In this live YouTube session, Nathan Payne walks viewers through the complete workflow of wholesaling a real‑estate deal, from accurately comping a property to finding and negotiating with cash buyers. He uses a real example in Lafayette where a hedge fund gave a pre‑offer of $253,000 on a property purchased for $240,000. Nathan demonstrates how to calculate the after‑repair value (ARV), estimate rehab costs, factor in hard‑money lender fees, and determine whether the spread yields a sufficient return (typically >10%). He then shows how to source buyers using Batch Leads (or Zillow/MLS), skip‑tracing owners, and contacting listing agents. A live call with Keller Williams agent Apria M. Brown illustrates the script for pitching the deal, discussing commission structures, and securing a buyer’s interest. Throughout, Nathan emphasizes the importance of running the numbers, renegotiating if the deal doesn’t meet return thresholds, and persisting with multiple calls and personalized outreach to convert listings into wholesale sales.
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Ever felt stuck trying to figure out the right price for a property only to struggle again to sell it to a cash buyer? You're not alone. Today on this live call, we're going to be tackling this challenge head-on. Learn how to master the art of comping deals and then selling them like a pro. Welcome back, investors. I'm Nathan Payne, and in today's episode, we're going to be diving into how you can comp properties like a freaking pro. You want to be a seasoned pro even though you're still a noob? That's totally fine. I'm going to show you exactly how you can be an expert. So in today's episode, we're going to be discovering these few things: the keys to accurately comp a real estate deal, the strategies to attract and convince buyers to buy your deal, and we're going to be going over some real-life examples to illustrate and show you how it can be done effectively. But before we dive in, what's the biggest challenge you've faced in comping or selling a deal? Let me know in the comments, and don't forget to hit the subscribe button for more practical real estate insights. So let's dive right into this live so you all can see exactly how I comp deals quickly and how I sell them to cash buyers ASAP. Let's dive in. I have a deal that Zeeshan brought me. So he found it. If you guys can see my screen right here, this is in— I think it's Lafayette. So he found this deal and he reached out before he had it under contract. He reached out to the hedge fund and he got a pre-offer from them. He said, hey, I'm negotiating with this seller, what would you be willing to offer? So they offered $253,000 pre-inspection offer, and he got it for $240,000. Okay, so Does that make sense? So he kind of got a pre-offer before even signing the paperwork. And now what I'm doing is we're going to go look for a buyer for this deal. I'm going to run the numbers really quick and make sure it makes sense. And we're going to look for a buyer using batch leads because he has a buyer. But we don't want to just leave it up to one hedge fund saying yes or no or coming back and coming in lower. We want to be able to have more buyers. Okay, so this is good for everyone that's watching this because you guys can see, say, okay, I have a deal, whether I got from another wholesaler, I got it from my own marketing, whatever. What do I do now? I don't have a buyer. Okay, I didn't do the beginning part Nate said. Well, let's— let me show you how to do this. First thing that I do, David and Sean, is I got to make sure that it's actually a deal. I don't want to have ZeSean say, hey man, I got this deal. He had the hedge fund check, so I feel pretty confident, but I first want to check. So it's find the deal. It's obviously know it's in the criteria where you have buyers or it's a good area, and then it's analyze it. This is a hard money— a hard money lender gave me this calculator, and I built on it over the years to make it, you know, everything that I needed to do. So let's analyze this deal. If you look back, I know it's kind of hard to see. I can't show you guys YouTube batch leads because it will like kick us out because of the information it shows. But I'm seeing that there's a lot of houses that have sold and that are for sale in this area around the $400,000 to $450,000 range. Okay, so if I wanted to, I could click on any of these properties right here and I can take a look at the picture and see the condition that the house is in to see if it was a flip or not. Okay, so if a house isn't in a flip, like if it looks like it's been flipped, I'm going to say, okay, that's a good ARV. Even if it hasn't sold yet, I'm going to say, okay, that's a good indicator. So let's go here. Here, let's just be, you know, conservative. Let's say $415,000, okay, is the ARV. That's what the house will sell for if I fix it up. Now, he negotiated the deal to $240,000, okay? This house needs a lot of work, so he got it for $240,000. If we wholesale to a cash buyer, they're gonna get hard money, and like 99% of investors get hard money. So you have 12%, 2 points, that's what you got to pay the hard money lender for borrowing his money, about $2,000 a month. You bring 15% down, you hold this house for about 6 months because you got to fix it up, might take 4 and might take 2 months to sell it on the MLS. And then you have your closing costs, right? So this house, I think it's probably going to need because I've ran the numbers, probably going to need about $60,000 of work. That's what the hedge fund said. They're like, you know, about $60K. And then we are going to wholesale this deal to them for about what I think they said they would buy it about $253,000. So that would mean if we got it at $240,000, we'd make $13,000 on the wholesale fee. So that's a good deal, right? That's a 16% return if the house is worth $415,000. Now, if it's not worth $415,000, it's worth less and it's not as good of a deal. And if it's worth more, then it's a great deal. So you're looking at this and you're like, that's a good deal, right? I would definitely do this. And that's how I determine if something is worth my time to work and find a buyer for, right? If it gets down to like 10%, like if I'm over here at— I get it $260,000 and it's at like 11%, now we're getting kind of iffy because buyers, they want to make sure they want to be at least above 10% return on their money, right? We get right here and we say, okay, hey, cool, we got— we analyze the deal. Now it's time for me to look because it's worth my time. Now what happens if we do this deal and we run the numbers and it's like they— we agree to $300,000? Then we would see, oh dang, this is not a good deal. This is not worth my time to work. I need to go back and renegotiate with the seller or the wholesaler or the agent before I do some work because there's really no point because there's such a big difference in the spread, right? So I But if you guys run your numbers and you see that there's that big of a difference, then again, go back and renegotiate. Don't, don't waste your time. So now that we have analyzed the deal to make sure it's worth it, what I do is on Batch Leads, right? And you can do this on Zillow too if you don't have Batch, but I recommend getting Batch. You can go to properties in the area that are currently listed for sale that look like they've been flipped, and then you can go and call the real estate agent that is listing that, or you can skip trace the LLC. You can go to OpenCorporates, find out who owns it, and then skip trace, find the information of the owner. And you can call them and say, hey, I got a property right around the corner. Are you looking to buy more in that area? Right? Simple as that. So we have these properties that are listed for sale around here. So I can just click on one. And that one looks like it's been flipped. I wish we could get a little closer. Let me see if I can bring this thing a little closer. Okay, there you go. Boom, boom. Looks like it's got like a little casita in the back. Okay, nice property. Yeah, it's cool. It's one of those colonial style. I like that style. So the house has been flipped, right? So what do I do now? I would go to the information on the MLS right here, and I would contact the real estate agent, or I would contact the buyer, right? I would look who bought it and then skip trace the LLC, and it says that the owner type is company owned. It's 20 Real Estate. Consulting, that's the LLC. So again, I could do the legwork and find out who bought it and call them directly, or I can just go find the agent that listed it, and the agent's name is Apria M. Brown, and they work at Keller Williams. So let's, let's go ahead, let's do the whole process. So Apria Brown, Keller Williams, see if we can get their information. Okay, that's the phone number. So I'm going to call her and we're going to see if she answers or they answer. And we're going to see if they're looking for any more deals. Let's call. Let's see if Apria answers. And the thing, guys, is a lot of times they don't answer the first call. That's why I call multiple times. Hi, is this Apria? Hi, Apria, how you doing? My name's Nathan Payne. How's it going today? Calling about your property that you have listed on 150 Inglewood Drive. Is that still listed and available? Okay. Well, I wanted to ask you a question. I'm actually from Salt Lake City, Utah. I'm an investor and I come across properties Sometimes in the Atlanta area, some work in a couple different markets. And when a property doesn't work for me, I look to wholesale it. I was wondering if you've ever worked with wholesalers and if this buyer that you're representing is looking for their next flip. Yeah, of course. Well, I guess the reason I'm calling you— Oh, I'm sorry. Go ahead. I didn't mean to interrupt you. Oh, I was just saying that the reason I'm calling you is because I see that you work in that area where I have a property under contract right now. And I was wondering if you'd be interested in working with me to bring it to some of your buyers and I can pay you a commission. If you help me, you know, sell it. Okay. It definitely is just a numbers game. What do you usually negotiate or work out with wholesalers when you bring a buyer to a property they have? Like, what's your fee? Okay. No, I get that. Yeah, if you were to list this thing on the market, I totally get a 3%. Usually what we pay is usually like, if you were to show this to one of your buyers and you bring them to the deal and he wants to buy it, we usually pay like anywhere from like 2 to $2,000 to $5,000 depending on the amount of work that it takes. But would that be okay if we were able to do something like that? If you were to bring a buyer to this deal that he wants to flip it? Okay. All right, April. Well, what's the best way to get you this information about this deal? Is it to text you, to email you? Okay. All right. Well, also I'm just curious because I don't, you know, I'd like to set the expectations. When do you think you'd be able to get back to me? If I send it to you today on whether your buyer wants it or not. Yeah. All right, April, thank you. And by the way, just to let you know, this is a good deal. I already have a hedge fund that wants to buy it. So I think if your buyer is looking for more flips in the area, I think it would be a good one for him. Especially, I'm looking at the one he did. It looks really good. All right. All right, April, you have a good day and hopefully we can do a deal together. Yep, bye. That's it. What do you guys think? All right. We couldn't hear April, but we could hear you. You couldn't hear her? Yeah, I was trying to give you the signal, but, uh, oh my gosh, I'm so sorry, guys. It's tricky with the CRM on the computer, probably. Dang, that was a great call. She, she was like, yeah, that's fine, you can bring me a buyer. I wish you guys could have heard it because it was a good, good call. But that's it, guys. And if I do this with enough properties around where I have, you know, talked to enough agents or even just call the guy myself, we're gonna get a lot of good buyers and information on whether I have the price at the good, a good price, if this house just sucks and I just didn't know it because I'm not familiar with Lafayette. But that's kind of like the digging you got to do. And I promise you guys, if you do enough of these every day, you're going to be able to sell deals because this is how it's done. You either email blast, which half the time people don't respond anymore because deals suck. But if you call individually, say, hey, I need you to look at this. When can you get back to me? And she said, I can get back to you later today. So you want to get that commitment so you're not waiting like a week, you know. What did you think of that video? Leave a comment so I know exactly what you thought, whether it was good, whether it was bad. I want to hear your feedback because I love engaging with you and I will respond. See you on the next video.
