The video provides high-value, 'insider' information by showing a real-world negotiation, which builds trust and authority for the creator's educational content.
Summary
The creator demonstrates a real estate negotiation technique called 'SubTo' by recording a phone call where he offers to take over a seller's existing mortgage. He explains the strategy of playing ignorant to the mortgage balance to get the realtor to reveal it, allowing him to structure a deal with a lower down payment.
Structure
1Hook: The goal is to make $10k using a specific real estate strategy.
2The creator calls a realtor to inquire about a property and negotiate taking over the mortgage.
3The creator explains the 'SubTo' strategy of offering to pay the difference between the mortgage and the asking price.
4The creator breaks down how he manipulated the conversation to get the realtor to reveal the mortgage balance.
5Conclusion: The creator emphasizes the ease of this sales method and encourages viewers to adopt it.
Product placement
Original caption
Find houses on Zillow that are low equity, and offer them to take over their debt for a low down payment = THOUSANDS OF $$$ #Fyp #realestate #LearnOnTikTok #wholesalehouses #entrepreneur
More from @hold_my_hand_wholesale
Their other posts in the index, biggest breakout first.
The creator mentions 'SubTo' as a real estate strategy he is familiar with, which is a known real estate education program.
On-screen text
Looking on Zillow until I make $10,000
They've got a mortgage of $75k (low equity)
I could offer them more than they're going to get on the sale of the property to take over this debt. So let's give this guy a call really quick.
Realtor: Hello? This is [name]
Hey there. I'm looking at your listing on [address]
Is that still available?
"Yes, it is."
I drove by it yesterday. I didn't want to disturb the tenants, but I saw that you have an increase here scheduled for the $1448 [rent]
That's really, really good. Do you know when that's happening?
✅
Uh, it happened today.
So you guys have tenants in place signed at 1448. Is that a 12 month lease?
Yes, it is.
Excellent. Excellent.
Okay, I'm really close to list price on this. I've got a pre approval for you guys at 73,000.
You think that's worth shooting our shot at?
No, I don't think so
the sellers already denied a little bit higher than that.
$10k or so below list price? 🤨
"Yes."
Interesting.
"The numbers work at the list price."
They do. They do work at the list price.
That's sort of just where my pre approval came in.
um, where do you think we need to be to get this?
*At least $80,000*
Really? Okay.
*I already know the answer!*
Is he underwater on it?
Is there like a Mortgage or something that's preventing him from doing that?
Or is he just really attached to that price there?
Um he does have a mortgage on it, but he also, um, you know, won't go below that number regardless.
Okay, well,
I'll tell you what. I'll go back to my lender, and I'll see if we can get them higher with that higher rent that you guys are generating here.
um, the other option is I could pay your commission.
Hopefully that would help him out a little bit.
Are you getting 5 or 6% on this?
*setting up my offer*
Yes.
Okay.
how about this? I pay your commission,
I pay him the difference between the mortgage to take over the debt.
Mortgage and asking price.
So 85k—Let's say he owes,
I don't know, $60k.
I'll give him the 15K, and I'll pay your commission on top.
I'd be interested in that, because with my closing costs and down payment,
I'm probably looking at 30k to buy this thing outright with my down payment.
So it would be a lot easier for me to just take over the debt that's in place.
✅
"I'll run it by him. I'm familiar with SubTo."
Okay, perfect. Perfect. Yeah.
um, then I'll shoot you over that offer.
um, just let him know whatever.
Whatever he owes. Difference between that and the asking price.
And then I'll pay your commission plus closing cost on top.
If you would send me an email.
um, I will present it over to him.
*Such a fire call 🔥*
Easy.
Easy.
That's not hard.
This is the only type of sales where the person actually wants you to call.
Here I am 3000+ miles away from where this property is,
and I'm calling them and saying, "hey,
I'll give you more than you're asking."
Why WOULDN'T you be doing this?!
This property has a mortgage of $75k
I was ignorant to that. I,
or I played ignorant to that.
I knew that going into the deal.
How did I get them to reveal the mortgage?
I danced around it by saying,
well, if I made an offer of $73k...
*THEY OWE $75k*
well, if I made an offer of $73k...
is that worth presenting? Keyword, WORTH presenting
*realtor noises*
And then I'm like, oh man,
is that just like, he likes his number,
or is there a mortgage on the property?
There is a mortgage on the property.
There is a mortgage. He spits out the balance.
To which I continue to play ignorant to,
cause I don't wanna make it seem like I
I was calling for this purpose,
and I offered them the difference between their asking price
plus commission to take over the mortgage.
That's 14k to take over the debt.
Transcript
Okay, so here we go. I found one. It's listed for 85. They've got a mortgage of 75k. I could offer them more than they're going to get on the sale of the property to take over this debt. So let's give this guy a call really quick. Hello? This is [name]. Hey there. I'm looking at your listing on [address]. Is that still available? Yes, it is. I drove by it yesterday. I didn't want to disturb the tenants, but I saw that you have an increase here scheduled for the $1448. That's really, really good. Do you know when that's happening? Uh, it happened today. Oh my gosh. So you guys have tenants in place signed at 1448. Is that a 12 month lease? Yes, it is. Excellent. Excellent. Okay, I'm really close to list price on this. I've got a pre approval for you guys at 73,000. You think that's worth shooting our shot at? Uh, no, I don't think so. Now, the sellers already denied a little bit higher than that. 10k or so below list price? Yes. Interesting. The numbers work at the list price. They do. They do work at the list price. That's sort of just where my pre approval came in. Um, where do you think we need to be to get this? At least $80,000. Really? Okay. Is he underwater on it? Is there like a Mortgage or something that's preventing him from doing that? Or is he just really attached to that price there? Um he does have a mortgage on it, but he also, um, you know, won't go below that number regardless. Okay, well, I'll tell you what. I'll go back to my lender, and I'll see if we can get them higher with that higher rent that you guys are generating here. Um, the other option is I could pay your commission. Hopefully that would help him out a little bit. Are you getting 5 or 6% on this? Yes. Okay. How about this? I pay your commission, I pay him the difference between the mortgage to take over the debt. Mortgage and asking price. So 85k—Let's say he owes, I don't know, 60k. I'll give him the 15K, and I'll pay your commission on top. I'd be interested in that, because with my closing costs and down payment, I'm probably looking at 30k to buy this thing outright with my down payment. So it would be a lot easier for me to just take over the debt that's in place. I'll run it by him. I'm familiar with SubTo. Okay, perfect. Perfect. Yeah. Um, then I'll shoot you over that offer. Um, just let him know whatever. Whatever he owes. Difference between that and the asking price. And then I'll pay your commission plus closing cost on top. If you would send me an email. Um, I will present it over to him. Such a fire call. Easy. Easy. That's not hard. This is the only type of sales where the person actually wants you to call. Here I am 3000+ miles away from where this property is, and I'm calling them and saying, "hey, I'll give you more than you're asking." Why WOULDN'T you be doing this?! This property has a mortgage of $75k. I was ignorant to that. I, or I played ignorant to that. I knew that going into the deal. How did I get them to reveal the mortgage? I danced around it by saying, well, if I made an offer of $73k... they owe $75k... well, if I made an offer of $73k... is that worth presenting? Keyword, WORTH presenting. Oh no, I don't think so. I don't, I just, uh, you know, I'm not, um, I'm not sure that's a good one. And then I'm like, oh man, is that just like, he likes his number, or is there a mortgage on the property? There is a mortgage on the property. There is a mortgage. He spits out the balance. To which I continue to play ignorant to, cause I don't wanna make it seem like I, I was calling for this purpose, and I offered them the difference between their asking price plus commission to take over the mortgage. That's 14k to take over the debt.
