Welcome to the Online Hustlers Podcast! I'm your host, Esteban Andrade. In this episode, we’re joined by Dan Ahlborn, a real estate veteran with over 12 years of experience. We dive deep into the exact framework Dan used to close five deals in just 90 days by mastering online motivated sellers and virtual wholesaling.

Whether you are transitioning from a side hustle to a full-time business or looking to scale your existing operations, this guide covers the sales processes and marketing integration required to succeed in today’s competitive market.

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‍The Core Sales Framework for Real Estate Wholesaling

A consistent sales process is the difference between a hobby and a business. To close deals consistently, you must move beyond "winging it" and follow a structured framework:

• Initial Contact & Rapport: Make a professional first impression. Use open-ended questions to understand the seller’s "why" before discussing the "what."
• Qualifying Leads: Not every lead is a deal. Assess the seller’s timeline, the property’s condition, and their financial situation immediately to protect your time.
• Building Virtual Trust: In a virtual setting, trust is your currency. Share testimonials and emphasize a hassle-free process (no repairs, no commissions) to overcome the lack of a physical handshake.
• Handling Objections: Address concerns about price or timing calmly by providing market-backed research.

Integrating Inbound and Outbound Marketing

Dan’s success stems from a Hybrid Marketing Approach. Rather than relying on a single source, he combines the "hunt" of outbound with the "magnetism" of inbound.

1. Inbound Marketing (The Magnet)

By using SEO, Content Marketing, and Social Media Ads, you attract sellers who are already searching for a solution.

• SEO & Content: Optimize your website for keywords like "sell my house fast" and provide value through blog posts that solve seller pain points.
• Social Ads: Run targeted campaigns on Facebook and Instagram to capture high-intent leads.

2. Outbound Marketing (The Hunt)

Don't wait for the phone to ring. Use Cold Calling and SMS Marketing to reach potential sellers directly. The key here is compliance and persistence. When you combine these outbound efforts with your inbound "expert" status, your closing rate skyrockets.
 

Leveraging Experience and Learning 

With over a decade in the real estate industry, Dan has learned valuable lessons from his successes and mistakes. Here are some key takeaways: 

• Early Days: Dan started his journey with basic methods like using bandit signs, which brought in leads but lacked consistency. He realized the importance of focusing on the business and implementing systematic processes.
  
  
  1. Bandit Signs: While effective, bandit signs require continuous effort and can be inconsistent. Dan learned that relying solely on this method was not sustainable for long-term growth.
     
     
  2. Side Hustle to Full-Time: Transitioning from treating real estate wholesaling as a side hustle to a full-time business required a shift in mindset and commitment. Dan had to focus on building a solid foundation for his business.
     
     
• Rebranding and Systems: In the last four months, Dan rebranded his business to "House Buyer Dan" and implemented consistent processes. This transformation was driven by his experiences with partners and his understanding of the importance of systems and processes.
  
  
  1. Rebranding: A fresh brand helped Dan position himself more effectively in the market. It also allowed him to redefine his business goals and strategies.
     
     
  2. Implementing Systems: Dan introduced systematic processes for lead intake, sales, and dispositions. These processes ensured consistency and efficiency in operations.
     
     
• Mindset Shift: Overcoming self-limiting beliefs is crucial. Dan emphasizes getting the fear out of real estate by addressing the three F’s: finding deals, fixing deals, and funding deals. Surround yourself with like-minded individuals who support your vision and push you towards your goals.
  
  
  1. Finding Deals: Use multiple channels to find deals, including online marketing, networking, and direct mail. Be proactive and persistent in your efforts.
     
     
  2. Fixing Deals: Develop a reliable network of contractors and service providers. Ensure that you can quickly and efficiently address any issues that arise with properties.
     
     
  3. Funding Deals: Build relationships with lenders and investors. Have a clear plan for financing your deals, whether through private money, hard money, or traditional loans.
     
     
• Learning from Others: Join masterminds, coaching groups, and online communities. Learn from other successful real estate investors and wholesalers. This collective knowledge can help you avoid common pitfalls and accelerate your growth.
  
  
  1. Mastermind Groups: Participate in mastermind groups where you can share experiences and learn from others. These groups provide valuable support and accountability.
     
     
  2. Coaching Programs: Invest in coaching programs that offer structured guidance and mentorship. Coaches can provide personalized advice and help you navigate challenges.
     
     
• Continuous Improvement: Always seek ways to improve your processes and strategies. Regularly review your performance and make necessary adjustments. Stay updated with industry trends and best practices.
  
  
  1. Performance Metrics: Track key performance indicators (KPIs) such as lead conversion rates, deal closing times, and marketing ROI. Use these metrics to evaluate your strategies and identify areas for improvement.
     
     
  2. Industry Trends: Stay informed about changes in the real estate market, new marketing techniques, and emerging technologies. Adapt your strategies to stay competitive.
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Implementing Virtual Wholesaling

The pandemic forced many businesses to adapt, and Dan’s wholesaling business was no exception. He successfully transitioned to virtual wholesaling, which allowed him to reach more sellers and close deals remotely. 

• Virtual Tours: Instead of in-person visits, Dan now conducts video walkthroughs and takes detailed pictures of properties. These visual aids are used during live Zoom meetings with potential buyers, allowing them to view the property remotely.
  
  
  1. Video Walkthroughs: Use a high-quality camera or smartphone to record detailed walkthroughs of properties. Highlight key features and any areas that need repairs. Provide commentary to give buyers a clear understanding of the property's condition.
     
     
  2. Photo Documentation: Take multiple high-resolution photos of the property, including exterior and interior shots. Ensure that all important areas are covered, such as the kitchen, bathrooms, and any significant repairs needed.
     
     
• Handling Tenant-Occupied Properties: Many of Dan’s deals involve tenant-occupied properties. Virtual tours prevent disruption to tenants and streamline the buying process. This method also alleviates concerns about having multiple investors physically visit the property.
  
  
  1. Scheduling Virtual Tours: Coordinate with tenants to schedule virtual tours at convenient times. Explain the process to them and ensure their comfort and cooperation.
     
     
  2. Minimizing Disruptions: Use virtual tours to reduce the need for multiple in-person visits. This approach is less invasive for tenants and more efficient for buyers.
     
     
• Overcoming Beliefs: Initially, Dan believed that buyers wouldn’t make offers without physically seeing the property. However, virtual wholesaling proved successful, and buyers were comfortable making offers based on virtual tours and detailed information.
  
  
  1. Building Trust Virtually: Establish trust with buyers through transparent communication and providing comprehensive property information. Use testimonials and case studies to demonstrate your track record.
     
     
  2. Streamlined Processes: Develop streamlined processes for virtual wholesaling, including digital contracts and online payment methods. This efficiency helps build confidence in your ability to handle deals remotely.
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Mastering Phone Sales Skills 

Closing deals over the phone requires a different set of skills compared to inperson meetings. Dan highlights the importance of mastering phone sales to succeed in virtual wholesaling. 

• Building Rapport: Establishing rapport over the phone is crucial. Use active listening and empathy to connect with sellers. Show genuine interest in their situation and build trust through effective communication.
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  1. Active Listening: Pay close attention to what the seller is saying. Use verbal nods and acknowledgments to show that you are engaged in the conversation. Reflect back on what they say to ensure understanding.
     
     
  2. Empathy: Express empathy for the seller's situation. Understand their challenges and demonstrate that you genuinely care about helping them find a solution.
     
     
• Addressing Concerns: Be prepared to address any concerns or objections sellers may have. Understand their pain points and provide solutions that meet their needs. This approach helps in building confidence and trust.
  
  
  1. Common Objections: Anticipate common objections such as concerns about the offer price, the timeline for closing, or the condition of the property. Prepare responses that address these concerns effectively.
     
     
  2. Providing Solutions: Offer solutions that alleviate the seller's worries. For example, if a seller is concerned about repairs, explain how your offer takes those costs into account and that they won't need to make any repairs themselves.
     
     
• Closing Techniques: Use proven closing techniques to secure deals. For instance, create a sense of urgency by highlighting the benefits of selling quickly and addressing any doubts they might have. Ensure you have a contract ready and aim to close the deal during the call.
  
  
  1. Sense of Urgency: Highlight the benefits of acting quickly, such as avoiding foreclosure, receiving cash fast, or bypassing the hassle of listing the property.
     
     
  2. Clear Call to Action: Provide a clear call to action at the end of the conversation. Summarize the benefits and ask for the seller's commitment. For example, "Let's move forward with this offer so we can get you the cash you need as soon as possible."
     
     
• Training and Practice: Continuously train and practice your phone sales skills. Role-play scenarios with your team to improve your techniques and confidence. Review call recordings to identify areas for improvement and refine your approach.
  
  
  1. Role-Playing: Conduct regular role-playing sessions with your team. Simulate different scenarios and practice handling objections and closing deals. Provide feedback and coaching to help improve skills.
     
     
  2. Call Reviews: Record your sales calls and review them to identify strengths and weaknesses. Use these reviews to provide constructive feedback and develop strategies for improvement. 
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Consistent Processes and Systems 

Having consistent processes and systems is the foundation of a successful wholesaling business. Dan shares some of the processes that have significantly impacted his business. 

• Lead Intake: Develop a systematic lead intake process to ensure all leads are handled efficiently. Use CRM systems to track and manage leads, ensuring timely follow-ups and consistent communication.
  
  
  1. CRM Systems: Invest in a reliable CRM system to manage your leads. Track all interactions with leads, set reminders for follow-ups, and keep detailed notes on each contact.
     
     
  2. Timely Follow-Ups: Ensure that all leads are followed up promptly. Set up automated follow-up sequences to stay in touch with leads over time and keep them engaged.
     
     
• Sales Process: Implement a structured sales process that includes all the steps from initial contact to closing the deal. This process should be followed consistently to achieve predictable results.
  
  
  1. Sales Stages: Define the stages of your sales process, from initial contact to closing. Clearly outline the steps involved in each stage and the actions required to move leads through the pipeline.
     
     
  2. Performance Metrics: Track key performance metrics for your sales process, such as conversion rates, average deal size, and sales cycle length. Use this data to identify areas for improvement and optimize your process.
     
     
• Dispositions: Create a standardized disposition process to handle the selling side of your deals. This includes marketing the property, negotiating with buyers, and closing the sale. Virtual tours and Zoom meetings can be used to facilitate this process.
  
  
  1. Marketing Properties: Develop a marketing plan for each property, including listing on various platforms, creating detailed property descriptions, and using high-quality photos and videos.
     
     
  2. Negotiating with Buyers: Train your team to negotiate effectively with buyers. Understand their needs and concerns and work towards mutually beneficial agreements.
     
     
  3. Closing the Sale: Ensure a smooth closing process by coordinating with all parties involved, including buyers, sellers, and title companies. Use digital tools to facilitate remote closings when necessary.
     
     
• Continuous Improvement: Regularly review and refine your processes. Learn from your experiences and make necessary adjustments to improve efficiency and effectiveness.
  
  
  1. Process Audits: Conduct regular audits of your processes to identify inefficiencies and areas for improvement. Involve your team in these reviews to gather insights and suggestions.
     
     
  2. Feedback Loops: Establish feedback loops with your team and clients to continuously improve your processes. Use surveys, interviews, and performance reviews to gather feedback and make data-driven decisions.
     
     
• Training and Development: Invest in the ongoing training and development of your team. Provide access to resources, courses, and workshops to enhance their skills and keep them updated with industry best practices.
  
  
  1. Training Programs: Develop comprehensive training programs for new hires and ongoing training for existing employees. Cover essential topics such as sales techniques, customer service, and industry knowledge.
     
     
  2. Professional Development: Encourage your team to pursue professional development opportunities, such as certifications and industry conferences. Support their growth by providing resources and time for learning. 
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Conclusion

Closing five deals in three months from online motivated sellers requires a combination of the right sales process, integrated marketing strategies, leveraging experience, and consistent systems. By following Dan Ahlborn’s insights and implementing these strategies, you can significantly enhance your real estate wholesaling business. 

Success in real estate wholesaling is not just about finding deals but also about building a sustainable and scalable business. Focus on developing a consistent sales process, combining inbound and outbound marketing, learning from your experiences, implementing virtual wholesaling, and mastering phone sales skills. Continuously improve your processes and invest in your team's development to achieve long-term success.