In this instructional video, Nathan Payne walks viewers through a complete wholesaling sales process focused on off‑market deals. He demonstrates a live role‑play with a mock seller (Devin) to illustrate how to qualify a seller, uncover motivation, and anchor price expectations. The script emphasizes asking open‑ended questions about why the owner is selling, exploring alternative sale options, and confirming urgency. Payne shows how to use the Batch Leads platform (and Zillow) to pull comparable sales, assess property condition, and calculate realistic offer ranges. He then walks through underwriting the seller’s price, adjusting for rehab costs, and presenting a cash offer that aligns with the seller’s motivation while preserving a profitable spread. Throughout, he stresses the importance of quick contract execution, personal follow‑up, and leveraging his website sellyourdeal.io for buyer connections. The video concludes with a recap of the “Painless Wholesaling Mind Map,” a call to action to like/subscribe, and encouragement for new investors to take action and seek mentorship.
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Have you been wondering how you can improve your sales as a real estate investor, as a wholesaler, so you can make more money per deal? It's all about how you can negotiate and finding the right opportunities. I got a video right here that talks about how to increase your sales, how to get into sales, how to be better at sales so you can do bigger deals and do more deals as a wholesaler or as a real estate investor. But hey, if you want to get into real estate, you just got to get started. It can be scary. I'm outside of this house with Armando, and he started in 2017, and now he's building new builds. Look, you just got to get started, take action, and you don't need to know everything, but you need to know people that can help you along the way, and you don't have to do it alone. Let's check out this video.
So we're going to go to this part of the mind map. It says make offers to sellers to get contracts. We're going to go over to the sales process because we need to know how to talk to sellers. There's an on-market sales process. That's for making offers to 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, and 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 role play with me. So I'm going to be going through this process pretty quickly because this is a role play. 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?
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 could totally get it now, but I kind of want to review with you some of the options just to make sure, to see what you've explored. So, uh, first of all, have you thought about just listing it?
Yeah, I thought 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 me 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 just 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 is 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 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 roleplay. 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. 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 maybe they sold like that over the last 2 years, but the market's really shifting. 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.
Okay, 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, you know, according to the comps that are in the area, properties that are extremely rehabbed really nice. You know, they go upwards of like 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 my 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 for flipping it. It's, uh, 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 part about 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 because, 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.
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