How to Close Real Estate Deals Without Scripts or Ads

In an episode of the DealMachine Real Estate Investing Podcast, Jay Mora breaks down his sales tactics, land deals, and how he built a referral-based business. Want to hear the full story? Watch the full interview below:

Who Is Jay Mora, and How Did He Get Started in Real Estate?

Jay Mora’s real estate journey began with grit, not glamour. Growing up around construction, he learned early how to work with his hands. But everything changed in 2018 when a severe car accident left him in a wheelchair. With his physical mobility limited, he turned to what he could still control—his voice.

He started in car sales, learning the art of trust-based conversations. That experience, paired with a nudge from a customer in real estate, led him to list waterfront homes, flip his first property, and eventually dive into land investing and new construction.

What Did Jay Learn from His First Flip?

Jay's first flip only netted $5,000, but it taught him invaluable lessons about managing contractors and protecting seller relationships. His approach is now deeply rooted in real-life experience, simplicity, and empathy.

What Should You Do When a Seller Wants to “Print and Review” an Agreement?

When a seller says, “I want to print and review the agreement,” Mora sees a potential stall tactic. Instead of pushing, he disarms with empathy:

“Hey, Mr. Seller. I used to do that too, print everything, highlight, act like a lawyer. You know what happened? I got more confused.”

How Does Jay Move the Conversation Forward?

He gives sellers an easy out: say no, or move forward. This lowers pressure and speeds up honest decisions:

“Why don’t I save you the toner and walk you through it now in just five minutes?”

Quick Recap: Handling the Print & Review Stall

• Acknowledge the concern with empathy
• Ask if they’re comparing offers or truly interested
• Offer to walk through the contract live
• Give them a respectful out — no pressure

Why Do Sellers Stall, and How Can You Handle It?

Jay believes most stalls are self-defense. People say “let me think about it” to protect themselves. He compares it to saying you'll return to buy a shirt tomorrow, knowing you probably won't.

What Line Does Jay Use to Break Through the Stall?

“Are you comfortable saying no to me? I’m absolutely okay with hearing no.”

Quick Recap: Overcoming Seller Stalls

• Treat hesitation as a defense mechanism
• Use permission-based language to build trust
• Shift the tone to one of openness and honesty

How Does Jay Mora Approach Land Deals and New Builds?

Mora transitioned from hands-on flips to land investments and now explores ground-up construction. He buys parcels to hold or sells them with seller financing for monthly cash flow. While land doesn’t offer depreciation, it balances well with his rental portfolio.

Why New Construction?

He's now shadowing builders and learning job site operations to step into the mid-level luxury build-to-rent market. His target areas include Frederick and Washington Counties in Maryland, markets where new builds can generate high ROI and low maintenance.

What Real Estate Markets Does Jay Mora Focus On?

Based in Germantown, Maryland, Jay invests heavily in North Carolina. He spent 13 months cold-calling local buyers just to understand their “buy boxes” before closing his first wholesale real estate deal there.

What Does His Team Look Like?

His team remains lean, just himself, a transaction coordinator, a virtual assistant, and a few mentees. Last year, they closed 65 deals. By midyear this year, he had already surpassed 40 with larger spreads thanks to direct-to-seller deals.

How to Close Deals Without a Marketing Budget?

Jay Mora spends almost nothing on paid ads. Instead, he leverages:

• A personal brand built on consistency and helpful content
• Social proof from past deals and success stories
• JV partnerships with newer investors who need help saving deals

What Role Does Branding Play?

Jay's signature owl branding is more than a logo, it's a mindset. He constantly asks, “Who can help me?” and “Who knows me?” Reputation and relationships drive his business.

What Sales Tactics Make Jay Mora Stand Out?

Jay teaches a people-first approach. Here’s what sets him apart:

Key Principles Jay Uses in Sales:

• Drop the script: Scripts don’t work if you ignore emotion. Listen first, adapt next.
• Use permission-based language: “Are you comfortable saying no to me?” lowers defenses.
• Ask better questions: “You woke up today and decided to sell, help me understand why.”
• Use pattern interrupts: His “sticky note call” sounds like a callback, not a cold call.

Sticky Note Opener Example

“Hey, David, this is J Mo. I’m sorry it took me so long to get back to you. I’ve got a sticky note here, and I’m a little embarrassed, what was this about?”

How Does Jay Handle Renegotiations Without Burning Bridges?

Jay has a reputation for rescuing deals that others give up on. Often, newer wholesalers lock in properties too high and panic. Jay steps in, renegotiates with the seller, and either saves the deal, or, if it can’t be saved, preserves goodwill.

When Has Jay Taken a Loss to Protect a Deal?

He’s even assigned contracts for $0 profit or paid out-of-pocket to help sellers relocate. This long-term thinking builds trust and referrals, which compound over time.

Renegotiation Strategy

• Step in when partners panic
• Focus on clarity and honesty
• Take short-term loss if needed to build long-term trust

What Tools Does He Use to Find Overlooked Real Estate Deals?

Jay’s bird dogs scan the MLS for listings sitting 90–120+ days, particularly properties built before 1950. Many flippers avoid these homes due to outdated wiring, foundations, or lead paint concerns.

What Tech Does Jay Use for Lead Generation?

He once used software like Zoom Offers Now to auto-generate offers via MLS integrations. After learning that blanket offers often sparked backlash, he switched to a more thoughtful, selective approach. Tech helps, but judgment wins.

What Advice Does Jay Mora Give New Real Estate Investors?

Jay's biggest advice: Master your market and stay human. Here's his framework:

Jay’s Real Estate Sales Framework:

• Don’t read scripts, build a flexible framework.
• Always give sellers permission to say no.
• Listen for emotional cues before asking for specs.
• Work one market deeply before expanding.
• Invest in people. Your name is your brand.

“We all do the same thing, but we don’t all sound the same.”

FAQs

What is Jay Mora’s approach to real estate sales?

Jay focuses on human-centered conversations. He listens first, speaks second, and guides sellers through choices, without pressure or fluff.

How does Jay close deals without marketing spend?

He relies on JV partnerships, meetups, a personal brand, and consistent social media presence to generate referrals and inbound leads.

What real estate strategy does Jay focus on now?

Jay primarily buys land for resale or seller financing. He’s expanding into mid-level luxury new construction in Maryland for build-to-rent projects.

What sales techniques does Jay use to handle seller objections?

He uses empathy, permission-based selling, and questions like: “Are you comparing offers or looking to make a deal if it makes sense?”

What does Jay teach new investors about deal-making?

Focus on one market, listen more than you speak, never hide behind a script, and protect your reputation, it’s your greatest asset.