Posted on: July 11, 2019
WI 289 | Cold Calling

 

Do you find the idea of making 6 figures within your first year in business too farfetched? Not when you’re in the wholesaling business and doing TTP!

Jasper Cool is a driven 21-year-old From Raleigh, North Carolina. The former basketball star turned rockstar rhino runs a thriving wholesaling business and has so far earned a whopping $141,000 in less than a year!

If you’re wondering how Jasper made it all happen, you’re in luck! In today’s episode, he candidly shared the techniques that have helped him make over 6 figures in his first year alone.

The young and inspiring go-giver also shared plenty of wholesaling gold nuggets in today’s episode, so make sure you have a pen and paper handy!

 

RESOURCES:

The Secret To Explosive Growth Through Cold Calling With Jasper Cool

Episode Transcription

I am enthusiastic and filled with energy because, in this episode, I have a young man that has been growing, scratching, clawing and being consistent in his business. He started being very disciplined every single morning, getting into the same routine so that he could be as successful as possible and build up his lead pipeline as robust as possible. He’s seeing the fruits of that labor getting into an office on a high rise. He’s in Raleigh, North Carolina. I want to welcome Jasper Cool to the show.

I’m honored to be here, Brent. I’m excited to get into it.

I am excited that you’re here. We chatted a little bit before the show. We’re getting an idea of exactly how to provide the most value in this conversation. If you’re watching this on the YouTube channel, it’s Brent Daniels – Real Estate, this one is going to be bananas. Jasper, tell us a little bit about yourself.

I’m in the Raleigh-Durham market. I stumbled across the real estate in the summer of 2019. I was training probably from freshman year in high school to go play pro basketball. That was the goal. Every morning, I’d work out before school, go to school, practice after school and all that stuff. I played for a prep school after high school. I got the opportunity to try out for a pro league team in Ireland. I got the offer to play pro for that team.

I came back home and had my wisdom teeth taken out. It changed my mindset a little bit because I was laying on the couch. I couldn’t work out, which is what I had been doing for many years. I started surfing YouTube and came across wholesaling by mistake. Since then, I jumped in. I started listening to this show and it pretty much taught me almost everything I needed to know, at least to get my first deal. Once I was getting ready to get that first deal, I signed up for TTP. The rest is history from there.

I always find it interesting how people find out about this business because it truly is a life-changing business. It can happen so quickly but it does take consistency. Knowing that you were an athlete and have that athlete’s mentality when it comes to this business, it’s very similar to why a lot of people in the military gravitate towards wholesaling or the TTP program. It’s the law of cause and effect. You’re doing all these things, taking all these actions here and the big things happen on the other end, the big effects happen. Are you still playing basketball? Are you spending time being an athlete and an entrepreneur? How does your schedule work?

I pretty much dropped basketball when I came across wholesaling. It seems too good to be true. I decided why not try it out. I still play here and there for fun but all day long, it’s just wholesaling real estate.

You’ve got the tiger by its tail. What do you do? What does your weekly schedule look like?

Monday through Friday, Saturday and Sunday too, I try to wake up early, probably between 5:00 and 6:00. After I get up, I get some water and food and then try to hit the gym at least a few times a week, trying to keep in shape. After that, I’m usually reading a good book for 30 minutes or maybe a little bit longer. I’m going over my daily schedule for wholesaling so that when I get to the office, I can hit the ground running.

WI 289 | Cold Calling

Cold Calling: Get rid of people who don’t want to do business with you. Move on and find new people.

 

I’m trying to get at least two hours of calls every day, Monday through Friday. I’m making sure to fill up that pipeline like you always talk about. For the afternoon, there are usually appointments lined up and if not, I’m trying to drive for dollars too. That takes up a good majority of the afternoon. I usually stop calling around 7:00 or 7:30 but if there’s still time in the day after I hit appointments and drive for dollars and stuff, I’ll probably take 1 hour or 2 more of calls and then call it a day.

I remember when I first started, Jasper. We have a similar schedule. 9:00 to 12:00 every single day, making calls, quick lunch and lead follow-up after that. I was either on appointments or driving for dollars. That was it. From 9:00 to 6:00, I had mapped out every Monday through Friday, no doubt about it. It was done. It’s a long day.

It’s interesting, a lot of people say that they work 40, 50 or 60 hours a week. I get it. When you’re talking to that many people for three straight hours, you’re doing follow-up for another hour and then you’re driving around trying to go to houses, appointments and driving for dollars, it’s like a real work day. You’re putting it in. It’s interesting because it’s like that slow build-up. All of a sudden, things start popping off and going fast. You feel like you’re shoveling and finally, you hit gold.

You keep being consistent. That’s the hardest part. I played college football. You went on and played after high school. You were in that athletic thing. There’s something to be said about, “You have this set schedule. Be at practice this time and do these certain things.” It’s something already programmed. Is that how you stay consistent with your phone prospecting and TTP?

Yes. What you’re talking about on mapping out your days, 9:00 to 6:00, is something I started while playing basketball. When you’re in high school, that’s 7 or 8 eight hours of your day right there in class. You’ve got to map out your day if you want to get your practice time in because you want to practice with the team and work out on your own. That’s something I started back when I was playing basketball. Having a notebook, every night, before I go to bed, I’ll write out my schedule almost hour-by-hour for the next day. That’s the same thing that I do in wholesaling. I try to plan out every hour of my day so I can stay productive.

It’s crazy too. When I was in that schedule, I had peers and people that I knew and saw all the time, whether they’d be real estate agents or investors. They were like, “Brent, I don’t understand how you run this thing and you’re home every day at a certain time. I’m at appointments until 8:30 at night, work on the weekends and do all this stuff.” I said, “It’s because I’m reaching out to them. I’m not waiting for them to reach out to me.”

It does affect your schedule and freedom essentially when you’re the one being so proactive that you’re reaching out and not waiting for people to call you and having the anxiety of not knowing when it’s going to happen. It was a great schedule and it started building up. It’s phenomenal. Tell me about your business. What do you focus on? Where’s your main market?

The main market is the Raleigh-Durham area and that’s pretty much all we are. A lot of people branch out and do virtual but it’s better to dominate your market first before you branch out. I don’t think we’re at that point yet. It’s myself still making all the calls. I hired my girlfriend as a lead manager and she’s making sure all my follow-ups are taken care of. When I’m calling on Mojo, I enter a follow-up, put her name under it and it’s going to get done. That’s a real weight off my chest.

You talk about staying consistent and that was one of the things that I wasn’t very consistent in. I get caught up in the day, make the calls and then have an appointment. I’d want to drive for dollars and then do follow-ups. It’s like, “I’ll do it tomorrow.” If you wait 1 week or 2, that deal might be gone. Probably the most important part of the business is to follow up. That’s why I hired that out first. It’s just me and her rocking and rolling. I’m looking to grow but we’ve got a pretty good thing going on.

One of the most important parts of the business is follow-ups.

It is amazing. Lead follow-up is always the thing that gets steamrolled by all the other distractions or things in your schedule. It’s crazy. I have people all the time who are like, “I can’t do my lead follow-up.” I’m like, “You cold called them and have a conversation. They want you to call them and you’re not going to call them?” What happens is in our heads, we fear that they’re going to tell us no or, “I changed my mind.” You have to change that. You want to get there fast. Yes and no are the best responses. Maybe or sometime in the future are the worst because you keep them in your lead follow-up. Get rid of them.

A lot of people fear doing their follow-up because they’re so worried that people are going to tell them that they don’t want to sell, won’t take the offer or whatever else. If you’re consistently adding new prospects every single day, week or month, you are going to have a fantastic year because you’re going to work with people that will do business with you. Everybody else, get rid of them. Focus on your lead follow-up. Get rid of all the people that don’t want to do business with you, move on and find new people. It’s huge.

You have your girlfriend doing that. I see a lot of people do that, Jasper. It’s a natural thing that says, “I’ll hunt and you gather.” Somebody else picks up this relationship and they say to themselves, “This is a new relationship. I have to introduce and nurture this.” It’s a different expectation. That’s why I tell people that they need to be dumb in this business. Don’t hallucinate and think you know what’s going to go on with the seller. Pick up the phone and talk to them. That’s it. It’s that simple. That’s what she does. You call them, get the lead and pass it off to her. What happens then?

She’s following up with them until it gets to the point where an appointment happens and then I’m still going on all those myself. I’ll bring her along to try and show her the ropes but it’s still me going on the acquisitions appointments.

What are the best lists that you’re calling? What are the lists that you focus on?

For me, it’s probably 80% or 90% driving for dollars. When I was first starting, I did absentee and high equity. I did all the blanket lists and felt like it tired them out. My market is not huge. I got a few deals from the lists, no doubt. Since then, it’s been driving for dollars and I’ve also been pulling vacant lists. That’s been a good list for me as well. Those two pretty much.

Where do you pull vacant lists from?

It’s my friend, Mike Coulbourn. You can find him on Facebook. He’s out in San Diego but he’s got access somehow to vacant lists nationwide. He gives them to us for $0.05 a record. You can’t be beaten by those prices. For everyone reading, give him a holler on Facebook.

Mike, he’s hooking you up. Get ready. Here comes a lot of DMs. That’s awesome. That’s a great resource, $0.05 an address. That can’t be a tremendous amount, so it should be able to fit into a lot of people’s budgets. A lot of times, people get access to vacant properties through the post office, non-deliverable mail, can’t do anything and that type of thing. Maybe he’s got access to that and he can tap into that. You’re making these calls yourself. Let’s set this up for everybody so that we can peel open your brain a little bit. You make calls from 9:00 to 11:00. It’s 8:45, what are you doing? It’s right before you’re making calls.

WI 289 | Cold Calling

Cold Calling: The sooner you can press go on your prospects, the more successful you will be because you’re consistent.

 

I’m getting everything set up on my desk. I’ve got a little Bluetooth headset that I got on Amazon for $20. It makes a difference rather than having it on speaker phone or holding the phone up to your ear. I get that on and get my laptop up. I choose whatever list I’m going to dial first. I’ll run through my notebook. I make notes while I’m calling in my notebook and type them up later. I like that better. I’m going over my notebook to see if I have any notes on this list already. We’re calling through multiple times. I’m logging into the Power Dialer and clicking start. It’s as simple as that.

I’m pushing this a lot. I did a Facebook live or a video on YouTube saying to get rid of all distractions, you need to have it set up so that it is easy for you to start. If it takes twenty seconds to do something, all of a sudden, it’s a huge wall preventing you from doing it. I see this all the time when it comes to people making their calls. They’re like, “I need to be able to upload my list, organize it and then make calls.” You already have your list in there. You review your notes. Simply press start and have conversations. That’s phenomenal.

What you’re saying is people are waiting to upload their list. I do all that stuff the night before. You’re talking about preparing for the day. You’re not making calls at 9:00 PM anyways, so you might as well knock out your list and get it all ready so that when it’s 8:45, you’re ready to go at 9:00.

The book, The Happiness Advantage, talks about if you want to work out right when you wake up in the morning and get going, have your shoes right next to your bed. Fall asleep in your workout clothes so that all you have to do is slide your feet in and you’re out the door. It’s similar to making calls. You have all these things that are helping you to avoid making those calls or prevent or push you off from pressing the start button.

This is key. In the mornings, the sooner or quicker you can press go on it, the more successful you’re going to be because you’re going to be consistent and nothing’s going to stop you from going. It’s science. It’ll work. I am impressed. Since joining TTP, you’ve done a phenomenal amount of business for yourself. This isn’t a team. You’re not splitting this with anybody. This is your income, maybe some with your girlfriend but you’re going to share that anyway. How much money have you made from picking up the phone, TTP-ing and closing deals?

We made a little bit over $141,000 and some change. I was doing the numbers but I didn’t have them in front of me. It’s crazy to make that kind of money.

That’s crazy. The most that you’ve made in a year was probably a lot less than that doing other jobs or playing basketball.

When I was playing basketball, I was waiting at tables at night. I was training and playing games during the day. Before I joined TTP, I made $18,000 and some change waiting tables. In my first month, after joining the program, I made more than that. It’s crazy. It’s a cash machine. It’s almost like robbing a bank sometimes how it feels like.

You’ve been smart, kept it simple and tried other things. Tell me about some of the other marketing or different strategies that you’ve tried. The whole wholesaling and sourcing opportunities come down to one thing and that’s having quality conversations with distressed property owners. You can have that by getting referrals from other people that know that you’re the guy or gal.

You will have a fantastic real estate year if you’re consistently adding new prospects every day, week, or month. You will be able to work with people you will do business with you.

You can get it from marketing, where you pay money for them to call you or you can be proactive and call them. All of these strategies work. All of these are phenomenal for building up your business. It depends on where you’re at in your business, what you want to do and what your budget is. What have you tried?

I started cold calling because that’s all my budget was permitted at the time. When I first started, I didn’t even have $150 for Mojo Dialer. I was hand dialing everybody and using a free skip trace provider online. Since then, I’ve tried doing mail with DealMachine. Don’t get me wrong, it’s an awesome app but the budget for mail is always going to be larger than the budget for cold calling. My team is myself and one other person. I’d rather keep the budget and team lean and take home more money rather than make more money. I’ve tried mail with DealMachine. I’ve tried to do a little bit of SEO on my Carrot website but it always comes back to cold calling. It’s the best marketing channel there is.

You’re making the calls every single morning, getting new leads and they’re going through. How’s your pipeline?

It’s great. I’ve got her following up with probably 5 to 10 people a day. Most of those people are like, “Call me back in a couple of months.” They then started to trickle in. When you’re following up with them, the deals start, “I’m ready to sell.” We got two deals already set to close. I’ve got four more that should be locked up and probably sold too. I’m excited about that.

How often is it that you call somebody and they’re ready to go now versus somebody that takes a couple of weeks, 1 month or 2 months? What’s the average time it usually takes you with making these calls to get paid?

I broke it down. It’s over 60 days for me on average. I’ve had two deals so far where the person’s like, “I’m ready to sell.” We set an appointment for the same day, the next day and I close it in the next 2 or 3 weeks. I had two of those deals. The majority of these people are going to be at least following up for a couple of weeks or maybe months. You’re going to get them on a contract and then close them.

Have you had any that you call them that day, go to their house and sign the contract?

I did have one. My second deal got very lucky. I was driving for dollars and I pulled over on the side of the road right after I saw her house. I called her up with this number. I used TruePeopleSearch.com when I first started. It’s a free service. The numbers aren’t always accurate but it’s a swing at it. When I used to drive for dollars, I used to pull over on the spot and try the numbers that came up for the person.

With that deal, I pulled over my car on the side of the road, gave her a call and went through the spiel. We set an appointment for the next day and I locked that up. We went through the whole process and everything. I ended up making $13,600 on that one. It’s crazy. It’s like you always say, you’re one phone call away.

WI 289 | Cold Calling

Cold Calling: When talking to people, be nice to them. Send them follow-ups and always show up. It’s that simple. There’s no elaborate app, tech, or other things you need to do.

 

We called somebody and they said, “Come over, I’ve got another guy coming. If you can give me an offer before he comes here, it’s yours. I didn’t like him on the phone. I like you, guys.” We went to the appointment, locked it up and signed it while the guy was knocking on the door. I’m not kidding you, Jasper. This will be at least a minimum.

They signed up for $60,000. I can probably sell it tomorrow for $150,000 from that 1 call. This happens every quarter to us. We get a big deal where we stay consistent. I’ve had the same callers in Costa Rica making these calls for two years. They know what they’re doing. It’s all it is. Consistency, lead follow-up, be kind, be optimistic and have certainty and likeability. That’s it. This business is easy.

One tries to overcomplicate it. That’s all it boils down to. No matter what marketing channel you’re using, the people are going to call you. You’re going to have to have a quality conversation with someone who wants to sell and then you’re going to have to lock it up.

Here’s the thing, people that are drawn to be entrepreneurs want to be considered genius. I always thought that was so cool. As a young man, I was like, “I want to be a prodigy.” As I got older, I realized that the dumber I was, the more money I made. Talk to people, be nice to them, follow up with them, and show up. It’s that simple.

There’s no elaborate app, tech and all these other things that you need to do. You just talk to them. Everybody else can figure that out. Bring it to my business. We’ll use it like DealMachine and talk to them. That’s what this business is. Jasper, give me a book that you’ve read that you like, something that’s putting all those good thoughts into your head.

That’s a tough question because I hear everybody saying similar books. I’m a big fan of The Go-Giver and The Four Spiritual Laws. I wanted to come on here and say a book that I have not heard of before. It’s The Four Agreements by Don Miguel Ruiz. I don’t know if you’ve heard of that one but I read that a while back. It’s a quick and simple read.

It comes down to the four agreements, which are to be impeccable with your word and be honest. Do your best in everything you’re doing. Don’t take anything personally, which helps our business. Make assumptions, which directly translates to wholesaling. Those are four great agreements to live by and model your business around. Everybody, pick up that book.

You’re incredible. Speak to everybody starting out, everybody that, like you, stumbled across YouTube and this show. What is the bridge that they need to take from learning this message and being convinced that wholesaling is the way to go to get a deal? What would you say to them?

It’s taking action. When I first started wholesaling, I was dumb. I had no idea. I didn’t even know what to do after I got a contract. I didn’t have an attorney or anything. A lot of people get on YouTube University because there’s so much content out there and they get paralyzed with all the information. Watch one video and then immediately take action on that video. Once you see a result, come back and watch another one and take action on that. You want to progress, not perfection. What I would say to anybody new out there is to go for it and take action.

For people that want to connect and network with you, what’s the best way for them to find you or communicate with you?

I’m on Instagram, @JasperCool_. I’ll drop my cell phone too. It’s (919) 282-2412. For anybody who wants to reach out to me, shoot me a text first so I’ll answer your call if you’re calling. Anybody new who wants some help and wants some direction, I’m not going to give you a bunch of fluff but I’ll tell you what to do if you need any help. Either one of those channels, reach out to me anytime.

Jasper, thank you so much for being on here and sharing your story. Staying focused and consistent and having that athlete mentality and work-like mentality to have a good regimen and schedule is critical. It’ll jump you to the front of the line when it comes to progression in this business. Jasper mentioned the DealMachine App, you can download that. We use it in my company. Jasper uses it as well.

If you put in the code TTP, you get it $9 cheaper, which is $120 over the year. Check it out. If you’re interested in joining the most proactive group in real estate, it is the TTP program. Go to WholesalingInc.com/TTP. Check out what it’s about and the testimonials. If in your gut, it feels good, signup for a call. We’d love to talk to you and I’d love to work with you. Until next time. I encourage you to talk to people. See you. Love you.

 

 Important Links

 

About Brent Daniels

Brent Daniels is a multi-million dollar wholesaler in Phoenix, Arizona… and the creator of “Talk To People” — a simple, low-cost, and incredibly effective telephone marketing program…

Also known as “TTP”… it helps wholesalers do more, bigger, and more profitable deals by replacing traditional paid advertising (postcards, yellow letters, bandit signs, and PPC) with being proactive and taking action every single day!

Brent has personally coached over 1,000 wholesalers enrolled in his “Cold Calling Mastery” training, and helped 10,000’s of others who listen to him host the Wholesaling Inc. podcast, watch his YouTube channel, and attend his live events…

A natural leader, Brent combines his passion for helping others with his high energy, and “don’t-wait-around-for-business” attitude to help you CRUSH your wholesaling goals as quickly and easily as possible!

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