Wholesaling Real Estate Live: Real Deals, Real Calls and no fluff

What is going on, everybody? This is The Real Deal's Real Real Estate Calls call. What's up, everybody? What's up, Nathan Payne?

You had trouble. You had trouble on that one today.

I did, man. I thought I sounded like you were rapping for a moment.

Really?

Yeah, it was.

Wow.

It was smooth.

It was smooth, but it could have been better. All right, so, but everybody, thanks for tuning in. What do we do on these calls?

What the heck? Who are we?

That's also another question. Why are we doing these calls and who are we? Let's start with who we are, because that's a question a lot of people want to know. Like, why am I listening to these guys? Do they have any authority? Is there any reason why I should listen to them and waste my time? All right, so first I'll start. My name is Nathan Payne. Been wholesaling for over 6 years now. Done hundreds of deals, millions of dollars in transactions, and, uh, not as a flex, but I'm showing you guys I've done deals, I'm doing deals, so I know what I'm talking about.. And my goal is to help you do more deals because potentially maybe we can do a deal together. I'd love to do that. Nathan Payne, what's up?

Who are you? Yeah, what's going on, guys? I'm Nathan Payne. Um, man, been wholesaling for 4 or 5 years. Um, did over 100 contracts in a single year. Um, some of you might have seen my 30-day challenge I did a year ago, you know, totally brand new market, no contacts, no resources, nothing. Um, and did a $20,000 deal in 30 days. Without spending any money on marketing. Um, yeah, we're here to, to do some deals using Privy. And Benson, who are you?

Yeah, so I am one of the owners of said products, and, um, I've been in the business for over 20 years. I'm a licensed agent. I do wholesale, uh, do short-term rental, buy and hold, creative deal structure. I'm learning that right now. Um, on the, like, the sub-2 angle. Um, but yeah, I've done a lot. I've seen the ups and downs of the markets. I've done all kinds of different strategies. And, um, I'm here to support the Nathans with any, um, you know, anecdotes or stories or, um, you know, funny little tips and tricks too.

We love the support, man. We really appreciate it. Okay, so if anybody's watching this now, you know who we are. What's the plan? Why do we do these calls? The plan is to show you what real— this looks like in real life. Real calls, real deals. Nathan Payne, as always, he's crushing it. He looks great, he calls great, he's, he's smooth. He's gonna make some calls today. We're gonna see and we're gonna break them down. I'm gonna break it down on this board. Benson's gonna give his feedback and say, hey, you can't represent or even talk about Privy, man, you're trash on the phone. Or he's gonna say, you did a great job, I'm proud of you. That's what our plan is. We're gonna make calls. And again, the promise is we call, okay? We don't just talk, we do it. We show you so you can see, should I even listen to these guys? So that's what this call is about. This is what we're going to do today. Let's dive right in. Nathan, tell us a little bit about why it's so important to have the right process when you're calling on Privy, like calling your agents.

Yeah, guys, so, um, man, what do you guys have? How's the saying go? A tool— was it a tool's only as good as the person using it or something along those lines, right? Yeah, yeah, that's That's it, that's right. This is, this is a perfect example, right? So it's, it's— Privy is like a marksman rifle. In the wrong hands, man, you can only do so much with it. But when you know what you're doing, you guys can be like absolute trained assassins. So that's kind of what we're going into today. And not just, hey, how to use the tool, because that's where Benson's going to come in to help me a lot, because there's so many things I'm still learning about it. Um, they're always— yeah, you guys are always doing like amazing updates and features and always getting feedback from us, which is super helpful. Um, but also on the real estate side, hey, you know, okay, the tool is, is firing on all cylinders, you know, in prime condition, but now what do we do, right? Do we send a text message? Do we send an email? How, you know, do we get on the phone and talk to people? What does that conversation look like? And then where do we go from there? You know, do I make an offer? Do I not make an offer? What should I— right? And the questions go on and on and on. So the goal is to try to answer all that for you in 20-ish minutes. My goal is to try to find deals quick as possible.

I love it. So let's— before you start pulling up your screen and looking for a deal and calling it, I have to bring something up. So normally someone would think making an offer to an agent, if you're a real estate investor, requires this. You call, you make an offer, right? You lowball them, you crush them, you crush their soul, you give them the low offer. We're going to show you why that doesn't work very well. Okay, it's a low— that's a low-hanging fruit deal you're looking for. That's low-hanging. Good luck doing that and building a business off of that strategy because we have what's called the Painless Flipping Academy. You can check it out at painlessflipping.com. Basically what we do is we— it's a done-for-you service that we basically take Nathan, actually, you're better at explaining what it is. I will just butcher it. But basically we do the hardest parts of wholesaling for you. Okay. And we had someone submit, submit a property that we gave an analysis on and really like what, you know, she's awesome. She's learning. But she basically was like, I made a low offer. What do I do? Why didn't I get it? And I explained to her, I said, hey, you need to watch the video Nathan Payne did last week. We're going to do it again. But just submitting the low offer is not how you get deals from calling agents. So that's what I just want to bring up. It's not about just making the calling, making a little offer. You have to be tactful about it. You have to be strategic. And that's what I want to talk about today, Nathan, because I think for this, for Joyce that submitted the deal, she's awesome, amazing. I want to give her that answer of like, what is she looking for when she's making that call? It's not about just establishing contact and making a low offer. What does she need to do so she can actually get this further? Does that make sense?

100%. And yeah, guys, that's why— and maybe if we're able to do them quick enough, I'd love to show both examples, right? Show you guys, hey, here's what a good conversation can look like, but then also here's what the bad conversation looks like. That'd be actually kind of fun. We should do both of those live. Does anyone want to see, you know, hey, it goes smooth, and then also one where it crashes and burns? I would. Yeah, yeah, dude, let's do it. Um, did you want me to go over a little bit as far as what we're looking for on the conversation?

I think so. Um, I think it's really important because again, most people think doing a deal on— doing a deal, let me just call and make a low offer. If they accept it, I got a deal.

Yeah, guys, whether you're direct to seller or direct to agent, when we're direct to agent— and again, I, I have a little bit of a different philosophy than than some people. But I approach my conversations with agents almost identical to how I do if I'm talking directly to a seller, right? So I'm, I'm never making an offer on that first call. I'm genuinely caring more about the other person's outcome more than they do. Also, we're looking for motivation, so I'm not just going into, ah, what's the lowest they'll take, here's my offer.

Right?

Me personally, I like to go through, hey, what's their— what's their motivation? What's going on with the house? What other things are valuable to them other than price? And trying to uncover all the information that I can that surrounds this specific property and this specific listing, right? And once we uncover all that information, then get a feel for, okay, how much, you know, is this an opportunity, right? Is this a qualified lead? And do we think, you know, we have a strong chance of getting it to a price that we need to be at?

There's a term for what you just described. It's called building rapport, right? So you want to build rapport with people so that you can— so they feel good enough about talking to you about either the property or themselves and their needs. If you don't build that rapport first, then getting any sort of valuable information that can help them and yourself is going to be next to impossible. And that's just all done through just talking, having a personality, and asking questions, being a good listener.

Yeah. And did you notice, guys, none of those— none of those answers when it comes to building rapport was, oh, you like cats, I like cats too. You don't— that, that doesn't necessarily build rapport, right? That's great if that's the case, but what it is is you're going to build— especially with agents, right? When working with agents, one of the really nice perks is these are other business professionals, right? So when you're working with an agent and, and just in the business world in general, one of the best ways you can build rapport is just by demonstrating this is somebody I would like to do business with, right? I don't really care what, you know, they like in the person, you know, what football team they like or if they like cats or whatever, but if they do business the way I want to do business, that's all the rapport I need. So are we ready to hop on in? Let's do it.

Ready?

All right, let me share my screen.

And I like what you said, Benson, because, um, you know, it just makes sense. Like, really, I think the reason why a lot of people don't do deals that are on market is because they look at it— it would just make sense, let me just make an offer and you say yes or no, and I just got to do a lot of those. But you're dealing with a human being, you're dealing with an agent that doesn't want to suggest you should go with this offer if they don't trust, like, feel good about that, right? So you're, you're dealing with them, they're in the way, right? Um, so if you're just like making low offers and not making that connection, they're probably not even going to recommend that your offer. I know they have that fiduciary responsibility, they have to— they can't say like too much about the deal, and they also can't, uh, not present your offer.

They—

it's like required to, but depends on what light they present it, right? They could just be like, yeah, you do not want to go with this one, it's really low. Right? So you definitely have to get the agent on your side.

Yep, 100%. Sorry, I was just moving some stuff around real quick. And then one thing I want to explain— so guys, the first thing that you saw here, so, so in my email box, do you notice how all there is is Privy emails? That's it. So just a little pro tip, when you sign up for Privy Um, and Nate, just let them know whatever the promo code is. You guys will get a special discount.

Painless. P-A-Y-N-E-L-E-S-S. Painless.

I highly recommend creating a new Gmail account, and that way this, this email will only have your Privy real estate deals in here, right? And guys, Privy does all the hard work for me, right? I set up my filters, all right? I sign up for Privy, I get my filters set up and now Privy is doing the hard work and only sending me the deals that meet my criteria. So this is the first one.

So in this email today, a brand new email, or they can just make a folder and have it go to there. That's a good idea too. Depends how savvy you are with Google, Google Gmail. And so we got a fan, Nick A. Batcher. He is laughing. It's live and he's just laughing and having a great time. I'm so grateful. I love it that we're bringing joy to Nick's life.

All right, so we're taking a quick look at this. So some of the things I'm looking at— price is typically the last thing I ever look at. First thing I'm looking at is pictures, right? How many days it's been listed, and then description. And what I'm looking for are indicators of motivation, right? So at a quick glance at pictures, uh, you know, it's not, it's not in bad shape, you know. It's, it's, it's— could it be updated and made nicer?

Sure.

You know, I don't really know what this neighborhood specifically looks like, but could somebody improve this property? I would say yes. Okay. You know, that's one, that's one box checked up here. 2 days listed. Okay. It hasn't been listed for a long time. Pretty short. Price is $240,000. Then in the description, is there anything that says a handyman special, fixer-upper, cash offers only? Right. So when looking at this, I am not seeing really any verbiage along that, right? Versatile, nah, not really. And then what I'll do is I will take a quick peek at comps. So the way I like to do comps, guys, if you're new to Privy, I recommend doing what Benson recommends, which is don't necessarily mess with the settings, um, until you, you're a little bit more familiar. Because what it does is, is Privy, again, you know, They did an amazing job making this tool so that it does the hard work for you. Right now it's only showing me the comps that are, you know, when they look at kind of all the criteria attached to the property, these are the only comps that are actually relevant for me to be looking at. Now for me, I've been doing this for a little while, so I like to kind of see everything because I'm able to do so relatively quickly. You know, if I was just starting out, oh my gosh, I would be here for hours and I wouldn't be very effective. With my time. But I like to take a real quick glance, and what I'm trying to get a feel for is just what's the general price point in the neighborhood. So we've got this sold for $249,000, 3/1. Ours is a 3/2, 1,500 square feet, and ours does not have a garage. And when did that sell? That sold back in October. Let's see what sold for $400,000. Okay, so right off the bat, this looks like retail price, right? All right, probably. Again, could it be something I could call on? Yes, but I'm gonna see what else is in my email first. So I think that was the first one I looked at. Yes or no? All right, now let's take a peek at this one. So listed 6 days, delightful 3-bedroom, not too many photos up here. Now one thing I'll do is, because this might this is a little bit out there. Um, Benson, do you think there might be a chance that, um, because this is kind of far out, there might not be, um, photos?

Far out from where? What do you mean far out?

Uh, just kind of a major, major area. This is kind of on the outskirts of Orlando.

Oh no.

Um, it's hard to say.

Some agents like to put a bunch of photos in. Some people Don't— it's been on long enough to where like if there was going to be like any added, they would have done that already.

Mm-hmm.

If the house is really bad, they usually don't put photos, or if they can't get in because there's an issue, like a tenant lives there and they can't get them out. So this might be one just to call just to find out, like, hey, why aren't there any pictures?

All right, so the other thing is at a real quick glance, right, so they're asking $265,000. And it's kind of in the middle, right? Some— someone could argue retail, but honestly, it looks like retail is probably a little bit higher, right? That's right, you know, stuff's selling for $300, $285, $290. So chances are they're trying to be conservative but still overpriced. Um, and then the description— oh, here we go. Property is occupied by a tenant and their lease expires on this date. Excellent investment opportunity. Let's call her up. Renee here. All right, so what I do— so this is an opportunity that I want to call on. Again, I don't really care too much on price. I have no clue what I would really quick—

let's just, let's just go over that really quick. Why? What made you think this is an opportunity? This is one to call.

Why? Yeah, so a couple things, guys. One, um, the picture slash lack of pictures, right? So one, when I look on the picture of this outside, that, you know, doesn't look bad, um, doesn't look terrible, but, you know, doesn't look like it's a new-built property by any means, right? Also, car kind of just chilling on the front lawn, you know, could be an indicator. Um, and then also, again, you know, Payne, like you just mentioned, Guys, there's no other photos here, right? If somebody wants to sell a house and if, if, man, they've got a good product to sell, they're going to want to show you, you know, all the, all the photos of it. But if it's bad, if it's in rough shape, they know more people are likely to call if they don't see those photos. But then the other thing is when we look down at the description, right? So kind of in the beginning, yeah, they're just talking about the property. But then right here, the property is occupied by a tenant and their lease expires on April 25th. So one thing, if it's a tenant-occupied property already, I'm, you know, okay, this was— this doesn't look like an Airbnb quality type of, uh, investment property, right? That would at least just be my guess off the bat. This— so strong chances that the house could be really, really kind of worn, um, on the inside. And then on top of that, they say, hey, would make an excellent investment, uh, property.

So what— you know what I love about this picture? They— out of all the pictures of the house, they picked the one that the guy's parked in the drive on the, the lawn. Now that might just be normal in that area, but I'm finding one where there's not a car parked on the lawn for the one.

Right, right. So, so there could be issues with the tenant. We don't know. Right. There's a lot of unanswered questions. But again, sorry, Nate, figure out is it worth calling on?

And the answer— Yeah. So you said why call? We got no photo, just one description, said investors and then parked on driveway, one photo. So really it's just like, okay, the price, because the thing is price, like if you base everything off a price, if something is priced really good, Everybody's going to call. So I don't really care too much about what it's listed at, to be real. Like, it can't— even if it's like overlisted. I did a deal. I did a $26,000 deal on a flip that was listed so high, but I was like, it has all the indicators other than price. So we called. Eventually we were able to do the deal once they know what he was offering, what they wanted. So the market will dictate if the property will sell. And usually if they're way high, but the house has these indicators that it's not it's a flip, they find out real fast, right?

So don't let the price shake you.

That's all I'm saying.

Yeah, 100%. Guys, prices is— for how I do things, price is the last thing I look at, the least important. But I will say, when we do look at price, right, not that it's priced at, you know, a smoking deal, but it is kind of just in the middle, right? They're not kind of pushed up at a ridiculous number that's like outpriced for the entire neighborhood. But they're also not the absolute lowest. So that alone, the fact that it doesn't look like they're trying to push the bar and get the absolute highest, is an indicator to me. All right, so now next step. Okay, there's a property I want to call. So right here we've got the agent and the brokerage. So I'm just gonna copy that information, I'm gonna go to Google, I'm gonna paste Click on one of the first ones I see. All right, office number. Sometimes it's the cell phone, so let's call. Let's see if we can get a hold of, of Renee here. All right, we got 407-908-5355.

Yeah, price is a funky one. It can throw you off. So look for what— if you can add value, that's the most important thing. Can you add value to the deal?

Hello, this is Renee Clark with Clark Investment Properties.

I'm sorry I can't answer the phone right now, but if you'd be kind enough to leave a message, Hmm, do you guys think that was an office number? Sounds like an office.

Yeah, Clark Investment Properties.

She said her name.

That's true.

Good call, guys.

She could be a one-person office.

Hello, this is Renee Clark with Clark Investment Properties. I'm sorry, can't—

All right, Clark Homes. I don't know if that is the right one. I just want to see. She's gonna try this.

I trust her.

She seems like this is a different number.

4079334499. Hello, leave a message after the—

Come on, Renee, she's making it hard on us. Nope.

Hey, Renee? I don't think that was her. Did you guys hear that? Some woman picked up, she's just like, nope, click.

All right, again, bro, call again. We know they're there.

So this is— I don't think this is the right Renee because it says they're located in Illinois, but we're gonna call her anyways. Man, man, that's 847.

The number that's on the listing is the 4499 one. That's the number that she has on the listing.

Um, is that the one you called?

Yeah, you called that one.

I think that's her. I mean, it's got to be her. Just send her a text.

All right, in the meantime, all right, let's move on to the next one and we'll, we'll, we'll maybe get a call back from her. Let me turn off Do Not Disturb for when she calls back. So guys, normally what I would do, right, so agent doesn't pick up, most people, guys, like, again, if, if you're struggling to do well in wholesaling, you can be better than 80% of people just by calling more than once. Right? Most people won't even spend the 2 minutes to try to find the right number, right? And guys, sometimes that's, that's just, that's what it's going to take. But it's worth it because you've got the right opportunity that's worth spending your time on, right? This isn't just, oh, someone's owned the house for 7 years and it's showing up as an absentee owned. No, this is a house that is listed. They want to sell right now.

Right?

They literally are saying, investors, please call me, right? This is worth spending the extra 1, 2, 3, 4, 5 minutes if needed to find the right number. It's worth spending the extra couple phone calls because the other reality is, if she's not picking her phone up for me, she's not picking it up for other people. And guys, most investors, most people will only call once and not even leave a voicemail. Typically what I will do is I will call twice, leave a voicemail, and then immediately send a text message. And then I will do that again maybe 45 minutes later, right? And I will do that until I get a hold of her. So, guys, and that, that is the kind of persistence that you guys need, especially when you know, hey, this is something worth calling on, right? You guys didn't have to spend— and that's where kind of tools like this are so So valuable. I didn't have to spend 4, 6, 8 hours a day just kind of filtering through, filtering through, trying to find an opportunity in somebody that's interested in selling. We found it in 10 seconds, right? We've got the right property that's worth spending our time on. We've got the person that wants to sell. We've got the type of property we're looking for. Okay, now I know it is worth spending the time to make sure I get on the phone with this person.

Yeah. And I'll say this, everybody. If I have— if I hired a real estate agent and they didn't answer and I called them 3 times, texted them and emailed and they don't respond, they're fired. They're done. I'm putting that in their contract. If you don't answer, can you believe that?

That's crazy. So I'm already calling this. Let me tell you guys why. So one, listed for 76 days. Love that. Also, these photos, right, it's not that the house is, is terrible by any means, but I mean, it's— it could be better, right? Like, it could be better. It doesn't look— it's not absolutely terrible, but it's, it's not great. Um, right on top of that, we've got a price drop here. We don't know what— we can look and see by how much. But again, price drop, 76 days. Let's see, an enticing investment opportunity. Guys, does anything more need to be said? Come on.

You can look in the, um, in the property details down there in the listing history, and you can see how much they dropped it by. That's, that's another indicator of motivation, right?

100%. And one quick thing, like, it's just like the little details that that I appreciate, Benson, so thank you. I don't have to scroll, scroll, scroll, scroll, guys. Right at the top here, if I just click public records, it does it for me. Um, and then property history. So this thing got listed, uh, back in March for— looks like basically $245,000. Uh, and right now they are at $225,000. So $20K price drop, so which is good. And then let me just take a real quick peek, um, what comps are looking like just to get an idea. Again, I like to get— especially when there's a ton of results, guys, I like to look really close, right? I want to look, you know, what's right on this street and the streets next to it. So they're asking $225, right? And I'm just a general idea of price points. Okay, I'm seeing stuff sell as high as $340,000. I'm seeing stuff as low as $215,000. Just not— and ours is a 3,200 square foot, um, so ours is kind of the same style as this one. What's sold right next to it, right? Similar, 3,295. Okay, cool, let's give it a call, right? And I don't want to spend too much time on this, guys, right? Because I might find within the first 2 minutes, oh, they already accepted an offer, you know, and are going a different route, or whatever the case may be. All right, so let's get rid of these tabs. All right, again, just gonna Google Sean Romano. Where is this guy's cell phone? Here we go, mobile. Let's call him up. I've got a good feeling about Sean. Sean's— Sean's got the deal that I want. 4976.

Hi, you've reached Sean Romano with LPT Realty, and your phone call is—

All right, Sean, let's try that again.

Hi, you've reached Tom Romano with LPT Realty and you're calling—

All right, I want to get a hold of them, so we're going to call a third time. I typically only do twice. We're gonna do a third time for this house.

Sean Romano speaking, how can I help you?

Hey Sean, it's Nathan, how you doing?

Good, how can I help you?

Good, I was, I was calling about a listing of yours. I, I apologize, I don't— my phone, when I tried calling it, is being funny going through.

Oops.

No, that's fine. What did you need to know?

Yeah, I was calling about the, the one you have on Forest Grove. Okay. Yeah, I was I was looking at it as a potential investment opportunity. I'm interested. I was wondering if you could tell me a little bit about it and anything in particular you think would be important for someone like me to know.

Well, the tenant doesn't move out until December 31st, so that might be a problem for you.

Is the tenant paying? Excuse me? Are they paying? Yeah. Okay. Yeah, no, that's not necessarily a problem.

Yeah, the lease is uploaded in the MLS. It's $1,500 something though.

Okay, so there's a tenant in place, they're paying $1,500.

$1,550 or something like that.

Okay, cool, cool. What, are they looking to stay there and renew the lease?

I already asked them if they take cash for keys and he might as well have just said no because he told me $10,000.

Got it, okay. So they're in there, they're paying him roughly $1,500 a month. What's kind of the general condition of the house?

I mean, you got a 15+ year roof, you got a newer AC. It does need to be repaired, but it is newer, within the last couple of years. The landlord's just being kind of stingy right now. He's just trying to stall and do the repairs because he doesn't want to give people extra shit to ask about or ask him to fix.

Sure.

Yeah. Just take care of it when it comes around if necessary. Yes. The water heater, I have no idea. He has no idea. And the plumbing, he has no idea and I have no idea.

Got it, man. My guess is, sounds like between the seller and this house and everything, this one's probably been a bit of a headache for you.

Oh yeah.

All three. Got it. I, um, oh, has he got two others he's looking to sell too? Yeah. Got it.

Are they listed? 1629 Hastings. Drive in Deltona, and then 5030 Indy Atlantic Drive. Okay, what, um, for this one, the, the 5030 has a tenant that he renewed, so they won't move out until April next year. They're on Section 8, they're paying a way larger amount. Okay. And 1629 Hastings is vacant.

Does he have any interest in selling them all together? For making something, something work. Potentially, yeah. Okay. Um, and my number one thing, so I mean, I'm sure you've gotten a million calls and a million people, um, just kind of hitting you guys with low offers, like 6 months.

So yeah, 6 months, but like maybe like 4, 4 and a half.

Got it. Yeah, I, I mean, my, my goal, you know, one thing, I'll just be transparent with you, my, my number one goal is to never, never insult you or the seller with, with a lowball offer.

I, I know how investors can be sometimes I can tell you where they are now. They've already had price reductions of probably around $10K or $20K, and he doesn't listen to my advice very much, and he wants to play the reverse role. Instead of moving up, we're moving down, and he just gives me a lower price every couple of weeks.

Got it.

What—

it's not that it would be disrespectful, he'll just say no.

Okay, got it.

So they're at right now, I would aim between $5,000 and $10,000 less.

Got it, got it. Okay, so he's at max $15,000. Okay, that makes sense. Do you have an idea as to, for the work that does need to be done to the house, did you guys have any kind of just ballpark estimate for you? Got it. Like GC numbers. When is, uh, that, that's all right. Um, so listed for a while, I guess. What's his situation? Is he— hey, I mean, it sounds like he's got no problem with sitting on it.

I'm sorry, maximize— he's trying to get rid of his last 3 properties in Florida and maximize profit. He's an investor himself. I mean, when you can say to your investor, would you buy this?

No?

Okay, so what the fuck makes you think everybody else will?

Okay, all right, I hear you.

You know, they They don't always listen.

So, and my guess is he's probably not open to doing any kind of financing or anything like that, right?

He was open to do financing, but he was saying like, you know, it's not going to be some bullshit interest rate that's super cheap, and it's not going to be something that will also last forever or a stupid long time. He's making it seem like— somebody had asked previously, and I have like a copy and paste that I sent anybody else who asked, kind of what he responded to the seller financing. And I can send that to you. I'll just have to find it. It'll probably take me a few minutes.

It's okay. I mean, honestly, I would say right now, um, if I'm just being completely frank, I probably would be wasting your time, Sean, if I were to be honest. I— and I don't want to do that.

Investors that are calling, if they're under $200,000, I'm telling them, yeah, just don't even worry about it, right?

So what I'll say is, um, why don't you hang on to my number? Um, if it is, you know, and again, right now, I know I'm not saying— I don't know exactly where I'd need to be at, you know, I'm not saying I'd be at like $150 or anything crazy, but it just sounds like given the circumstances right now, it sounds like, yeah, there's, you know, he's not interested in budging at all. Um, you know, I understand. Um, but I would say if he's kind of at a point to where he's ready to sell them, especially if he's looking to sell all three, you know, there's definitely something we can make work there.

And I'll be honest with you, I would just keep watching because all he's doing is, you know, One time it was a $10K drop, one time it was $6K. Like, it just, you know, none of it makes any sense to anyone. So I would just keep watching, honestly.

Well, I'll tell you what, hang on to my number, and if, if something changes, or if, you know, kind of you guys are going to be making a change, shoot, shoot me a text or give me a quick call. Um, I'm also— I'm calling unrepresented, so— and I'm super flexible. Um, there's a lot of kind of— there's just a lot of different things that we can do to make it one, very accommodating for him, and to, you know, so that you can—

the best thing you can do right now is, and then I'll run it by him, and then we can see if we can't, you know, make something budge.

Is—

I, I don't want to do this unless I know we're doing an all three together thing and just saying, saying something, and then maybe that'll bring up a new conversation.

Okay.

Do you, um, could you just shoot me the other two? Uh, could you just text me the other two addresses? Okay. And I'll give you— what I'll do is I'll give you a ballpark ideas to where I, you know, what kind of range I think we could be at with an offer. Um, but it would— we would definitely need to, to be able to get inside the property.

Okay.

And one thing is, I mean, my guess is you've probably gotten 100 calls from wholesalers. Um, I'll let you know up front, if it's something I'm able to buy, great. If not, I do typically have one or two really good relationships if I think that they're able to pay more than me, I'll let you know up front and they can just walk through at the same time and, and, you know, we'll figure it out when we get down the road. But, um, yeah, I'll take a look and I'll let you know.

I'll send you the addresses.

All right, thanks, Sean. Have a good one. You too.

All right, bye-bye. Why we call, bro? Dude, tell me that this guy's just like, this guy's just like, bro, just make a low offer. I need to smash my, my guy with more offers so he can just stop messing, wasting my time.

So, so a lot of really good stuff on that one. So one thing right off the bat, he, he was not happy that I called him 3 times. If you guys, right, you guys notice his tone in the beginning, and it wasn't until the very end here to where he's like, okay, this, this, this is a decent conversation, and he kind of eased up. But in the beginning, he was a little annoyed. You could tell he was definitely in the middle of something. But guys, you know what happened? Yeah, he picked up. He sounded a little agitated, but I've still got my birthday, right? So, you know, it's only a phone call, people, right?

It'll—

they'll be okay. And honestly, at the end of the day, whether he sounds like it or not, I promise you, people that are serious about this business, especially somebody like this guy that's dealing with these headache properties, he appreciates a serious investor going above and beyond to try to make this deal happen, because as you could tell, he wants nothing to do with it, right? He is, he is done with the seller. He's done with these deals, you know, with, with these listings. He wants nothing to do with it. And also, right, so price, we didn't get very far on price. So, so, and right off the bat, he didn't want to give much information. Um, but we kept kind of probing a little bit, kept asking questions, right, and seeing kind of what the options were. And so the other thing, the big, big thing was I didn't just say, yeah, we can submit an offer at 150. One thing we did by the end of this phone call, he's sold on wanting to work with me, right? Like he's going to go a little bit of an extra mile for me and the offer that I make. Cause he's like, you know what? This, this sounds like there could be potential there. All right. And that's why we take that time because we need him on our team. Because we need him to try to sell the seller on working with us. And guys, this is why the highest offer does not always win, right? And also the other big thing, did you notice how we told them we were going to be wholesaling this property, right?

I don't know, slick.

Don't need to worry about an assignment clause. I don't need to worry about, you know, he didn't care.

He was like, if you can get this thing done, for who cares?

Just do whatever you got to do. Right. So, yeah. What did you guys have? Any, any, any feedback on it?

Yeah, I got a ton of feedback. So he also was like, he— I don't think he would hit you up, to be honest. Like, he's, he's at the point where you're like, hey, call me, text me. He's like, no, bro, just make an offer. And that's where we'll go from here. Like, I need you to—

He did just text me the 3 addresses.

Good. But I don't think he'll— personally, I don't think— like most agents that I've said, like, keep my number, hit me up. They never do.

Yeah, yeah, yeah, great, great point. I just want to piggyback off that. Yeah, guys, never listen to them, right? Like, he's like, oh yeah, I'll keep in touch, right? So I set that expectation with him, but typically what I would do is immediately after the call, I would send a text message saying, hey, great chatting with you, you know, blah blah blah, um, you know, just send me those 3 addresses when you get the chance. He already did it. And then, right, this is one that we would want to follow up, um, with the agent. Until the, the seller's ready.

Yeah, no, exactly. So you're definitely going to want to follow up with that guy. Um, he said, dude, just be checking, just check this thing every like week because this guy's just randomly dropping the prices. Uh, I don't know what he's doing, he doesn't listen to me. So that's another thing, it's like, this is going to sell, this is going to sell to somebody. He wants it done. It's— you just have to be honest. So this is something I would keep looking at, and the other 3 he sent you. He's done, you can tell the guy's done. He doesn't want to spend any more time. If my opinion, what I would do is I would just be like, bro, I looked at the numbers, like just from the information I have, this is where I'd be. I know it probably won't work, but just send it to him. And then me and you can work together to whittle them down. Cause I, you know, this is where it seems like this property is. That's what, how I would kind of attack it is like, look, you want this done just as bad as I want a deal. Let's, let's work together. Cause you're, you're the investor is not realistic. That's trying to sell this, but. Maybe we can, we can work on it together. If you can develop that trust, that's how this deal gets done. Versus when we first started this call and we said people, they think if they just go make a low offer, that's it. Guys, you're about to see what's going to get this deal done is the relationship with him and the agent and working to form a deal, like make an offer that's going to make sense. Back and forth, back and forth, right? That's my opinion.

Benson, do you agree? What's your thoughts on that?

Yeah, no, I thought I think you're right about that. The only other thing I would've added to that at some point, and maybe this is in a follow-up call, is, you know, do you come across these kinds of properties often? You know, if you come across anything like this and you have these troublesome, you know, investors that maybe you don't want to get into another listing like this again and you just want to sell it, just call me directly and we can work this out before we even put it on the MLS.

Love that. Love that.

Yeah.

And that's a really important point. And So I— and to clarify, if it is— if by the end of the conversation it's like, okay, this is a dead deal, you know, I'm not going to be following up with this person, um, then I, I always bring that question up when I get off a phone call like this to where the next step would be, hey, you know, let me look at my numbers and I'm going to give you a call back. On that second call, if it doesn't go anywhere, then I'll be like, hey, well, do you have anything else? I like— personally, I like to if there's— if the property I'm calling on or that I'm talking to them, to them about is still a, you know, an opportunity, I like to keep the focus on just this one opportunity and just kind of knock them down one at a time. But excellent, excellent point. Like, yes, whether it's on your, your first call or the next call, you know, it is always better to ask than to not, not do it at all. Whether it's your, your first call, second call, doesn't matter. Always, always. Yeah, definitely ask. And then nothing—

another thing I want to say is you called 3 times and I wrote called 3 times and answered. Look guys, how many times have you called someone, they see your number and you call once and they're like, I don't know who that is. You call twice, they're like, it's probably spam. And then 3 times, they're there, guys. How— Benson, do you have your phone on you? Nathan, do you have your phone? Can you just hold it up like to the screen? Guys, we live in a world people have their phones glued to their faces, their heads, their hands. You're calling these people, they see your call. I swear they're not— it's not in a drawer somewhere. For 99% of these agents who that's their livelihood, they're probably just not answering because they don't know who you are. So I honestly think maybe we might have to juice this thing up to 4 to 5 calls in a row eventually with how much— it's all I'm saying. Is there, there.

Okay.

And do we— how much do we got? Um, 5 minutes?

Let's— we got 5, but let's wrap it up on the calls.

Let's, let's, uh— I was gonna see if we had— we had a quick 5 minutes for, uh, uh, the crash and burn call.

Yeah, let's do a crash and burn call. This sounds fun.

All right, we'll make it quick. We'll make it quick. Let's, uh, let's do it.

This is good. I didn't even think we could do a segment of what not to do.

We already called this one, I think.

Let me call that same agent 3 times and be like, I'll give you $120,000.

Look at one from yesterday. Alright guys, so this is, this is going to be what, what not to do. Alright, so this is a rehab house. Let's, let's call this person up because the numbers don't matter. It's been listed for 1 day. Perfect. So guys, this is gonna be what 99% of people do, and I feel so bad for Joseph, who we're about to call here. Um, right, don't be rude, but this is, this is what, this is what everybody does.

I'm curious to see what you think everybody does because maybe it's true.

I know, right? Imagine I'm totally wrong. People are like, oh my goodness, what are you doing? All right, so 813-766- 4266. You know what's gonna happen? It's karma. And the guy— guys just be like, yeah, we'll take it. Hello, this is Joe. Hey Joe, it's Nathan. How you doing? Good, good. I was calling about the, uh, the listing you have on, uh, 20 or 32nd, not 22nd.

32nd.

Yep. Yeah. I, uh, I'm interested. I'm looking at it as an investment opportunity. Um, I see you got it listed for $285,000. I was wondering what's, what's the lowest you think the seller would take?

Not sure. He just went on vacation today, just hopped on a flight. So roughly around that number. Uh, he's not desperate. Uh, I got like 5 other properties listed of his. And you know, they're not moving either. So he's not looking at jumping on anything too low.

Got it. That's tough. For me, for a cash offer, I know you got it listed for $285,000. I'd probably need to be a lot closer to like $160,000, maybe $170,000.

That's what we got the house for. That's what we bought it for, to flip it.

Oh, yeah. So is that a no on the offer?

Yeah, man, that's a full rehab house, man.

All right. Well, Joe, I'll tell you what, man. If circumstances change, feel free to hang on to my number and, you know, love to pick up the conversation.

Gotcha.

Thanks, Joe. Take care.

Right.

He hangs up. Hey, hold on, Joe. Super nice guy. Yeah, that guy was really cool.

That's actually the guy that you probably could you could do this to and not it go as bad as it usually goes. He was pretty cool, right? But even the nice guy, dude, it ended with him called on a rehabbed house, though. I thought you were going to be calling on a crappy house.

We can call on whatever, man. It's the conversation goes the same every time, guys. Right. So you're going to get when you start off that way, right? I'm just saying, if we were to have the same conversation, same if I was to call him back with a different phone number,. I promise you it'd be a world's different conversation, right? The conversation that we had with Sean, imagine if I were to have that with Joe, how much further we would get, right? Whether it's a fully rehabbed property or it's, you know, an absolute teardown, guys, it's similar results because it's a similar conversation, right? And so whether it's a teardown or whether it's rehabbed, Guys, agents don't want to have that conversation, right? It doesn't make them feel good, doesn't make the seller feel good. And, and that's why, you know, we do this is so that you can see, oh yeah, there is a world's difference between what one person's doing and what the other person's doing. And it's not just about, oh, let me submit an offer, right? It's, it's having— building the rapport on, you know, uncovering all the information and really having a conversation. And most importantly, guys, what was the number one thing I didn't do on this call? Did it sound like I cared at all about the seller situation, the agent situation, or how to, you know, do anything that's beneficial for them?

No.

All it sounded was self-centered. I'm calling about me, for me, and just to make me money, right? And guys, yes, we're in this business to make money. There's nothing wrong with that. But again, when it comes to negotiating, you will get so much further if the only thing you kept in mind was I'm just going to genuinely care about the other person, you know, more than when you'll care more about their outcome than they do.

Yeah, yeah, it's just the first part of sales is actually like looking for that one win-win scenario and loving others, you know, just caring and trying to take care of people. So Nate, great job, man.

Um, amazing.

Could have gone a lot worse, to be honest. Here, you want to stop sharing your screen? Um, it could have gone a lot worse, but that guy was super chill, and that's actually probably someone that probably deals with a lot of investors. So when he heard you say that, he's probably like, all right, they're just cutting to the chase. That's fine. But when you're dealing with someone that doesn't get a lot of those properties, he had 5, he had another 5. So give that to somebody who doesn't. Yeah, definitely doesn't go well at all. So, but he was used to that. So Benson, any feedback, anything you want to say before we wrap up? I think today's call is really good and help people understand how to do this, how to call agents?

No, it's, it's, it's confidence. So you just came across really confident, right? Because you've done the reps, right? So if you're not, if you're not confident in the way that this call should go, then you need to practice more, right? So just to do the reps, it's going to sound weird at the beginning and you're going to feel uncomfortable, but pretty soon you're going to get to a place where you know the strategy from learning it from, from Nathan Payne Payne and Nathan Payne. And, um, and then pretty soon it won't matter anymore, and you're not going to be scared of the outcome. Just like what Nathan said, I've still got my birthday, right? Like, that's, that's at the end of the day, you're still going to have your birthday.

Nothing's going to go wrong.

I love it. And, and guys, I read the, a book this morning that I really like. This is obvious, right? But it says we learn to do by doing, okay? And then we, uh, we— you must practice to become what you seek, right? So if you want to be an ultimate closer, if you want to be really good, this practice. Nathan is good at this because he's practicing. I'm good at this because I'm practicing. Benson, obviously, you know, he's been practicing, he's been working at investing, and he's been able to improve over time. So Nate, you want to kind of let people know about why practicing and taking action is the key to success in real estate and how it entails like what we do at Payne's Flipping? You want to kind of let people know about that?

Yeah, guys, so, you know, one of the things, um, the reason why we do this is, is we, um, we like to kind of show you guys, hey, how does the business work? What do these conversations look like, right? And like Benson was saying, guys, it's okay. You don't have to have this mastered overnight. It's unreasonable to, to, you know, think you should have this, you know, perfect overnight. Guys, I've spent thousands and thousands of hours just on sales and negotiating, right, specifically for real estate. Spent a lot of time talking to people, right, and talking to sellers and agents and so on. So it, you know, it didn't happen overnight. Now, at the same time, that's also why we put together what's called, um, Painless Flipping Academy. If you guys go to painlessflipping.com, you can learn more about it. It is not a mentorship, it's not coaching, it's not education, it is a service. We actually— we were done with all that. We used to have a mentorship, we got rid of that because we learned that one of the things that we saw is it's unreasonable to give somebody the whole book. Hey, here's everything A to Z, go, go do it. No, we learn through almost an apprenticeship-like model by starting at step 1 and having kind of that, that expert there with us that can take it the rest of the way. So that's why we kind of put together, um, the Painless Flipping Academy. And again, guys, go to painlessflipping.com to learn more about it. Again, it's not like an expensive mentorship. It's a done-for-you service to where it allows you to focus on just one thing, just that first step. If you guys were watching tonight and if you thought— if your only focus was, hey, I think I can find an opportunity on Privy, and I think I could get good at that very initial conversation— if you think that's something that you could do right? And then you knew, I've got Nathan and Nathan right there next to me that could do every single other step for me. Do you think this business would be a little bit easier for you? Probably, right? Or at least I'd like to hope so. And that's, that's what we do at the Painless Flipping Academy. Again, it's a done-for-you service to where it allows you to focus and master on step number one, but while also having someone like us there to where when you do find that opportunity, right? And not saying a deal, not saying something under contract, guys, like a lead, a qualified lead. Imagine having someone there that can literally tell you, hey, here's what we think RV is, here's what we think you could offer, here's exactly what we would do in your specific situation on your specific lead, and here's the exact next steps that, that you should take. And then, you know, you can either go and do it yourself or we can do it for you. Choice is totally yours, but that's what, that's what we do.

Boom, nailed it, Nathan. You learn by doing, so that's what we're here for, help you learn by doing. Benson, you got anything to say?

No, great job again today, Nathan. Um, excited about this academy thing. It sounds like a really cool approach. It's different than what a lot of others are out there doing. So yeah, you guys should definitely go check this out. It sounds like it could be, um, game changer.

That's it. Yeah. And one last thing, guys. Again, we were using Privy today. Guys, if you think I would be able to do as much as I did if I was using something like Realtor.com or Zillow, no, it would have taken me all day to find which one or two houses I want to call on. So that's the power of really, really good quality tools, guys. Go to Privy, check it out. Should be a link somewhere down below.

Yeah, just use the promo code Painless if you don't have our link. Just use Painless. We get you a discount on your first month, and, uh, you're gonna love it.

Peace out, everybody.

Awesome, everyone.

All right, awesome.

Thank