Jay Mora joins David Lecko to reveal the sales and negotiation tactics that sellers never see coming. From breaking through classic stall excuses to using permission-based questions that drop walls instantly, Jay shares the exact frameworks he uses to turn tough conversations into signed deals. He also breaks down why most scripts fail, how to open cold calls with the “sticky note” intro, and the counterintuitive way to win trust in minutes.

KEY TALKING POINTS:

0:00 - Intro

0:12 - Jay Mora’s Response To Stalling Tactics

3:11 - How He Got Started In Real Estate

8:31 - The Type Of Real Estate He Does Now

11:22 - His Current Numbers & His Marketing Strategy

16:22 - His Approach To JV Deals & His Business Structure

22:08 - What Drives Jay To Achieve More

24:21 - Sales Tips From Jay

32:10 - How To Get In Touch With Jay & Closing Thoughts

33:47 - Outro

LINKS:

Instagram: Jay Mora

https://www.instagram.com/thejaymora1/

Website: Jay Mora

https://www.thejaymora.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Jiries Dawaher breaks down his entire 12-step renovation process—from planning and demo to finishes and final punch out. He explains how mastering renovations not only adds massive value to your deals but also opens doors to properties most investors overlook. Whether you’re flipping, holding, or wholesaling, Jiries shows how to think like a pro and build repeatable systems that scale.

KEY TALKING POINTS:

0:00 - The Importance Of Knowing The Phases Of A Renovation

1:35 - Phase 1: Plan

2:40 - Phase 2: Demo

3:21 - Phase 3: Plan (Part 2)

3:47 - Phase 4: Framing

4:54 - Phase 5: Rough-In

5:43 - Phase 6: Drywall/Backerboard

6:53 - Phase 7: Trim

7:41 - Phase 8: Painting

10:26 - Phase 9: Carpentry

12:15 - Phase 10: Finish Work

13:28 - Phase 11: Flooring

14:54 - Phase 12: Punch Out

15:20 - Outro

LINKS:

Instagram: Jiries Dawaher

https://www.instagram.com/jiriesd

Website: Jiries Dawaher

https://www.brrrrinvestacademy.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Most wholesalers settle for small checks — but they don’t have to. In this episode, John Barbera reveals the negotiation strategy and mindset shift that helped him double his assignment fees and transform his business. By focusing on seller needs instead of formulas, he unlocked six-figure deals and built the foundation that made him a millionaire investor.

KEY TALKING POINTS:

0:00 - Intro

0:31 - Jon Barbera’s First Deal

2:35 - How He Got Into Pre-Foreclosures

6:24 - His Journey To $1 Million

10:08 - Increasing Your Assignment Fees

14:02 - How Your Negotiation Strategy Affects Your Assignment Fee

19:20 - The Contract To Close Timeline

22:37 - Getting In Touch With Heirs

26:40 - Buying Partial Interest

28:38 - Tactics For Delaying A Foreclosure

33:53 - How To Get In Touch With Jon & Closing Thoughts

35:15 - Outro

LINKS:

Instagram: Jon Barbera

https://www.instagram.com/jonbarbera

Website: Jon Barbera

https://prymeacademy.mykajabi.com/jonbarbera

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

John Wahib manages a team making over 360,000 cold calling conversations every month. In this episode, he reveals what those calls taught him about data, tonality, outsourcing vs. DIY, and how to turn sheer volume into consistent deals. David and Ryan dig into the real cost of cold calling, the systems John uses to manage 60+ callers, and why Ryan hired him by the end of the show.

KEY TALKING POINTS:

0:00 - Intro

0:36 - An Overview Of John Wahib’s Business

1:14 - How Many Calls They Make & Why He Got Into Real Estate

3:00 - Their Cold Calling Metrics

5:01 - Cold Calling Advice

9:53 - How Many Callers They Have & More Metrics

10:36 - The Cost Breakdown Of Hiring A Call Center

13:19 - How They Use DealMachine & The Data Quality

18:20 - Weighing The Cost Of Hiring An Agency

20:59 - What He’s Learned From Managing 60 People

24:33 - Dealing With Language Barriers

25:51 - Closing Thoughts And How To Get In Touch

26:31 - Outro

LINKS:

Instagram: John Wahib

https://www.instagram.com/johnwahib

Website: Callreals

https://www.callreals.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Ryan just closed his biggest wholesale deal yet — a $565,000 assignment fee on a 21-property portfolio. In this episode, he breaks down how the deal came together, why zero earnest money was involved, and the lessons learned from managing such a massive package. You’ll hear exactly what made this opportunity possible and how he’s using it to fuel even bigger growth ahead.

KEY TALKING POINTS:

0:00 - Ryan’s Recent Wholesale Numbers

2:27 - Working A Portfolio Deal Vs A Single House

4:32 - Breaking Down His Portfolio Deal & The Property Management Fraud

9:43 - The Buyer For HIs Portfolio Deal

16:35 - Structuring The Purchase Agreement

19:20 - Letting Go Of His Acquisitions Team

20:50 - Ryan’s Sales Skills

24:19 - Closing Thoughts

25:00 - Outro

LINKS:

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Micah Johnson has seen nearly a billion dollars in real estate sales, the crash of canceling 33 deals in one day, and the lessons that come from coaching top investors across the country. In this episode, he breaks down the three paths every investor falls into—CEO, Freedom, or Hobby—and shows how one simple shift in perspective can guarantee your success in real estate without losing yourself in the process.

KEY TALKING POINTS:

0:00 - Micah Johnson’s Background In Real Estate

4:33 - The Three Categories Real Estate Investors Fall Into

4:52 - The CEO

6:40 - The Freedom Seekers

10:01 - The Hobbyists

13:07 - Knowing Where You Should Be

13:53 - Outro

LINKS:

Instagram: Micah Johnson

https://www.instagram.com/micahjames07

Website: The Collective Flow

https://www.thecollectiveflow.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

Cold calling veteran Jon Barbera shares the exact process he’s perfected over 13 years to consistently turn seller conversations into signed contracts. From the pre-call rituals that set you up for success, to qualifying with your list, building real connection, uncovering pain points, and making outcome-focused offers, Jon breaks down every step so you can close more deals and avoid the costly mistakes most callers make.

KEY TALKING POINTS:

0:00 - Jon Barbera’s System For Cold Calling

1:03 - Have A Pre-Call Ritual

5:59 - How To Conduct The Call

19:40 - Pitching Your Value To The Seller & Third Party Stories

22:39 - Outro

LINKS:

Instagram: Jon Barbera

https://www.instagram.com/jonbarbera

Website: Jon Barbera

https://prymeacademy.mykajabi.com/jonbarbera

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

David pulls back the curtain on the exact DealMachine filters he uses to uncover motivated sellers hiding in plain sight. From overlooked county data to settings most investors skip, you’ll see how to build lead lists that deliver real off-market opportunities instead of dead ends.

KEY TALKING POINTS:

0:00 - Setting Up Your Filters In DealMachine

8:43 - Things To Keep In Mind About Cold Calling

10:20 - AI In Cold Calling & Focusing On Data

12:55 - Best Practices When Exporting From DealMachine

13:59 - Outro

LINKS:

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/