What is going on? Nathan Valley, how you doing today? Bro, yeah, my man, how you doing, brother? I’m ready to talk about something that really gets my engine revving and talking about deals, how to analyze a real estate deal that’s they’re gonna be talking about. Nope, what you laughing about, bro? Engine getting excited and well, with it, alright? That is, that might be, like, some sexual innuendo, I don’t know.
Like, I feel like you gotta make a house reference, right? You can’t make a car reference, you know, really, really gets my swamp cooler cooling. I don’t know. Anyway, guys, this is what we’re going to be talking about today. Is how to analyze a real estate deal, okay? Because we analyze deals as a part of what would you say? Nathan, how we help? How I help our clients do do deals. We look at deals that they’re doing and we say, Hey, this is an opportunity or not. We help them through that process.
Because a lot of people, when they first get started, they don’t really know if they’re looking at someone who will waste their time or not. We don’t want you wasting your time. So that’s what we’re going to be breaking down. Is how to analyze a real estate deal. Is this a seller? Is this someone you should be talking to, or is it a complete waste of time you’re about to find out on this call today? Go ahead, Nate and yeah, guys, real quick before you’re like, Ah, I know how to analyze deals. I know how to come Guys, guys, guys, pause, hold the phone again. This is more important than you probably think.
A lot of people think, no, I need to get better. Like, how do I how do I find the most motivated sellers? What’s the best you know, one line to use when negotiating. Yeah, that stuff’s cool. But guys, especially when first getting started, the thing that I see being the biggest constraint for new wholesalers. I know this was true for me when I first got started. Yes, those other things I mentioned are important, but the thing that took up the most amount of time was wasting my time on deals that I thought were opportunities, but really weren’t, and it didn’t really have too much to do with comping or knowing ARV or whatnot, right? That we’re talking just a little bit deeper than that when we talk about really analyzing a deal, because it’s more than just what do I think the ARV is exactly, that’s what we’re going to be talking about.
So before we get into how to analyze deals a painless way. I wanted to ask. I want to tell you guys who I am, just because, if this the first time you’re tuning in, you probably like, who? Why should we listen to Nathan Payne? Who? Who’s this guy? Why should we listen to Nathan? I’m cooler. Man. What is it? What the heck is swamp coolers? They have those in, you know, Utah and in Arizona, made
up thing.
Don’t believe Yeah, believe me, they’re they exist. So my name is Nathan Payne. I’ve been in industry for several years now, six years plus, and I’ve done hundreds of deals, done millions in transactions. And yeah, we’re excited. I’m excited to give you guys this information because I don’t want you wasting time. Okay, whether we ever do a deal or work together or not on a deal or anything, my goal is for you to be able to do more deals and not waste time like I did. Man, I spent a year following up with an old grandma and then thinking that was a deal, and then Amelia, like when I called her once, or she called me her daughter walked in on and was like, Who are you talking to? Oh, some guy wants to buy my house. She chewed me out. I should have known if I’m talking to an eight year old. I probably should have asked if there’s another decision maker. I spent a year of my life talking to her. Wait, was it a good experience? Yeah, it wasn’t. It was okay.
But you learn, lesson learned. Yeah, I’ve got, um, I’ve got a no. I don’t want to say no, old people policy, but you guys know, like, if you get on the phone with somebody, and it’s just like, bro, it sounds like they’ve got some, some life under their belt, right? And they sound like they’ve been around for a while. Guys just, I don’t even really talk to the Brit say, ask for a family member. Hey, do you have a any kid, anybody else that can help you, you know, or you know with making this decision, or that, anyone else we needed to know, and then get on the phone with them? But enough about that. Guys. Who am I? My name is Nathan Valley. I’ve been wholesaling for about five years. Done a bunch of deals, bunch of different states. I’m known for locking up over 100 contracts in a single year. Also, some you might have seen a 30 day challenge I did a while ago to where I picked totally brand new market, no contacts, no resources, nothing. And my goal is to do a deal in 30 days.
And I did. I did a $20,000 deal without spending any money on marketing. And what perfectly fits into this topic that we’re talking about today. I also was able to do that by only working two to three hours Monday through Monday through Friday, each morning, I stream the whole thing live from this camera and the and I was like explaining stuff to the camera for half of that, right? So I’d like 90 minutes of actual focused work Monday through Friday. The only way that is possible is if I was really good at knowing how to identify and pick opportunities right knowing how to analyze the deal. Is this worth my time or is it not? And especially if you guys, some of you might might be working part time or full time jobs. You might not have a full eight to 10 hours a day to be working on, just wholesaling stuff. So if you have a limited amount of time, this is really important, so that you can be as effective as and efficient as possible.
Thank you Nathan for that beautiful intro on who you are. I don’t worry. I went I went wild on mine too. We went long. But hey, thank you so guys. What is how to analyze the deal? Well, usually when people think of that Nate, they think of what are the comps? Right? Like go to batch leads, and they tells you, right now what it believes that? Estimate Val estimated value is what’s the problem? There’s nothing wrong with bash, there’s nothing wrong with Zilla, nothing wrong with all these but they’re dealing with data, right? They’re dealing with an algorithm. So there’s there’s a it’s very difficult. That’s why it’s a skill set you have. You can’t just always just go out for the estimated value. You have to actually be able to understand what side of the street is this house on? Is this in a neighborhood that’s nicer than the other neighborhoods? Things are very different, just from one block from the other, different school zones, different school districts. So analyzing, yes, you need data, but we’re talking about really analyzing a deal like in the sense of talking to a seller as well. Is it worth your time to continue the conversation? That’s what we really want to hit on.
The data. We’re not going to go too much into that. Go to batch leads. They got great stuff. That’s what we use and but we’re talking about something a little bit deeper. Do you have anything you want to say that? Nate, yeah, one thing when analyzing a deal, right? Analyzing copping, comping a deal, it’s not a firm science. It’s more of an art, all right? And I say that because, again, there’s no one specific algorithms where you can click a button and like, Hey, here’s the formula to calculate. Boom, this is exactly what the ARV is, right? I know, I’ve heard some people kind of mention, you know, appraisers and hey, here’s the strict rules and guidelines that they follow. And that stuff is good for a guideline, right? To get a good general idea, but it’s, it’s not a firm set number. It’s more of an art, because there’s certain things there.
There’s a lot of things that come into play when somebody is buying a home that can’t just be calculated as a number in square footage or sold comps or whatnot. You know, I’ll give a perfect example you guys when, when looking at deals, whether you’ve talked to a seller and analyzed the home, or maybe just looking on Zillow and trying to, you know, practice running the numbers. Sometimes you’ll be looking at a property and be like, wait, I found this one sold con. It’s a how it’s just like, this one, it’s in the same neighborhoods, you know, similar beds, bass, square footage, similar style. And you’re like, I don’t know why, but this thing sold for, like, over 100 grand more than everything else in this neighborhood. Like, if this is the comp, like, oh, this, this is a deal, right? And you look it up, and you’re like, okay, yeah, no, this is, like, this house really sold for this number. But that’s not the whole story, right? And again, guys, the number one thing when you’re analyzing a deal, I like to approach it to where, imagine you’re in court, right? And you’re going to talk to that cash buyer, right? And you’re going to have to make your case, right, make an argument as as, why you believe this is the RV this is, you know, you think it’ll sell for this price because of X, Y and Z, right? Again, it’s not a science.
You’re building the best case possible. So the one thing that a buyer might bring up, he’s like, Yeah, I see that house that comp that sold for 100 grand more, but that house sold higher than any other home in that entire neighborhood ever, and it was just one house. He’s like, Dude, I think that was a special scenario right now, that’s going to be a hard argument. So I actually had this exact scenario. It was a deal in Florida, and same thing, there was a comp that that stood out like a sore thumb, right? And the number one question is something about like that, something’s up, and guys, if something seems off, or if it stands out to where it’s like, huh, that doesn’t really make sense, right? Could be in a good way. Could be in a bad way, right? Could help your comp. Could not help your whatever. If something stands out, if something doesn’t make sense, there’s probably a reason for it.
So do a little bit of digging. So I called the agent that listed that property. I said, Hey, I saw this property that you sold a couple of months ago on, you know, 123, Main Street. She’s like, Oh, yeah, what about it? I was like, hey, you know, beautiful home. You did such a good job. Blah, blah, blah. Like, you guys got an amazing price. I’m actually looking to potentially fix up and sell a house right around the corner. It’s just like this one. But I noticed you you got such a good price on this home. You did such a good job. I was wondering, is there something that I’m not seeing was, is there something I’m missing as to why it’s sold at this price? And the agent, she’s like, Oh, she’s like, yes. She was like, you can’t tell. She was like, the thing that sold this house and, like, without skipping a beat, she’s like, the thing that sold this house was the backyard. And she’s like, from the pictures, you can’t really tell, you know, yeah, it’s nice, you know, it’s whatever. But no, it doesn’t look like anything fancy.
She was like, the backyard was big, but she’s like, the real thing, the backside of this house, you can’t tell from the pictures, but it has this view overlooking an entire National Park. Oh, and she’s like, that is what like, that view, she was like, is absolutely priceless. And she’s like, that is what sold this home. There you go. You wouldn’t know that. Oh no, that right? And again, that’s just one small example, but that’s, that’s what we’re looking for. And again, that’s just talking about ARV and price.
Let me give an example. Nate, yeah, let me come in real quick. I just sold my house in Salt Lake City, Utah. Zillow says, and most of the algorithms say that it’s worth 550 I just sold it for 652 so how was I able to sell for 652 and not 550 because I live in an area where some of the homes around there bring down the comps, right? So, but I live in a different part of that area, right? And that’s uh, not only that, I also have a Adu, an additional dwelling unit where I rent out my basements, as they call mother in law basement apartment. So I. Rent that out, so that’s valuable. So if you took my home in my neighborhood the exact same model, but try to sell for this amount, it probably wouldn’t go if they didn’t have an adu, right? So there’s a couple things that you need to know. But again, this is this call is to say, Hey all, that’s great.
That’s very important to know that. But before you even get into all that, like where the numbers are, you have to understand and analyze if you are talking with the right person, if you’re speaking like if you’re dealing with the right opportunity. Let me give an example. This is perfect my garage. I love you. Don’t know you, but I care about you, and I want to use you as an example. Okay, I appreciate you interacting, and I really think it’s important that everybody is watching this live, should interact, because this is for you guys. So he’s he’s saying I’ve thrown offers, typically at 70% of ARV through cold calling. I believe I have to work on my delivery because I’ve gotten a ton of hard notes. Perfect example, guys, Nate, when’s the last time you gave no no offense my garage, we love you. When’s the last time you gave an offer on the first call?
It’s been a minute, and I honestly, I honestly can’t even remember. And to be fair, you know, guys, this is what we’re taught, right? It’s not your fault. This is what everyone’s taught is, Oh, I gotta do 70% times ARV minus repairs, and then for repairs. Let me use this generic price per square foot to calculate if something’s a deal. Guys, when analyzing a deal is one really, really important truth that took me a long time to learn, does not matter how good of a deal we have on paper. If we don’t have a cash buyer that’s ready, able or willing to pay us, we don’t make any money.
Therefore, it’s the cash buyer, the investor, that is paying us when it comes to wholesaling. So that is the only person that can really tell us what something’s worth. If I’m doing 70% times ARV minus repairs, I cannot use a simple gene and again, guys, I know what I’m saying right now might sound absolutely insane, because, wait, Nate, what do you mean? Everybody says to use this formula. Just, guys, just bear with like, just think about it, right? One formula 70% times ARV minus repairs. People say, Oh, just use this one generic formula to calculate if something’s a deal or not a deal for every single buyer in every single state, every single market across the entire US doesn’t, doesn’t add up, right? And as not only that, down doesn’t work very well in every market is different and every buyer is different. Well, not
only that, but the reason why they tell you this my garage is because if you get a deal at 70% of ARV, minus rehab, minus your wholesale cost.
Of course, it’s a deal. You bring me every deal that you find at that price. And by the way, it’s not always a deal. In some markets, some markets have to be like a 40% right? You have to be really low. But most of the time, when they’re saying this in like high areas like Atlanta, Dallas, you got like these, these markets that are big, and there’s a lot of competition, a lot of people buying there. Yeah, it’s a deal, okay? And that’s why they say because it’s just easy. But I’ve done deals that like it. When you do the math, like 86% of ARV minus repairs, 90% of ARV minus repairs. Can you imagine letting all those deals go just because you’re you’re doing a generic formula? So he, he’s saying, I believe, he said, my garage says, I believe I have to work on my delivery.
I’m getting a ton of hard nosed number one, you’re getting hard nosed because you’re probably depending on what market, and you’re really, really low on your offer, and people are just like, forget you. Second of all, you’re probably getting a lot of hard noses because you’re making these offers that people probably aren’t ready to make a decision right then you’re probably just saying, hey, you know, this is where I could be around. Would that work for you? And they’re like, I don’t. I don’t even know if I’m ready to sell yet, or I don’t even know if I want to sell. Like, before we get into the offers, we have to identify, analyze, if you are working with someone that is the right opportunity. So let’s get into that.
Nate, just to add to that, guys, a lot of times you know, whether it’s busy, it’s very similar kind of the way the human body works, whatever the symptom is, very rarely is at the root cause. I don’t know if anyone kind of works out at the gym or, like, lift weights, but if you’ve been doing that for a while, you’ve probably, without a doubt, have like, tweaked something or gotten issues. For me, I’ve had elbow pain, like, really bad elbow pain, for the past, like, two, three weeks, right? You think, oh, man, it’s my elbow. I gotta, like, stretch out my forearms or something. No, the elbow pain is actually because of an issue of the shoulder not functioning properly, or at least for me, this was the case bad elbow pain because my shoulder isn’t functioning properly, and my shoulder isn’t functioning properly because my back muscles are too tight, right? So it’s like, you go three steps back and it’s like, oh, that’s a problem.
Same thing. And again, we see this all the time, to where someone’s like, oh, man, I got to get better at sales. It’s not that you need to get better at the sales and negotiating. I’m sure there’s, there’s improvements we can all make there, right? Nothing wrong with that, but that’s not the core issue, I would bet, right? The core issue, it’s not that you need to get better at negotiating making offers. It’s that we’re not analyzing the deal properly to even be in the right ballpark number, because imagine you could, you could negotiate the same way. But what if you could offer 100 $200,000 more than whatever number you gave to them last time? Like if, if nothing changed about the conversation, except for the fact that you could offer 100 to 200 grand more, would that make a difference? Maybe, maybe not, right? And then. That’s where it comes to step three.
Well, maybe it’s just not a motivated seller to begin with, and I shouldn’t be making an offer. But you might say, Nate, well, where do I get to just pull 100 200k out of nowheres to add to the offer? And that’s where it comes back to analyzing the real estate deal, because I might be analyzing it the wrong way, and I’m using a formula like 70% times ARV minus repairs, that’s super conservative. And then I’m guessing on the rehab right when, when I say guessing either just a ballpark guess, or I’m using, like, a generic price per square foot to get an estimated rehab. And guys, all the time, I’ve done this example so many times, to where I’ll run the numbers as to what a buyer actually says they’re able to offer, and that versus, if I just did the 70% formula in markets to where the ARV is, like, 350, maybe 400,000 I’m getting, typically between 70 and $90,000 more I’m able to offer, right? Like, like, that’s average. A lot of times it’s even more than that.
Yeah, wow, wow. Well, so anyway, Nate, so what would your suggestion be for people that are watching this and they’re like, Okay, guys, I’m a little confused. We want to give them some clarity. Since we’ve been kind of giving them, giving them some juice all over,
yeah, so, so some clarity on that with um first and, well, do you want to start with the motivated lead part?
Well, let’s, let’s, well, you were just kind of hitting on how you can offer a little bit more, right? Yeah. So from your body that’s having relationships, right?
So let’s go back to to my garage. And the other thing I noticed is my girl, I think you said you’re tuning in from, from LA, California. I don’t know if that’s your real estate market that you’re working in. I’m going to assume, so 10, yeah, South LA, so I’m going to assume that’s, that’s the market you’re working guys again, 70% if you’re in a market to where ARV is, like 150,030% of 150,000 it’s, it’s not that much money. You’re in a market like LA or New York. 30% is a huge chunk of money right now. The thing is, is, when we take out that huge chunk, like, just look at the number and be like, dude, do you think somebody would flip a house for a number less than that, right? California, especially. La, probably, I don’t typically work that market, but average house, what over a million. Easy, I would guess, like, a million is probably on the low side. Yeah. He’s saying it’s around 900k yeah.
So 30% I mean guys, you’re talking almost 300 grand. Now, I don’t know if any guys are flipper, but do you think anybody in LA would flip a house for less than a $300,000 profit? I would say probably right. And so with analyzing the deal you had mentioned, I have a cash buyer asking me every day, absolutely love this. This is what you’re going to do next time you have an opportunity or a lead, right? Make sure it’s motivated if, and again, that’s that’s the foundation. Do I have a motivated seller right with a house that we can add value to, and there’s a problem that I can uniquely solve if we have those two pieces right? Step three, well, let me take the guessing out of it. Let me just reach out to the buyer and have him tell me what he thinks ARV is, what he thinks the rehab is, and what he thinks he’d be able to offer. Nobody is going to have a better answer than the buyer.
Why? Because he’s the one buying it, and the most important piece is the answer is going to change depending on what buyer you’re talking to, right? And guys like, really listen to this. You could have the same house, the same ARV, the same rehab, the same seller, right? Same exact house. You’ve got one buyer. He goes, he looks at it, and he’s looking to buy it, move into it, fix it up himself, and then sell it. A second guy looks at it. He’s looking to buy it. He has his own crews that are going to fix it up and then sell it. I’ve got a third guy that’s telling me I’m absolutely crazy, and the rehabs twice what I think it is. And it’s because he listened to, like, one episode of bigger pockets, and he got all premium subcontractor quotes.
Got guys I love bigger pockets. I’m just making a joke, right? And I’ve got a fourth guy. I’ve got a fourth guy to where, not only does he have his own cruise, but because he does so many flips in volume, he buys materials in bulk at a massive discount, and he can do that same rehab for a fraction of the cost of anybody else, and that’s not even including Well, what about the person analyzing it as a rental property? What about the person analyzing it as an Airbnb? What about the person analyzing it to where they’re going to run by the room or do like a pad split? What about the person that’s going to put an addition, right? Or what about the person that’s going to turn it into an assisted living facility? Guys, you get my drift, right? It that’s beautiful thing with real estate is there’s so many things somebody can do with a property. How can I possibly pinpoint what the value it depends on who I’m talking to, and one person might offer, if we’re in LA, you know, a cash offer. One guy might offer $600,000 cash. You might have another buyer willing to offer $850,000 cash. And you might say, Nate, that is absolutely insane.
Who would do that depends on who the buyer is. Depends on. Things cost. And both buyers might be right, that might be their best offer, but they might have totally different circumstances. We had a deal in Utah to where first buyer that walked it right, the first like five buyers that walked it, they were all between 160 and 175 with their offer. The guy we sold it to paid 250 it’s almost 100 grand more. And guys, it’s not because there’s a sucker born every minute. No, that’s a company that does rehabs, like over 100 rehabs a year nationwide.
They know what they’re doing, and by the way, they don’t always that company doesn’t always beat the other offers that came in lower. It’s just depends. It’s kind of crazy. So anyway, what we’re trying to say, guys, is, when you’re looking at a deal, you don’t just bring every deal, like, I’m talking to a seller. They’re like, what can you offer? I don’t bring that deal to my buy or my garage. That’s not someone I want to waste my buyers time on. You only bring those opportunities to your buyers. That are opportunities are people that are interested in selling, that have a problem, that you cannot solve a problem and solve their problem, and the offer is like the last thing, how you complete solving the problem.
That’s not always the thing that solves it. You can solve in many different ways on how you structure the offer. Now, look, we’re not going to get too crazy more in depth with this guys. We’re all we’re trying to say is be careful how you use your time. Use it wisely. Make sure you’re not just bringing deals that you know anybody wants to sell and asking your buyers what, what they’d pay. That’s not what we’re talking about, identify the opportunities, identify why they’re selling. If there’s probably help, then you can leverage your relationships to help you offer way more than 70% of ARV, minus repairs, minus rehab. There’s a way better way to do it. Nate, do you have anything you want to say before we wrap up? Yeah, guys, the simplest thing with with wholesaling is take the guessing out of it, right? So you can get ballpark ideas.
As far as I think ARV is around here, rehabs, I personally don’t even try to guess. And guys, the thing is, if a buyer asks me, I never say either one of those numbers ever. If a buyer asked me, Hey, what do you think ARV is? I don’t say I think ARV is this. I’ll answer it with, well, I saw, I saw that this comp, this property, sold at this price, and this one sold at this price. Here were the differences with those two properties, right? Different, same thing with rehab. Hey, what? How? What do you think the rehab is on this? Well, I know the roof’s 25 years old. The seller said it needs electrical. And, you know, they updated whatever last year.
See the difference is, I’m not I’m presenting inarguable evidence, right? ARV, and this is the whole kind of thing with the 70% rule and why? Why it’s so flawed. ARV, is suggestive. Same thing with the rehab if I bring something that’s subjective to the buyer, well, it’s really easy for me to argue and disagree with that. How can you tell me I’m wrong? We can just have it back and forth and disagree, right? And at that point it’s a dead deal, because now we’re arguing back and forth over what we think a comp is and what we what we don’t think a comp is. But if I just present the facts again, building a case like in court, and then take the guessing out of it, I don’t guess what ARV is. I let the buyer tell me, right, and then from there and get like, I said, whatever that person says is true for them.
Now I might ask them, right? If you’re like, Dude, I think ARV is right around 900 and the buyers like, Nah, I think ARV is like, 720 if you’re just like, why? Where does that even come from, right? If you think they’re really far off on something, guys, here’s the magic, magic phrase, hey, Mr. Buyer, help me understand. Well, what am I missing? I’m seeing this house, in this household for this price. It sounds like I’m missing something, right, simple as that. And then one of two things will happen. They’ll either be like, well, you know, all right, you know, I see what you’re saying, but I don’t think it’s that high, right? And then, you know, okay, they’re just trying to hustle me down on money, which is fine, that’s just them negotiating, or they’re going to tell you, yeah, well, it’s because those houses have x, y and z, and this one has, you know, 123, and then you learn something new, and you’re like, oh, right, just kind of like, that view, right? The buyer’s like,
Well, yeah, that’s because you didn’t realize that one had a view overlooking a national park that’s unlike anything else. It’s like, oh, okay, yeah, that makes a lot of sense. All right. So take the guessing out of it. Have conversations with your buyers. They’ll tell you what the ARV is, and then you can go from there.
So check this out. Nathan, love it. Crushing it. Appreciate you how in depth you go. Glory, skip. Glory, full skip is saying before we go, what are some great questions you can ask your buyers to qualify them. Best I got I got some better for you. We’re not going to just answer this for you. Just right now, I’m going to give you the script that we use. Okay, so guys, what we have is we have a free Facebook group. It’s called the paynelessflipping free Facebook group.
Because it’s free, all you have to do is go type in painless flipping free Facebook group into Facebook and you’ll find it ask to join. We have a free course on how to work with buyers, like what we’re talking about right now. If you go right, the first part is picking your picking your market. Second is finding buyers. If you go through the training, we’ll give you a cat a bonus, which is our cash buyer script, okay, but I want you to go through the training so you just, we don’t, you just don’t get.
Script and you don’t know how to use it, okay? So anyway, it’s a literally free training for everybody, and then, like I said, all you gotta do is go get your cash buyer script. So that will be better than us just telling you, like, one or a couple questions asked, just go get the script. Like I said, again, it’s just at painless flipping free Facebook group. Under the guide section, we have a four step course it tells you how to leverage your cash buyers, to do more deals, how to do deals a painless way. I hope that helps all you guys out. But yeah, Nate, do you have anything else you want to say? Yeah, I’ll end it with so I wanted to go through the three points of pain, right? So we talked about the elbow pain, which was my garage, thinking that the problem is negotiating, right? That’s not, I would argue that’s not the problem here, right? Not the elbow pain.
We talked about the shoulder, right? Hey, we have the elbow pain because the shoulder is not working properly, right, which is, we’re not analyzing the deal properly, right? So we talked about that, but the real thing, right, the back pain that’s causing all of it, or the the tight back muscles, the tight lats, that is not having a motivated seller. Now that may or may not be the case here, right? With this specific scenario with you. But how do we know if we have a motivated seller? Guys, I’m going to speed through this in 10 seconds. If you got pen, pad of paper, write it down, or, you know, rewind this and watch it again. Watch it a couple times. All right? Every time you talk to a seller, there’s these four questions every single time, right? I ask these questions. Number one, hey, Mr. Ms seller. Hey, Mr. Ms seller. And I’ll, typically, I’ll ask these questions when we’re going through and I’m asking them about condition, hey, so tell me a little bit about the house, you know, what holds the roof? Like, hey, let me ask you, have you thought about maybe just listing it with an agent and sort of going that route? That’s question number one.
Have you thought about listening with an agent? Go like, yeah, we’ve thought about it. Okay, got it. Well, what’s held you back from just moving forward with that? Right? We want to know, what’s the why? What’s the why behind that? That’s question number one. All right, okay, got it now, tell me a little bit. What’s the kitchen like? What kind of shapes? Okay, got it. Nice. Nice. Hey, yo. I know you said it means this and that. Have you have thought about maybe just fixing it up yourself and then selling it, you know, you’ll get more money that way. Wow. Yeah, I don’t really want to do that. Oh, okay, well, why is that? What’s holding you back from, from just doing that? Okay, got it all right. So now tell me a little What, what’s kind of the the backyard stuff, like, okay, got it. Question number three, Hey, have you thought about, have you considered maybe just renting out the property? And guys, typically the the sellers will cut you. I’ll be like, Oh my gosh. We don’t want to rent it out. We don’t want to deal with tenants or this or that, blah, blah, blah, blah, blah, right? But if you’re like, Yeah, we thought about it.
Okay, got it. Well, what’s what’s held you back from just moving forward with that? Guys, I swear, if you listen to my calls, I’ll say the same thing five times, right? Well, what’s holding you back, what’s holding you back, what’s holding you back, right? And then last but not least, question number four, okay, got it? Well, Mr. Seller, I know you said you wanted a million dollars for the shed, but I’ll be honest, that’s a tough price to get to. You know, is just staying in in the house an option for you, you know, are you able to just stay here? Or I don’t? Do you have family or kids, or, you know, maybe somebody you can just kind of pass the property onto? Those are the four. Now, guys have a little bit of emotional intelligence, right? If you’re talking with them and it’s, you know, they’re like, Yeah, I don’t have any family. Or this, obviously I’m not going to ask question number four, right? Because they kind of already answered it. But we want to ask those questions. If I ask, Hey, questions. If I ask, Hey, have you thought about listing it with an agent? They’re like, Yeah, I have. We’re meeting with one on Friday.
I’m gonna ask once. Okay, got it? Well, what? What’s holding you back from just listing it with them on Friday? They’re like, well, we’re planning to list it for for an LA, we’re planning to list it for 900,000 Okay, was there any reason you wouldn’t just list it for 900,000 with the agent. They’re like, Well, yeah, we’re talking to you because you said you can pay cash and close quick and there’s no closing costs. So if we can get $900,000 cash, and it’s an easier process, and we don’t have pay commission, yeah, sure, I’ll do that. Not a motivated seller, right? Same thing with fixing it up. Hey, Mr. Mr. Seller, have you guys thought about fix it? Yeah, we have. Well, what’s holding you back? Well, we, we were going to see what your offer is, if you’re able to pay a price. Great. If not. Yeah, we were going to put in granite countertops. You don’t paint these two rooms, and then we were going to list it. Okay. Well, that’s, yeah, it sounds like that’s probably the best option for you, right? And saying they’re running it out when you get my drift, right? And guys with making offers, last thing I’ll give you, and I got this from Alex Ramos, making offers should be like, Guys, we’re going all night. You know what? We’re not, we’re not leaving.
I thought, I thought we were wrapping it up, like 10 minutes ago, dude, I’m just my eyes rolling back. I can’t, I can’t let you once I get going, Man, I just, I just want to keep going and give all the guys we’re gonna I’m out of here. Nathan got this. I was just kidding.
So last thing right with making offers? Um, number one, if you’re, if you’re just getting started, or you’re newer, rule of thumb, like, don’t make an offer on that first call, even if the person’s asking, like, do your best to try really hard to not make an offer, even if they’re like, no, please give me a not be like, Hey, look. I mean, it’s a big decision.
There’s a lot of stuff I gotta take in consideration. I don’t just want the wrong number. Your offer is you’re looking that’s like, your ammo, that’s like, that’s you. Like, once they get that from you, they don’t need you anymore. It’s the only leverage you have. That’s your leverage. So making an offer should be like proposals. Now, there’s exceptions to every rule, right? But most of the time, most of the time, when somebody proposes. Is they typically already know what the answer is going to be making an offer should be the exact same way. I do not make an offer unless I’m like 99% sure yeah, they’re gonna say yes to this, right? Most of the time, like 80% of the time, I already have gotten a soft yes for them at that number before I even say, Yes, I can do that. Number This is my offer right now. Again, that’s that.
Don’t worry. Remember, right elbow pain, shoulder pain, back pain, right back fix the Hey, do I have a Do I have a motivated seller? Right? With the questions then worry about, am I analyzing this property correctly, right? Number one thing is getting feedback from your buyer and listening to them. And then number three is, Hey, make an offer, like a proposal. That’s it. I love it. Love it. Nathan, you crush it. As always. We got Glory, Glory full. Skip. Just saying thanks. Nathan, we actually, well, actually, thanks to both of you. Oh, okay, well, thank you. You can analyze deals, but reading, reading is, uh, I love that. If you’re like, dude, this stuff was great, but like, you guys ran through some of the stuff really quick, or you’d love it the like, like you were saying earlier. The Facebook group, it’s free, and we do a lot more stuff in there. We go live, we post stuff specifically in there.
So if you want to kind of know a little bit more as to like, hey, you know you guys talk like, tell me a little bit more about those qualifying Nate, tell me a little bit more. How do you handle that negotiating part? Like, how do you handle that process? You know, to making that offer guys join the Facebook group, post questions in there, because we look at that like pretty much like a hawk, and we like my
guy right here, Idris right here, which is glorified skip, just joined round of applause for glorful Skip. He did it. He joined the group. So,
yeah, if you guys want to know more, you know, keep watching us on YouTube. But definitely the Facebook group’s a great place, too. And yeah, hope to chat with you guys and see you guys all there.
And look, when you guys join, you’re part of the family, just like Vin Diesel. All these Vin Diesels family. You’re a part of it, guys, let’s go. What do you know? You know Vin Diesel? He’s all about family. He’s always like family. So I figured when people join, we welcome them to the family just like Vin Diesel. You like that? Yeah? Well, yeah. Well, it’s a little different, but, All right, everybody, we’ve had a good time again. We’ll see you next week. We’re ain’t going nowhere. All right, that’s all we do. We do deals, and we tell people how to do deals so we can do more deals. And we just love deals, and we love helping people progress. So see you later.
All right, guys, let’s go over how to pick a Nathan. Guys, love you. Thanks for tuning in. Hope you got a lot out today. See you guys soon later. Bye. Hey everybody. What’s up? It’s Nathan Payne, and for the first time ever, we just released this insane training bundle that has literally everything that I’ve learned from doing a combined 4000 deals in real estate, all from starting with absolutely no previous business background experience or any real estate experience, plus there’s over $19,000 worth of free gifts that we’re throwing in, all for insanely low, low price. If you want to get your hands on this, be sure to click the first link on the description below right now.
