Wholesaling Real Estate Ring: WHAT Calling Sellers Live Looks Like

I'm gonna stand up. What is going on, everybody? We are live right here. Nathan Payne, Real Estate Nate, and we got Lane Peterson. What's going on, Lane? How are you doing?

How are you? Good afternoon. Lane Peterson. Good to see you again, Nate.

Always a pleasure to hang out with you, Lane, and call sellers and, and do deals. So for those of you that don't know who we are, we're just going to do a quick intro. Because we never know who's watching. My name is Nathan Payne. I've been in the game for about 6 years, done hundreds of deals. Love doing real estate. I love helping out sellers. We just did a deal that was an $86,000 deal. And guess what? The seller sent us a text and said, thank you. She said, thanks for helping me out, helping me through the situation. And nothing feels better, Lane, than making money and also helping people, right? Because money was not what she cared about. She was— she cared about getting the heck out of that house, and we got it done.

It's completely true. We just helped an entire family. You know, there's a death, they had to go through probate. We helped them through the whole process, got the thing. Bakersfield, California, actually. This one was, uh, completely a remote virtual wholesale deal, and our wholesale fee was $50,000, and the sellers were completely happy, left us a great review. And so it does, it feels great. It feels great to help people and also be able to make a business out of it.

And you know what, Lane, it's interesting because people hear that and they're like, what, you're making all that money and they're happy? These are situations where they did not know what to do, right? I'm sure in that, during that probate situation, they were confused, right?

Yep. Yeah, they were, they were totally confused. They— so we, you know, we hooked them up with our probate attorney, then the process was completely— they had some liens on the property, a solar lease that they didn't even know about. Um, so Yeah, walk them through the entire process. Love it. And they were completely happy with the price that they got. The home needed a complete renovation. It was a gut job. And so they were happy.

You know what's really interesting too, Lane, is sometimes when we make those big, big spreads, it's because we find the right buyer. You know, there's a ton on that deal that we had. Everybody was coming in way, way low. And then we just happened to find that one buyer that fit for— he paid more than everybody else, was happy. Everybody's happy. Anyway, it's crazy like that. But yeah, today, guys, what we're going to be doing— the reason why we do these calls— this is called the Wholesaling Real Estate Ring, where we call sellers live, show you guys exactly what it looks like. Because a lot of the time you guys see all these checks that are flashing and you're like, whoa, that's cool, but you know, I don't, I don't know how to do this. Well, we're going to show you guys what it looks like. It's not sexy all the time. It's— we're literally calling people, having, uh, conversations with them, and sometimes they don't answer. So we're gonna hop right into it. Lane, What, anything you got to say to that?

No, that's right. I mean, we, we dial, we dial. And what's great, I mean, I say this every week, but these leads that we're calling are inbound leads, right? There's a difference between inbound and outbound leads. These people have reached out to us. We do a lot of marketing, you know, PPC, Facebook ads. They have found us, they filled out a form and, you know, submitted their information. So it's It's a very warm lead. Outbound leads is cold calling, text messaging, and those aren't, you know, those take a lot more time to nurture and cultivate and, and take them to the closing table. So these are, these are fairly warm leads, so they're, they're a little bit easier phone calls than your cold call leads.

That's right. Well, if you're watching this live, guys, that's our plan and our promises to call. We're about to hop right into it, but if you can, if you're watching this, tell us where you're watching from. We love to network. We're doing deals all over the country. So, you know, maybe we might be able to do something together. Tell us where you're watching from and hit like and subscribe to wherever you're watching because the algorithm, it does put this in front of more people if a lot of people are engaging and they like it. If nobody's liking it, then they're like, this video must suck. So, um, do us a favor, help us out. And Lane, you ready to hit the dial? I got, I got the vibe board, so I'm going to write down and take notes while you're, uh, you're, you're making your calls and we're going to teach some people.

All right, here we go. All right, we got Daniel Yeah, we got Daniel here. I, whenever we're on, I usually call from, from my desktop, like straight out of my CRM, but because this call, I do it from my phone, which is in the CRM, but, um, just easier to hear. It's always important to have a great CRM, by the way, if you're going to be calling leads and you're consistently doing it and to keep organized and to, to have great follow-up is key, and a CRM helps you do that.

That's right. And you like GoHighLevel? You have yours built off—

remember, I, I switched over to REsimpli.

Oh, well, that's built off of GoHighLevel as well, but REsimpli.

Yeah, I was on— actually, I use both. I, I still do have GoHighLevel You know what's funny?

They call it Re-Simply, but I always say Re-Simply.

Well, I would just— around the office, we just say Simply now.

Yeah, they always correct me. They're like, no, it's Re-Simply. I'm like, oh, my bad.

Yeah.

Julius, what's up, Julius? I got your email, man. I'm gonna get that refund back to you. Um, don't you worry, brother. It's good seeing you.

Hello, Daniel. Yes, Daniel. Hi, my name is Lane Peterson. You were talking to my office earlier today about the home that you had submitted to us that you were looking for an offer on, and they had scheduled a callback. Is, is now a good time?

Um, yeah, I'm going to take a minute. I'm in the middle of something.

Okay, is it better to call you back, or— I just wanted to get a little bit more information. Okay, I can call you in the morning. Okay.

Yeah, tomorrow morning.

All right. Okay, after 8:30.

All right, thanks.

Thank you, Daniel. Yeah. Okay, bye. Well, that's one thing that's, uh, very important. You know, you, you really want to make sure you caught them at a good time, because if they don't have your focus, then you don't have an effective phone call.

Yeah, no, exactly. It's not even worth it to like, well, hey, let me real quick, let me get, you know, more information. No, okay, I'll call you back. Yeah, just leave it at that.

I mean, even though I kind of want to do it just because we're on this call, but it's tempting to, to try and do that.

Yeah, but no worries. So we got someone says— we got Love Live Nick saying, can you guys do fresh sellers that haven't left a message. So Lane, is he saying like maybe like cold call? Is that what you mean, Love Live Nick? That's what I would say, like maybe cold call somebody.

Everybody has, or everybody has technically left us a message because they filled out a form. So they clicked on our advertisement, they filled out a form, they put in all their information, uh, as far as like, you know, they get a few questions on our web forum, you know, as far as property condition, reason for selling, that sort of thing. So they've already reached out to us, which is technically a message.

Yeah, if that's what you mean, uh, Love Live Nick. Um, yeah, everyone's kind of filled out form. If you mean like he hasn't— he hasn't set up a follow-up appointment, I'm— you're going to call through some that you haven't even gotten a hold of, they've just filled out a form, correct? Now if you want us to cold call, we have other calls on our YouTube channels where we just call people that don't know we're calling, but you know, you have to check out that Let's keep it going, boy.

Okay, I'm gonna call Miss Anita here in Deming, New Mexico.

All right, Anita, I need a deal. That's what I need. I need a deal. Like that.

I'm sorry, but the person you called has a voicemail box.

I needed you to answer.

Yeah, I need— I need her to answer. Like a fresh lead. So some of these are fresh, uh, Nick, in the sense that we haven't reached out to him. That's who he's reaching— he's hitting up.

Try her one more time.

Yeah, for everybody that's watching that hasn't watched us before, we always call 2 to 3 times, leave a voicemail, put them in a drip. It's the way to go. We got you, Nick. Thanks for watching and supporting the, the call.

Hello, Anita.

Yes, this is—

Hi Anita, this is Lane. I was calling about your property that you had sent over to us that you were looking to sell. How are you today?

Good, and you?

I'm good. Is now a good time?

Um, sure.

Good. Well, Anita, tell me a little bit about what you got going on here with this house.

Well, uh, I inherited a home and it's on two basically acres or whatever. It's got two houses on it. One's a garage, um, slash man cave, um, to do work for cars, and another is a home home. The three-bedroom, then two fireplaces, two bathrooms, big kitchen, dining room, laundry room, and then a carport. Garage, um, separate garage or whatever, and, um, big yard, you know. Yeah, but I basically— it's going into— it's— I just can't do it. The house needs work and everything like that, a little bit of work, um, as far as like just, you know, paint and crap like that, um, and stuff like that. And I can't— I, I can't pay it, you know.

Gotcha.

I'm sick. I have cancer, so I can't do it. Like, I'm here right now as we're talking.

Yeah.

And it's just too much already. I've been— and my father passed away suddenly, so it was like out of nowhere. And all my money went to that because he didn't have none of his paperwork ready or anything like that. So here I am stuck with the loan, and I kind of— it's the loan's at $40,000. It's like 39. Okay. And it's, um, like basically I guess there's two properties. I would rather, you know, um, at this point it's like either sell it or come up with the reinstatement money.

Gotcha. And do you have a reinstatement loan on the property that needs to be—

yeah, that's what it is. It's either I either sell it I either sell it or reinstate it.

And how much is it?

I don't have the money to reinstate it. I put all my— to reinstate it is like $6,000. No, it's at $8,000 now, $8,000 something.

Okay. And how many months behind are you?

Uh, quite a few, quite a few, because the thing is only $438 a month, but because I've been sick and everything, and when I do feel good, I try to get out here, but I just, I can't. I don't have no money coming in to do it no more.

Gotcha. Well, hey, I'm sorry to hear that. I would love to— I'd love to help you. You know, there's, there's a couple of ways that we can do this. I can, you know, I can make you a cash offer, which is obviously simple, straight to the point. It's, you know, as is. There's, there's also some other ways that we can do this. I'd love to— what type of loan is on the property?

It's a home equity loan.

Okay, gotcha. And you said the payment's $438 a month?

I couldn't modify it or nothing. Yeah, it's only $438 a month. Yeah, and the thing is, that usually wouldn't be a problem, but I can't— I just, I can't do it.

I—

if I could do it, I would do it, you know? Um, but I can't work or nothing because I'm sick all the time. I can't be around people because I have a low immune system and because of COVID and all that other stuff. I just It's become an issue.

Okay, okay. Well, sorry to hear that. Um, if you were to sell it, do you have another place to go?

Oh yes. Well, you know, if I sell it, it should pay off the loan, of course, you know, like some of it. But I was hoping to get some so I could— yeah, I have another place to go.

Okay, okay.

I'm not just gonna sell it and not have no place to go, you know what I mean?

Yeah, yeah. No, got you. I just want to make sure Um, because a lot of times people don't think that through. Like, hey, I want to sell it, but okay, do you have another place to go? Because when we sell, they don't think—

yeah, no, I do.

Well, good, good. That's good. Um, how about, um, how about we talk about what, what is the total amount on the loan owed? Is what?

It's $39,000.

So you owe $39,000, and that includes the reinstatement?

No, that's not included in the reinstatement. That's part of the loan. It's just to, to get it up to date. So that's, that's, uh, like past due balance basically.

Okay, so $39,000 plus— $39,000 plus 8?

No, it's only 30. Well, no, it's only 39. So the 8 that I have to pay is, is already out of the 39. It's a previous balance for the month that I haven't paid. And then after that, it's whatever's left, you know what I mean?

Got you.

Okay, right now it's at $39,000.

Yeah, so $39,000 total is what's in after that.

Yeah.

Okay, perfect. And how much are you hoping to get on top of the $39,000, um, you know, at close?

Um, to be honest, I would be happy with just $30,000. You know, 30 would be great. I mean, I'll go to 25, but it's because I was trying to tell somebody, I was like, it's 2 properties. It's actually— I don't know what— how my grandpa did it for my dad and them, but it's 2 separate properties but put together.

Yeah.

And there's 2 houses. There's not just one house. So first house, the 530 unit, is valued at $125,000, it says. But like, this is that— this has the well and the light and everything. And then there's the other property next door It has the house and the garage for mechanics and all that, and that has a pole and everything, but it runs off of this one, and it also uses the well water off of this one, you know?

Yeah.

So it's like, I don't know, I would be happy to be honest. I would be happy with 30. I would be content with that. But like, if I could go to 25, I'd be happy too. At this point, I'm just tired and really tired.

Yeah. Um, and if, if I was to be able—

I don't think I could do it.

If I was, if I was to be— if I could get to that number, when would you want to close?

As soon as possible, to be honest, because it just says the sooner the better. That I— because I've been doing this for since last year. I've been trying to take care of it, you know, trying to do it and do it, do it. And it just— it's— I'm just tired. I can't do it anymore. It's a lot of work and I'm all by myself doing it. I don't have nobody to, you know, depend on. All the money I did have, like I said, it went already into that, so I don't have— can't pay nobody. And it's a rural town.

Yeah, yeah, no, I understand. So let me just tell you a little bit about how the process works. If I was to be able to get to an agreeable price, what we do is we, we, we— I send you our agreement, we all sign our agreement, right? And then I'll open escrow with the title company, and then we'll push it to close. They'll put their clear, clear title for me, make sure the liens are all paid off, and then when we close, I typically expect the home to be vacant, but there are certain situations where the, the homeowner needs to close the house to get money in order to move. Is that the situation that you'll be in?

No, you'll know that the— no, there's pretty much— the house is vacant already. The house doesn't really have anything in it. The home doesn't. Oh, so you're not living there where there's stuff No, I, I come and I, I come as much as I can, but no, I'm not living here right now.

Gotcha.

Okay, my mom has an RV park and so I still live with my mom.

Okay, so you're ready to go. Okay, that makes sense.

Yeah, yeah, yeah, yeah. I mean, it's ready for somebody to just do whatever they want with it, basically. It's got a lot of potential. There's fruit trees, all kinds of things, you know.

Well, I'm I'm just running through some numbers. I'm looking at comps here as we're talking, and Anita, it looks like our number would be right at $60,000 total. So if I take the 60 and I minus out your 39, that leaves $21,000. Would that be enough to— in order to get this done?

You know what? Yeah, just do it. I'm so tired. I just, I'm just tired. I don't want to do it anymore. Yeah, that's fine.

Okay, I'll do it. So what I'll do, Anita, is— is the house in your name?

No, it's, it's, it's on the successor. It's in my grandpa's name, or my grandpa and my dad's name, but it's, uh, Joe Baeza. And then, um, like I said, I had to fill out paperwork and everything with the bank to become the successor. So it's up to me, I guess, now, or whatever.

Is all of that work done? Is that process taken care of, or do you still need to do—

Yeah, yeah, that's the successor. The successor process is taken care of.

Yeah, because what will happen is I will— I'm going to send you a— I'm going to send you a contract with the owner that is on title, and you're going to sign it. And then when I send it to the title company, the title company is going to want to see the documentation that you have the power to sign. On their behalf because they're passed away. Does that make sense?

Okay, yeah, well, yeah, well, I'm the only legitimate child, that's why. Well, I'm just, I'm just saying that because they get all the paperwork they need. Yeah, I know, I understand what you're saying, but yeah, no, but that's fine.

Okay, perfect. All right, so what I'll do is I just don't know exactly if they need certain paperwork, but like my birth certificate or the title company will tell us. We'll will tell us everything that they need in order to be able to, you know, have clear title with you signing on their behalf. So they'll tell us everything that we need. All right, I'm— so I just want to verify your— I want to verify your email here. It's, uh, at gmail.com?

At gmail.com, yes.

Okay, so within the hour you'll have the agreement in your email. Um, just a click of the button, you can sign it. If you have any questions with it, call me. And then once that's executed, we'll send it to the title company and open escrow right away.

Okay, that sounds great, Anita.

Awesome. Hey, we'll get this done and make it as smooth as possible, so we'll get this off your plate.

Okay. All right, thank you so much.

Hey, thank you. Talk to you soon. Did we just get a deal?

Well, let me ask you, just get a deal. That's— we just got a deal!

Ring the bell, baby!

Hold on, let me get the Tom.

Oh yeah, baby!

Oh, we do got a bell!

We got a bell, baby!

So this property I, I should share my screen while I'm doing it, but this property is in, uh, Deming, New Mexico.

Yeah. Is it popular?

Which—

is it kind of rural?

It's pretty rural. So what I do is with my contract, I am going to send over an authorized authorization to list the property as well. And it's not an innovation? No, it's not an innovation. It's just, it's just a, it's just an authorization to list. Okay, so I have a one-page contract and then I send another page with it that I want them to sign because during the wholesale process in these rural towns, it's, it's tough to find cash buyers. So you want to have the permission to be able to put it on the open market.

Yeah, no, that's great. So for everybody's watching, understand that he's— this is not an Ovation in the sense he's trying to sell it to a traditional cash— no, sorry, a traditional buyer that would get, uh, traditional financing from a bank. He's just using it to allow him to be able to find cash buyers. And I did the same thing in Del Rio, Texas. Could really hard to find cash buyers. We found a family that wanted it and they had cash, uh, because that's what we put on the listing.

So, um, what, what would you say in response? What's that?

What would you say in response to her saying, well, why do you want to list it? I'm sure everybody has that question.

We're pre-marketing it.

Yeah, okay.

You know, she knows, she knows we're gonna fix it up and sell it. So what I do is I say, yeah, we— and it's in my contract. My contract says, hey, you're giving us authorization to market this, you know, throughout the escrow process. And so if that comes up, I'm like, yeah, we're just— we're pre-marketing it.

I love it. And I love it. I love it. How long would you put on for closing on this one?

I'm going to— I'm just going to leave it at 30 days.

Okay. And then you would— you would just say, hey, we need— we're not getting as much I don't know, you just— what would you say in that, like, when it's coming? Because for me, I would just say, hey, look, we're looking for someone to partner with us. We don't live out there, so we're looking for a contractor or flipper that would go in on this deal with us. And then closer, I would just say, hey, this is what it's looking like, and give her the information. I don't know what you— how you would approach it.

Well, no, I wouldn't approach it again. I would just do my thing and do what we do on the dispo side. And then, you know, hopefully we find a buyer out there. To be able to assign it to.

Well, no, I mean, like, I guess the way— when I said approach it is like, when, when— if I don't find someone for some reason, I would tell them, hey, that this is what's going on, we haven't been able to find someone to partner with. I don't know how you approach, or do you just cancel them and just say, hey, no, we're not?

No, I, I always make a phone call if we have to cancel. Um, I do always make the phone call. And a lot of times, if, you know, if we go out there and this thing is really beat up, because I haven't seen it, right? And so once I get this signed agreement, I'm going to send We have a nationwide mobile notary company that goes out and takes all of our pictures and puts a lockbox on it if we need it. And if it comes back and it's just hammered and, you know, needs a lot more work than I thought, then I got to go have a price reduction conversation with her. And at that point, at that point, if it's not going to work, I'll just let her know then this, this just isn't going to work. Sorry, it's too much rehab, guys.

So check it out, the process that he's talking about He's just getting it done. He's not asking too many questions because he knows he has to do a lot more due diligence. That's just what happens in real estate. Like, it's not like on this call Lane is committing to buy this house. All buyers have to go look at the house. So he's getting the process rolling. Once he gets it under contract, he's going to go check out pictures and then continue his process. Is that right?

Yeah, exactly, exactly. There's a big difference between a virtual buyer and a countertop buyer, right? Or belly to belly. If I'm belly to belly in someone's house, I'm here in the Phoenix, Arizona market, and if I'm going out to their house and I'm belly to belly and I'm walking the house and I'm there and I'm seeing it, I'll put up non-refundable earnest money, right? Because I'm there and I see it and that's fine. But if you haven't seen it and you're going virtual, how can anybody expect you to do that, right?

Agreed, agreed. Well, we're getting some love from Just Julius, Just J Julius.

He's saying, yeah, welcome back.

And, uh, what else we got? We got— he's saying that you're a beast. He's loving, he's loving it. And we're getting some, uh, we're getting some questions here. Uh, how did people get access to your form? These are some questions for you, Lane. So what form, my contract or my form where they fill out the, uh, the lead info? I'm assuming that's—

so I've got hundreds of different landing pages. I have a third-party, uh, a marketing company that handles all my PPC and all my Google AdWords and stuff like that, and they're the masters at it, right? They create a ton of different landing pages out there. When someone clicks on the advertisement, then it just goes to a web form, and then that web form drops it into my CRM. So I couldn't even tell you where to go. I mean, you can go to my website, which is 123closedhouse.com. You could fill out a web form there. But the— my marketing company is not driving all the traffic to that website. There's a ton of different landing pages that, that they use because there's different marketing tactics that they have. So anytime someone fills out that form, it drops into my CRM and then we start dialing and calling them.

Love it. I love it. I love it. Okay, so right here, um, we got one more question. This is a good one. Do you guys call DNC lists? Well, Lane, you're getting all inbound incoming leads, inbound leads, so you don't have to worry about that. And that's only something you worry about with, uh, you know, when you do outbound marketing, right, Lane?

Yeah, yeah. Uh, I have stayed away from DNC lists in the past. I know other people that don't care, um, so, but I've, I've stayed away with it.

You know, I've heard that some people don't care, but then they get hit by with one, but then eventually somebody gets hit with like a million dollar fine and it just wasn't worth it.

So yeah, I've been threatened one time by a lady and it was her, it was, she was basically making a business out of it because other people here Arizona. I'm really tight with, you know, a lot of wholesalers here, and a lot of them had gotten the same letter from this lady. And she actually, she was a lawyer that owned a house. And so every time she'd get a call, you know, she would get their information and send out a— I mean, she was getting like, you know, 5, 10 a week and demanding $5,000 or she's going to take you to court. And so it was, it was pretty funny, but nothing ended up happening with me. Um, she was just threatening because we didn't do anything wrong, right? We were just— we're not, we're not calling to sell anything. I'm not selling solar, I'm not selling pest control. I'm calling to see if you want to sell, if you're interested in selling your home. Just like realtors, they want to farm a neighborhood, right? They call and just say, hey, you interested in selling anytime soon?

That's right. Well, look at this one right here. What CRM do you prefer? We talked about this one a little bit earlier, uh, Nicole, is, um, our ReSimply. That's the one that we use, and it's built off of GoHighLevel. I have another CRM, painlesscrm.com. It's— they're all, they're all kind of built off— the ones that I like are the ones that are built off of GoHighLevel, but they just all have different features. Uh, ReSimply is really good if you do a lot of outbound marketing, I found, because they have a lot of things built into it for for like texting and cold calling. I don't know, Lane, what you— what do you really like about Resimpli? Uh, do you have anything specific?

Yeah, Resimpli is good for the price. It's not— it's not— it's pretty cost effective. It's not super expensive. And same with GoHighLevel. And there's also people out there that have used Podio. I know that there's some people that have been in the business a long time and they— because Podio is like GoHighLevel, right? You can— it gives you— it gives you a base and you can build off of that. And there's some people that have built a Podio CRM specific to wholesaling that is, is really good. So those are the 3 I have the most experience with. That's Podio, GoHighLevel, and, and Resimpli. Resimpli's already built out for you, so it's kind of nice that it's already built out.

I've tried, uh, Salesforce, uh, HubSpot. I've tried a lot of ones, and really what it comes down to is Um, CRMs are great, but really, like, there's a lot of functionalities that these really expensive CRMs like Salesforce have, but it's— you don't need it. You just really need a sweet follow-up system drip campaign, and you need to make calls. Okay, a lot of people do focus a lot on the CRMs, and it doesn't replace, um, hard work. You got to take— you got to take action, you know.

Just really, I mean, follow-up is key. That call I just made right now, it, it, she didn't remember who I was, but she had reached out to us like months ago. And so I called her acting like, you know, she didn't know who I was.

They never remember.

Phone call, right?

But they don't remember.

They usually don't quote, they usually don't. It's usually not a one-call close. Right, so follow-up, follow-up, follow-up is key. Well, Lane, uh, okay, so I got another guy here.

Yeah, you want— you, you want to give it another shot? I was going to say we go 30 on this call, but you want to keep going, bro? You feeling the juices?

Are we, are we already 30? Dang, we're already— yeah, let's try Frank. Let's try Frank one more because the guy earlier that was talking about call like, like a cold lead or a fresh lead, this guy has not been called yet. He filled out a form. Today at 3:19 PM Mountain Standard Time— well, Arizona time. And so this will be his first phone call. Let's see if we can get him on the phone, and then we'll call it.

I'll be— I'll BRB. I, I have to use the restroom, bro. I'll be right back. Too much information. I'm sorry, guys.

Trying to reach is not available. At the tone, please record your—

So like Nathan mentioned earlier, I usually call back to back. You know that I used to do it 3 times. 3 times might be a little excessive, but I always do that before I move them over and send them a text message. And this is what's great about a CRM, right? This guy filled out a web form, it dropped into my CRM, and he immediately got a text. And his name's Frankie, and the text reads, hi Frankie, my name is Lane. Thanks for submitting your property on 1310 South 6th Street. We will be calling you shortly to get some more information from you. Watch for a call from this number. So he's aware that we're calling, and so it's always good to have a CRM that'll automatically do that for you because you can program those pre-written texts in there.

Time to reach is not available. At the tone, please record your So Frankie doesn't answer.

So in my CRM, I can move him over to a bucket that says, hey, no, no contact, 10-day follow-up. Then he's going to get text messages that are automated, already pre-written. Um, and so hopefully, you know, he'll respond. And then if he doesn't respond in those 10 days, then he'll come back and be like, hey, he's still not responding, give him a phone call. And I'll get an alert. So it's, it is really nice when you have a CRM that does a lot of, a lot of that work for you.

Agreed.

Well, it looks like we got a deal.

We got a deal, baby! Let's go!

I mean, we can't, we can't complain about that. Everybody watching, if you, if you noticed, I don't know if you've, if you, uh, the, the 4 pillars of wholesale price, condition, motivation, and timeline, right? Those are the 4 pillars of wholesale. And so to get information on all 4 of those things in that phone call is, is pretty important. Now, my, my opinion, motivation is the most important one. You want to find that out. Yeah, timeline. In time, you know, timing might be their motivation, condition might be their motivation, you know, a death in the family. But if you can— and the most also, just be you, you know. To get all this information on these 4 pillars for wholesale, just make the calls, talk to people, and figure out your style of being comfortable so people can just feel the genuine you, because that's what people are attracted to. That's, that's how— that's what people are attracted to, and that's what they love. If they feel you're genuine and they feel you truly do want to help, then you're going to have a lot of success in this business.

Yeah, it's the speed of trust, right? Like, if you— they can feel that you have their best interests in mind, and when you— not that you, you, you're playing it off— when you really do have their best interests in mind, that's when you skyrocket. Like, when you really genuinely want their success more than you want money, that's when this business becomes really— you do really well. Because I've had, I've had to tell pretty much— I tell every seller, go list the property, you're going to make more money. You're going to make more money if you just go do it all yourself. And there, many times they're like, I don't want to do that. I want, I want it done. I want it done for me. I want it easy. So we're like, okay, let's go. So we're always telling them their options. We're not hiding anything, like crossing our fingers until close, the close date, and hoping they figure they don't figure out like something else, right? Like something we've held back. That's just not how this business works.

Yeah. I mean, the concept of wholesaling is pretty simple, right? That's why the name of my company is 123 Closed, like we just did. You find a motivated seller, you write a contract on that home, and you sell the contract. 123 Closed. That's simple in and of itself, right? But then now to make a business out of it, That's what people struggle with. And so anyway, so communication, like we're talking about, is key in this business. I'm going to be in constant communication with Anita. I can tell she's under a lot of stress, she's got a lot of anxiety, she's got a lot of stuff going on, and this house is just causing even more stress and anxiety in her life. So my team will be in communication with her all along the way, and if something happens and this condition is just awful and I can't, I can't do anything with this house, the best thing I can do is communicate with her and not just go dark. Don't go dark on people. That just, that, that ruins our industry, the name, our name in this industry, right? That's why wholesalers, they, a lot of them do have a bad name, bad, bad rap because they're just getting in the business. They tie up a deal, they're like, yeah, and then they realize they overpaid for it and they don't know how to have that conversation with the seller, and so they just go dark.

Exactly. Well, one last thing I wanted to add is the price can be kind of deceiving when it comes to the four pillars, right? Like a lot of times people will say, I want what Zillow says just because they're not going to lowball themselves, right? They don't even know what the house really is worth. So they just say a number. So if someone ever gives you a high price, don't ever be like, oh, they're not motivated, right? But obviously is an indicator if they're like, yeah, I know the house is in that good shape. I would take this and it's right in the money. That's when you're like, okay, they're motivated. They already know.. But a lot of times people don't know. So anyway, I just thought I'd add that.

Hey, it was a good day today. And remember, hey, if you're in this business, you're in this business to help people. These people are coming to you because there's an issue there. They have something going on in their life that they need help with. So help them. Don't just try and make all the money you can and, and, and, you know, screw somebody over. I mean, genuinely find a solution that works for your business and works for this homeowner that is in duress and is having problems.

I would say there's probably not a lot of people that have been in this business for a long time who have that mentality that they screw people. Maybe there's the fly-by-nights that like get in, they do something, but you don't last. You don't last in business being dishonest, not being, you know, not working ethically. It just doesn't work. So anyway, for people who've been in business for a while, that's how you do it, guys. You're welcome. J.W.'s giving you a shout out, Lane, saying you got the wisdom and the motivation. And I got a quote about wisdom: it takes time to ripen. Uh, wisdom is the fruit that takes time to ripen. And, uh, you know, so guys, you got to take action. You got— it takes time. You want to get it? You want to get wisdom like Lane's got? He's been in it for a long time, you know.

Yeah, I've been going for it. Love you all. Go out there and do good. Do good things. Help people.

All right, catch you guys later. Have a great day. Bye, everybody.