In this live‑call recording, real‑estate wholesaler Nathan Payne walks through a scripted phone conversation with a cash‑buyer/contractor (Speaker B) to qualify and lock in future deals. The dialogue covers the buyer’s investment focus—multifamily, high‑end $1‑2 M properties, and development projects—as well as his operational capacity (full‑time crews in Ogden and Salt Lake City). Nathan evaluates a specific property’s financials, discussing repair estimates, holding costs, and projected gross margin, and gauges the buyer’s interest based on turnaround speed and risk tolerance. Recognizing the buyer’s limited bandwidth, Nathan proposes sending a short Google Form to capture price range, target area, and other criteria, positioning himself as a deal‑sourcing partner who will filter listings accordingly. The call ends with the buyer agreeing to the form and expressing interest in receiving high‑end deals. Nathan then debriefs, highlighting the script’s key steps—quick rapport, buyer profiling, margin assessment, relationship‑building via data capture, and follow‑up—while noting how to set up the Google Form for future use.
Chapters
Is still now a good time to talk? Or I don't want to put any pressure on you if you got another call.
I just jumped off the call with my one guy. I'm just walking to one of my houses right now.
Cool. Well, nice to meet you. I don't know if— I don't think we've ever met. I've probably seen you around. I don't know if you know me, but basically I've been wholesaling for a couple, like 4 years. I was doing nationwide. I was doing deals all over the country, but recently I've just gone back to, to doing— focusing on Utah more. So, I mean, I'm coming across some deals, so I just, you know, I asked Christina if she had anybody. I know the market's changing a little bit, so I didn't— you know, it's hard to know who's still buying, but that's why I was reaching out.
Yeah, no, it's great. It's always good to have another, uh, connection.
Yeah, yeah. So what are you, um, just so I kind of know, what are you looking for so I can know what to send you?
Uh, anything and everything. I mean, I'm like multifamily, large, you know, looking to do larger deals, looking to do development deals.
Oh, wow. Okay.
I've been doing high-end stuff for the last several years.
All right.
You know, $1 to $2 million range. Before that, I was doing just a lot of the really ugly, hard stuff that a lot of investors would get scared to do.
Yeah.
So I was doing all that. I've done pretty much, you know, everything in between. So I still do all that that comes my way.
Right.
Well, I just need to make sense and just keep my guys busy. I have a full-time crew in Ogden.
Okay.
And I kept them busy for several years. And I've got a full-time couple crews in Salt Lake City that I keep busy full-time too. Okay.
Well, I mean, did you get a chance to look at the one I sent you? I know it's, uh, it doesn't really—
Yeah, I did. I looked at it. Yeah.
What are your thoughts?
Uh, well, if I kind of just assume there's like $10 grand in updates needed.
Yeah.
I mean, uh, you know, and they have to have a cushion for the unknowns. Um, after my holding costs and paying an agent's fee, title fees, You know, all that stuff.
Got it.
100%.
I know.
That's pretty small because there's a gross margin of $60,000 right now based on your numbers. That gets whittled down to like 20 grams. So, um, that doesn't excite me by any means.
Understand completely.
Yeah. If it was a quick, a quick flip turnaround, and if I were to look at a little closer then maybe it would make sense to do it. If it takes me a month and then ideally a month and then a month to sell it but I have to add just for the unknowns, the market could shift even more.
[Speaker:NATHAN_PAYNE] Yeah, possibly it will. Yeah, I totally get it. I was just sending it out because it's one of the— it's like one that I was thinking about just taking down and just relisting it but then I'm like maybe some people have better resources than I do. They list it. Maybe you know an agent that can list it for really cheap. So I just threw it out there just to see.
What's her motivation for selling quick?
So her son, as far as I know, like her son is just like, hey, you know, Mom, I got a ton of money. Like, let's just get you moved. Don't worry about the listing and everything. Let's just get it done. So she's just at a point where it's just convenience. That's about it.
Got it. Okay. Yeah, cool.
Yeah, so it sounds like to me, it sounds like this one, not enough meat on the bone. Maybe you're not feeling too, uh, too excited about it.
Yeah, because my plate's already pretty full, but I, I'm sort of interested, but it's— I'd have to, you know, if I— I just don't think I'll make it out there by before Friday to get my every— all my ducks in a row.
No, it's okay.
Make it happen.
Well, yeah, that's why we have these conversations, you know.
I could say I'd probably want to go look at it. Yeah, if it really was a super easy turnaround, then I might do it.
Okay. Well, let me ask you this. I understand, you know, completely. I've talked to a couple guys. I got some people that are interested, but, you know, I just always think it's good. And plus, I'm more trying to build the relationship because, you know, I'm, I'm, I'm that guy that's just analyzing every deal that comes across, every wholesaler's list, you know, every MLS deal, getting marketing my own. So I'm just trying to kind of lock in and in an area and then just kind of find specific properties for you, you know, like that I can send to you.
Yeah.
Would it be okay if I sent you like a little Google form for you to— it just has a couple questions on like, you know, your price range, specific area you're looking in. And then what I do is I take that and I, you know, specifically go to market that area. So would you be okay? It might take you like a couple of minutes to fill out, but is it okay if I send you that later?
Yeah, send it over.
Okay. I appreciate it. Do you have any other questions for me?
No, I don't think so. Just, yeah, look forward to seeing some of your deals coming my way.
All right, I'll send you that form and then fill it out. And as soon as I do, I'll kind of start honing in on that area.
Okay, cool.
All right, thank you.
Sounds good. Appreciate it. Nice meeting you.
Yeah, have a good one.
Bye. You too.
All right, that's how you have a conversation. You know, I didn't ask these questions on there. I want it to be, you know, maybe a quicker call. It would be better if we met in person or on Zoom, but you know, you know, he's a busy guy. I'm pretty busy right now this morning. So I'm going to take a Google Form and send it to him for him to fill out. It's going to go on a spreadsheet and then I'm going to, you know, look in those areas. And when I have specific properties that he wants, I mean, it looks like he does high-end, so that'd be really good. I can send him some high-end stuff that people will probably turn away from. So that's how you do it, guys. No problem. And this is the script you can use, but also, like I said, if you go to If you go to Google, you can create a Google Form, super easy, and I'll show you guys how to do that. All right.
