Pace Morby Gator Training

What Pace Morby Gator Training Actually Covers

The Pace Morby Gator Training is a wholesale real estate education program focused on getting deals fast and scaling your buying list aggressively. The name comes from Morby's analogy of "gating" your pipeline — controlling who gets in and who doesn't so you're not chasing dead leads all day. It's structured around cold calling, driving for dollars, and hitting mailers at scale, then putting a system in place to convert contacts into signed contracts quickly. I got into this around 2019 when I was still flipping houses the traditional way. Slow closings, financing falling apart, endless showings. My investor friend sent me the Pace Morby Gator Training materials and told me to try the cold calling approach for sixty days before judging it. So I did. The curriculum is pretty methodical. You start by building or buying a skip-traced list of motivated seller leads, then you run cold calls using the provided scripts, and you book appointments or take offers over the phone. After that, you run comps, put the contract under agreement, and assign it to an end buyer. The scripts are the part people talk about most. They're direct and repetitive by design. The idea is that you hear the same objections over and over until your response becomes automatic. One thing that comes up repeatedly in the materials is the objection handling section. Things like "I'm not interested" or "Send me information" have ready-made responses built into the system. They work until they don't. I learned that the hard way in month three.

Here's a problem I hit that I haven't seen addressed in the training itself. The scripts assume a fairly standard homeowner profile — aging property, tired landlord, motivated to sell. But my market in Central Florida had a lot of inherited properties where the heir was already communicating with an attorney and actively listing with a traditional agent. When I called those numbers using the standard opener, the conversation ended in about eight seconds. The script had no branch for "already working with a realtor." I wrote my own fallback that acknowledged the situation and pivoted to asking about timeline and motivation anyway. Turns out even people with agents sometimes want to know their exit options. It added maybe thirty seconds to the call on average but opened doors that would've stayed closed.

The Core Components

The program breaks down into a few main modules. Lead generation comes first and takes up the most time in any realistic workflow. You're sourcing from driving for dollars, absentee owner lists, tax delinquent lists, probate records, and pre-foreclosure data. The training walks you through running D4D and building a proper prospect list, but honestly the bulk of new wholesalers get stuck here because the list quality matters more than the training acknowledges. A list pulled from the county recorder with accurate phone numbers converts at least two to three times better than a bulk skip-trace list from a generic provider. The Pace Morby Gator Training materials touch on this but don't go deep enough into list vendor vetting for someone who doesn't already know how to evaluate data sources. Call handling is the second major piece. The training pushes for high call volume — anywhere from two hundred to five hundred dials per day depending on your setup. You need an auto-dialer or power dialer, a VoIP line, and a CRM to track everything. The scripts are structured around getting the seller to reveal motivation, then scheduling an appointment or taking a preliminary offer. Morby emphasizes speed. You don't spend twenty minutes on a call. You identify motivation in the first thirty seconds and move fast from there. The third component is contract analysis and deal structuring. This is where a lot of beginners fumble. The training covers estimating repair costs, running comparables, and calculating your maximum allowable offer. But it assumes you already know how to pull comps or at least where to find them. If you're pulling comps from Zillow, you're going to overpay. You need MLS access or a service like PropStream or BatchLeads with actual sold data, not just list prices. I've seen people in this program try to run comps using public records alone and miss recent flips happening three streets over that skewed their ARV by twenty percent.

Setting Up the System

You need a few tools before you even start calling. Your VOIP system is the foundation. I used JustCall early on and later switched to DialerHub because the disconnect rate tracking was more useful for debugging bad numbers. Pair that with a skip-trace provider like BatchLeads or PropStream. The Pace Morby Gator Training recommends specific vendors in its materials, but those change periodically and some have gotten worse over the years. Don't pay full price for skip-tracing. Negotiate or find a reseller offering better rates. Your CRM needs to do three things: store contact info, track call outcomes, and schedule follow-ups. Many people skip CRM entirely and just use spreadsheets. That works for maybe fifty leads before everything falls apart. Go with something simple like Follow Up Boss or even Airtable if you're on a tight budget. The actual cold calling setup is straightforward. Load your list into the dialer, set it to preview or power mode, and work the list. The training suggests blocking out two to four hours for focused calling each day. That means no social media, no side tasks. Just call until the list is exhausted. The math is brutal. At a five to ten percent callback rate, you might need to call a thousand numbers to get ten real conversations that matter.

Where It Falls Short

The biggest limitation of the Pace Morby Gator Training is that it assumes a growing market. In a cooling market where inventory is low and homeowners aren't feeling pressure to sell, the same call volume produces significantly fewer appointments. I ran the exact same scripts in 2022 that I used successfully in 2020 and my conversion rate dropped by roughly sixty percent. The training doesn't adequately address market conditions or help you adjust your approach when the seller motivation signal weakens. Another issue is the heavy emphasis on cold calling. This isn't sustainable long-term for most people. Burnout is real. I knew several people in this program who made five-figure months in their first three months, then quit entirely because the calling grind wore them down. If you can afford it, diversifying into direct mail and PPC before you hit burnout is worth the investment. The training mentions these channels but treats them as secondary. They're not secondary if you plan to do this for more than a year. There's also the question of whether the scripts age well. The original Pace Morby Gator Training content is years old at this point. People's tolerance for unsolicited calls has dropped since the pandemic. I found myself shortening the openers by about ten seconds and leading with a softer acknowledgment that I was calling out of the blue. It didn't hurt my conversion rate and it reduced hang-ups during the first five seconds noticeably.

What Actually Moves the Needle

Consistent data cleaning. A clean list makes a bigger difference than a better script. Re-skip-trace your numbers weekly. Remove non-working lines before they eat into your call minutes. That alone can improve your connection rate by fifteen to twenty percent over a month. Tracking your numbers religiously. Log every call outcome. Not just "interested" and "not interested" but the specific objection type. When you see that forty percent of your "not interested" calls are actually people who moved out of the property six months ago, you start filtering those leads before they hit your dialer. That saves time and resets your mental energy for calls that have actual potential. Building a buyers list simultaneously. This is the piece most people ignore until they have a contract and no one to assign it to. Start building your buyer database from day one. Text and email them new listings once a week. When a deal comes in, you already know who to send it to instead of scrambling through Facebook groups and hoping for a response.

If you're serious about this, the Pace Morby Gator Training gives you a solid operational foundation. But treat it as a starting point, not a complete blueprint. The market shifts, the scripts lose freshness, and the real learning happens when you encounter edge cases the program never prepared you for. I still keep the core materials around, but my actual playbook now is mostly my own notes from six years of making the same mistakes repeatedly and figuring out what to do next time instead.