Close Deals FAST with This Simple Wholesaling Strategy

Millen, what's going on, brother?

My God, what's going on, man? Thanks for having me, dude.

It is my pleasure having you on here. We are talking about today about a deal you got going, and you did it the painless way, man. You've got your buyer, you established exactly where you're gonna go, and you told me pretty much this guy, he kind of just took, took care of the deal for you, right?

I mean, honestly, I just put two and two together, and then I was just out of the mix.

Honestly, bro, I love deals like that, man. I love when I'm just like, hey, here's a deal. What would you pay? They say what they— well, actually, let's, let's even— let's go dive into it before we even get into it. So how did you get into real estate investing? Let's dive into that first. You said you started this year, so let's talk about how that experience and that, that went.

So I literally started on April 15th, 2023, but I knew about— I knew actually I never even thought about real estate before then, but I started off with actually learning about business credit.

Okay.

And then one of my friends took a wholesale class along with that. And then he told me this was the field for me. And so I actually didn't do that at first. I did a class with one of my good friends/mentor, Brent Stanford. And he was teaching me things about real estate. And then after that, I really wanted to go the wholesaling route because I knew that was a good way to make money for right now, wholesaling. So I chose to go that route. April 15th, man, I started driving for dollars.

Driving for dollars. Where are you located, by the way?

Winston-Salem, North Carolina.

Okay. So you are specifically working in that market or did you start doing it virtually?

Nah, just in this market, Winston-Salem, High Point, and Greensboro. Just, I'm trying to stick around local right now.

Great. Great. Awesome. So let's talk about how you worked with this buyer. How did you find this buyer on this deal that you had?

Oh, so literally when I first started, I got a postcard from this guy, from his company, and I actually called the number on the postcard because I just wanted to talk to him just to get some advice.

Yeah, yeah.

So I did it like that, and then we just basically kept in touch, really.

Straight to the source, bro.

Very nice guy too, as well, and very helpful, and that's what made me want to reach out to him even more.

Awesome, awesome. So, okay, so let's talk about how you went through the strategy. So you heard about the painless wholesaling strategy from me, right? I think we were talking about that. Hey, I love it. I've been trying to— just been I'm trying to preach this, man, because a lot of people, what they'll do is they'll go out and pull a giant list in the area they don't really know. They'll call it, they'll maybe get a deal or someone, and then they won't really have a buyer for it. So what I say is, hey, start with the end in mind, you know, know where buyers are buying, and then use them to help you bring the deal. And it actually helps you in this certain situation when the seller is being kind of tough, right?

Uh, yeah, man. Uh, man, it's, it's so simple. It's like kind of like mind-blowing, like how much I didn't put any time into this sale at all.

It feels good. Yes.

Yeah.

Yeah. So let's talk us through it. Talk us through how simple it was and what you did.

Okay. So like basically literally 2 weeks ago, I went driving for dollars in Greensboro because I had to go to a REIA event down there. So I spent like a couple of hours just driving for dollars in that area. Um, before that, sorry, I actually went on Batch Leads and I looked up where the high cash buying activity was. So that's when I went into that exact area and drove around there for a couple hours. And then after that, um, I called on those properties and, um, this guy, he was just ready to sell. And what I'm really noticing too as well is, um, you have to basically catch these people at the right time. And this guy, literally at that right time, was ready to sell. He said, 'I just thought about this yesterday.' Amazing. You know, so, so the, the— I called on him the next week and literally it was like that Wednesday We got it sold with my buyer that Friday.

Wow, bro. You said this happened 2 weeks ago? You started actually just driving?

What do you mean? For that?

For this deal, you said 2 weeks ago you were driving that area?

Yeah, 2 weeks ago, literally. Yeah, it happened that fast. That's quick.

That's amazing.

I know.

Because sometimes it takes months to get deals. So you just picked an area that had high cash buyers and you knew your buyer would buy in there. You drove it. Called it, guy wanted to sell, and then you just, you know, what happened there? You were talking to the seller, and didn't he give you some slack or something? Didn't he flack or whatever?

So as far as with the seller, he actually had another offer.

Oh, okay.

Had another offer, and what actually helped me out with this was that he wanted to, he wanted to not help me out, but it did a little bit, but he wanted to see some credentials.

Okay.

And unfortunately, since I'm just getting started, I don't have like a website yet or Google reviews and all that jazz. So I actually reached out to this guy in the area, Greg Burney, shout out. And he had all the credentials. So I basically hit up Greg and I said, "Look, I need your help with this. Let's do it.

Let's get this sale." And did Greg call him or did he just give him the website or what? How did your buyer get involved?

Basically, Greg just gave me his website. I sent it to the seller. And then after that, we hopped on a 3-way call. And Greg just did all the talking, and I just was just listening and learning from the more experienced wholesaler/investor.

Amazing. Amazing. So when you're talking to the seller, he said, "Look, man, I already got an offer at whatever," right? Did he tell you the offer he had?

Yeah, he did, actually. He did. That was—

Okay. And then you were like, "Hey, I think I can pay more than that," essentially, right? And then, did you then reach out to your buyer to see what he'd be able to pay?

Yep.

Okay.

Yep.

Amazing. So, right, did you even have the contract? And at the point when you talked to your buyer to just be like, hey, what could you pay? Or did you ask him first? Did you have it on your contract?

Oh no, it was not on the contract. So this was a person that I basically, uh, trusted.

Yeah.

And he seems like a trustworthy guy and went along with it.

Oh, I love it. That's what I'm talking about. These are deals that if you didn't have that trusted relationship, it probably wouldn't have been very easy to navigate. So let's give it a scenario for everyone listening. The seller's like, hey, I gotta offer $95,000, and you don't know anyone, but you want the deal. You think it's a You're not sure, right? So you tell the seller, oh, I can pay more. Essentially, you're lying because you don't know, right? But you didn't lie. I'm just saying people will just say, yes, I can pay more. And then they go and look. You did it the painless way and you're just like, hey, give me a second. I think I can pay more. You called your guy. He said— did he give you the price? He said he can pay. Like, didn't he say he could give you like a specific amount?

The buyer?

Yeah, the buyer. Didn't he say like, I can pay?

The buyer basically said, Greg, he said, you know, just text him, text him what I can do and that's it. So I texted him and he said, let's do it.

Amazing. So he gave you the price and you went back to the seller and you're just like, hey, I can pay $1,000 more than the other guy. And then you just—

$1,000 more.

And the guy's like, of course I want to make an extra $1,000, right? So then, then you sign it and it's done. It's already disposed, brother. You just got to get it to the title company and Greg's got taken care of. You're good.

Yeah, that's it, man.

Easy, easy peasy. And that's what I'm saying. Like, there's so many deals that come across to me, bro, when like a seller wants a certain amount And I'm like, dang, I think this is a deal, but I don't want to be the guy who's like, yeah, I can do it and then lock it up, go try for a week or whatever my due diligence period is, and then have to go back and be like, I couldn't find anybody. But I— but we don't say that. We just— wholesalers most of the time just say, oh, I can't, something happened, or what— they make some excuse up, right? So if you have, you know, 5 to 10 solid top cash buyers in your pocket, it's just a phone call. And then after that, you just sign the agreement. You can get tight enough with these buyers where you can just have them even negotiate or them hop on the call. They don't care. They want a deal.

Yeah. I'm still working on that cash buyer list stuff. So, but hey, yeah, we're getting there, man. We're getting there.

It takes time, you know, and you gotta, you gotta have the right conversations. But look, imagine having, you know, 5, 10, even 5 relationships just like you have with Greg, right? Where you can just be like, bro, what'd you pay? You want to hop on this call? They're going to be able to educate you and navigate, navigate the situation with you, you know?

Preach. Yes, sir. Yes, sir.

So, so let's talk about how you could make— because I know you said it was like a $5,000 deal, right?

Yes.

So $5,000, you know, we all want to make a little bit more. So this is what I would do in this situation. This is what I've done. If it seemed like a skinnier deal just because the other guy was at 95 or whatever and you had to pay a little bit more just to get it done. So this is what you would do in situations like this. You could potentially have other relationships and you could call them, be like, hey, Greg, I know you gave me your offer. I need to make a little bit more money. So I'm just going to ask a couple of my other other people what they'd pay. Greg should be cool enough to be like, yeah, I get it, man, I know you got to make money. That's one of the options, right? Just have a couple more people you'd reach out to.

Okay.

Um, so number one, just have more relationships, more, more people to talk to. Number two is you could talk to Greg and you could say, hey Greg, bro, I'm only making $5K on this one, is there any way you can pay a little bit more, man? And you could ask him to pay a little bit more upfront. Now if he's like, I can't, that's— I'm tight, that's exactly where I have to be, then you could say, is there any way we could structure this where maybe, you know, I get $5K now and then when you're done flipping it, maybe I get like 10% of the, the, the flip, like the profit that you make on the flip, or a certain percentage. Then he's like, yeah, I don't mind paying you later, especially if I make money. But if I do this and I don't make any— if I don't make above $20K, then, you know, I need to make my money. So what I would say in this situation is like, okay, Greg, if you got to make $20,000 on this flip, anything above $20K that you make, let's, let's split it, or let's— let me get like a percentage. Then he would say Oh, okay. Yeah, because I'm making good and I'm taking care of you. That's one way, right? Now, if it's a rental for Greg and he's like, I'm actually going to keep this, bro, and be like, well, hey, man, is there any way maybe I could get a percentage of the equity of the property? Because that's what I do with some of mine. I have a buyer where I'm like, hey, man, I didn't make enough. Can we structure where I just have ownership, a percent of the ownership, and I get profit off the rent? And when it sells in the future, I'll get a percentage. And those are usually subject-to deals that we keep on, like for Airbnbs and stuff. But that's another way. And this guy, you use his credentials, right? So that's okay. It doesn't seem like he was giving you a lower offer because he was involved a lot. But if you feel like maybe they want to make more because— or pay you less because they did more, you don't always have to have them give you the credentials. And because, you know, there's a lot of ways to get not just websites, but there's ways to get proof of funds from hard money lenders. So you could send it to the seller and be like, hey, I'm good to go. This is a hard money lender gave me this. You can give them— I have it. What's called a credibility packet, which just has like, you know, some information about who I am, some reviews I've had from past. So you could get a review from these two people and put it on. You could show them Google Business and ask some of your friends to leave you some reviews. So there's a lot of ways to have credibility. Websites are pretty dang easy too to throw up with landing pages. I have a CRM that actually lets you just put up a landing page, which you can make a website in like— Nice. In a day. So if you don't have a CRM yet, then you can Specific CRMs will let you pull up websites really quick. So that's— those are some of the suggestions I would have so you can make more. But the cool thing about this situation is like you might without Greg or without that relationship, you might not have been able to convince the guy to go with you. You know, he might have just went with the other guy right at $95,000. And that's another reason why giving the offer too soon is kind of a bad idea, right? Because sellers, they'll shop it, bro. If you— unless you can get them to like commit to accept your offer if you give them what you can agree on right then. They're just going to wait. So for example, let me give you an example how to overcome this. So whoever that gave that seller that offer where he went with you, this is what I would have done. I would have been said, hey, Mr. Seller, if we can come and agree on a price, are you good to sign today? And then he would say yes or no. And I'd say, okay, you're not ready to sign today. Is there something that's holding you back? And he's like, oh, I'd rather check with more people on, you know, what I can get paid. Then I would hold back my offer and say, hey, I understand if you want to check with other people. I don't want to give away my number yet. I can give you a range, but when you're ready to make a decision, I can give you that final price. Because what happened is he just took that other guy's offer and he went with the better offer. Now, if the guy would have said, yes, I'm ready to sign, I give him the offer. And whether I got it from my buyer or not, I give him, give him the offer. And then I say, I'm going to send you over the paperwork right now and I'm going to read the contract through with you just to make sure you understand. So you feel comfortable signing. Are you in front of your computer? He's like, yeah. So I send that over and I read through the agreement with him, explain things, answer questions, and then I say, are you ready to sign? So I never just send contracts or I try to avoid sending contracts where I kind of hope they sign because that's— that can be rough. Sometimes they won't. They'll just ghost you. So hopefully me telling you all this is helpful. So you don't get in the situation of the guy that lost the deal to you and that you can get paid more money on your next one.

Nice, man. Thank you so much. I really appreciate this.

Of course. Yeah. And, you know, I've done many deals like this. And like I said, the more relationships you get out there, the more stuff you can try. So I have a deal that came across my desk and it's like a million-dollar home. So I reached out to my— just quickly, I was like, hey, I got to reach out to my high-end buyers. They don't— they're not interested. So I just save my time from going under contract, sending it to title, doing all this stuff, because if my people don't really want it, then it's probably not that good of a deal. I can just already know it's not worth my time. If you do the strategy, it will save you hours and weeks and so much time, bro, because I spent— I've probably locked up over 400 contracts since I started doing the other way where you just tell a seller you can do it or you give them a price that you think makes sense. You lock it up, then you look for a buyer. No one buys it and you got to cancel. The amount of time that takes. Oh my gosh. You add that all up. So much time, bro. It's a complete waste. You know what I'm saying? And the only way I say people tell people just lock it up is if it's, if it's a no-brainer deal. But sometimes, most of the time it's pretty iffy. You're like, I don't know, I got to, I got to ask somebody because it's kind of tight.

Yeah. Yeah, I understand. Yeah.

Cool, Jay. Well, going forward, man, are you going to try and implement this strategy a little bit more, like work in those specific areas where you got buyers?

So, man, honestly, I'm going to continue to work with this guy that I've been talking to. And then also too, as well, I'm going to try to go to REAs and meet some more buyers and see which ones I feel comfortable with. That's the main thing, right? I guess feeling comfortable with them to do something like that.

Yeah, yeah. You got to feel comfortable. And a lot of the time that makes me feel comfortable is if they've done many deals, right? Because no one is going to recommend— like, for example, if I call a title company and they recommend me a buyer, title company's not going to recommend me a buyer who is going to snake me because they got that relationship. They've done many deals. If you just meet some random guy or somebody on a Facebook group, they're like, yeah, I can do it. That's where I get iffy. I'm like, I don't really know you. We got to either meet or you got to be recommended to me by, you know, someone in the circle, you know what I'm saying? Like someone in the network. That's how you can avoid majority of these issues.

Nice. Okay. Makes sense.

Okay, cool, man. Well, I'm excited for your journey. Keep it up. And one, one suggestion you're going to learn, and this might help you out as you're starting out, I'm sure Greg and other people you meet also have marketing lists. They also probably have ways, like people you can call. That's what I did when I first started. So I networked and then I also asked like, hey, do you have anybody, any people I can market to, any lists or anything you pulled and skip traced so I don't have to pull it? And if I get a deal, then obviously you get first dibs and we can work together on it that way. Hmm. They can pay for your marketing, right? Because for you, you're like, hey, Greg, like, I'm going to call these people. You get first dibs. If it doesn't work for you, obviously I got to go find out someone else, but I'm going to become the first one to you and you can get your marketing paid for. Let's freaking go, bro. It's all about networking.

I didn't think about that. That's dope. Okay.

It's just a simple question. It's like, hey man, do you have any lists I can call? I'd love to get you some more deals. And, you know, when I did it, I actually got the buyer that I was working with to get paid for, you know, a couple thousand dollars in lists that he wanted. Or I think he actually just gave me— one of my buyers actually just gave me $2,000. He's like, go ahead and market it. And he was cool. He didn't really expect the money back, but I actually— I was newer. I didn't get a deal from his $2,000, so I actually paid him back later in the future. But, uh, yeah, I'm just saying, like, if you're, if you're, you're slick about it, you can have them, you know, pay for your marketing.

That's, that's— hey, I like that a lot. Okay, thanks for the gem right there, for sure.

You got it. All right, brother, well, you got anything you want to say to everyone before we head out, man?

Um, honestly, just take imperfect action. That's it. Just take it. That's what I'm doing right now, just learning along the way. Like, I didn't let analysis paralysis get it, get over me too much. Just take imperfect action and get after it. That's it.

Proud of you, man. Thank you for showing us what it looks like to just get out there and get it, because that's— this is real, bro. You can make money. You just got to talk to people. As you know, you got to just reach out and you got to take imperfect action. So well, well said. And, uh, Jay, we'll see on the next one, brother. Thanks for coming on.

Appreciate it, man. Thank you, Nate.

You got it.