Wholesaling Real Estate Ring: Calling Sellers Live

What is going on, everybody? How are my guys doing? How's you doing, Nathan? How's it going, Lane?

Doing fantastic, man. I'm doing great.

Doing great.

I love it, man. I'm doing good too, even though I'm in the emergency room, Instacare, but I'm feeling good, man.

Hey, what you get— that's what you get trying to play jiu-jitsu with tough guys.

That's right, that's right. Well, hey everybody, if you're watching this live and you're wondering why should we listen to Nathan, Nathan Valley, Lane Peterson, let's introduce ourselves and we'll tell you what this call is about. You are watching the Realist Wholesaling Real Estate Ring where we call sellers live. My name is Nathan Payne. I've been in the business about 6 years now, wholesale hundreds of deals, and I love talking to sellers. I love showing people how to go through the process. Lane is a beast, Nathan's a beast, and we come here together so we can show you guys how to have the right conversations that convert to deals, that make deals happen. Nathan Valley, who are you?

Yeah guys, what is going on? My name is Nathan Payne. Um, done a bunch of deals, bunch of different states, um, contracted over 100 properties in a single year. Some of you might have seen a 30-day challenge I did a little while ago to where I picked a totally brand new state, brand new market where I had no resources, no contacts, nothing, and did a deal in 30 days without spending any money on marketing. Um, so that's, that's a little bit about me. Lane, what you got?

Lane Peterson, been in this, in this industry since 2009. I was a home builder before, before that, pivoted into distressed real estate. So been buying and selling properties for quite some time, over 15 years. Been doing direct-to-seller marketing for, you know, 15, the whole time, 15 years as well. So yeah, I'm excited. I love doing this. This is what I do every single day, and that's kind of why we started doing this. Let's just show everybody like what it actually is behind the scenes, because this is real. This is not staged. It's not, you know, we're not calling people we've already talked to. These are people that have reached out wanting to sell their home.

Lane, you just took the words out of my mouth. That's the plan. That's what we do on this call. Call sellers. We show it to you live. And our promise is we're going to make real calls. We're going to respond to you guys. If you throw some comments in the comments section, we're going to be able to get to you. If we don't get back to you, it's just because this is StreamYard. And sometimes Facebook doesn't post or wherever you're pulling from. If it's not on the YouTube channels, we don't always get them. But guys, if I pop out of here, it's because I'm at the emergency room getting my rib checked. Got beat up today by a guy named Nate as well. He beat— he cracked my— I don't know what happened. My rib popped and it kind of is rubbing some kind of funky way, so it hurts. But hey, that's the beautiful thing about wholesaling real estate nationwide virtually. I can still work right now. I'm on my phone working, dude. I don't care. Even with a bad rib in the hospital, I'm good. So anyway, I might pop out, but guys, let's take some action. Let's get some calls going and let's do it.

Love it. And one, one thing, Lane, while you're getting set up on your end, I, um, just to, to re-emphasize the, uh, the real live calls thing, I had a buddy message me the other day. He was like, hey man, he was like, I saw you went live the other day. He was like, Dude, was, was that like planned? Like, do you like look that stuff up beforehand and schedule? I was like, no, like it's all, it's real, it's on the spot, like real people, real, like none of it's pre-planned. So guys, you get to see the good, the bad, the ugly. It's what this business really is, right? You guys, when you're looking to, to find deals and talk to sellers and agents or whoever, you guys don't get to plan it out, so we're not going to. Right. We want to show you guys what it looks like. And, and, you know, again, yeah, with it live, with the real—

that's real people, real deals. Let's do it. So, Lane, we can talk about this real quick before you make some calls. I sent you two properties and guys, that's kind of like what real estate is. You look at deals, you see if they make sense. You're not promising sellers the world until you understand their situation. I know a lot of people— Nate, I was talking to you earlier about this. A lot of people are like, man, my biggest problem is I can't get deals low enough. They think that if they just keep making low offers, they're going to get a deal. Guys, you make deals happen by having the right conversations, which you're about to see Lane do, Nathan do. That's what we do on these calls. So I just had to say that. Yeah.

And as we talk about each week, you know, there's a difference between inbound and outbound leads, right? Outbound leads, you're cold calling, you're sending text messages. These are not really warm leads. They take a lot longer to, to, to to just work and, and get them to the finish line, you know. And it— and your ratios are a lot different, you know, from what I've been seeing. We don't do a lot of outbound leads anymore. Ours are all paid leads that are coming to us, telling us, asking us that they're, you know, they want to sell their home. So asking us what our price would be, what our cash offer would be, you know. And those ratios are way different. You got to understand, when you're doing outbound cold calling, SMS, it's going to take you like 85 phone calls or touches to be able to get, you know, a deal. Whereas on inbound, what we've seen is, you know, you're anywhere between 11 and 15.

Well, Lane, I would also say it really depends on what lists you're hitting though on outbound, right? Like if you're doing cold calling, like if you're just hitting a pre-foreclosure or probates, I would say your ratio is a lot less than if you're doing absentee owner or if you're doing like, you know, other lists that you have to, I think, shoot a wider net. And I think a lot of people do have tons of cold callers and they have big teams. They have to get these giant lists to keep their people busy. Now, if you do it effectively like a sniper, I would say you don't need that many. But then hiring a cold caller or a squad doesn't really make that sense. So there's always that give and take, right? When you do that.

Yeah.

So yeah.

And this business is conceptually, it's pretty simple, right? That's why I have my company and I call it 1-2-3 Close, right? One, you find a distressed seller, someone that needs to sell their home. 2, you write a contract and get that contract executed. And 3, you find a buyer for that contract. And so conceptually, it's, it's, it's simple, right? But each one of those— the one finding that buyer is a whole part of your business that, that takes finesse and, and a lot of experience and, and knowledge to be able to know how to find that distressed seller, right? And then getting into contract, you know, there's a whole bunch of education that you kind of need to put yourself through to get, get it to the finish line. And then you got to go sell the deal, right? You got to go find a buyer with the—

sorry, Lane, but with the contract, the way things are going these days with like a lot of states trying to regulate, like you got to get more savvy and understand the laws and the way to structure deals. So, you know, guys, this isn't just like a business where you, you watch a YouTube video, you get in you watch it for 3 days and you've built a million-dollar business. I know that's what they like to make it seem like. That's just not how it is. This takes skill. This takes understanding the rules, regulations, the laws, how to pitch stuff. So that's why we're here.

And I just wanted to touch on, Lane, what you were saying earlier about expectations as far as, man, how many leads do I need to chat with until I should be getting a deal? And guys, it's not a firm science. Like, when I, you know, when I talk to exactly 50 leads, I will have a closed deal. It doesn't always work like that, right?

It's—

guys, these are averages. So sometimes it— I remember when I was first getting started, a kind of a real game changer for me was when I learned at that time, for me and what I was doing, and I was doing only outbound marketing, so I was doing cold calling. And for me, it was at that time approximately 50 qualified leads to a deal. So not just 50 people that I contacted or 50 people that picked up the phone, not even 50 people that said yes. I was actually really conservative on what I was calling a lead, but 50 people that was, yes, I'm interested in cash, cash offer. And after asking them a little bit about condition, timeline, motivation, I was like, okay, they are a qualified lead. I had 50 of those. And funny enough, I think it was right around 48, 49 was when I did my first deal. But the one thing that's really important, guys, is keep that in mind. If you've only had 2, 3, 4, 5 leads, or maybe 10 or 20, and if you're like, oh, like, is this business not meant for me because I haven't gotten a deal yet? Guys, sometimes it just takes a lot more than what we originally thought. So, and Lane, you're spot on. You know, if you, if you've got inbound leads, um, yeah, it's going to be way less than if you're doing outbound. Now, on the, on the flip side, they're also— they're, they're both different, right? Being able to handle inbound leads, that's a different conversation. It's also, you know, a different expense. Sometimes if you're doing the legwork of the outbound, that might more be a more affordable marketing channel for you. Um, and then lastly, the, the one other thing that really comes into play is how good somebody is, right? So Lane, Lane, what did you say, 15 to 18 approximately for your inbound leads?

Uh, 11 to 15, or 11, excuse me, 11 to—

so 11 to 15-ish inbound leads is what it takes for, for Lane to get a deal. Guys, if you're just starting out, the reality is, is it might take you around 30 for an inbound lead, right? Skills do come, come into play here. So again, just always go into the mindset of like, hey, it's gonna take me longer, it's gonna take me more work, I'm gonna need more leads. And then be pleasantly surprised if you do hit those metrics or beat it.

All right, let's call our first lady. Peggy is her name. She came in through one of our channels this morning. Uh, this was a pay-per-lead. I use LeadZolo. Um, and they've, they've really been— I really like, I really like them. I actually have an affiliate link with them if anybody wants to reach out and get that, but they're, they're really good. They do a lot of front-end marketing. Most of their leads come through YouTube.

Guys, real quick, great news, it's not broke. It's not, no, the cartilage— there's like cartilage that's attached to your rib cage, and sometimes if you get kicked in the ribs or you get hit part, it will dislodge. So I— it's just inflamed, and it's just my ribs just moved a little bit in my body, but I'm good.

All right, stop lying. You, you fell off the swing set playing with these.

Real bad. Can you imagine if I'm like, oh man, this is the worst pain? They're like, yeah, you're fine, sir, you need to get out of here.

He was on the teeter-totter.

Anyway, sorry to interrupt, I'm just letting you guys know I'm perfect.

Good, glad to hear.

Thank you.

Glad to hear. All right, we're going to call Peggy.

Peggy needs us.

Yeah, Peggy has a home in West Virginia she's trying to sell.

Did you say West Virginia, bro? That, that state is, uh, it's a tough one for me. I've had struggles in West Virginia. I don't know about you.

Well, let's see if Peggy's gonna change your mind.

Yeah, let's see.

It's not that the people haven't been great.

No voicemail, no nothing, huh? Hmm, let's try again.

This line has been placed out of service. Your communication cannot be processed.

Well, how about that? Now I gotta tell LeadZolo to give me a refund.

That's the cool thing though, they do give you a refund, right? If the, the lead sucks, they do.

They do have a— they do have a dispute policy, and if it falls within the guidelines, you can get out of service— you can get a, a refund on it.

Nice.

Did it give you, did it give you an email or anything that you could give that a shot?

Yeah, it— well, let me see if we do have an email.

I don't even like when I just get—

so I don't— I mean, anybody that's just getting into this business, if you don't have a process in place, it's totally fine. You're just getting started, that's totally fine. But if you're really like— I put a lot of money every single month to have these people find me and call me, so I want to do the best job possible to be able to follow up with these leads. So I have a whole intake process, we call it 10 days of hell. These people are getting hit every single day on all on all lines of communication— text, call, email. So if this lady— yes, her— yeah, yep, Peggy Day, she did give me her email. So she has actually already got an email from us because when she first submits the lead, they immediately get a text and an email saying, hey, thank you for submitting, we're going to be giving you a call.

Now, if you want to put— if you want to, you know, make someone upset, sign up, uh, put their information in Lane's, uh, lead form and they'll, they'll, uh, they'll get rocked.

You will hear from me for 10 days straight.

Yeah, but one thing I want to touch on, guys, it's, it's important that you do that. Again, the people we work with are distressed sellers. More often than not, the reason why we are the perfect fit for them is because there is something going on in their life, right? Whether it's the house, a personal situation, whatever, and And a lot of times they, they want to try to avoid, you know, confronting that, that pain. Guys, when you go above and beyond, right, and not just call once, but when you've got a whole set, you're calling, you're texting, you're emailing, I promise you at the end of the day when you're able to help them solve their problem, they will thank you.

Okay, next one coming up, Jackson. Mississippi. Mr.

Kurt, man, you like it.

I've actually got my— I've actually got my acquisition manager, my main dude Stu, in here with me. Uh, he's actually from California. We do everything virtual, right? So we're on Zoom every single day working leads together, but he's actually here in Arizona with me. Today.

Oh, awesome.

Big Stu, huh?

Yep, good old Stewart. Guys, animal.

What makes him an animal, dude?

That guy gets contracts.

Yeah, I love it.

Yeah, you know it, Payne. Diapers and formula, they're expensive, dude.

They are, man. I got my little Vera, she'd be drinking, she'd be a lot, um, diapers all day, you know. Forwarded to an automated voice messaging system.

Okay, Kurt, come on.

We did a call, me and Nathan, uh, on Tuesday where we called this guy 3 times, and on the third call call, he answered. So we know these people got their phones on.

Um, yeah, there's quite a few in there.

Um, there's some older sellers to manage stuff too.

Forwarded to an automated voice messaging system.

Come on, Kurt, you're gonna get hit one more time, guys.

When, when calling leads, whether it's an agent or seller, um, I know Lane likes to do a little more than me, but what I do is I always, always, always— I will call twice, they don't pick up, I call twice, leave leave a voicemail and send a text message. And then I'll do that again in like 40 minutes.

Hey, Rich and Dow. Rich. Yo, especially if you're paying for these leads. If you're paying, you're getting a hold of these people.

Responded to texts, but I never got them on the phone.

So we've just been playing phone tag.

Forwarded to an automated voice message. This guy, I'm gonna put it back in mind right now. Luke, L-U-C. So Rich, down.

And guys, if you're watching this and if you're, if you're actively working towards wholesaling, if you might be watching right now and say, oh, okay, it's not just me, like everyone has a hard time getting a hold of the sellers. Yes, that is, guys, that's the name of the game. This is the business. 80% of it is honestly just putting in the work to get them on the phone.

Yeah. Lane, let me ask you this. You— are you— here we go. We got— can I ask you a question?

Go for it. Yeah.

Yeah. So Lane, if you could increase your contact rate by calling from your cell phone, your iPhone, and texting from your iPhone, but it's not all locked in on your CRM, of course, where you're able to track it, would you do it? Or is that Do you like having it all in your CRM and you're like, well, whatever, it doesn't matter, I'm going to keep, keep doing it like this? Curious.

I do. I do like having it all in my CRM. I have a team, right? I've got other acquisition guys that are— that I'm also managing. And so I like to see, you know, making sure that— holding them accountable, making sure that we're calling those leads, getting on them in a timely manner, seeing the conversations. So I personally— I mean, although we do step out like this Peggy lady, I just called her from my cell phone. Because I was thinking maybe my CRM was telling me that the, the phone number was bad. So I'm not opposed to it, but 95, 99% of all of our contact goes through my CRM so that we can have— we have all the notes and all the history of what we've been doing.

Yeah, no, sorry, my internet—

in my, in my CRM, there is automatic text messages, drip campaigns that go out without me having to type them. They're getting hit If we don't get them in that first 10 days of hell, they're moved over and they're getting hit from us every single month until they say, hey, fuck off or leave us alone, or they opt out.

Yeah. So the reason why I ask that, Lane, is because I think there's like pros and cons, right? Like you can— I know if someone gets a blue text from a phone, like I know it too. Like when I get a green text, I'm like, this could be a robot. This could be someone that I don't know. But when it's blue, I'm just like, okay. This is an iPhone, this is a real person. And same with the, you know, with our CRM, like we'll buy a number and immediately like you will call and someone will be like, yeah, flagged spam, that's why I didn't answer. So anyway, there's pros and cons.

Yeah, totally.

One with Nature has a pretty cool comment here. My problem is I get a hold of these sellers and a handful of other wholesalers are hitting them up too.

Competition is good.

That's right, Lane.

You just got to be better. You got to be better.

It— if this person doesn't pick up, I'll explain a little bit more.

Oh, it's been forwarded to it.

So, One with Nature. So same, do you notice how all three of us, we look at this comment, we're like, oh, we love that. I— and, and we genuinely do. And the reason why is you can play that to your advantage. Number one, if you've got a lot of competition, then that means you're in a market to where there's a starving crowd, right? There's a lot of investors that want what you're going to be bringing to the table. That's, that's number one, which is really helpful. Number two, those are all opportunities for you to again be better than them. But so wholesalers, for example, I— if you've ever watched me talk with an agent or one, I love when there's competition because I call it, right? I'm like, man, You've probably had a lot of other wholesalers call you on this and try to lock it up with an inspection period. And man, they probably, you know, I know you're saying you want $300,000 for it, man. They've probably been offering you like what, like $120,000, $130,000? And they're like, yeah, yeah, right. And I'm not even saying anything about what I do, but just by saying, hey, this is probably what you've been going through and having to deal with them, that will separate you. And then from there, transparency. You can be transparent. You can get a contract, or you can still work an opportunity, you know, and do it in a way that, one, is transparent with the seller. Two, that's, that's an ethical way of doing business to where they know everything that's going on. And three, it gives you more swings at bat. And, and number four, it's, it's really effective. Really effective.

Yeah, for sure. You know, I always try, and like we've talked about before, I always I want to have multiple tools in my tool belt. So 99% of these other wholesalers are just throwing out cash offers. And so when you can have that conversation, if you've built a little bit of rapport, you know, you can say something like that, like, hey, you're probably seeing offers around $100,000, and they'd be like, or between $100,000 and $120,000, you know, do a wide range so you can, you know, maybe catch where their cash offers are coming. Yeah, yeah, that's true. I'm like, yeah, I get it. That's, that's probably where I would be, to be honest with you. We buy a lot of houses, and that's probably where we would be, but we have more options. We have other options. If there's— how come you didn't accept $100,000? Well, I need more. I need more. Okay, how much more do you need to make it? You know, and then you can roll in to having quality conversations on where they actually need to be. And if it's way out of the ballpark, well, one, you can either just cut it and save time, or two, if you're, if you're versed in other ways of buying houses, whether that be subject to creative finance, or doing it on novation, you know, then you can roll into those conversations and start having those where they can actually make more money. You know, if you have multiple tools in your tool belt, you're able to help that seller for, for their needs, right? They have a need, right? Some of it isn't all about timing, and it's not all about I need to sell now and so I got to sell at a discount. No, they're calling because they just don't want to deal with a realtor. Right? But they still want a lot more than what your cash offer. So if you educate yourself and you're able to offer other options other than just the cash offer, it makes you— it makes your credibility go through the roof compared to the other persons that they've, that they've talked to.

100%. And guys, people do business with people that they know, they like, and they trust. Those are the 3 things you're looking to accomplish in that conversation. And, and the one, the one main key that I want to point out what Lane said It's my favorite question, right? When there's competition, right? Or it could be the other options. Hey, Mr., Ms. Seller, you know, there's a bunch of other wholesalers that you've already spoke with. What's held you back from moving forward with them? What's held you back from go doing blank? What held you back from moving with their offer, right? Whether their offer is $120,000, $150,000 or $290,000. Hey, you know, to be honest, Sounds like a pretty, pretty good offer.

What, what happened with them?

Yeah, thanks guys.

Exactly. And a lot of people, they're just, hey, what's the lowest you'll take for the house? I could probably do this much. Again, if you notice the stuff Lane was saying, very different conversation. And the seller, and, and for the cash offers, right, if we're just talking cash offers, everyone's going to be roughly, roughly around the same price point. More than likely. So what's going to make the difference if everyone's at the same price? The difference is going to be, one, who understands the seller the best, who cares about the seller the most, and three, who does the seller want to do business with the most. Do those three things, deal's yours, and the competition's in your favor.

Okay, next one coming up. We got to get an answer today.

Thanks for calling Richard's cell phone.

I'm out and about.

Leave me a message, time of day and a phone number, and I will get back to you as quick as I can. Have a great day, folks. Stay well, stay safe.

Rich, my name is Lane. I am calling you because you had sent over your property that you're looking to sell, and I was trying to reach out. Just want to get a little bit more information from you. It's the property on Persimmon Lane. If you could call me back at 480— would love to speak to you. Thank you.

Oh man, Lane, you didn't.

So I typically don't— I typically don't— I, I don't care, but I thought that was a professional thing to do. Um, but I typically don't leave voicemails, to be honest. Um, but I don't know if you heard this guy's voice. He sounded like old school East Coast, you know, type of guy. And so he kind of seems like a guy that would want to hear a voicemail. Oh, or he checks his voicemail. Typically nobody does.

Yeah, and I, I'm actually—

I'm calling.

Hopefully we'll get—

let's say he's calling in.

No, I'm gonna call him again.

Sorry, I started dialing before he's Thanks for calling Richard's cell phone. I'm out and about.

Okay, Richard, give me a call back when you get a chance.

Uh, I, I would almost bet money that guy's probably from— I'm gonna say, I'm gonna say Long Island.

Yeah, I always just say Boston because I don't know the difference between all of them.

Oh man, don't you live out here?

And don't go to Boston and make that mistake.

That's where you're at, right? You're on the East Coast?

Yeah, so I'm from upstate. Well, I'm originally from— I say upstate New York. I lived like an hour and a half north of the city, um, but I have an uncle in Boston. Um, uh, yeah, definitely two, two separate crowds that want to be identified as two separate crowds.

It all sounds the same to me, buddy.

But guys, as you're watching this, this is actually great because this is really what the business looks like. And guys, if you've been doing this right, you've probably had moments just like this or days like this. Really? I've been calling all day, like no one's even picked up. And like the one person that did yelled at me and cursed me out. Guys, we have these days too. And I know, like, the number one win for the day, right? And guys, this is something out of your control, right? You do the best that you can to get a hold of someone. Am I doing absolutely everything I can? Am I calling 2, 3 times in a row? Am I sending a text message? Am I leaving a voicemail? And then am I doing that again later on, you know, on the same day? Yo, number one, did I do absolutely everything that I can in my control to the best of my abilities to get a hold of the seller? And then number 2, guys, it just, it is what it is. You got to enjoy the game, right? So if, if you just keep at it, that is your win for the day. It's okay if you don't get a deal today. It's okay if you didn't have a great conversation because nobody picked up the phone or the only person that did cursed you out. That's okay. It happens to us too. The win is just keep putting in that work because tomorrow, totally different day.

Hello?

Hello, I was looking for Brendan. Do I have the right phone number?

No, you got the wrong number. I apologize, somebody had submitted, uh, where did you get, where did you get this number?

It was actually submitted on our website. Someone that was looking to sell a property on 170 Lake Forest Drive. Do you have anything to do with that property?

I'm not going to tell you.

Oh, okay. Well, somebody had submitted it on one of our websites as a request to get a, as a request to get a cash offer. Are you looking to sell this property? No. Okay, well, just so you know, somebody named Brenda Buxton submitted it on our website requesting a cash offer. What, what is that? Uh, they were just requesting an offer on their home because they were looking to sell it. That's typically why they submit it to us. You're in Utah? I'm actually calling you from Phoenix, Arizona. That's where, that's where we make all of our calls from.

How would you know? I guess I shouldn't ask any questions.

Are you interested in selling?

Uh, no.

Okay, well, I apologize. I'm not sure how— I'm not sure how your phone number got submitted onto our website. As somebody that was interested in selling. Okay, well, hey, if anything changes, save my phone number and I can bring— I can make you a cash offer.

I got it. Okay, thank you.

Okay, have a great day.

Yeah, you too.

Love that. Love that. Someone's— someone's playing jokes on him.

Yeah, can you— one thing I want to add to that, guys, is The reason why Lane is so aggressive on, hey, did you really submit it? Do you know somebody? Sometimes sellers will lie, especially if they're in a tough situation. They don't know who you are, so they could be like, no, I don't own that, when they think it's probably like a collection agency. They don't know what's going on. I've had so many people that are like, no, and then they're like, yeah, okay, that's mine. I'm assuming, Lane and Nathan, you've had the same thing happen, right?

Oh yeah, and especially if you're doing your own outbound marketing, I mean, Sometimes the numbers, it'll be for a tenant or a family member. And that's why I absolutely love that not only, oh, sorry, wrong number, but, you know, no, you reiterate, oh, you know, I'm so sorry about that. That's so strange. So-and-so name submitted for this address. You know, do you live there or do you own that property? Guys, I always, always ask that because so many times they'll be like, 'Oh, that's my dad's house,' or like, 'That's my—' Like, 'Oh great, can you connect me with them?' You know, and, and they'll give you a number a lot of times. And so just because they say, 'Oh, you've got the wrong number,' you want to reconfirm that exactly like Lane did. And then, and then it was great, you didn't just do it once, like 2, 3 times. You're like, 'Okay, got it, so you're definitely not looking to sell,' right?

Yeah, it's obvious that he lives there and somebody submitted it. His significant other or something, somebody named Brenda. And that's the other thing, guys.

Sometimes, you know, if, if like, if Brenda were his, his wife or something, sometimes it's a conversation that's going on. And when we talk to the husband, he's like, nah, nah, I didn't submit that. But the wife's like, no, we've been talking about selling this house and we're gonna sell it. He just hasn't— he hasn't gotten on board with it yet.

Leave them in the 10-day drip. He'll probably come around. Leave them in that 10-day drip. You probably do anyway, right, Lane? You probably don't take them out. You're probably like, well, we'll see.

When they're acting like that, my mentality is I let them take themselves out because all of my text messaging and all my drip campaign, it has them— it gives them the option to opt out. And so even if someone tells me to go pound sand, I still put them in my long-term drip and let them opt out of my, my marketing that I do.

Lane, what do you guys use for, for CRM? One with Nature here is asking.

So I, I use GoHighLevel, but I'm actually on my way switching off of it to a new CRM called resimply.com, built strategic— I mean, specifically for wholesalers.

Yeah, when you, when you do the full switchover, how do you like it? I know, because right now, yeah, we use same thing. We use GoHighLevel. One thing I will say, guys, if you're just getting started, simplicity is everything. Whatever, like, don't use anything that's going to overwhelm you and keep you from, from taking action. Yeah, I mean, so many people get started with just an Excel spreadsheet or, or Google Sheets. Um, you know, you— there's actually a lot of really high-level guys that still do a lot of deals to this day, and they're like, yeah, I just use Google Sheets.

Hello, is this Julie? Oh, sorry, it was a voicemail. For us, we use—

if you guys go to— we just go HighLevel and it's painlesscrm.com. It's P-A-Y-N-E, painlesscrm.com. It's really simple. Like, it's— it does— you can do all the bells and whistles on, um, GoHighLevel. That's what it's built on. But we just keep it really simple. Our CRM is basic. Resimpli, um, is good too. Lane, let's talk after this because I actually have an account with them that— anyway, we'll talk after. You missed out.

I'm already fully, fully implemented.

You already entered? Did you already switch over?

Yeah, it's— I've got, I've got the majority of my marketing channels getting dropped in there now. I still have one more, my PPC, my Google AdWords is the only one left that hasn't started dropping in there.

No, I love— I love Resimpli. They're dope. Yeah, you have an affiliate? No, not that. I, uh, well, I'll tell you after. Okay, but I love them.

All right, great. I got 2 more. I got 2 more to call. Let's— let's— come on, let's get somebody here.

All right, 2 more, bro.

Man, I ain't trying to get you on my affiliate game, bro. Stopping the call to get you to get a $20 a month affiliate. I got something else for you.

Perfect. Follow Up Boss is very good, one with nature. I've got a good friend of mine that has a very big company and they use Follow Up Boss and they love it.

I'll tell you one thing about CRMs though, do not let that think that's like the game changer. The game changer is you got to make calls, you got to take action. Like I've, I've done Salesforce, HubSpot, FreedomSoft, you name it, go HighLevel, all thinking that it would change, like make it better. And it's all kind of the same, you know, like you, it stores your contacts, you put them into drips, you got to take the action. All right, 100%.

Dude, I'm just dialing today. Oh, that one was just a bad phone number.

You got anything from Launcher Leads, Lane? Have you got anything from them yet? Uh, yeah, I've gotten a few.

Matter of fact, those last two were ones that I still haven't made contact with. Oh, okay.

About to say we should call some of those.

And guys, like, when you're having trouble getting a hold of a lead, I know we've talked about, right, we're gonna, we're gonna call multiple times, send a text message, and leave a voicemail. Um, also though, don't be afraid to reach out to them multiple times a day, but also experiment with different times of the day, right? So if you're like, oh man, I've been following up with this lead for a week and they never pick up, but every time I call them it's 9 AM Monday through Friday, well, try calling them at 3 in the afternoon. Try calling 7 o'clock at night, 8 o'clock at night. Um, you know, people pick up the phones at different times. Sometimes they're busy at work. A lot of times evenings, especially for contacts that are harder to get a hold of, um, you can save those follow-ups and, and time block, you know, like a 2-hour window to where you can just do follow-ups in the later in the evening from like 5 to 7 or 5 to 7:30, something like that. Um, you'll typically get a really good contact rate because everyone's home and they have their phone on them.

Solid advice, bro. No, that's exactly right, dude. One time I did a deal with a lady. You know, I'm sitting here thinking the only time they can talk— go ahead.

No, keep going, Payne.

I was just saying that at one time we did a deal with this lady that the only time she could talk was like the most random time because I think she lived like overseas. So anyway, it happens, guys.

Yeah, I just, I just lost a deal. I almost had it, but it was a guy lived in Australia.

Hmm.

He lives in Australia and he, he does tax liens. And he ended up with a property in South Dakota. And I thought we were going to get a deal done, but then he apparently found somebody local that was going to pay a lot more. But yeah, he's on a completely different—

Do you think it was another wholesaler?

Time for— Midnight there is like the middle of the day here. No, I think it was a local buyer that, um, a real estate agent found for him. Okay, okay. So I just had somebody reply to one of my drip campaigns actually that we had made an offer on before. Let's see if we can get her on the phone here. Venice Hall, Pittsburgh, Pennsylvania. House on Manhattan Street. Hmm. Notes. Let's see here.

Follow up.

Oh man, I remember this one. It's a condo in like downtown Pittsburgh. It was a really nice condo too, and apparently they had somebody with a much higher offer. Denise. And they went with another offer. So she responded to my drip, uh, text message literally just now as we were talking. So apparently their other buyer didn't go through.

Happens all the time, guys. I love it. Don't look—

I'm not surprised. That's the thing, guys, you got to follow up with people because there's these wholesalers that come in, get inflating people's minds with what they think they can get, and then they try to renegotiate and the people are like, I ain't working with you anymore.

Early, early on in my career, when, when there used to be kind of competition on a, on a deal, or if a seller was like, I think we're going to, we're going to go with this other person that we want to go with this other buyer or this other wholesaler instead. Early in my career, I didn't know any better. I used to, you know, just try to, try to fight it, be like, oh yeah, I don't know, are you sure you want to go with them? I mean, do they have this, they have that? Like, you know, I— look, I'm not sure if they'll be able to make that work. Now, guys, if you notice, all three of us operate the same way. If you look at experienced investors, we just sit there, we're like, hey, totally understand. I think that's a great fit for you. I think that that sounds great. You should move forward with that. And hey, just— I'm sure it will be fine. No issues at all. But if for whatever reason circumstances were to change, hey, feel free to call back any time because we know, we know, especially when, you know, there's other wholesalers involved, right? And you know what, what number they're moving for. They're like, hey, yeah, this person offered us this. You're like, Okay, I'll, I'll talk to you in a couple weeks, right? And so, but so long as you— if you end that interaction, if you end that conversation on a good note, again, if you end it to where that person knows, likes, and trusts you, who are they going to want to do business with when this person was either lied to them or couldn't fulfill on their promises and the deal falls through, you know, 2, 3, 4 weeks later? And they still want to sell the house, who are they going to call? It's going to be you.

Yeah, I'm looking at the notes on this lead and it says mother passed away. This lead came in, I mean, it came in 5 months ago and we couldn't get a deal done. They went with somebody else and they've just been getting our drip campaign. And so now they just finally replied and I'm looking. Yeah, mother passed away. They got 4 people in the family that need to make a decision. I've got all my notes here, so as soon as I can get back a hold of her, I see that I was at 2— between 2:45, 2:50 is where I was at with her. And so that really having all the information at hand when a lead does come back in, uh, that, that is key because then you can have those educated conversations. Um, well guys, I gotta jump off here. That's unfortunate we didn't get anybody on the phone today, but it's real life. This is what we're like.

That's selling real estate. Ring real, real, real is real.

Well, we got, we got one seller on the phone. He just, he doesn't know his wife is selling the house yet. Yeah, exactly.

Or fiancé or whatever. Right. But yeah, consistency is king. I mean, that is, that is the consistency is what is going to pay off. You got to stay consistent. You got to have some sort of follow-up system, even if you are working out of a spreadsheet still. You still got to have some sort of a follow-up system, um, and that—

or your leads are just going to fall by the wayside. 100%, guys. Yeah, when you're paying for— especially if you're paying for inbound leads, you don't want that money to go to waste. Even outbound leads, any leads that you're paying for. But, um, but one—

love it.

Well, Lane, before we wrap it, bro— yeah, Lane, you can dip out, but you know, we'll let people put those thumbs to work today.

I really appreciate it, guys. Nathan Payne, I hope your ribs feel okay after falling off that teeter-totter. Sorry you got that injury.

I feel like a little pansy now, man, because I thought I broke it, but it's just the cartilage just— hey, those are— those are like—

oh, is that— is that a rug burn?

Like, sir, you just wasted all of our time. Get out of here.

All right, guys. Hey, let's do it again next week. Hopefully we'll have some better conversations.

Lane, see you next week, brother.

Nate, I want to ask you one thing, Nate, is when you're talking to those sellers who are like going with a higher offer, do you, do you ever be like, hey, look, definitely go with that. Keep me in mind, but just be aware that— do you ever kind of throw other people under the bus or no?

I don't because— and here's what— have I? Oh yeah, 100%. I've tried. Right. And guys, the reason my whole process for, for how I like to communicate and negotiate with sellers has been, you know, a lot of education, learning, but ultimately this has all been put together from trial and error, from thousands and thousands of hours of talking to sellers. Um, you know, there's a lot of stuff that people say, oh yeah, you should do this, and here's the science as to why. But when you try it out in real life, it's like It don't work that well. One of those things being, just, just think in your own life, in any situation, when you deal with somebody that's trying to make you feel bad about, dude, you're making a bad decision, like, are you sure you want to go with that person? Like, you better check that. Like, are you sure you want to get the iPhone? Like, don't you know the Android's got this or that or what? You know, I don't know what— pick whatever conversation you want. But when do you ever feel good about that person that's saying those things and making you feel that way, right? Same thing with sellers. When we're trying to, to point something out, right, and, and more or less we're trying to say, hey, you're making a bad decision, they don't like that, right? And the reality is, is in all of my experience, I have never had a single time to where a seller was like 'Thank you so much for pointing that out. You know what? I'm not going to go with it.' Every time they still go with the person because they don't trust—

they don't trust, you know, they're exactly— or they're hoping that it's true because—

and they're willing to gamble. And what I've found in my experience is it's worked much better for me to— when, if I can end it on such a good note to where not only am I not trying to say, 'Hey, that's a bad decision.' Now, if there's something genuinely like Hey, I know what these people are, the situation they're going through, and I know like, wait, wait, no, no, no, no, that is not good for what they're looking to do. And if they don't understand it, that's a little bit different. But if it's like, hey, you know, we're just, we want to go with this person's offer, it's higher, you know, whatever.

Um, that's right.

No, I'll even be, I'll even be helpful. I'll say, hey, totally understand. You know, I'm sure it's going to go great. Look, seriously, even, even when you move forward with them, if you have questions on anything, you know, the paperwork or whatever, even though you're selling it, you know, to somebody else, if you have any questions, seriously, please feel free to reach out any time. Don't hesitate. Would love to help you in any way that I can.

That's, that's the move. That's the move is to be like, hey, I can review paperwork, I can help you out just so you can be a part of the process and help.

And here's the thing, guys, you might say, whoa, Nate, you do that for all these sellers. You know how many sellers I've said that to? Hundreds and hundreds of sellers. You know how many have taken me up on it? Zero. But doesn't mean I've done zero deals with those sellers. Zero of them asked for that help. But every time I followed up with any of those sellers to where it did fall through or whatever the case may be, guys, you're, you're sitting in a good spot because their tone— and you'll hear the change in their tonality when you say that, right? Because that's something that you are offering to genuinely help them that is not only in their best interest, but it is against your best interest, right? It's in their best interest against your best interest. When you do something like that, you will hear a shift in their— huh. Like, wow, okay, thank you. Like, I really appreciate that. Exactly. And now their, their whole frame of mind of how they perceive you has just changed. So when you do follow up with them 2 weeks later, 3, 4 weeks later, whatever, they see you through a whole different lens. And when you pick that conversation back up when it falls through, or whatever the case may be, you're like the knight in shining armor that you didn't try to take something for them, you actually gave something. And you offered. So that's why, that's why I do that. I like that, man.

And because I've, I've had that itch to want to do that, but you're right, like, doesn't, doesn't leave a good taste when they're like, well, you're questioning my decision-making, forget you. So anyway, guys, if you've been watching this, if you— whether you're watching it live or, or not, check out painlessflipping.com because what we did, although we didn't get on a call, we tried to get on, on the phone with people, but we didn't really connect. Um, the skills that we're showing you guys, like what we're showing, this This is all stuff you can learn, and this is all stuff that requires practice, but it doesn't happen overnight. So what we want to let you guys know is if you don't feel confident, that's okay. It takes time. And that's what we do at painlessflipping.com. It's a done-for-you service where we do the hardest parts of wholesaling for you. You— if you can focus on mastering the qualification, uh, qualifying a lead, the process of getting the lead on the phone and finding out, you know, what they need, we'll take care of the rest. That's what we do. We'll tell you exactly what we would do with the lead, or we'll do it for you. That's the service we provide. And that's— check out Painless Flipping. If you see this and you're like, man, I feel like this would really help me close more deals, because it does. We've done several, several deals with people. I've done, I've done many deals. I've done over half a million dollars in, um, JV deals working with people. So anyway, there's, uh, there's definitely a lot that we can provide. And I can promise you if you have a seller and it doesn't work out, it's— they're probably going to end up selling it somehow to someone else. That's just usually what happens. I know because there's been deals where I've had under contract and I've been like, man, I wasn't able to find a buyer, but I know they're going to sell. And it hurts, it stings, but that's just, that's just how it goes, you know? 100%.

Love it, man. Well, guys, thank you for tuning in. It's great being here with you. We'll see you guys next week, same place, same time. You got it. Later. Take care, everybody.