In this training video, Nathan Payne walks viewers through a live role‑play of a cold‑call negotiation with an off‑market seller, demonstrating his end‑to‑end wholesaling sales process. He begins by promoting the Batch Leads platform for finding vacant properties and generating comps, then follows a scripted seller‑qualification flow: establishing purpose, uncovering the seller’s motivation, exploring alternative sale options, and probing price expectations. Nathan challenges the seller’s $300K ask by comparing recent comps, explains market shifts, and guides the conversation toward a realistic offer range. He then simulates an underwriting step, calculating potential profit and confirming the seller’s willingness to sign. Throughout, he emphasizes the importance of discovering why a seller is motivated, using data‑driven comps, anchoring the price, and securing a contract quickly. The video concludes with a recap of the Painless Wholesaling Mind Map, promotion of free resources (Batch Leads free trial, wholesaling mind map, sellyourdeal.io, and the Facebook group), and encouragement for viewers to apply the script to close deals.
Chapters
What's going on, everybody? I'm about to show you guys how to negotiate with sellers right now, because right now sellers are beating you up. That's what's happening. You should be beating sellers up. Okay, guys, because how do you negotiate in a seller's market? Well, guys, I'll let you know. That's what we're going to talk about. Let's go right in. Oh, here's AJ. What do we do on Thursday?
Thursday is a batch call day.
Dang right, batch leads, baby. If you don't have batch leads, that's okay. Try it out for 7 days for free. I swear you'll like it. Today, this is what we're going to go over. I'm getting a lot of messages, AJ, you know, from people on my network saying, hey, Nate, talking to sellers, they want to sell, but their price is too high. So I'm going to show you guys how to use batch leads and negotiate with sellers in a seller's market or a buyer's market. They're both different. Right now we're moving towards more of a buyer's market just because you can't sell everything super quick. So we're gonna go to this part of the mind map. It says make offers to sellers to get contracts. We're gonna go over to the sales process, okay, because we need to know how to talk to sellers. There's an on-market sales process. That's for making offers for sellers that are on market. Now we're going to go to off market because we're going to assume most of you guys are trying to get sellers off market. So we're going to look up my boy Tony, Tony Green. We're going to look up his property. We're going to use Batch. That's all we do.
Let's see.
Okay. $150K. Okay. So this looks like it might be like some kind of townhome or something. Let's see. So property's vacant. See, Batch has got everything. Got so much information. I got to type it in to search it. Okay. So what I would do first of all, when I'm talking to the seller, this is the exact process I'm going to go through. I'm going to do it with you, AJ. You're going to roleplay with me. So I'm going to be going through this process pretty quickly because this is a roleplay. So AJ, you own this property, you are Devin, and I'm just going to ask you some questions, okay? And we're going to get to the part where you want a lot. Hey, hey, Devin, how you doing? Hey, good, good, good. Hey, Devin, I'm calling because I was driving by your house the other day and I noticed that, you know, well, actually I didn't notice it was for sale, but I was calling to see if it was for sale. Are you by chance selling the house?
I might have thought of it once in a while.
Well, hey, real quick, I just want to say, I know I called you out of the blue. Is right now a good time to talk or are you busy.
It's okay.
So, Devin, right now my purpose of this call is just to chat with you a little bit and see if I can make you an offer on the house. I buy a lot of homes in this area. I want to see if this is something I could buy, and by the end of this call, I'd like to hopefully be able to move forward and make you an offer.
Yeah, that's okay.
So, Devin, first thing I kind of want to know, I know I called you and you said you've been thinking about selling. What's got you thinking about selling?
Yeah, my son passed away, so—
I'm sorry to hear that. So you don't live in the house, your son passed away, so you're trying to sell it now, is that right?
Yeah.
Well, you know, first of all, I'd like to find out why you're selling. I totally get it now, but I kind of want review with you some of the options just to make sure to see what you've explored. So first of all, have you thought about just listing it?
Yeah, I thought of doing that, but my friend has been bugging me actually to have this listed. It's been a while, so I just don't think I don't have the time to do whatever she wants to do.
Okay, so listing is probably not something you want to do. So keeping it, renting it, even flipping it? I'm sure you don't have the time to flip it yourself. So it sounds like to me, after kind of going through some of the options on ways to sell your house, you don't want to list it, you don't want to rent it out, you don't want to flip it. So it sounds like a cash offer is what you're looking for, like someone that can buy it right now in 7 days and just be done?
I think that would be an option.
I'm assuming you have an idea of what you want for it.
I did see that and I would have called that the online platform. Yeah, but I probably would want to go higher than what I see there.
And why is that? You just want as much money as you can get?
I think the property's in a pretty good condition.
Okay. No, that makes sense. So let's pause real quick in this role play, everybody. What I'm doing is I'm trying to find out if this is even a situation where a cash sale even makes sense for the seller. Now we understand, okay, this is somebody that we can work with. Then I get into negotiating later. I asked her what she wanted for the house. That's it. That's all I wanted to know. I'm not trying to say, well, this is my offer. I don't even talk about it yet because you can't talk about this stuff until you know what's going on. Because if you don't have a motivated seller, it ain't going nowhere. You can't convince someone to take 50% value of their home if they don't have a reason to sell to you. Like, let's go back into the role play. So tell me again, what do you want for the house again?
Um, I was really hoping to get it at about $300,000.
How did you come up with that again?
Well, there were properties in the area, in the neighborhood who actually got it sold for $300,000.
I'm actually looking at it right now. So you said you were looking at properties that sold around that in that area for $300,000. Did you check to see if those were like comparable to the one that you, that you have like same bedroom, same bath townhome? Did you check that or did you just see stuff for sale?
No, I just looked.
Well, look, I'm looking at it right now and underneath townhomes on Batch Leads, Batch Leads is a service I use, right? It helps me comp properties. You know, you're asking for $300,000, right? I'd love to get you that, but, um, maybe they sold like that over the last 2 years, but the market's really shifted. Prices are going down. It's harder to sell stuff.
Yeah, I've heard about it.
You know, I understand that you want that, but, you know, I feel terrible. I'm definitely not going to be able to get you close to there. So let me ask you about the condition of the house. Is it in awesome shape? Have you updated everything?
Yeah, actually, my son updated that.
Well, let me ask you this, you know, are there any issues with the property?
I don't think there are.
How soon do you need to sell this thing?
Yeah, I just want to get rid of it.
Maybe give me like 30 days to close?
Yeah, I can do that.
What would stop you from selling this?
No, nothing really.
I understand why you're selling, but according to the comps that are in the area, properties that are extremely rehabbed and really nice, they go upwards of maybe like the $200,000-$250,000 range. And yours, from what you're telling me, it's got a little bit of updates, but I'd still probably have to go in and get the whole place updated. I think according to the numbers here, I would probably have to be around, according to what I'm looking at, right around $100,000. What's the best deal you could give me?
I could probably go for $150,000.
Okay, this is what we're going to do. I have to get offers approved by my underwriter. So I'm going to go to my underwriter, I'm going to call him, and I'm going to see if we can get $150,000 approved. If I can get this offer approved, are you ready to sign today?
Yeah, I mean, if we could go for it.
All right, guys. So then I use this time, I've looked at the data, I would actually comp this out a little bit more. I don't know much about this property. I just have the address. So here's our property. What I'm doing right now is the underwriting process. You said $150,000. I'm looking at this to see if it's possible. So I put everything into my calculator. Let's just say this house is worth $250,000 and you can get it at $75,000. Here's all your expenses. Expenses for flipping it. It's 1,300 square feet. Yeah, no, this is a deal. 100%. You got a deal, brother. After we go to asking price negotiate, you get contracts signed over the phone in person. You don't let them out of your sights. You don't send the contract and just say, hey, I hope you sign. Doesn't work. The community that's watching, hopefully that was helpful, guys. Let's just quick recap. If you're trying to negotiate a great deal on a property, you have to go through the Painless Wholesaling Mind Map and check out the script that's here. Check out the sales process. It's going to let you know how to talk to a seller. You're not negotiating a great price unless you find out why they're selling. Once you find out they're selling, when you get to the price, the part about, you know, anchoring, finding out what their property's worth, use batch leads, run the comps, look at the properties. You can use Zillow too, just to verify. Call an agent in the area just to verify price like we just did. And for Tony that's watching this, if he hasn't, you know, if you haven't fallen asleep, cause you know, maybe I've just talked too much, you have a deal at this price. It looks like, unless it's destroyed, if it's destroyed, it's going to be tough. But if it's a basic rehab, you look like you got, you got a good spread that somebody will buy this. Now I can help you find a buyer if you go to sellyourdeal.io, my website. You can submit deals. Hopefully this was helpful to you guys. Sign up for Batch if you want, it's free. Get my free wholesaling mind map. I don't know why you wouldn't, it's free. If you want any of the stuff that I have that I give away a lot, a lot, a lot for free, all you have to do is go to Facebook and you just have to go to our Facebook group. It's under Painless Wholesaling Group. Everything is featured. All right guys, well, have a great one. I don't see any other comments coming through. Peace out, Nate out.
