So you’re a real estate wholesaler, and you want to do deals nationally, but you’re wondering how do I do a deal in another state, where I don’t have boots on the ground, I don’t have pictures, and I don’t know anybody there? How the heck do I do that? Well, in this short video, I’m going to explain the five-step process that we use to sell deals anywhere across the entire country. Now I’m in Phoenix, Arizona. And I also want to talk about the Deal Syndicate. Now, the Deal Syndicate is the unique experiential program, where you get to fly to Phoenix and work directly with my sales team. Now, we’re doing deals all across the entire country. I’ve been wholesaling now for the past 18 years and about two years ago, we pivoted from local to national. And I went through a lot of different learning curves but we have got it figured out. So what happens is, you can fly here to Phoenix, work directly with my team, and you get to earn while you learn. I bring all the leads, and guess what?
We’ll talk to the sellers, we’ll make offers, we use our specific scripts, we’ll sell properties, get properties under contract. And any deal that we get under contract, right there, and we actually close, you can actually get paid off. Now, that’s the Deal Syndicate, we’ll talk about that. And if you want to learn more about that, all you got to is just click the link below and you can learn more about it. All right, so let’s get into how to sell properties nationally. Now, first thing, what’s the big obstacles? Well, pictures, how do you get pictures? How do you find buyers for these specific properties? What happens if you have a buyer that wants to circumvent or kind of go around you? How do you mitigate that? And how do you get showings? How do you get people in the house with the seller and someone coming in the house? And what does that interaction look like when you’re 3000 miles away? Those are all the obstacles that I had. So we’re going to discuss those right now, so after you’re done this video, you’ll know exactly how to sell properties nationally.
Now, first off, what we do is we work directly with realtors. That’s our best source to selling our properties. We go after, we target realtors initially right off the start. So why realtors? Well, first off, we love realtors, so if you’re a realtor, I really appreciate you. Realtors are great because they have a code of ethics. And they will not circumvent you on the deal. So the hundreds, if not thousands of deals that we’ve done, working with realtors, we’ve only had, I think, maybe two or three where we had a bad realtor circumvent. Well, that’s actually pretty good. Where I’ve had buyers circumvent, that happens on a regular basis. So working with realtors are awesome. That’s number one. The first thing is, is how do we find realtors? The first place we look is a software called REI Automator.
Now, REI Automator, and this is a software we teach and show people what to use in our Deal Syndicate program that we have. But REI Automator is amazing because REI Automator allows you to go in. It has different lists selections, and it has a list selection in REI Automator called Flippers. Now, flippers are cash buyers who bought a property cash, have fixed it up, and now has I listed it on the MLS. REI Automator has access to the MLS, which is great. So it’s a cash buyer, bought a property, fix it up, and now has it listed. Now, what we’re looking for is the agent who is representing the cash buyer on that specific deal. Let’s say, we’re going to pick a property in Hampton, Georgia. We’ve done actually a couple of deals in Hampton, Georgia, small little town outside of Atlanta. Hampton, Georgia, we pull the flippers in Hampton, Georgia, and we’re going to pull the agent data out of REI Automator. And we’re going to send those agents a text and say, “Hey, do you have buyers for an off-market property at a deep discount?” Guess what?
They’re going to reply back and say, “Heck yeah, I do.” And guess what? We’re going to get them on the phone and we’re going to build a conversation with them, and we’re going to set an appointment for them to actually go bring their buyer and look at the property. That’s the first thing we do. The second thing we do is, and we’ll talk about how that looks when they actually go see the property, but let me give you the sources first. So the second thing is, we go to realtor.com. Now, if you go to realtor.com up at the top is something says “Find a Realtor”. Now, you can put any city, any zip code across the entire country, and it will give you a list of the realtors in that specific market, like Hampton, Georgia. You can put Hampton, Georgia, we’ll give you a list of all the realtors, and you can rank them by the most activity, and you can find agents that specifically work with buyers. Really cool.
So now what we do is, I have a guy, he’s called our list aggregator. And he pulls all the lists and he’ll go through, and he’ll basically pull all the data directly out of that, about three or four levels deep, in realtor.com. And basically what’s going to happen is, we’re going to send them a text. “Hey, we have an off-market property. Do you have any buyers for a deep discount property?” And guess what’s going to happen. They’re going to text back and we’re going to get them, on the phone, and we’re going to talk to them, and our goal is to book an appointment. Now, I have two appointment centers that are going to send out the text. They’re going to create the relationship with the buyers, and what they’re going to do is they’re going to book appointments with those buyers. Basically what happens is, that’s it.
Now, the next thing we’re going to do is, we purchase a list. It’s a national list of realtors. And if you go to real-estate… No, wait a minute, real-estate-agents-lists.com. I know it’s a stupid domain, but just Google it, real-agent-list.com, you’d be able to get that list, and maybe Chris could put it at the bottom of this page or something like that, so you can check it out. But anyways, the bottom line is, if you go there, you can actually purchase a list for a state. Or what we did is, we just purchased the national list. Now, if you have the national list, guess what it’s going to give you? Email addresses, phone numbers for all the agents in Hampton, Georgia, or all the agents in Georgia specifically. And guess what you can do? You can send them a text, and ask that same question. So we do that, we do the flippers, we do realtor.com, we’ve got the agent list.
Now, if for some reason we can’t get the property sold through those three sources, then we go through what’s called brokerless.com, brokerless.com. And we’re going to list the property on brokerless.com. Now, you have to have specific contracts. Now, first off, let me tell you, there’s a process to this. We have scripts for all this and what to say to the sellers, and what to say to agents, how we get them on the phone, how we prep the agents to go meet. That’s a lot to cover in a short video when we’re talking about the process. We do that in our Deal Syndicate programs, we do that and we get in deep. We actually do calls every single month. Part of the Deal Syndicate, we get into actually analyzing deals and stuff like that. So again, if you want to learn more about that, all you got to do is click below and you can learn more about it.
So anyways, on brokerless.com, basically what you’re going to happen is if you use our specific contracts, and the language in the contracts, you can actually list an equitable interest deal, like the contract, for the purpose of assigning that particular contract. There’s some states you can do it, there’s some states you can’t do it, but that’s typically our fourth step. And our last and final step, if we’ve done all those and we can’t sell the property, and 99% of the time, on the first three we’ll get that property sold. But if for some reason we can’t, then we go down to the JV route. We’re going to go to all the Facebook groups that we have connections with, or you could have a connection to, anybody can have connection with really. Maybe a Georgia wholesalers, or Atlanta wholesalers or whatever. And what we’re going to do is, we’re going to look for a wholesaler to do a JV deal with.
And there’s ways we structure it and we have different contracts that we work with too as well, to be able to structure, to use those, get those wholesale deals done. Those are our five ways that we specifically do to actually get deals done nationally. Now, let me overcome a couple of different obstacles that could help you out. Number one is, how do you get pictures for a property? Because these agents are going to want pictures. Then the next question. Well, how do you pay the agents? Then how do you show the properties? Well, we’ll talk about those real quick, and then I’ll finish this up, and you can learn more about Deal Syndicate, which I know you’re absolutely going to love, on the next page, it’s really cool. Here’s the thing, so how do you get pictures? Well, 99% of the time, we get a seller to send us pictures and we do that through the negotiation process with the seller.
Now, like I said, we have scripts that we talk with sellers and stuff, and this is all kind of set up within the negotiation process. But here’s the thing. When you negotiate with a seller and you’re going to give them something, you want to get something. The two things you want to get when you give something, like price, if you offer $120,000 and the seller says, “I need $140,000,” and you negotiate to give them $130,000 to kind of meet in the middle. If you’re going to give them a price increase from $120,000 to $130,000, you want to get something in return. That thing you want to get in return is number one, pictures.
Say, “Listen, we bumped up to $130,000. I want to give you $130,000, but here’s the thing. I need two things from you to be able to get this price approved with my team and my underwriter. Number one is we need to get pictures. I need at least 15 to 20 pictures in the next 24 to 48 hours. And I’m going to give you an email and I’m going to list the different pictures that we would like with the property.” Now, definitely be clear on exactly the pictures that you want. You want front pictures, side pictures, back pictures, room pictures if you can, interior of multiple angles of the living room, definitely the bathrooms, multiple angles of the kitchen, will give you a really good idea of that. The electric panel is important, any heating and cooling systems are incredibly important. All that is needed to be able to sell that property in a timely fashion.
Number one, you’re going to get pictures. Number two is you’re going to say, “Listen, I to get eyeballs on this property. I’m a local-based company here in Phoenix, Arizona. We do deals nationally across the country. And what we’re going to do is we build a local team in Hampton, Georgia, so we can get that deal done in Hampton, Georgia. For me to be able to do that, guess what I’m going to get maybe a couple of contractors in there, I got a couple of agents I have to get in there, that I can work with. And you providing access to help me build my team in that market is incredibly important. So if you can help me, Mr. Seller, for those two things, then I can get approved at the $130,000 price point.”
Now you’re getting pictures, you’re getting the ability to help you get eyeballs on the property, and being able to have a smooth process with that. Now, they agree to it, you send them an email with a follow-up [inaudible 00:11:57] to expect. Now, the next issue becomes, how do you prep the agent and the seller, so they can meet at the property when you’re not there? That’s a big obstacle. It’s like, “Oh my gosh, what’s going to happen? What happens when they meet?” Well, guess what? You got to prep the agent, you got to talk to the agent and say, “Listen, we have currently in escrow on this property, we’re under contract ,and we are assigning.” Be 100% clear what we’re doing. We’re going to assign this property. And so if you have buyer, I’d like to have you bring your buyer over to the property. Do not discuss anything with a price, we’ve already prepped the seller to not talk anything about the price, or the contract, or the terms, or anything.
If you want to ask questions about the house, then go ahead, but leave it to the house. And obviously you being a realtor, Mr. Seller, Mr. Agent, or whatever, you know that obviously code of ethics is incredibly important, that’s why we love working with agents because they understand that they could potentially lose their license if they circumvent. Now, you can, in a roundabout, in a nice way, let them know that’s why you love working with agents because they have a code of ethics, and there is no shenanigans going on. That works really well, kind of preps the agent. Now, the other thing you want to do is prep the seller. And you want to talk to the seller and say, “Hey, listen, you know what? A potential team member that’s going to come over, someone we’re vetting, that could be part of our team, that can work with us on your property after we purchase the property, or after you get this deal done. And we have this agent is going to come over, and they’re going to look at the property, and kind of maybe ask some questions about the property.”
But do me a favor, don’t talk to anything. Don’t tell them anything about the contract or the terms of the purchase. That’s none of their business. That’s something that we’ll deal with them on after the fact. So if you could help me with that, Mr. Seller, I greatly appreciate it. Remember, you’ve already prepped them that they’re going to help you build a team so it just kind of meshes together correctly. And now you’ve prepped the seller and obviously we have scripts for all this and all this type of stuff, but the bottom line is, now you’ve prepped that agent, you prepped the seller. And now what happens is, you have a smooth meeting at the property without any shenanigans going on, which is good. Now, when you do that, everything goes smoothly. So what happened after that? Well, guess what? They call back and they say, “Hey, you know what? My buyer’s incredibly interested, he wants to make an offer.”
So how do you pay the agent? Well, we typically, what we’ll do is, we’ll build in a commission. Typically, if it’s $100,000 house, $1,000, $2,000 build-in commission, into the price. And then, we give them ability to add on additional commission if they’d like, based upon whatever purchase price they decide. So if it’s $100,000 house and we have a $20,000, or $25,000 spread, let’s say we have a $2,000 commission built in. We’ll tell the seller, “Hey, listen, we have $100,000 house. The property have a $2000 commission built in, but if you want to make additional commission, just mark the price up to $102,000, $105,000, $110,000, whatever you’d like, and just give me a commission instructions so we can get you paid correctly.” So we’ve had agents, we’ll have $2,000 built-in, and they’ll add $3,000 onto it, and they’ll get a $5,000 commission, on a $100,000 house, which is essentially 5%. So they’re happy in the transaction and that’s why they love working with us.
That is what we do to sell properties. Those are the steps that we use. And once you get it refined, once you have a team of people getting it refined, it works like magic. Unless the house is in the middle of nowhere and there’s no activity, and there’s no agents, it’s pretty much the only way it’s going to be difficult. But again, you can sell those properties, it all comes down to price. We’ve got properties at 30, 40 cents on the dollar, of Zillow price. Zillow’s $100,000, we’ll get it for $20,000 to $30,000 because it’s rural, and we will sell those properties because it’s such a value and people want to buy them. If there’s a will, there’s a way.
In learning this, it took a process to do it. And like I said, we have all the scripts and the tools, and we have a team that does it, it’s amazing. I would like to invite you to Deal Syndicate. And that’s where, as I say, again, you get to fly out to Phoenix, for four times a year. You fly out to Phoenix, you get to work with our team, and then you can graduate to Six-Figure Syndicate, which is our mastermind. And that Six-Figure Syndicate essentially shows you how to grow your business to the next level. Deal Syndicate’s for someone that’s brand new, they’re getting started. Maybe they’ve done a couple deals. Six-Figure Syndicate’s where you’ve done at least $50,000 in revenue, and now you want to scale it to a half a million dollars in revenue. Well, there’s whole different things you do. There’s hiring process, there’s scaling, there’s marketing, there’s a whole different aspect of it.
Thank you for reading this long, and I appreciate it. And just click the link below to learn more about Deal Syndicate or Six-Figure Syndicate. And I’ll see you in the next video. God bless.
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