys. Oh, also, by the way, guys, I give this stuff away for free in the link in my bio. Also, if you guys fill out the link in my bio, you have a chance that I will call you and give you a free consulting call. You heard it here first, free consulting call for some people who hit the link in my bio. It's a free course you guys have access to, um. We will probably find a realtor to list the property. Can you get me a deal sheet written up? I have a realtor who I think might want to do this. Dude, I love Eric. Eric's a really good friend of mine. He is a boss. How many days you in? Today's day 4. Thinking about getting into wholesaling myself. You think I can close a deal in 3 months? Bro, if you suck, you should be able to close a deal in 3 months. You guys want to know the one thing that separates the successful successful wholesaler or the person who actually is a good wholesaler and the person who's not? It's the fact that some people aren't P-U-S's. They're not pus, right? Like, let's be honest here. A lot of people won't even make the dial in the first place. Just make the dial. Just make the dial, guys. But again, free course, link in bio, completely free. I'm not going to ask you for any payment or anything like that. It takes you to a free school community and all that as well. It's really nice. How are you finding my leads? So what we're doing for marketing right now is something called Facebook ads. We're running Facebook optimized campaigns for Andromeda in order to get about a— let me see what my CPL is right now. We're 6 leads in, we already have a deal under contract. I've got more leads we'll be making today. Ultra rural, I don't even want this deal. Um, ultra rural, don't want it.

Too rural.

I'm putting notes in my CRM. You don't need 7 days due diligence. You do whatever due diligence you want. We tend to do like a 30-day due diligence period. How much do you need to run Facebook ads? I would say $1,500. Eric Klein puts on the best events in the industry. He does, by far. How much am I spending on marketing for this challenge? $6,000, but I'm doing it on credit cards. So you guys can't say, oh, I can't do this. Yeah, you can. I have a consulting for companies out there right now who are already wholesaling. I actually have, um, I actually have things for them. Hold on, let me do this really quick. Uh, long I don't really want that lead. Yeah, he puts on the best events in the industry, but when I start putting on events, y'all be ready. Would y'all want to come to one of my events if I put one on? Would y'all want to come to one of my events if I put one on? What are your favorite markets to wholesale in? My favorite markets to wholesale in is any market with a good population, any metropolitan. 'With a full-time job, would it be best to focus on calling during the weekends? I get home by 7 PM.' Call every day whenever you have a chance. 'I am running nationwide Facebook campaigns, which is optimizing for a cheaper cost per lead.' I don't like to do that. The only reason I'm doing that for this challenge is because I want you guys to see how easy it is to make $100,000. 'If it's in Florida, I'll slide.' Well, I'm moving to Miami in July. I just signed a lease. Dude, I would put on a fire event, bro. I would put on a fire event. Would you rather go to college or trade to gain money for capital? To gain money for capital, I would just get a job. A trade is fine, but don't go to college. That's my two cents. I would not go to college. Can you do Facebook ads with $200 a month? No, no, you can't do any marketing for $200 a month. You should be doing for sale by owners. All right guys, so today what we're doing is we are going to have a coaching call with my clients here at 12 o'clock. So if you guys want to know more about what I do— do you see cold calling is always time? Cold calling is yes, um, but calling is not. So here's the thing, I am super big on people taking action. So what do I do? At first, I give them a free course. So you guys have the option to take a free course with the link in my bio. But here's the thing, I do not sell like mentorship or anything like that. We have a marketing and sales company that helps real estate companies across the country optimize for profitability. Yes, we do JV deals as well. So I'm not here to sell you a course. I don't work with beginners. I just show beginners how to do it for free, probably because you have no bread, right? So you can watch this all day long, you can go implement this yourself, and then once you start closing deals for completely free, you don't have to pay me anything, and you're like, JT, I want to become profitable, I want to scale, I want to take home $50K a month profit in my pocket, not just the business, but in my pocket, That's what I'm here to do. A lot of companies across the country, they close consistent deals, but they still— the owner still has no money to take home. Has no money to take home. That sucks, right? I like taking home money. That's why I run this business in the first place. I have an appointment at 3:30 today at one of my rental properties. Drown with a glass. Should I set up an LLC first or just do contracts, do personal? It doesn't matter, guys. Don't get analysis paralysis. Just make the damn dial. What car am I going to buy with my wholesaling money? So I was actually going to buy Lamborghini this year, or McLaren. Or Ferrari. I didn't really decide. I just know I wanted something flashy. But the market is insane right now, so I decided, hell no, I'm probably not buying a supercar this year. I was really going to, but instead I'm gonna do— for one, I'm buying a horse. I'm gonna buy two horses. I'm gonna buy one horse, a quarter horse, because y'all know I'm a cowboy, and, uh Another one, I'm gonna buy a racehorse. Yeah, Mom, it's a real job. Never mind, I'm not even gonna get started in this. I'm not even gonna get started in this. But guys, in 9 minutes we have a coaching call with all of my companies across the country, and for the people in the free course, they get a coaching call today too on Mondays. Um, you're welcome to join that. But she was dragging my name through the dirt. We locked it up, guys. What I'm doing on this wholesale deal right now, I've got buyers going to view the property today. I hit up one of my friends in Atlanta. He's got some buyers too, specifically. Yes, we do SMS, but we don't do SMS traditional way like everybody else. Yo, let me hit up my boy, make sure he sent those peptides. Yo, twin, uh, let me know when you send those peptides. I have no idea where your aprons are though, not gonna lie. What do I do different about SMS? Well, SMS, I optimize for phone calls only. A lot of people optimize on there for like most motivated sellers. I just optimize to get people who want to sell on the phone. Like, a lot of people want to text. I don't even text. I send one text, and if they respond, I instantly call them. How do you evaluate the properties to find the price you want with your profit included? There's multiple ways to do that. I teach it in the free course in the link in my bio. I teach it in the free course, so if you want access to it, it's there. But to be honest with you, like— oh, hold on, hold on, let me see if I can— let me see if I can do something really quick. Can I— she was dragging on it through the dirt, oh, 'cause she wanted all my affection. Slime, slime. Hey, hey, okay, hold on. Because she wanted all my attention. Oh, hell no. I do not send 150K+ SMS per month. That is not what I do, right? I do not do that much volume. I do not like running this as a volume game, guys. I get like, I get like 1 to 3 leads a day and I call those leads. That's all I do. I optimize for 2 to 3 hours a day. You do have a bit of an unorthodox sales process. How did you come up with that? Great question. How did I come up with my own? How did I come up with this sales process? I went, I paid Jeremy Miner. I paid one of Cole Gordon's students. I paid Joey Malusky. I paid Eric Klein, and I paid John Lalonde. And so I've spent over $100,000 on my sales process alone, and I took 10,000 phone calls with sellers until I crafted the perfect one. Guys, I close 1 out of 4 leads. For this challenge, I'm 1 out of 6. No, no, no, no, no, we don't do SMS. We— I don't do SMS, but my students do SMS. And she wanted all my attention, and she was dragging my name through the dirt. All right guys, we need about 5 minutes to get hype. We need about 5 AM. Y'all hold on, y'all know this song? Y'all know this song? Hold up, I'm going to get into this next coaching call, but y'all know this song? We're going to do live calls, we're going to do live call recordings. Is there any way to text blast without an LLC for A2P? Not— yes, there is, but I would have an LLC because you can do a sole proprietor A2P account campaign. But I would not do it because they can attack you personally. I would not do that. So I would have an LLC that has no assets in it specifically for the text blast. I'm running Facebook ads. This is Chris Brown. How can you start doing this? With the free training in my bio. What's stopping you from increasing ad spend to $12K? Because I spend $15,000 a month in ad spend already. But for this challenge, this is for me personally. I'm just showing you guys to start from zero. Who is this? Who is that? Hold on, I don't know. I just got a call from somebody. Do you need to invest in this to make money? I would if you really want to do it, but you can get credit cards. You can get credit cards. If you're telling me, oh, I don't want to get credit cards, well, you're not willing to do what it takes to get bread. My highest month since my first deal was $120,000. My boy, what's up, bro? How are you? We are finna get into live coaching calls here in a minute. Let me go ahead and start this Zoom meeting with my, my team. Where have I been at, bro? I haven't been live streaming much, but I'm doing a 90-day live streaming challenge on day 4. Fine China is a fire song. I will play that after we do our daily meeting because I'm gonna make some more calls. New voicemail from 803. Who is this? Who is this? Who the hellie? What the hellie? What the hell? Oh, we got a call from David too. We're gonna give David a shout here soon. We're going to call David up. $150K deal. We locked up a $150K deal yesterday. If I double close on the property, if I assign it, we got a $50K deal coming soon. Might have something for us. Could be a big spread, bro. Let me know. Let me know. I'm ready to dis, bro. The team is ready to go. I'm horny, baby. Horny, baby. I'm thinking about everything bad. All right. I'm just hitting you up late at night because I'm trying to We're about to let everybody into here, into the coaching call today. We're gonna do, I think we're gonna do a live call recording here. Let's see, unless anyone have any questions. You know what we're gonna do? Here's what we're gonna do. 'Cause I can't join the Zoom meeting 'cause it's gonna mess up my, so we're gonna do a live sales training, I think. Here's what we're going to do. Oh, oh, oh, oh, oh, yo everyone, hello! Yo, what's up? What's— JT, I was just on, uh, on, uh, YouTube. I just want to let you know you're—

you should never quit wholesaling for singing.

I suck at singing. I suck at singing, but she was singing, I was like Listen, don't go. I have a good time. That's the one thing that matters, right? Yeah, you do. I have a good time no matter what.

Hell yeah.

Kazzy, do you want— are you, are you going to be my roleplay candidate today? Are you driving today? You're driving? Boo! Zay, yo, Zay. Can you hear me, brother?

Nope.

Hear me?

What's up, brother? Yeah, what's up? How you doing, dude? Will you be my candidate for the day for the role play?

Yeah, I got you.

All right, you've been following our sales process, correct?

Yep, I have.

Okay, then we're going to test that out today, buddy. Um, can you pull up your own script? I do not have my script here that I can pull up. Um, Yeah. If you can pull it up, we're going to role play. I'm going to be the seller and I'm going to be the buyer, right? So we're going to do this as a sales training though. So here's the thing. Okay. Here's the thing. Whenever you say something, I'm going to correct you. All right. Um, do you, would you prefer me correct you upfront or would you prefer that I correct you once you've finished?

Upfront.

Do it up front.

Okay, so we might be here a minute. Is that okay?

That's cool.

Awesome. What—

introduction.

Cool.

What's your— what's— we're going to go from start to finish on the introduction, everything.

Okay.

Can you tell me what is your most common lead source right now?

SMS.

SMS. Beautiful. All right, bro, then let's hit it. Every time you mess— okay, for one, Zay, one thing from you. Can, can you make a promise to me? Yeah. You understand that I'm gonna be very harsh on you. Everyone knows this, but yeah, this is a good thing, but it's gonna help, so don't get mad at me. Just understand I'm trying to help you, okay? Deal? Bet. Let's start.

So I'm just saying your name?

Yeah. Hey JT. Yeah, perfect, like that.

Hey JT.

Yeah.

Hey JT, this is Zay. Um, it looks like you spoke to—

wait, no, no, no, come on. Okay, the tonality is good though. Tonality is good. But you're good, you're good.

Hey JT. Yeah, hey JT, this is Zay. I see you responded to a text about getting an offer on 123 Main Street. Is this something you want to sell immediately or just looking at possible options?

That was good up until street, right? So you went for a conviction tonality right after street. It sounded more like this. I see you just responded to my text about getting an offer on 123 Main Street. Is this something you want to sell immediately or are you just looking at possible options while you have some free time? That's what you sounded like. Okay? I need you to sound more like this. "I see you just responded to my text about getting an offer on 123 Main Street. Is this something that you want to sell like immediately or are you just like looking at possible options while you have some free time?" Do you see how much more curious I am all the way throughout? So just say this line over again. "I see you just responded." That whole SMS line.

Okay, I see you just responded to a text about getting an offer on 123 Main Street. Is this something you'd want to sell immediately or just looking at possible options while you have some free time?

Slow, slower. Add like ums, add like ums and filler words here. Like actually like you're curious, right? Like seem extremely curious on this call. Okay.

I see. I see you responded to a text about getting an offer on 123 Main Street. Is this something you want to sell immediately, or are you just looking at possible options while you have some free time?

Everything was good until "or." So just looking at possible options while you have some free time, or just like looking at possible options while you have some free time. Try again. One more time, just right there.

Yeah, we're just like looking at possible options here while you have some free time.

Really good. While you have some free time. Slow down the— just slow down. I want you to say it at half speed. Try again.

Yeah, we're just like looking at possible options while you have some free time.

Good, you're coachable. I like this. Cool, perfect. So next, let's continue the role play. So we're going to be at— so, good news.

So, so, good news, it looks like I was assigned to your file because they thought I'd be the best fit to try and figure out a solution to help out.

Damn, you're good. Relax. You're good.

All right, I'm going to restart.

You're fine.

So good news. It looks like I was assigned to your file because they thought I would be the best fit to try and figure out a solution to help out, to help you out. And really, this first call is pretty basic. It's more for us to find out a little bit more about the property and your solution to see if I can even do anything good to help you.

Okay, so the reason we're saying and your situation here is because we're prefacing that we're going to ask personal questions. And getting their permission here, right? So, so I wanted to sound more like this. Um, so good news, it looks like I was assigned to your file because they thought that I would be the best fit to try and figure out a solution to help you. And, and really, this first call, it's pretty basic. It's more for us to find out, you know, a little bit more about the property and, you know, the situation, to see if I can even do anything good to help you. Try this whole thing one more time.

So good news, it looks like I was assigned to your file because they thought I'd be the best fit to try to figure out a solution to help you. And really, this first call is pretty basic. It's more for us to find out a little bit more about the property and your solution.

Situation, situation, situation.

Situation to see if I can even do anything good to help you.

The one thing I want you to change here is we're going to start from— it's more for us to find out a little bit more about the property and situation to see if I can even do anything good to help you. So instead of saying property and situation, it's property and situation. Do you see I have an upward inflection at the end of every single at the end of both words, property and situation, just to see if I can even do anything good to help you. Try again.

It's more for us to find out a little bit more about the property and your situation to see if I can do anything good to even help you.

That's good. But after situation, pause briefly just to see if I can even do anything good to help you. Try one more time.

It's more for us to find out a little bit more about the property and your situation to see if I can even do anything good to help you.

Much better, much better. So the reason we have to do this so well is because we are still at the beginning of the call. This is the introduction, right? So the longer you go, the longer you can keep somebody on the phone the more they trust you, right? So if we stay like 5 minutes or 4 to 5 minutes in the introduction, we're already relating to them before we ever ask them a personal question. Does that make sense? Yeah. So we're like a lot— so for example, if they open up straight, like I got a call yesterday, the woman, as soon as I got on the phone, she was like, ah, I gotta get out of here, I'm really struggling right now. And I went straight for the motivation because she gave me the opportunity, right? So the introduction is just earning the right to build enough rapport to get to be able to ask personal questions. Does that make sense?

Yeah.

But if they give you the opportunity— so imagine I'm like this. So say this line, say, "To see if I can even do anything good to help you." Like the whole— No, no, just say, to see if I can even do anything good to help you.

To see if I can even do anything good to help you.

Yeah, Zay, I really hope you can help me. Like, I just got through a divorce. Like, I've got to get out of here quick. Say something.

Um, yeah. Yeah, that's quick thinking right there.

Okay, I'm going to say it to you. You say something to me. I'm going to show you what I would do here. Now, I'm going to say, so I mean, to see if we can even do anything good to help you, Zay.

I mean, yeah, we're kind of— I'm going through a divorce here. I need some help quick. I'm trying to get this thing gone. Get from under the situation. I'm hoping you can do something for me.

Yeah, I mean, hopefully I can too. When you say get from out under the situation, like, how do you mean?

You know, like, it's been stressful. Um, I've been thinking about getting this thing sold for a few months now. Um, got the divorce going on, got some court dates and stuff I'm dealing with. It's just heavy.

Yeah. Man, I'm sorry to hear that. How long has this divorce been going on?

I'd say about, you know, 3 months now.

Okay, but you see how you gave me the opportunity to keep going?

Yeah.

What you don't want to do— so I just did a call recording for Freddie, right? And he went straight path. Like, if a seller said that, he would go to the next part in the script. He would go to the next part of the sales process. You have to go as far deep as you can on this specific part. So we're going to do this one more time, Zay. I'm going to show you what you would probably do and what you shouldn't do, okay?

Um, so to see if I can even do anything good to help you, um, you know, I would love to try to see if we can, uh, work something out, um, and get you from underneath this situation.

No, I'm saying that to you one more time. I'm gonna be— you're the seller again, okay? You're the seller one more time, and I'm gonna show you what you should not do, okay? To see if I can even do anything good to help you.

Yeah, I hope you can. Um, that'd be great.

Yeah, and at the end of this solution, like at the end of this, when we find a solution to help you, you don't want to just go straight into the next part, right? If they give you the opportunity to dive deep into motivation, you want to take advantage of that as soon as you get the opportunity to, right?

Right.

Does that make sense?

No, yeah, it does.

Okay, does everyone else— does that make sense to everyone else too? Cool. Perfect. So now we're going to say, and at the end, when we find a solution to help you, go for it.

—and at the end, when we find a solution that makes sense—

wait, hold on, let me start over. Did my dog just knock over my entire tree? Buddy, get yourself out of here before I beat you up. All right, go ahead. Sorry.

All right, and at the end, when we find a solution that makes sense for you, we will go ahead and send over— send you over a simple agreement to approve So you don't keep waiting and waste your time because I'm sure speed is important to you, right?

Okay, so what we're doing here, dude, is we're actually flipping the frame on them. So why do we want them to sign on the first call, Zay?

Um, so we don't lose momentum.

Correct, because you and I both know if we optimize for a 2-call close, only 50% of your appointments show up, right? Right, right. So if we optimize for a one-call close, we know that we have twice as likely chance of closing this property. Makes sense? Exactly. Okay, so if we tell them, hey, um, we'll send you over a simple agreement to approve because we know you're not going to show up to the second call, so we want to close you here, what are they going to say? Nothing. They're going to be like, yeah, I'm going to— I don't trust this guy. Does that make sense? But now versus I'm like, yeah, and we'll send you a simple agreement to approve because I don't want to keep you waiting and waste your time. I'm sure speed is important to you, right? And then they're like, yeah, that is right. Speed is important to me. I want to sign on this call. You see how we flipped their frame there? Yeah. It's literally this— these little words literally get them committed to signing on the call because they think it's out of their best interest. It's all about perception. Okay. And okay, so try again. Now that you understand why we do it, try again.

And at the end, when we find out a solution that makes sense for you, we're going to go ahead and send you over a simple agreement —to approve so we don't keep you waiting and waste your time because I'm sure speed is important to you, right?

That's good, but I don't like the flow, bro. Read it like you're talking to me, not like you're reading. Try your best.

And at the end, when we find out a solution that makes sense for you, we're going to go ahead and send you over a simple agreement so we don't keep you waiting because I'm sure speed is important to you, right?

Give it to me again, bro. I don't like it. Yeah.

And at the end, when we find out a solution that makes sense for you, we're going to go ahead and send you over a simple agreement to approve so we don't keep you waiting and waste your time, because I'm sure speed is important to you, right?

Much better. The only thing I want you to do is I want you to care about these people a little bit more. You sound like you probably don't care about me because I'm just over here yelling at your ass, right? But I want you to I want you to be— How do I say this? Oh shit, dude. Seller just called me and this is a fat deal. Hold on. Let me text this dude really quick. But yes, so the point is, is you need to really care about these people. And you probably don't care about me because it's not a real conversation and you know I'm just going to grill your ass. But I need you to actually care. And the reason being is if you actually care about them, your tonality is going to change wildly. Makes sense? Yeah. Cool. Okay, sweet. Let me— Okay, now we'll get into the next part of the script. Give me one second here.

What do you mean?

Hold on, give me one sec. I'm gonna call this guy later. Let me just text him to confirm really quick. Brian, Brian, Brian, Brian, Brian, Brian, Brian, Brian. Seller. Sorry, this could be a huge deal, like, like a fat spread. Yeah, this is him. This is him. Shit, why do I not have any? Did I delete his contact? Here he is. Oh my gosh, this is him. Yeah, give me one sec. This is a fat rip. Um, why is he on D&D? 8-0-3-9-6-0-6-3-4-4. Here we go. Perfect. He's getting closed after this meeting. All right, Zay, back to it. Let's get into it. I'm about to close this guy after the meeting. Ah, whoo-hoo! Um, anyway, go ahead. We're going to go to perfect. Are you in a position be able to move forward once I find a solution that makes sense for you?

Perfect. Are you in a position to be able to move forward once we find out a solution that makes sense for you?

Perfect. You want to be more curious here because you sound like you're thirsty. So perfect. And are you in a position to be able to move forward once we find a solution that makes sense for you? Okay.

Perfect. And are you in a position to be able to move forward once we find out a solution that makes sense for you?

Yeah, I'm in. I'm in a good position. All right.

Just in case we get connected here, I'm going to ask you to pull out a pen and paper or notepad so I can tell you some things that you surely want to know, especially if you get approved. Let me know when you're ready to take some notes.

More assertive here, but a little bit more— Your tonality is just very— How do I put this? Your tonality and pacing is very robotic, right? So I almost want it to be like, imagine we're having a conversation today. Like you're talking to me, bro. We've talked on the phone. I don't know how many times, 3 or 4 times, right? We have conversations, right? I'm not sitting here saying, "All right, just in case we get disconnected here, I'm just going to ask you to pull out a pen and paper." Right? No, you want to be more like, "All righty, man. And just in case we do get disconnected here, I'm going to ask you to pull out like a pen and paper or a notepad just because I have some things that you'll surely want to know, especially if we do get you approved." It's just so Let me know when you're ready to take notes. Gotcha.

All right, and just in case we get disconnected here, I'm gonna ask you to pull out a pen and paper or notepad so I can tell you some things that you'll surely want to know, especially if you get approved. Let me know when you're ready to take notes.

Yeah, I'm ready to take notes. Skip this part. Now we're going to the reveal. This is where the shit gets hard, bro. So this is, this is the part where you're going to have to figure out— I, I have a secret motivation, bro. You have to figure it out. Okay. And if you get it, if you get my secret motivation, I will be very proud of you. Okay. Okay, JT. Yeah, good.

That should, that should be all. That— okay, I'm going to start over. Okay, JT, that should be all you need to know for now until we find out what we can get you approved for.

If we can get you approved. Why are we saying if we can? Why are we saying that?

I'm not gonna lie, it's my first time ever using the script my whole time wholesaling.

It's fine. It's fine. But do you understand why we're asking, why we're saying if we can get you approved for an offer? Yes. Yes, I do. Why are we doing that?

Because not every property gets approved for a cash offer, and, you know, we have to make them feel like they need us.

Yes, that's what it really is. We need them to understand that they need us, right? Because guess who has the freaking money, Zay? Not them. We do. They need our money, right? Um, so try, try one more time. Okay.

Okay, JT, and that should be all you need to know for now until we find out if we can get you approved for an offer. But until then, could you give me a little rundown?

You would say, at this point, you would say, do you currently live here or are there tenants? Like, what's really going on?

Do you currently live here? Or other tenants? What's really going on?

Um, uh, I, I live here right now.

Okay. Um, over down here. Okay.

Where are you headed next? Oh, I'm headed to, uh, I'm headed to Michigan. Michigan. Nice. Why there? A girl I met online.

Okay. And how does Michigan compare to where you are now?

Ah, you need to watch my probing masterclass. I know you haven't watched that, have you?

No, I have. I knew it. I know what I was supposed to do. Okay, just following the script.

This script is examples. You see how it says example probes? Yes. This is just examples. We want to ask 7 of these questions minimum, right? So we're not just going to go, how does that compare to you are now? Does that make sense? Does that make sense after he just told you he met some girl on a freaking— on Tinder and now he's going to Michigan? And now you ask, how does that compare? Shit, maybe he's going to get some you know what, some meow meow up there. I don't know, right? But You have to find that out. Freddy liked that one. Um, yeah, let's start from where you headed to next.

Okay. Oh, and where are you headed to next?

I'm headed up to Michigan, brother. Okay, why there, man? I met this girl on online.

Girl?

Yeah, man, I've known her for about 3 weeks, but this is the love of my life. 3 weeks? Yeah, we met on Tinder 3 weeks ago.

Nice.

What are your plans when, when you go and meet this girl, dude? You know exactly what time it is. As soon as I touch down.

Hm, tell me more, man.

I mean, I've just, I've just been, I've been thinking of like, I've been looking for a wife for a minute. No one's really taken me that seriously, man. I met this girl and she's just everything I could have ever imagined.

No one's ever taken you seriously?

No, dude, no one's ever taken me seriously. This is like, this is the first girl who really has.

Nice. See, and that's, that's right. That's right.

I mean, I get stuck there, bro. Dude, you are doing so good. What the hell? And then you go, nice, right? Say what I just said to you. I'm gonna show you what I would have gone from there.

Like the— what you just said to me about the girl?

Just the last one. Just the last sentence. I mean, yeah, no one's ever taken me seriously. Just say that.

Yeah, no one's ever been, you know, taking me seriously. Well, dude, it's the first girl that ever has.

Well, what, what's different about this one?

No, she cares about my feelings. She, she's always there for me.

It seems like you haven't been, like, cared for in the past.

You could say that.

And when you say you could say that, like, did you have a bad experience before? Yeah, all of them. All of them? How many?

I'd say about 7.

7. And have they all been in South Carolina where you are right now?

No, a few other states.

Did you also travel to those states or no? Yeah, I did. Well, what makes you really confident in this one?

I have family out there. So we've been talking for about 3 weeks now, and she really thinks it's been going good.

And she really makes you feel like you are, like you're confident in her. Yeah, man. Well, how has it felt being away from her for so long?

You know, it gets, you know, lonely at times. Yeah, and dude, it's—

you and I both know lonely is not too fun. Right. So like, Zay, you know, what happens if we— I mean, I'm gonna do my best, of course, to get you, you know, something figured out today, but what happens if we don't find out a solution to help?

You know, I don't know how I'd be able to get to Michigan.

I mean, is that your main priority right now? Yeah, it is. Okay, and man, just so I can understand the rationale here, like, what's the main reason you're reaching out to us for maybe like, I don't know, a quicker close or an easier transaction versus like, I don't know, something like listing it on the market with a realtor and going through all that hassle?

I feel like a quicker close would be best for me due to the situation I'm in now. I'd like to get the mission as fast as I could, man.

So it seems like you're just ready to be with her. And what's her name?

Jasmine.

So you're just ready to be with Jasmine and you're tired and you just want to leave this Tennessee life behind. Right. Bro, now do you see how I just painted your current hell and your future heaven? Right, I do. You see how much of a separation I built between where you are right now and where you could be? Yep. Do you understand what I'm saying here though? Yeah, it's that like, it, that's how we have to run it. Because like, you did a really good job of mirroring, get him to open up, but guess what you didn't do a good job of? Creating a separation between where he is now, where he wants to be, because, um, you didn't build any urgency. Does that make sense? Yeah, that makes sense. Cool. Try— let's see, let's go to— let's try this whole thing again. This is like the most important part of the script, honestly. Oh God, start from, uh, Homer. Yeah, sure. Or just say what's really going on, and I'm not going to stop you this time. You have to get through it. If you don't get through it, I'm just— if you don't get through it, you don't have a choice. You got to keep going. There's no stopping.

Okay, hold on, I'm trying to find out where we really are.

Did you say where we headed next? No, um, that's fine, we can do that, that's fine. Okay.

Oh, where are you headed next?

Oh, I'm headed, uh, I'm headed down to Florida. Florida? Mhm. Why Florida? I want to be closer to my mom.

Closer to your mom?

Yeah, man, I haven't seen her in a long time. I just want to be closer to her. Okay.

How long has your mom been in Florida?

Oh, she was born there. I just— I moved out probably like 10 years ago. I just want to be closer, but I want to move back.

What's the difference from where you are now to Florida?

Well, shit, I'm going to be closer to my mom. That's what I just told you. I hear you. What's your favorite thing to do in Florida? I mean, I like to fish, really, but it's just the main priority is my mom, man. Mom. I hear you.

Are you planning on staying with your mom or? Nah.

No, I plan on getting an apartment, but I want to be close to my mom for sure. Like, probably within like 10 minutes. Okay.

Is your mom—

is she doing well?

Why are you asking me that question?

Because, you know, I like to make sure people I'm talking to, their family is doing well.

She's okay. Okay, here's where I'm gonna stop you. I gotta stop you, bro. I got to— let me tell you why, okay? You were doing— you were asking about more pain points instead of digging deep on the one pain point that matters. I was like, hey, my mom. You're like, oh, what do you like to do in Florida? What do you not like about here? But he already told you the pain point, which is what? Being with his mom. Right. So here's what I like to say, right? Imagine this, Zay. Let's say a pain point is 10 feet wide, right? It's 10 feet wide. If you have 1,000 pain points, right? Yeah, but they're all 1 inch deep. So let's talk about this. If you have— do you know what does a bridge do? It connects 2 pieces of land, correct? Yeah. If you have a river where the water's only 1 inch deep, do you need a bridge? No, you don't, right? What if that— even if it's 10,000 miles wide If the water is just this deep, do you need a bridge?

No, you don't, right?

But imagine the— imagine it's only 10 feet wide or 20 feet wide, right? But it's 10,000 feet deep. Do you need a bridge then? Yes, exactly. Okay, because you have to create one pain so massive that it is like, shit, if I don't get a bridge to my solution, I'm cooked, I'm drowning. Does that make sense? Yeah. Does it actually make sense?

No. Yeah, that does make sense.

Explain it to me in your own words.

Um, Yeah, like, so we obviously have the pain that we're focused on, correct? And, um, we have to bridge the gap between the pain and the solution.

Yeah, but, but what's— what is our goal with the pain? Is our goal to find more pain? Or is our goal to make pain worse? Find out more pain. No, the goal is to make pain worse. Okay, and that's why I wanted you to give to me in your own words, because if you find out, right, say for example, okay, I want to be closer to my mom, right? Oh, I also like to go fishing. Oh, I also will have a better house, right? Those are 3 pain points. He doesn't like his house. He doesn't get the fish where he's at, and he wants to— he's not close to his mom, right? Yeah. But imagine this. Imagine you don't ask about anything else, but you find out that his mom is sick. She's dying in 2 months, and he wants to be closer to her because if he's not, he's not going to get to see his mom before she dies. Which one of those is more likely to make him move? Second option. Exactly. But if you keep asking for other shit, he's gonna totally pull himself out of pain and go to something else that doesn't even affect him, right? Does that make sense? Yeah, it does. So you have to probe on the one thing that he actually cares about, which he told you is what? Getting to his mom. But why does he want to get to his mom? That's what you need to figure out. So ask me Figure out why I want to get to my mom.

What's got you wanting to get closer to your mom?

Oh, I just, I really want to be near her, man. I haven't seen, I haven't been, I haven't been near her in a long time. A long time, you say?

How long is that?

It's been about 10 years since the last time I've seen her. 10 years? Yeah, man. 10 years ago I moved out from my apartment in Florida. I moved up here, had a good time, but I really got to get back now.

It's a pretty long time from your mom.

Yeah, man, it's a good thing I got to— I'm ready, I'm ready to get back as soon as possible. I hear you.

I keep getting stuck.

Freddy, go ahead, what do you have? JT, why now though? Great question. That's exactly right. Why now, right? Because he gave you— you don't want to go for that too early, but what he just said was, I've really got to get back now, right? So then what you should have said is either why now, or just mirrored and said like, now? Yeah, now. Like, I've got to get back, my mom is sick, right? Try again. We're gonna— you're gonna— you're gonna figure out a way to get me to open up, so let's go for it. All right, are we just starting from the top here? Hell yeah. No, you're gonna start from where we're like— we're gonna start from where you headed to next.

Okay. Oh, where are you headed to next?

Oh, I'm headed to Florida. Florida. Yep.

How soon are you looking to get to Florida?

Hopefully within the next 2 weeks, really. 2 weeks? Yeah, man, I gotta get down there quick. Why quick, dude? I gotta get close to my mom, like ASAP.

Close to your mom, you say?

Yeah, sooner the better.

Okay, how sooner?

I told you, 2 weeks. I told you that. Hey, Zay, 2 weeks is like really fast, man. Like, what's kind of got you wanting to do this so fast now? You understand what I'm saying? He's telling you urgency. Now you have to go for the urgency. Try again. We ain't leaving till this gets closed.

Oh, and where you headed to next, JT?

I'm headed to Florida. Florida? Yep. Why Florida, man? I'm ready to be closer to my mom.

Ready to be close to your mom. Yes, sir. Okay. How soon are you looking to move to Florida?

ASAP.

Why ASAP?

Uh, just it's time I get closer. Like, it's very important. Very important. Yeah, man, my mom is, is, is not doing the best.

What's going on with your mom?

Well, it's kind of personal. Personal? Yeah, it's, uh, it's— she doesn't have much longer to go.

Yeah, we got to get you down there pretty fast, it sounds like.

Yeah, for sure.

And you know, I, I got— I can get stuff.

You better practice this shit, buddy, because if you want to close these things, you got to do that. Okay, we're gonna go down to secure positioning. What is the purpose of this part of the sales process? Anybody can answer this if they want. What's the purpose of secure positioning? Hello?

To handle any objections later down the call.

Correct. We're trying to pre-handle objections for the future. Handle objections before they come up. Who is this guy? How does he know this about my sales process? That's crazy. Um, okay, cool. So yes, um, you want to pre-handle the objections before they come up. Because once you get the price and people give you objections, it's something called a smokescreen. We're avoiding all smokescreens by pre-handling the objections up front. So let's get into secure positioning. Go ahead.

And thank you so much for being so so detailed. Now, in just a few minutes, I'll be running this back to my underwriting team. Is there anything else you'd need to figure out before you truly know if you can close on this?

No, man, I'm ready to go, bro.

Okay. And is there anyone else that'd be a tiny bit concerned that you'd be selling this home?

No, not really.

Okay, great.

And after all mortgages and liens are— bruh, why you just skipping shit? I do. Hmm. You want to— you want to make more money or not? I do. Okay, then follow it. Okay, yeah, I'm gonna just start over. Um, start over. Don't skip no shit just because you don't want to ask the question. Ask it.

Thank you so much for being so detailed. Now, in just a few minutes, I'll be running this back to my underwriting. Is there anything else you need to figure out before you truly know if you can close on this property?

Um, Man, I, I'm ready to go. I'm ready to go.

Okay, so do you have a deadline that this absolutely has to sell by?

Uh, man, I know I really would like to do this in 2 weeks, but I can wait a month. I can wait 30 days, but that's the latest.

And is there, is there anyone else that might be even a tiny bit concerned that you you're going to be selling this home?

No, I don't think so.

No realtor or crazy ex-girlfriend or anything like that?

Shit, I've got a bunch of crazy ex-girlfriends, but, uh, now, now they don't, they don't have nothing to do with my business. Okay, great. Laugh. You need to laugh there, but go ahead.

Yeah, okay, great. After all mortgages and liens have been taken out— Slow down.

You need to start this line over. Yeah. Okay, great, man. And let's see. I mean, after all mortgages and liens have been taken out, like, how much do you actually need in your pocket at closing in order to be able to get down there with your mom in Florida?

Okay, great, man. And after all mortgages and liens have been taken out, how much do you need in your pocket at closing in order for you to get down to Florida with your mom?

Dude, this needs to be way more empathetic. Yeah, like, care about this guy. Care about him. Try again.

Okay, great. And after all mortgages and liens have been taken out, how much do you really need in your pocket at closing in order for you to get down to Florida and be with your mom?

In order for you to get down to Florida and be closer to your mom. Not in order for you to get down to Florida and be closer to your mom. Which one sounds more like they care? The first one, obviously. Exactly. So care. Show me you care. Okay. What you're doing right now, I want you to emphasize it like you are on Broadway. I want you to act like you are on Broadway right now. You've got to sell me that you care about me. Okay. And if you don't, you're turning your camera on, you're doing 20 push-ups on camera.

Okay, great, JT. And after all mortgages and liens have been taken out, how much do you really need in your pocket at closing in order for you to get down in Florida and really be close to your mom?

That's a lot better. Emphasize even more, like, about— act like you're about to cry, bro, deadass.

Okay, great, JT. And after all mortgages and liens have been taken out, how much do you really need in your pocket at closing in order for you to get down in Florida and be close to your mom?

You said the same exact shit. And be closer to your mom. Closer to your mom. Be closer to your mom. Not, and be closer to your mom. You see the difference? Soft. Deliver it softly. Like a baby. Try again. Can you hear me? Like, is it loud? Yeah, it's fine.

Oh, okay, great. Yeah, good. And after all mortgages and liens have been taken out, how much do you really need in your pocket at closing in order for you to get down to Florida and be with your mom?

Good. Next, I need $30,000 in my pocket.

Okay, and how much is currently left on your mortgage?

Okay, and how much is currently left on your mortgage? Try again.

Okay, and how much is currently left on your mortgage? Only $20,000. Okay, so JT, I, I just want to let you You know, I see other investors, and keep in mind, this is by no means our offer, but other investors are buying similar properties at 40 to 50% below comparable value. And again, that is, that is not our offer. It's just what other investors are buying properties at for cash. If they were to offer you something like that, would you still be able to get down in Florida and be closer your mom?

I mean, I would have to, but I really wouldn't want to.

And really, that is— that's by no means our offer. I'm just trying to— okay, I'm gonna start that part over again. And really, that is by no means our offer. I'm just trying to understand what I should do in the case that our underwriting team does come back a little bit lower than what you and I were hoping for.

Put yourself on the same team. Then what? Then what you and I are hoping for. Try again. You just want me to restart that last part? No, just say that. Then what you and I are hoping for. Then what you and I are hoping Good, good. You see how you— it sounds like you actually care. Yeah. Okay, next. This is the super important line, the most important line of the entire script coming up. The most important line of the entire script coming up. Listen, write this shit down. Go ahead. You said $30,000, right? Yeah.

So that $30,000 you said you need in your pocket at closing, if we can get close to that in a time— okay, I'm gonna, I'm gonna restart. So that $30,000 you said you need in your pocket at closing, if we can get you close to that, close in a time frame that works for you, and make sure you're able to get down to Florida and be close to your mom, would you have any other concerns at that point?

You should insert time frame here. That's what we asked the question. Let me, let me say it to you, Zay. Yeah, say, so that $30,000 that you said you needed in your pocket at closing, I mean, as long as we get you close to that, and then of course closing the maximum of 30 days, you know, just to make sure that you can get down closer to your mom and make sure you're with her through, you know, through this hardship, I mean, would you have any other concerns at that point? Makes sense.

Yeah, go ahead. So am I like selling this? Like really trying to sell this?

Like not reading it word for word? You never read word for word. You just, you have to understand why every line is said. You have to understand why every line is said. So that I didn't quit Section 8. I still have Section 8 rentals. I just don't like rentals anymore.

If we can really get you close to that number and close in a time frame that— oh shit.

You only say in a time frame that works for you if they didn't give you a deadline. You said 30 days. Yep. And hopefully 2 weeks. We'll try our best, right?

So that $30,000 you said you need in your pocket at closing, if we can get you close to that and close in maximum 30 days, 2 weeks, if we can, if we can do that and make sure you're— ah, shit, completely forgot about the Florida part and I messed up.

Come on, let's go.

So that $30,000 you said you need in your pocket at closing, if we can get you close to that enclosed in a maximum of 30 days, maybe even 2 weeks, and make sure you'll be able to get down to Florida and be close to your mom. Would you have any other concerns at that point, JT?

No, I don't think so. Do you understand why we say this line? Yeah. Tell me why you say— you say we say this line. There's multiple reasons, but tell me everything. Why do we say this entire thing right here?

First, I'm going to say for any other objections that come up.

Correct. What else?

Um, yeah, I don't know.

I don't know the second part. The reason is is we're tying our offer to the solution right here. Right? We're not saying, "Hey, if I can give you $30,000 cash for your property." Right? Instead, I say, "So that, you know, $30,000 that you need in your pocket." I'm not even saying— because we know this guy's asking for $50K because he has a $20K mortgage. Right? But we're not going to say, "If I can get you $50,000 for your property." I'm not going to say that. I'm going to say, "If I can get you $30,000 in your pocket at closing," so that you can achieve X, Y, and Z within X, Y, and Z timeframe like you told me you needed. Does that make sense? Yeah, because we're, we're tying this to a solution so they stop thinking about us as a price and start thinking about us as a solution to their problem. Try again.

So that $30,000 you said you needed in your pocket at closing, if we can get you close to that and close in a maximum of 30 days, maybe even 2 weeks, and make sure you're able to get down to Florida and be close to your mom, would you have any other concerns at that point?

No, I, I don't have any other concerns. No.

Okay, so what I can do from here, if you like— oh, got you. If we're able to do all of that, then do you—

okay, if we're able to do all of that, right? Yeah. What do you want the next steps to be from here?

If we are able to do all of that, then what do you want the next steps to be from here?

Why do we say this line?

To get them to tell us that they want to move forward.

Yes, yes, because, Zay, guess what? If we're like, hey, um, we're gonna go get you a cash offer so you can sign on this call, they're gonna be like, bruh, I don't want to sign because you're trying to rush me, right? I'm flipping the script. I'm flipping the script. You know, if we're able to do all of that, like, what do you really want us to do from here? You see what I'm saying? Right. Because we're now getting them to tell us, like, dude, I want an offer. Like, I'm ready to move forward. I'll see if I can get you approved. Now they're like, fuck, like, I need to get this approved so we can move forward. Do you see what I'm saying? Exactly. Try again.

And if we were able to do all of that, then what do you want the next— shit, start over. And if we are able to do all of that, then what do you want the next steps to be from here?

Honestly, I'm just ready for an offer, man. I'm ready to go.

Okay, so what I can do from here, if you feel like it'll help, is run down to the underwriting department to see if I can get you approved for one of our cash offer programs. And within the next few minutes, I'll either have you A, an approval with an offer attached to your file number, or B, a denial with a reason why. So, ah, shit, messed up on that last part.

It's fine. Try again. But you need to sound more smooth and you need to be more like informational here, informative. Try again.

Okay, so what I can do from here, if you feel like it would help, is run down to the underwriting department to see if we can get you approved for one of our cash offer programs. And within the next few minutes, I will either have you A, an approval with our offer attached to your file number, or B, a reason why.

So just a denial with a reason why. Yeah. Try again. From within the next few minutes.

Within the next few minutes, I'll either have you A, an approval with an offer attached to your file number, or B, a denial with the reason why. So just hold on for a few minutes while I put you on hold.

So just hold on for a few minutes. I'm just gonna put you on a brief hold. Try that last part over.

So just hold on for a few minutes while I put you on a brief hold.

Cool. Guys, that is what we're gonna do today. Do you understand how important this is? Do you see what you guys are probably implementing on your calls right now? Does it sound like this?

Hell no, it does not.

I can promise you, right? So in order for it to not sound like this anymore, what are we going to do?

Implement it.

Implement and practice our ass off. Understood? Perfect. Open up for Q&A. What questions do we have? Really quick, guys. Going once, going twice. Peace, guys. Have a blessed rest of your day. Thank you so much for joining. Hopefully you got value out of today's call. If you need anything, let me know. Peace. See y'all. All right guys, so I have to take a pee here in a quick, quick second, then we're gonna get into some more live dials. Is my call recording from the hotel deal available? I might release it. It was a 2-call close or 3-call close, so I might release it to the people who are a part of the, um, school community, which is the link in my bio. Completely free trial, you're welcome to join. But guys, I have to go take a leak. Um, namaste. Give me 5. Can I have 2, guys? Give me 2 minutes. Here's what we're gonna do. We're gonna take— I'm gonna take 2 minutes to go to use the bathroom. We're gonna do a 3-minute dance break, and then I'm gonna start dialing some more. So give me a second, couple seconds, guys. We'll be right back. She got no hangin' when you wanna make love. Want me to get into something. All right guys, it's time for a dance break before we get into the calls. Let's go! Time for a dance break before we get into the calls. Let's go! Time for a dance break before we get into these calls. You want Fine China? Let's do it. We'll do 2 songs, I don't even care. Let's go, we're going to do 2 songs. We're going to do Fine China next too. We just got to— we just need a— this is going to be a couple-minute dance break for my next call. Okay, next one, next one, next one. Before we get into, uh, oh, what's the Chris Brown? I don't know though, sing it, put some lyrics in here. This is the next one. I'm gonna make some calls after this and then I'll do a couple of things.

We're gonna have a good time.

Alright, back in the calls. 'Cause I'm collectible, just like fine china. Alright, let's call this guy. Let's see. Okay, here we go. Here's his address. Here we go. Hello? Hey, Brian. Hey, how are you? I'm good, man. How are you?

Um, taking it day by day.

Yeah, yeah, I know you've got a lot going on over there, brother. Yeah, yeah, perfect.

Um, yeah, no, I was reaching out, uh, because, you know, I know before everything had happened that, you know, we were talking about, uh, you know, um, the house and everything.

So, yeah, perfect, man. Well, um, I did And I just— just to confirm some things, of course, this is Bulimia Road, correct? I just want to make sure this is correct. This is right. Oh, yeah. Okay. Okay, perfect. Yeah, man, I took a look back at our previous terms. I think our offer should be fine where it currently stands at. Never mind. You're good. You're good. I know it's been a minute. I know it's been a minute. You've got a whole bunch of other things on your mind. Yeah, it was sick.

And still trying to take care of all the death benefits and all this other stuff and everything. Yeah, that's like a nightmare in itself.

Yeah, man, that is— I can't imagine the stress. But any way I can help you, please let me know. I really hope to be an asset for you. I appreciate that. Yes, brother. It looks like It was $62,500. And let me see what, what, how long we needed to close at the time. We needed a, we needed a 45-day close. Okay.

And why is it, why would it be 45 days? What's, what's the, what's the significance of that?

Well, we put longer on there because there is fire damage. But sometimes it doesn't take as long. I'm just going to be honest. I don't know how long it will take. We can usually do it quicker. But the last thing I want to do is keep telling you, hey, we need 3 more days. You know what I'm saying? When we can— what we put on here was 45 days or before. Okay. Yeah. All right.

And that's just to get like the deed and the title and all that other stuff. Yeah.

Process through. Yeah. So we'll— we have to get— you'll know this. We have to get marketable title. On the property, meaning that there's no liens or anything that we know of or don't know of, right?

Yeah, well, no, there's nothing on it because the mortgage was actually just paid off.

Oh, great. The insurance covered that? Yeah. Okay. Yeah. Pretty much, that's about all they covered. Yeah. Classic insurance move, huh? Yeah, yeah, yeah. So, honestly, there should be no issues there on the title side. I know we, for the most part, we know there is fire damage. But again, sometimes fire does affect things we can't see in the walls, you know? So we just have to verify kind of the damage, make sure that it's not like— it doesn't have to be torn down. I don't think it should have to be, but we have to confirm that. We'll come in. That shouldn't take too long. And then once we have that solidified and the title comes back clean, at that point, Super simple. You just get paid. It shouldn't take long after that. Maybe a couple of days. Okay. Yeah, man. Sounds good. Any other questions or concerns about that? No, no.

The quicker this is off of my plate, the better.

Of course. Of course. In fact, I will put a note in our system to, um, I'll try and get this done within 21 to 30 days, if not sooner, if possible. I'm not making guarantees, right? Like, I'm not, I'm not making guarantees, um, but I will put a note in the system because I know you got a lot going on. I will try and get this done as soon as humanly possible.

Okay, now, um, is this like a, like a closing that happens in person, or how does, how does that something like that work?

Great question. So it's up to you. We will do it at an in-person title company. So like a title company will be handling the wire. Do you want a check or a wire at closing?

I think the wire goes quicker, right? Because I know, like, I just actually had to put a check in from the insurance company and it took like 2 weeks to clear. So wire goes in automatically? Yeah.

So as soon as the funds hit, they'll do something called a disbursement and they'll send it directly to you. Now you have two options. We actually can do something called a mobile notary where we'll actually send someone to meet you or the title company will actually send like just a person to meet you online. If you want, you'll have to verify your ID just so we can't take the property from you. Like, you know how they want to verify that you're actually the owner, of course, you know, but it can be in person, it can be on the beach in Mexico, it can be anywhere. So, okay.

Yeah, no, just because I know that, um, and, you know, that I'm gonna have to be going back and forth from here to, uh, to New Jersey to just do some things. So, you know, I don't wanna— I don't want to be like, oh, well, I can't do it this week, or I can't do it next.

Oh yeah, you know, whatever. No worries. That's— that's no worries at all. We will have a person either A, meet you in person, or B, we'll do it online. No worries. Okay. Yeah, super simple process there. And then I will write a note. Now, the title company will also want to verify that because you'll have to send them your wiring info, but they will probably also ask you, would you prefer a check or a wire? But I will put a note in this, in the system right now that you would prefer a wire, but they might ask again. Okay, awesome. And let's see, just making sure all of this is the same. All right, today's date. Got it. Okay. So let me confirm I have the right email here. And is this— is it under your name now or how is— because—

well, the mortgage was under both of our names, mine and my father's. Yes. Okay. But they didn't have me send them any info, you know, any— anything, you know, any certificate or anything like that. So everything is just coming to me now.

Perfect. So here's how this will go. The title company, I can almost guarantee you, is going to ask for a death certificate just to make you aware. But we'll put your name on it since you— since you guys were both on it. They will probably have to call and verify just because, again, there are people who are scammers out there and you need to verify everything, right? So they'll want to make sure of that too. But yeah, let's see. Okay, perfect. And then let me make sure I have the right email here on file. WildrickBJ@gmail.com? Correct. Got it, brother. Awesome. Let me get the team to approve really quick. And got it. Okay, it should be coming over right now. Make sure you got it there. Perfect. It should be over there now. Got it. Perfect. Awesome. So it should be like— it should say— there should be like a blue button that says View Documents.

Okay, hold on, let me get into it real quick.

Yeah, you're good.

Where's my finger? Is it matching today?

All right, yes, yeah, it says new documents. Yep, yeah, perfect.

So just to confirm everything, the $62,500 purchase price, we are paying all closing costs there, and we have to get clear title on the property, but it is not contingent on financing or contingent on appraisal. So we're just going to come check out and make sure it's in the condition we talked about. And then the title company, we will email you with that specific title company. It's probably going to be 24 Hour Closings. That's who usually who we use. But sometimes we find people who will do it for cheaper. And since we're covering closing costs, we like to kind of keep it as cheap as possible. And then our closing date now is set for June 17th.

Yes. Yeah, and I know that's a week I'm going to be up in New Jersey.

Perfect, perfect. No worries at all. I will have— I'm writing— let me write this note in here really quick.

And yeah, because so we're actually, um, we're actually spreading my father's ashes on the 15th in the ocean.

So, oh yeah, well, that will be a— that'll be a memory. Hopefully you, you guys I'm sure your dad was a great guy. Oh, yeah. Yeah. See, virtual closing and prefers wire. Okay, I've got that into the system. And then in the top left corner, there should be a button that says sign. It looks like a little pen. Yeah. Yep. Yeah. All right.

And then let's just use that.

Okay.

And then share back with you. Yep.

It should say share back with Jackson S.

Yeah, and then it says success, and then I'm done, right?

Yep, you're done. So within the next 24 hours, my team will give you a call. What we'll do is we're basically just gonna— they'll verify everything and verify access instructions, okay, just so we can make sure we're organized. And then they'll also keep you updated on the entire situation and the entire timeline. Just in case we can do it quicker, they will gladly do it. And they're in the system knowing we're going to try and push it as soon as possible. Okay. Okay. All right, Brian, it's a pleasure being able to help you, and we will stay in touch and talk soon. You'll hear from my team very soon. All right, see you, brother. What you know about this, huh? Let's go! Come on, hold up, y'all, hold up. What'd you see? What? What'd you see that right there? Hold on, guys. What is this? Day 2? Day 2, or what is this? Number 2 on day 4. Okay, hold up, y'all, hold up. Let's go, let's just take a brief look, a brief look. Where is this? What does that say, y'all? Contract signed in NBA, huh? Switching you on the network. All right, y'all, now let's see. Hold up, guys, we got to have a good song for this one. We got to have a good song for this one. Hold up, it's Cash Deal, Cash Deal, Cash Deal, Cash Deal. Nah, I don't like this one, I don't like this one. Hold up, hold up. Nah, we got to have a good song. You know what, guys, pick a song. Let's go! That's deal number 2. We'll calculate numbers in a second. I don't remember what this deal was, but I remember it being a huge deal. Oh guys, oh, hold up, let's see. Hold on guys, we got to, we got to figure this out. That's crazy. Oh, this is a good one, this is a good one. Hey! Yeah, y'all hear that? Y'all hear it? Let's go! What y'all know about it, huh? Guys, how long? We're 2 days in. We're 2 days in. What you know about this, huh? Huh? Woo-hoo! What do you know about this? What do you know about this? No, I've not assigned that deal already. I have showings today though. Ha! What do y'all know about this? Day 4, contract number 2. Ha! Let's find out the spread. Let's find out the spread. This was also a Meta ad lead. Let's find out the spread. All right, 3-bed, 2-bath, under 2,000 square feet, under 2,000 square feet, over 1,500 square feet, 90 days, sold in the last 90 days. Sold here. It's a good comp. See, I don't see many comps, honestly. There's no max. Let's see, I don't even remember. Here we go. That's a new construction for $315,000. This house is not in that good a condition for $250,000. Let's see if this property was renovated. Or we can go to my Deal Closer AI. Let's see. Last sold for, here we go. Let's see what my AI software says. What is my AI software going to say for this one? Log in. You guys want to see a sneak peek of my AI software that launches tomorrow? You guys want a sneak peek? Y'all want a sneak peek? I'mma show you. Hold on, guys. All right, here's my AI software. Let's try it. Sneak peek, you're about to see it. Here's what happens. Hey guys, look, I can't— I type in the address, it gives me ARV and comps, it gives me as-is value, gives me comps here, gives me repair estimates, but these aren't 100% accurate. It gets you automatic financing, shows you exactly how much cash and hard money you need in order to be able to achieve a dream outcome. Then you can run skip tracing on the owner. You can see what type of— what price you need it at for the deal, buy and hold, subject to, seller finance, all of that. Then you can see all of these different strategies here and stuff. Now It's right now, it's calculating $100,000 in repairs. I don't know the exact amount of repairs because it doesn't need foundation, um, doesn't need HVAC. We're about to find out. So I'm going to actually run my repair numbers on it here in a second, but that is what our software does. And you get unlimited skip tracing too, but so let's see if we can find out ARV really quickly. I mean, to me It looks like ARV is about $240,000. So our perfect comp is showing $240,000 here. I'm seeing ARV around $240,000 completely fixed up. So let's see what's sold in the past 6 months, see if we can open up that chain a little bit. It's looking like— so here is the majority of our comps. This one looks like $250,000. This one looks like— like here's some more. Let's go back in here. Yeah, $250,000 is looking like our— it's looking like our ARV here. Oh, here we go. Here's one perfectly. It's listed right now as we speak. Okay, here's a good one. So here's a perfect comp. It's listed at $235,000. It's been on the market for 10 days, but has not sold quite yet. Okay, so that's been on the market for 2 days at $235,000. This one is also— this is on the market at $319,000. Okay, so these are all— these are— there are properties getting flipped in this area. So let's take a look, guys. Also, I have a free course in the link in my bio. You guys should all go get it, just being honest. Um, $235,000, $325,000. Where is this at? That's across the street. So looks like to me, I'm going to be conservative and say $240,000. So we're going to go to $240,000. Is there anything pending too? Is there anything pending here? Ooh, there's pending properties. Contingent $240,000. Yep. Contingent $240,000. Contingent $270,000. $260,000. I'm guessing $240,000. Let's be conservative, guys. Let's be conservative. So MAO, MAO Calc. So my MAC, so we got $240,000 ARV. We're going to be conservative. Do live calls with sellers. I literally just locked up a deal on here. Like literally just locked up a deal. Okay, so we're going to say it's a full gut. So even a $100,000 rehab. I wouldn't even say it's $100,000 rehab. I would literally say it's like $80K rehab. We even do $90K. Let's be conservative at $90K. $20K, it's about a $20,000 fee. $20,000 fee. So I'm going to call my biggest buyer here right now. Here we go. Here we go. So I'm going to text him. Josh, hey brother, I think I have a really good deal for you. Let me know what you think you would pay for this. There is fire damage, I believe. You know this market better than I do. Where is he at? Okay, I'm going to send him the Zillow link to this property. Guys, I love real estate wholesale. Holy shit. Yeah, this is pretty solid. Boom, guys, we're blessed to be able to do what we do here. Locked up another deal. That's so incredible. Let's see. 3:30. I want a refund, please. Sorry guys, we got— hold on here. Good shit, guys. Good shit. Live calls with sellers all day long. So here's what we're gonna do next. Since we just got a deal locked up, I am going to call people who are actively running wholesaling businesses. You need to learn how to sell, Cloudy. So what we're going to do right now is I'm going to call these people— I'm going to call these people who are actively running wholesaling campaigns, and we're going to figure out what's working in their business and what's not. Your call has been forwarded to an automatic voice message system.

3.

If they don't answer, you double dial. Your call has been forwarded to an automatic voice message system. I don't want you to hear the phone number. Please record your message. When you have finished recording, you may hang up or press 1 for more options. Hey Jared, it's JT. I was giving you a shout because you had filled out one of our forms. I want to give you a call and I want to break down your wholesale business and see where you could add more revenue. So yeah, give me a shout back at this number, 865-898-2160. Thank you. Y'all ain't getting my phone number that easy. Next dial. We're going to break down wholesaling businesses across the country. Hello? Hey, Justin. Hi, how are you? I'm great, how are you? I'm doing good.

I'm sorry, who is this?

This is JT. I was giving you a shout because you're closing some wholesale deals And I wanted to see how I could add some revenue to your business. Oh, hi, JT.

I'm doing good. Yeah, honestly, those wholesale deals that were closed were kind of like, I guess I want to say, lucky ones. Only two that was done, and it was done with kind of like my brother.

Yeah.

Who was trying to learn with me at the same time. And honestly, that was done like a year, almost two years ago, but we were in the middle something extreme, and we both had to move, and some circumstances occurred. And honestly, I just— I'm tired of my current lifestyle. Yeah, I realized about the way that we did it. Like I said, it was kind of just a lucky, like, turnaround type of thing. But, um, I wouldn't mind being more consistent with it. So that's kind of where I'm at at this point, right?

So with your, your last business, right, so you guys got lucky How do you meet? Like, tell me exactly what was going down.

So basically it was kind of a family friend who was selling their house and like didn't want to go through the realtor process. They didn't really want to— they were, I guess it was for sale by owner. Yeah. And they kind of asked us to market it. At the time I was a marketing major in college, so they thought I had some type of experience. And then I just actually ended up cold calling like investors in that area. This was in Wisconsin. Okay. Uh, and basically we found one and the investor bought it for $25,000 over asking what the original homeowner wanted.

Wow.

Okay.

So my brother was the one that had looked into all the contracts and the systems and things. I didn't really know nothing about the behind the scenes. I was just the one calling because I didn't really have, I guess, anxiety with pressure and calling and Yeah. Um, so I was the caller and he was the one doing all the paperwork. And essentially when we got the two and two together, it ended up working out. And then the same seller had another property, but this one was, I guess, his daughter's. It was like used. It was a small ranch that he had had for her. And that was basically it. It was like a two for one and the investor ended up buying both of them.

Yeah. Okay. Awesome. So it sounds like, yeah, you kind of did get lucky there, but that's okay. So what are you doing now? Right now I'm a full-time student.

I'm studying psychology. I live in Miami now. Cool. I moved. So it's kind of like I'm studying school, but school's okay. It's just something to have as a degree in the backup. But in reality, that's not really what I wanted to do. I wanted to just kind of be my own moneymaker and not really have to rely on anybody.

You know, that's kind of the life I think a lot of people want, but yeah, a lot of people get there. So yeah, okay. So what I would suggest doing— did you got that? Have you taken— have you joined the free course yet or watched the CEO Fundamentals or the Wholesaling Fundamentals? I tried to.

I put in the email and stuff, but around that time my phone died as I was mid-watching your video.

Yeah, to schedule the appointment.

So I wasn't able to do like the scheduling of the appointment and stuff, but That's pretty much as far as I got in the process.

No worries. So this is what I would suggest doing. Go through our wholesaling fundamentals course for free, of course, and take action on that. I think that's really going to help you see a lot of results just where you're at right now, because most of the times, like, I usually, when I do these calls, I'm able to break down like marketing costs and how many leads you're getting and, you know, your close rate. But we're just not at that point yet, which is completely fine, right? Um, but I won't be able to offer you as much value on this call as I could as if already had that. So what I would do, go watch that, go take action on that, and then if you ever need anything from me, hit me up and I'll gladly help you out. Okay, okay, that sounds great.

Thank you so much. So for me to access that, that would be like through your TikTok link, right?

Yeah, that's, that's fine. Or I can send it to you here too. I can send you a text here.

If you could send it to me, that would be great.

Yeah, perfect. Cool, I'll get it over to you right now. Awesome, I appreciate it. Thanks, have a great one. See ya. What up, Jordan? Let's go! Okay, we're going to crush today. This is such a good day, honestly. That person, they already got closed. Let me hit up Justin again. He just— one of my students is calling. Yo, what up, playa?

Did you receive my message, dude?

I have been dialing. I'm calling again, bro. I'm taking some dials. I'm doing a 0 to 100K challenge. Yeah, you did? Yeah. So dude, second contract today. With all this pending, I've got like at least $100K pending to close in 4 days. Shit's going fast. I got to do an addendum for the lot. Yeah. Because they're wanting to close in an LLC now. Yep. So, okay.

I'm about to get the LLC information and send it to you.

Can you wrap that up? Yes, sir. Just send me the exact things you need done. I will have that done I'll have, I'll have it done ASAP. And then Settlers Road, I, I talked to them in the utility district because that's the district that it's in. Yeah, for the, for the water. And they do have water on that, that entire street.

Okay, so all they have to do is apply for water. And I told the buyer, he said he's going to call me like this afternoon. He said awesome. And yesterday he said there was water in the road and we we probably got a deal. So yeah, hopefully I'll be seeing you this shit too, right?

Sounds good. Let's run it up, brother. Uh, what's the lowest we can go on that? Uh, we have, we have a lot of wiggle room, bro. I'm not gonna cap. I have it at like 40. Oh shit. Yeah, so, um, yeah, just let me know on those. Let me know on those lots and let's get something done there. And then Thursday I'll put on my calendar, I can meet you at the DMV at 4. All right, just please remind me. I'm gonna put on my calendar, but remind me if you need me. Yeah, all right, bro. Hit me up if you need me, bro, and let me know how that— let me know what the guy on Settlers Road says. For sure. See you, bub. Dude, so Jason was one of my first ever students. Jason was one of my first ever students ever, right? And it turns out he lives in my city. Turns out he lives in my city and we met up. I like, that's one of my good friends now, bro. We've done like probably 80 or 90K together just in the last couple months. The lowest month I've ever had is zero, of course. Let's see. Here's another one. Let's get it. Do I have $100K+ in the bank? Oop. Hello? Hey, brother. Hey. How are you, man? Good, good. Perfect. So, dude, I see you're automatically— you're already wholesaling, you're closing deals?

Yeah, yeah. I do a couple. I mean, probably not as much as me as you, but yeah.

Well, man, the fact you're closing deals in the first place is better than 99% of everybody else. So great job there. Um, yeah, but, but yeah, but tell me, man, so what do you got going on in your business right now? Like, I'm gonna help you unlock some revenue on this call, and then of course at the end I'll show you a way that we can help you. But let's just talk about what you got going on right now and see the best way we can help you get these results.

Yeah, so I'm, uh, I'm trying to, um, I've got my CRM going, uh, I'm primarily do to, uh, cold calling, um, got scared away from texting. And so, uh, okay, I, uh, I'm not doing texting anymore, but it seems like I'm still working on it and it's working well for others, so I'm trying to kind of figure that out. Um, yeah, just trying to, um, you know, I've got some Egyptian, uh, VAs who call, cold call. Yeah.

Um, what company?

Oh, I found them. I found myself. I don't use a company.

Cool. Good, good job. Yeah.

Yeah, I mean, I used to use No Accent Callers or everything's called No Accent. Yeah, but I don't use them anymore. And so, yeah, two of them are really good. The other two I may be looking to let go soon. We'll see. Yeah. Yeah, I just got— I just, I'm just cold calling right now. I like to do more SMS. Yeah.

So you said you got scared away from SMS. Why is that?

I'd actually message you.

So the 10 DLCs, is it 10?

Yeah, it's 10 DLC A2P. Yeah, that stuff, right?

Yeah. So, um, yeah, that stuff kind of made me nervous. Um, you know, didn't want to encounter any lawsuits.

Yeah, yeah, kind of back away from that, dude. I will tell you this, man, you can get sued for anything in this game, right? So I'm not going to sit here and tell you you should SMS Right? But we do— I don't do SMS personally. I do inbound leads. I do Facebook and some PPC sometimes. But yeah, I don't do SMS. That being said, a lot of my partners do SMS and they get incredible results, like 10 to 20x ROAS, right? So what do you know, like with your cold calling campaign right now, you have 4 cold callers, you said, correct? Yes. Okay. And you're paying them how much per month? What's your total cost after list, after dialer seats, after payroll, everything?

Um, you know, I don't have that exact number. Um, I've been paying my cold callers anywhere from $6 to $8 an hour.

Okay, so one thing I'm going— do you track your P&L every month, or do you have like a KPI tracker or anything like that, or no?

Um, so I'm, uh, I should be doing a better job of the KPIs that I track, track are related to my list. So, you know, we, we track, you know, how many leads go into the CRM, you know, how many quality conversations we have, and then also how many of those actually turn to either warm or hot leads. And then we track a couple of other KPIs. But, um, no, I don't have a profit and loss each month, unfortunately.

No worries. Well, here's the thing, right? What is your goal with this?

Uh, well, the goal, the goal is to, uh, at least be doing $50K a month. I mean, I think I'm pretty consistently at $20K, but I'd like to at least be doing $50K and then go back to SMS and potentially PPL if it makes sense.

Yeah. Okay. So, okay. Okay. So here's the thing, right? If you want to get to $20K to $50K, there's literally one lever we have to pull, right? But we don't know that lever if we don't track. Does that make sense?

Yeah, it does.

You're right.

Yeah. So like, for example, I'm going to give you the biggest— that usually the thing I can— I can instantly like 2x revenue or at least add 60% to revenue within like 20 minutes for most people, right? And I'm going to ask you this. It's a part of the sales process. Are you optimizing for a one-call close? Are you doing mostly two-call closes? I do two-call closes. Okay, so I can automatically right here add 50% revenue almost guaranteed. Okay. By installing a one-call close sales process, right? Because industry standard shows that If you set an appointment, there's only a 50 to 60% chance that that person ever shows up again or ever answers the call. Okay. Right? So if— and you've probably found that to be true. You ever set an appointment and you ever set an appointment and then been like, ah, they didn't even answer?

Yeah, it happens quite a bit. Yeah.

All the time. Right? And the reason this happens, brother, And I can send you a resource on this. But the reason this happens is, have you ever been in a situation where you felt like the world was crashing down on you? And then like 2 or 3 days later, you were like, damn, I was overreacting. Sure. That's exactly what they're doing. Right? So they're like— Oh, that's interesting. Yeah. Yeah. They're like, in the moment, they're like, dude, I got to find a solution for this. I got to find a solution. I got to find a solution. But 2 days later, 3 days later, maybe even a day, They've rationalized it already.

Oh, okay. I hadn't heard that. Yeah, but that makes sense, right?

So they've rational— we've rationalized. So, um, it's more like these people lose urgency because you didn't have urgency. The number one salespeople have urgency on calls and get them to sign on that first call, right? Really? Okay. Yes.

Well, JT, let me, let me ask you, how, how do you, how do you strike a balance between that and not making them feel rushed and, you know, making sure they don't feel like we're desperate?

Great question. Yeah. So here's a line in the script. So I built the sales process over 10,000 calls. I close 1 out of every 4 sellers. Here is the exact thing we say. And at the end, once we do find a solution that makes sense for you, we will go ahead and send you over a simple agreement to approve. So we don't keep you waiting and waste your time because I'm sure speed is important to you, right? What am I doing there?

You're giving them an option.

You're being— I'm flipping the frame, right? So instead of me saying, "Hey, I'm going to go ahead and send you over an agreement to sign on this call so we can go ahead and get things moving forward because I know you're not going to answer my second call." I'm saying, Hey, I'm going to send you over a simple agreement to sign on this call because I don't want to waste your time. I don't want to keep you waiting like you've already been doing. I'm sure speed is important to you, right? And then they say, yeah, speed's important to me. That's why I'm coming to you. So now I put— now I flip the frame on them. They're like, oh, I actually do want him to send me a contract on this call. I want him to sign. I want to sign now because I'm trying to move forward. Does that make sense?

"Yeah, it does. Yeah, I got you. Okay. So you're getting them to agree to the timeline?" Yes.

We want them to actually ask us to move forward on the call. So we do this 3 times throughout the call. That's the first time, right? The second time is, is if we're able— So we take them through something called a pre-handle phase. So once we pre-handle all of their objections, we say, "And if we're able to do all of that, right, then what do you want the next steps to be from here?" And then they're going to say, "Well, can you say—" get us an offer, I'll be like, look, I don't know if I can get you approved yet, but I will go back to the team right now and see if I can get you an offer that we can firmly stand behind. And I'll come back and give that to you. And if it works, great, we'll go ahead and move forward. If not, no worries, we'll give you a denial with a reason why. Sound fair? Good. Now they're expecting, damn, I hope they approve me so I can move forward on this call.

Yeah. Okay. I love that.

Love that. Yeah. Right. So it's all about— it's all— it's It's all about specifically just getting them to— getting the— using basic psychology to actually flip the frame on them and help them understand what they actually need. Right? Yeah. So here's what I want to do. Are you looking to, like, implement, like, get a fix for this immediately, or are you just kind of like going through, like, information right now, just trying to learn what you can?

Well, it just depends on what's offered, right? I don't know. I don't know. I don't know. Yeah, of course.

Of course. So a couple of things, a couple of things I would suggest for you, brother, right? Is for one, we need to implement tracking, obviously. Right? For two, we need to implement a sales process, like a real genuine sales process into your business that optimizes for a one-call close so we can stop losing sellers and start making our business more efficient. Is it just, is it just you right now? Yeah, yeah.

Myself and my coworkers. Yeah.

Good. Yeah, that's pretty good. So you get how many leads you're getting a day? About 6 to 8.

On a good day, about 10 to 20. Oh, shit. Yeah. On a bad day, I say about 5. But, but maybe my leads aren't as qualified as they should be, frankly. So.

So what I was— Yeah, what I was going to tell you there is I'm going to share with you something that a lot of people, a lot of people don't do, and it's actually hurting them. OK? So a lot of people, they like to optimize for cost per lead. OK? They're like, "Dude, if I can get more leads for cheaper, I have more chances of getting to the closing table." That's what people think, right? Yeah. And that's what they're optimizing for. When the truth be told is they should be optimizing for one thing and one thing only, and that's cheapest cost per closed deal, because that metric determines profit. That makes sense. Yeah. Makes sense there? So, for example, if you're— and I'm going to also show you why this is fundamentally wrong to have 10 offer or 10 leads per day for where you're currently at. But imagine this, right? Imagine we get 3 leads a day that we know are like super, super qualified, right? Every time, and maybe they're like $100, right? Every time we get on the call with that person, we are going to give it our all. We're going to follow our process to a T. We're going to do anything to get that person closed. Would you agree? Sure. Yes. Versus you have 10 to 15 leads coming in that day and half of them aren't that qualified. So instead you're like, oh shit, I'm probably just going to not even go through the whole process with this one. And now you've cherry-picked leads and when you leave 50% of them out on the table because you don't have the time to treat every single lead with respect. Because if you did, you would take 15 leads a day, and if you spend an hour with each of them, that's automatically 15 hours. You can't do that, right? Does that make sense? Yes, yes it does. So you want— instead of trying to get more leads, we need to optimize for better. Make the— is that starting— does that click? Right there? Yeah, like that. Yeah. Cool. So here's how we work, brother, and I'm just going to give you the options, right? So we run something called— we're more business consultants for wholesalers. I see a lot of people out there, they're making a lot of money. Like you're doing $20,000 a month. That's really good, right? But how much are you actually taking home at the end of every month?

Yeah, I try to keep costs pretty low. I've actually tried to build some of the software that I was using. So, um, yeah, you know, maybe that changes when I scale.

So yeah, but do you like actually know, like, how much do you personally put into your personal bank account at the end of every month?

Oh, um, well, I mean, I incentivize my— and I want to be frank, I mean, it's not $20K every month. I mean, sometimes it's, you know, $10K, you know, sometimes it's $30K. Um, but, um, I mean, I, I, I'd say probably $15K of that, you know, goes to my account. Um, my overhead isn't that large.

That's actually quite impressive. That's actually pretty good. Yeah, right. Um, because most people don't run their business like that, so that's really good. And I, I could tell you have that pretty locked in because most most people, they hire acquisition reps, they hire disposition reps, they hire all this BS. But in reality, all they need is a couple of good quality leads per day. They close 1 out of 5 of them max, and then they're running an efficient operation that things actually get to the closing table and we're able to collect cash without having all this blow, without having to manage a bunch of people, without having to manage, um, like do an emotional management with these people. You don't want to do all that, you know what I'm saying? Sure, yeah. Um, and, and specifically, you know, those 2 VAs that like are not really performing too well right now, right? It's probably important to audit their work, like see, are they actually producing leads that are quality and that you can close? Or are they just putting— are they just adding leads to the pipeline so they feel like they're getting work done? Sure. Absolutely. Yeah.

I think it's the latter. Yeah. Yeah.

And so that's another part, right? With VAs, you have to train them. You have to do quality control. And especially since there is a cultural barrier, the quality of work that you're going to be doing with them is going to be a lot different than what you'd be doing if you ran another marketing source where you could control. Right? Yeah. So one of the most hardest things to do in this business is just to manage human capital. Right? It is so hard to actually get people to work at the top of their ability because most people are, quite frankly, They're not built for this. Does that make sense? Yes. So like getting them motivated for one, which sucks because motivation is like super easy to run out and you have to really find good quality people who are disciplined, who are going to follow, who are going to follow the method every single day. It's rare, you know. However, it looks like, it looks like specifically that you have a couple of good ones. You have a couple of bad ones. And at this point, it's just cutting the bloat.

Yes. Yeah, that makes sense.

Yes. Right. So that's that. Now I'll walk you through how we work, and I'm just going to ask you a simple question at the end. Okay. So first things first is we have 3 phases of our business. We do the foundation, which is first, which for you is going to be the most important and the most imperative, right? You've already got the work ethic. What we're missing at this point is the systems and processes and tracking. Tracking. So first thing we have to implement is tracking into your business. We need to know exactly what's coming in, exactly what's going out, and exactly— and a pulse on every single metric so that we know what levers we need to pull in order to get you to $50K a month. Makes sense? Perfect. The next thing we need to implement is an efficient marketing source. So instead of just optimizing for cost per lead, right, we need— we need to optimize cheapest cost per closed deal, right? Again, so that's what we're going to change up for you. It's like really auditing your marketing and making sure that we're getting you to the closing table with the most profitability instead of just trying to put leads onto your plate. And next thing you know, you've got 15 leads a day and you can't even take care of all of them. Does that make sense? Yes. Okay. And then we're going to implement our sales process. So there's— these things are all going to have to be implemented like pretty simultaneously. But it's got— these things are all going to like transform your business forever. If we put a one-call close sales process into your business, even if your close rate decreases, I— you will still have twice as many opportunities to close. So if you even take that down, if you take your close rate and like you take your close rate down by 25%, Right? Say your close rate is 20% and you take it down by 5%, then you're still closing more revenue. Does that make sense? Yes. Okay.

JT, I'm curious, have you done both? Have you done the multi-step close versus this one step? Is that why you know it's more effective?

So, yes. Let me tell you how I figured that out. Okay? Because I was actually running another company. At the time. And I was like, damn, I am like losing— like, I'm paying $250 cost per booked appointment and half of them didn't even show up. So it was $500 per offer, right? And then it cost— and then it took me 4 people to get to a close, 25% close rate. So it was costing me like $2,000 to get a close, right? And I was like, dude, if I can keep a 1 out of 4 close rate, but have twice as many people I can offer by just optimizing for one call close, I can simply— I can double revenue. Now, it didn't work that way. I had twice as many offers out, but I had— my close rate went down to 20%. However, my customer acquisition cost went down by 25%. So instead of collect— I was making $500 more profit per person by optimizing for a one-call close. Does that make sense? Yes. Okay, got it. And then here's the next thing I found. So I started— when I started this consulting company, one of my first ever clients was closing 1 out of 60 leads. His name was Lano, and I went into his, into his tracker. He was actually tracking numbers, and I broke down all of his KPIs. And I got his team on the call. He had like 4 acquisition reps, and I asked them, I'm like, guys, why are we only offering 1 out of every 11 leads we get? Okay, they're like, well, 25% of the leads are unrealistic. That shouldn't be an excuse, for one. The next 50% of them don't answer, so we only have an option to offer 1 out of every 4 of them. And then a lot of them, we just don't even get to the offer because it's probably not worth our time. Well, for one, that's a limiting belief, right? But for two, we were losing 50% because half of them didn't even show up. And in fact, their show rate was so tremendously horrible that it was like roughly 20%. Got it. So I was like, hey guys, what we're going to do— I took his whole team. I was like, look guys, we're going to optimize for one call close. And they were like, dude, I don't know how to do that. We implemented our sales process within 24 hours. They had 3 more deals and they had $150K pending within 2 weeks. Oh, I like that. Wow. Yeah. So honestly, it's been trial and error for me and my company. And like now we're to the point where I consistently close 1 out of 4 inbound leads with— we use Facebook ads. So my cost per contract is like $300. Nice. Love it. Okay. Yeah. So that's how we implement. So that's the foundation phase. Just getting your systems and processes dialed in, right? At this point in the phase, you're probably not going to add that much revenue because it's going to be a lot of work to implement immediately. Does that make sense? OK. Next phase, it's going to be called the execution phase. So we've got— we have 30 days of data now. So you're going to take probably 2 weeks to implement all of this. And then on day 45, we're going to have another meeting. And I'm going to be like, hey, you implement all of our systems. I need to see your tracking. How many— like, how many leads did you get? How many of them were qualified leads? How many offers you made? All of that. I'm going to look and I'm going to be like, hey, here's what you're doing wrong. Here's what we need to fix immediately, right? I'm going to see your P&Ls. I'm going to see your profit and loss. I'm going to see how much money you spent, how much money you made. I'm going to see all that. I'm going to say, hey, here's the tweaks we need to make in order to, to increase profitability and increase your take-home. All right. Next thing we're going to do is we're going to make those tweaks. At that point, we're going to add— we're going to add profit, but we're probably not going to add that much more revenue in the second phase, right? Right. By day 90, we're gonna have all of that data in line. We're gonna be like, okay, I know exactly what's happening in my numbers. All of it's fixed. We're stabilized. What do we need to do in order to be able to get the $50K take-home a month? And then I'm going to look at those numbers. I'm gonna be like, hey, this marketing channel is working really well. We just need to increase spend here. Or, hey, our average deal size is low. All we need to do is anchor lower on the call, right? So we're going to be able to take a look at all the numbers, all the data, and we're just going to tell you what exactly needs to be fixed in order to get you that $50K a month goal that you're talking about, right? Okay, does that make sense? Yeah. So that's the 3 phases, um, foundation, execution, scaling. And the way we do that is we do the weekly calls on Monday at noon. So you just missed this one. It was a sales training day. We do weekly calls on Monday at noon. You have 3 personal one-on-one calls with me. And then you also have a one-on-one group chat in Slack with me and my assistant. Her name is Abby. And so basically, she's going to send you all of your tracking, your KPIs, your SOPs that you need to implement immediately. We'll help you implement them, of course. And then you will be sending your weekly updates into the call or into the chat with 2 call recordings because I will listen to your calls. I will do a Loom video and give you feedback on those so that you can stay tight to the sales process and actually make the— and actually finally start getting the closings you want with the same spend. Okay. And it looks like honestly, we could probably double rev with your current spend just based on what I'm listening to right now and get you instead from $20K a month, probably to $40K a month pretty quickly by simply just implementing these quick things. Fixes. Okay. Yeah. So that's how we do it. Do you have any questions about how like things work or what our deliverables are or anything like that? It's pretty simple.

Yeah. So, okay. So it sounds like, I mean, it's, I can continue using my own CRM. Are there, well, let me just ask you, are there any software prerequisites that you have? Like what, are there any requirements in In terms of software?

No, if you have a CRM, you're good to go. Oh, I see. Okay. Got it. But, so what we will install— so what we install for you is that we're going to give you these specific drip campaigns and stuff you need to actually install into your CRM. So we're all about making the most out of every lead. So we have specific follow-up cadences and specific automations we will have you implement into your CRM so that no lead ever slips through the cracks. Again. Make sense? So we will have you do some changes, but you don't have to start over.

Got it. Okay, okay, good to know.

And then any, any other, any other softwares you don't need? You don't need PropStream, and you might have it. You don't need DealMachine. You don't need any of that, um, but if you have it, great. It doesn't really matter.

Yeah, I have those two. Yeah, I have DealMachine Deal Machine and PropStream. Yeah, so you don't need those.

However, if you have them, it's a great addition. I think any operator should have them, but we are actually launching a software tomorrow. Um, I, I built one with one of my software engineers from high school or from college. Oh, that's exciting. Yeah, yeah, that's awesome. Yeah, and I wanted— why I want to wipe PropStream and Deal Machine off the face of the earth, so just so you know. I'm a competitive guy. But do you have any other questions about that or like anything?

I would love to answer for you. I don't. I know that was kind of my main one, just kind of figure out what software. And you talked about KPIs already.

Um, and, um, yeah, no, but that's all I have. Cool. So basically we have two options with this, right? Just full transparency. We have one paid in full option, $20,000. Or another option. It's $5,000 onboarding fee, and then you, you JV your first 3 deals with us 50/50.

Oh, okay, okay. So $5K in, in, um, a 50/50 split on the first 3 deals?

Correct. Yes, sir. Oh, I see.

Okay. Um, yeah, that's, um, that's competitive. I mean, it obviously represents less risk for me with the $5K down and 3 JV deals. Right. Um, and then how long is the engagement?

So the, the process is 90 days. Um, so like our like actual system, like the 3, the 3 stages we talked about is 90 days. However, you get a year access to all of the, the calls and all the community and everything of that for a year. So you get to stay in for a long time. But we, like, our goal is to get you to your goal within 90 days. Does that make sense?

Okay, got it. Yeah. Um, yeah, on, um, sorry, I, you know, your information or the course, uh, via TikTok, and I, I thought you mentioned, um, you know, there's some existing content that was available to preview. Is that, is that true?

Oh yeah, of course. Okay, dude, honestly, this course is fire, bro. Um, you're gonna love it. It's a— you got a free 7-day trial as well.

Okay, and how's it, how's it tie in with the, with the paid mentorship?

So basically, I took my paid content, right? And so like, for example, there's something called CEO Fundamentals, our sales process. I took all of our paid stuff, and I was like, hey, give— I took it into AI. I had it analyze everything, and I said, hey, build a course that is so incredible, but I can give away for free without taking value away from my paid members. Does that make sense? Okay, so you still— you're gonna have like 8 hours of stuff in here, maybe more, honestly.

Got it, got it. Okay. Okay, yeah, I'm just kind of— I'd be interested to kind of get a preview of what, um, just from the principles or, you know, what I learned in the paid.

Of course, bro. Yeah, you don't— like, you, you— this is our first time ever chatting. Like, I, I don't expect you to close here, right? Um, I'm more of like— I'm just a very straightforward guy, especially when it comes to be B2B calls, just being honest. Because you and I both know how we decide things. We decide things based off numbers. We're businessmen, right? Let's see. I just sent you the link to it. That should give you a free trial. Let me know if you got it. I did. I have it.

Yep. Just from a 2160 phone number.

Yeah, that is me. Yeah. Right. Okay. So I would suggest you join up. And so Actually, I want to show you how to navigate it. Uh, if you can join really quick, I'll show you how to navigate it.

Okay, yeah, let me try to— okay, yep, I'm in the school community.

Perfect. Okay, so first things first, you see Classroom at the top.

So I made classroom. Let's see, maybe I should go to my desktop because I clicked on the link from my phone. Does that matter?

No, it shouldn't matter. Tell me what you see right now.

So I just see, um, the Wholesale CEO Closer and, uh, I I see a couple, you know, I see your thumbnail.

Okay, so see, yeah, there should be something that says like join. Do you see it? I see a start free trial. Yeah, start free trial. So go ahead and get that filled out and I'll show you how to navigate it. Okay.

All right, this is InterGroove. Yep.

CEO call is happening in 7 days. Perfect. So we just had our CEO call at noon, so you missed it, sadly, but that's okay. And then let's see, so you see Classroom at the top? I do. Perfect. You see where it says Start Here?

So when I click Classroom, it took me to a, I guess, what's your phone number and how many deals?

Oh, that's your on— yeah, that's your onboard. That's just your onboarding. So just throw in your phone number in that real quick.

Yeah, I'll do that real quick.

I've got your phone number, but this is just to make sure we have like our stuff organized and all.

Okay, okay, okay, okay. So I see Start Here, CEO Fundamentals.

Yes. Yeah. So Start Here is going to be just how to basically utilize the community, number one. Number two, it's going to show you like exactly what steps you need to take in order to see the best results by utilizing the course sourcing community. Makes sense? Right. Okay. Then the second one, it says CEO Fundamentals. Do you see that? I do. So it's going to talk to you about building your business, and then it's going to talk about optimizing for profitability. Then you're going to get basic tracking tools. You're not going to get our like paid ones, but you're going to get free ones. You're going to get market, and then we're going to have a marketing class, and then a sales class, and then dispositions, and then monetization strategies. So you're going to get all those. Those are like our baseline, right? I can't give away all the free stuff from the community, but I give away a good amount, like a good amount of an overview. Makes sense? Yeah, yeah, yeah. And then Sales Process is the next one. So it's going to take— it's going to give you our full script, a full training of the script, and then it's going to show you exactly how to utilize every single portion of our One Call Close sales process in order to be able to close more deals. Makes sense there? Gotcha. Okay. And then there should be another one in there called the Manipulation Masterclass. Masterclass. I call it that. People are like, "Oh my God, manipulation." But it's really just like how to influence sellers to actually want to work with you because a lot of people don't know how to do that. Oh, I see. Okay. And that's a 2-hour masterclass about how to get people to trust you and how to actually care about the seller and like find out why they actually want to sell in the first place.

Okay, I love it. Yeah, it makes sense.

And then there's a business audit call, which we're kind of on right now. However, I would love for you to go ahead and book that because we are going to be— I'm honestly, once you go through this, you're gonna be like, oh my gosh, JT's gonna transform my business forever. So we're probably gonna be talking again here soon. So you'll— but you can book a free audit call with me there where we can get you onboarded or whatever in that sort. In addition to that, you're going to get an MAO calculator, so the exact calculator we use to make our maximum allowable offers and, you know, calculate ARV and go from there. And There's live call recordings. I don't know which one. If you sign up for the $97 a month one, I don't know if you get access to the live call recordings. But if you want to upgrade to the— I think you can do the $197 for a free trial as well. But you can get real call recordings with me and sellers there. And if you want during this free trial, and if you want to listen to real call recordings with me and sellers, I'll just send you the link.

Yeah, that would be interesting to hear. Yeah, but— Okay, so I can upgrade to, uh, access that content?

Yes, you should be able to upgrade. It should stay on the free trial. If it tries to prompt you to pay, bro, don't do it. I'm like, I'm very, I'm very transparent. You don't need to pay. Um, and then just hit me up and I'll send it to you.

Cool?

Yeah, that sounds good. And then the, the last page, bro, if beginners join, I have something for them called the Wholesaling Fundamentals, right? You don't really need this. You already understand how to wholesale, so I'm not I don't think you should watch this, but it's a 5-hour-long training if you want to watch that about how we optimize our business. But it's going to be a lot of beginner information that you could find. But I think what's actually going to be more valuable to you is just going to be the, like, the sales process, like everything we discussed, the CEO fundamentals, the sales process, the sales scripts, the calculators and all of that. Oh, okay.

I see. Cool. Got it. Yeah. So, do you also do your— do you have folks who handle your dispo, or do you do that yourself?

So I have a team. And in fact, for your deals too, on the first 3 JV deals, if you need help ever finding sellers, my team will do— we will pull the top 1,000 buyers in the area using AI. My team will cold call every single one of them, and we will do a text blast every single one of them as well and get we'll schedule a bunch of showings for you and get the property sold. Got it.

Okay. Good to know.

All right.

Okay. So what I would do is take a little bit of today and go through as much of the CEO content as you can and the Start Here. I think it'll really help you out. And then set up— let's set up another call. I can go ahead and book your audit or your business call, and if you have any follow-up questions then. But let's see here. Today is is— what is today? Today is, is Monday. Cool. Wow, it is early. Um, so today's Monday. Let's set a call for— you good for Friday? Yeah, Friday works.

Yeah, perfect.

What time? Let's see, I can get you at the same time about— wait, where are you at? Where are you located? Central Standard Time, Missouri.

Cool. Kansas City.

Yeah, how about we do 1 PM your time?

Yeah, okay, yeah, that sounds good.

Let's do that, and then I will send you a confirmation of that here in just a second. Let me make sure, 1 PM Central this Friday. Beautiful. Yeah, I will go ahead and get that to you. If you don't mind, just text me back or email. I'll actually send you an invite for that as well. Okay.

Yeah, I'll text you back now. All right.

Sounds good, brother. And then we will chat then. If you have any questions or concerns while you're in the community or in the course right now, let me know. But hopefully you take action with that and get this shit done, bro. I hope it'll really unlock revenue for you.

Yeah, and I appreciate you hopping on a call with me. Thanks for your time, JT.

Of course, man. I do all this myself. I run a really lean operation. I run my company— Good for you. I run my company the exact way that I'm going to teach you in this training on the school.

So you'll love it. Yeah, I love that.

Love that. Yes, sir, brother. Well, you have a blessed rest of your day. If you have anything in the meantime, you let me know. We will talk very soon. Okay, thanks, JT. See you, my friend. Okay. Beautiful, guys. Beautiful, beautiful, beautiful, beautiful, beautiful, beautiful, beautiful. I got a new lead that came in, so let's give her a dial. Where the hell— what the hellie?

What the hell?

Here we go. And let's confirm this Friday. Beautiful. That's Thursday. I need to move him to Friday. It's Friday. Friday, got to get down. Just call and say, "We're going to have somebody come take pictures now. It's one of our investor partners we work with in the area." So just call her and say, "We're going to have somebody— would love to have somebody come take pictures today at 4:00 PM with our investor partner in the area." But don't say that they're going to be the buyer. Just say they're an investor partner. With these people specifically, you need to call and be like, "Hey, this is our first. We just need to come get pictures." So we're going to have one of our investor partners in the area, our local specialist, come and take pictures of the property just so we can have them. Shit. Because I may be actually buying this one. I just need to confirm today, please. Because I may be actually buying this one and I don't want them to think that we're just going to wholesale this deal because we really might not be. Just be careful what you say with them, please. I was on a call and I wanted to brief that with you first. Why did I choose $6K a month budget for Facebook ads? Because $6K a month, I can— like if I got approved for $20,000, which is what most of you guys would probably probably get approved for, I'm assuming. I'm $20,000 on a credit card. If I do $6K a month for 3 months, I'll be able to— I'll only spend $18,000. These leads are nationwide for the most part. I like, I like SMS over cold call because cold, cold call leads, you like really have to manage these fuckers. Sorry, these people. Okay, so give me a second, guys. We're gonna dial this next lead, pull them up. Okay, so let's call. What is your average cash conversion rate? So let's say you started with $6K today ad spend, then when would you expect first closing? I expect my first closing within 60 days. 60 days. Because like I've already got 2 contracts and we are— it's on date, we're on day 4. I've already got 2 contracts. Let me send this to my team too. Okay, let's see. We got a new lead come in. I think this is— okay, it did come in, but it didn't come to our— oh, it might have. Yeah, I did. April. Okay, let's get her on the phone. And I've been looking at your body, baby, and I can't keep my hands to myself. And do it any way you want it, baby. You bad, motherfucker. Oh yeah, bro. Let's see if there's anything. This market is mad rural, bro. Yeah, this is going to be a hard one. April, let's give her a shout. And I can't keep my hands to myself. I got to go to one of my rental properties here in a little bit too. Is crime a big issue in choosing markets? Not necessarily, but I will say a lot of investors don't like holding rentals in these markets because shit just gets stolen all the time. She got me feeling like you want to make love, want me to get into something. Update opportunity. Sorry guys, let me try. Here we go.

Your call has been forwarded.

If they don't answer, what do we do, guys? Comment below. If they don't answer, what do we do? Comment below. You guys know, you guys know. If they don't answer, what do we do? What do we do? Double dial! Not gonna answer.

Your call has been forwarded to an automated voice messaging system. Hi, you've reached April. Leave your name and number and I will get back to you. Thank you. Is not available. At the tone, please record your message. When you finish recording, you may hang up or press 1 for more options. To leave a callback number, press 5.

Hey April, this is Jackson Sudderth. I was giving you a call. You'd fill out one of your forms on Facebook about this property on Edgewater. If you don't mind giving me a shout back at this number, that'd be excellent. I got some availability for the next like 10 minutes. If not, no worries, I can give you another shout later this evening. I appreciate you though. We will talk very soon and have a blessed day. Okay, let's see. Here we go. We got the addendum. Need an addendum made for this specific deal. Let's go, effing up a bitch. What up? Ow! Oh. Guys, what do I do besides wholesale? I run a consulting marketing and sales company for real estate investors. That is what I do. Let's play, let's have a quick dance break. 1, 2, 3, 4, forever girl. I built and sell software. Good for you, bro. Ready? Here we go, guys. Ready, here we go. All right, back to work. I'm about to text Blas, the owner of Bangin' Property. Should I go for You know what you shouldn't do? Ask for permission on something like that. You should just do it. Nigger. Who is this? Someone just pulled up to my house. Might be my dad. Yep, my dad. Wholesale. See, let me get this. It's you and me moving at the speed of light into eternity. Tonight is the night to join me in the middle of ecstasy. Feel the melody and the rhythm of the music around you, around you. I'mma tell you— Yo, Jamel, what's up? Bro, come on now, we gotta get to that bread. Tonight, to be able to get one deal is not bad. Can you call or no? It depends on what marketing source. May 8th, let's go, bro! I'm going on vacation. When am I going on vacation? The end of this— the end of May. Oh shit, oh my gosh, I'm going on the 22nd. I'm going on the 22nd. I'm going on a cruise. I'm going on a cruise with my family. PPC ads are good, but Like, they— you need to spend at least $8K a month. You got to spend at least $8K a month. Here we go. Substitute for Chinese. Who, who do I send the second signature to? What email? Give it to me in a PDF, please. You prefer Facebook ads? No, not $8K a month to get one deal. You're gonna get multiple deals, but they will only spend your money if you have a super high budget. So you can't just like hope, you can't just, you can't just not spend. You have to spend. Okay. Yeah, I do mostly Facebook. Yeah, but she's got to sign twice. Because Amber Peel is the new member, correct? Cuz wasn't Melissa the first one? PPL, the lead cost is way more expensive. It's just for people with low skill, honestly. The hell? This is confusing as fuck, bro. Oh shit. Actually, this is the correct one. Oops, I did— Limited amounts. I do my ads in nationwide for this challenge because I'm only spending $6K a month and I'm trying to just lock up as many deals as possible to show you guys how easy it is to make $100K. But that's not necessarily the best thing to do for you guys. This shit is so easy to make $100K though, for real. Thank God. I mean, God has blessed me, don't get me wrong, but it's super easy to make $100K. I need to get a haircut though. Here we go. I need a freaking haircut and beard, bro. Why not? Since you said $6K a month can get you $100K and local will be expensive, right? No, I'm gonna do probably like $40K a month realistically. Wednesday at 8 AM to get my— to get a fade. Let's see. Yeah, let's do that. The heli. Bro, where's her shit at? Sorry guys, give me a second. Should I run my own ads or hire somebody like Brent Daniels? Depends on how, um, depends on how good she is, or depends on your, your ability to run ads, if you're good or not. Where is her shit? I got to go to one of my rental properties. I got to leave here at 3:00. Sorry guys, give me a sec. Brent Daniels is a good company. Who the fuck? How did she sign this one? Yeah, I only run ads. I only run ads. Sorry guys, I'm like super— I'm like super locked in right now. Have you locked anything up yet? 2 contracts. I got one today, one yesterday. It's day 4. 10K is more than enough to start on ads, but I would do Facebook ads with 10K if you only have 10K. $2,000, $3,000 a month. I would do $3,000 a month Facebook Guys, do I have a team? Yes, I do have a team, but I'm doing a challenge from scratch just by myself. See what I got on my calendar. Ruby Rolls. I'm put on some music, guys, cuz I'm like locked in. I got to do a little bit of admin work really quick. I don't really have anyone to call right now, I don't think. Let me check my opportunities.

Gotta watch the company you keep, gang. Let my fucking guard down, now I'm paying for it. I said, Magic, we ain't beefing, bro. You in your feelings. You had a couple words. Come on, my nigga. D need me out here. Me and Bri on a mission. Look what we did downstairs. It's a whole million. He said, nigga, fuck you and nigga, fuck me. I'mma smoke you and I'mma fuck Bri. All them niggas that you killed, they was all lame. Boy, I'm Magic. This a whole nother ball game. They call me Magic 'cause I make shit disappear. You gonna get that money for me, but let me be crystal clear. I got RIPs in this block. This bitch a drop a deer. You fresh outta luck, so don't gamble with me up in here. Nigga, after you. I started walking toward the basement, moving slow so this hoe nigga don't say shit. I got the switch under the couch, a drink over by the PlayStation.

Trying to keep my composure, but I can't maintain shit. I hit the lights, they hit the floor. I started crawling toward the crate. Magic going for the spurt, sparks flying in my face.

Another chance. When it's Johnny back though, trying to get the plug. Put these niggas on, brought them off the mud. You can change a nigga life and that still ain't enough. Should have did it to ourselves. Pussies is up and stuck. I gotta call Deep, let my nigga know what's up. I call his phone, Johnny answer. Like, what the fuck? He say, bro, you this shit over with, just hang it up. What you mean? Put a trigger, nigga, make it easier for us. He get the phone, he say, out of respect, just listen up. My loyalty ain't to you, it ain't to these You guys have any questions, let me know.

FYI. Where are you in your business today? Monthly revenue, net profit? I try to take home $50K a month in net profit. That's my goal every month. Somebody just started, would it be safe to secure a buyer before talking to a seller? No, that's just a limiting belief. If you need to have— yeah, I do stream daily, um, but you need to have a really good deal before buyers will even take you seriously.

in his clip. As long as that FN don't jam, he going to live. They all on the internet talking about what he did. Niggas know where he lay, so he bought another crib, caught him away. Youngin' been flying through them bricks. He lowkey missing Twine, wishing he could see him lit. His phone ring. Hello? Go clutch. Twine out that coma, nigga. He just woke up. Instagram going crazy. He talking so tough. What he say? That nigga coming back, so enough. Lil Jay like, damn, I hit that nigga in his head. That wasn't enough. That nigga ain't dead and he still thuggin'. He ain't even cut off his dreads. And I know he woke up out that coma seein' red. Twine like, who shot me? It was your man. Him and Ops put a plate down, $200 bands. Pops tried to tell you these niggas ain't your friends. J think he big man, now he fuckin' with the Ted. Man, Twine know he gotta spank that bitch. If J in the hood, he 'bout to flame that bitch. Nigga handshake it, he can't wait to bang that bitch. Twine put it on his head like I hate that bitch.

He got a K, he need another clip.

Jay like, I'm rich, I can hide, ain't no touching me. Twine might have to look into another beef, but he know Jay don't give a fuck about his other bitch. Twine round, round tripping with a chopper. Everybody get back, that little nigga a problem. For $200K would have killed his own mama. Now he rich, laying low, trying to dodge all the drama. That shit crazy. Hey, a couple weeks ago, week ago, Jay got, I'm afraid, yo. leaking. Don't know if he hit, but he can feel his arm sting. Damn. But he don't get a pass. The Ram truck busted you coming back fast.

He hopped on and ran, but they was on his ass.

Pull his blind till he hit the grass. Nigga, from away where you only alone, can't nobody save you. They going to do you wrong, going back throw you. My niggas will walk you down, then put it in a song. 4 years. Probably in the car, but ain't shoot shit. I know the real man. Sick of these hoe ass niggas that playing both sides. Nigga, who think you gonna ride next? You talking, ain't nobody died yet but your man. Ain't no nigga alive can name a time somebody punk me. Compound that yourself. This shit be kept. Don't make assumptions. Rap nigga, fuck a rap nigga. Don't wanna rap with him. I've been in my bag, truth be told. Don't give a fuck about niggas. Instagram ass niggas, you just want some clout, nigga. Your hand really your fan? Don't let me find out. Jews I drop, how you ain't make a change?

He ain't dead, but I got niggas in the feds smoking Lil Wayne.

Soon I see my Memphis homies.

Hey man, say it, man. I had 9 AM to my name, making TTs out your veins, reorganize my whole gang.

On Sundays we work on our aim, and every month on the 13th I'm bopping out with a new chain. I heard street niggas getting tummy tuck, told you these rappers lying. In my cell I did 1,000 burpees, I turned up my flame.

All right, y'all, I do have leads I need to call, but I've got to go to my rental prop— I got to go to my rental property. What we're going to do tonight I got to go to one of my rental properties here in a second, so I'm about to hop off. Dang, she's pretty. Um, I'm about to hop off here in a sec, but, uh, we got a contract today, guys. I'm getting very tired though. I'll probably come back on later tonight and make some more dials. Let me see my applications. Alright, y'all, go crush it. Yes, you can start wholesaling at 17. I got a bounce to go to my next property. I got to go to one of my rental properties. I'll be back on tonight. We'll be back soon, guys. I'll be back on tonight. I'm just— I gotta go, like, I gotta get water. So I'm feeling like crazy right now. I need to go get water. I'm gonna take this. You understand what's going on, all right? I'm gonna go get water and then I'm going to go to my rental property, then I'll come back and make some more calls.