Step-By-Step What A Multi-Million Dollar Wholesaling Business Looks Like In 2026 | Brent Daniels LIVE Show

This is the Wholesale Hotline Podcast (Brent Daniels Show Edition), the best 120 minutes in wholesaling education -- live with Brent Daniels. Show notes -- in this episode we'll cover: Brent answers your questions live. Knowledge from Brent and some of the best wholesalers in the industry. The most important news affecting the wholesaling industry. Your weekly dose of wholesaling motivation. Interviews with industry experts and successful wholesaler. Please give us a rating and let us know how we are doing! ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ ☎️ Welcome to Wholesale Hotline & TTP Breakout🦏🍌! ☎️ Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low cost, and incredibly effective telephone marketing program... Also known as “TTP”... it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day! Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events... A natural leader, Brent combines his passion for helping others with his high energy, “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible! ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ JOIN BRENT FOR THE LIVE SHOW EVERY WEDNESDAY AT 10:00 AM ARIZONA TIME: https://www.youtube.com/c/BrentDanielsRealEstateCoach/ ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ 💲 USE THIS LINK FOR DISCOUNTS AND FREEBIES TO USE IN YOUR BUSINESS: ttplinks.com http://ttplinks.com 💲 Become a "TTP Insider" for exclusive tools and trainings (it's FREE to join)!: https://www.talktopeople.com/insider/ https://www.talktopeople.com/insider/?el=podcast Want to work with me one-on-one? 📞 Book a call with my team!: https://www.talktopeople.com/coaching https://www.talktopeople.com/coaching?el=podcast Service for Distressed Property Lists and Property Valuations - “TTP Data!”: http://ttpdata.com/ ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ 🔌 PLUG IN & SUBSCRIBE 🔌 🔸 Brent Daniels's YouTube: https://www.youtube.com/c/BrentDanielsRealEstateCoach/ 🔹 Brent’s IG: https://www.instagram.com/brentdaniels_ttp/ ➖➖➖➖➖➖➖➖➖➖➖➖➖➖➖ 🤝 #SQUADUP & GET MORE DEALS DONE in the Wholesale Hotline LIVE Facebook group: https://www.facebook.com/groups/759418414582645 🤝 ‼️‼️Pro tip: Make a post with your market & what you need help with‼️‼️

• 0:03Speaker 00

  You are listening to another TTP Breakout with Brent Daniels on the Wholesale Hotline Podcast.

• 0:15Speaker 01

  Welcome to the channel where wholesalers and flippers learn to unlock their potential and rise to consistent six-figure months. You're not just building a business, you're building freedom, confidence, and a life you're proud of. Every episode moves you one step closer. Let's grow together. Woo, I am telling you, who's going to control today?

• 0:42Speaker 01

  Who are you going to let control today? Is it going to be you? Can you imagine? Can you imagine talking to a prospect, talking to a lead, and letting them control your day? No. What about, what about social media?

• 1:01Speaker 01

  All the news, are you going to let that control your day? Or are you going to control what you do today? Control what you do, quality conversations, and make offers. How many quality conversations are you going to have today? How many are you going to have? It's all up to you. It's all up to your team. Control the day. You control the outcomes. You can choose to be confident. You can choose to understand how much potential this market has. You can control how optimistic you are, right? Don't let the fears, don't let the anxiety, don't let the pessimism.

• 1:45Speaker 01

  Don't let outside forces control your day. You have your own brain. Control the controllables. All right. Now, we are on Phase 3 of breaking down the 20 skills of building a 7-figure real estate business. The 20 skills that you build are time management, lead generation, pre-qualifying, lead follow-up, property valuation, recognizing potential and exit strategies, repair and renovation valuation. Today, we're going to be talking about handling objections, closing skills, your offer presentation,

• 2:29Speaker 01

  and negotiating contracts. Woo, this is what, this is my favorite time. This is my favorite episode. I'm telling you, because you get these skills locked in, you are unstoppable. Number 11, cash buyer database, that'll be the next episode. Negotiating with your buyer, escrow and title, building your team, business planning, tracking your numbers, mindset, goal-setting and motivation, money management and profitability, and understanding personality styles. So let's jump right in. Let's jump into handling objections. Ooh, I remember starting out,

• 3:11Speaker 01

  I was so scared I would hallucinate all the time, the different things that people would say to me, right? And I was, I was like, oh my gosh, I'm new at this. What if they ask me a question that I don't know the answer? Well, I'm telling you, after we go through these eight bullet points, you're gonna feel unbeatable. You are gonna feel like a gunslinger. You're gonna be waiting for objections to pop up because you're gonna know how to handle them. All right. Now, remember, an objection is just an unanswered question in the mind of whoever you're speaking with. That's all it is. It's an unanswered question. So you figure out how to answer those questions,

• 3:54Speaker 01

  you're, you're just unconscious. You're not sitting on your back foot. You're not, you're not just kind of, oh, oh, oh, and then just coming up with whatever jibber jabber comes to your mind, right? So it is just an unanswered question. They're not trying to fight you. They're just trying to understand the process. They're just trying to understand, is this somebody that I can trust with the sale of my property? That's all it is, an unanswered question, but we have to understand, is this a question? Is this an objection or is this a condition? What's the difference there? A condition is something that you can't control.

• 4:37Speaker 01

  All right, a condition is, for example, they don't have any equity. They just bought the house a year ago. They put 3% down. There's not a lot of wiggle room that you can go with a cash as is offer. That's a condition. What about the condition that they don't even own the property? Right, you're speaking to somebody that doesn't even own the property? Or maybe they're going through the probate process and they're just trying to get some information? And they're just trying to see what somebody will offer them. That is a condition. You have to, you have to understand, those are not things that you can just overcome. You can overcome objections. You can handle objections. You can handle the questions that the prospects have, but you can't overcome the conditions.

• 5:21Speaker 01

  All right, so you got to really dig in and make sure that you are speaking with the actual decision maker. You have to make sure that they have the motivation and they have equity. Remember, great deals are born from those two. They have a true, they have a true problem. That you can solve.

• 5:44Speaker 01

  That, that is, that is where you, that's where you want to spend your time is with those prospects. Okay, they need to have equity. They need to have equity for us to be able to give them a cash as is offer. But we have to make sure that we're doing everything we can to requalify and I'll get into that in just a second. But is it a condition or is it an objection? Make sure that you understand the differences between those two. All right, the next is deja vu. I am telling you guys, there is only 12 to maybe 15 different objections that you're going to run into time and time and time again.

• 6:28Speaker 01

  So this is what I want you to do. When you run into an objection, when you're running into an unanswered question in the mind of a lead, write it down. Write it down and come up with two answers. Two different answers to that. Get, get like a, a note card and right at the top, the big question that they have. How many deals have you closed?

• 6:54Speaker 01

  Do you, do you, do you buy these properties with your own cash that's in the bank? How long have you been doing this? Right? There's only a certain amount of objections. So make sure that if you run into one where you kind of get stumped, write it down and come up with two different responses. I would love to see in the comments section, any of the objections that you guys are running into and we will solve them here live on this show. Okay. Great to see you, Jacob. Great to see you, Brandon. Great to see you, Edwin. Great to see you, Laugh Lounge. Absolutely incredible. Thank you guys for already getting in and participating.

• 7:37Speaker 01

  We are live. Make sure that you are asking your questions in the chat so that we can get them answered as we go through this training. Okay?

• 7:48Speaker 01

  And I'd be curious to see what objections that you guys are running into in a regular basis. That you, maybe you already know how to overcome and then put it in the chat so that everybody can get that knowledge and implement that into their business right away. Okay? Now, one a week so that you ain't weak. Just focus on getting really good at one objection a week. One objection that you're running into and you're like, man, I just, this, this one is really hard to overcome and just focus on it and practice it and role play it. Find somebody that you can role play with or role play with yourself. But role play is really important. You don't want to role play live when you're talking to a lead.

• 8:33Speaker 01

  So just focus on one a week. Just focus on one that you're that that well, I they want too high of a price. Okay, great. Right? May maybe they're they're they're throwing out something along the lines of, um, uh, well, how is this? How is this different than listing with a real estate agent? Write it down. Come up with it. Right? John, Brett, long time since I've been in here with you. Love what you're doing. Uh, thank you. Thank you. Great to see you, John. Welcome back. Good to good to have you on here. That's awesome. Okay, next, when you are handling

• 9:15Speaker 01

  objections, if you want to be really bad at this business, argue with people. I don't care what price they throw at you. I don't care what their expectations are. You confirm and approve, write it down, confirm and approve everything that they're saying to you. When you argue, you add friction to the relationship. When you add friction to the relationship, now you're not, you're not partnering up on the sale of this property. You're you're just, you're just fighting with them. It makes no sense. Well, I want 500,000 for this. And you look it up on Zillow, and it's worth 350. Okay, interesting. Tell me more about that. How'd you come up with?

• 9:59Speaker 01

  How'd you come up with 500,000? Is that something that a Realtor told you? Is that something that you've just been looking around online? And that's, that's the the number that that makes sense? Like, tell me how you got to that number. Don't argue. Confirm and approve. Okay, that's great. Yep, totally understand. Yeah, that makes a lot of sense. Right? Are you? Are you one of those wholesalers? I locked up a deal. I signed a purchase agreement, a contract with another wholesaler, and they totally screwed me. Are you one of those?

• 10:35Speaker 01

  Right? Don't argue. Oh, you, you, all, all wholesalers aren't bad.

• 10:42Speaker 01

  Oh, you know, some, some wholesalers are really good. There's some bad eggs, but we, you know, you don't want to throw the baby out with the bathwater type of thing. Stop. Don't do any of that. Don't argue. Jacob has it right here. Boom. Jacob, your offer is too low. That's way below asking. We won't even consider it.

• 11:01Speaker 01

  Is that a, is that a condition or is that an objection?

• 11:09Speaker 01

  Maybe they, maybe they can get more, Jacob. Maybe their property is in good condition. Maybe the best thing for them is to work with a real estate agent. Go put it on the market. Remember the three factors. Right? Price, speed, convenience. They can't get all three. They have to pick two. If they want speed and convenience, they have to work with us on price. All right? Make sure that we're pre-qualifying. You got another one here, Jacob. We won't go that low. Our neighbor sold for more. Zillow says it's worth X. Absolutely. I totally understand. But we, but what you, what you said is that you wanted this property gone in two weeks.

• 11:53Speaker 01

  You wanted, you, you didn't want to worry about appraisals. You didn't want to go through a lengthy inspection period. You just wanted this done and dusted in the next two weeks. Is that right? Yeah, that's right. Okay, great. Well, to be able to get you what you want in the time that you want, you know, we really have to work on the price.

• 12:14Speaker 01

  Because for us to go in, it's a big, it's, it's a much bigger risk to buy a property cash than it is to get a conventional loan. And so with higher risk, we're looking for higher reward. We are investors. We are looking to make a profit on this purchase. Does that make sense? Yes, it does. And I'm going to go, I've got a great call with Ryan here where he really talks about getting their goal. Getting to the goal. He, he almost opens with it and I'll get to that in just a second. But next is pre-quali. Oh, here's another one. Jacob's just throwing them out. We're getting multiple offers. Beat this or we're going with somebody else. I love this. This is really the only reason that we don't get some deals. Some people outbid us. Listen.

• 12:58Speaker 01

  Mr. And Mrs. Seller, I want you to get as much for this property as possible. I want you, whatever your goal is, we'll never tell you what you should sell your property for. We can only tell you what we can buy it for. And if we're competitive and I'll go through all of the benefits of working with us. But if somebody, if, if price is your number one factor of who you're going to select to buy your house, totally understand. What, what offers have you gotten so far?

• 13:29Speaker 01

  Well, we got this offer, we got that offer. Okay, great. Why haven't you taken them yet? And then this is a beautiful question that Ryan Thor and my acquisition manager asks all the time. All right, he, he really breaks it down. First he's going for, for their goals and then he's going for, well, why, why haven't you taken that offer yet? And then he hits him with, how are you going to know when the right buyer comes along? Or the right offer comes along?

• 13:58Speaker 01

  Open ended, how are you going to know you, how are you, how are you going to know which offer that you're going to take? Whenever there's multiple offers, really, really understand that, well, whoever gives us the most, whoever has the best reputation, whoever can close at this amount of time, whoever can close at this amount of time with this price. Okay, great. So have you already gotten that price yet? Yes. Okay. So you're just seeing if I can beat that price? Yeah. And if I can't beat that price, are you going to go with that offer? Yes. Okay, great. Well, let me get this back and, and Ryan sends it to Chad, our disposition manager and our finance manager.

• 14:40Speaker 01

  We call that, I know that RJ Bates rails on that, but RJ Bates has a different approach because he is the decision maker and Ryan isn't in our model. Our acquisition manager is not in our model. And it gives us a little bit of time to be able to pull out some more information so that we can give it to Chad, so that Chad can evaluate the deal to see if there's any other strategies that we can implement with our actual purchase agreement. All right, but you gotta pre-qualify every single time. You can't handle objections if you didn't pre-qualify them.

• 15:15Speaker 01

  Right? Condition, timeline, motivation, price. Condition, timeline, motivation, price.

• 15:23Speaker 01

  Pre-qualify them every single time. That is the skeleton of every conversation you have.

• 15:32Speaker 01

  John says, I tell sellers all the time, it's very likely that if this property was fixed up and market ready, you'd be able to sell it for more with an agent. Is there some reason you haven't done that yet? I love it. I love it. That is awesome. Jacob, we want to wait before accepting your offer because we have someone else coming later or another buyer viewing schedule. Amazing. I think it's really important that you feel 100% confident with the decision that you make. And so getting multiple offers, that's, that's phenomenal. That is absolutely phenomenal. So make sure that you do that. Let me ask you this. Once you have those different offers, how do you

• 16:14Speaker 01

  know which one you're going to take? Okay. And did you have a number? Do you have like a

• 16:21Speaker 01

  a number that is if I get that number, I'm ready to move forward?

• 16:27Speaker 01

  No. Yes. Yes, I do. Okay. What's that number? It's 250,000. Okay. So if I can get you 250,000

• 16:36Speaker 01

  and we can close in the time that you want and all the other terms of the, of the agreement makes sense. Is there anything stopping us from just moving forward? I mean, so you don't have just a caravan of people coming through the house that maybe they're going to just lowball you or maybe you just, you know, you just don't want to deal with it. Maybe you're too busy. Right? And so we've had, Jacob, we've had plenty of opportunities where the, the sellers tell us that they're going to have, you know, we're, we're going to get five offers and we go in and we understand what their goal is and they just decide to work with us. They're like, you know what? I'm good. I'm good. Let's, let's just move forward. Right? I like you guys. You guys have a good reputation.

• 17:18Speaker 01

  I got the price that I want. So let's just move forward. But you never know those things unless you dig deeper. You got to peel the onion, peel the onion. Be a truth teller and truth seeker. You want to get trouble, if you want to get in trouble in this business, lie. You don't have to. There are so many opportunities there. I'm telling you every second of every minute of every hour of every day. Somebody is trading price for speed and convenience. There are more opportunities. It is a conveyor belt of opportunities out there. So don't go in there and just make stuff up.

• 17:59Speaker 01

  Because then you always have in the back of your mind, wait, what did I tell them? Wait, what did I tell them? Wait, what did I tell them? If you are 100% a truth teller, then you can just go and it's unconscious. You can just build a great relationship. You can just stay focused on the service and not on, oh my gosh, what did I tell them? Be a truth teller, truth seeker. And with that, the more that you can tell the truth, the more you're going to get the truth out of that prospect.

• 18:34Speaker 01

  They're going to tell you some of the things about the property that they didn't tell anybody else. They're going to tell you more about their motivation. They're going to tell you about the process that they're really looking for, that really makes this special for them to sell the property, or why this property is special to them. So when you're telling the truth and you have that confidence, you're going to get that out of them. Not all the time, but you have a higher likelihood of doing that. All right? And the next thing is Hell Island and Heaven Island. Okay? Hell Island is, that's where they're living right now. They're living with the stress. They're living with the problem. They want to get to Hell Island, Heaven Island, which is the solution.

• 19:20Speaker 01

  But our job is to find what is the most direct path that they can go from Hell Island to Heaven Island. And so I like, I like calling it killing the zombies early. Go through all of the different paths that they can go down. Okay, well,

• 19:39Speaker 01

  you said that this is a rental property for you. That's great. And you're just tired of being a landlord. But if you can't get the price that you're looking for, why not just, you know, kind of clean it up and re-rent it? Have you thought about that?

• 19:54Speaker 01

  Have you talked to a real estate agent about listing it on the market?

• 19:59Speaker 01

  Have you, have you gotten, have you received other offers on the property? Right? You want to kill those zombies early because if you're not pulling these, these answers out of the, the lead, then you're going to run in, they say killing the zombies early because zombies can only kill you if they're up close.

• 20:22Speaker 01

  And up close is like when you're on the appointment, when you're making the offer. You want to do it way far away. You want to see all the other paths that they put in their head of going from their problem to their solution. From Hell Island to Heaven Island. Okay? And so you want to, you want to, you want to get rid of all those other options before you make your cash as is. And you need to make sure that that is the best option for them. You don't know that unless you know what their problem is. And what different ways that they have to be able to solve that. Now let me get into this real quick. I think that this is phenomenal. I won't go through the whole call. It's 15 minutes.

• 21:04Speaker 01

  But I want you to, I want you to really listen to the opening here because Ryan asked, what is your goal? Almost instantly, listen to this.

• 21:16Speaker 02

  Hey Bruce, this is Ryan with Joe Homebuyer. I was calling about your place on Avenida.

• 21:23Speaker 03

  Yes.

• 21:24Speaker 02

  Yeah, did I get you to that time?

• 21:26Speaker 03

  No. No, not at all.

• 21:29Speaker 02

  Yeah, the inquiry came in. I just wanted to touch base with you and kind of see what your goals were.

• 21:34Speaker 01

  This is a PPC lead. As soon as they go to our website, they fill out the form. We get a text message. On, on their text message, it has the, their phone number. I'll show you here. It has their phone number. It's like this, right? We get that and we get the phone number and then we call them up right away. And, and then this is Ryan calling right away and getting some information. Watch what he says here about the goals.

• 21:59Speaker 02

  With the place and answering your questions that you had.

• 22:02Speaker 01

  Hold on, he said it right there.

• 22:03Speaker 03

  No, not at all.

• 22:05Speaker 02

  Yeah, the inquiry came in. I just wanted to touch base with you and kind of see what your goals were with the place and answer any questions that you had.

• 22:11Speaker 01

  See how he framed that? I want to see what your goals are with the place and answer any questions that you have. He framed it there. We are 21 seconds into this call. He introduced himself. He said he just got the inquiry and he's now talking, framing it as, "Yeah, I just wanted to see what your goals were with the property and answer any questions that you have." Boom.

• 22:39Speaker 03

  Okay, let me give you a little bit of back history. I'm the uncle. My niece is the trustee and the homeowners of the property passed away in December. And so they are looking to sell the property because they both got their own homes here in Tucson. So I told them since I was here in town, I'd start calling around and see what I could find out.

• 23:12Speaker 02

  Got it. Okay. All right. Well, I'm really sorry to hear that. Having to deal with two things at once. What kind of timeline?

• 23:24Speaker 01

  Beautiful. See how he already got the motivation? He's already got the motivation. Owners passed away in December. They're going through the process of probably the probate process or inheritance process to get title to the property. They already have property, so they're just looking to sell it, right? And then he goes right into timeline. Listen to this.

• 23:47Speaker 02

  Is everybody kind of looking for as far as when they're wanting the house to be sold?

• 23:56Speaker 03

  I guess the timeline and it may be flexible. I had said sometime in April, mid to late April, just due to the fact that my availability to come back and forth from California to help out. I was committed for some business and some other events in March. So I couldn't, I couldn't come back. And basically that's to help them go through personal items and try and get the house cleared out of all their personal items.

• 24:35Speaker 02

  Got it. So you guys need a little time to go through to see, you know, what you want to keep and what's okay with leaving behind?

• 24:42Speaker 03

  Right.

• 24:43Speaker 02

  Got it. Okay. All right. Do you, you're at the house now?

• 24:49Speaker 03

  Yes.

• 24:50Speaker 02

  Okay. Can you give me a little update as far as, as far as the condition?

• 24:56Speaker 01

  Guys, condition, timeline, motivation, price. Condition, timeline, motivation, price. What are we talking about here? He's getting it all. This is an expert. This is the best of the best you're listening to.

• 25:09Speaker 02

  I mean, any, any, any updates or any, anything done to the house in the last five years?

• 25:16Speaker 03

  I think the hot water heater was replaced. The, one add-on, added bathroom was completed. And that's about it. It's, can I be honest, it's definitely going to need some work. It's outdated. It's, you know, 40 years of living here.

• 25:41Speaker 02

  No, sure.

• 25:42Speaker 03

  So, you know, it's

• 25:45Speaker 02

  Yeah, that's okay. That's what we do.

• 25:47Speaker 03

  Me, me and an overhaul.

• 25:49Speaker 02

  Yeah, a little, a little TLC.

• 25:51Speaker 03

  Yeah, okay.

• 25:54Speaker 02

  Yeah, something like that. You said that a bathroom was added?

• 25:59Speaker 03

  Yes.

• 26:02Speaker 02

  Okay, was that, was that done recently?

• 26:06Speaker 03

  I'd say, I don't know, within the last five to 10 years.

• 26:12Speaker 02

  Okay, alright, and then you may or may not know this, and that's okay, do you know if it was permitted when the addition was added?

• 26:18Speaker 01

  Great question, was it permitted? You gotta get permits for bathrooms.

• 26:25Speaker 03

  I've tried to find out, I haven't found much, the only thing-

• 26:29Speaker 01

  Why is that important, audience? Why is it important to find out if it was permitted?

• 26:36Speaker 01

  If they can't find the documents of it being permitted, what happens?

• 26:42Speaker 01

  What happens?

• 26:44Speaker 01

  If it's unpermitted, it might need to be removed, that, that is a significant amount of repair that needs to be done, or renovation that needs to be done. But if they don't know, if, if they don't know, it's a mystery, well, guys, I don't, because you didn't give us this information, I don't know if we can keep this third bathroom, it's a negotiation point.

• 27:08Speaker 03

  That I know that was added on the property that I found all of the paperwork on, and that was done back in 95, was the shop that was built onto the back.

• 27:18Speaker 02

  Okay.

• 27:18Speaker 03

  Um, that was permitted, and I still have, unless she took the book, I still have all the documents and-

• 27:27Speaker 02

  That's okay, if it was way back then, that's not gonna make any, that's not gonna make any difference, it's just if something was done recently, um, if you had any information, that, and that's fine, and-

• 27:36Speaker 03

  Yeah, and that, and I, I don't, I don't know for sure.

• 27:40Speaker 02

  Yeah, no problem at all, um, okay, so what I'm seeing online, it's not, it's not showing me the number of beds, how many beds does it have, how many bedrooms?

• 27:49Speaker 03

  It's got four, and three baths.

• 27:51Speaker 02

  Four bedrooms.

• 27:52Speaker 03

  And three, and three bathrooms.

• 27:55Speaker 02

  Four bedrooms, three baths, without addition, okay.

• 27:57Speaker 03

  Yeah, they're full, I guess, full baths, yeah.

• 28:01Speaker 02

  Okay, and then it's showing that it's a little over 2,400 square feet?

• 28:06Speaker 03

  Yes.

• 28:07Speaker 02

  Got it, alright. Um, now, do you know the age of the roof and the AC unit?

• 28:15Speaker 01

  Why are we asking that? Why is that important? Cause if they know the age of it, then we, we know that we can't use that as negotiations and, and it's a true negotiation. In Arizona, these air conditioning units last eight to 10 years now. And so that, that's a big ticket item. If the roof, the roofs here, you know, this is particular one is a flat roof, which means it's foam, which means you have to resurface it over and over again. Watch what Ryan does.

• 28:45Speaker 03

  AC, it's a master cool evaporative cooling system.

• 28:49Speaker 01

  They have an EVAP. They don't even have air conditioning. You might not understand like in parts of the country, but an evaporation unit is nowhere near as, uh, as good as a air conditioning unit.

• 29:03Speaker 03

  Um, there's that one and then.

• 29:06Speaker 01

  Just, just knowing that it has an EVAP unit means that they never upgraded it in 40 years to a central air conditioner.

• 29:17Speaker 03

  There's another, um, evaporative cooler on what I've been calling the south end of the house.

• 29:28Speaker 03

  For the, I guess you could call it a mother of my suite.

• 29:32Speaker 02

  Okay. So two that, two EVAP, two EVAP cooling systems attached to the unit?

• 29:37Speaker 03

  Yes.

• 29:38Speaker 02

  Okay.

• 29:38Speaker 03

  Yep.

• 29:40Speaker 02

  All right. Perfect. And then, uh, the roof, do you know the, the age of it?

• 29:46Speaker 03

  No, I do not know the age of the roof.

• 29:49Speaker 02

  Okay.

• 29:49Speaker 03

  I haven't found, haven't found any leaks. I know he was pretty re, pretty religious at coating the roof all the time with the white stuff, but.

• 29:59Speaker 02

  Yeah, sure. Yeah. In Arizona, that, you know, it, it, it beats the heck out of these roofs. So if it's, you know, 15 years old, depending on, you know, the, the layers, it can, it can get pretty worn down. Uh, okay. All right. Perfect. So I had that information. How, you know, uh, what offers have you gotten so far? Like have you, what research have you?

• 30:19Speaker 01

  Killing zombies. He's killing zombies. What offers have you gotten so far?

• 30:26Speaker 02

  Trying to kind of figure out what kind of numbers you guys are hoping for.

• 30:30Speaker 03

  I'm just starting.

• 30:32Speaker 02

  Okay.

• 30:35Speaker 02

  All right. So you've talked to other companies. They've been out. They haven't got your offers yet?

• 30:41Speaker 03

  No, they haven't got any offers yet. I've got one, one Realtor that came out, so.

• 30:47Speaker 02

  Okay. And what, what feedback did they give you?

• 30:51Speaker 03

  He said he would get back to me today and I haven't, I haven't checked emails quite.

• 30:56Speaker 01

  I would never ask that question. Oh my gosh, I don't want to put it in their mind that they can just get a Realtor. They already know that. They already know that. What other offers? And, and, well, we, we haven't gotten any offers yet, but we did talk to an agent. You need to kill the zombies early. Masterclass here.

• 31:19Speaker 03

  Yes. I didn't see anything an hour ago, so.

• 31:23Speaker 02

  Okay. All right. No problem. Do you know if there is a mortgage left on the property?

• 31:28Speaker 03

  Yes, there is. So approximately, I think it was approximately 150.

• 31:35Speaker 01

  Why is he asking about the mortgage?

• 31:38Speaker 01

  Put it in the chat. Why is he asking about the mortgage? I'll let this, I'll let this roll, but why, why even, why even have that? Isn't that private information? Why would he ask that? Put it in the chat.

• 31:48Speaker 02

  Okay. All right. 150. Now have you, I mean, typically, you know, you're selling a house, you probably Googled the address and kind of looked at some other houses and what they're selling in the area. What kind of information did you gather from that? I'm basically just trying to pick your brain because I know, you know, you're more familiar with this particular area than I am at this point.

• 32:08Speaker 01

  Putting the power back on them, trying to figure out the valuation, trying to see what research that they've done. This is just beautiful. Guys, I'll say it again, and I don't know if I've said it four or five times in this episode. Kill the zombies early. What research have you done? Have you looked around? You know, what, what, what do the values look like?

• 32:30Speaker 03

  Well, kind of. I mean, I grew up here, but I've been gone for a long time. I live over in California, so, but I, you know, I, I do have my own, a bunch of rental property over there, so I kind of got an idea.

• 32:46Speaker 02

  Somewhat versed on, on how it all goes.

• 32:48Speaker 03

  Yeah, I'm looking at, you know, you're looking at, you know, probably if it was a lot fixed.

• 32:55Speaker 01

  Guys, he asked about the mortgage because they have a payment on it currently. This is costing them money.

• 33:02Speaker 01

  If they have a mortgage on the property, they have to pay the mortgage.

• 33:09Speaker 01

  Right? The longer they wait, the less that they make. This is coming out of the heirs pocket to pay for that. Or, you know, maybe they got some inheritance from a, from a bank account or something, but it's, it's coming out of that. The longer that they own this property that's sitting vacant, the more, the less that they're going to make on this thing.

• 33:31Speaker 01

  Also, it helps Ryan just understand without doing research, did they just pull out a home equity line? Do they, did they have a reverse mortgage? Did they refinance in the last couple of years and suck all of the equity out of the property? All of those things are really important when you ask that question about the mortgage.

• 33:49Speaker 03

  I'm living ready. I could be, we're probably doing, you know, 360 to 380.

• 33:55Speaker 01

  Did he just pull value out? So he just, he just asked, you know, um, what, what do you think that this, you've done some research? What do you think it goes for? He goes, oh, well, totally fixed up 360, 380. Woo, baby. Now we're working. Watch where he goes from here.

• 34:11Speaker 03

  But, um, you know, I'm sitting here looking at this now. I, I don't have a clue.

• 34:18Speaker 02

  Yeah.

• 34:19Speaker 03

  All right. I know how much.

• 34:21Speaker 02

  Do you have any?

• 34:23Speaker 03

  Go ahead.

• 34:24Speaker 02

  Oh, I said, do you have any experience as far as like rehab work and like what you think it might cost to rehab the 2,400 square feet?

• 34:34Speaker 03

  Yeah, but my, my, my whole perspective is from California, which.

• 34:38Speaker 02

  That's true. It's very different.

• 34:40Speaker 03

  Come on, a hundred percent more? I don't know.

• 34:46Speaker 01

  You get a lead laughing.

• 34:50Speaker 01

  You got them. You got him. You're at least gonna get the appointment. You're at least gonna get a shot. But see how Ryan's tone is? He's just asking question after question. The, the, he, he's getting all, he's pre-qualifying. He's pulling out all of the different, uh, you know, what, what are the paths from Heaven Island, Hell Island to Heaven Island? He's getting all of these.

• 35:15Speaker 02

  All right.

• 35:16Speaker 03

  Christ, I, I mean, Los Angeles, actually it's, it's Lomorato, which is right on the border of LA and Orange County. So.

• 35:29Speaker 02

  Yeah, I'm, I'm familiar with it for sure.

• 35:31Speaker 03

  And it's just like, you know, I'm, I'm actually looking to probably get out of it too, because, you know, goddamn, uh, county with their, now what they're calling rent stabilization, well, beyond the rent control, it's, uh, it's, you know, I, I think this year is 2.78% increase is all I'm allowed to do. And I'm like, he gotta be kidding me. The water wouldn't have that much.

• 35:56Speaker 02

  That does not make sense.

• 35:59Speaker 01

  Confirm and approve. Is Ryan, is Ryan on the other side of the table or is he sitting next to him?

• 36:06Speaker 01

  What do you guys think? Is he sitting next to him or is he, are, are we playing poker?

• 36:12Speaker 03

  No. So, and then insurance is a pain, you know, after the fires, I mean, Jesus, they canceled everybody. Whether you were close to the fires or not. So.

• 36:23Speaker 02

  I know, I know. Yeah. So you kinda have to reassess where you're at with everything and see if it's worth being, you know, a landlord.

• 36:31Speaker 03

  Yep. Yeah, exactly.

• 36:34Speaker 02

  When, uh, when are you guys hoping to make a decision on this, on the direction that you're gonna go? You know, you're obviously gonna, you know, probably talk to a few people and then, you know.

• 36:43Speaker 03

  Yeah, and I'm, I'm bluffing on two weeks, in less than two weeks, cause I leave, um, I kinda wanna have this kind of go in the works before I leave.

• 36:54Speaker 02

  Sure. Yeah.

• 36:56Speaker 02

  Okay, alright, so are you familiar with our process like as far as you know what to expect?

• 37:02Speaker 03

  No, not at all.

• 37:05Speaker 02

  So it's it's not a

• 37:07Speaker 01

  He got it all out, except for like their bottom line price, but he got he got an expectation of what they think the fixed up value is 360 to 380 beautiful. And that's why he asked about construction costs. Are you familiar with the cost to to renovate a 2400 square feet? Because then, you know, you start reducing and reducing and do you know, we need to make a profit. You know, it's going to cost this much. You know that we're going to be paying the title and escrow fees and the closing costs and all of those things. So that this is how he's justifying getting to the number that we're willing to offer.

• 37:41Speaker 02

  Like the direction what you would do if you were to put on the market, you know, you work at the realtor. So our process is the same. We use a title company. They open escrow. They cross their teeth and dot their i's to make sure that everything is done. You know, the way it's supposed to and transfer the ownership and get transferred over legally. Uh, they do all the process as far as contacting the the mortgage company and getting all the stuff for HOA or anything like that. The major differences between what you would do if you listed in a cash offer is some of the pros is it's very fast and it's very convenient. Like you guys don't have to clean anything. You can leave the things that you want. You can you take the things that you uh, uh, that you that you leave the things you don't want. You can take the things that you want. Um, and then the speed, you know, we could close in, you know, two weeks.

• 38:27Speaker 02

  You know, depending on how quickly the mortgage company gets back to the title company. The con is always going to be the price. So cash fires, you know, they're they can't pay the same as what a a person who can take out a mortgage and pay over time would be able to pay. So we always have to purchase at, you know, essentially a discount, right? Because when we spend cash, that return has to come back a lot faster than somebody takes out a mortgage. Does that make sense?

• 38:52Speaker 01

  Have you ever had it explained like that? Have you ever explained that to somebody like that?

• 38:59Speaker 01

  We need a good deal now. We need to make money when we buy because we're not going to hold this for a long time.

• 39:07Speaker 01

  We're going to be buying at cash, which gives you the speed and convenience, but you're going to have to work with us on price. He's literally telling them this. He's literally explaining the whole process. Do you guys want speed and convenience? Great. You're going to work with us on price. Guys, this is real life. I come on these lives and my YouTube channel and I'm it isn't theory. This is what we're doing every day, multiple times a day. This works. This really, really works. This is how you build a multiple seven-figure a year business. And it comes down to making sure that you handle objections. You know how to negotiate.

• 39:52Speaker 01

  You know how to close. You know how to do all those things. You know how to do this deep discovery, but also frame it so they understand what the process looks like and the way that we think about the offers that we make. It's not just that we're just, oh, here's your cash offer. See you. That's what most people do. That's what the amateurs do. The pros go through this process.

• 40:14Speaker 03

  Yeah, I agree.

• 40:16Speaker 02

  Yep. But other than that, I mean, it's a, it's a pretty seamless and easy process.

• 40:20Speaker 01

  Yeah, I agree. He just agreed. He agreed that with the cash offer, it's not going to be as high as if somebody with a conventional mortgage. Yeah, I agree. This guy knows.

• 40:32Speaker 02

  It comes down to what you and the family feel comfortable with on a price, right? And so those are the things that, you know, you guys obviously have to figure out. And then for me, you know, I never tell anybody what to sell their place for. All I can do is run the cash numbers and just hope it aligns with you guys. You know what I mean?

• 40:51Speaker 03

  Agree.

• 40:52Speaker 01

  Agree. I, this is, oh, I love this.

• 40:58Speaker 02

  But other than that, it's, it's, you know, it's not really unlike what you would do, you know, with any other purchase, you know, if you did it the traditional way.

• 41:09Speaker 03

  Okay. All right. Yeah.

• 41:13Speaker 02

  Um, so, uh, what, if I could ask this of you, are you able to, or have you already taken pictures of the property?

• 41:21Speaker 03

  I've got some pictures of the property, all the rooms. And.

• 41:26Speaker 02

  Okay.

• 41:27Speaker 01

  This is in Tucson. Typically, we don't go in person to Tucson. It's like an hour and a half away. If we have to, we will. But because we're in Phoenix and they're in Tucson, it's south of us, we want to get pictures so that we can make a, so, so that we can really understand the condition of the property. So we can make a, a really qualified offer.

• 41:47Speaker 03

  Yeah, I got outside.

• 41:48Speaker 01

  Well, it's a virtual deal. Most of the times, we're locking this up completely virtual. And I know a lot of people here, uh, watching this or listening to this, you do virtual wholesaling. And so it's important to get the pictures, but you're not going to get the pictures. We are 11 minutes and 42 seconds into the conversation. He's already built this relationship. You don't go, hey, can you send me some pictures and I'll get you an offer?

• 42:14Speaker 03

  Two, I think. So.

• 42:16Speaker 02

  Okay. So that'll be really helpful as far as speed and convenience of things. Cause if you can send me those pictures, I can have something to you pretty quickly. Uh, I'll have my finance manager take a look at it. He'll do comps and everything in the area. And then I'll have our contractor look at it and see exactly what needs to be done, uh, to, to kind of get it to, you know, the neighborhood standard. We've purchased in this area quite a bit. So he's already going to be pretty versed on the cost of things. Um, so it's just going to come down to, uh, just whenever you're able to kind of shoot some pictures over, uh, so we can take a look at everything. Um, and then, you know, let's say, Bruce, let's say, you know, it's a perfect, it's a good fit. We get to some numbers that work. Like, it would be easy.

• 42:58Speaker 01

  Future pacing. We're going to talk about it on the next slide.

• 43:01Speaker 02

  Yeah, not for us to put a lockbox on the place. And so you don't have to come back and forth and chances are if we get to numbers that you and your niece agree with, you might not have to come back, I mean essentially at all. Like we could essentially close whenever everybody's ready. Um, and then they pick through, you know, they've gone through the property and gotten everything they want.

• 43:22Speaker 01

  I would have preferred an if then here. He's just explaining, hey, listen, we could just put a lockbox on it. Uh, if he would have done, hey, uh, I forget the, let's call him Bob. I forget his name. But hey, Bob, you know, would it be helpful if I can just install a lockbox on the property? So you don't have to keep coming back and forth from California to get this done?

• 43:47Speaker 02

  So it's really just going to kind of, kind of, kind of come down to like your bandwidth and what you're, you're really wanting to do as far as your timing goes. Yeah.

• 43:56Speaker 03

  Okay.

• 44:00Speaker 01

  Explaining the convenience.

• 44:02Speaker 03

  All right. Yeah. Um, okay. Yeah. Cause I got the place very secure and it's also on an alarm system and cameras. So.

• 44:13Speaker 02

  Yeah. Perfect. Yeah. Typically whenever, whenever we get into an agreement with someone and there's a lockbox on, uh, we'll never go over there without telling the homeowner.

• 44:23Speaker 03

  Okay.

• 44:23Speaker 02

  It would be like, we have a transaction coordinator. She basically handles all title things. So like when this is all, it's all said and done, either you or your niece would just be coordinating with, with our transaction coordinator for all.

• 44:36Speaker 01

  We're already going down the path. We're, we're, we're already telling him he's going to be working with our transaction coordinator. We're painting the picture.

• 44:45Speaker 02

  Things, title and admin things. And they'll go, hey, Bruce or what's your niece's name?

• 44:51Speaker 03

  Jennifer.

• 44:52Speaker 02

  Jennifer. Hey, Bruce or Jennifer.

• 44:54Speaker 03

  Jennifer and, and Christie, K R I S T.

• 44:57Speaker 02

  Okay. Perfect. You know, we'll always correspond with you guys to say, hey, you know, we, can we send a guy in to do this or whatever? Look at this, get some dimensions and you guys say yes or no, you know? So it's, it's always coordinated that way.

• 45:10Speaker 03

  Okay. Very good.

• 45:12Speaker 02

  Yeah. What questions you have for me?

• 45:16Speaker 03

  Uh, other than where do you want me to send the pictures to?

• 45:21Speaker 02

  So this is my cell. So it's whatever's easiest for you. Do you think it's easier to send the, the cell number or I can give you my email?

• 45:29Speaker 03

  Um, I think I have them on my phone. Probably come in a couple texts because I don't think I can send them all on the same one, but

• 45:39Speaker 03

  I think I can send 10 at a time. So, I can just, I can just text them to you. Not a problem.

• 45:46Speaker 02

  Okay, perfect. And then, yeah, just store my phone number in there. You can reach me at this at any time. You can text me, call me.

• 45:51Speaker 01

  Store my phone number. Make sure you save it.

• 45:54Speaker 02

  And then as soon as I get some information back from you or from my finance guy, then I'll be able to relay that back over to you.

• 46:03Speaker 03

  Okay, great. All right.

• 46:05Speaker 02

  Anything else I can ask for you?

• 46:08Speaker 03

  No, not right now.

• 46:11Speaker 02

  Okay, perfect.

• 46:12Speaker 03

  Seems pretty straightforward, so.

• 46:13Speaker 02

  Those pictures on the stand and then we'll try to get this thing going for you guys.

• 46:18Speaker 03

  Okay, cool. All right then, thank you very.

• 46:21Speaker 01

  Boom. What'd you guys think?

• 46:26Speaker 01

  What do you guys think of that call? Did he argue?

• 46:32Speaker 01

  Did he pre-qualify?

• 46:36Speaker 01

  Was he a truth teller, truth seeker? Was he trying to understand what Hell Island looks like for them and what Heaven Island looks like for them? Oh, yeah. And then it goes into closing skills. Closing skills. All right, so you pre-qualified them. You understand what their motivation is. You understand what their timeline is. You're, you're getting close on price. You're, you're starting to get to the point where you are, you know, really tightening up the relationship. Okay, the closing skills. First part is you need upfront agreements. You don't know that unless you know what their goal is.

• 47:23Speaker 01

  Bruce, not Bob in this recording, Bruce, you said you guys wanted to get this thing closed in two weeks. You said that this price works to whatever, let's call it 180,000 works. You wanted to sell it as is. You wanted to be able to leave any of the personal property that you don't want to move. You don't want to deal with all that.

• 47:48Speaker 01

  Is there anything stopping us from moving forward?

• 47:53Speaker 01

  When I come out to the, and this is if you're going in on in-person appointments. When I come out tomorrow at 1 o'clock and we agree on the price, we agree on the terms and you, like me, you trust me to get the job done. Is there anything stopping us from moving forward with the purchase?

• 48:16Speaker 01

  Upfront agreements, when you have all of these, you're not going to be tripped up on the appointment. I can't tell you how many times I, oh, I would get in my car, I would listen to Tony Robbins, I'd be driving to the appointment, I've got electricity coming out of my fingertips. I'm like, woo, baby. I've got the purchase agreement in a nice glossy folder next to me. I've got a nice gel point pen, ready to sign up this. I'm already thinking about, oh, this is getting me this, you know, one step closer to my financial goals. I'm making 400,000 this year. I think I can make

• 48:59Speaker 01

  15,000 on this or 30,000 on this. Oh, life is good. I am feeling great. Oh, boy. And then I didn't get any upfront agreements. You go on the appointment, one of the decision makers there, but not the other.

• 49:16Speaker 01

  Go on the appointment. Oh, we actually have to have our attorney review this. Go on the appointment, a real estate agent's there and they're giving the option of listing the property versus taking our offer and they want side by side to go by and see what the advantages of both are. This has happened to me.

• 49:36Speaker 01

  So I was just like, you know, before I go and present an offer, I need to know what's going on here. I've gone to an appointment and they're like, yeah, thank you. Thank you for, for the offer. We're going to be making the decision in the next, in about 90 days. What? Wait a second. You wanted this price, you wanted to, you wanted to close fast, but you're not gonna, you're not gonna sell it for 90 days. Yeah, we're just, we're just collecting offers at this point. It'll break your heart. It'll absolutely break that beautiful, positive heart of yours.

• 50:14Speaker 01

  When you go out there with full expectations that you're going to get this deal done and it gets totally bombed. Totally torpedoed because you didn't get upfront agreements. All right. Number two, make sure the decision makers are all there. Make sure you're talking to all the decision makers. If there's attorney, great. Let me send the purchase agreement to your attorney. What's their email? I'll, I'll, I'll send, I'll, I'll send the purchase agreement over to your attorney so that they can approve it. And that way you feel a hundred percent confident. I'll send it to your agent. Oh, you have an agent? Great. I'm going to send it over to the agent.

• 50:55Speaker 01

  I need to, I, I, well, I, I'm just here. I'll, I'll just show you the property and take the offer, but it's really, uh, my wife that makes the, the decision. She really has to be on board with this. She wanted me to do all the legwork and, uh, and, and then they'll make the decision. You'll get crushed, guys. Make sure you talk to all the decision makers. Make sure everybody's on board, especially with inherited properties. Holy cow. Especially with properties where, you know, it's going to get sliced up and everybody needs their, their piece of the pie. Make sure you're talking to all of them. All of them.

• 51:35Speaker 01

  This is awesome. Uh, my civil Brent, I just, I have just become a licensed agent in Pennsylvania, November. Been wholesaling on and off since 2019. I'm actually on a rental appointment right now. Should I be wholesaling? Yes. Oh my gosh, yes. Listen, I got my license in 2004. It wasn't until 2013 that I even understood what an assignment was, and I barely understood what it was. And once I understood that I can be my own client, that I don't, I can spend my time finding opportunities, not clients.

• 52:12Speaker 01

  Woo, life changed, income exploded, absolutely exploded. And so I just don't, you know, from a Realtor standpoint, I think that there's always going to be, you know, that, that industry, at least for the next, you know, 10 years or so, but long term, who knows? Who knows what's going to go on? Who knows with, with, uh, with AI being able to put together all sorts of different agreements? And with, you know, properties just being listed on every website. The, the buyers have access to everything. They're going to have expertise. I mean, agents are already turning themselves into AI apps.

• 52:55Speaker 01

  You better, my civil, you, you, you better learn how to recognize potential. You better learn how to find off-market opportunities.

• 53:05Speaker 01

  All right, absolutely. Remove, then move. If then, you just saw it. You saw it in real time. Ryan was like, well, we can put a lockbox on here so you don't have to keep coming back and forth from California. That's going to slow the whole process down and everybody just wants this to be done and behind them and move on with their lives. Everybody's busy. People have small kids. They've got soccer games. They've got spelling bee contests. They've got travel and vacations that they've already planned. They've got, they're, they're in the hustle season of their career. All of these things, right? How can we make this as convenient as possible?

• 53:47Speaker 01

  If I can get you 235,000 for this, Bruce, is that a price that, that, that will make the family happy?

• 53:56Speaker 01

  If then, if then, if, if, if you could just leave all the stuff that you don't want, then are you guys ready to move forward faster? Sounds like you guys want to, want to get this done.

• 54:10Speaker 01

  If then, okay, if you want to, you need the money from this and we'll get into it in the next slide. You need the money from this to be able to move into your next property. Great. If I can get you the money in the next two weeks, then let you stay in the property for about a week. Does that, does that help the situation? If then, if then, all right? Remove then move, remove the obstacles. Remove why they're, they're extending the timeline. Well, we can't do it till April because I gotta keep coming back. You just heard it, guys. This is real. You just heard it.

• 54:54Speaker 01

  Well, we could, we could just put a lockbox on it and make sure we get permission from the family. That way you don't have to keep coming back and forth and back and forth. Sounds like you got enough on your plate as it is.

• 55:08Speaker 01

  Remove the obstacles, then move with the solution. You don't know it unless you're doing deep discovery, pulling it out of them. Don't have greedy breath. Don't have assignment fee breath.

• 55:21Speaker 01

  Yeah, let's get this thing going. Let's sign it. Let's sign it. You gotta, you gotta rip the Band-Aid off eventually. Let's just get going. What, what do you have to think about? Let's, let's think about it together. Let's get going. You said you wanted this. Here it is. Let's, like, what, what's stopping you? Let's just get this going. People can smell it. It's stinky. Smells like greed. Smells, smells like somebody that you can't trust. Don't have greedy breath. You, when you are trying to have external pressure, it is going to make the, the, the leads and the prospects run away. They have to have the internal pressure to make the decision.

• 56:06Speaker 01

  Don't have greedy breath. All right. Future pacing. Ryan was doing it. You saw it. Oh, the next step, you know, what's going to happen is, you know, my transaction coordinator, she's going to make sure that everything's lined up with title and escrow. And she's going to make sure that anybody that we need to get into the property, we're going to reach out and get permission from you. And, you know, it's going to look like this. It's going to be super easy for you. You gotta have the future pacing. Set the frame of exactly what they can expect. All right. Next. Posture. Stand with confidence. You gotta go in there confident. If you're in there and you're kind of slouched and you're kind of schlubby

• 56:50Speaker 01

  and you're just kind of like, you know, you didn't brush your teeth that morning. You put on some, you know, shirt that has some stains on it, all that stuff. People recognize that. You need to be cleaned up and have a strong, confident posture. Make sure that you are there. You are prepared. You know all of the different zombies. You've killed the zombies or you at least know about the zombies. You understand what their goal is with the property. When you have that and you know that your offer fits what they're trying to accomplish, you can go in there with tall posture. Next one. When you get the purchase agreement signed,

• 57:35Speaker 01

  leave. I mean, you could go through the process in the purchase agreement. We'll go through that in just a second, but once you get it signed, get out of there.

• 57:46Speaker 01

  In high school, my high school football coach, he'd always say, when you score a touchdown, Brent, give the ball back to the ref. Don't leave it on the ground. Don't do this like showboating nonsense. It doesn't matter how pumped up you are. Give the ball back to the ref and then go bananas. Go jump up and give a chest bump, go and get slapped on the head by all the team, whatever it is, but just give the ball back. Like just sign the purchase agreement and then leave.

• 58:20Speaker 01

  Because all you can do is screw it up. All you can do is, oh, my gosh. Yeah, you're gonna really love working with us. We're gonna really make sure that this is really great. And, oh, wow, look at your car. What kind of car is that? That's a really cool car. How long have you owned it? And blah, blah, blah. And I had a car. And then all of a sudden, it's like this weird unraveling of everything that you built. And it's because you're so excited. You're so, oh, yes. Be a professional. Expect to get it signed. It's the natural progression of all the pre-qualifying, the lead follow-up,

• 59:02Speaker 01

  and all of these skills right here, all of the handling the objections, all the objection handling skills that you have built, you should expect to get the agreement signed. It's a natural progression. Once you sign, leave. Don't screw it up. Don't let your emotions take over. You get that first couple of signatures and your brain, you know, all the synapses in your brain are firing off and you're just like, ah, this is working. Oh, I can't believe it.

• 59:37Speaker 01

  I'm gonna be the richest man in Babylon. And then you screw it up. Get out of there. Next. Let's talk about your offer presentation and negotiating these contracts. Number one is know thy agreement. Know what's in the purchase agreement.

• 59:54Speaker 01

  Know, know what's in the, in the purchase agreement. Actually read through it so that you can explain it. And if there's any questions that you have, make sure that you know the answers.

• 1:00:09Speaker 01

  People are just submitting offers. They have no idea what's in it. They're like, ah, they'll just look at the price anyway. No, understand that that is literally the written relationship between you and that seller.

• 1:00:22Speaker 01

  This is the blueprint for what's going to happen from today till when it closes. So understand, go through it, be an expert of the purchase agreement. Okay. Now. Here's the things that you can play around with. Here's the different knobs as you are negotiating. You got price, you got earnest money, you've got speed, you've got inspection period, and you've got post-possession. Those are really the top five. There's a, there's a few more that we've talked about. You know, whether it's leaving personal property, or whether it's helping them move, or whether it's helping them find another place, there's some of those things. But when it comes to negotiating the actual purchase agreement, these are the things that you can play around with.

• 1:01:07Speaker 01

  The price, I mean, obviously you guys understand that, but you can increase or decrease the price based on the other factors. I want you to have no inspection period, zero inspection period. I want to give you no way to back out. Okay, great. Well, because I can't have all of my ducks in a row,

• 1:01:27Speaker 01

  and, and really get in and understand how much money this property needs, it's a higher risk, so I'm going to have to reduce this by 15,000, 20,000. So if you want no inspection period, totally understand you want to be us locked in for that. I can't give you 235,000, I can give you 215,000. Does that make sense? Yes. No, I want 235. Okay. Well, at 235, I need at least three days inspection period, just to make sure that there's nothing that's going to pop up, that's going to cost me 30, 40 grand, because that's happened before, and I just can't, I can't, I'm not looking to make a fortune on this, I just can't lose money on this. Does that make sense?

• 1:02:12Speaker 01

  So, price, earnest money. Earnest, but we love playing around with earnest money. People are like, oh, you need $10 or $100 in earnest money, that's it, great. Go submit an offer like that in, in Phoenix, Arizona. When we put 2,000, 5,000, 10,000.

• 1:02:28Speaker 01

  Earnest money, earnest money is the deposit you make to say, we're serious about this. If I breach this, if I back out of this contract and I'm not within my rights to do so because of the conditions, because of the, the, the actual, um, um, yeah, the, the, um, agreement here, the, the inspection period. If I, if I break this after the inspection period, you get to keep this money. So they feel better about it. And so some people are like, I'll give you for this price, I'll give you a 10,000 non-refundable earnest deposit. We've done that. Non-refundable. We're so confident in the purchase. Well, this, this person is at the same price that you're at. They both want

• 1:03:12Speaker 01

  to give me 490,000. You're at 490,000 too. Okay. How much earnest money are they giving you? They're giving me 2,000. Okay. If I gave you 5,000. Would that, would that make this a better deal for you?

• 1:03:31Speaker 01

  What if I gave you 5,000 non-refundable? That means if I back out for any reason, you get to keep $5,000 of my money.

• 1:03:40Speaker 01

  Earnest money is a great knob to play. Speed, how fast can you close? Are you closing on their timeline?

• 1:03:48Speaker 01

  We've closed it. We've closed a deal in four days.

• 1:03:52Speaker 01

  One of our competitors closed the deal in one day. It was bananas. I don't know how he did it. I talked to the title company. They're like, yeah, yeah, we could get it done in one day. We worked over the weekend. He locked up Friday. They literally got their Monday, uh, money Monday. It's like, how's that possible? Oh, we worked over the weekend. You worked over the weekend? Incredible. That's, that's why having a really good earnest, uh, really good, um, title company, an escrow agent is he or closing attorney. But speed, we can beat them. We, we can close faster or we can close in your timeline.

• 1:04:29Speaker 01

  So make sure that you play around with that. Well, these guys, these guys gave a similar offer and they, they're going to close in 30 days. Great. What if we can close in 10 days?

• 1:04:39Speaker 01

  What if we can close in four days?

• 1:04:43Speaker 01

  Play around with speed. Next is the inspection period. Typically, we go 10 days. We have a 10-day inspection period. That's the time that we go in, we decide if we're going to accept another investor replacing us in the purchase agreement, which is called an assignment. So we send it out to our private database of investors. And we say, hey, listen, at this price, you can replace us on this purchase agreement. If not, then we're just going to close on this. They have to, it has to be worth it to us.

• 1:05:13Speaker 01

  So that's the, in the inspection period, we typically go 10 days. But some people want no days. Some people, some people's inspection period is 30 days, depends on the deal. So play around with the inspection period. Okay. Post-possession. This is one that we've been using a lot of. And usually, we only do about a week. The most we'll do is 30 days. But what that means is they get to stay in the property after they get their money for a certain amount of time. And that's a separate agreement. And, and we outline what happens. What happens is $10,000 from their proceeds, from the net that they make on the sale, is held in escrow until they're out of the property.

• 1:05:58Speaker 01

  And so if it's seven days, okay, you got until the 31st to get out. And then, once you get out, the title company is going to wire you the $10,000.

• 1:06:08Speaker 01

  But every day that you're not out, you lose $500. So this gives you confidence, and it gives your buyers confidence. Buyers are really going to want a post-possession. If people are going to stay there, they want to have an escrow holdback, and they want to have a penalty if people don't get out on time. And it does happen. Not often. Most of the time, people just need more time to get the money and be able to put that as a deposit on a new place to rent, or they're going to go buy an RV and travel the world, or they need money to fly out to live with family, wherever the family lives. And so they just need the money first, and we don't want to give it upfront until the deal is done.

• 1:06:53Speaker 01

  And so you do a post-possession. Really powerful.

• 1:06:57Speaker 01

  Next, does the size of the purchase agreement matter? We use a simple four-page, really three-page purchase agreement. But in Texas, the title companies want you to use the Realtor contract. Some areas, some sellers want the full-blown Realtor contract. That, you know, is like, if you do all of it, some of them are like 14, 15 pages. Some of them feel totally overwhelmed if they, if you put a 14-page purchase agreement in front of them. And they want something that's simpler and easier to understand. And so, really understand what kind of purchase agreement your sellers are looking for. And they'll tell you, typically, if they want a Realtor contract, they're going to be like,

• 1:07:41Speaker 01

  is your, is the contract a Realtor contract? Is it the full Realtor contract? It can be. We have, we have two different options. We have a simplified purchase agreement that our attorneys put together. And we have the Realtor contract. Which one do you prefer? And so, find out which one that they really want. Okay? Because some, some just want the Realtor contract, and that's fine. If you want that purchase agreement, we spent a lot of money with our attorneys putting it together. But you can get that at ttpinsider.com. I'll see if I can put the little runner on here, ttpinsider.com. It has a tremendous amount of resources in there.

• 1:08:25Speaker 01

  There it is. Boom. Show. Ttpinsider.com. And that'll give you access to a bunch of trainings and a bunch of downloads and a bunch of resources that you can get in there. And totally, totally complimentary, which is a fancy way to say free. Go in there, ttpinsider.com, you can get that purchase agreement. And the last thing is, when you do get a purchase, if you do get a purchase agreement, make sure it works for your state. Make sure all of the state required, anything that's required by the state is in that purchase agreement. State required terms. Boom. There we go. We're using our brain today.

• 1:09:08Speaker 01

  But the beautiful thing is with closing attorneys and title companies, title companies have in-house attorneys. And title companies and closing attorneys love us because we bring them multiple deals. And so they'll, they'll allow you to sit down with their in-house counsel and just say, hey, listen, will you just review my purchase agreement, see if there's anything that your title company really wants in here, just to make sure that I can, it's just streamlined for you guys. You guys know exactly what this purchase agreement says, you know what's going on and it has everything covered. You can usually do that for free. Now, if you can't, then just talk to a real estate attorney, go into their office, get

• 1:09:51Speaker 01

  it reviewed, might cost you 500 bucks, a thousand bucks, but just make sure that it is state specific. So there's nothing missing from that. Okay. But you can get those attorneys to review it and, and give you advice on it. All right. Jeff's, Jeff's in the house. What's up Jeff from Southwest Florida here. Awesome. My civil says, so if you switch from wholesaler to a licensed agent because of state laws, what would you do differently now that you're working under a brokerage? Nothing.

• 1:10:24Speaker 01

  Nothing. I mean, with, with my, with my brokerage, if I'm assigning the deal, it's only when I close on the deal that they want the paperwork because I, I'm closing on it. But when we assign it, there's no, there's, I'm not representing anybody, my civil. So talk to your broker. They might require you to use certain documents and want certain disclosures and go through that. But my argument with the brokerages are, wait, so if I'm a principal, I'm the buyer on a purchase agreement and I get paid to be replaced, so I sign it. I'm not representing the seller. I'm not representing the buyer. So there's no representation. So what paperwork do you need? Do you need anything?

• 1:11:10Speaker 01

  I'm just getting paid, my LLC is getting paid. It doesn't go through the brokerage. So you got to see in your state, if it all has to go through the brokerage, if there's certain disclosures, there are in certain states. So just make sure that you include that.

• 1:11:25Speaker 01

  Ztone asks, nationwide broker you recommend to hang your real estate license with? I've spoken to brokers that don't want their sales associates wholesaling. Yeah, sure.

• 1:11:37Speaker 01

  I think EXP has training in wholesaling, maybe REAL has, REAL brokerage has experience with wholesaling. Just find out, just do your research, you could probably put it in chat GPT and just say, you know, what, what brokerage in wherever you're at? Virginia, Texas, New Mexico, California, whatever it is. What brokerage is wholesaler friendly that I can, that I can run my transactions through? And they'll give you, hopefully a good response. Or what you can do, Ztone, is just go into any of the Facebook groups, any of the Realtor, real estate investment Realtor, the Facebook groups and just type in the question and then you'll,

• 1:12:22Speaker 01

  you'll get a response. What, what's the best brokerage for wholesalers and assignments and novations and that type of thing? And somebody will respond for sure. It could be the actual owner of the brokerage.

• 1:12:39Speaker 01

  So that is today's training. Handling objections.

• 1:12:45Speaker 01

  Closing skills. Offer presentation and negotiating the contracts. There are 20 skills, it might feel overwhelming. That's why I'm breaking all of these down. But if you just think that you're just going to loosely build a multi-million dollar real estate business.

• 1:13:07Speaker 01

  And not, and, and just kind of do this loose and not have a structure to it and not have a blueprint to it. It's not going to work. You're not going to just be able to slang deals. You might have a good year. You might hit some hot streak where you're just absolutely crushing it. But without building these 20 skills, you're going to have one good year.

• 1:13:29Speaker 01

  You don't get into the Hall of Fame having one great year. You don't. You have to have a career. You have to have an unbelievable career. And so to be able to build something, take this serious. This is something that I see time in and time out, the companies that last the longest have all of these built into it. And they're all skills. And it might feel overwhelming, but you can't master these in three years. You couldn't master it in seven years. On average, to actually like be a millionaire in the real estate business where you actually keep it and own it. And it's actually part of like being the net worth of a million dollars or more, or having a million dollars in your account after taxes. Let's say even that.

• 1:14:13Speaker 01

  Let's get rid of all the assets. Let's get rid of all the appreciation that we get. Let's get rid of all the stocks and rental properties in your personal house. To have a million dollars in the bank. Seven years on average. Takes you seven years.

• 1:14:29Speaker 01

  Is it worth it? Oh, yeah. Oh, yeah. It takes time. But you're working on it all the time. You're working on it all the time. You're going to get distracted. You're going to be in the tornado of doing deals and putting out fires and being an entrepreneur and hiring people and firing people and people leaving. Understanding tax liabilities and understanding what marketing channels you want to use and and how to grow the business and how to grow yourself and do all these things. It takes time. There's going to be setbacks. There's going to be hurdles. There's going to be challenges. But whoo, you stay focused, focused for seven years. I want it faster. Great.

• 1:15:12Speaker 01

  If you get there faster, fantastic. I'm just telling you the average.

• 1:15:17Speaker 01

  The, the real average, not the Instagram average.

• 1:15:21Speaker 01

  Right? The, the actual like doing real good ethical, moral business, paying the taxes, not getting slapped with tremendous amounts of lawsuits, not getting slapped with, you know, doing things wrong. Doing it right, building a real business. These are the 20 skills and it usually takes seven years to have that big old, heavy, healthy bank account. Some people get there faster. I'm just saying, set the expectation and don't be like, oh, I'm not gonna, it's, it's taken too long to build all these 20 skills. I get it. You got a fire in your belly. If you got hunger, that's the only thing you can't teach. You can't teach hunger. You cannot

• 1:16:04Speaker 01

  teach hunger. It's the difference between the people that want to do it and the people that must do it. They must not be average. They must not work for somebody else and have somebody else dictate where they should be and when they should be and how, how they should be doing things. Right? You want that, you want the control of your life, you lose freedom. You can either have freedom or control. If you want to control what you do on a daily basis, you don't have the freedom because you're out and you're running and you're being of service and you're going and going and going and going and going. You're always thinking about, even when you're not working, you're thinking about it, you're planning it, you're, you're looking at different strategies. You're trying to take it to the next level.

• 1:16:49Speaker 01

  Until you can build an actual machine, until you have acquisition managers, a lead manager, transaction coordinator, dispo manager, you have it like I built my team and then I was able to pull myself out and then I have freedom because the system has the control.

• 1:17:09Speaker 01

  But when we start out as a solopreneur, you are the system.

• 1:17:14Speaker 01

  You build these 20 skills, you build an actual business, you bring in people that are top tier A class talent, then you replace yourself.

• 1:17:26Speaker 01

  But just trying to do that day one, just doesn't work. All these people that get lulled in, there's so many services now that I see. It's like, we will do the cold calling, we'll do the lead follow-up, we'll lock up the deals, we'll sell you the deals, it'll cost you $4,000 a month, we'll do it all, we'll just send you a check. You just sent us four grand.

• 1:17:49Speaker 01

  Doesn't work. You don't build the skills. You don't build the skills.

• 1:17:56Speaker 01

  Build the skills and you will build a long lasting predictable business. It's a great, it's a great offer. We're going to do all this for you. We've got these incredible people in Egypt. We've got these incredible people in the Philippines. We've got these incredible people in Colombia. We've got these incredible people in Brazil or wherever else. And they're so good on the phones and they're going to do everything. Just pay us and we'll pay them and we'll just send you checks and it all worked. Come on.

• 1:18:23Speaker 01

  How did you increase your value to the world? You personally?

• 1:18:29Speaker 01

  If it's too good to be true, it is, especially in this business. I'm telling you. So build these skills, build these skills because listen, you could lose everything. You could lose everything. You can lose it to divorce. You could lose it from lawsuits. You could lose it through sickness. You can lose it through an injury. You can lose all those, but if you have the skills, you don't lose those. That's what's long lasting.

• 1:18:59Speaker 01

  Build the skills to build a profitable business. You guys believe that? Does that make sense?

• 1:19:08Speaker 01

  So focus on the skill building. Make it a challenge. It's exciting. It's exciting to, to, to grow. It's difficult.

• 1:19:17Speaker 01

  It, it might piss you off. It might hurt. But growth hurts.

• 1:19:23Speaker 01

  Growth didn't hurt. You'd already be where you wanted to be.

• 1:19:28Speaker 01

  So. I end this show like I started the show. Actually, I want to put this on here because I thought this was hilarious. I put chat GPT. Wholesale survive longer if they have, this is for Phoenix. Strong Google PPC inbound leads, your strength, it knows me. Consistent daily outreach, CRM follow-up systems, repeat buyer network. Most wholesalers fail because they stop marketing, not because the model doesn't work.

• 1:20:01Speaker 01

  You start out in hustle season where you're out there, you're making all the calls, or at least you're following up with the leads that you're getting in from people making the calls. If you want to outsource it, that's fine, but 0 to 2,000 a month in marketing expense, you're in hustle season, you're outbound, you're building, you're posting to Facebook, you're building relationships with real estate agents, you're looking for referrals, you're reaching out to people that are on specific niche lists, whether that is, you know, you're driving for dollars properties, your vacant properties, your tax defaults, your code violations, your tired landlords, you're reaching out to them, you're doing everything you can, you're in hustle season,

• 1:20:47Speaker 01

  and then you go from 2 to 5,000, that's when you can start getting some inbound leads, maybe you're doing handwritten letters, maybe you're doing some PPL, maybe you're hiring people to send you the leads, they're doing the calls, or you're texting or whatever else, and then 5,000 and above, that's when you start really expanding your marketing, really expanding it. And once you get to that point, now you're talking about the absolute best deals, and that's coming from the first page of Google, the first page of Google. That is where you get the hottest motivated seller leads because they're intent, they're actually looking for you, they're searching for you. So if you're in that, you have that set aside, and remember, every marketing channel, you want to run at least six months.

• 1:21:32Speaker 01

  So you have 30,000, 40,000, 50,000 sitting there, you close some big deals, you're ready to get the highest intent, highest inbound quality leads possible. Go to talktopeople.com, we'd love to help you out. We'll see if your market's available, some markets are sold out. We work with the top companies in the country. We mastermind with them, we train them, we get them all up to speed. But if you're in that, you're in the market to start getting those high intent, first page of Google, the most powerful position in marketing, go to talktopeople.com, check that out. And if you're not there yet, if you're not there yet, and you want to really grow and really understand how to build this as a business.

• 1:22:17Speaker 01

  Go to wholesalinginc.com. I had a, I had a support. We do about 11 support calls a week on different things, different, you know, lead generation and what to say and the, um, doing deep, uh, lead follow-up and how to set up your systems and all these things, right? Live, live calls, all those things in our, in our group at wholesaling Inc. Yesterday, uh, I was on the support call. Mine's on Tuesday that I do and 70K deal in North Carolina. Somebody locked up from, uh, Israel. They locked up a deal, I think in Pennsylvania

• 1:22:58Speaker 01

  for 97,000. Oh no, that was Chicago. A deal was locked at 97,000. They sold it for 250,000 in our group. J Close won, uh, 70,000, 71,000 in North Carolina.

• 1:23:14Speaker 01

  We've got a deal in New Jersey locked up for 250, worth 800,000, gonna sell for around 450. We do massive deals in the Rhino Tribe. We do massive deals. We've been doing it since 2013, 13 years.

• 1:23:33Speaker 01

  If you're interested in joining the most successful community in real estate wholesaling, it's not even close. Go to wholesalinginc.com. It's not even close. We've had more successful students than anybody.

• 1:23:50Speaker 01

  I'm gassing myself up here, but it's the absolute truth because we have this down to a process. We have this down to exact steps to take. We focus on the instruction, not education. So if you're looking for something like that, I am telling you, you,

• 1:24:06Speaker 01

  it is impossible. If you do the work and you stay in the community, it's impossible to lose. Just telling you, just doesn't happen. So if you're interested in that, go to wholesalinginc.com. If you're interested in the best leads, the hottest motivated seller leads, go to talktopeople.com. That's my pitch at the end of this. Um, live your life, do your research, but you're gonna see, you're, you're gonna see, you get in there, uh, Chicago 97 and they sold it for 250. Uh, what was the other one? There was another one that was just absolutely massive. Yeah, there was like four that were absolutely massive, just, just in that call. So we're doing big things. If you want to be part of the Rhino Tribe, go to wholesalinginc.com. That's it. My name is Brent Daniels.

• 1:24:50Speaker 01

  If you're not subscribed to this channel, make sure that you subscribe. If you're listening to this on the wholesaling Inc. Podcast or the wholesale hotline podcast, make sure you check us out on YouTube, Brent Daniels. Just put it in there, you'll see us. And, um, and that's it. Come check us out. Make sure that you subscribe and, uh, I'll close this as I always do. Make sure to keep your house clean, your actual environment. It matters. Keep your house clean, protect your health and increase your value to the world. You'll live a fantastic life. Till next week, guys. I love you. See you soon.

• 1:25:30Speaker 01

  Thank you for listening to this episode of Wholesale Hotline. If you're interested in joining the Rhino Tribe, the most proactive community in real estate investing,

• 1:25:41Speaker 00

  go to wholesalinginc.com. Check out what it is all about. If it feels good in your gut, sign up for a call and I look forward to working with you personally. I will see you there. And as always, I encourage you to go out there and talk to people. See ya. Love you.