The Cold-Call Mindset | Blueprint To Overcome Fear for Wholesaling Real Estate 2025

What is going on, everybody? My name is Nathan Payne, and today we're going to be going over how to overcome the fear of cold calling and start closing deals right now. Because I know it can be scary, guys. And if you have this feeling, even if you don't want to admit it, if you're like, hey, I'm not scared, I don't blame you. I don't blame you for not wanting to admit it. But guys, I will admit it. I'll be the first one to admit I was scared when I first started cold calling. I didn't know what the heck to say. I didn't feel comfortable doing it. So if you find yourself in the same situation, this presentation, this lesson I'm going to be teaching you guys today is going to help you overcome that fear and it's going to help you crush it. Who the heck am I? I told you my name's Nathan Payne, but if you guys don't know who Nathan Payne is or what I like to go by, this year, 2025 going forward, I'm going to be known as Professor Payne. Why? Because I'm going to teach you guys everything you need to know about real estate. I'm going to be the one-stop shop. My goal is to make wholesaling simple. That is what you're going to get from me. You don't need to go to anyone else. You don't need to pay anybody else. Or you don't even need to pay me. I'm going to give you everything you need. Let's freaking go. I've done over $1 million plus in wholesale fees. These are deals that I've done. $30,000, $4,000, hundreds of thousands of dollars. These are just all deals that I've done. Why? Just to show you guys that I know what I'm talking about. I wasn't able to put all the screenshots of my checks and everything, but I've done it. It's legit. I still do deals. When I talk to people about making calls to sellers, a lot of people do auto dialers. I actually started— my first deal came from an auto dialer. Now, do I think auto dialers are the best? For connectivity and for specific strategies, no. I think there's other ways you can do, you can reach out to people, maybe like hand dial a specific list because the connectivity rate might be better with your phone. People, when you text people, they can see the blue text if you have the iPhone. But the auto dialers are good for this reason and this reason. I would say you can reach a lot of people, but I would say the main reason is it makes calling easier. Okay, so depending on your strategy and who you're trying to reach, I say hand dialing is good, but if you're nervous and scared of calling, the auto dialer is good because you basically put the list of people in there and then it does it for you. So you don't have to make a call, they don't answer, dial in, make a call, because that can be pretty stressful sometimes if you're just starting out and you just need that extra push. So if you're like, man, I'm really struggling to make those calls, auto dialers will help because again, they just make it easy and do it for you. It's easy mode, baby. So I I recommend Batch Dialer and Mojo Dialer. Those are good. I like Batch, I like Mojo. I've tried all the dialers. It's really, honestly, for me, doesn't really matter. I haven't found one that's like, oh man, this is the greatest dialer in the world. It's just like, hey, just get your list and go to town. Go start taking action, okay? So why do I recommend auto dialer? Mainly depends on the list you're going for, but mainly because it makes it easier so you don't have to do it every single time, pick up that phone, dial, dial, dial. It's auto dial, right? So this is another thing, guys. If you are cold calling and you don't really understand this one thing before cold calling, you're going to get really discouraged and you're probably going to want to give up. But I'm going to teach you. I'm going to show you what you need to know before you start cold calling. This is not something I really knew. Okay? This is not something that I really understood until later on. But you guys, if you're watching this training, I'm giving you the secret right now. Okay? Here is the secret, right? And the next slide is going to dive in deeper. But when calling sellers, we are looking to solve problems. Problems are what we want to solve. Okay? Nobody is going to sell their house to you unless there's something that they need done, like a problem they need to get taken care of. So that's what we're doing here. You cannot make anyone want to sell their house at a discount. You can't. And that's what I would get frustrated about when I was cold calling. I was like, man, I was telling all these people like, hey, I can buy your house for cash. It's really easy and convenient. And they're like, no, get lost. And I'd be like, oh, why not? Why don't they want to sell to me? And then I'm like, well, now I'm like, dude, looking back, I'm like, dude, you can't make people want to sell, period. Like, if you call me right now and you're like, hey, I'll buy your house for whatever, I'd be like, dude, I'm not trying to move at all. I'm good. Don't call. Like, I would, I would have the same reaction. So you cannot make someone want to sell if they don't want to sell or if they don't have a problem. You can't make them want to sell to an investor. They're just going to list it because they're not motivated. Okay, so when I realized this, it made the job a lot easier. When I realized I was looking for someone specific to work with, a specific client, all right, someone that was motivated. So I have a question for everybody that's watching. What problem do we solve as investors and wholesalers? If we are looking to solve problems, if we are looking for specific people to work with, what is that problem that we can solve? Because if you don't know what problem we can solve, you're gonna have a hard time calling people because you're going to be getting frustrated that you're not seeing the success. You're not— you're going to be frustrated you're the calls that you think, like the, the results that you think you should be doing. But really, if you don't understand this one thing of the problem we solve, then you're gonna have again a hard time. All right, so this is the problem we solve. Why do sellers work with wholesalers? What problem do we solve? So the problem we solve is many sellers face urgent stressful situations and need quick solutions. That's the problems we solve is people are in urgent situations. They're stressful. And these are some of the situations. And it doesn't even have to be any of these. I just gave you guys some, some options. Pre-foreclosure. Okay. Auctions coming up. They're late on their payments and they're going to lose their house to the bank. Financial distress. They can't afford the repairs. That hole in the roof and it's, you know, snow or rain or stuff is falling through. They want to get out. They don't want to be in the property. They inherited the property. They don't want to hassle with managing the house. They inherited from their mom or dad that passed away, and the house is miles away in a different state, and they don't have to deal with it. They just want to sell it. They don't want to have to worry about listing it or taking care of anything. They just want to quit close and get paid out. It's vacant or damaged. Relocation needs. They need to sell ASAP. Guys, these are, these are indicators of problems like that we can solve. Or if you're talking to someone, they're like, hey, you know, I have— I'm going through any of these situations. Right? Then you're like, ding, ding, ding. These are people that we work with. So if I'm calling, cold calling someone, someone's like, yeah, my house is paid off. I don't really need to move. I was probably thinking about downsizing, but I don't know. I don't really need to sell. Does that sound like something like a very motivated person that has these, these things that are going on? Now, a lot of people are like, well, you're taking advantage of those people. That's not right. It's like, well, no, no, that's not what we do. A lot of these people in pre-foreclosure cannot sell fast enough if they just listed on the MLS. Right? If they just listed it, they'll lose their home. The process is too quick for them to be able to sell in time. So we help these people, people in financial distress that can't afford their repairs. A lot of times they can't sell it on the MLS. We help these people. Okay, so we're helping, right? We're serving. We're meeting people's needs. Inherited property, same thing. Don't want it. They want to get done. They want to sell the house quickly. We help them. Vacant or damaged, we help them. So when you start understanding what— who we're looking to work with, who we help, we're searching for problems to solve. All right, when you're calling, that's what you're trying to do. Relocation, we're helping people. Some people don't want to list it. Money is not always a motivating factor for people. Some people have so much money, they're like, I don't care, I just want— the stress is bothering me. I can't tell you the amount of deals that I've done where money didn't make sense for them to sell, like fast, easy, and convenient the way the what we do and solve because the money was lower. But they didn't care. They didn't care about the money. They were fine. They just wanted the problem out of their life. And the problem was the property. So the solution we provide is we solve problems fast without the hassle of traditional selling. That's what we do. Quick cash offers, no waiting months on the market. Guys, I've had my house listed in Utah, one of my rentals. It's been on the market for like 6 months now. I'm not getting offers I want. I'm not motivated enough to just take a cash offer, but if I was, a cash offer would be something I need. Okay, so quick cash offer, no repairs needed. I don't want to spend money on the house, so we'll buy it and take care of it. Flexible closing dates on the seller's schedule. Post-possession, you buy it, you let them stay in after. That doesn't really happen traditionally. Traditionally, someone's going to buy it like a family and they're going to want to move in immediately. Okay. So we can be flexible. We can help them move. So we just make the sale easier, convenient, fast, easy. No fees. We don't charge anything. We buy it as is. Keep them more money in your pocket. Not necessarily the offer is higher, but there's no fees. People like that. Peace of mind. We handle all the paperwork and the details. They don't have to stress about getting a real estate agent or do anything like that. So why work with us? Why work with us? Is because speed, convenience, and ease. You can narrow it down to those things. Deals are closed in days, not months. No agent fees, no commissions, no repairs, and cash. No financing delays. Okay, so understand that wholesalers, investors, that's who we serve. We serve the people who have problems. We provide solutions and make this fast, easy, and convenient. Why does anyone sell their car to a car lot, right? Or going to a dealership? Doesn't make sense. They're gonna pay less than if you just sold it yourself, but it's fast, easy, and convenient. People don't wanna have to hassle with it. They have other things that they wanna take care of. So let's do a live breakdown of this script. If you guys have not joined my free Facebook group yet, all you have to do is go to Guides, and it's just under Training, 90-Day Action Plan. And then if you click on this, you're gonna get a link. You fill it out, we send you the script. Or we send you the 90-day action plan. What is the 90-day action plan? It just tells you exactly what to do in the next 90 days to get a deal. All right, it breaks down everything from 30 days, your first 30 days, second 30 days, last 30 days. Gives you scripts, it gives you planners, gives you everything. I hook you guys up because I love you guys and I want you guys to succeed. All you do is you go to the very bottom to key wholesaling scripts. Okay, there's a lot of different scripts, a lot of different ways you can go about this business. But if you click here, it takes you to, takes you to this different folders, JVing with wholesalers, talking to agents, buyers, objection handling, qualifying opportunities. So under this qualifying opportunities, there's different scripts of talking to pre-foreclosures, talking, driving for dollars, high equity, probate. There's different conversations that you have depending on who you're talking to. We're going to be going over just the generic script. Okay. So if you're just calling the generic list, All right, but I would say depending on the list you call, it does— what you say does change, right? Because if you're calling someone that's in pre-foreclosure, you're going to say something different. But this is just the generic script. This is Professor Payne's cold calling script. So we're going to be going over this right now, everybody. So I'm going to be breaking down like pretty in-depth right now, like why, why we go through and say the things we do. And hopefully this is helpful to you guys. Now, there's no perfect script out there. That's why I've included, you know, leads manager scripts, cold calling scripts, different scripts from different companies. Is you guys can study, you know, the flow you like. But this is one of the flows that I like, the way I like to talk to people. Let's dive right in. So conversation, make sure when you're reading this, the flow and the focus of how you want to talk is you want to have a conversational, like a good conversation. You want it just to be easy to follow and removes the pressure while setting clear expectations. You want this to be easy for the seller. This is basically just saying, hey, just remember, to have these things in mind. Remember to smile like that, right? Remember to smile because people can feel your energy through the phone. I don't know if you've ever gotten a call from someone, they haven't really even said a word. Maybe they said one word and you can buy that they're not having a good day, right? Maybe they said something, but if they say, "Hey, how you doing?" They're smiling, you're like, "Oh man, this guy's bringing some energy." So even if it's hard and you don't wanna bring energy, it is important, okay? So you can follow this word for word if you want, but this is more of like a good, a decent outline. So let's go through it. Hey John, how's it going? My name's Nathan. Sometimes I don't even say, hey, this is Nathan. Sometimes I say, hey John, how's it going? And I act like I already know him, right? But you can also say, hey John, this is Nathan. How's it going? I know this is a bit out of the blue. That's used a lot, right? I know this is a bit out of the blue, but I'm reaching out because I've been looking at properties in your area and I wanted to see if you've ever thought about selling your property. You might consider it. Something as simple as that, guys. I'm just calling to see if you've been open to selling, if you've considered selling your property before. Pause and let them respond. Now, guys, this, this goes back to what we've talked about. When I first started wholesaling, when I started cold calling, if people didn't respond yes or no to that answer, I felt like I had to, like, convince them. I had to— oh, well, you haven't thought about selling? Well, what if I could do this and this and this? Or guys, if they're not even open to selling in the first place, what are you going to do? You're going to force them to sell. So don't take this personal. If you start out a conversation and they don't, they're like, no, I don't want to sell. There's not much you can do at that point to be like, well, what if I could do this and this and this? It's like they're either interested in selling or not, in my opinion. Okay. The next thing is setting the expectations and building the trust. Have you ever gotten a call from someone that, like a friend, that just goes right into it without telling you the purpose of why they're calling? It's kind of, you kind of feel awkward and you're like, oh man, I don't know when this call is going to end, you know? And that's a friend. Imagine if someone calls, cold calls you and just goes right into their script. You immediately just want them to stop. So what I like to do is I like to see if they're available to chat, right? I like to set the expectations of the call. So right here is awesome. Just so you know up front, I'm not here to pitch anything. This isn't a sales pitch. I'm just looking to see if we might be a good fit to work with each other or to help each other out. If it makes sense to keep chatting by the end of this call, we can do that. If not, no worries. Does that sound fair to you? Yeah, it sounds fair. And by the way, like, you know, this isn't going to take very long. And by the way, this isn't all in the script, but this is how I just elaborate a little bit. I would say, yeah, by the way, this would take like 5 or 10 minutes. Do you have 5 or 10 minutes to chat? Yeah, I do. Okay, great. So out of curiosity, you know, what's got you interested in selling? What's got you thinking about selling? Let them talk, right? If they're like, I don't know, I don't know why I'm interested in selling. For me, that's kind of a red flag, right? Because if they don't really know why they want to sell, how are we going to solve a problem, right? We could just go right into, you know, our offer. But again, they're going to be like, well, thanks for your crappy offer. No, we have a problem to solve. And if you guys were on analyzing deals training, the other video that I did on how to analyze deals and make offers, you have to find out how you can help them solve their problems or it's going to be hard to make a deal happen. So again, if they don't know their problem or why, it's going to be tough. But if you want to keep going with that right here, it says, no problem. Sometimes people are just exploring options. Have you already looked into what selling might look like or spoken to anyone about it? I want to explore other options like, hey, what options have you explored? If you've been thinking about selling, what does that look like for you so far? Try to find out what's going on. And if they're like, I press really hard on if you're like, hey, what's got you interested in selling? And they're like, I don't know. Be like, oh, come on. I know you really press on that. Really? You don't know? Come on. If you're interested in selling, you might want to— you must want to go somewhere. If they're like, why are you asking me all these questions? You could say, well, you know, I have a lot of ways I can buy houses and I have other options that I can help people get to what they want. Maybe you want to go move somewhere. Maybe I can help you find a property that you might want to buy. I don't know, just, I'm just trying to understand the situation so we can work together better, right? Really trying to understand why, why they want to sell. For me, the whole thing is why they want to sell. What are they trying to accomplish? That's what I'm really trying to understand deep, deep, deep, deep. Okay, then you can learn about the property. Now for me, the property condition is important, but it's more why, what's the problem? What's the problem? I'm trying to nail this, beat this in your guys' head. How can we serve them? How can we help them? That is what we need to do when we're calling. If they don't know, themselves, it's going to be really hard to get anything done. If you can't get that out of them, I'm going to say kind of like good luck, right? You got to have to get that out of them. Now, if they don't want to give you any information, they're still trapped. Go into learning about the condition of the property, because a lot of the times learning about the condition of the property will tell you maybe that's their motivation. Their house is falling apart. So learn about the property condition. Can you tell me a little bit about the property? A lot of people have all these questions they want to ask about the house. Can you tell me about the roof? Can you tell me about the kitchen? Can you tell me about blah, blah, blah? I don't really go too deep on that. I just ask a couple of questions. All right. I'll find out more about the property later. But again, it's all about what they're trying to accomplish. Okay, here are some questions on that. Uncover their biggest obstacles. Finding pain points. It's all about finding pain. Pain, pain, pain, pain. Nathan Payne, Professor Payne. Right. So sounds like a great spot. Can I ask you what's been holding you back from selling so far? Is it the repairs, timing, or maybe not knowing what your options are? Good question. It's all about asking questions when you're calling people, right? And that's why, like, maybe you feared or it's been hard to call people because you don't know what to ask. Well, hopefully I'm giving you guys the structure. Well, I am giving you structure. Hopefully it's making sense that your goal is to find out why and how you can help them accomplish their goals. That's why we're calling, right? How do we solve that problem? Discuss their price expectations. Have you thought about what you need to get out of the property if you decide to sell? Or what's your asking price? What would you like to get for the property? Are you looking to get top dollar or speed and convenience more important to you? Okay. If they give you a number, okay, that's helpful. Thanks for sharing. Based on what you're looking for, I'd love to dig into a little bit deeper and see if we could make something work. Now get this, understand this, guys. Most of the time when they give their proper, their price, they're asking for way more than they'll usually accept. Okay. That's just how it is. Nobody's going to really anchor themselves like super, super low. That's our job is to have that conversation and get them, depending on the condition or the problem that they're having, to reality. Right? Like if they want $1 million and their house is worth $1 million exactly, then they're probably— if they want retail, they're going to have to list it, right? Like if they want to sell it fast, easy, and convenient, we're not going to be able to give them $1 million, especially if, you know, the house needs a lot of work or if they need to sell in 7 days because we need to make money. We're investors. We're not able to do something and solve that problem without give and take, right? So I always check the options they've explored. I usually do it a little bit earlier in the call, just naturally. But here it is. Have you already listed the property, talked to an agent, or are you mostly seeing what's out there? Okay, this would have probably already arisen in the conversation, but I say, hey, have you considered listing with a real estate agent to sell it? Have you considered flipping it yourself? Have you considered keeping it, keeping it as a rental? Have you considered— I just always ask like all the different options that are available to them to try and disqualify them and see if they're like what options they've already done. Because I don't want to go over, hey, have you thought you know, have you thought about flipping it and going to go into too much information on that when they're like, hey, that's not something I ever want to do because I've looked into it. You just got to basically ask them, hey, what have you done so far to try and sell this thing? So they give you more information and it gets them talking a lot too. When it comes to closing on this script, it really depends on where they're at in the sales process. A lot of the time they're just in the exploring phase and they're like, well, you know what, I'm still looking at my options. Well, help them understand what options are available. Well, have you thought about listing it? Yeah, I have. My Aunt Sue is an agent. So, well, you should call her if you want to list it. If you're open to it, you mind if I follow up with you tomorrow after and see how your conversation went with Aunt Sue so I can, you know, see if we can— if I can work with you or if you're going to decide to go list with her. I always push them away from my option just so I make sure that they feel confident that I'm not trying to force them to do anything. And if they work with Aunt Sue, great, right? But if they work with me, even better. So remember guys, that it doesn't have to be a one-call close. I know a lot of people, you probably see that online, or like a lot of the videos on YouTube are like, watch me close this property like in 5 seconds. It's like, that doesn't, that's not really reality. No one wakes up in one day, like one morning being like, oh, I want to sell my house. Then they get a call and they're like, okay, I'll sign. It usually takes some time, right? It usually takes a couple months, right? For that process to happen. And depending on where you catch this person depends how fast you can get the deal done. So if this person has been thinking about selling for a while and you catch them at the end of the process where they're like, yes, they're ready to accept an offer, maybe you just got— came at that right time. But you can catch a lot of people at the very beginning phase where you help them through that process and you build that trust and you get them to the finish line. So don't feel pressure that you need to get this done on one call. It can just be like, oh, hey, you know what? I talked to you about the condition of the house. You did tell me why you're selling. I said we would talk for 5, 10 minutes. It's been 10 minutes. Can we continue or are you— do you have to go and do something? Oh, I actually have to go pick up my kids. Okay, great. Do you mind if we pick this call back up tomorrow or after you pick your kids up? I just have a couple more questions about, you know, blah, blah, blah, blah, blah. And then you can pick it up later. You don't have to and don't feel like you have to make an offer on that first call, guys. I hold back my offer. Pretty much until they're ready to sign, until they're ready to give a yes. I'll give them a range, but I don't give a, like, a definite final offer number in a contract until they are— I already know they're going to say yes or no. Like, there's no reason for me to send them a contract and just hope they're going to accept it. I send it over the phone when they're ready to agree. Okay. Or, or else, like, what's the point, right? Because they're going to go with someone else that's probably going to beat my offer if I don't make sure that they're ready to go. All right, and this goes into deeper into sales, but what I'm trying to tell everybody here on the cold calling script is don't feel like it needs to be a one-call close. It usually isn't when you're calling people and you have to build a rapport and it takes time. Okay, just understand that. And if not, if it doesn't take time, you got lucky. Well, good. They've been thinking about it for a long time and you just got there at the right time. Okay, so that's the cold calling script that you guys are going to be able to get by going to the group, joining the group, and then going to guides, getting the action planner. Going to the very last page, getting cold, going to the key wholesaling scripts, and then it's under the qualifying opportunities Professor Payne's link. Now look, if you guys don't want to do all that work, just comment scripts and I'll just send you the link to the scripts. I won't make you go through the, the whole 90-day action plan, all that hubbub, all that mumbo jumbo. All you got to do is just comment scripts. Okay, so let's talk. You guys have made it to the end and I appreciate you, so let's talk about the free script, uh, plus 90-day action plan. Want to feel 100% prepared and confident on every call? Download my free cold calling script that I just showed you and the role-playing guide inside the 90-day action plan. Let me show you how to get it in the Facebook group. You go to the face, you type in Painless Flipping Wholesaling Real Estate Simplified, you go over here to guides, you click on here to training, you go through and you click on the 90-day action planner. Once you fill out the information, we will send you a link to the 90-day action plan. The 90-day action plan tells you everything you need to crush this business. Okay, it's going to help you as you— I mean, I don't have to like go too deep into it. Right here it shows you the table of contents and everything you get. Right here under how to learn how to roleplay on page 17 and 18, it's going to show you the best ways to roleplay, the best ways to learn scripts easily. Which is very important. You need to be able to flow and memorize. And I would say even memorize the flow. So you, when you're having conversations, you know where this is going. And includes all my contracts, all my wholesaling scripts, all for you for free. Hope you guys enjoy. You click on the link, you go, you're going to be able to see a bunch of different options, folders with scripts. Qualifying opportunities is where you're going to see this one we went over today. There's a lot of different ones you can check out, pick which ones you like. But Professor Payne's cold calling script for wholesalers, that's the one that we talked about. I think that's a great one for beginners. And then again, we did discuss that depending on who you're calling, your conversation is going to have to change a little bit. Practice makes perfect, everybody. All right, so don't be nervous or worried if it's not perfect. All right, it will get perfect and you'll get better over time. So you're not alone, everybody, in this. I know, And that's why I made this so you guys know, hey, I came from a lot of sales experience and I was nervous to call, okay? So you're not alone, fear is normal, but preparation is power. If you want to feel powerful, get prepared, practice, okay? Guys, final steps, you can rewatch this training and grab the free resources inside my group. Also on my YouTube channel, you can watch these trainings and previous trainings where I dive in deep. I'm going to do a replay of this tonight so you can let your friends know, hey, this was good. You should— if you want to watch it again, I'm going to be streaming again live. Join the free Facebook group now. And one gift I could ask from you, if you guys have found any value in this, if you found this to be helpful, it would help me out a ton if you could comment on this video wherever you're watching it. If you could like this, if you could even share it, that would be super nice because it's like, dang, these guys liked it enough that they're willing to share it on their, their social media. That would be sweet if you could subscribe or do any of this stuff. That would mean the world to me. All right guys, I give you a big old heart, right? It like, that's why I put this guy because I, I believe some people, um, if they found value like that, they're going to— this might be you, right? Give me a heart, give me a like. I appreciate it because my goal, guys, in 2025, just so you guys know 2025 is to be known as one of the top educators in this space. Why? Because I love teaching and I want to make wholesaling simple. That's my goal. I want to make wholesaling simple for everybody. It's not that complicated. You got to solve problems. You got to find people who have problems. You got to help them. You got to show, show love and do your best to serve people. Okay, so that has been my training for today, guys. I hope this has been helpful. I do this and I prepare all this because again, I've been there and I care and I know there's a lot of people that we can serve. I know that if you felt scared, you're not alone. Been there, done that. I'm not perfect. You know, sometimes you can still be a little nervous as you go through things, right? Little butterflies can be going, but get excited about it. Get excited to learn and get better every day. All right. So do those things for me and I appreciate it. And I will send you guys the scripts and the trainings. Just wherever you are, comment script, or just go where I showed you. Either way, if you don't want to wait for me to get back to you with the link, just go to the Facebook group and grab it in the 90-Day Action Planner. Hope this is helpful. All right, so here's your next step, everybody. Join my free Facebook group called Painless Flipping Wholesaling Real Estate Simplified. If you're ready to take action and close your deals faster, this is where you need to be. You're going to be getting live trainings, free resources, and support all along your way. Link is below in the description, so just click it there. And don't stop there, watch the next video here to learn more wholesaling strategies that will help you get your next deal faster. Click it now and let's keep the momentum going.