In this live episode of Deal Finding Friday, Nathan Payne walks viewers through his real‑estate deal‑finding workflow using the Privy platform. He explains how he sets up email filters for specific counties, screens listings by days on market, photos, keywords, and comparable sales, and uses quick comps checks to spot motivated sellers. Nathan then demonstrates a cold‑call to listing agent Dante Jones about a distressed short‑sale property, extracting details on condition, price expectations, and potential off‑market opportunities. Throughout the call he models negotiation tactics: asking open‑ended questions, gauging the agent’s emotional view of the property, and positioning himself as a buyer who will work directly with the agent. He emphasizes the advantage of leveraging agents over direct seller outreach for part‑time wholesalers, discusses how agents’ pessimistic outlook can create better deals, and highlights the importance of asking for additional leads. The episode concludes with Nathan summarizing the benefits of this agent‑centric approach, recommending part‑time wholesaling via agents or other wholesalers, and promoting a free masterclass on his website.
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Good morning, good afternoon, good evening. What is going on, Privy Nation? What is up, guys? Welcome back to Deal Finding Friday. Today we're going to be using Privy, one of my favorite tools. I've said it once, I've said it twice, I've said it a million times, guys. I cannot get enough of this tool. Today, uh, what we're going to be doing is I'm going to be calling some agents. We're going to try to make some offers, see if we can get a deal. The funny thing is, actually, I recently haven't been talking to too many agents through Privy. I've actually been using it primarily to find buyers. I've been working with a lot of wholesalers and wholesale companies helping to dispo their deals. And guys, man, I'm telling you, I'm telling you, this tool is so good for finding buyers. And maybe I'll get to kind of show you guys the process a little bit today, but Without further ado, let's jump into it. All right, man, calling agents, I'm gonna have to, I'm gonna have to kind of knock the dust off a little bit here. Gonna be a little rusty. All right, let me share my screen with you guys. All right, present. I hope you guys have all been well. All right, entire screen. Boom. All right, cool. We are up. All right, so first thing, guys, you know the drill. Always I'm going to my email because I already set up my filters, right? I set up all my filters and I saved it. And for whatever market I'm working, right? So I, I work the— well, I mean, mostly all of Florida now, but, um, primarily if Orlando is my primary market, you know, at least for finding deals anyways. So for, for finding deals in Orlando, what I did was I looked at, okay, what are all the different counties that make up Orlando? And then I created my filters for each of those counties and saved the searches. So every day, whenever a property meets the criteria that I'm looking for in any of the counties that, that include, um, Orlando. Whenever a property meets my criteria, boom, I get an email on it. So all I have to do is go to my email and see what goodies did Privy send me today. Oh, these emails are different. They have updated this. All right, um, I found one deal in your market. Click the button below. So this is new for me, guys. I haven't— they must have made some adjustments to the emails. So it might be the internet on my end. I don't even know if there's supposed to be a picture that pops up or what. But let's click View Deal. Let's see what we got. Alright, so we got a 3/2, 1,500 square feet. I'm probably going to move on to something else. Reason being, again, I'm taking a quick look at the picture.. And I'm always looking for, hey, is there something to where there's potential motivation, right? At a quick 2-second glance, I'm seeing $290,000, 3-bed, 2-bath, 1,500 square feet. Looks nice on the outside. It's been only listed for 1 day. Probably not. Probably not too much motivation, right? Not at a first glance anyways. Let's see. Let's go up to here. Let's try this one. All right, $374,000 to $403,000, listed for 23 days. Not a big fan of that one. View 2 deals, let's look at these. Now again, I don't know, it might just be— I don't know if it's not loading in my email, but The way it used to previously be, you could see the pictures of the properties kind of right here in your email. And so that's how I would kind of skim through it, is I would just look at the pictures, you know, look at the price and see, you know, hey, do any of these look like there's motivation? All right, let's, let's take a look at this one. So listed 15 days. Looks pretty decent. 3-bed, 1.5. So what I'm doing is, is I'm taking a quick peek at the pictures, right? You know, is there any signs of distress or motivation, right? Is there any value that we can add to this property? That doesn't look like it too much from these pictures, right? And then I took a quick peek at the details, right? Because things that I'm looking for are any words that jump out, like investor special, cash buyers only, you know, needs blank work done, right? Any indicators that I'm the person that they're looking for. So I'm not seeing anything on this property. The other thing sometimes I'll do is I'll take a real quick, quick peek at comps. I'll go to settings, I'll select all and hit save. And what I'm doing is I'm just taking a quick peek, Right? If this thing's listed for $260,000 and everything around it is selling at like $400,000+ then I might say, whoa, wait, hold on a minute, there might be something here. But at a quick glance, my guess is it's probably going to be like these, right? Somewhere around the $255,000, $228,000, this range, yeah. Yeah, so let's see what else we can dig up. Let's go— there was that, that pink house. I don't, I don't think this is going to be ours, but we'll take a peek at it. Okay, yeah, it's in pretty good shape. 2-bed, 1-bath. Again, one of the big things, it's really not so much price that I care too much about, even with the other property we're just looking at. What I'm really looking at is condition and days on market. Those are the two biggest indicators because this thing's only been listed for one day. Even if they're looking for, you know, even if they do want a cash offer, even if they are willing to discount it on day one, if it's listed with an agent, you know, when you come to the table, a lot of times it's pretty rare for, for them to be able to significantly change their price if it's only been listed for one day, even if you can offer cash. What I've found is the properties, when they've been listed for 30, 45, 60+ days, that's when you're able to call the agent and that's when you see that drop of $50,000, $100,000 from list price., happen. All right, let's see what we got here. Uh, will these all pop up? Let's see. All right, so I gotta click each one of these. I feel like there's got to be an easier way, but okay. So it's a 3/1, $91,000, listed 102 days ago. How about that? All right, where is this? Okay, got it, got it. So this is out here a little bit. So one thing I love about this, right guys, boom, right there, investor or handyman special, right? They are begging for us to give them a call. It's also been listed 102 days. Let's take a quick peek at comps. So this property is popping up as a 3-bed, 1-bath, about 1,400 square feet, built 1928. So it is old. It's definitely on the old side. Now, another thing that's a massive clue is, you know, from the outside you might be like, oh, Nate, it's not, you know, it doesn't look that bad. How do you know it needs work? There's only 2 pictures and it's of the outside of the property. When agents— when a property is listed on the MLS and they don't have pictures of the interior, or there's like almost like there's only 1 or 2 pictures of the, the property, it's because they don't want to show the other pictures of the property. Um, so let's take a quick peek. Um, what's stuff selling for in this area? So 3/1 sold for $210,000, uh, $220,000, $180,000, $130,000. Okay, now let's— another thing that I love to do, this is such, such a quick, quick hack to get, hey, what's a good idea of what are buyers paying for in this neighborhood? And I'll just take a quick peek. And how do I know if they're flippers? This is one of my favorite things about Privy right here. It has the, the arrow. It means somebody bought it at this price and then they sold it at this price. I don't know what the exact time— I'm not sure if it's 12 months or if it's 18 months, but it's if they bought and sold the property and if they made a profit and it's within a certain time period, that's when this pops up, right? So which means it's a strong indicator that this could have been a fix and flip, right? And right here it shows they bought it for $90,000. This one they bought for $140,000 and they sold it for $345,000. This one was bought for $90,000 and sold at $169,000. Now, they might not all be flips, right? I would take a little bit of a closer look typically, but I don't, I don't even want to spend that much time because I want to call the agent first. I want to see what is going on with this property. So let's— do they not have the listing agent's name on here? Let's see. I know they have the office, but we don't want to call the office. We want to call the agent directly. Let's see. All right, so let's do this. So sometimes, and I'll do this if you guys are using Privy and if you're in a market to where they don't necessarily have, um, direct MLS, you can— it's still great for filtering, it's still great for con— I love it for a lot of things. And then what I'll do is if it seems like it might be missing a picture or two, or sometimes, um It used to have the agent's name right here in their brokerage, and we would just copy that and paste into Google, but I'm not seeing it. So what I'll do is I'll also just throw it over here, and then let's see, listed by— boom— Dante Jones. So that might be the seller, that might be the office number. Let's find out. So I'll copy and paste the agent's name in here. I'll typically go to realtor.com. Man, look at this guy, he's got some swag. He is— this guy is too cool. He is too cool. All right, boom, mobile number. Let's call him up. Was that the same number? I think that was different than what was 3115. Yep, 1319. So different number. So this one's probably a cell. 813-763-1319. Hey Dante, it's Nathan Payne. How you doing? Good, how you doing, man? I'm doing good, man. Friday's going good so far. It's going—
it's all right though for Fridays.
It's good. Yeah, I hear you, man. Well, hopefully I'll be able to make it a little better for you. I, um, I was actually calling about a listing, uh, I saw here of yours on, uh, on West Ball Street. Yeah, yeah, I was looking at it as a potential investment opportunity, and I was wondering if you could tell me just a little bit about it and anything in particular that you think might important for someone like me to know.
It's a piece of crap, so it's gonna probably be a complete teardown.
No, I'm not, I'm not sugarcoating this.
I appreciate it. It's, uh, yeah, I mean, there's like water damage inside and I'll send you some pictures here in a few. Um, um, the, the lot is, it's a good location. I mean, if somebody was going to tear down and build, it'd be great for that. There's, um, other houses that are around there that comp for over what this one's gonna be worth. I mean, in the low 3s. Low to mid-3s. So I mean, it's, it's a good little area. Um, it is a short sale. Um, the, um, we had an appraisal done on it, uh, in September. Um, it's listed at the appraised value, but I know that they will take— they would take no less than $91,200.
Okay, that's very specific. They need that. They need those $200 for dinner on Friday.
Oh, I'm telling you, it gets down to the— exactly. So it's— so that's, um, that's, that's the, the long and short of it. So, and again, I think they're available to— they're ready to close, you know, quickly on this. So, um, I don't think once a person puts a— puts in an accepted offer, you'll probably, you know, get this thing, uh, closed up in about 10 days or less.
Okay, um, got it. And you said you, you've got some additional pictures? Yes, I do.
Yeah, I have some additional pictures. I'll send those to you as soon as we get off the phone.
Okay. And so I know you'd mentioned there's water damage on the inside. Is there anything else, you know, I mean, I know it, it obviously sounds like it needs a lot of work. Anything else you can tell me about like the condition, like as far as, you know, I don't know if you have a no age of the roof or, you know, if the foundation's good, anything like that?
They tried to, uh, they were going to Uh, when, you know, when the, uh, owner was alive, um, they were gonna try to repair the roof. Um, a couple of roofing companies got out there and would not even attempt to get on the roof, it's so bad.
Wow. So it's got another 5 years on it. Exactly. That's all right, throw a tarp on it, it'll be fine. Yeah. Okay, so, um, yeah, roofs need to be checked too with the pictures.
I have pictures of of the outside of the roof, you can kind of see where it's like caving in, you know what I mean?
Okay. Yeah. Is— got it. And then is there any foundation issues?
Not that I'm aware of, but it is a wood floor and the house is 100 years old.
So. Got it. Okay. Okay. I'll tell you what. Yeah, the pictures will probably be most helpful. And then anything with, I mean, electrical, plumbing, or just, you know, 100-year-old.
Yeah, the electric, you know, the, again, the other, you know, the electricity is on. I think the, I think probably the most valuable thing about the house is the air conditioning, which I believe is about 5 years old.
Hey, we got something. All right, we got one win going for it. Awesome. Okay. All right. Yeah, if, if you're able to send me pictures, that'll be really helpful. Because I'll be able to get a really good idea just from that. And then because the number one thing is I don't want to waste your time. Um, so if, if— and I know $91,200 is, uh, the price to be at, um, at the very least. So if I think I'm right in that ballpark, um, or if I think even another one of my guys can, can get to that number, what we'll do is I'll probably see if we can walk it at some point. Um, but I won't do that until after I take a look at the pictures and get a better idea, just because If I don't think I can get close to it, you know, I don't want to waste your time. Exactly.
That's not a problem.
Yeah, that's fair.
That's why, that's why I kept the pictures in my pocket and I'm going to send them to you. That way you can make an informed decision based on what you're seeing.
Perfect. Perfect. And then kind of a long shot, but if this one doesn't work out, do you happen to have any other properties, you know, either currently listed or off market or anything coming down the pipeline that—
I'm working on something off market. I got to get another one of this guy's properties closed next week. Um, he's a, he's a one-step-at-a-time type of person.
Yeah.
So I'm gonna get that property closed. There is a house in Plant City. It's, uh, it's an older house also, uh, and I think he used it as like a rental type deal.
Okay.
It's got 4 bedrooms, 4 bathrooms. I have not seen this house, but I know it exists just based on what he told me.
So, okay. Yeah, no, that, that sounds perfect. Yeah, definitely. Um, keep me posted on that one. And one of the ways that I kind of do things is, um, I mean, even, you know, something that you could kind of bring to him, even if you want to know kind of exactly what I'm able to pay even before he listed or anything like that, um, I'll give you my best feedback. And even if it's something where I'm not able to purchase it or get to the price that the seller needs to be at, that's totally okay. You know, I'll still kind of give you the best feedback that I can and help you out in any way that I can. Cool, I appreciate it. Awesome. Uh, and then lastly, the other thing is, yeah, and you know, whenever I work with an agent, um, I usually always work directly with you guys. So yeah, anything that we are able to work together, would love to have you represent me as long as that's okay with you. And that way you can get both sides of it.
Yeah, that's fine with me.
Yeah, absolutely. Awesome. Awesome. Cool. Well, hey, with this one on West Ball Street, man, you deserve both sides.
Man, it's been an adventure in babysitting, to say the least.
I, um, well, yeah, let me take a closer look. I'd be really happy if I'd be able to help you out on that one. But my, I'll be honest, I'm not sure if I wouldn't cross my fingers on this one.
But, um, no, that's fine. I totally get it. Like I said, that's why I'm just being totally transparent with people about what it is. So yeah, and if you still want to, based on what I said, then boom, then we're golden.
Perfect. Um, perfect. Yeah, well, let's, uh, how about you shoot me over those pictures and then, um, let's stay in touch and, and keep me posted on that other one you got. And, um, yeah, see if we can work something out. Absolutely, not a problem, man. All right, Dante, I appreciate you, brother. Have a great weekend.
You too.
Thank you. Take care. Bye-bye. Come on, guys, that easy, right? Super nice guy, man. Dante, he is cool as a cucumber. All right. So a lot of interesting stuff, right? So here's one thing with agents is now it sounds like it's probably as bad as he thinks it is. But a lot of agents, depending on who they are, it's, it's agents work with a different type of client. They typically work with different houses than we do as investors, right? Agents, it's they get paid a percentage right? Typically 6% off the sale price of the home. So agents want to work with basically the most expensive homes that sell for the highest prices, which are typically really nice, you know, brand new homes in super nice condition, fully remodeled. That's, that's their perfect house. For us, it's a bit of a different story, right? We work on the total opposite end of the spectrum. And the thing is, because they don't typically work with these types of houses too often, you know, sometimes if you talk to an agent and that's why I always like to ask them, hey, what are your thoughts? You know, what do you think? You know, can you tell me anything in particular about the property that you think would be important for someone like me to know? Right. I leave it pretty open-ended because I want to hear how do they feel emotionally towards this property. Right. Because that's, that's a big indicator. And right off the bat, he's like, oh, this thing's a piece of crap, right? He's like, oh, it's a teardown. Now, the funny thing is, as an investor, we might look at it and be like, oh no, this isn't a teardown. I mean, yeah, it doesn't look pretty by any means. You know, it needs floors, it needs a roof, you know, needs paint, needs carpet, you know, needs some walls patched, right? It needs a bathroom, it needs kitchen. But like, that's doable, you know, like we can do all that. Right. To whereas agents sometimes will look at it and they'll think it's a teardown. Now, that's the best possible scenario. Why? Because if they have a really pessimistic outlook on the property, that is the type of energy that they're kind of conveying to that seller. Now, this— it's not really your normal seller, right? It's a short sale. So there really isn't an opportunity to negotiate like if it's a traditional seller. But that's why a lot of these types of properties— I love talking with agents just because this isn't always the type of deal that's in their normal wheelhouse. And sometimes a house that just needs some work done to it, a lot of times they view it way worse than what it actually is. And then that allows you to get a really good deal and you're not the bad guy. That's the— that's one of the best parts about negotiating through an agent because the seller trusts the agent, right? If it's me talking directly to a seller and I'm like, man, this needs this, it needs this, it's got this wrong with it. I mean, it's— that's going to cost me at least $80,000 to do that project. The seller's just not going to trust me, right? Or it's going to be significantly more difficult to get that seller to trust me because they're going to naturally feel like, well, I'm just trying to get the best deal possible.
Right?
Or, oh, I'm just trying to make a quick buck off them. But if it's their, their real estate agent, their agent that, you know, has a fiduciary duty to do what's in the seller's best interest, right? The agent that they, that they trust, that they hired. When it's that person bringing the news to them, the likelihood of them being able to say, man, okay, You know, let's move forward with that offer. Chances are really good. And it's a lot nicer because, uh, sellers are— if they don't like a price or feedback that you have, they tend to be sometimes a little bit more rude than, than an agent might be. But this guy was super nice. And again, one really important thing: don't forget to ask about what else do you have. Right. So this guy, you know, hey, send me some pictures, blah, blah, blah. Hey, by the way, if this one doesn't pan out or whatever the case may be, do you have anything? And notice how I hit like all three, right? I didn't just say, hey, do you have anything else?
Right.
Do you have anything else right now? Because if I say, if you do have anything else, whoever I'm talking to, they might translate that as, oh no, I don't have any other listings right now. It's like, well, that's not necessarily what I want to know, right? I want to know, hey, do you have anything else right now? Anything else that's either, you know, similar to this that's either listed on the market or anything off market or anything coming down the pipeline? Right. Really simple terminology that everyone kind of understands. Hey, do you have anything coming down the pipeline? Right. And what that does is that I'm asking, hey, do you have any leads? Right. I'm not even just asking, do you have any deals right now listed on the MLS or off market that are looking to sell right now? I want to get ahead of all those other people. Right. I want to be the first person you think about when you're working your leads. Right. And so we kind of got our foot in the door and he talked about how he had a 4-bedroom, 4-bath. Sounds like it's an old property. It's a rental. Right. So it sounds like it's at least got to be livable. Hopefully. So that's something that, you know, again, a perfect example to stay in touch with an agent. And guys, again, this is why I love Caribbean, why I love agents. I did not have to cold call 6 hours a day for 6 months to get a deal. Right. And yes, we didn't get a deal right in this minute, but one phone call, right? I was what, 15, 15-minute conversation, give or take. One phone call, one 15-minute conversation with a super nice guy, right? One led us to one opportunity that we're looking at right now, but most importantly, also an additional off-market opportunity. And that's just right now. And he's the one that's door knocking, cold calling, sending out direct mail, right? This allows you to do higher leverage activities. So that's one of the things I love about it. You're just able to get a lot more bang for your buck as far as, you know, time committed, especially for people. If you work full time or part time, you're like, hey, I only have a couple of hours a week to work on wholesaling. I do not recommend going off market direct to seller. That is a massive, massive time commitment. Trust me, I know. I highly recommend either working with agents or working with other wholesalers. That I cannot stress that enough is the only way that kind of wholesaling is really able to make sense part-time. And you really can do it part-time if you do it the right way. So guys, with that being said, man, what a fun Friday. I hope you guys got a lot out of today. Um, oh, got awesome. Thanks for bringing the pain. Very inspiring. I'm trying to get my first deal on market. Great. That is, that is awesome. I wish you all the best with that. Keep tuning in to Deal Finding Fridays because yeah, you'll be seeing what it looks like in action. So guys, we will be back. I actually don't know if we'll be back next Friday. I know we've got Thanksgiving next week. I hope you all have a wonderful Thanksgiving. And in the meantime, if you want to learn a little bit more about kind of some of the stuff we were talking about, you know, how exactly do we approach finding deals? How do we sell deals? All that good stuff. What's the most effective way to wholesale right now? What's the fastest way to do deals right now? Guys, click— there should be a link in the description. But if you just go to painlessflipping.com, sign up for our free masterclass. It's totally free. It's a live masterclass that we do. We don't sell you anything on it. It's just, it's a masterclass where we go A to Z, everything that we do in our business and everything that we're doing right now to do deals. So we'd love to see you guys there. And until next time, guys, have an amazing weekend. Awesome Deal Finding Friday. And if I don't chat with you guys next week, have an amazing Thanksgiving. Take care, guys.
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