240 - #TBT - $60k Question - The One Question You Need to Ask on Every Cold Call

Ever wonder what separates a good salesperson from a great closer? In this episode I sit down with Matt Salter, a top real estate agent, to dissect one of Matt’s real-life calls with a motivated seller. You’ll hear how asking the right questions and focusing on the seller’s true pain points creates trust and urgency. Zack reveals how to use techniques like mirroring, labeling, and a soft pre-close to lead sellers to say 'yes' without feeling pressured. This is a crash course in mastering discovery calls—perfect for anyone looking to close more deals faster. And if you're curious to hear the full call, join the Creative Real Estate Investing Facebook group—it’s all there waiting for you. Key Takeaways: Make It About Them: People want to talk about themselves—let them. Build trust by showing genuine interest in their story. Stay Focused: Avoid distractions and tangents during a call. Steer the conversation back to solving the seller's problems. Ask Open-Ended Questions: Instead of pushing for a commitment, guide sellers by asking, "What are you hoping to get from our meeting?" Create Urgency by Highlighting Pain Points: Dig deeper into what’s costing the seller money or time and reflect those concerns back to them. Master the Pre-Close: Ease into it by suggesting the next step naturally, asking if they’d be open to discussing working with you. Resources: Join the Creative Real Estate Investing Facebook Group Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

Investing in real estate can be a scary feeling, especially for those new to the industry. However, with a long-term commitment, hard work, and calculated risks, you can build wealth and achieve financial stability. This episode, featuring expert David Pupa, revisits timeless strategies that are more relevant than ever in today's market. To help you along the way, join experienced investor David Pupo in this episode as we share knowledge on creative seller financing deals and show you how to crack the code of real estate the smart and easy way. Get ready to think outside the box and take your investing skills to the next level! Key Takeaways What exactly is a "subject-to?" Creative Financing Perks and Techniques Make sure that monthly payments are happening How to avoid risks by opening a “trust” Breaking down the ins and outs of seller financing The Importance of Buying Assets The Illusion of "Control" That You Can Give to Other People What is the “triple-level” approach? Resources Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me The ABC’s of Real Estate Investing by Ken McElroy Never Split The Difference by Chris Voss Amortization Schedule Calculator Triple Offer Website Follow David here

Paul Baldwin didn’t let an outdated kitchen or a seller’s hesitation stop him. With a bold strategy and creative financing, he turned a landlord’s retirement plans into a $20K win. In this episode, we break down the steps Paul took to structure a deal that worked for everyone—from building trust with the seller to crafting an offer that required no major renovations. Packed with actionable insights and proven techniques, this is one episode you’ll want to take notes on—don’t miss it! Key Takeaways: Creative Finance 101: Understand seller finance, wraps, and subject-to strategies. The Power of Pre-qualification: How asking the right questions sets the stage for successful negotiations. Tailored Solutions: Why presenting multiple options to sellers builds trust and leads to better deals. Real-Life Examples: Learn from Paul’s mistakes and successes to refine your approach. Confidence in the Process: How mentorship and live coaching can fast-track your ability to close complex deals. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

Imagine uncovering a lead from a flooded property in Florida and turning it into a $24,206 payday—all while juggling a full-time job and family responsibilities. That’s exactly what Gio did, using smart negotiation tactics and relentless hustle. In this episode, we dive deep into his journey: how he built trust with a motivated seller, turned a referral into a signed contract, and overcame financial and emotional hurdles to close his first wholesale deal. This story proves that with the right mindset and tools, anyone can achieve real estate success. Key Takeaways: The Power of Referrals: How building rapport and trust with a seller led to a referral that closed the deal. Diagnosing Seller Needs: Treating conversations like a doctor diagnosing a patient to uncover the seller's real motivations. Perseverance Pays Off: Why sticking with the process and overcoming doubt is key to success in real estate. MLS Strategy: Leveraging a flat fee listing on the MLS to attract multiple offers. Earn and Learn: The importance of making mistakes, learning from them, and gaining confidence. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

A first deal is never easy, but this one was stacked with challenges - odd zoning, shared easements, and barely any comparable sales. That’s what Paul Baldwin faced in his first wholesale deal. In this episode, we unravel how Paul navigated overwhelming these challenges. Hear how persistence, creativity, and a little luck turned a potential loss into a $20K payday. If you’ve ever felt like walking away from a tough deal, this episode is the blueprint for pushing through and finding success. Key Takeaways: Navigating Unique Properties: Learn how to assess unconventional deals and find their true value when comps are scarce. Creative Problem Solving: Why Facebook Marketplace might be your unexpected savior for finding buyers. The Art of Renegotiation: How persistence and strategy helped reduce the seller's price, even late in the process. Building Confidence: Why having a coach or mentor during your first deals is crucial for overcoming unknown challenges. Volume is Key: The importance of consistent marketing and building a robust buyer list. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

Imagine landing a real estate deal, only to lose it all because of a missed lien that blows up the closing process, a delayed title report that eats up your inspection period, or a title company that drags its feet blowing your inspection period. These are the kinds of disasters that can derail your deal, cost you tens of thousands, and leave you back at square one. In this episode, I break down the critical role of the right title company and how they can make or break your success. Don’t let avoidable mistakes ruin your deals—learn how to protect yourself and your profits. Key Takeaways: The Right Team is Everything: A reliable title or escrow company can make or break your deal. Vetting is Vital: Ask specific questions to ensure the company can meet your deadlines and handle complex issues. Understand Title Insurance: Protect yourself from unforeseen liens and judgments. Be Proactive: Line up your title company before marketing to avoid last-minute headaches. Customer Service Matters: Work with a company that treats you like a valued client, not an inconvenience. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

A student brought me a deal in Ohio, and the seller’s situation was a complete mess—divorce complications, back taxes, and a demanding city breathing down her neck. The original buyer gave up because they didn’t know how to solve her problems. That’s where we stepped in. In this episode, I break down how understanding and solving seller problems is the #1 skill for closing more deals and making bigger profits. I’ll share the creative strategies I used to turn this deal into a $50,000 opportunity, the importance of building seller confidence, and why learning to solve problems is the most valuable skill you can master as a real estate investor. Key Takeaways: Sellers Want Solutions, Not Just Price: Motivated sellers prioritize solving their problems over getting the highest offer. Ask the Right Questions: Deep discovery is essential to understanding the real obstacles holding a deal back. Be Resourceful: Learn creative ways to solve unique seller challenges like liens, divorce, or city violations. Borrow Experience if You’re New: Partner with or hire a coach to help you navigate complex deals and gain confidence. Confidence Wins Contracts: Sellers need to trust that you’re the one who can make their headaches go away. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery Book a Call With Me

Your marketing could make or break your success as a real estate investor. The biggest mistake? Spreading yourself too thin. I’ve been there—blowing thousands on strategies that didn’t deliver. But I learned the hard way: mastering one focused, proven method beats trying a dozen half-baked ideas. In this episode, I share my journey through marketing missteps and the actionable steps you can take to find motivated sellers consistently. Learn how to avoid shiny object syndrome, maximize your ROI, and build a marketing strategy that works for you. Key Takeaways: Don’t Spread Thin: Avoid the shotgun approach. Focus on one proven strategy before trying another. Data is King: Track every stage of your marketing funnel—from responses to closed deals—to ensure profitability. Start Small, Scale Smart: Perfect one marketing system before expanding. Diminishing returns can hurt your growth. Learn, Then Innovate: Study successful strategies, implement them, and refine them to fit your business. Know Your ROI: Aim for at least a 4x return on every marketing dollar to ensure sustainable success. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery

Picture this: it’s New Year’s, you’ve set your goals, but something’s holding you back. It’s not a lack of knowledge or resources—it’s procrastination. While traveling in Brazil, I had an eye-opening moment reading about the power of urgency in overcoming obstacles. This episode is a wake-up call for anyone who has ever delayed action, letting doubt or comfort derail progress. I’m sharing how urgency—not just intention—drives real success, and how embracing it can make 2025 your breakthrough year. Key Takeaways: Procrastination is the Enemy: Delaying decisions, no matter how small can keep you stuck. Success is built on urgent action. Opportunity Requires Action: When the right opportunity arises, hesitation can mean missing out entirely. Every Choice Counts: Success isn’t a single big decision but a series of small, consistent actions. Mindset Shift: Recognize where procrastination holds you back and commit to aligning daily choices with your long-term goals. Support Systems Matter: A strong community or coach can magnify your efforts and keep you accountable. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery

What’s holding you back from achieving your biggest dreams? It’s not the lack of a plan—it’s your belief system. Seven years ago, I was a struggling window cleaner living paycheck to paycheck, desperately wanting more for my family and my future. That all changed when I completed my first wholesale deal. Since then, I’ve gone from scrubbing windows to building a multimillion-dollar real estate business and coaching program. In this episode, I’m sharing the two biggest factors that made it possible: setting clear goals and becoming completely obsessed with achieving them. These principles transformed my life, and I know they can do the same for you. Let’s dive in and make 2025 your year of unstoppable progress. Key Takeaways Clarity in Goals: Clearly defining your ambitions is essential. Knowing what you want is the first step toward success. Deep Obsession: True success requires more than interest; it demands obsession. This intense focus fuels the actions needed to realize your dreams. Utilizing Experience: Applying lessons from past experiences, even from different fields, can enhance growth in new areas. Value of Mentorship: Mentorship and ongoing education are vital for overcoming obstacles and speeding up success. Resources: Live Masterclass: Learn How to Do Your First Real Estate Wholesale Deal For Free Deal Machine (Discount code PIN) $40k in 40 Days Challenge Driving For Dollars Mastery