How to Start Wholesaling in 2025 | Contacting Sellers Ep.5

Skinny iced vanilla latte. People do business with people they know, like, and trust. Look, that's an extra $4,000 you just made in fucking negative 2 seconds by not going straight to their asking price. You never make snap— you never give and take on the call. You always say you need to get approval. The more they start to tell you about their life, they're gonna know you, like you, and trust you more. What is going on, ladies and gentlemen? Today I'm going to be taking you from somebody who has no idea what they're on the phone to an absolute fucking sales Chad who's going to be able to close deals on the phone because you're going to know exactly what to say, how to set up the conversation. So you're going to put yourself in a position to prime the homeowner to be able to sell you their property for the lowest possible price so you can go assign it and make a bunch of money. Now, I know how to do this because I have done I don't even know, hundreds of thousands of cold calls, okay? I've paid upwards of $250,000 of my own money on different sales trainings, and I've just spent so much time training other people and myself on how to become the very best you possibly can on the phone so you can get deals locked up, so you can go make a lot of money, okay? I have taken absolute beginners, people who had no idea, were, you know, tripping on their fucking nuts, stuttering on the phone, to people who are closing, you know, multiple deals every single week. And I'm going to give you that exact same training right now. Now what you need to know is I have taken, you know, all of this different sales training that I've taken plus all my own experience, and I've blended it all together into what I'm going to give you right now, which is a very simple 5-step process that you can follow on every single phone call when you are wholesaling real estate. Okay, we're going to go over the exact questions to ask the homeowner, how to start the call, how to make yourself come off as a professional who's they're going to trust you to do business with, even if you're some fucking 18-year-old, you don't have a fucking, you know, 2 pennies to rub together, a pot to piss in. If you follow the instructions I'm going to give you in this video, you are going to sound like an absolute pro, and people are going to have no qualms with selling their house to you over the phone completely virtually. Alright? Now what you need to know is that this conversation is going to run the exact same way no matter who you're talking to on the phone, where the property is, what kind of property it is. The only thing that changes is whether or not the lead is cold or warm, okay? A cold lead is somebody who has no idea that you're calling them. If you're making a straight-up cold call because you just went and pulled your first list on Virtual Flip Leads and you're just calling them out of the blue, or maybe that you're going to follow one of the tactics that I'm going to show you in the next video, which, you know, to basically send them a text where it's like, hey, would you be interested in getting an offer? And they say yes, then that's a warm lead. All Alright? So, the only thing that changes is whether it's cold or warm lead, and the only thing that's gonna change is the intro. But I'm gonna go over the complete 5-step process. The first is the intro, where you're gonna introduce yourself, you're gonna talk about what it is you're gonna be talking about on the phone, you know, the whole purpose of the call, and basically make sure that they have enough time to actually have this conversation so you're not wasting your time. The next, we're gonna be figuring out their motivation for selling. Okay, this is extremely important because nobody is gonna sell their house for a discount unless they have a strong motivation for selling. It's one of the most important parts of the sales process. It's the biggest lever that I see people who do well on the phones and people who do poorly on the phones. It all comes down to how well they are able to have this conversation about motivation. Then we're gonna be getting into the condition of the property. And now you're not gonna go through and ask them a bunch of boring-ass questions about the property. That's not gonna do you anything. The whole point of talking about the condition of the property is to prime them for accepting a lowball cash offer, and I'm gonna show you how to do that. Then we're gonna figure out this person's timeline of when they actually wanna have the property sold, the money in their bank, and then be ready to move out if they're living there. The fourth step is going to be the, uh, actually getting their asking price, where we begin the negotiation process, trying to work them down so we can get the property under contract for the lowest possible price. And then finally is getting a commitment. And that right there is the secret sauce. You'll get into that at the end of the video once we get there. So as I said, every single phone call is gonna be about the same with the difference of the introduction, okay? Whether it's a cold or warm lead. But the introduction is both gonna follow the very similar formats following the TAO method. TAO stands for T-A-O, time, agenda, and outcome. Every single phone call, we wanna make sure that they know how long we're gonna be on the phone with them, that's time. Agenda, what we're gonna actually be talking about on this phone call. And O, outcome, what is gonna be the result of us having this conversation, okay? So the way I do this, if it's a warm lead, I'm gonna call them, I'm gonna say, hey, looks like you spoke to my assistant blank about selling this property. And they're gonna say yes. And then I'm gonna say, okay, usually these conversations take about 5 to 10 minutes time where I'm gonna ask you some questions about the property, agenda, and based on our conversation, there'll be one of two options. Either one, we're interested in purchasing your property and I'll have a written cash offer for you, or two, we're not interested in your property and you'll never hear from me again. Sound good? Outcome, okay? Now that is if it's a warm lead. If it's a 100% cold call, the only thing that changes is you're going to figure out if they actually are interested in selling in the very beginning. Now the way you're gonna do this is you're gonna call them up and you're gonna call them by their first name. So if you're sitting there on Virtual Flip Leads, it says, hey, this is owned by Sherry, you're gonna call and you're gonna say, "Hey, Sherry," like a friend. You're not gonna say, "Hello, Mrs. whatever." No, as if you were calling a friend that you've known for a long time. "Hey, Sherry." They're gonna say, "Hello?" Like, "Who is this?" Right? And then that's where you're gonna say, "Hey, my name's Tyson. I was calling to see if you might be interested in getting a cash offer for your property on 123 Main Street." And that's it. And if they say yes, perfect. You're gonna move into exactly what we just talked about with the agenda and outcome of, "Great, well look, I just wanna take 5 or 10 minutes to ask you some questions about the property." That way we can go ahead and figure out if it's something my company's interested in. Either A, we will be interested and we'll have a cash offer for you in your inbox, or B, we won't be interested, I'll let you know why, and you'll never hear from me again. And also that, you'll never hear from me again, it's a very cheeky way to kind of disarm the seller. You know, let them drop their guard down, let them know this isn't going to be some high-pressure sales call. Okay? So, that is the intro, that's step 1, right? We need to figure out, hey, first of all, let's reaffirm, does this person, are they interested in getting a cash offer? If they are perfect, move back in. If they aren't, don't waste any time with them. Now, you'll have some people, especially beginners, they get into this and they think that them not wanting to sell is some kind of objection they can overcome. That's not the case. If somebody doesn't want to sell their house, there's no magic sequence of words you can say to them that's going to convince them to sell their house to you, okay? So, quick little review on the intro. Hey, John? "John, it's Tyson. Looks like you spoke to my assistant about possibly selling your property over on 123 Main Street. Did I catch you at a bad time?" "No, you didn't. Perfect. These phone calls typically take 5 to 10 minutes. I'm gonna ask you some questions about your property so we can figure out if it's something my company is interested in purchasing. If it is, we'll have a cash offer for you written in your inbox, and if it's not, we'll let you know why and you'll never hear from me again. Sound good?" "Yes, that sounds good." We need them to affirm that they do have 5 or 10 minutes to actually have this phone call. Because if they don't, if they say, "Hey, you actually caught me at a bad time, I'm in the store right now," we don't want to sit there and bumblefuck the way through it and rush through it. No, we're going to be like, "Okay, totally understand. When is a good time I can give you a call back when you will have 10 minutes and we can run you, and you know, we can go ahead, ask these questions so we can get you a cash offer for your property." Right? And then, you know, if you need to set a follow-up, go ahead, set a follow-up. But once you've understood that yes, they have 5 to 10 minutes, they're interested in selling their house, it's time to move into the motivation portion, step 2, okay? As I said before, nobody is gonna sell their property for a discount if they don't have a strong motivation for selling, okay? So the way we're gonna do this is kinda sneaky. I'm gonna say, "Hey look, while I'm getting your property pulled up up here on my end, could you just sorta catch me up to speed? What's got you interested in selling this place?" Now it's very important that you say that how I did, in a very conversational tone, because a lot of things are, One way that I see beginners mess this up is they're like, "Hey, why are you interested in selling?" Now that sounds like a fucking interrogation. Now they got their guard up. They don't like that. We don't want to do that, okay? So that's why it's just— I say, "Hey, while I'm getting your property pulled up, can you just kind of catch me up to speed here? What's got you interested in selling this property?" It's almost like I'm making small talk with them, okay? Now, the goal here is to keep them talking for as long as humanly possible about why they might be interested in selling their property. 'Cause guess what? Every minute they spend telling you why they wanna sell is another minute they're convincing them of their own belief that they want to sell the property, okay? And the longer you can have this conversation and dig deeper into why they're wanting to sell, the more it's gonna reaffirm the belief in their internal mind that they need to sell the property, which will put them in a state to actually make the decision to sign a contract a lot easier. Okay? Skinny iced vanilla latte. So, catch me up to speed, what's got you interested in selling the property? Now when you ask this question, you'll hear a variety of different answers. The best one is they're just gonna launch into a tirade about why they need to sell this place. They're gonna say, Well, I ended up renting it out to a family member, and at first I thought it was gonna be this good idea, I was gonna make some passive income, but it turns out they never pay on time. Even when they do pay, you know, we're short rent on 2 different months. They're always submitting different maintenance requests for me to come fix things. They're not even on time, whatever. They just start ranting, okay? That's where you want to put on your fucking therapist hat and just sit there and just agree with them and just get them to keep talking. Oh wow, really? How long has that been going on? How is that affecting you? Oh geez, how much longer can you do this? Right? Just get them to keep talking and just to keep going, okay? Or they'll say something short like, well, I'm interested because you called me, right? Interested in getting a cash offer. Okay, no worries. This is where we want to basically ask the same question but in a different way. And the way I'll do this is basically if you get some kind of short blunt answer of, I'm interested in selling because you said you would be interested in buying cash or whatever. Just some kind of short answer is what you're going to say is, okay, yeah, no, totally understand. So let me ask you a question. Once you do sell this place, what's your next move? Because you want to find out, hey, does this person— are they living in the property? Do they have— is it an investment property, right? Because if they're living in the property, they're going to be like, maybe they'll say, oh, well, you know what, we have wanted to move, you know, to Florida to be closer to our kid. They just had a grandbaby. Oh, really? Right now, boom, there's motivation. But as you can see, by asking another question, it's the same question just in a different way of figuring out where they want to go. We're putting themselves in the headspace to start thinking about that, and we want to keep them talking about it, okay, for as long as humanly possible. Now there's all kinds of different information out there on the internet about how to have these conversations for as long as possible, but in the end it's super simple. Just keep asking them questions about themselves, about any of the shit they say. Okay, oh really? Okay, how long have your kids lived over there? Really, how long you been thinking about moving there? Just how, what, when, where, and why questions. Just rattle them off. Again, if you can have a conversation with somebody for an hour about why they want to sell their property, the longer you can talk to them about why they want to sell, it's a straight line of your chances of getting that property under contract, okay? Because not only are they selling themselves on why they want to sell the property, but you're also building massive amounts of rapport with this person. They're sharing, like, personal things about you, and guys, when people share personal things about themselves with you, you start to become a friend, and that's big. People do business with people they know, like, and trust, and if you can sit there and they— the more they start to tell you about their life, they're gonna know you, like you, and trust you more, okay? So, have a conversation with them about why they wanna sell their property. You know you've done this correctly if at the end You're gonna say this line to them, you're gonna say, "Let me make sure I got this straight. You're looking to sell this property because you ended up renting out to a family member and it hasn't been anything like what you thought. You're not getting paid in rent on time. It's causing you to fall short in these other areas of your life and you're just wanting to be done with it. Do I have that right?" Now here's the magic of that. They'll either say, "Yes, you got that right. That's exactly why." And you know, okay, boom, we hit the nail on the head. We're speaking to them in their language. We got them in the right mindset of where we're trying to go. Or alternatively, they'll say, "No, actually," and then they'll start telling you more about something else. They'll be like, "Well, yes, that is a huge pain in the ass, but really, we kinda need to pull the money out of this because we wanna buy a boat over here," or whatever the fuck it is. And then, okay, boom, we got another thing. We have another bargaining chip of why this person is gonna have cause to sell the property that we can use later on when we get to the negotiating section. All right, so once you've had that conversation, you ask them that question of, hey, just to make sure I got everything right, here's why you want to sell the property. Do I have that correct? And we flesh that out because then if they say something else, you need to go through the entire process again. All right, but once we've completely understood why this person wants to sell, it's time to move to the portion where we ask about condition. Now, when I first got into real estate, I spent a lot of time in this little pillar I'd ask him questions about how old is the roof, the AC, is the kitchen been remodeled, blah, blah, blah, blah, blah. And I realized all of that is a gigantic fucking waste of time. All that stuff will come up later on, and when you're just having this conversation right now, more than likely you're not even gonna get the right info. So instead, I've changed it to where my entire conversation, my entire line of questioning about the condition of the property is just based on one question. This is where I'll say, alright, so pretend we just had a conversation about why they wanted to sell. You know, we completely understand why they're interested in selling. Now I'm gonna say, hey, thank you for sharing all that. Let me ask you a question. On a scale of 1 to 10, with a 1 being we would need to tear the property down and start over, and a 10 being it's fully remodeled, it looks like it was fresh off one of those HGTV flipping shows, How would you rate the condition of your property? And then they're gonna say a number, typically a 5, 6, or a 7, or maybe an 8 or a 9, alright? People will almost never say 10. If they say 10, then we know that this probably isn't a deal. So they're gonna say a number, they say, well, Tyson, it's probably a 6. And I'm gonna say, okay, so what would we need to do to the property to make it a 10? At this point, you need to fucking click open your pen, fucking sharpen your pencil if you're a like a caveman or something, or start typing your notes, but you need to write down everything they say the property would need to become a 10 out of 10, right? They would be like, "Oh, well, in order to be a 10, you'd probably need to update the kitchen. It hasn't been updated since the '80s. You know, old appliances, old cabinets, stuff like that. There's a bunch of carpet that would probably need to be replaced. The AC is, you know, 8 years old. It's probably on its last legs. You know, there's some drywall and stuff that needs to be patched." something in the backyard, da da da da, all this stuff. And you're just gonna sit there and write all of this down exactly as they say it, okay? It's very important to write things down exactly as they say it, because again, you want to use the exact same words they do. Again, when you speak in the same words that somebody does, they're more likely to know, like, and trust you. All right, so write these down exactly as they say it. And whatever, say go through, they tell you about all the shit that's wrong. You say, okay, thank you so much for sharing all of that. I appreciate it. Now we move on to the third step, which is the timeline. Now, the goal of the timeline is to figure out when they are actually want this property to be sold, they'd be ready to move out, and they want to get paid for the property, okay? Now, look, in a perfect world, everyone wants to get paid for the property today, but they don't get paid until the property closes, and when the property closes, they need to be moved out of the property, or their tenants need to be out of the property, okay? So those two are gonna be different dates. But it all needs to happen on the same day. So the way I ask this question is I say, hey, one thing people love about working with me is I'm extremely flexible on my closing timelines. Typically we look to close in about 30 days. Some people love that, other people want more time. What's gonna work best for you and your family? All right? Now, there's a couple Jedi fucking mind tricks I did right there. Number one, I start out with one thing people love about working with me. Me. Dude, I just, okay, if you guys have ever seen the movie Inception, Leonardo DiCaprio trying to plant ideas in somebody's head via fucking dreams, we're doing the same thing via conversation. I just planted the idea in their head that people love working with me, okay? People love social proof. So when you say something like that, they're like, oh, people love working with this guy, I want to work with this guy. Little thing there, it's small but it makes a big difference. But the point of this is for them to understand that when you actually sell to me, rather than listing it on the market with a realtor or whatever dumb fuck thing they wanna do, they get to pick the day that they're getting paid and move out and everything like that. That is not a luxury most people have, okay? Most of the time when you sell your house on the market, it's just whenever the close date is is when you gotta be the fuck outta there, okay? The buyer just determines that. So this is a huge advantage that you wanna keep in your back pocket of why somebody should sell to you, especially if time is a constraint. 'Cause some people will be like, "Oh, I'm trying to get this done as soon as possible. I need to get paid. I have this credit card I'm trying to pay off from this house," or, "I need to be moved across the country. I've got a job that's starting." Anything like that goes back to the motivation thing of a strong reason of why they would need to sell this property, okay? So once we understand that, we understand their timeline of when they want to have the property sold, We now can move into the asking price, right? Which is where we actually start the negotiation process of trying to get them down on their number. Because remember, the cheaper we can get this property under contract for, the more money we're gonna be able to sign up for, the more money we make. So the way I do this is by first saying, based on what you told me about the property, and then I list off everything they said earlier exactly as they said credit of what the property would need to be a 10. So based on what you told me about the property, the kitchen hasn't been updated since the '80s, the bathrooms haven't been updated, there's a bunch of carpet we need to be replaced, there's some repairs we need in the backyard, we're going to need to replace the AC. What do you feel is a fair price for the property in its current condition? Again, subtle things that make a big difference. What do you feel is a fair price in its "current condition." What do you feel? Again, that's not a very committal thing. It's not like they're slamming it down, right? It takes a lot of pressure off them. "Fair price." The word fair is awesome in negotiations because nobody wants to be unfair, alright? And then, "in its current condition." We are reemphasizing the fact that the property is not a 10 out of 10 and they're not gonna get a premium. Alright, so then let's say they give you a price, okay? They say, "I want $200,000 for it." You say, "Okay, well, if we were to pay all the closing costs, there were no realtor fees, and we bought the property entirely as is, so you didn't have to worry about making any repairs, you didn't have to worry about cleaning out the house, you just take the stuff you want and go, what's the best price you could do?" Now, there's a lot going on in that sentence. Number 1, we are paying all the— or the end buyer is going to pay all the closing costs, so the seller isn't paying any closing costs. There are no realtor commissions, sales commissions, anything like that, which is normally like 6% in a regular transaction. So again, a good benefit to keep in mind. And we're buying the property as is. Well, we're not, the end buyer is, but this is a huge benefit, right? Most of the time people have to, you know, make all these trips to the dump, do all this shit, hire maids. It's gone for them now. We're making this as easy as possible. It's the easy button on selling your house. And then, notice at the end I say, you know, so, so, right, if we were to buy the property as is, we're paying all the closing costs, there's no realtor commissions, what is the best price you could do? Notice I say, what is the best price? Not, is that the best price? What is the best price forces them to say a number. Is that the best price is a yes or no question. Very easy to say, "Yeah, that's the best price I could do." So you need to say, "What?" 'Cause that question alone has made me millions of dollars, I'm not even kidding. That question alone, I've had people drop their price $50,000, $100,000. I've had them drop $10,000, $20,000 that all of a sudden makes this a deal, gets it at a price where it works for me, where I'm gonna be able to go wholesale the deal and make money. So that's super important, okay? Once they've given that price, now it's time to move into step number 5. And this is the biggest issue I see with beginners, especially people who are not used to virtually wholesaling. They're not used to doing this over the phone, right? Is you need to get a commitment from them. That's where, so basically let's say I say, "What is the best price?" And they say, "Well, you know, if you're doing all that, I could do $190,000." It's now time for me to get a commitment. Where I need to kind of gut check this person and see, how serious are you? And that's where I'm going to say, "Okay, so just so I understand this correctly, if we can make you an offer of $190,000, we can close in 20 days like you wanted, we buy the property completely as is, we pay all the closing costs, all of this, is this something you're for sure ready to move forward with today?" "Yes, Tyson, I'm ready to move forward with today." I'm now going to gut check him again. "Okay, and is there anybody else that you would need to talk about with this? Any boyfriend, girlfriend, wife, husband, pastor, priest, lawyer, whatever? No, I'm the sole decision maker, right? Look, I gut check them twice. Like, is this something you're for sure ready to move forward with today? And then I figure out if there's any other decision makers. They say— and look, throughout this, if they say, oh well, no, you know, I would need the weekend or whatever, then you push it back to the weekend. You say, okay, well, awesome. Well, look, how about you go ahead and figure out what you need to "Look at the property, look at the surrounding, the comps, the comparable properties, and then I'll give you a call back after the weekend." Or if they say, "No, I would actually need to speak with my wife on this." Say, "Okay, cool. Well, tell you what, how about you have a conversation with your wife, let her know that you have a very interested party who can purchase the property as is, where they're paying all the closing costs, there's no realtor fees, no sales commissions, yada yada yada, and have a conversation with them and figure out what kind of price you guys would need to get." and then you set a follow-up, okay? You only ever want to make an offer to somebody and move to the next step once they are ready to go, okay? This is the biggest thing I see beginners make the mistake is they just try and get an offer out there and then they— guys, once you've made your offer, all your fucking chips are on the table and the seller becomes in the position of power. Where before you give them the offer, you are in the position of power. So we want to hold that for as long as possible until we know that they're for sure ready. So once you've gotten the okay that yes, they're for sure ready to move forward if the offer makes sense, and that they're the only decision maker, that is where we're going to say, "Perfect. Alright, I'm going to go ahead and submit this information over to my underwriting team." And then depending on your skill level, for me it takes me 5 minutes to underwrite a house, so I'll say, "Hey, I'm going to submit this over to them. I'll give you a call back in the next 15 minutes and we'll be able to see, you know, if the property qualifies for an offer or not." But for you it might take a little longer. Maybe you say, "Hey, I'll give you a call back this evening or tomorrow." tomorrow, right? But you need to make it as soon as you possibly can. So, you say, look, perfect, you've gotten a commitment. Basically, review. Look, we know their motivation, we know the condition of the property, we know their timeline, we know what their lowest asking price is, we've gotten a commitment. It is now time to say, perfect, I'm going to go ahead and get this information submitted. I'll give you a call back in the next X time. Before I do, go ahead, save my number in your phone. Just go ahead and put Tyson Home Buyer or whatever it is, right? And I'll give you a call back at whatever time. Is there any questions you have for me? No? Okay, perfect. Boom, hang up the phone. Now you go to actually analyze the deal. You figure out how much you'd like to offer, you know, what your MAO is, what your ARV is. And again, this is all things why being a part of the Inner Circle is so massive. Because when it comes to succeeding in wholesaling real estate, everything you can kind of brute force. If you're just the kind of person who's willing to work hard, you'll hammer the phones, you'll make the offers, you're going to succeed, you're going to make a lot of money. The only thing that you can't brute force is the finesse of actually analyzing a deal and knowing how much you can offer the seller. Okay, when you're a part of the Inner Circle, as soon as you get to this point, you can just go ahead and submit the deal to me and my team, me or one of my underwriters, you know, my full-time underwriters, my partner, will actually analyze the deal for you. We'll let you know what your numbers are, what the property will sell for, what you can, what the most you can offer, what the repair costs are, any comps that you need to use when you get to the negotiation portion that I'm going to talk about in a second, along with tons of other benefits, alright? So if you are the kind of person who wants to start making money as soon as possible, go ahead, hit the link below, fill out the application, to join the Inner Circle. Spots are limited. Again, it is a very personal thing, and we invest a lot of time and resources into you, so we can only accept so many people. So if you're interested in that, fill out the application. But once you've gone ahead, you've ran your numbers, you have your MAO, you know what you can offer them, you're now going to give them a call back. And again, we start every single phone call with TAO— time, agenda, outcome. Calling back, hey Sherry, Tyson here, I got great news. "We were able to take a look at your property and it did qualify for an offer. Do you have about 5 or 10 minutes to go over that?" "Yes." All right, you see time, agenda, outcome. We hit it right there, right? Okay, "Yeah, Tyson, I've got 5 or 10 minutes." Perfect. So, "I submitted the property and it did get approved for an offer. Here's what they approved." Now, I'm gonna rehash all the benefits of selling to me, a wholesaler. I'm gonna say, "We're gonna be, we got the property property approved to close on the day you chose of whatever, 20 days from now, 30 days from now, whatever it was. We got it approved, we'll purchase the property entirely as is, you don't have to make any repairs, you don't have to worry about any of those things you told me about. There are going to be no realtor commissions, no sales commissions, and my company has agreed to pay all of the closing costs. So the number we offer is the number net to you. Does that all make sense? Yes. Perfect. So based on what you told me about the property, "Hey, Mr. Brady, our company has approved an offer of $173,575." Yeah. And then you shut the fuck up. But notice I said a very specific number. You don't wanna just say $170 grand, or $173,000. Make it a very specific number, 'cause then it, I'll tell you why in a sec, but it's a math equation. It feels like this was this very worked out exact thing, and it feels tougher to negotiate off of. Okay? But once you make the offer, it's not done. Very rarely has somebody just been like, okay, yep, that sounds good, sign the contract. No, this is where the negotiation begins, right? So notice I said, hey, our company has approved an offer of $171,755, and then I shut the fuck up. And oftentimes there's a moment of silence. Do not ever be the one to break that moment of silence. You wait until what they speak. Now, at this time, they're either going to be like, no, that flat out, that doesn't fucking work, absolutely not, how dare you lowball me. Right? And then in that case, look, we step back, we say, hey, completely understand, you know, hey, look, is there anywhere we can kind of meet in the middle? If they're just like, no, absolutely the fuck not, I need at least, you know, $250 grand, like somewhere super high above, okay, totally understand, you know, I appreciate your time, if anything changes, give me a call back. Then you would just set a follow-up to follow up with this person every single fucking week until that person either sells the house, they die, or they threaten to sue you. You call them every single week and you say, "Hey, it's Tyson. Hey Sherry, it's Tyson. I know we made you an offer for your property over on 123 Main Street. I know our offer didn't work. I was just wondering if anything changed." And you make that call every single week until again they either sell the property, they die, or they threaten to sue you. Or they're going to be a little, it sounds like, basically they say no, but it's not a hard no. They're like, "Ah gosh, you know, that's just a lot lower than we were thinking." That's where we move into this. We say, "Hey, totally understand. Look, the good news is the hard part's getting the property approved, and we've done that. Now it's just a matter of making the number make sense. So let me ask you, is there somewhere that we could kind of, is there something we can do to make this deal happen today?" Then, you know, maybe they say, "Hey, give me an extra $5,000. Give me an extra, can we close a week sooner?" Something like that. We go ahead, we go back and forth, we make it work, all right? But the most important thing is when you're doing that, when you begin the negotiation and you start this give and take process of, okay, could you give me an extra 10? Could you give me an extra 1? Could you move the closing date? Whatever, this, that. Always keep it vague. Meaning say, okay, well if we could do that, is it something you'd be ready to move forward with? Okay? And basically, once we come to a thing where they say, look, if you could give me an extra $5,000, "Close a week earlier, yes, that's something I could do." We always, we never say, "Yes, that's something I could do." We always say, "Hey, if that's something we could do, is it something you'd be ready to move forward with today?" Okay? And once they say yes, that's where we say, "All right, let me put you on a quick hold. Let me go talk to my team and see what I can do." Put the prop, put 'em on hold, set a timer for 3 minutes, and get your contract ready, all right? So basically, go into DocuSign, get it filled out, get ready to go. Then call them back and say, "Hey, great news, we got the property approved, we're ready to go, what's the best email for you?" And then boom, you move into closing the deal, alright? And you already know how to do this because you watched the contract video that was day 2 or day 3 or whatever, alright? But you never, you never make snap, you never give and take on the call. You always say you need to get approval. And the other thing is, we always always negotiate in inches, not miles. So let's say that in this instance, let's say we offered them $171, whatever, $171,755, and our MAO is $180,000. And they say, hey, if you could do $180,000, we could do a deal. Say, okay, let me get this approved, whatever. We do not call them back and say, yeah, we could do $180,000. All right, that is fucking rookie talk. We call them back and we say, hey, I got great news, I got them to be able to $176,400. All right, guys, we negotiate inches, not miles. Look, that's an extra $4,000 you just made in fucking negative 2 seconds by not going straight to their asking price. I know it's difficult, especially as a beginner, because you're just sitting there, you're probably fucking happy as shit. You're like, oh my God, I'm about to make fucking $20,000 or whatever. But I'm telling you, take a deep breath, okay? You're not going to lose the fucking sale because you offered them 4 grand less. Worst case scenario, they say no, it needs to be $180, and you can go back to your team and fucking come up to 180, all right? So, negotiate inches, not miles. But lastly, the last thing is once you do have an agreed-upon price, you keep them on the phone while you go through the contract, okay? You say, "Perfect, look, that's something we can do. What's the best email? We're gonna go ahead and send over this offer now." They might try and get off the phone. They might try, "Hey, perfect, send that over. We'll go ahead and review it." We're taking the matter outside of our control, and we do not ever do that. We always want to be in control. We say, "Hey, no problem. Look, I'm just going to go ahead and send it. Company policy is for me to go through it with you. Look, you're not obligated to make any sort of decision on the call. If you need some more time, totally understand." And they're going to be like, "Okay, yeah, that's fine," right? You'll send it to, and you'll go over the contract with them on the phone. The way you're going to do this is you're going to have the contract pulled up. You're going to be like, "Okay, hey, it's going to come through. It's going to be, you know, from DocuSign, it's gonna say Offer For and your address, you get it, okay? Open it up, click open. Now, let me know when you got the page opened up. Okay, I do. All right, perfect. First thing I want you to look at, do we got your address right, we got the correct address on there? Yep, again, look, this is a fluff question, we're just getting them used to saying yes. Do we got the address spelled right on there? Yep, perfect. All right, now below that, most important part of the entire agreement, do you see section where it says purchase price? And we have $176,400 like we agreed upon there? Yep, perfect. Again, that's the price you're going to be getting for the property. Now, below that, do you see where it says close of escrow date? That's the day you're actually going to get paid. That's the day that you're going to be moved out of the property and everything's going to be done and settled. That sound good? Is that what we wanted? Yes. Alright, now go ahead to the very bottom. Notice those 3 boxes where it says closing costs. Closing costs to be paid by followed. Notice how it says buyer, buyer, buyer, buyer. —"That's 'cause we're paying all the closing costs." "Yep, just like we agreed upon, right?" "Yep." "Perfect. Now, is there anything else on this page that doesn't make any sense to you?" Notice I don't even fucking talk about the earnest money. I don't even fucking talk about the inspection period. If they ask about it, it's fine, we deal with it, right? But we don't even mention it. And again, that's all stuff that in our inner circle we have full trainings on the contract of how do we handle the objection of, "Why do you have an inspection period? I thought you were buying it as is." Or why is the earnest money only $100, right? We, we in the Inner Circle, we go through all of that different stuff, plus so much more on handling objections. I just don't have time in this video. So go through the first page. Once they've done that, now some people will just go ahead and initial and they'll just start signing, okay? Most people will, because here's the deal, when you need to think, like if you've ever bought a car before, did you go through and read every single fucking piece of the paperwork? No. Okay, people don't do that. All right, they're just like, hey, look, we're getting this price, cool, done, start signing. If they don't, all you're gonna say is, look, go ahead, read through the contract, I'm right here if you have any questions. And now they might say, okay, whatever. Or you can say, hey, now this is once you start to feel a little bit more comfortable. Again, like if you're in my Inner Circle and you learn these objections, is I say, hey, do you want me to go ahead, read through this contract the contract line by line? Do you want me to give you the SparkNotes version of every single paragraph, or would you rather just read it through yourself and have me here if you have any questions? Alright? 9 times out of 10 they'll say, give me the SparkNotes version, and I have a whole script written through of just, hey, this paragraph means this, does that make sense? Yes. This paragraph means this, does that make sense? Yes. And we just go through, hammer it out, get it signed, bang bang bang bang bang. Okay? But, again, if you do that, if you follow those 5 steps, you do the introduction correct, you do the motivation correct, you spend as much time as you possibly can there, okay, you get the condition right and you get them to basically tell you everything that's wrong with the property, you begin the negotiations in the asking price and you anchor 'em and you get it down, you get a commitment from them, and then you make the offers the way I just taught you to, and you do not fucking wait for them to sign the contract by themselves and you keep 'em on the phone until they've signed the contract, you are going to start to make a fucking ton of money. Fuck ton of money. Now, like I said, if you're the kind of person who wants to make the fuck ton of money sooner rather than later, go ahead, hit the link below. Um, hit the link below, fill out the application to join the Inner Circle. Now, your homework is, now that you've seen this video and you understand how to do this, you now know what to do. You know exactly what I do on every single phone call, okay? I have hours and hours of live footage on my YouTube channel of me closing deals saying these exact same words over and over and over again. Look, you're not gonna sound like a pro. You're not gonna sound like me the first time you do it. That's okay. You must be willing to be the silly beginner if you ever wanna be the wise, graceful master, okay? It's gonna take time, but the good news is you're just saying the words. And what's the worst that's gonna happen? Are they gonna punch you through the fucking phone? No, that's impossible, okay? You're gonna be okay. Even if you fuck up and you say the wrong thing, who gives a shit? They don't know what you're supposed to be saying. They don't know that right? It doesn't matter, okay? And as you do these calls, you're gonna get better and better and better. So your homework is go find a friend, a family member, somebody, and just practice with them. Just say, hey, will you do me a favor? Pretend you're selling your house. Let's go through this. Do it the one time with them, and you're gonna be like, damn, this is no big deal. And then just get on the phone, just call somebody. I'm telling you, it's not that scary. The first one is gonna be the very hardest one, and then you're gonna realize after you've done 10 of them, damn, I'm getting good at this. And once you've done 50, you're gonna be like, oh shit, this really isn't hard. Like, what was I even stressed about? And then you do 1,000, and all of a sudden you're gonna, you're gonna sound like such a G, okay? So go get after it. Don't wait. Go practice with somebody. I'm serious, do not fuck this up, because if you sit there and you just wait on this information and you don't do anything, you're never gonna make any money. So go get a friend, get your little sibling, get your mom, your dad, whoever. Practice with them, and then as soon as possible, get out there and have real conversation. Come back to this video not once you practice with somebody, but once you've made your first phone call and you've done it and you've had a conversation with somebody. Come back here in the comments, let me know. And I'm telling you right now, the people who do that are going to be the people who make money the quickest. So go get after it, all right? If you haven't already, like the video, subscribe to the channel. We'll see you on the next one.