How To Wholesale Real Estate Step By Step in 2025

the real estate investing coaching space is unfortunately filled with a ton of fluff BS information on how to actually find deeply discounted real estate deals scale and actually grow your real estate business because you have tons of gurus making massive promises on how to grow their real estate Business Without Even implementing the strategies that they're teaching you themselves and what they really are is getting rich of selling you into some course or some program that they aren't even applying themselves and after sitting back and plotting for some time I finally created a guide no a

thesis and no you don't need hundreds of thousands of dollars anymore to get started because I'm going to actually show you how all you need is a laptop and a phone and you can do this from anywhere and so my goal here number one I'm going to show you how to find deeply discounted real estate properties because that's the number one problem number two I'm going to show you how to evaluate these properties to make sure that you make a profit and number three I'm going to show you what to do with these properties whether

you want to sell them off and make some fast cash or what to do if you actually want to keep these deals for yourself the great thing about what I'm going to show you is that this process works no matter whether you're just getting started in real estate or you're a seasoned real estate investor and you're just sick and tired of not being able to find good real estate deals what you're most likely going to realize after this training is that you're probably been going about your business all wrong so in this training I'm going

to break down what is the fastest way and what are the most effective ways to get into real estate and the great thing is that this process is going to meet you no matter where you are in your real estate investing career so whether you're just getting started or you've done a couple of deals or you have a huge portfolio or you already have an Empire and you just want to find more deeply discounted properties but I promise you this is really good stuff and this is the kind of training that I wish someone would

have gone through with me when I was first getting started I just wanted to share my testimonial with Natty she has been a great mentor for me I started with her a few months ago and since then I've able I've been able to wholesale two deals which each deal has had an assignment fee of one was 15,000 the other one was $18,000 and then I was also able to buy a sub to deal and she walked me through every single step of the way because I was totally lost I didn't know what I was doing

and I was super confused and she held my hand to every sing step of the way my name is Natalie Delgado I'm the founder of deals with dignity and I've been in business for over 7 years as a full-time real estate investor I live in Miami now and I've grown my rental portfolio to 54 multif family doors I flipped over 500 properties in the last 7 years and I've been coaching Real Estate Investors for 2 years now but really my main business is my real estate business and I'm active in real estate coaching isn't my

main business this is more of my passion fashion business and I just love to see how my clients come into my programs and they think oh I can't do this and it's going to be so hard and then they turn their business around and that part is just very rewarding for me to be part of that and seeing my clients win my name is Gladis and I am here to invite you to the best decision and investment that you will ever make and that is in yourself it's straight to the point it's so informative Natalie's

humble demeanor just helps you along the way she is there for questions the team that we have built with our online Forum has been amazing there's so much that we have learned in the next few minutes I'm going to show you how to find Direct to seller leads that are coming in every single day and that are coming in ready looking for a cash offer and wanting to sell fast and the great thing is that they come in on autopilot it's a very simple setup these are up-to-date methods that are working now and are going

to keep working into 2024 and into 2025 and the reason that I can say that my method is better than all the other methods is because I've tried those methods and I just knew that there had to be a better way I want to talk with you guys a little bit about my experience with Natalie and how it really changed everything for me um at the time I've been wanting to get in real estate for a really long time but just always thought I needed money India Capital um went to an event that she was

speaking at and uh saw her and give her presentation on wholesaling and the biggest thing she talk about was like you didn't really need any money to get started um started following her and IG like immediately um we kind of connected right after that and uh I was starting out code calling but it wasn't working for me um I hated it I wasn't like what I wanted to do so she actually helped me get into another formal marketing which is where I sourced my first deal and uh he ended up making $22,500 from that deal

there's three types of Real Estate Investors and you can see which category you fall into let me show you guys the real estate investing space in 2024 follow me all right so I want to show you guys there's three types of Real Estate Investors and you can see which category you fall under there is the newer investor which I like to call the Newbie investor secondly there's the one hit wonder and third there's the Mad model hero and I'm going to break these down for you first up there is the new real estate investor and

this is someone who hasn't done a real estate deal they're usually lost and confused typically have a m bad mindset around the things that they're doing or even in what direction they want to go into most of the times they're still working a 905 and they're tired of the Rat Race they're usually scared and investing in themselves and in their business and you know in what they want to get predictability guidance but they're just scared to pull the trigger and that makes sense usually these people think that mentors or coaches are a scam and I

don't blame them you just don't know what you don't know they usually don't know how to look for real estate deals most of the time they think that buying a full market value is acceptable and they just don't know that there are ways to find deeply discounted real estate deals they're usually pretty bad at sales and they usually are doubting themselves and most likely feel stuck all the time and then there's the one hit wonder investor and I was here for some time and so the one hit wonder investor is usually someone that is doing

one to four deals a year and they usually make an extra 50 to 60,000 a year in real estate and they usually still work a full-time job us have a really good job they're usually Tech Engineers or nurses or in e-commerce or they're just people that dible and Dabble in real estate these people grasp the concept of Real Estate and probably have done a couple of deals here and there but they haven't been able to fully understand the process that's needed and the systems that you need to put into play in order to have a

scalable business and you know to like quit your job and get your time back and so these people know how to look at deals more or less they know what price they need to buy at and probably have done some kind of marketing but they aren't very consistent in it and they've tried many different things they're the kind that get confused on what really works and usually these people haven't really been consistent in one thing they're usually decent at sales and they usually are a one woman or oneman show and they're doing everything on their

own so they're just finding deals they're talking to sellers or Realtors directly and they're just trying to sell these deals and manage contractors if they're fixing and flipping and they pretty much take more than six months on one deal and that stops them from getting deals on a repeat basis as I'm going through this if you feel identified and like I'm really speaking directly to you let me know which kind of real estate investor you are go ahead and DM me at Natty bu homes and let me know if you're number one number two or

number three the Newbie investor the one hit wonder investor or the Mad model investor which we're about to get into and then number three the third type of real estate investor that there is is the Mad model hero and that's the type of real estate investor which is kind of like the desired goal and it's where everybody wants to be at they're doing at least 40 deals or more a year they've scaled the real estate business and they've delegated most of their task in their business and you're actually a business owner and not a worker

like you can actually take time off where you're not like consistently working on the admin stuff every day and you're actually dialed in on tracking your numbers and you know what your sales performance has to be you have sales people working under you and you you know exactly what your kpis are what you have to hit every single day and how much exactly you're spending and how much you expect as far as your return on investment on your marketing so that's kind of like the real estate investing space it's just a 50 foot overview in

2024 there's the new real estate investor and then there's the one hit wonder investor and then there's the Mad model hero real estate investor and I'll show you here how I went from being a new investor to being a mad model hero so this was like back in like 2016 I was living in West Palm Beach uh super tired of my life I had dibbled and dabbled into real estate but really like I was stuck at making 100 Grand a year and that sounds like a lot of money but not one when you also have

expenses that are pretty much close to 100 Grand so I'm profiting basically nothing nothing so this is a picture of me here I was still I had just moved to Miami so I would work at night as a bartender and then during the day I was a property manager for a big investment firm until here this is actually a picture of me closing on my second 16 units at that point it had made 40 units for me and this was about two years ago just about two years ago in this picture I was so sick

and tired of having to struggle to having to reach out to realtors for new business right I had just heard about what is like wholesaling how to find deals direct from seller and what I would actually do is this was my schedule yall hear me out my schedule was 9 to5 I would work daylight savings sometimes I would even get out and it was already nighttime I would take the pre-foreclosure list and I would go door knock on every single pre-foreclosure property in my afternoons and then on the weekends I would bartend events nightclubs bottle

service things like that I had to do all that just to make me end when I tell you that I've been there I've been there I've had to do everything I I've had to had a full-time job at night a full-time job during the day and then my side hustle which was real estate at that time so like now where I get to live this beautiful life that I made by Design everything that is in my life currently is because I created it that way I didn't want to go see properties I didn't want to

be stuck in traffic for hours and hours in the Miami traffic I honestly had no interest in being a realtor even though I am licensed it's not my passion and I knew that I also wanted to design a life where I could work from my laptop from anywhere in the world so if I wanted to just get up and go to Mexico or go to Bali I could do that and my business will continue to run without me and I can also run my business from my cell phone from my laptop but all of this

my lifestyle is just by Design all right so I've been able to break down my three-step evergreen process into what I like to call my three-step evergreen mad model and mad stands for marketing Acquisitions and dispositions when it comes to the marketing and you should be dialed into your business in exactly this same order so some people start Acquisitions but then they realize that even though they they know how to acquire properties they have no marketing skills and have no leads to talk to or they start looking for ways to fix and Flip or wholesale

or dispositions is basically what you do with the property but then realize you have no leads and you have no deals so we're going to start from the very beginning uh which this is basically the foundation of the business first step marketing this is where we'll focus on with everything that has to do with getting leads getting the right leads getting qualified leads getting leads that actually want to work with you then we'll go on and break down Acquisitions where Acquisitions just a fancy word for sales basically conversations how many conversations you're having and what's

the conversion of those conversations and then dispositions which is what you do with a property so some of you might be watching this and say Natalie I want to fix some flips some of you might say hey I want to put my properties on Airbnb some of you might be watching this and say hey like I have no money to get started so maybe wholesaling is going to be the best route for me I'm going to break all that down for you here in this training the main thing that I want you to take away

from this training especially within marketing Is that real estate wholesalers are the best marketers in the real estate industry what I preach is to learn how to wholesale real estate which is AKA learn how to find really good discounted real estate deals and then go ahead and decide if you want to sell them to other buyers or if you want to keep them for yourself so I'm going to go into now what is real estate wholesaling and make this make a whole lot more sense for you real estate wholesaling is basically finding a property that

is in a distress condition usually needs a lot of work as far as Renovations and everything like that negotiating it at a cheap price getting it under contract and then what you're going to do is actually find a buyer who is looking for those kind of properties so they can fix them and resell them add to their portfolio and pay you a fee and we call that an assignment fee or a finder fee and they basically pay you a fee for putting the two together so let me show you here with my little picture that

I made for you guys this is a property owner and you have a motivated seller that's wanting to sell their house right now so they're either in a bad financial situation or they're just looking to sell their house because the property is in bad shape and then you're going to go in and you are the wholesale you don't actually have the money but you have the hunger to look for deals and you have the motivation to get on the phone and have conversations it doesn't even take that much money to have those two you just

got to want it so this is you the wholesaler so you're going to go to the property owner and you're going to tell him hey Mr seller I want to buy your property for $250,000 and then you get it under contract then after that you're going to turn around and you're going to find this cash buyer and I'm going to show you how to find these cash buyers as well well because they're not hard to find they're literally everywhere once you start looking you'll realize there's tons around you and you're going to tell him hey

Mr cash buyer I have a property under contract and I will sell it to you for 260 I will assign my rights to you for the gross price of 260 so then what you're going to do here is you're going to assign your interest to the property to your cash buyer and then so here you got 250 you got it under contract for 250 you sold it for 260 that means that your legally entitled to make the difference in the price which in this case is $110,000 and my friend this is without needing the actual

money to close on it you don't have to do anything all you have to do is assign over your rights which it's a piece of paper that you and the buyer fill out you give that to the real estate title company which is the company that does the actual closing for you and you will get paid on the settlement statement on the closing statement at the closing table table fair and square so imagine if you can find these kind of deals where you can make $5,000 $7,000 20 30 I've even made $150,000 on one wholesale

deal for a lot of us that's either one or two months or three months worth of pay in one deal and what happens if you close multiple of these deals per month you get where I'm going you a wholesaler made $10,000 assignment fee without needing any money the cash buyer will renovate the proper property and will pay you a premium to help you find him properties so after you get those $110,000 what do you do you go back and find more deals you start creating relationships with cash buyers and these cash buyers will be more

than happy to pay you your fees I'm a cash buyer myself and I'm more than happy to pay wholesalers fees if they find me good deals but you might be wondering Natalie why would someone pay me an assignment fee why wouldn't they go out and look for these deals themselves the reason reason why is because most people in real estate either have the money or they have the hustle in this equation you have the hustle and they have the money they want to find these deals but a lot of the times they don't even know

how to find these deals they're looking for deals on the MLS they're overpaying for properties but you found a new way to do this to where you're bringing them properties that are off Market at a great price it makes sense for them to buy it makes sense for them to pay you a fee and everyone wins if you want to be a successful real estate investor the first thing that you're going to want to learn how to do is wholesale real estate and the reason why is because if you learn how to wholesale real estate

my friend you the rest of your job is just that much easier there's a saying in real estate that says most problems in real estate can be solved by buying low enough imagine a wholesaler has has to go find a property at a low enough price where they they can profit and their cash buyer can profit so if you learn how to wholesale which is basically finding deals directly to seller at a discount then once you save up your money and you're ready to start doing your own deals you already have your lead Source you

already have the skill set so this is why I tell my clients learn how to wholesale then get into different aspects of the business owning multif family fixing and flipping all that other sexy stuff just want to give a huge shout out to Natalie and her 5we Mastery to wholesal has so much value in it within 3 weeks I was able to lock up the open on the contract the reason why I want you to learn how to find deals like a wholesaler would it's because think about what wholesalers do they market for properties direct

to seller at a deep enough discount to where they can go ahead and assign it over to a buyer like you and then you can either keep it as a rental or Fix and Flip it for a profit so so the good thing about learning how to wholesale real estate is that if you learn how to find deals directly to the sellers at a deep discount you're winning if there's something that I've learned in real estate is that most problems in real estate can be solved by buying at a low enough price let's say you

get a property you're fixing and flipping it and then you go over budget in your renovation that could have been fixed at buying at a lower price let's say you're fixing a property and and the permits are taking longer than you thought they would that could have been fixed by buying at a low enough price the first thing that we're going to go through is we're going to get your business up and running and this is where like even if you're just starting in real estate I'm going to teach you how to find these deeply

discounted real estate deals how to get them under contract at a very desirable price and from there I'm going to teach you what to do with those properties whether you're buying and holding them fixing them and reselling them for a profit or even just wholesaling them off to another cash buyer and the first thing that you need to learn is how to find these deeply discounted deals how to find them and then you figure out what to do with them because these deals aren't on the market they're not on MLS they're not on Zillow they're

not on any of the marketplaces that you're looking in right now these properties actually sell completely under the radar and they're out there for the taking guys so I'm going to teach you how to find those deals so let's dive deeper all right guys welcome welcome to the official mad model thesis I have three outcomes for you and number one I'm going to show you how to find deeply discounted real estate deals because that is the number one problem we went over that after that I'm going to go ahead and I'm going to show you

what to do with them number two I'm going to show you how to evaluate these properties to make sure that you make a profit okay because I know what you're thinking and it's like Natalie like even if I find a property I don't know how to tell if it's a good deal or even what to do with it so we're going to solve that problem for you here and my third outcome is I'm going to show you what to do with these properties whether you want to sell them off to other investors or you want

to keep these great deals for yourself I'm going to show you how to find them how to evaluate them and what to do with them whether you want to sell them or not so first things first let's get into the marketing portion okay so one of the things that I said earlier today and I want to make it very very specific because I want you to know if this just maybe isn't for you and that's this I only practice direct to seller marketing for me personally in my experience what I have seen especially as the

market gets more and more competitive the best way to Market is Market to rec toeller marketing and this means not going through other Realtors this means not going through other wholesalers when possible especially if you're going to resell it to someone else so the first step you have to choose where it is that you want to work because you can do this virtually or you can do this locally and this is how you should decide this if you live in a busy Market there's nothing like your own backyard because if you have an emergency you

can actually run to see the seller if you must or if you need to do showings you can actually show up yourself so that saves you money because you don't have to send anybody else to do your showings but if you live in a market where you just see people around you don't really buy property it's dead nobody really has a job there's just not a lot of simulation in the market maybe there's no Walmart in the area no Starbucks in the area there's no Amazon warehouses in the area those are kind of indicators that

you're living in probably a more slower Market in that case then you should pick a virtual Market that's a little bit busier now to dive deeper into how to find a virtual Market you want to look at markets that aren't really at the peak so for example markets such as Los Angeles New York City Miami Florida but you could go after the markets that are surrounding it So within like a 2 m radius where they're benefiting from all the growth in the main cities but it's not like where everyone wants to buy we call those

secondary markets and those markets tend to do better and sellers tend to be more motivated the next thing that you want to work on my friend is you want to start networking and putting yourself out there I recommend Facebook groups I do so much on Facebook groups I love them and you can start looking for your cash buyers there let's say that you chose to go after Greensboro North Carolina and you're like all right this is going to be my market whether it's local or whether it's your virtual Market the next thing you want to

do is start connecting with those buyers in the area so you're going to go to Facebook groups and you're going to type in Real Estate Investors Greensboro real estate wholesalers Greensboro see what surrounding cities around Greensboro and you can also join those for example you can put Real Estate Investors Winston Salem cash buyers Winston Salem you got to play with those keywords join those Facebook groups and start networking so I made you a template so you can literally copied and paste it into these Facebook groups and so it says hi my name is blank Natalie

I'm new to wholesaling and I'm in the blank market I'm in the Greensboro North Carolina market I'm marketing direct to Sellers and I'd like to start building relationships with cash buyers so I can assign my first deal let's connect and then the next thing that you're going to do is people are going to start reaching out to you they're going to start sending you their email so you can put them on your What's called the cash buyers list but what I recommend you to do it's like ask for these people's phone number and ask if

you can have a chat with them because literally these are going to be your cash buyer that you're going to assign your deal to so you want to start creating those relationships the good thing as well is once you do this you can go ahead and know exactly what it is that they're looking for and so I buy in these Z codes and in Greensboro so now you're creating we call it a buy box is just basically what are their requirements as a cash buyer so you start creating and you want to make these people

your friends people in real estate are super nice and they're here to help as well you're going to see that those people are also going to help you a lot in your real estate journey and the third thing is you want to choose your marketing lead source and you want to only focus on that because this is one of the main mistakes I see people do they will start with two and three lead sources and it's just not profit because my love if you don't know how to do one thing what makes you think that

you can do two and three pick one lead source and only focus on that let's break down what are your lead sources okay so number one is cold calling which is basically pulling a list you can go to the county pull a tax delinquent list or pre-foreclosure list pull that list skip trace the phone numbers upload them to what's it called a cold calling dialer and call the leads and say hey Mr seller do you want to sell your property by any chance you do that enough times you'll get some leads second is your sphere

of influence such as your friends and family maybe your grandmother wants to sell her property or maybe she has a second property that is just staying there and it's vacant and it's in despair you can help your grandma sell it and make some money off it next is SMS very similar to co- calling you pull a list but instead of calling it you're going to SMS it then there's Direct Mail which is I'm sure you've seen them they're like the little yellow postcards that you've probably gotten in the mail and they Say Hey I want

to buy your house call me at 1 2 3 4 5 6 7 then there's Facebook ads Google ads which basically you pay Google and Facebook to show your ads to your ideal audience so you'll make an ad saying hey I want to buy your house cash and then you pay Facebook to put it in front of these distressed Sellers and then the distressed sellers will say call you and say Hey listen I saw your ad on Facebook or I saw your ad on Google I'm interested in you selling my house and then there's driving

for dollars so driving for dollars is the chiefest strategy that there is out there and that's basically getting in your car going to a neighborhood you can see it's kind of like an area an opportunity Zone it's being renovated you can see that there's probably like a lot of properties that need a lot of work but you also see a lot of fixs and flippers in the area that are Remodeling and new families are are moving in so you're want to strategically Target those neighborhoods because those are the kind of neighborhoods that fix and flippers

like to purchase in and you're going to pin those addresses then you're going to skip Trace them I use propstream to skip trace and then you're going to call them same thing this is marketing so these are some of the marketing sources a few more that are not listed on here but do come to mind are Tik Tok ads which is similar to Facebook and Google ads radio ads bandit signs TV commercials out of the most premium higher pric ones are Google ads and Facebook Facebook ads because they do also convert at a much higher

rate so you have a list here remember only pick one let's talk about who is your ideal client your ideal client I always say the house has to be in distress or the seller has to be in distress it got to be one or the other sometimes you get some outliers where the property is in great condition and the seller just happens to sell cheap for a lower price but for the most part either they're selling cuz they need the money right so the seller is distressed their situation is distressed maybe they're going through a

foreclosure a divorce or the seller's perfectly fine but they're just willing to sell the house at a discount because the property needs work so you're ideally looking for a property that is off market and needs renovation so you can go ahead and assign this over to your buyers or if you're buying them for yourself so you can make a good spread on your Fix and Flip okay so these are the kind of houses that we're looking for we're looking for houses that show that they need uh maintenance you can tell this sidewalk hasn't been pressure

clean and God knows how long this house shows some despair right and this is actually a picture of a house that I actually wholesaled but for example look at this house you can't lie to me that this house does not need work we have this house I drove by it I pinned the address called the seller got it under contract wholesaled it you can clearly see there's even a hole on the roof literally there's like the sun is shining through the house so these are the kind of houses that if you're going to be driving

for dollars or even if when people call you and describe their house you want it to be these ugly houses because these ugly houses is where the fortunes are made and where you can justify purchasing these at a discount and assigning them over to a cash buyer for a great fee or if you're into fixing and flipping you can buy these at a great price and then fix them and flip them yourself just to kind of show you guys what this actually looks like a h is the receipt that the buyer and the seller sign

off at closing so as you can see we got this property under contract for10 we wholesaled it for 31,500 all in all we made 31,500 without having to own the property without needing to fix and flip it we found we got literally an assignment fee a finders fee just for being good at what we do this is another property that we whaled for $27,000 you can see here this is my company name here's another property same thing a assignment fee deals with dignity $23,000 all right so here's an overview of your Evergreen mad model funnel

okay and as you can see the further down the funnel you go you start from warm and then the leads get hotter then they get warmer and then they get hotter but before I go ahead and I break this down to you let me go ahead and break down to you the home seller Journey pyramid this is where most people go wrong as a marketer we must understand understand guys that most people when they first inquire about selling their property and this qual this is for you're a realtor this is for your if you're a

wholesaler this is for even if you're not even in real estate this is just 101 marketing Basics okay when people first come in as a lead 60% of them are not going to even be aware of the problem which means that they're cold 20% of them are going to be aware of the problem but not but they urgency 177% of them are going to be in the gathering information stage so they're Gathering options what is out there and only 3% is going to be ready to sell their house right away okay so now that you

have this information what does this mean for you this means that if you are trying this and you're not being successful my friend the reason why is because you expect every single lead that you get to fit into this 3% and it just doesn't happen there's no business out there where every single lead that they get are ready to buy now or in this case ready to sell now so what do you have to do you have to put in 100% of these leads into your Evergreen mad model funnel and continue to follow up with

them so the Evergreen mad model funnel another way to look at it is basically this pyramid turned upside down they go from cold warm warm hot so I'm go back I'm going to break down the funnel but I wanted to share this with you because I think when you're first getting started in real estate people have this notion and they think that oh everybody that comes to me you know they have to be ready or if not I didn't do a good job right that's the first thing you're thinking oh I just suck at this

I don't know what I'm doing or they're crazy and I don't understand why they're not ready to go where in reality like think about it when you're going to make a purchase let's say that you're going to buy a car first you're going to start looking for a car online then you're going to you know filter it down and say okay I think I want a Range Rover and then you're like I think I want a black Range Rover and then you start reaching out to dealership and then you make it into the dealership and

then you're like oh you know what I don't want a range a black Range Rover anymore I want a white Range Rover now but let's say the dealership doesn't have a white Range Rover so now you're like no I'm sure I want a white Range Rover and then you walk into the next dealership and they have your white Range Rover and you just happen to to be that top 3% that was ready but the thing was that you had actually gone through this entire pyramid and brought yourself up in these stages to where now you're

in this top 3% and you're ready to buy the same thing happens with homeowners okay they go through their ups and downs to where they're like okay I want to sell but I don't need to sell so there's it's not problem then they're like hm I'm falling behind on my bills Maybe I should sell I got a problem right I'm falling behind on my bills then they start reaching out to people hey realtor how much can you list my property for hey cash buyer how much can you purchase my house for in between this SE

this information gathering stage and this ready now stage it could be years or it could be very fast as well but that's why through our Evergreen mad model funnel whether it takes them months days or even years you're going to be keeping up with them and I promise you I'm going to break that down okay so keep this in mind because I wish someone would have actually explain this to me when it came to marketing for sellers where you if you mind you won't expect every seller to come in and convert right away but you

will know that as long as you keep up with them through followup you will catch them when they're at this 3% ready now stage so they're going to start at the 60% they're not aware of the problem they're like maybe I want to sell don't need to sell then they're like shoot you know I'm falling behind on my bills maybe I should think of selling and then they're just shopping around I'm sure you've spoken to those sellers they're like I'm talking to a realtor I'm talking to this guy I'm talking to another cash buyer and

then they think about it from this from this information gathering and ready now stage like I said it could take years or it could take days or it could even take months and then they get into like okay I need to sign an off and that's where we have to do a good job in being in front of them through followup so they know that we are still willing ready and able to buy their property okay so keep in mind that home seller Journey pyramid because we're going to come back to it and I'm going

to make this all make sense remember this home seller Journey pyramid is actually our Evergreen mad model turned upside down so now let's go back into our Evergreen mad model so let's break down this funnel for you so you got the top of the Evergreen mad model funnel aite comes in they might be interested in selling a life event happened they know they're going to have to eventually sell but they don't have to right now right maybe they're not hurting for the money so they're considered cold at this stage you're going to filter them to

see if they're interested or not because one thing that I tell all my clients is if a client's not ready to sell now we should not be giving them a cash offer we should continue to create a relationship with them so when they do when they are ready to sell and they do have a timeline that they want want to sell within then we give them a cash offer we also qualify them such as for their motivation is this a seller that actually needs the cash what is their motivation why are they looking to sell

so do they have the motivation or does the property have the motivation we need to know that and this is where it's super important this is your phase one in your marketing this is where you need to stick to one lead Source clear message and consistent leads so you need to do the same thing over and over and over again that's why from the beginning I told you stick to one lead Source get really good at it have a clear messaging and this is where like you can try and go ahead and do this all

on your own by all means but it's the messaging that makes all the difference how are you talking to your sellers what is the psychology behind your the words that you're speaking are you even calling them with a script or are you just babbling out of the mouth so that's the difference in between bringing someone on that helps you do this versus you just trying to figure it out on your own so phase one your leads are cold but you're filtering them and you're qualifying them phase two is speed to lead system and I'm actually

going to break that further down for you but speed to lead basically means you are going to as soon as a lead calls you're going to call them leave them a voicemail leave them an SMS until you get them on the phone and you have those conversations now let's say that they don't pick up then we keep repeating this process until we get them on the phone so once you become a master at this mad model funnel this this is the first position that you're going to hire out the people that are going to work

the middle of the funnel and that are going to be consistently calling leaving voicemails and SMS in for Sellers and having those conversations this is the first position that you'll hire out and you could usually pay anyone from 10 to 20% commission depending on how good they are so let's say that you make $20,000 you can give them 10 to 20% of that so that would be $2 to $4,000 for someone to do this process for you you have to be able to do this on your own because then you have to be able to

teach this person I personally also have virtual assistants that we pay by the hour that are really good at being on the phone and they're really hungry a lot of people just from other countries tend to be a lot more hungry than us Americans here and I teach them how to work my cold and warm funnel so once you filter you qualify these leads you're going to bring them down to your phase two which is your speed to lead system speed to lead system simply put is you're going to call them voiceman and SMS them

simultaneously continuously until you get them on the phone and you have a conversation once you have a conversation with them you figure out that they do want to sell they're looking for a cash buyer they need to sell fast or the property is in despair you're going to go ahead and start underwriting the numbers which is running your comparables and how much your potential profit can be and then phase three which is getting to the bottom of the funnel is putting them through our worldclass conversion system through cash offers and creative financing so here's where

we start giving them offers at first when you're first getting started you'll only do cash offers but then the better and the better that you get you'll also learn how to start making creative financing offers so these type of offers is where you actually can get properties on terms taking properties subject to the mortgage in place and this is where even you as a wholesaler even if you don't have a whole lot of money to get started in real estate if you can take over somebody's mortgage or that person can own or finance a property

over to you and you don't actually need the cash then you can start actually owning property faster than you think so that's our phase three then phase four of the funnel is where we go ahead we get them under contract all right we call it our phase four bulletproof sales system Plus offer so we get them under contract they are interested in what we got to say we agree on a price and we go ahead and we lock them up we put them under contract once you have the property under contract this is where the

magic happens you got the property under contract it's such a good deal that maybe when you first start you're going to have to whail it because you don't got the money to close on it but then as you do more and more of these deals you start saving your money you can start fixing and flipping you can keep this as a rental right or even for some of the creative properties where you can negotiate to take over somebody's mortgage you don't even need money and you can actually keep these properties and keep them to hold

but it all starts with the Evergreen mad model funnel all right so at this point you're probably asking yourself great Natalie but how can I run my comparables how do I know how much I should offer for these properties okay and I'm going to give you some shortcuts because I don't want to confuse you but there are some shortcuts there's a few shortcuts that you can learn from this training so how much should you offer so you should offer ideally below the price that your cash buyer is willing to pay so if you find a

cash buyer that's willing to pay more of a premium then you can also offer more of a premium so let's say for example you are Marketing in Northport Florida and you have a cash buyer in that area and he's already told you that he in that area buys at about $100,000 per property and he resells them for $200,000 in that area so he has to buy them at 100 so he can fix it flip it and make a profit that means if you're if you see that cash properties are selling for 100,000 and you want

to make let's say for example 20,000 then you need to offer 80,000 because you're going to go ahead and sell it for 100 now if you're okay with making 10,000 5,000 then you can offer more this is really a art more than a science okay so that's one shortcut on how much you should offer on a property find your cash buyer they tell you how much they'd be willing to pay you and then you're going to offer slightely below that so you can make a spread for yourself the second way and the fastest way so

it doesn't take you so long is you're going to look at how much are properties going for in the area that are fully remodeled and I'll show you an example for example this is a property in Northport Florida two bedroom one bath sold for 220,000 there's no pictures in the property but you can actually tell that there's an old street view here and you can tell that the property was remodeled even just looking at the cover picture you can tell that the prop property has been been remodeled it looks like it definitely got a fresh

paint job looks like a new roof new windows new paint it looks way different than from here so you see that this property is renovated very very fast way to do it and this only works if you're working in a busy Market where there's tons of sales and the Zillow value tends to be right as you can see this Market is a very busy one so you can see that this estimate is 218,000 and you're probably going to say oh Natalie but I don't know if this estimate is right but look for for example this

property sold for 220 so I know in this area my estimate is actually spot- on what you're going to do from here is offer 50 to 60% of this estimate because we're not going after remodeled houses we're only going after properties that either the the seller has a distress or the property has a distress so they can justify selling at half off because the property either needs to be sold fast or the property condition is in bad condition so those are two shortcuts look at the Zillow value and offer 50 to 60% of it or

reach out to your cash buyer and ask them how much they would pay deduct your wholesale fee and offer that there's a lot of other ways to comp properties but this is a very very fast and easy way to do it okay so for me personally what I mainly do is PBC marketing and then the leads start coming in and after that we start a speed to lead system where we get these sellers on the phone we give them a cash offer and if that doesn't work we follow up with creative offers such as uh

subject two financing seller financing options and all of that is included in my program I show you guys how to do it it's not like you have to do it on your own and this is what I help all my clients do so I help them launch their marketing after that once the leads come in I show them exactly how to effectively have those conversations and turn those conversations into conversions I help them track their kpis because they're s metrics and parameters that I look for to make sure that you're on the right track and

just taking those right actions every single day and it's it's pretty simple honestly guys it's pretty simple the process setting it up is simple it's pretty fast it's pretty straightforward it took me seven years it won't take you seven years because that's why you'd be bringing me on I would say probably the implementation can be the part that is like a bit hard just because you know there's a lot of potholes and and obstacles that you're going to go through and it's like especially if you're trying to do this on your own I can see

where it can be difficult if you have someone that's guiding you that's the benefit of bringing on someone that actually knows what they're doing and bringing them on bringing them on into your business so I love all my clients guys but the truth is is that they're not that special so the difference between these people that you're seeing and yourself is the three-step Evergreen mad model and I personally want to help as many Real Estate Investors implement this into their business to help them grow scale and actually get to that point with predictability but at

this point you have all the information that you need I hope I did a good job in laying out just good raw straight to the point no fluff no BS information for you and for those of you who are set on trying this on your own by all means you can now click off the video but for those of you who want assistance and want to avoid the potholes and the obstacles Al together and want to work together I actually have a link below this video that you can click on it and you can apply

to work with me we'll get on a call we'll see if we're a good fit for each other if you think I did a good job on this video go ahead and drop me a comment let me know what was your favorite part and also what I should cover in another video all right take care guys bye