Pace J. Morby is no stranger to the hustle. Based in Phoenix, Arizona, he’s a successful real estate investor who has built his brand on helping others succeed. After stepping away from owning a home restoration franchise, Pace created his own wholesale company and broke into the assisted living sector. With a hands-on approach, a passion for teaching, and an authentic personality, Pace transforms the way new investors approach the game. Whether you’re a seasoned pro or just starting, there’s something to learn from his unique methods.
From Franchise Owner to Real Estate Innovator
Pace’s real estate journey began with owning a home restoration franchise, but that didn’t fully satisfy his ambitions. He branched out and built his own wholesale company, creating a personalized business model that aligned with his values. Not stopping there, he explored assisted living, which allowed him to diversify income streams.
Pace’s ability to pivot and adapt displayed a level of expertise that set him apart. Along the way, he built a reputation as someone who makes wholesale investing accessible and relatable.
Helping New Wholesalers Break Through Barriers
A common concern among new wholesalers is the overwhelming nature of getting that first deal. “How do I start?” or “What am I doing wrong?” are questions Pace hears daily. Seeing their struggles, he created a hands-on approach to help new investors build confidence and navigate the industry.
Pace offers newbie wholesalers more than advice—he gives them real-world experiences. He invites them to join him on appointments with homeowners, showing them what it’s like to negotiate, solve problems, and close deals.
In the last 30 days, Pace has helped four new investors land their first contracts. From generating leads to closing the sale, Pace walks them through the entire process.
The Power of Seeing the Process
Sitting in seminars or watching hours of YouTube tutorials can only take you so far. Experiential learning is the secret ingredient many new investors are missing. By physically joining Pace on appointments or visiting his flip projects, mentees witness the nuances of what makes deals come together.
Whether it’s watching him interact with sellers or seeing a project unfold on-site, this behind-the-scenes access removes the guesswork. It’s not about learning a script; it’s about understanding the human side of real estate.
It’s Not About the House
One of Pace’s core philosophies is this: It’s not about the house—it’s about the seller.
He emphasizes the importance of connecting with people. Rather than focusing on comps or renovation costs, he suggests asking sellers about their lives. Learn what they care about. Ask about family photos, diplomas, or other personal touches in their home.
The goal? Build rapport. Once trust is established, the conversation shifts naturally to how you can help solve their problem.
Tips for Mastering Appointments
Pace shares simple, practical tips for building connections during appointments:
- Don’t bring unnecessary materials. Walking in with clipboards, folders, or even business cards can create a psychological barrier.
- Let sellers do the talking. Aim for a 70/30 split—let the seller handle 70% of the conversation.
- Focus on personal details. Look for items in their home that can spark genuine conversation.
- Take the pressure off. Use phrases like, “Let’s see if we’re a good fit,” to diffuse tension during discussions.
The First Deal: A Game-Changer
Getting your first deal isn’t just a financial milestone—it’s a mindset shift. Pace compares it to overcoming any major fear, like a first kiss. That moment validates all your efforts and proves that wholesaling works.
Pace recommends physically collecting that first commission check instead of opting for a wire transfer. Frame it, hang it above your desk, and let it serve as a reminder of what’s possible.
Finding Strength in Personality
Every successful investor brings something unique to the table. For Pace, it’s his natural ability to connect and communicate. He encourages others to find their strengths and lean into them unapologetically.
Not a natural talker? That’s fine. Maybe your skills lie in systems, acquisitions, or managing rehab projects. Real estate isn’t one-size-fits-all. The most important thing is to be authentic and focus on what you’re good at.
Lessons from the Field
Pace’s real-life stories show just how unpredictable real estate can be. From driving to Wyoming to sign a contract with a seller who refused to email, to meeting a seller at a title company before formal negotiations even began—every deal is unique.
These stories highlight the creative problem-solving skills required in real estate. They also prove that persistence and flexibility are often the keys to success.
Sunday Calls: An Inside Look at Team Success
One of Pace’s standout initiatives is his weekly Sunday team call. Modeled after Gino Wickman’s Traction framework, these “Level 10” meetings help Pace’s team prepare for the week ahead.
During these calls, the team discusses:
- KPIs (Key Performance Indicators): Reviewing progress and identifying areas for improvement.
- Deal of the Week: Highlighting one deal and breaking down what worked, what didn’t, and lessons learned.
- Q&A Sessions: New investors can listen in and ask questions, learning directly from real-world examples.
The calls are free, open to anyone, and designed to give a transparent look into how a high-performing real estate team operates.
Collaboration Over Competition
One surprising takeaway from Pace’s success? Collaboration beats competition.
He shares that his direct competitors often bring him deals or opportunities. Why? Because teamwork benefits everyone. When the overall market thrives, individual success follows.
Pace’s go-giver mentality shines here. By building relationships instead of burning bridges, he’s not only growing his business but also enriching the industry as a whole.
Final Thoughts: Real Estate Is Simpler Than You Think
If there’s one thing Pace teaches, it’s this: There’s no secret sauce to real estate success. It’s about showing up, building authentic relationships, and putting in consistent effort.
For new investors, the road to success may seem steep, but the tools are already in your hands. Learn by doing. Watch others in action. And, most importantly, stop overthinking.
If you’re serious about breaking into real estate, Pace offers opportunities to join him for free. Follow him on Instagram (@PaceJMorby) for updates, ride-along invitations, and insights into his daily work.
Whether you’re going on your first deal or your 50th, remember: It’s not about the house. It’s about the people. That’s where the magic happens.
