Live Wholesaling Calls: Secrets to Closing More Deals 🎯

What's up everybody? We are live right now on the Wholesaling Real Estate Ring where we call sellers live and you guys can see exactly what we're doing. We're in the trenches, we're calling sellers. Lane was just on an appointment. Nathan, Vali, and me, we're doing deals out here. We're doing this so you guys can see what it really looks like to close deals. And so stay tuned, this is what you're going to get. I'm going to introduce myself for those who don't know me, then we're going to go with Lane, then Nathan, so you guys know who we are. My name is Nathan Payne. I've been in the wholesaling game, real estate game for several years now. Close hundreds of deals. And again, the purpose of us doing all these things, these calls, is to help you guys close more deals. So that's who I am. Lane, who are you? Who the heck are you?

Lane Peterson, same thing. I'm in the wholesale game, been here since 2009, since the market crashed. I'm out of Arizona. I was building houses before then, and I rolled into doing distressed real estate, and I love it.

I love it.

I'm actually glad for that intro because I didn't— this is our first time getting to chat, Lane. So that's cool, man. Went from, from building homes to be like, you know what, let me just wholesale these things instead?

Well, yeah, I had to adapt or die. It's like you had to pivot, you had to adapt or die. That was like 2009 hit, and it was like you had to move quick, and if you didn't, you were left in the dust.

There's been some adapting recently too, man. I've had to adapt my business. I used to have a big wholesaling team. Now it's, you know, we're keeping it tight and small, so keeping the overhead low and doing more deals and making more money. So adaption, adaptation is good.

Nathan, with that said, Yeah guys, I'm Nathan Valley, not to get confused with Nathan Payne. Done a bunch of deals in Michigan, New York, Florida, Utah's where we're doing most of them right now. Very similar story to Nathan Payne, bigger company, right? A lot of overhead, doing deals, looked really cool on paper, but no one ever tells you the details, right? So when you do, you know, $67,000 deal, sounds cool, not that cool when you got $50,000, $60,000 in marketing expenses. So guys, and yeah, we're here to show you a better way of doing things. I'm going to show you how to do these deals live. And trust me, what we're doing now and kind of what we're showing you guys here today and on these calls, guys, there's a way you can do this business. You can be much, much, much more profitable and to where it makes sense and works really well for you.

So our plan, just so everybody's watching this live or will watch it, our plan is to make calls live, teach you guys, and show you guys how we're going through the process so you can learn and you can take action and so it's not scary for you. So that's our plan, and our promise is that we're going to make calls live. That's our promise to you guys. We're showing you how it's done. We're not just talking about it and talking about something we did 5, 6 years ago that worked. We're doing it right now. So you can see that this is actually something we do and you can judge for yourself whether it's good or not. So, Wayne, I know you said, I know you got some leads that we can call, but let's, I think you said you have an appointment you went on earlier today. You want to kind of talk to us about that first? Yeah.

And just so everybody knows, you know, there's a difference between inbound and outbound leads, right? Your outbound leads are your cold calling SMS. Those are super cold, take a lot of nurturing, take a lot of time, and it's a lot of work, but they're super cheap. Right? You can do that for almost free, you know, or little to no cost. And then there's inbound leads, which are pay-per-click. You pay per lead, your SEO, you're putting money out there on Facebook, on Google AdWords, and you're paying for them to call you, right? So all of my leads right now are all inbound. And so the much higher quality, little bit easier conversations. Um, but that's the difference. It's good. So people know the difference between inbound and outbound leads and the quality of them.

I wanna say something super quick about that though. You said that SMS and cold calling, it is cheaper, but it also does produce a lot more leads. So the amount of time it takes to filter those is a lot more time. So even if it is cheaper, I also think it's way more time consuming. So inbound all day for me.

Yeah. Yeah. And, you know, starting out, I mean, cold calling, SMS is agent outreach are the almost free ways to go and get started in this business. Once you start proving that proof of concept, getting your deal done, getting some cash rolling in, then you can put it back in your business and start paying for leads and get higher quality leads. Because it's a much different conversation when someone's calling you that they want to sell your house, whereas if you're reaching out to them saying, hey, you want to sell? You ever interested in selling? It's a completely different conversation.

Yeah, that's 100% agree. I'll kind of give a little bit of a different perspective as to what Payne was saying. About 95 to 98% of like what I cut my teeth on was all outbound cold call leads, right? And you learn to get really good at sales when you're just chatting with cold calling leads. And, um, the one thing I'll say is 100% is, guys, leads are not all equal. You know, just kind of what, what Lane was describing, you know, 100 cold call leads and 100, you know, PPC leads or Facebook leads, those are very, very, very different. You know, 5 click leads might be worth 100 cold call leads on every market. And then one other thing I'll say is, as far as ease I'll actually give kind of a different outlook on it because I, I think there's, there's two ways to look at it. Outbound, it's definitely— it takes a lot of time. But the nice thing is you get to control those time blocks of when you're working it. Whereas inbound, one of the hard ones is because it's inbound, you never know when they're going to make that call inbound to you. And so one of the big things with inbound is you got to be able to pick up that call live or get back to them, you know, within seconds or minutes. And so for me personally, I was one of those people where I never liked feeling like I was glued to my phone just waiting for it to ring all day, every day. And so for some people, cold calling or texting might be a better fit. But yeah, inbound leads, much better conversation.

Good point. So 100% agree. So I went out on an appointment this morning. It was a local lead. 90% of my business is buying virtual. So outside of my market, I reside here in Phoenix, Arizona. This one came in and it was a local lead and it was a PPC lead. So pay per click. And so somebody Googled sell my house fast. Sell it for cash, whatever they Googled. They luckily, they landed on my landing page, filled out a web form, and I got the lead, got on the phone, had a conversation with this sweet lady Leslie, and learned that they're in distress. The house isn't that bad of shape. They're in distress though. They've racked up a bunch of debt. They do have some equity in their home. It needs a completely new roof, which is going to cost them about $30,000, which they don't have. And so they need about $100,000 over what they owe to be able to pay off the debt that they have. That's kind of really hurting and just, and damaging their life right now. And they, they want to get out of it. And so it was a great, great meeting. I mean, I, I don't know how to upload pictures, but I could have little pictures of the house. But it's all here in, in West Phoenix, in Avondale.

And you said you went in person?

I did. Yeah. Yeah. If it's a local lead, I want to, I want to be there. I want to be belly to belly. I want to be shaking hands, kissing babies, talking, eye to eye contact. 100%, you're going to have more likely to get that deal than if just over the phone.

Agreed. Agreed. I love it. So, so what's the scenario on it? Are you—

did you— actually, it's actually really cool because what I like to talk about a lot and actually even teach people is it's extremely valuable as a home buyer, as a cash buyer, to have multiple tools in your tool belt. And so, you know, we get into this business thinking everything is cash offer. Well, that's not the case, and that's probably not the case that's going to most benefit the seller. You know, I like to look at my business as helping people. I love helping people, and so I know that a cash offer is not going to be the best solution for them. And so what are the other options? Well, there's creative finance, there's sub-to-right, or there's retail. You can take it retail, do it through a novation, or if it's your local market and you're licensed, you can help them do it that way. So this home is worth about $600,000.

So is that ARV, or what is that?

ARV, after repaired value.

So if you want to write these numbers down, I'm gonna write it down, but real quick, at the very bottom, I'm just putting the options that you said. You said you got novation, cash, creative, and then you said— what's the other one? Um, I know you can wholesale it.

There's 3.

So anyway, I'm just putting it at the bottom, you know, I'm trying to make it look—

hotel is your exit, right? That's your exit strategy. But as far as your, your acquisition, there's really those 3 options, right? Your cash, your sub-to, creative finance, and retail novation.

That's it, brother.

All right, man, so that's your acquisitions. That's your 3 options of acquisitions. If you guys can think of another one, please let me know because I don't, I don't think there is.

You know, some people might say like listing it, right?

Wouldn't, wouldn't That's retail.

Did we—

did I— retail slash novation.

Okay, let's, let's say novation and retail are the same. Okay, so all right, let's talk about this deal you got. This one is in Phoenix, right?

ARV is $600,000.

Okay.

All right, needs a new roof. Everything else is pretty clean, but it's probably with the new roof and everything going to take about $40,000.

$40K for the new roof and some odds and ends, right?

And then you got 6% in realtor commissions when you sell it, right? Which is $36,000. So if I get this home and I list it for $600,000, I put in $40,000 and I paid real estate commissions, I'm walking away with $524,000. They want $520,000.

You kind of like that old school calculator, huh?

Hey, well, don't make fun of my Walmart stuff, dude. This thing works just as good and gives me the same numbers.

Let me throw it in here. I like, I like to do this. So you said—

oh no, you're just gonna get it all caught. I'm just trying to get like simple, simple here. Okay, he wants $520,000 and those numbers. I'm walking out, I'm walking away with $524,000.

All right, I'm not, I'm not gonna mess around, uh, with this right now.

But anyway, yeah, see, Walmart calculator, we're great.

Yeah, we don't, we don't want to cut— we don't want to complicate it for the people. All right, so you— so $524,000 after commissions and after rehab, that's it, correct?

That's if I— yeah, if I sold it for $600,000, put $40,000 into it, paid commissions, I'm walking away with $524,000.

And she— and the seller's asking $520,000 for cash.

$520,000 for a cash offer.

Did they say, or I don't know if you asked them, did they say like, you know, why they haven't just listed it or fix it up themselves or any of those routes?

They don't have the money to put a new roof on it. And they know that it's built in 1994 and that roof has failed. It's done. And they don't have the money to do that in any— they know that any retail buyer that's going to buy that house is going to want a new roof. And then they just— they are against listing it. They don't like dealing with showings, with people walking through their home, and they, they're deathly afraid of a, of an inspector asking even more than the roof. And they just don't want to deal with it. They'd like to just have their cash and go.

So that's why on this one, are you thinking— yeah, tell us what your process— because my mind's going right now, what I would do. What would you do? What are you going to do?

So I, I had a, I had a very honest, direct conversation with her saying that you can see this, the, the cash offer doesn't work. Uh, if I pay 2020, I'm going to be losing a lot of money. So I, I did hit her with my cash offer, and that was at $450,000. And I thought that was pretty, pretty fair cash offer if I got to go put all that money into it and I'm listing a house for $600,000 in this market with interest rates at 7%. You know, you might be sitting on it for a while because that's a very high payment these days when the interest rates being what they are. So I told her my cash offer. I said, this is, this is where we would be As is, straight to the point, simple, don't have to worry about anything else. She's like, well, you're like $70,000 off. So I said, hey, there is another program that we do offer that if I can get it approved, I could get you a lot more money. It just takes a little bit more time, which is Novation, right, which is taking it retail. But they don't want to deal with realtors, right? They don't want to have to do the, like, negotiations and deal with the inspector and deal with the repairs and all that. So I said, if I can get this approved in our other program, I could probably— I can get you a lot more money, and it's probably going to be around $500,000. Now, completely direct with them. I'm going to come in and I'm going to put a new roof on this with my money. I'm going to put a new roof on this and I am going to put it on the open market and handle everything. Inspectors, all you have to do is make sure and open the door for people that want to come in and see the home.

I'm running the numbers just in the background on the novation. What would you list it as-is for on a novation?

Well, yeah, I don't have the as-is price because I'm planning on putting a new roof on it.

Well, no, I mean like after the roof, like, because you're obviously not going to do too much to it other than the roof.

So it doesn't, it doesn't need, it doesn't need a whole lot. But in that $40,000 rehab, I gave myself quite a bit of a buffer because I think that it's really going to be around $25,000 to $30,000 with the new roof. And you got to just refinish the cabinets in the kitchen. Everything else is— it's a pretty nice house. Great pool, great yard, great everything.

What would you list it as?

So after putting the roof on it and painting those cabinets, I'd list it at $600,000.

Okay. So you go $600,000 and then you'd put about $30,000 into it on a novation deal?

Yeah. $25,000 to $30,000 on a novation. I am licensed, so it would only cost me 3% for the listing, maybe another 2%. So say 5% in listing and closing costs.

One more question I had was, what's kind of their motivation for moving? Like, is staying in the house enough?

Pay off their debt. They want to pull their equity. They need $100,000 to pay off their debt. They're over homeownership. They don't like it. They don't like the maintenance. They have a big yard. It's kind of a big house. And they've just been dumping money into it. They put a couple new AC units on it over the years. They put new windows in it, and it's just draining them. And now they got all this debt, and they just need to be done.

So guys, all those questions that I asked, so Lane obviously crushed it on the interview, because guys, you don't need to be a master, master salesman, right? There's, you know, definitely, yeah, there's certain lines here and there that are great, but just look at kind of the things that we went through, right? Lane had a conversation with the sellers and asked them about all the other options. Right? If you— when you're talking with a seller or whoever, guys, list out all the other options to them. Hey, have you thought about doing this? Have you thought about maybe just fixing it up yourself?

Have you—

and what happens is at the end of the conver— and I promise, guys, you're not saying anything that they haven't thought of, right? Yes, they, they know agents exist. Yes, they know they could fix it up themselves. But what happens is when you ask them all that questions, they are telling you why you are the only option for them. They're telling you why you are the perfect buyer for And what's great is you now have all the information of what's important for them, what's going on in this situation. And then from there, you know that you're the best fit, and then you can create the best offer and put it on a silver platter for them. Because now the nice thing is the sellers, right, they say they want $520, right? Lane gave us all the numbers. $520 doesn't really work for a cash offer. But because you did such a good job on that, on that, uh, on that appointment, the best case scenario— like, now you, you have all the leverage because you're— now you just say, well, I mean, I guess what is it you want to do, you know, is staying an option? And you already know that's not the case, right? So they have to make something work because none of the other options work. And then that's where we're really able to move the needle. So awesome job in the appointment lane.

I appreciate that. And, and simple math, Payne, if I listed first— this was, this was my thought process— and, and if I listed for $600,000, I'm gonna have $25,000 to $30,000 in the repair, right? I'm gonna have 5% in closing costs and realtors, and then Whatever that difference is, is my buffer for maybe I messed up on repairs or something and my novation, what I'm going to make on my novation fee. Right? Right. So that is the difference. And that's how—

So this is how I run the numbers on novation. So you had $600,000 is the list price. If you want to sell it fast, we usually just do like a 95% of that price just so you could even list it if you need to go down. 3% of the commission since you're an agent, you don't need to take the 3% of that as well. So you're going to probably pay 3% to a buyer's agent, closing costs, your desired profit, and then I put the repair cost. That one is at $1,000, but if you go later, look at the other one, I put $30,000, like the one analysis. Anyway, you could potentially, if you want to make $15,000 on this deal, if you wanted to, you could give her $499,000 versus the cash offer that you gave her at $450,000. If you just want to make $15,000, you can give her around almost $500,000, right? $50,000 more than your original cash offer at $450,000. Now, if you're like, hey, she's like, you know what, cash $450,000, but I'd be okay $475,000. Then you just increase your, obviously, your fee, your novation fee by $30,000, you know, by $15K, you can make $30K. So anyway, this enables you to offer more. So do you have a kind of an idea of what you're trying to make on it?

So I called her on my drive home because I did all the calculations just, you know, as I was in my truck on my way back to the office. And I called her and I said, hey, I can get this property approved for our other program. And like I said, it takes a little bit more time and we do all this work and put it on the open market and get it all done for you. And you— we handle everything. It's kind of like a white service. And if we can go, you know, if you guys want to go that route, I can get you a lot more money. And I offered her $500,000, her exact number that you just had in that spreadsheet.

Amazing, bro. Amazing.

So she's talking to her husband, she's talking to her husband tonight about it. She was super grateful. She's like, oh my gosh, because another cash buyer had walked out right before I walked in in an appointment.

And he's probably going to be around $400,000.

Uh, she told me she was at $450,000, or he was at $450,000. So, you know, she was super grateful, like, oh my gosh, you know, thank you so much for for giving me other options, right? Giving me something else than other than just this, this cash offer, or I gotta go hire a realtor and go through all that pain and anguish, which we don't want to do. So really, it's like, it's what I always say, it's helping them solve their, their problems, finding the best solution for them.

Do you think— I think $30K for a roof, I mean, this is a big house or something. I don't think you'd have to pay that much to get it repaired up, do you?

No. And I didn't get it, I didn't get an exact quote, but I'm, like I said, I'm giving myself a buffer. I think I can get it done for less than Right, right.

So what's the increase?

It's unknown.

So, you know, one thing I just want everyone to know that's watching this is like when we're looking at opportunities, people to work with, we look at the options, right? So, Lane, you use the calculator, you run the numbers. I like to use a spreadsheet. It doesn't matter, but there are options. So if you just, if you just make a low cash offer and that's all you got, I'd say good luck in this business right now. Like if that's all the tools you have in that tool belt. So that's the purpose of this call again, guys, is to show you that the guys that are doing more deals It's because we have more options, right? And we want you guys to have those options. And if you can't do those, you can't negotiate it, you can call me, you can call Lane, you can call Nathan Payne. We'll help you negotiate your deals because we'd love to do deals with you, right, Lane? That's why we're doing this.

Yeah, let's, let's, let's do deals together. You guys got a lead that you're struggling with to get it across the finish line? I love jumping on phone calls. This is what I do all day, every day— work leads. And then also, maybe you got one and then you also need help dispoing it, hit I mean, I've been in this game for 14 years wholesaling. And so it's squad up. I mean, hook up with people that know the business and still able to make money at it and JV on it until you get to the level that you want to be and you can do it all on your own.

And Lane, I'm not trying to flex and none of us are trying to flex, but I just know that if I would have started like 6 years ago, me, I would have a lead and I'd be like, no, I'm going to do it myself because I don't want to share. I know that if I would work with myself now or any of you guys, I would triple, quadruple how much I could make because it's just we You just know how to leverage those different options. So it's kind of crazy when you think about it. Perfect example.

I was going to say, just to speak to the point you're making, there's somebody that we work with to where they were learning about wholesaling, part of kind of mentorships and stuff, and trying to do it themselves for a year. Got nowhere, no leads really, no real opportunities, hadn't done a deal. Start of this year, they said, okay, I'm just going to focus on the first part. They're like, I don't have all of these other skills. They're like, I don't know how to negotiate and get it under contract. I don't know how to— necessarily find the buyer or the paperwork or the title company. So they said, hey, I'm just going to get really good at finding opportunities and recognizing, okay, this is like a good motivated opportunity, and then kind of handing off that torch to us. That person, by the end of this month, that person will have collected— yeah, like over $100K in assignment fees. But that person personally, like even with them just doing a small portion of it, they're personally going to collect, I think, like over like $30-ish, $30,000, $40,000 net to them personally with zero expenses, right? And then this is something to where— and I used to be the same way when I first got started. I was like, no, I want to do it all myself. But one of the things I didn't realize in the beginning is, guys, there's a lot of skills that go into this, right? There's the prospecting and lead generation. That's like a very different conversation from then negotiating, closing, signing the contract, then finding buyers, negotiating with buyers, having that conversation, then the transaction coordination and paperwork, and then also putting out fires when it pops, you know, Hey, what about when some technical issue pops up with the title company? So when you're trying to build, right, all of those different bridges at one time, that's why so many— for so many people, it takes 6, 12, 18 months, 2 years for them to do a single deal. It's because you're trying to build 7 different bridges, just one brick at a time. And you run into one bridge, you know, prospecting, and you put down a brick, and then you go to closing and you put down one brick, and then you go to dispositions and talking to buyers and you put down one brick, and you're wondering, ah, why is it taking me so long to get across this bridge? Guys, if you just really honed in on focus on one thing and said, hey, it's okay, I'm not going to worry about keeping 100%, I'd rather make a little bit, you know, of a watermelon in the next 30 to 60 days than have a watermelon now.

Or keeping a whole grape. That's what they say. They say you want to— All right, anyway, Lane, let's— we gotta do what we promised these people.

They're like, man, quit talking, let's get on a call, let's call, let's call some sellers.

Let's do it, man. This is okay.

So I mean, just, just so you guys know, like, this is not scripted. I don't even know if these people are going to answer. I hope they do. And that's why I wanted to make sure and go over that deal in Arizona that was a lead that came in yesterday. I mean, in case some of these people don't answer, like, I haven't set anything up. I have— let's see here.

You're showing people what this is really like. It's not like you— they answer and they're just like, hey, how you doing, sir? What can I— you know, you gotta, you gotta call a couple times. And as you do that, I'll write down kind of the steps you're taking.

So Jody Davis is her name. I don't know if I'm allowed to say that or not.

Oh, you can.

She came in, she came in as a lead, uh, this morning, and it is Upland— well, the street is Upland Ridge, Northwest Conyers, Georgia. All right. I do a lot of, a lot of advertising in and around Atlanta, and this is a suburb of Atlanta. I love Atlanta. Great market, great wholesale market, a lot of cash buyers, a lot of investors, a lot of hedge funds, A lot of all the above right there, brother.

I grew up in Marietta, Georgia.

Oh, that's right. I knew that. That's right.

Let's call her, man.

Let's call her. As we're talking, I'll probably get like Zillow, Redfin, Realtor.com open and stuff. Just— but let's call her, see if we can get on the phone first.

That just makes it real when you're looking at something or you're talking to them.

Hello?

Hello, is this Jody?

Who's calling?

Jody, my name is Lane. I am calling because you had filled out some information on one of our websites about your property that you're trying to sell on Upland Ridge.

Yes.

How are you today?

I'm fine.

Good. Well, Jody, I wanted to reach out. I appreciate you finding us. What can you tell me about what you got going on there with that property?

I'm not sure what you're asking.

Well, just tell me a little bit about it.

I want to sell it. Like, what?

Okay. I mean, do you have a— do you have a timeline that you're looking to do that sooner the better. Okay, well, you came to the right place. We are a cash buyer, so, you know, we can close quick, we can buy it as is. Obviously there's no real estate commissions or closing costs involved in it. So is the property currently vacant? Is it something you're looking to do quick?

No, I live in the property.

Okay, so do you— you already have another place to go and to live, or are you looking to like maybe rent back after we close for a little while until you find a place to go?

Um, yeah, I would probably need like 30 days after the closing date to be able to move out.

Okay, well, we can accommodate.

I just wanted to see like, uh, maybe a quote that you, you guys can give or something. I don't know if you guys could give a quote.

Yeah, no, totally understandable. What's got you moving?

Um, me and my ex-fiancé bought the house together, uh, anymore, so we're just trying to sell it.

Okay, part ways. So is he on title?

I'm sorry, what was that?

Is he on title? Like, is he an owner of the home as well?

Yes.

Okay. So he's willing to sell also. Okay. He's on board.

He's willing.

Yeah, he's on board. I just wanted to get a quote on how much you guys offer, but we already got a quote from Open Door. But I saw this ad on, I think, YouTube, and it was telling me you guys do quotes too. So I just wanted to see who was the better option.

Yeah. Yeah. No, we definitely do. What did Open Door offer you?

$213,000.

Okay, so I've sold a lot of houses to Opendoor and I know how they operate. And just out of curiosity, have you made sure that's like the net number to you? Because a lot of times they'll give a price and then if you accept it, then they take out all their fees out of that number.

Yeah, they told me that. He told me the fees were— I can't remember. He told me the fees or something like that. I think it was like $3,600 or something.

So is that number, the $213,000, is that after they've taken out the fees?

No, that's before they take out the fees.

Okay. And so what would be the net to you?

Currently we owe $163,000 on the house.

Okay. Well, I was trying to get to the bottom of what Opendoor's offer was. So if they said $213,000 and then there's how much in fees off of that?

I think it was like $3,000, he said, for after all the fees. So it would be like $210,000, maybe $209,000 that they would give us.

Okay. And have they been out to see the property? Yet?

No.

Okay.

Yeah, we got an appraisal, and currently the appraisal is $230,000.

$230,000? Okay. Yeah. And how's the overall condition of the home?

Everything's fine with it. The only thing is the, um, that storm that just happened, that tornado that touched down over by us, um, there's a portion of the roof that the shingles came off of. So I tried to get it covered by the insurance rent. They said it was like $4,000 to fix it, but that's like as much as my deductible. So they just, you know, I'm just going to have to fix it. So it's about $4,000.

Well, I'll be honest with you. That's a pretty dang good offer if that's what they're willing to do cash. Just be aware that, like I said, I've sold a lot of houses to the iBuyers and, you know, they'll give you a price, they'll send you an agreement, you sign the agreement, and then they come out and do their inspection or their walkthrough. Through, and then they hit you again for a price reduction for repairs. We always pride ourselves in— when we go to contract, we do everything possible. We're not going to ask for a price reduction. And so I would just be aware of that and just, you know, make sure you look out for that. Um, because it sounds like, uh, yeah, to me that that's a very good offer. I mean, I, I wouldn't be able to get to that number of $210,000. I I might, I might be able to get close to $200,000, and that would, you know, like I said, if once I get my guy over there to, to walk it and take the pictures and everything, and if it's, you know, put together like we're talking about, I think that I could probably get close to $200,000.

Okay, that's okay though. Thank you.

Okay, hey, I really appreciate you reaching out. Have you ever explored other options? Oh, I got hung up on—

that girl was sassy, bro.

Yeah, that was That was good, guys. That's what you call a smooth operator.

That was great, bro. She kind of rattled you a little bit in the beginning, dude, because she's like, what are you talking about? You're like, I think my question is pretty clear. Tell me what you're talking about.

You know, open door is hard to compete with, but I mean, I've done it so many times, time and time again. It's like they give that price and they don't tell the owner that their fees are going to come out of that. And then they also don't have any estimated rehab. So once they sign the agreement, then they go out there and they do their inspection. They're like, oh, well, we need $25,000 for repairs.

So what's the plan on this one? I would definitely— this is definitely a motivated seller, mainly because of the situation. And I wrote it down, everybody, if you guys don't— didn't see it. She broke up with her ex. So they broke up. She has an ex-fiancé. They want to sell. He's in the hospital. We didn't really go too deep in that. That, which is fine, but there's obviously something going on. They probably need the money. She owes $163,000. She got an appraisal at $230,000. I don't really care about appraisals. I'm sure the ARV of this property, without looking at it, maybe it's like $250,000, $260,000 or something. So to—

Yeah, I mean, Redfin's got a $261,000.

Right. So even to get you close to $200,000 on a cash, it'd probably be tight, but—

No, yeah, that is. And honestly, I was throwing it out there kind of to gauge her response to see if there's even any discussion after she has her open door offer.

Yeah, I know, for sure. And you know, I was really interested. Like, $200 is still pretty close to the $210, and she's like, okay, thank you. Like, there's something— I don't know, there's something going on. Do you mind if I give you a critique, Lane, or no critique?

No, please.

I don't want to roast you. And same with me, when I make calls, critique me. I would just— when you called her, it sounded like she might have been in the middle of something, or she might— she was just like kind of like, what?

Oh dude, you're right. You're totally right. I should have asked if this was a good time.

That's the one thing I would recommend because you kind of went right into it and I feel like you almost knew yourself. I could feel like maybe you felt like, you know, I got to get through this quick. With that one question, hey, did I catch you at a bad time or do you have 5-10 minutes to talk? You would have felt a lot more comfortable to, you know, talk it through.

Good feedback for sure.

Yeah, for sure. That's the only thing.

Couple things I want to touch on as far as positives though, guys, what— and again, a, like, a testament to being— been doing this for a minute, right, guys? When in the beginning, right, she was kind of a little bit of an aggressive tone, right? She sounded like she didn't really want to be on the phone, or she sounded like she was about to hang up any second, right? One wrong word.

Yeah.

If you guys noticed, he smoothly— he just kept moving the conversation forward, right, naturally. And you know what happened? This is what happens with, with so many sellers, right? It might start off rough, but when you keep just kind of moving the ball forward forward, it smooths out, they get in the groove of it, and then it turned into a perfectly fine conversation, right? And you just had to work through that little bit of, of that upfront barrier, that smokescreen that they put up initially, right? So kind of keep moving through that process, kind of no matter how their tone is in the beginning. And then the other thing that I love that you, that you did, like pro, pro move, guys, the other offer, right? She's like, oh, Open Door, $213,000. Guys, this is so great. You weren't like, oh man, they're lying, this, that. No, push her to— you're like, that's a great offer, you should take that. Like, absolutely hands down, guys. Whenever there's an— and especially because the thing is, is, you know, you know how the process goes. Even if you're like, oh wait, but that's not a real offer, blah blah blah, and you kind of gave her a little bit of a heads up, which is good, like, oh hey, just keep an eye out for these things. But when you're like, yeah, that's a really good offer, you should move forward with that, the thing is you're perfectly setting yourself up for when she does move forward with them, and then they walk in, they're like, yeah, we need to be $30 grand less. She's gonna feel disgusted with that company and feel like, you know, they wronged her. And then that's when she's like, hey, you know what, Lane— I had a really good conversation with Lane. I don't know what price exactly he's gonna be at, but he was nice. I liked him. I trusted him. I'm gonna have a conversation with Lane. Either I'm gonna call him back, or when he sends me a follow-up text, call, or whatever, I'm going to continue that conversation. Now, the funny thing is, even if you're at the same price or lower, she would rather do the deal with you than with the other guys that misled her and, and kind of made her feel this really bad experience. And that's where people love it when they feel you're genuine.

Yeah, 100%.

So yeah, that was— I just wanted to throw that out there. That was, that was good. That was a really great conversation, Lane.

Um, actually, do you want to, you want to give any feedback, or are you you or not. Like, what did you learn? I got, I got someone from the, the Venom at— he listened. Do you have anything that you learned?

No, I'm a punching bag, give it to me. I thought you did good.

You handled it very well. Um, I like the range offer that you put on there. I would have kind of pressed a little bit different myself is, hey, okay, great, when she mentioned the $163, um, hey, you know, what if you can walk away with $20,000, $30,000, or $40,000 in your account within the next 14 to 21 days? I know we're a little close on that gap But I thought that you got a lot of good information. You handled it very well.

You pushed right through her objections.

I think she will be—

she's still looking, so I don't think that it's a dead deal.

Yeah, yeah.

There's still an opportunity.

At the end, when she hung up on me, when I asked her, "Have you explored any other options?" That's how I can roll into creative or novation.

Right.

But I got hung up on. But sub-to and seller finance is very difficult in a breakup.

Breakup.

You know, you got— they want their money, right? They want their money and they're like, nah, you ain't making payments to us, like, we're done, get us out of here.

So, so, Lane, this is really good because this situation that we all just saw, this happens a lot. Because you just talked to someone that was motivated. I would say like, yes, pursue this. But it kind of ended kind of like either she just hung up, I was kind of rude a little bit, to be honest. What are you going to do now? Would you call her again tomorrow and just act like that didn't happen? Would you text her and say, hey, sorry, I might have caught you at a wrong time, but I still have a couple questions. What's your, what's your plan?

She is definitely going to be in my follow-up campaign until she opts out. So I, I put them in my follow-up. And yes, I will call her. I'll probably give her more than a day. I'll probably give her a couple days and just see how it's going with that offer with Open Door and just say, hey, I'm, I'm here. We're, you know, our— you love to give you a final offer if anything happens. So, and then she'll be in my follow- up, you know, she'll constantly be getting text messages and emails from us until she opts out. That's definitely not turning into a dead lead. Okay, that is, that is a very motivated seller right there.

Yes, it is. One thing that I would do if I were you, just if this was my lead, I would text her right now and just like, hey, sorry, it seemed like I might have caught you at a bad time. I am really interested in the property still, and there's a couple options I didn't explain to you how I can buy properties. Love to hop back on in a couple days or after you get your final offer from Open Door. Door. Love to, you know, be of service. I think something like that. Yeah, because I think if like you don't really engage or like get back with her until later, I don't know, I just would just touch on that and just like, hey, I'm here. So awesome. Yeah, yeah, Lane, and I hope you're cool. I appreciate you just this feedback. I'm the same way, bro.

I love it.

You guys are gonna have a lot for me just because there's so much to remember. Remember, guys, I'm telling you. That's why it's such a skill set. Like, a lot of people think when they get into this game they can just hop on and they're closing deals. It's like, guys, this took— it's taken years for Lane and me and Nathan to master the skill and even get— it's a daily thing. It's a— like, no one is born a great salesman, right? Some people can be born at communicating and talking well, but being a salesman, it's practice. Like, you talk to the best sales guys, they practice every day. So just, if you don't feel like you're good, it's okay. Okay, it takes practice and it takes time.

100% agree. All right, we ready for the next one, bro?

Let's keep it going.

Okay, I got a Sean Wilson in Overgaard, Arizona, which is in Northern Arizona. Came in as a, as a web lead as well, PPC. So this is an inbound lead, not outbound, um, so there's definitely some pain or some distress or something's going on. You guys know the 4 pillars of wholesale, right? Price, motivation, condition, and timeline.

I mean, dude, sometimes I don't even feel like price is, uh, is one of them. Sometimes I feel like— because I feel like everybody wants the high price unless they just lowball themselves.

I really like just getting to the point, if you guys didn't notice that. Like, there's so much— there's so many people out there that tell you, you gotta, you gotta do this, you gotta do these mind games, you gotta go through all 4 pillars, you gotta find out everything about it. It's like, I just— I try and get straight to the point and build a relationship relationship through the conversation.

Yeah.

And so, you know, I don't know if you guys know RJ Bates, but he's, you know, King Closer or whatever he wants to call himself. But, you know, he does a pretty good job at that.

He just gets to the point. And, and I think there's like balance, right? There's balance of like you can just get to the point, but also there are some people that like you got to finesse a little bit. You got to make them feel like they're, they're the one, you're the one for them. So it's, it's a, it's a dance, you know.

Okay, here we Go! I'm gonna keep calling, Sean.

4, 7, 9, 2.

Okay, so like, yeah, so you guys know what I do in my company. It's like, it's written out. Our process for intake is the first thing is you call back to back to back before you roll them over into the next, which is email and text message.

3, 2, 1, that's it.

And 4, 7, 9.

The reason why we call 3 times is everybody knows this, if you don't recognize the number you probably think it's spam. So anyway, someone calls you 3 times, you know they meant to call you.

The one thing I'll throw out there as a pro tip for people, because I know especially a lot of newer people, they're like, oh my gosh, like calling someone 2, 3, 4 times in a row, like, aren't they gonna freak out when they answer? One, very rarely does that happen. Like, I honestly, I don't think I've ever had somebody like, you could tell they got a little bit of a tone, but it was never a big deal. But just in case you're wondering, well, Nate, what What if the kind of card I have in my back pocket, if someone picks up the phone and they're like, oh my gosh, why'd you call me 3, 4 times? I just say, I am so sorry, I don't know, but the phone was acting really weird, it got disconnected 2, 3 times. It did. Did it ring through for you?

Right?

Yes.

Like, oh, I'm sorry. And then lead right into the conversation.

Yeah, it's pretty simple to play off of that. So that was 3 times. And what I do, and then I move them over in my CRM and he gets an automatic text message, he'll get a ringless voicemail, he'll get an email, and then he starts wishing he picked up.

Give him a phone to say to that really quick. What's up? So to piggyback on the 3 calls as well, you got to remember that a lot of these people that are in distress, they're hoping that they just can avoid a conversation and that their problems will go away.

So you dialing 3 times also shows that you're serious and you really want to try to help them. And that's the way that I kind of approach it, because a lot of times these people are just going to ignore calls and hope that everything just away.

That's just not true. Yeah, they do wait to the last minute to sell on those pre-foreclosures, don't they, Lane?

Yeah, yeah, they do.

Just a quick question I wanted to answer. Jack was asking, what's the best way to market to your pre-foreclosure list? I'd love to get your guys' inputs, but for me, I really like when it comes to, you know, omnichannel marketing, right? So if you pull a list, rather than me cold calling a list of like 10,000 in. I'd rather have a much smaller list, but I call the list, I text that list, and I send mail to that list. So omni, right? You're hitting them from all angles because there's going to be some people that respond to phone calls, some people that respond to text, some people that respond to mail. I don't know if that's— well, I know inbound is, is your preference, Lane.

Lane's like, forget that.

No, no, no. Not, not lists. I guess you're calling my bluff. Not lists, I do still market to with my VAs. So I, I am cold calling a little bit for NOTs, and we got door brokers.

So, but what do you mean by— are you saying NOD or notice of trustee?

Okay, so they have— they've got a notice posted on their house that their house is now going into foreclosure, and there is a date for that auction.

Oh, I've never heard of NOT. I've only— I call NOD notice of default. NOT, that's new to me.

Well, the NOT is the actual notice of the sale, the notice of the trustee sale.

So in Utah, we get a notice of default. They— I think it's like 90 days, or they they do it, I don't know, it might be a little bit different by state.

But anyway, yeah, I think you are right. I think it is different because in Arizona we call them trustee sales, which I think it's the same in Utah.

But hey man, I just call it, hey, sounds like you're having trouble paying for that house, you want to sell it?

Yeah, that'll go over real good. Okay, this lead is here in Arizona in Tolleson, which is South Phoenix, a little bit of a rougher area.

That sounds kind of like it's far away. Is it in the, within the city, like the main?

Oh yeah. Yeah, it's a suburb of Phoenix. It's south, south Phoenix. Last time I did a flip there, I got my AC unit stolen.

Wow, this sounds rough then.

So I'm definitely going to wholesale this one.

Lesson learned.

No creative, no lease options. You ain't keeping that thing. You're not staying in that.

Your call has been forwarded to—

He's, you know, he's busy right there. Yeah, I don't even mind those because I'm like, at least maybe they hit some saying they're busy. I'm coming for him.

Emory. Oh, come on, Emory, where is the love? Coming at you again.

Your call has been forwarded. It might be off.

Maybe she's in the bathroom.

She's just— yeah, maybe, brother. Well, hey guys, you know, this has been really good. Lane, you did it just like last week, 1 out of 3, crushing it. And guys, this is the reality, you know, you're going to get 1 out of 3 most of the time. That's why we leverage techs, VAs to set up appointments, Set calls, but it really just depends how you do your game. Lane, before we wrap up, do you have anything you want to say? Nathan, you have anything you want to say?

Follow-up, follow-up, follow-up. I mean, that follow-up is key. It's very rare you're buying a house on the first call, you know. It's, it's, I mean, what do you think it is, 80, 90% of your houses are bought off of follow-up. So if you're going to be generating leads, however you're doing it, have some sort of a pipeline, have some sort of a sequence of your follow-up to be able to stay in front of them. With my acquisition team, I have 20 steps steps. When that lead comes in, we have 20 steps until they finally don't answer. After that 20 steps, if they haven't answered us, like, they probably didn't want to talk to us anyway. But they still, they still stay in our long-term drip, like our long-term campaign. But we— it's 20 things that we're doing. I mean, calling, texting, ringless voicemail, texting again, calling, email, email. I mean, it's—

yeah, your friend hitting them up on friend requests, you're DMing them, you're smoking, showing up at their church. Yeah, you're showing up to their house, bro.

Yeah, but I mean, to do this business and do it with the most profitability is load that tool belt. Load that tool belt with the all the tools to be able to help that seller that is in distress. They're calling you because they are in distress, so it's your responsibility to be able to help them as good as you can and to find a solution for them.

And Lane, you're saying you help, and I think a lot of people when they hear about an industry, they're like, you guys aren't helping anybody. No guys, like if you've been in this business long enough, you know we solve problems. That's how we, we make deals happen. If someone doesn't have a problem solved, they usually just list it or stay in the house or flip it themselves. The people we work with, money is not the motivating factor for most of them. They know they're giving up. We tell them that they're not making as much as they can. We— it's the first thing we say. We say, hey, you know, you make more money. But go ahead.

I saw, I saw a video the other day, it was Brad Lee, and he was talking about how it's all about how you perceive yourself, right? He asked his videographer, He's like, he's like, what do you do? And the videographer's like, well, I edit videos. And he's like, no, you don't. You make people famous. What do I do as a wholesaler? Like, like I change lives.

That's it, bro. Changing lives.

It's all about how you perceive yourself.

Nate, do you have anything you want to say?

Sorry. Yeah, I mean, I can't— oh my gosh, that the follow-up thing. Yeah, guys, I, I know I think it gets said so much to where it just kind of looks like, yeah, I know, follow up. Guys, honestly, Like, perfect example, we in a few minutes, right, 1 out of 3 picked up. It's probably bigger than that, right? It's probably 1 out of 5, could be even as much as 1 out of 10. And that's with inbound leads, right? So imagine it's 1 out of 10. If you talk to 3 people, that's still about 30 people that they're interested in selling. You just have to do the work to get them back on the phone. So again, I really just want to kind of reiterate the, the follow-up. That is so, so, so key. And then the other thing I wanted to, um, just mention, the offer. Guys, creating an offer for the seller will— that will change your game. And you might say, well, Nate, I don't know anything about novations.

Yeah, don't be scared.

Yeah, and it's okay if you're like, I don't understand novations, I don't know how to do it, or creative finance, or this or that. Guys, just the simplest principle that you can apply today in talking to sellers or agents or whoever, and you can significantly become drastically better right now. Every conversation, enter the conversation genuinely caring care more about the other person's outcome than they do. And then if— if is your favorite word— hey, Mr. Seller, you know, you mentioned this, if we were able to solve that, is that something that would be of value? Hey, if we were able to do this, would that be valuable? Now here's the thing, you might not know how to do creative, you might not know how to do renovations, but you can talk to a buyer or JV with somebody that does. And now it's okay, you don't need to have those answers, but you're like, hey, I spoke to this Listen, like, I was able to uncover here's all the problems they have. I don't know how to solve those. Can you help me with that? And guys, that, that'll, that'll change the game for you.

I love it. Well guys, I think it's been a good call. I actually, I love doing this, man, because it's fun to like talk about how we can improve. We're improving. Lane, me, Nathan, like, you know, it's a daily improvement. Like, in order to be good at sales, it's daily practice. So yeah, I don't think you ever reach the pinnacle, like you reach the top where you're the best and you can't learn. We all can learn. So guys, if you enjoyed this. We do this every Thursday at 3 PM MST, what, 5 PM Eastern Standard Time. If you want to get a hold of me, go to painlessflipping.com. We have the Painless Flipping Academy that helps people learn how to get better at sales, get better, close more deals. You got Nathan Valley, also reach out to him. Lane, I know people can DM you. You want to JV with people. Where do you want people to reach out to you, Lane, if they love you and they want to just connect?

Yeah, no, you can find me on— I mean, I'm @hovlane is my Instagram, my YouTube. You can find me there, DM me, If you have a deal that you need help on getting to the finish line, DM me, hit me up. I love it. I love working deals. I love helping people. And if you even have a deal that you need help to sell, I mean, it's— I'm all about it. I just had this 24-year-old kid come in my office last week saying, hey, I've been producing leads. I don't know how to close them. Will you call these people back for me? Literally in a week, we got a deal here in Arizona. We got it. We got it tied up for $70,000. Just sold this morning for $150,000. 2015, his first deal, 24 years old. All he needed was just help. He had people that wanted offers, bro.

How many people, how many wholesalers in that situation? I would say countless. I know when I first started, if I had someone that could help me out, I would have made triple, quadruple, because I was banging them doors, bro. So anyway, everyone, you know, we'd love to work, work with you guys. We, uh, you know, hit us up, and we'll see you next week.

Next week, same place, same time.

That's it.

Hey, thanks, guys.

Peace. Hey everybody, what's up? It's Nathan Payne, and for the first time ever, we just released this insane training bundle that has literally everything that I've learned from doing a combined 4,000 deals in real estate, all from starting with absolutely no previous business background experience or any real estate experience. Plus, there's over $19,000 worth of free gifts that we're throwing in, all for an insanely low, low price. If you want to get your hands on this, be sure to click the first link on the description below right now.