Billy Fernandes
Billy Fernandes has been a guest on Collecting Keys, the real estate investing podcast hosted by Mike DeHaan, Dan Austin and Dylan Koch.
A Deep Dive Into Wholesaling Sales Strategies with Billy Fernandes
Billy Fernandes, who runs a Dallas-area wholesaling and flipping operation with his wife Tarah, breaks down how his team contracts about 20 deals a month and what it takes to chase a goal of 365 deals in 2024. He walks through his team structure, the KPIs he tracks at each handoff, sales and rapport tactics like the "third party story," his follow-up cadence, and how he funds and manages roughly eight flips at a time. He also explains why he buys break-even rentals for depreciation and plans five-year cash-out refinances instead of chasing monthly cash flow.
Key takeaways
- Billy's team tracks KPIs at every handoff: leads in, contact rate (target ~90%), pass-off rate to acquisitions, offers made, contracts signed, and deals closed — including a fallout rate he admits sits around 25%.
- The "third party story" is his core rapport tool: answer a seller objection by telling the story of a past seller in the same situation and exactly how you solved it (e.g., a 60-day leaseback with $5,000 held back until move-out).
- Follow-up cadence for new leads: twice a day for the first seven days, then once a day, then every other day, then weekly — and never let a follow-up interval stretch past three months, because major life events happen roughly that often.
- Rapport can beat price. He cites deals won at $140k when a competitor offered $150k with the same terms, because the seller trusted his acquisition manager more.