Transcript [EN]: If You’re Getting Wholesaling Leads But No Contracts, Do This

Let's say you're a wholesaler who has leads coming [music] in right now. Real conversations, motivated sellers picking up the phone right now, and every single call ends the exact [music] same way. The lead always says, "Let me think about it." Then they ghost you, full-on radio silence. Now I'm curious, what's your first instinct in that situation? Maybe you tell yourself you need more leads. Maybe more marketing, better quality leads. Let me stop you right here, because that's not your real problem. You're fumbling the ball on the one-yard line. The lead was never the issue. You have zero sales process, so the second a seller pushes you back even just a little bit, you cave. You just start justifying your lowball offer, and you lose the deal you already had in your hands. Real quick, so you know I'm not just a theory guy, I quit my army job to do this full-time, and everything I'm about to show you comes from actually running a wholesale company, not from watching someone else's YouTube videos, and repeating it and regurgitating it back to you. This is not a lead problem, it is not a data problem, so stop acting like the 90% who think the fix is spending more money on ads or paying some agency five grand a month for leads. You just can't close. So, all right, now I need you to take on this reframe, because everything going forward is based on this one thing. You need to stop pitching, and you need to start diagnosing. You're not a used car salesman trying to close somebody today. You're a doctor, and doctors don't walk in and start pitching a treatment before they know what's actually wrong with the person. Neither should you. So, why do so many good sellers say yes on the phone, sound excited, and then just disappear? When I first got started, I had real motivated sellers on the phone. Foreclosures, code violations, actual distress. But, I was doing exactly what most of you are doing right now. I was selling the idea the whole call. The second somebody said my cash offer felt low, I panicked, and I just started talking more, >> [music] >> justifying and over explaining everything. And here's the thing nobody tells you. The more you sell, the more people resist. Nobody wants to feel sold. They want to feel understood. So, you're not actually losing deals on price. You're losing them on process. The wholesaler who talks the least and asks the most is the one walking away with the signed contract every single time. Not the one with the best script, not the one who memorizes word for word, but rather it's the one asking the right questions. So, if talking less and asking more is the answer, what do you actually say on the call? Because this exactly where most of you are skipping steps and it's costing you money every single month. The best closers in this business make the seller feel understood before a single dollar even comes up. That's it. That's the whole secret. I run a framework called closer and we pulled this straight from Alex Hermosi's sales team, tested it in my actual business in Houston and it just flat-out works. The C is clarify. On the call, I say, "So, I don't waste your time, walk me through what's going on with your property and why you're considering selling now." That one line should lower their guard immediately because you just told them that you respected their time. And then I asked the magic wand question. "If we waved the magic wand and this was handled in the next, say, 30 to 60 days, what would you want to see happen?" That gets you their dream outcome in their own words and that's exactly what you sell later, not the numbers. So, now you have the current pain and where they want to go and this is called creating the gap. Then comes the L, label. Almost nobody does this and it's the entire difference maker. You say their problem back to them better than they could say it themselves. So, it sounds like the big headache is you're behind on payments and you're dealing with this from out of state. Is that right? Then you ask the scary one. "Well, what happens if nothing changes in the next 6 months? That's not you being cold. That's you making the pain real enough that your solution actually feels like a relief. And when you label that pain out loud, the seller starts selling themselves on getting out of that situation. But here's where most guys blow the entire deal. They rush to a number before they've earned the right to give one. This is the O and the S, overview then sell the solution. So, before you ever say a price, you need to see the whole chessboard. Ask what they've already tried. Ask if they've been talking to agents or other investors right now. Ask who else is on the title. Ask how much they'd want to walk away with everything if [music] everything went smoothly and perfectly. Now you know everything in the whole deal. There should be no surprises, no surprise objection is going to blindside you 5 minutes later. Then, and only then, you sell the solution before the price. So, what we do is pay off the mortgage. You don't do any of the repairs. We cover the standard closing costs, and we handle the paperwork so you could be done in about 30 days. Does that line up with what you were hoping for? Bingo. You just got a yes on the vehicle before you ever gave a number. So, you sell the outcome first, the price comes second, and you watch the price stop being the enemy inside the room. Now, here's the part where most wholesalers completely fall apart. The second the seller says the number's too low. This is the E, explain the numbers. And it's what separates a traditional rookie wholesaler from an actual professional buyer. When a seller pushes back, don't get defensive. You can say, "Totally fair to want to want more. I'd feel the same way. Can I walk you through how we got that number?" You validate them. You invite them into your math. Walk it out loud. The ARV minus repairs minus closing and holding costs minus what your end buyer needs to make this whole thing work. That number isn't made out of thin air. And when you show your work, people trust you more, not less. If they still want more money, here's the move almost nobody uses. You never lower your price for free. You change the deal instead. A later closing date, maybe them covering closing costs, maybe you can do a creative deal, structured payments over time. This is when you can show an option close. Between option one and option two, which one feels closer to what you want? This constantly keeps them in the buying mode instead of having them say a flat-out yes or no. You don't discount your offer, you always restructure. Features have value and the second you drop your price for nothing, you just told them the whole offer was inflated to begin with. So, once they agree, you reassure them right away. So, just we're on the same page, you're getting speed, certainty, and ease, and I'm going to email you the agreement while we're on the phone today, and we'll walk through it together. No pressure. People will naturally follow the script that you give them. And if they still want to think it over, don't just hang up the phone and hope, okay? You book the follow-up on the spot, day, time, and agenda, and never end the call without scheduling the next one. Most deals die in the silence between the calls, not on the actual call itself. All right, remember that dead foreclosure lead I promised you at the start of the video? Here's exactly what happened. This was one of my student's leads, completely cold, written off. She was days away from her auction date, and everyone had already given up on her, including my own student. I got on the phone and ran this exact closer framework, start to finish. Clarified why she was actually selling, labeled the real headache, which honestly went a lot deeper than just missed payments. I sold her the solution before I ever mentioned a number. Walked her through the math the second she pushed back. By the end of the call, she agreed selling to us was her best option because I guided her there. I never pushed her once. That lead was never actually dead, guys. It was just mishandled. Same exact lead, different process, completely different outcome. And that's the whole point of this video, guys. There are no dead leads in this business. There are only wholesalers without a process. Now, this is one framework. This is one piece of what we actually teach inside our community. We hand you a full acquisition system, the CRM already built out with the automations, the scripts, and the objection handling. Over 30-plus hours of workshops on scaling this thing all the way to seven figures. You don't need to spend eight to 15 grand a month on marketing you can't even track. You need a sales process that actually closes the leads already sitting inside your CRM right now, today. The link's down below to apply, and if you're not ready for that and you want to learn the exact step-by-step of how to blow up your wholesaling business, then click right here to watch the next video. I made a 3-plus hour-long course walking you through it all step-by-step, absolutely for free.