How to Pitch Wholesaling in Land [Coaching Call Roleplay with Clay]

I just pulled a gold nugget from a recent coaching call I had with Dylan — one of my coaching clients (kudos to you, man!)

We ran a live roleplay on how to pitch when you’re wholesaling land.

Not just the surface stuff, but the real conversation you’d have with a seller or partner.

What hit me during this: Even when you’ve got the numbers dialed in, if you fumble the pitch, the deal slips through your fingers.

Follow Clay's Socials
Linkedin | Instagram | Twitter |

👉 Apply for Private Coaching with Clay: CLICK HERE!

👉 Apply to Get Funded On Your Next Land Deal: CLICK HERE

Join the Landletter, the most strategy-packed land-flipping newsletter on the internet 👉HERE!

Transcript

0:00

hey it's Clay on this episode of the Landman Podcast you're going to hear me do a live role play with one of my coaching clients showing exactly how I pitch wholesaling they gave us permission to share this so you can listen learn and sharpen your own game let's jump in if you're cool with it I'd love to talk through just like your overall process in terms of double closing and what that looks like and your contract and then if we can maybe go deep into how you and your team pitch the double close I know we briefly touched on it but I just feel like that's a big part of my business and I've double closed a number of deals but they're more so the list on Facebook Marketplace you find a buyer boom double close whereas I think there's a whole another level to double closes with attorney in facts and listing on the MLS before you close type of thing and I I know I'm missing out on deals because I don't have that um in place primarily because I have my license a little bit worried about how that looks but I just need to get with my broker and then get with a real estate attorney and get a contract solidified and then just start doing these AIF double closes too so if you don't mind talking through your your process and then the pitch as well hundred percent I'll do the pitch OK basically you we can you wanna just go through the pitch let's say we can't get to a number let's just say let's do right now so you just say hey Clay I need 80,000 or whatever you can just say that hey I need 80 clay I can't come to your 70 yep clay I'm at 80 right now and I won't go any lower Dylan can I ask you is there anything else besides the the price here that would prevent us from doing business together no it's pretty much all price um I'm willing to sell anything for the right price and and can't go lower than 80 at this point just based on what I've seen in the market I really respect that um so if I were to get you 80,000 we would be able to do this deal no problem yep yeah I'm good with that and and and one last question Dylan are you in any kind of rush to sell the property no we've owned it for over 10 years and currently aren't using it we're in no financial trouble or anything like that I I know John John let me know that you guys are really good financial standing and you're really just looking for the price that in order to make sure that you guys are you get the most thank you for advice so let me just tell you a little bit about our business so basically what we do here Dylan is obviously we buy your properties um and you know we buy them and really what we do is we work with local home builders and manufactured home builders um to help people get a little sliver of the American dream as you know life's expensive now man and it's it's it's it's really expensive in the life that we have that even I have right versus what my parents have it's completely different so what we can do sometimes is we just purchase these properties just outright like we were talking about a little bit of a different number right we just buy them we go in there we partner with these people and we help people build equity in their life to achieve their financial goals that's really what we do here to help our clients another thing Dylan that we do is is we we diversify our risk through partnering with these these local builders or or or or an end buyer really what that looks like is um we put our money in they put our money their money in and what ends up happening or or they or they coming in and and put all the money in what ends up happening is we we reduce our risk right of course I'm sure you can understand if there are more people uh put money in risk overall is is reduced it's kind of like the s and P 500 right you got all these stocks that you can pick you just put a little bit of money in the stock s and P 500 you know you diversify your risk and so what that really looks like is it it just takes us a little longer to find that in person that we're gonna be able to partner right and so what we do is we look locally Dylan we look for different prop different and and buyers and we partner with and what we'll do is we'll reach out to local brokers and local and other people and by the way this doesn't change the number that you're gonna get at the end of the day the number that you're getting on that check is that 80,000 but it really helps us pay a little bit more money because we have a local expert we have someone that we can partner with that's going to basically diversify our risks right so usually that's 120 day hundred 20 day process um you know we gotta find the right person that's gonna be the right fit for us and we're gonna market it pretty widespread to make sure that we can find the right person um do you have any questions about that so what do you mean by partnering yeah so we're gonna find an end an end buyer um and they're gonna come in and most likely it's either we're gonna split the the cost of the purchasing the property or they're gonna come and be the the end purchaser so that we can make sure we get that number for you so it's kind of like a wholesale deal in a way right if you think about it um like I don't know if you know anything about like Lenard Dr Horton um you know these massive NVR right Brian Homes the massive home builders they do the same exact thing right what they do is you got your your home the person that owns the land right and then you have maybe someone else is the developer right think about the developer that comes in maybe they do a little they improve the land a little bit maybe they rezone it right this this happens by the way with multi family properties but it's very common of course with these massive home builders so you got your developer that's who we are we're the developer right they then find their darling address right they find their national home builder that they end up selling the property the guy that that owns the land or the girl that owns the land's happy they get their price the developer's happy because they they're kind of the the matchmaker right and they're the person that actually develops the dream of this property adds value to it and of course the home builders also happy right the home builders the person that's gonna make the most amount of money um after they put the home on it it's kind of like that but just in a much smaller a much smaller uh that's awesome I'm gonna steal that one uh let's see I'm trying to think if there's any other by the way I just made up that I just made that up completely on the spot it was good it it resonates with me and I think it would with the uh seller too I was gonna say one thing as a seller oh have you ever had an issue finding that end buyer within hundred 20 days absolutely yeah I I don't wanna lie to you that it sometimes it it becomes problematic and so what we do in order to mitigate your risk is we give you a little insurance policy right so Dylan have you ever been paid to own your land before so so we put a non refundable deposit a little stake money five hundred bucks down and if it ends up not working out we can't find the Dr Hortons our Darlene address right ends up guess what man we we it it it you get your money and and that and that's that right reality is that doesn't happen but I still want to make sure that you have that insurance so that in the event that this person is unable this end our Darlene address is unable to close then you get that money and then what do you do to find that end buyer well I mean we what we do is what anyone else would do right we have relationships with people in this business right and and we we have the the relationships the expertise it's kind of like you know if you hire a general contractor right to to to build your house right you you could go out and find the electrician the plumber the the tile guy the window guy the roofer whatever or you have the general contractor that has all the relationships the pre existing relationships that knows how to evaluate a bid right and that's kind of what we are we are we're this the the local land general contractors right so we know all these people and through our network we could find these people and that's kind of how it works that's so good I'm gonna use all these and then Clay how do you go through um do you even bring up the whole listing on the market thing yeah if they if they ask absolutely we will um in some cases what we'll do is we'll end up you know being that person trying to find our our mean and buyer and we'll find sometimes we'll find that person through marketing more widespread sometimes that looks like a listing on the market for a brief period of time there's a lot of costs associated with that um if we have to end up listing the property we incur all the development costs we incur all the cost of brokers like you would right and the net net to you is the same thing but in the event that someone comes in Dylan and you know say for example R N Darling address says I can pay you $85,000 for it right and we're buying it from you for $80,000 after cost fees everything we make no money so we take all the risk in that case and we make no money and that can happen it does happen on our case so we put in all this effort we have team members on our team here Dylan that really work really hard and and and we have all we take all the risk um and our reward is is being that developer that kind of makes the the money to find that and partners I like the idea how you spin it in terms of hey we're taking the risk here as opposed to them taking the risk I'm not just going and listing it themselves type of thing this is really good do you yeah I guess I don't really have any more questions that's super helpful so are you gonna sign are you gonna sign Dylan you ready to sign the wholesale agreement let's do it 80,000 yeah as long as you can get me 80 I don't care if it's 60 days or 120 days good deal so hey man let me just pull it up in front of you I know that you asked me some questions about the the way that the the way that this whole thing flows I want to make sure that you are completely comfortable right and so our contracts are so simple a 5th grader can read them and but I I just want to let let me just what's your what's a good email address for you Dylan just first and last name at Gmail dot com beautiful let me send this over to you I'm gonna give it over to you right now alright and I'm gonna walk through the whole contract right there love it and then say see that thing at the bottom click it got it yep I know you had your kind of double close contract in the in the school thing too so I'll reference that again as well and work with a real estate attorney yeah let me know get your real estate um one with an attorney let me know yeah I'd love to see that for Wisconsin yup yup and and and then I can have my attorney look at it too to see if we can come to a one that really works for everyone it does it can't be too right it can't be too aggressive cause if it gets too aggressive then they're gonna back out yup sweet dude that 15 minute conversation will make me 50 grand in Q2 let's go baby thanks for running through that that that was super helpful and you talk pitch uh talked about the process too in terms of just sending them the document and and that sort of thing the key is to go from one thing to another and the biggest key dude is you don't make it seem like a thing yeah you know you got everyone and their mother trying to get into this business and you got wholesaler people gurus that are like oh you can just wholesale land right and the reality is it's kind of like the way that you package it is the most important thing and your trust and credibility which is why you give the analogy of the builders which is why you say to Darling address which is why you say it's so simple which is why you say we take all the risk you pull the power from them and you assert certainty trustworthiness local expert and you do that through storytelling and analogies right you you if you just if I wouldn't have told you about the the Dale Horton or the um you know general contractor example or taking us all the you it would be totally different right but that that's where that's where people really understand it you're totally right and and I probably don't use as many analogies as I should but as you were running through those it all clicked for me obviously just in a roleplay uh segment there but yeah I'm totally gonna steal these let's make some money and have an awesome weekend buddy awesome appreciate all your support Clay see you later buddy have a good weekend thanks for listening to the Landman podcast if you want to apply for deal funding check the link below we fund deals every week and help investors scale fast want my resources or to work with me one on one there's an application link below too let's grow your land business