How to Get Wholesale Cash Buyers Fast In Minutes! Wholesaling Real Estate

All right, what's going on everybody? Today we're going to be going over how to find a cash buyer for your wholesale deal ASAP, in like under 10 minutes. That's our goal right here. We're going to show you how to use it all with my favorite platform on Investorbase. We got Daniel, my good friend here. He's going to walk us through the whole process and I'm going to be asking questions as if I was like a brand new investor, had no idea how to dispo. He's going to walk us through the whole thing. Yeah, I'm excited because guys, if you don't know how to find buyers, This platform, InvestorBase, is the top tier. It's gonna be able to help you do it. And what I love doing is I love JVing. I love finding buyers for other wholesalers who maybe aren't willing to put in the work or maybe don't know how to find buyers or have the conversations to leverage, you know, buyers to make the most money they can. And I— for me, the way— the reason I love JVing, Daniel, is if I can just find a buyer that will pay $5,000 more than the wholesaler that is you know, I'm working with, or $10,000, then I got a deal. I just made money and I didn't have to spend money on marketing. I didn't have to go and find the seller. I just think it's such a good model to make money. But anyway, Daniel, what's up, man? If you agree with that and tell us a little bit about yourself and then we'll get right into the training.

Yeah, absolutely. I mean, we've been running this company for a while. There's always a buyer out there who will pay more, right? So there's an unlimited supply of deals out there of wholesalers who have a deal that are looking to move it. And so if you have the right buyers, it's all about just meshing them together. But guys, what's up? Excited to be here. Uh, Nathan's a good, good pal of mine. Uh, I'm a co-founder over here at InvestorBase. Prior to InvestorBase and the reason why it exists, long story short, uh, we had a wholesale company that we ran for about 3 years. We did about 150 deals in the first, you know, about 2-year mark, but we were only selling to hedge funds. When rates went up in 2022, all of these hedge fund institutional buyers went away. And so we had to start over our dispo process. We had to start from scratch and we had to figure it out. And we had to figure out how to identify and sell deals to local flippers and landlords, right? We were used to somebody who was paying 110 to 120%. So for us to go and find somebody paying 67%, that wouldn't really fly for us. So what we did is we created an investor base, not only to identify your most likely buyer, but to identify the buyers who will pay the most, especially applicable to the JV model, because you already have somebody with a deal that's usually too high. So you got to go find that picture-perfect buyer who's going to pay the most, and we'll show you how to do that in a very short amount of time.

Dude, I love that. I love that, because what happens a lot is when someone's new, or even if they're experienced, they have a buyer that they maybe they feel comfortable with, but they're getting lowballed by that buyer, right? They don't know that there's someone that will pay way more. And having a tool like this to get them to find the best buyer is going to help you make more money on your own deals and make money off of wholesalers' deals where they just don't know. And I've done this so many times. You've done it. So without further ado, let's look at the platform and let's get into it. You cool with that?

Yeah, 100%. Let's run a deal.

Let's run a deal. Okay. So I sent him an address on a property that we've done recently, and it's in Lawrenceville, Georgia. Okay, cool.

Well guys, welcome to Investorbase. So we are branded as a disposition software. So we help wholesalers identify the most likely buyers for your deal, right? When you get access to Investorbase, we give you access to an estimated 10 million real buyers nationwide. Okay. So regardless of where you are in the country, you have access to find buyers for that deal. We're identifying real buyers based on the fact that they have actually done a flip or bought a rental property. It's not a cash buyers list, so we're not looking at whether they just paid cash. This is literally, did you do a deal or not? And if not, you're not going to be in here. So we remove all the tire kickers, we remove all fake buyers, we remove the agents who want to be an investor, the people who are raising their hand, oh, oh, I want a deal. It's really just a very niche list of real buyers. So We will take this deal that Nathan just gave to me. The functionality is super simple. Let's say that we saw a wholesaler with this deal. We approached that wholesaler and say, hey man, if I bring you a buyer, you want to split it 50/50, right? The Painless model, right? I'm certain— I think, I think that's what you guys do there, Nathan, right? And that's exactly what I would do because there's so many deals out there that need a buyer, right? And some people just don't know how to do the work to go find those guys.

No, man. So there's so many platforms out there where they just have deals and they're just hoping someone will reach out to them. No, man, you got to go reach out and get— do the work and you're going to get paid. It's painless.

Okay, so we type in the subject property that we want to go find a buyer for and then we span the radius out. So this is in Lawrenceville, Georgia. I'm just going to put it on a 3-mile search. For a search period, I'm leaving on 2 years. And what we're doing with these parameters is we are going to be identifying fix and flip and buy and hold transactions that occurred within 3 miles and 2 years of this property. We are looking for the investment transactions, right? Once we identify one, then we go and find that flipper and that landlord. So I'll show you how we do that in one, one click. We can toggle between flippers and landlords if you want. Property types, we have everything from single family to land, so mobile homes, multifamily, condos, townhomes. We can identify buyers that are buying in those product types.

Nice.

I have some advanced filters here, but the icing on the cake is when you turn on skip tracing save, this is going to identify the contact information for these buyers for free. Okay, so if you know, you know, historically this has been a 4, 5, 6, 7 step process, and then you have to pay for skip tracing at the end of it, right? So if you're going and you're trying to accumulate cash buyer data and you're getting thousands of buyers, and a lot of them just aren't even real buyers, but then you got to go pay to skip trace them. So the alternative is we come to Investorbase and we run this search, right? So what the software is doing for you is we condense what historically was hours and hours and sometimes a full day process to scrape, scrub find the LLC, find the registered agent, then go skip trace them. We break that down in one click of a button, right?

I love it. I love it.

So boom, we just identified 85 unique buyers for this deal that you were trying to sell on SweetMill. So the red icon is going to indicate the subject property, right? So we have some specs of the property, all that good stuff that you'd get on another data provider software. But what's interesting is the blue icons are going to indicate a fix and flip transaction that occurred. The green icon is going to indicate a buy and hold transaction that occurred, right? So when we click into a fix and flip deal, we see that we give you the specs of that property that was purchased, the address, the price they paid for it, the percent of ARV they paid for it, when they bought it, when they sold it, the price they sold it for, the turn time, and then we're giving you the entity information, right? And typically we're going to get about a 90% hit rate on the numbers. So we have them, they'll be listed here: mobile 1, mobile 2, landline 1. Nathan, back to you. I got a lot more I can talk about on this thing, man. Yeah, yes, I want you to run on this because you know, you know what's going on better than I do with the community.

And yeah, yeah, so I'm going to ask you questions that a new investor would have. So you kind of hit on it, but how do I know which ones are the most active buyers? But you said already that you only allow people that have actually bought, right, on this to search. So these aren't wannabe buyers. These are, these are real transactions, right?

Yeah. So the first layer of that is just essentially how we run the search in the first place, right? So as you see, this isn't thousands of buyers. This is 85 unique buyers based on the fact that they just did a deal. Let's look at this guy, R&L Dream Homes, Laya Arnica. Look at the link. If we want to just see, hey, was this a flip, was this not a flip, we go and we see, okay, nice brand new flooring, nice yard, probably more of a hotel. Bang. So it looks like they bought it for 77% of ARV. It was a 3-month turn time. So definitely a whole tail here. The idea is because this person just did this deal recently nearby— I mean, look at this, this is right across the street from this— the chances of him being interested in this deal and want to make an offer on it are extremely high with us. That would be the first layer that we look at, um, but we, we do take it a couple steps further with AI Smart Match and whatnot.

So I got a question really quick. So when you pull this list, because what most likely people are going to do instead of just clicking on one and calling it, they're going to pull the list. When they pull that list, are you able to filter it by distance to your property?

Mm-hmm.

Yeah, you're like, okay, because I want to call the ones that are closest to my property. Usually that's, that's where I would go, right?

Right. So you can sort by a variety of things. You can sort by the buyer's purchase price of what they paid for those properties, square footage. Distance is obviously a component. So nice. Farther away, then we get closer. So this one's right next door, right? We see he bought it for $291,000, sold it for $365,000. Damn, we need to get into Atlanta, man. People are paying crazy numbers out here, bro.

That's a great, that's a great buyer right there. My property was $365,000 ARV. They bought it for $260,000, I think $267,000. So I would have rather sold to him. That's a perfect example of being like, hey, that's, you know, you have to look at the property, right? And the condition, obviously it depends, but it's a conversation worth having with that buyer.

Yeah. So how big was yours? We see here it's 2,100 square feet. So it's the same. Yours was the same exact specs as what this guy just did.

Dang.

But he paid 80% of ARV. He paid $291,000.

Bro, why didn't I call Chong? Chong Chang. Well, that's his name, right?

Yeah. Well, what's interesting is if we go back to filter by Smart Match, reverse it, we see Keong is your number 5 Smart Match buyer. So we have identified him as, as one of the most likely buyers for this deal based on a variety of factors, right? You know, how close it is to the property, uh, what did he pay for it, What are— what's the square footage of the one that he did? How similar is it to yours? How did he do it? Uh, a variety of factors, right?

So can you show them really quick how they can pull this out on like a spreadsheet? Like if they can, you know, download it?

Yeah, you just click download.

Like, just that, that simple?

Yeah, that's simple. And I mean, if you want to get more targeted, like if we want to come through and say, hey, I think this guy's a good buyer, I'm going to reach out to him. I think this guy's good. I think this guy's good. Then we can only download those 3 people, right?

Okay.

So you can 100% do that in here. Easy. Done. Bang.

Now I have another question. Like, as if I was a new investor, you said you can identify the best buyers. Is there a specific filter that you would press? It's like, hey, these are the best ones that paid the most.

It's smart match 100% of the time.

Smart match all the time.

Yep. So when we built this model, we built it on all the transaction data from the past 5 years. And so this model actually predicts the buyer who will actually buy the property will be in the top 5 of these 20% of the time. So 20% of the time we are predicting who's actually going to buy that deal.

That's amazing. If I'm brand new, whether it's my own deal or I'm JVing someone's, I've come here, put in the address, It's already skip traced, so I can just smart match, I can pull the list, and I can just dial through it, right?

Is that—

would you say that would be the next step? Because that's what I would think you need to do as a brand new investor, right? Brand new, uh, dispo guy.

Yeah, 100%. Um, so whether you have marketing rights to that property or not, like with a JV model, um, would be the determinant of what the next step is. If you do, then I would suggest coming to the My Listings page, and you can create a landing page for, for that deal, right? So you come in here, type in the subject property, we pull up the street view as placeholder. So that was your deal. We auto-pull in the specs. Let's say we're asking $268,000 for it. You upload your photos. If you don't have photos, we'll have somebody come out and take pictures of them anywhere in the country within 48 hours, get them back to you. We have low in ARV, high in ARV, which seems to be a little bit off on this one. So we're going to say bad.

By the way, when he was referring to whether you have marketing rights or you don't, when you're doing the JV model, you do not just take a random property that you found on your email list or you found on any platform and start working it. That's a complete waste of time. You don't know the situation. You always reach out to the wholesaler that has the deal, find out what's going on, how much time they have left, if they're even open to doing a deal with you and JVing. Then you move forward so that you want to get marketing rights and the ability and the, you know, the permission to work it or you're wasting your time.

Right. Yeah, 100%. I would ask them if it's okay if you can make a landing page for them, but this is available to you, right? All of our users build marketing flyers like this in the software, and then they're able to share it with their buyers with one click of a button. So if you do have the ability to do that, that would be the first step. Because the first thing that a buyer asks for whenever you speak with them on the phone is, hey, what are the details? What are you asking for it? And so if you're not prepared to essentially click share on this button, copy this link, and then drop that into a text message to them, the best practice for that is to send it to them while you're on the phone. Hey, did you get that link? Yep, I got it. Okay, do you mind opening that up just to make sure the pictures came through all right? And now you're reviewing the deal with the buyer on the phone. So that'll get you to farther down the line. But regardless if you have that or not, we need to be tracking your progress in the CRM section. I'll fly through this, make it brief, but this is where you're going to track your progress with the deal. And what I can tell you is when, when I was a one-man show and I was handling acquisitions, I was handling marketing, I was handling dispo, I was handling TC, you're wearing all the hats. It's so hard to keep track of who you're calling on the buyer front, who's interested, who's not interested. Who wants to walk it, who you need to follow up with. So that's immediately why we built this. When we click into Nathan's deal here, we see we have the 85 unique buyers that are all stored from most likely to least likely to buy the deal. But what we have the ability to do here is as we call through these buyers, we are able to take our notes on who's interested, how many people we touched, and we can take notes. So like left, or they want to walk it. Lovely. Yeah, we actually used to sell to open house for this hedge fund.

Hey, love it.

In the day. But as we go through, uh, you can mark statuses, and this is a funnel. So you want to push people down the funnel from no answer to interested, walkthrough scheduled, walkthrough completed, to offer received, signed, right? And so once you start marking enough of these and taking notes, you'll realize you're able to track your own KPIs and hold yourself accountable.

That's lovely.

So this is the My Deal section in the CRM. That would be the next step for me. And then obviously you can build your buyers list within the software, right? So when you add a buyer, you're able to click into them, add their location tags, add all their notes, their purchase price details, their verified contact information, email for future use, right?

And you showed me something before, it's pretty cool. So when you send out a deal in the future that's in a buyer's area. Tell me how that works really quick for everybody that's like, we'll be using this and we'll build it out.

Yeah, I mean, look, ideally, even if you're working nationwide JV type model, you should always be curating buyer relationships and you should be saving them to your buyers list. Like, this is your bread and butter. It's your buyers. It's the people you have a relationship with. So at a certain point, you're going to have a lot of buyers in this result set, right? And so Let's say I had a deal in North Carolina and I have buyers across the country. I'm going to want to go filter by Archdale, North Carolina. And I see Todd Shoemaker. Yeah, I remember Todd. Todd's my guy. Right. But if you have 1,000 buyers on here, this could be 100 buyers in this filter. So now we can filter down to, I want to target single-family buyers, only flippers, and I want to target ones that are buying around that $200,000 price point. I'll target ones that are doing $50,000 rentals, and we can get super curated as far as who we're going to do our outreach to. That question—

yeah, yeah, it does. So I have a question for myself. So I've done some deals with, uh, real estate agents that are investor-friendly. I know we talked about in the beginning that this is specifically for buyers and landlord buyers, right? Flippers and landlord buyers. So does this have agent information anywhere where you can reach out to agents that represent a lot of buyers, or no? Which is fine, I'm just curious.

Oh, I can show you something that we just built the other day that no one's actually ever seen before.

Love that.

I'm not just saying that, it's— I know that sounds kind of like— I'll show you this.

Oh, get out of here.

Investor agents, we haven't rolled this out yet, but you can find agents who frequently work with investors. So what zip code are you in?

Uh, just do 84093, that's where I used to live in the States.

Let's just— I don't know if this is going to work or not.

All good.

We're still working on this, but 29407 should work here in South Carolina. 30 and down. So we'll tell you how many listings that they've done with investors.

Lovely.

Obviously a lot of this information needs to be cleaned up.

And it goes by location too, which is great. So you can say, hey, I got property in the zip code. I think you might— you or some of your investors might be interested in. 'Cause agents do. The good thing about— I like about working with agents is they're getting paid, so they're gonna— that's just another person in your army that can help you find that buyer, right? Like someone else that can be working it, not just you, right? Mm-hmm.

100%.

So let's talk about quick KPIs, because I know a lot of people like, "Oh, this is easy. I just make some phone calls and sell a deal." But like, what does it really take to work someone through that My Deals pipeline? How many calls? What have you seen? So everyone can have the right expectations.

Yeah, you didn't know I had this hiding over here, but I'm glad you asked. So we have a Dispo Health scorecard. Now you might not be at this level yet, but just so you understand, you have a sales funnel on the acquisition side, but if you're going to be a JV guy, you need to realize that this is a funnel. And if you follow the right process, this funnel is predictable, right? So starts with the right buyers. So find your buyers where you run the search. We're targeting about 100 unique buyers. That's going to produce about 75 unique buyers with accurate phone numbers, right? After the skip tracing, you should be hitting 150 total touch points for each deal. So that's 150 double call, voicemail, text, right? So you do 75 on day 1, we're going to do 75 on day 3. These are the benchmarks that you should be tracking, and I can share this with you later.

But yeah, that'd be great.

Answer your question. You should be targeting 150 touchpoints to buyers. Doesn't mean they all picked up, but that's, hey, I double called, voicemailed, and texted 150 people.

I love it. And you said that if you do this process and you take it through twice, if you go through your list twice, you're gonna find at least 50% of the people you talk to are gonna be interested in your deal. Is that what you told me before?

Yep, so response to interested rate. So when somebody picks up the phone an investor base, 60% of the time they will be interested in the deal. So, and if that is not the case, then there's something wrong with the script or there's something wrong with the way you price the deal, or there's maybe something wrong with the landing page that you're sharing with the person. Those are all things that can reduce that interested rate when you're having a conversation with buyers.

It's amazing.

Interested to walk through rate. We got show rate for the walkthroughs. We got walk through the offer rate. And then we got highest and best execution. So this is all DISPO process, like this is kind of advanced, but there is a baseline here that is literally this. I did an expert user webinar the other day with a gentleman who came on and made calls for a deal in Burlington, North Carolina. It was a 1-bed, 1-bath, 500-square-foot house on 3 acres in rural North Carolina. Yeah, he called 8 buyers. He only spoke with 3. But he scheduled 3 walkthroughs for the next day. This was live with 200 people on it. So imagine if he made 150 touchpoints in Investor Base. At those conversion rates, he would literally schedule 50 walkthroughs for that deal. So the proof is in the pudding of making the calls and doing the outreach, right?

Which a lot of, unfortunately for them, a lot of wholesalers, they're not doing. So they're not getting the good buyers. They're just relying on the old method of just the email blast, which half of it goes in spam, half of the other time they just look at your deal and they're like, "Oh, this deal sucks." and they don't think about it, right? And that's where the sauce is. You got to get a hold of the buyers and you got to understand that most of the deals that get sent out when you're JVing, they're not good. But that doesn't mean their spread's not there, or doesn't mean the seller's not motivated and you can't renegotiate it when you have a real buyer that's willing to take it down. So you have to do the work, and once you do the work, you can get the deal done.

Yeah, for sure. One thing, Nathan, I'll show you before we wrap up here that's like applicable for this use case of JVing. Like when you are working with a wholesaler who has a deal, more often than not, you're going to know what they're asking price out there to the market. Let's say it's like $100,000, right? A quick way to determine whether that's a deal or not and whether you should work it is by coming into the analytics section, but also sniping buyers. So what we do for you is we aggregate all of these deals into what we call investor comps. So we are able to quickly see that investors paid on average about $337,000 for light con properties. Now you go in, pick and choose which ones are applicable, which ones aren't. Like this one's probably a little bit far away. This one's an outlier, right? And we start to generate a price that an investor will likely pay for this property. But what you can do is let's say that deal is marketed at $275,000. We go and see, hey, Investorbase shows, you know, Keong who just paid $291,000. I should call Keong because he just bought the same exact type of property, but he paid more for it. So there's probably a spread there that I can help this wholesaler make if I bring Keong to the deal. So the analytics portion of this are invaluable for a JV model type person to go and just find those guys, you know?

Yeah. And I, you know what I like about that too is like, let's say the wholesalers ask for $310,000 on this property where you can see that majority of people have paid like let's just say $290, right? Because the analytics— you can have a conversation with a wholesaler and you can say, hey, you know what, I'm seeing a lot of other buyers in the area that have bought it around $290, $280. That's probably where most of my buyers are gonna be before I start making calls. Do you even have the ability to go that low? And if they're like, oh man, I don't even have it at that low, I got it at $305, then you can have a serious conversation with them about is it worth you working it? Can they renegotiate it, right? Before you get into trying to find a buyer when they might not even be able to get it down that low, right? So that's something that I like to do is if it's way overpriced, I like to just say, hey, most of my buyers are going to be around here. Can you even get it around that price? And then that's when the conversation gets real. So does that make sense, Daniel?

Yeah, 100%. It's a little, little feeler out there to that buyer. And the feeler is great, uh, but even so, just doing some preliminary work to identify, hey, is there even a spread here based on what people are paying first? If it looks like there is, absolutely, let's go start putting some of those feelers out there to generate a range.

Now I have a couple questions that I know some people will be asking, so I'll just kind of ask them and I'll answer them for what I think, and you let me know if I got it all right. So a lot of people are going to be like, hey, is this data accurate? I would say yes, you guys are pulling the most accurate data from sold data that you get. How recent is the purchase data? Same thing, right? You're pulling the accurate data. Does this work in every— live, right? Does this work in every state? Yes, you could put in any address and it will work in every state. You gave us an example, that person had the rural property, so yes, it works in every state. What if I'm in a smaller market? Bam, you answered that too. It doesn't matter whether it's big or small, you're gonna be able to find the right buyers. And what if there aren't many comps for that property? Well, I'd say if there weren't that many comps, it's probably not that hot of an area, right? Or it's probably not something that most investors are gonna be interested in. So it doesn't mean you shouldn't try it if like you feel like you got a great deal, but if there's not a lot of data, I think that just means it's just not that good of an investor area. But what do you— did I answer those right?

Or That's perfect. The skip tracing is incredibly accurate. The property data is live. So as soon as it's recorded at the county, we populate it with the underwriting portions of it. Yeah, sometimes if there's no buyer results at all, that's probably a good indicator that there's not a lot of people doing deals there. That's exactly what the indicator is. So you're going to have a tough time dispoing that deal. So you probably shouldn't work it. Yeah.

So for anyone that's watching this, yes, you can use Zillow to find buyers, but it's going to be a lot of— you know how it is. You're going to have to go find, click one by one. What you've done in this tool is you've made it so fast and easy. That if you're really going to take this business serious, you need this because it's going to save you your time. Because you can knock doors and try and find a buyer, but that's not effective or efficient, right? You could be like, hey, do you want to buy this house? But no, this is what the tool is going to be able to help you get it done quick and make this a real business, right? A JV business, or even if you're, you're wholesaling your own deals, right? You need something like this. So that's my opinion on it. Daniel, do you have anything you want to say before we wrap up?

Man, I mean, look, we've all been in that boat. We're running some free versions to try and scrape together the right data, and typically ends up taking a lot of time, right? So if you're at that point where you're like, "Man, mine time's important. I want to buy my time back. I want to target the right people who are going to pay more." That's where it starts to make sense to actually start to grow that dispose side of your business. But that's all I got.

All right, man. Well, we're definitely going to have to have you back. That was awesome. I think the software is amazing. I've used it already multiple times. And yeah, it's helped me find great buyers and have showings. And yeah, bro. So I look forward to having you back on. I'll, I'll talk to you guys later. Thanks for everyone that tuned in. See you guys.

Thanks, brother.