FILLING A NEED FOR
MONEY
LENDING
CASE STUDY
Closing Offers: $50k – $5M
Average Deal Size: $220k
Revenue Generated: $29 million
Key Sales Role:
1. Selling my hard money lending services to real estate investors, analyzing the deals, closing and servicing the loans.
2. Identifying and negotiating with affiliate lenders for the loans I could not do.
Transferable Skills:
This experience gives me a consultative problem-solver ability to guide clients to see massive value and ROI and handle complex conversations, allowing me to close more high-ticket offers.
Objection Handling Framework:
Consultative, Feel Felt Found + LAARC, as an authentic authority combined with case studies and detailed ROI:
→ 85% objection resolution on first call.
MY PHONE SALES
Discovery‑driven 30‑minute call interview with pre‑qualified, warm‑only prospects, supported by a reminder process:
- Show-to-Pitch: 81%
- First‑Call Close Rate: 48%
- Total Close Rate: 54%
Sales Related Duties:
- Keep detailed records in my custom CRM system
- Sought out other lenders to refer leads to that I couldn’t help
- Build and maintain relationships with real estate investors + affiliates
- Train and managed my personal assistant to do website and database management
ABOUT
Years: 2009 – 2022
Website: WeLend.Money
Distressed properties, ugly houses, and mismanaged apartment complexes are the bread-n-butter of real estate investors. But getting the money to buy them and the additional funding to fix them up became very difficult when bank lending guidelines tightened up in 2007, culminating in the 2008 Financial Crisis. That’s where Hard Money comes in.
This service was a great fit because I had a money hungry audience at the Real Estate Investors Association™. Many members said it was my hard money lending that saved their business because they couldn’t do deals without the funding.
When a lead came in, I analyzed the property and the experience of the investor. If it was a good fit, I arranged a call where I explained the process and guided them to see the value and ROI. After a few years I became the local hard money lender recommended more than any other.
WHAT IS HARD MONEY
It is an asset-based loan through which a borrower receives funds secured by real property, not on the borrower’s credit or ability to repay the loan (which traditional banks look for).
I eventually had investors from all over the country calling for funding. So, I identified the best lenders in major areas across the country to source leads and loans to and arranged some form of compensation for providing qualified leads.
To the automate pre-screening of massive amounts of leads, I built a bit of software to qualify or disqualify the prospect; disqualified leads went to a ‘sorry’ page and my hard money book for $19, qualified leads came to me for review. If the deal made sense, I’d arrange a call to explain the process and guide them to see the value and ROI. For out of area investors, I would partner the lead with a lender in their area for a fee.
WHERE TO GO WHEN THE BANK SAYS NO
