Reviewing TWO CLOSED Cold Call Deals This Week In Real Estate Wholesaling

What's going on, guys? So almost every single day I go on TikTok Live and I show myself making seller calls so that you guys can see how I'm talking to sellers, how I make offers, basically so you can see my entire sales process. I know that when I was first starting out and I was learning the sales game, it was super helpful for me to watch other people who knew what they were doing. So I want to do the same thing. In this video, I'm going to show you 2 calls that I made this week. Where I actually closed the deal, and I want to walk you guys through so you guys can see how my entire process was. We'll talk about some things I did well, some things I could probably improve upon, and I'll just highlight some really important things that you guys can start doing when you are coming to lock up some deals. So let's see, let's open up the video here and let's get rolling. Hello, Charlene.

Yes.

Hey Charlene, this is Tyson. Um, it looks like you filled out a form about possibly selling your property over here on Highland Drive.

That would be correct. Awesome.

Well, I was hoping, um, you know, I could learn a little bit more about the property, and then either one of two things would happen. One, uh, my company would be interested in purchasing it. We'd be able to make you an offer. Or two, We wouldn't be interested, and I'd still like to, you know, point you in the right direction of some different resources you would use. How does that sound?

Sounds good.

Awesome. All right, guys, so that composes the intro. I'm gonna pretty much be doing every— I'm gonna introduce every single call pretty much that exact same way. The only difference is because this is an inbound lead, I say, hey, you filled out a form on our website. If this was an outbound lead, I would say, It looks like you spoke with one of my assistants. But the important thing is you're introducing who are you, make sure you've got the right person, why are we talking, and also what is going to be the result of why we're talking. So at the end there you can see, hey, one of two things is going to happen. Either we're interested in the house or we're not interested. So we're letting everybody know, again, just quick little review. Who are you? Who am I? Why am I calling? What is going to be the result of our call? That composes the entire intro. I do that the exact same way on every single call. Now we're going to move into where I figure out the seller's motivation for selling. Well, can you catch me up to speed here, Charlene? What's got you looking to sell this place?

Well—

Also, a quick little note here. You'll notice that the way I'm talking, it's like very soft, a lot slower. That's because when she picked up the phone, I could tell immediately, okay, this is a lady. Like, she talks soft and slow, so I wanted to mirror that. Now through this part that's sped up is pretty much just her telling me why she's got to sell the house. She starts talking about all kinds of things, ex-husbands, all manner of things. Just basically she doesn't live in that area anymore and I'm just, for the most part, I don't say a thing. I'm just sitting there listening and that's it. The whole time that she's doing this, I'm half listening, I'm kind of taking notes, okay, why is she selling this place? And I'm also looking on my computer and I'm starting to comp the property. You okay?

Yeah, you guys be good, guys. If you want, you know, I'll be sending you gift baskets forever, you know?

Alright.

Well, I think, you know, now look, I don't know what we can offer. I don't know any of that yet. So after that whole thing that we just skipped over, that's just her talking about her motivation and we also just talking about the condition of the house. Guys, if you want to see the exact questions I ask during those portions, you can download my script, um, absolutely for free at www.freewholesalingresources.com. The link will also be below, but you'll see the exact, uh, questions I'm asking about the condition of the property so I'm able to effectively comp. Now at this point in the call, I'm moving over and I'm basically going to try and uncover any future roadblocks that might stop us from being able to do the deal. So I'm gonna figure out some things like, hey, what are you gonna have to figure out? Is there anybody else involved? I'm basically going to tackle these objections that could come up later right there in the beginning. Rather than waiting for the objection to come, I'm actively seeking it out so I can handle it right then and there. I'm gonna take this from my underwriters, but assuming that we can make that work for you, is there anything else you need to figure out before you wanted to move forward?

No, you know, I just have some, some items down there. I have to, you know, get the moving truck down for it, you know.

But so just to tell you a little about our process, so after we've addressed all of the roadblocks, which again there weren't really any, that's why I didn't include it. It was just a lot of talking, a lot of whatever, her just talking to me a ton, which is a good thing, guys. Whenever you get somebody talking and you know it's a good qualified lead, I let them run. I want them to talk because the longer they talk to me, the more comfortable they're gonna be with me. So now I'm gonna walk her through because at this point I have already looked, I've analyzed the property, I know the price she's asking is gonna be a deal for us. So now I'm gonna set expectations and basically I'm gonna tell her exactly what's gonna happen next. The way this typically works is I take the information that you've provided to me, I'll take it to my underwriters, they'll take a look at it, you know, they'll look at the property, and then, you know, we're buying lots of properties all across the country, and we'll look at the different ones we have, um, currently in that area, and, uh, they'll do their thing, you know, they'll sharpen their pencils, and they'll give me a price. I'll come back to you and I'm gonna say, hey, here's what they said, does this work? At this point, I'm kind of rambling, I'm not on top of my game right here. Like that, what I just barely said is who gives a shit? Like instead, I would shorten that much more concise. I'm gonna say, hey listen, I'm gonna take that information you provided to me, I'm gonna take it to my underwriters, they're gonna do their thing, they're gonna figure out how much we can pay for it, and I'll give you a call back and I'll let you know. How's that sound? Work. Now, if it does work, we go over and we send the offer to you in— this is important because I know that our price is going to work for her, so I'm explaining her what's going to happen next— writing to your email. And then you and I would go over it, make sure that you fully understand it, you know, make sure that it's got all the points that you want, right? Things that are saying how much money we're giving you for it. Uh, when we close, meaning when you get paid, um, all the things like that. Make sure that you fully understand it, make sure we're both on the same page, and if we are, then we can go ahead and we can get things moving on it today.

Yeah, that'd be cool if it works out.

I don't know if you guys can hear that, but she was basically like, that'd be cool if it work out, right? So now I'm just coming in here, we're just making sure that, hey, this is exactly what you want to do. We hang up right now at this point. After, so basically we've ensured, hey, you're ready to move forward today. Which by the way, earlier in the call I had asked her, hey, is there anybody else who'd be involved? And she told me no. I said, you don't have anybody else who'd want to look at this, make the decision with you? She told me no. Now despite doing that, you're gonna see we do run into some difficulties. So this is where I'm calling her back and I'm actually presenting the offer.

Hello?

Hello, Charlene?

Yeah.

Hey Charlene, it's Tyson.

Hi Tyson.

Were you getting my other call? Also, after I had— the first time I called her back to make her the offer, all of a sudden like my phone system or something with her, it was just automatically getting declined. And I was live on TikTok at this point, mind you. People are like, oh, she blocked your number, whatever, this and that. And I'm thinking, oh, maybe. But then I ended up calling her for a different number. That's why I'm confirming this. Also, I was just barely— I think I was having some technical difficulties with my phone. I was trying to call you from my number and it wasn't working.

Well, no, I got, um, I got AT&T, um, like network protection on my phone, so it probably rejected your number. Other number.

Yeah, it was weird.

The rigid— those rigid, um, controls on it.

Yeah, well, I mean, I got the same thing with mine. I don't like getting spam calls or anything like that. Yeah, but hey, um, I got some good news. Well, I got some good news and some bad news. Um, so the bad news is that our cash offer is coming in under what you were looking for. So my underwriters took a look at this and their number was $53,252. So what I'm doing here is I'm anchoring her. I can't remember exactly how much she needed. I think it was something like $56,000 or something like that. Now I'm telling her that our cash offer isn't going to work. And I'm selling her right away that, hey, this is not what you're going to want to do. I'm saying also a very specific number, You'll notice I said, what, $53,250, something like that. The reason why I use a super specific number is because when you do something like that, it feels like it was very calculated. Like, people are less likely to try and negotiate with you if you use a specific number. Where if I just said $53,000, that feels like something that's kind of a ballpark, right? Maybe you could come up some more, and I want to avoid all of that. But the biggest purpose of what I'm doing here with the cash offer is I'm anchoring her low. I'm like, oh, I'm deflating her a little bit, like, oh damn, that's less, so that then I can prop her back up with what I'm about to do.

Okay.

Now, I don't think that you want to have to bring any money to the closing table because that would suck, and I wouldn't recommend you do that. But the good news is that your property qualified for our concierge service. So here's where I'm coming in to pitch Novations. This is all part of my Wholesaling 2.0 technique. So is what this means— so basically every single property we look at, we can understand that we have a certain criteria of what we buy properties for, but we can look at something and tell, for instance in your case where you have a set price that you want to get for it, where we can look at things and we can say, hey, we think we could get you that price, it just wouldn't be us who was So what I say there is it's not going to be us who's buying it. So that's the most important thing, because I'm telling her, look, it's not gonna be us who's buying it, but we make it our priority to know every single hedge fund buyer, every single national buyer, every single local buyer in that area who is going to be an investor and is going to be able to take care of your needs, and I'd be able to connect you with them. Yeah, I'm still here.

Okay.

So after all of that, I basically explained to her, hey listen, if our company is gonna buy it, we got to be at $53,000 something. She wants $56,000. I told her, however, using this other program, we could actually get you $60,000 for the house. Now here's the thing, she was kind of like wary about what is this other program. She's asking me questions, is this done a lot? Like a a lot of people doing this? Is this the normal thing to do? And I'm basically explaining to her, yeah, like, this is something we do all the time. Only certain properties qualify for it though. Yours is a great fit. And then she's like, okay, well, look, I'm really interested, but I need to have somebody look at it. And this is after, again, mind you, that she's told me earlier— I had asked her, is there anybody you're gonna need to look at this? And she said no. But now she's telling me again, hey, no, I'm gonna need somebody to look at this. So what I did is I said, hey, I totally get that. Of course you want to have somebody look at it. Here's what I recommend we do. Let me send you over the agreement. You and I'll walk through it so you understand it completely and you know what questions to ask whoever you're gonna have look at it. And she says, okay, let's do it. So I sent her over the agreement and we walked through everything line by line. She tells me, she says, look, I'm on board, but I just won't be able to sleep at night if I make this decision without having somebody look at it. Now here's the thing. Normally I would be like, because I have built enough of a rapport with her, I've done this enough times to know that she's being serious. Like, like she's not just dilly-dallying the decision. She's just genuinely one of these analytical people that is gonna need to have some kind of reassurance. Now there's a couple things for this. Number 1, I could have done a better job building rapport with her, showing her that she can trust me. But in this situation, I wasn't able to do that. Also, I was on live and I really wanted her to sign like right there on that call just because I had a bunch of people watching and I was like, hey look, I want to make this happen. So I was pushing her pretty heavy, but it didn't end up working out.

I don't know, again, AT&T.

Yeah, so I mean, what do you think? Here's the thing is, you know, if you understand everything I don't think there's any reason to delay this anymore. I think let's go ahead, let's get this filed, let's send it on over to the title company, and then we can be one step closer to making sure, like I said, you don't have to pay another utility bill, and we even get some money in your bank account. So this is me trying to close her. You notice I'm talking about all the benefits from her. I'm not talking about myself. I'm saying, hey, listen, we're gonna get you one step closer. You don't have to pay a utility bill. "Let's get some money in your account." I'm talking about the things that she wants. Now, this is not the first time I tried to close her on this call. There were multiple times when essentially I asked her to sign and she blew me off.

Oh yeah, definitely. Just if I could sign it by someone tomorrow. You know, 'cause I hate to, you know, anyway sign contracts without someone else, you know, like looking at it. You know what I mean?

As you can see, I'm really disappointed. That's because I'm very good at getting people to sign the first call I have with them, just a one-call close. And I believe in doing that because here's the thing: when you get somebody who's ready to make a decision, they're ready to move forward, you need to do everything to make sure they make that decision. Because that moment is lightning in a bottle and you need to capitalize on it right then and there. You have no idea how many things can change between when they're ready to make the decision, and then tomorrow. So you never want to delay things. I was thinking about this the other day. I was on my computer. I was about to download GTA 5. I've played the game before, whatever, but I had it on Steam. I had everything pulled up, and I was gonna buy it. I can't remember how much money it was, but I was gonna buy the game, and it had me like— it needed to enter my card info, but I didn't have my wallet on me. I was like, I'll buy in a second. But I ended up going to bed and now it's a week later and I realized I didn't buy that game. I was fully ready to. If it would have been convenient for me at that moment, I would have purchased the game. But I waited. And because of that, I never ended up making a decision. We want to prevent this with the people that you're talking to. Yeah, no, I can understand wanting to do that. I mean, was there a part about it that you were like unsure of or— As you can see here, I still haven't given up. I'm still trying, guys. This is probably the 4th or 5th time she's told me no, and I'm still digging.

No, no, I understand. Unfortunately, the day that we live in, the age that we live in, the day and age that we live in, you know, you just have to like, you know, trust but verify. Yeah. Everyone and everything, you know?

Yeah.

Unfortunately, nothing personal, you know, but I do understand, you know.

So at this point, I know, okay, she's not signing, so I'm going to do my best here to kind of She's not signing right now. Spoiler alert, she does eventually sign. She actually signed the very next day. I called her the middle of the day and I was like, hey, what are you thinking? She's like, oh, we're like 3/4 of the way there. I'm having somebody look at it. Can you call me after work? I said, sure. I actually forgot to call her and she texted and was like, hey, I'm ready to sign. So I rang her and she was like, hey, I've got it pulled up. How do I go through? Where do I sign? And then after she signed, she like told me her whole life story. Took about 30 minutes, but we did eventually get the deal.

I like a lot more than I did, you know, because I could just run it by someone, you know. I'm all in, I just, you know, just for my own sanity, you know.

Now there is something I could have done here. When she says, look, I'm all in, there was some way I could have gone, I think, like looking back on it, that I could have probably gotten the deal. And that's where, look, here's the thing is even though I'm very good at this, I always have things that I can learn to improve. Hey, listen, I get you. And like I said, you know, look, the last thing I want you to do is for you to do anything you're uncomfortable with.

Um, no, because I definitely want to— I definitely want to like sign off, you know. I just, like I said, no, unfortunately, you know, the times that we live in, you know, you have to trust but verify, you know. So Yeah, nothing personal, you know, like I'm, you know, I want to do it all in right now, but I think I just, I do need to kind of probably, you know, like trust and verify, you know. Um, but I will definitely be calling you tomorrow, you know.

All right, well, that sounds like—

and you have my number too. Yeah.

All right, well, hey, Charlene, thank you so much.

I'm excited.

Absolutely. Me too. Listen, you know, I'm excited to get the opportunity. Thank you for taking the time to speak with me today. Hope you have a wonderful rest of your night, and I look forward to hearing from you tomorrow. Okay.

Yes, yes, for sure. Thank you so much.

All right. Have a good night.

Thank you. Thank you. You have a good night. Thank you. Bye-bye.

So, guys, that was the end of that call. At the end, as you can see, I felt really defeated. To me, it wasn't even about getting the deal. It's just I'm like competitive. Again, this is my craft. This is something I pride myself in being very good at. So I felt like I had sort of lost the game in that situation. Which speaking of which, if you guys play the game, I realized I just lost the game talking about it right now. If any of you guys know what I'm talking about. But so again, we did end up getting the deal. She had somebody look at it. They're like, hey, everything looks fine. And then she called me, she signed, we got it. It's going to be coming up on the market pretty soon here. Now, this next call, this is where I'm talking about, this is a nice one-call close. Basically, this guy calls in and I end up getting the deal right here on the phone with him. So let's see how I do it. Hello, Eugene?

Yeah.

Hey Eugene, this is Tyson. It looks like you filled out some information on our website about selling a property here in Janesville.

Yes, I did. Thank you very much.

Yeah, absolutely. Did I catch you at a bad time?

No, no, I just was outside and just walked in the house and heard the phone ringing.

Oh, excellent. Well, so, um, I'd be interested in making you an offer for the property. I've done a little bit of initial research and I just need to ask you a few more questions and then we'll be able to get you an offer.

Okay, thank you very much. I appreciate it.

Same thing, guys. Who am I? Who are you? Why I'm calling you, what the result of the call is going to be. Yeah, absolutely. So, um, can you kind of catch me up to speed here? Uh, what's got you thinking about selling? Exact same thing I said to the last girl. Why are you wanting to sell?

Okay, what else? I couldn't quite hear what you said.

Uh, I was asking, uh, what's got you thinking about selling this property? He comes on, he starts talking, starts telling me why he's selling it. He comes through, he explains it. Again, guys, I have a script for this. You guys can download it. You'll see the exact questions I ask, how I get them to keep talking. After that, we move into the condition of the property and ask the same boilerplate questions every single time. While I'm coming through and I'm asking the questions that are, you know, pretty much the same every single time, once I've got them talking, then at this point I'm spending my time, I'm looking at the property on Zillow, figuring out how much I can pay.

Okay.

Awesome. Well, Eugene, I think that's all the information I need right now. Real quick, before I go get a price from the underwriter, I just want to make sure, as long as the number makes sense, is this something you'd be willing to move forward with today? Again, I'm making them give me a commitment. I want them in their head already to be like, okay, yeah, I'm gonna move forward with this guy.

Oh yes, exactly, yeah. I'm sure you guys can find all the information. It seems like you have all the information on the place already, so yeah, we like to be safe.

All right, um, well, I'll tell you what, Eugene, I'm going to take this information over to them. Will you be available in about 10 minutes for me to call you back?

I'm going to be here all day. Thank you very much.

All right, perfect. Well, um, I'll talk to you in about 10 minutes here. Let me go, let me go get to work.

Okay, thank you.

All right, thank you, Eugene.

Bye-bye.

Hello, Eugene. So again, I hung up the phone, told him I was going to call him back in 10 minutes. I needed to finish comping the property. It was a little bit more of a difficult property for me to comp while I was on the phone with him. And so I needed to take a second to look at it and really get my numbers dialed in. I knew that at the price he was asking, we had a deal here. So here's how I got the deal closed.

Yes.

Hey, are you still there? Yes, I am. All right, did you get that email?

Yeah, I'm trying to open it right now. All right.

Okay. So I called him, same exact thing as I did with the other girl. I offered him a price that was a lot lower than what he needed, and I was like, hey, if my company is going to buy it— so his number was he owed $120,000 on the property and he He wanted to walk away with another $20,000 so he could buy a car. So his number was $140,000, something like that. I told him if my company is going to buy it, we have to be at $118,000. He's like, "Ah, shoot, that's not going to work." And I say, "Hey, well listen, I got this other thing we can do where I can actually get you more money." And we ended up, I think it was $159,000. And I explained to him that, "Hey, look, we're not going to be the buyer." He was like, perfect, let's do it. So I said, okay, I'm going to send you over the agreement. And then I walk him through it. Guys, if you want to, if you have questions about how I walk through our agreements, I have the whole video on that you can go check out. All right, yeah, we got it. I just got it back. It looks like we filled it all out perfectly. So, uh, Eugene, the next steps are going to be my, my transaction coordinator, her name is Valentina, she's going to give you a call in probably the next the next like 30 minutes or so, and she's gonna walk you through everything that's gonna happen next. And right now, as we speak right now, we're already mobilizing on getting this property sold for you so you can move out April 31st.

Thank you very much.

Absolutely. Thank you, Eugene. Um, so like I said, hey, absolutely. Uh, so Valentina is going to be giving you a call within the next like 30 minutes or so, okay?

Okay, thank you very much, man.

I appreciate All right, thank you, Eugene. We'll be in touch.

Thank you.

Bye-bye. All right, guys, so as you can see, I have built a bulletproof process, and I do it the same way every single time. And this is how we are allowed to consider— we are able to consistently get, um, you know, these real estate deals. Uh, guys, if you want to learn my system of wholesaling, the link for Wholesaling 2.0, you can also find below. This is where I'm going to show you our exact strategy of why we're able to offer sellers more, why you don't need a big buyers list because we're able to sell deals in every single market without having a big buyers list, and all of my systems and processes that will allow you to replicate exactly what I'm doing. If you guys enjoyed this video, please consider leaving a like. If you haven't already, make sure you hit the subscribe button. Button, and we'll see you on the next one.