Posted on: February 18, 2020

If you’re ready to take your business to the 6 to 7-figure range, this episode is exactly what you need to hear!

Today’s guest is no less than Todd Toback, the CEO and founder of one of the largest volume buying companies in the West Coast, Get It Done House Buyers Inc. He is also the head of training at No Limits Real Estate Investing, where he teaches people how to scale their real estate businesses.

Every now and then, there will be episodes on this podcast that you’d want to listen to over and over again. This episode is definitely one of them. Come to think of it, you will not only learn negotiation basics, you’ll also get an insight into the mindset of someone who’s highly skilled in coaching, sales, sales management, and negotiation!

So many gold nuggets in today’s episode so prepared to be mind blown!

Key Takeaways

  • The importance of mastering seller presentations
  • Why it pays to come to appointments early
  • The 3 levels of building rapport
  • What an anchor is
  • How you can be authentic when building rapport
  • Why you need to slow down the process and dig into the seller’s pain
  • Why you shouldn’t be afraid to give sellers other options
  • How to use the “what if” strategy when negotiating
  • 3 main things you have to agree on
  • What the “range” technique is
  • What the “boomerang” technique is
  • Why it’s crucial to work with the right title and escrow companies

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome to the Wholesaling Inc Podcast, America’s number one podcast for new real estate investors where finding discounted properties is the most proven path to financial freedom. My name is Brent Daniels and I am telling you if I can do it, so can you. Guys, this podcast is absolutely on fire. I am telling you this is going to be the one that you listened to time and time and time and time again because I’ve got the master with me, Mr. Todd Toback.

Todd Toback:
Oh Brent, thanks for having me on the show. Really, really excited. And man, before we were on camera on the podcast here today, we were talking about the most important thing in this whole business and that is converting leads into contracts, right? So many people are like, “What are you using? Bandit signs or phone calls or PPC or tax or ring less voicemail, what’s working?” And you see all these people dabbling in everything, right? And they’re not talking about the most important thing because right now in your database, right? There’s probably a hundred grand just sitting in there right now-

Brent Daniels:
That needs to be converted.

Todd Toback:
That needs to be converted, right? And if you’re brand new listening to this and you haven’t generated leads, that is important. That’s another podcast. But today we’re going to talk about actually closing the deal.

Brent Daniels:
The most important thing.

Todd Toback:
This is really interesting because obviously I push talking to people, I push making sure you’re being proactive and making a lot of calls and talking to distressed property owners. And you know what’s great? People do it and they get leads and they get a pipeline of leads. You know what their number one thing that they reach out to me about is, I can’t get them to sign the contract. I don’t know what I’m doing. They’re ghosting me on the phone. When I get to the appointment, I’m so nervous. I don’t know what to do, I don’t know what to say. I’m just trying to hope that they actually sign and most of the time they don’t. It gets really, really, really frustrating. And then they say they take their foot off the gas from making the calls because they’re like, “I’m just going to be disappointed because I can’t convert the leads.”

Brent Daniels:
Right. And I know how they feel.

Todd Toback:
Yeah.

Brent Daniels:
Right. I know how they feel, right? This is not something that comes naturally to me. We’ve talked about it, it’s something that comes naturally to you. If you’re listening to this guys, when we’re on camera, right? We’re projecting our energy. We’re bringing it all to you because we want to have a transfer of energy, right. But we have our doubts and our fears and not thinking the seller is going to think we’re a fraud, right? As a matter of fact, I remember my first real estate deal, right? I remember I sent out some letters and it’s funny, I used to be the young guy in the business and all of a sudden I’m like, “Wait a minute, they didn’t have ListSource when I actually had to go down to the counter with quarters and send letters.
And I remember sending out 41 letters, getting a phone call and the phone rang. Oh, and let me tell you. There was some excitement but I was nervous. Really, really nervous. My heart was beating through my chest, right? And I’m like, “What if the seller thinks I’m a fraud and what if they don’t know I didn’t have any money because I didn’t. How am I going to close? I don’t have a buyer.” You know, all of this stuff. And I’m like, “What if I fill out the paperwork wrong?”

Todd Toback:
“What if they get mad at me, what if they complain and get an attorney. What if they … Yeah.

Brent Daniels:
And so, I remember going there with my chest, pumping out of my chest and I sent some kind of motivation. That’s really the only phone call I got, actually. So I had to go and I went there and I met with a seller and long story short, four or five days later, I got the contract. I got the contract. So, what I want to do is, by the way, I did everything wrong. I probably could have gotten a better price. You know, I probably could’ve used a better contract.
So if you’re listening to this, number one, go out there and do it. If you’re generating leads, go out there and do it. There’s some fear holding you back. But you must have courage, right? Courage is taking action in spite of fear, right? And so, if I could really communicate anything that would be it. But the second part is that if you’re serious about this business, right, if you want to make money, if you want to get into that six figure range and seven figure range, you must, must, must, must refine your craft and get really good at talking to sellers and specifically, okay-

Todd Toback:
The seller presentation.

Brent Daniels:
The seller presentation, getting in front of that.

Todd Toback:
Because listen, there’s not a lot of training on it. Honestly. I mean, I’ve looked around a lot and I go through your course. I mean, besides your course and really setting it up, going over the seller objections and going through all the pre qualifying and making sure that these people are going to actually, at a point timeline wise in their life, timing wise, the word, they’re going to actually sign the contract. I mean, there’s nothing that’s really been put together until now.

Brent Daniels:
Until now, right. But let me talk about this because where you do have to start, right? Is we do offer solution. No money is going to exchange hands with somebody unless you can solve a problem, right? We get paid in proportion to the problems we solve.

Todd Toback:
A hundred percent.

Brent Daniels:
So it sounds like how do you make this person sign the contract? We’re not going to make anyone do anything, right? That is just not going to happen. So, first you have to pre qualify, right? And that’s going to be really, really important using some of the techniques that I’m going to talk about it in this. You can actually use them in the seller presentation but someone’s going to have a problem, right? Someone has to have a problem before you go meet with them. And so once you’ve determined that, right, then you go meet with the seller and use these techniques.

Todd Toback:
I love it. I love it.

Brent Daniels:
So just on the surface for anybody that’s new, anybody that wants to implement what we’re talking about on this podcast, just off the bat, just as a surface, what do you need to do to pre qualify is the four pillars. Which is the condition of the property, their timeline to sell, their motivation and their price. Now what Todd is talking about is next level stuff where you’re really getting in, you’re really understanding the five different communication styles.

Todd Toback:
Yes, that’s my language.

Brent Daniels:
Yeah. You’re really going, you’re deep diving, you’re understanding why they’re giving you the objections, what the most common ones are and how to respond to those, which is huge.

Todd Toback:
And we’ve talked a little bit on your YouTube channel and we talked a little bit on my YouTube channel, but again, we’re going to talk about actually where the rubber meets the road, right? And in a street fight, okay? And that’s meeting with a seller because we both know how you feel, right? And so, let’s pretend like we’re driving, Brent, right? We’re driving out there and maybe you’ve been to another appointment and you’ve been kicked in the teeth a couple of times, right? It doesn’t feel good.

Brent Daniels:
I’m nervous. I’m a little … I’m not sure if they really want to sell or if they really like me or what’s going on. So, yeah. Okay.

Todd Toback:
So, the number one thing I always tell people to do is, get there about 10 minutes early and not to the door early, right? But you want to get your car parked down the way, right? And the reason why you want to park down the street is because you don’t want to give the seller anxiety right there. Especially if there’s, we buy houses sign on the side of your car. It’s like, “Uh, uh, park down the street.” All right. And you need to put yourself in a place where saying, “I’m going to project 100% certainty.”

Brent Daniels:
Love that.

Todd Toback:
Okay?

Brent Daniels:
Love that.

Todd Toback:
That I can buy this house. Now that is not to be confused with eagerness, right? Right? Do not confuse certainty with eagerness, right? I can buy your house but I have to make a profit.

Brent Daniels:
Sure.

Todd Toback:
I will buy your house if I can make a profit.

Brent Daniels:
Right.

Todd Toback:
I’d love to be able to do business but I’ve got to make a profit, right? And you’ve got to say that and practice it and say it in your mirror, right? Until someone walks by your car and thinks there’s a crazy man talking to themselves, right?

Brent Daniels:
Or a woman.

Todd Toback:
Or a woman, right? And once you believe that, then you were ready to go into the house, all right? Leave your contracts in the car, all right? Go up there. I would be dressed business casual, right? Don’t show up in a tee shirt, right? But don’t show up in a suit, right? Be ready so that you can go both ways. That’s how I like to have my people show up to an appointment. Although I’ve heard plenty of people locking up a contract in the board shorts but I just found that that’s neutral. So, when you go with the seller what you want to do is you want to go in, right? Now for the majority of sellers, you want to get in and build rapport. Now of course, everyone’s going to say, “Todd, I know what rapport is.”

Brent Daniels:
I just asked him about your stuff and I agree with them. Then I try to relate to them. It’s not what you do.

Todd Toback:
No you don’t. Okay. No you don’t. Okay. The three levels of rapport is number one, “How are you doing? Oh great. I see that you’re a New York Jet fan or I see this. Oh, great. Well, how much do you want for your house?” Uh, uh, okay. You’re going to have to date a little bit. Okay. And it’s really important. There are three levels of rapport. And I can go into this deep print some other videos.

Brent Daniels:
Sure.

Todd Toback:
Because the first level of rapport is where you’re talking about places they’ve been, right? People or things in their house and that is good. And that’s where most people live. It’s not bad but you want to stay there and you want to keep pointing to stuff or talking about stuff until you find an anchor, right? An anchor and then stick to that. There is an exception to all of this and that’s when you’re dealing with a real driver personality but 80% of people right here are going to live in this world.

Brent Daniels:
So, let me give you an example of an anchor that literally happened in my life, right? I was on unemployment in Mesa. This is when I was out going on appointments, being my own acquisition manager, talking, talking, talking. Find out the seller went to high school with my mom.

Todd Toback:
Oh, my gosh.

Brent Daniels:
Right? So I mean, come on, right? They had a great real friendship. They were in Palm or something together, like the whole thing, right? And instant. I mean, obviously I got that deal but it was just like an incredible, boom, got it. You know what I mean? That’s an example. I mean there’s unlimited amount of anchors that you could call up. But that’s an example.

Todd Toback:
That’s perfect. You found that, right? And so, you keep going and keep going and keep going until you find one and then latch on it. Now there is an exception to this. If the seller’s a high driver, like, “Look, I don’t want you to talk about this. Get to the point. Fine. It’s time to bail, right? And go right into negotiation. Let them drive the show and let them show you who’s boss.” Right? But that’s that person, okay? Now second part of rapport though is, you got to go deeper because people think, “Oh my gosh, you went to high school with my mother.” You are not done, right? The second thing is, you keep this conversation going until they teach you something.

Brent Daniels:
Mm-hmm (affirmative).

Todd Toback:
Okay? Do people like to talk or do they like to listen?

Brent Daniels:
They like to talk, they like to talk.

Todd Toback:
Oh Boy, they love to talk, right? And so then, the second level is when they teach you something.

Brent Daniels:
Genius, yes.

Todd Toback:
So for me, I love tomatoes, right? But if someone’s going in the back and I’m like, “Oh, you grow tomatoes, I love tomatoes,” right? And then you’d let them teach you. How’d you do this? How’d you do that? Do you plant them in February? Do you plant them in April, right? How do you get them so big, right? And stick and be real. Find something that you can latch onto and just sit there and forget that you have a contract. Let it go. That’s how you be real, right? And sit there and work. Now you might be going on an hour, two hours, right? So what, you’ve got $40,000 on the line. Okay? Take your time. Love the one you’re with, okay? Finally, okay. That’s level two. You think you’re done? You are not done, all right? Level three is, they give you some tomatoes to take home, all right? They give you the basket, put them in there, a little paper towel in front. Oh, how do I bring you back your basket? Keep the basket, right? Boom. Now you know you’re ready to move on, right?
So real important, right? That’s the three levels of pride. I don’t think I’ve ever talked about that before publicly. That’s something that we talk internal with our acquisition search list, right? Now that’s level one. Now level two. Okay, or step two is where the pain step comes on. People always try to rush this, right? But what you want to do is slow the process down, right?

Brent Daniels:
Yeah.

Todd Toback:
And that was painful. You want to slow it down and you want to dig into the seller’s pain. You want to pour salt in the wound, okay? And what I mean by that is that you are priming them, priming them to sell today, right? So the faster that you’re in there and the faster you’re out, the faster you’re like, “Oh great, this was easy. I’ll meet with five other investors.”

Brent Daniels:
So some people might be saying, and I say it sometimes in my head, “Well man, that seems evil.” You’re pouring salt in somebody’s wound. These guys have a problem, these guys have an issue. But when you really look at it, at some point they’re going to have to make a decision. A lot of these distressed property owners do not have a track record of making great decisions and they stay stuck in a rut. So it literally, even Tony Robbins talks about it, you got to hurt him before you can heal them, right? You’ve got to make them face reality before they can really … That’s what you’re talking about.

Todd Toback:
Thank you for clarifying that. Because the biggest thing is that they’re in this position, they’re a natural procrastinator. So, I’m trying to pour salt in this wound so that they cut this cancer out, okay? You’ve got to cut the cancer out. And so, I’m persuading them to talk about it. So what we do is, we start asking about the problems, okay? So, tell me about your son who’s been living in the property for 20 years rent free, right? And I start using techniques that we talk about in the no limit selling system like, “Hey, the great thing is, if he lives here for another 10 years, I mean, he’s your son, you’d be okay with that?” Right? And you go the opposite of how they would go and you get them talking about that. And what you want to do is, the seller may want to move on but you keep going back to this, right? And say, “Hey look, I mean your son, maybe he picks up the place for you. Maybe he’ll pay the mortgage.”

Brent Daniels:
And he’s got some friends that are-

Todd Toback:
Maybe he’ll get some roommates, right? And you stick there. Okay. And it’s pain, pain, pain, pain, pain. And then you keep going. Then you might say, “Well listen, how about you evict him and maybe fix it up and sell for top dollar?” Right? And they go, “Nope, I’m not doing it. I don’t have the money.” More pain, right? Well how about just selling as is with a real estate agent? Now what I love to do is, some people are actually scared to state these things, right? Why?

Brent Daniels:
Well, first they’re embarrassed a couple times. I mean, often they’re embarrassed by it and too, sometimes they don’t really understand the reality of the situation that they’re in until it’s too late. It’s getting close to that time but it’s not really the time where everything’s about to fall off the cliff, you know?

Todd Toback:
But a lot of wholesalers go out there. They’re scared to actually give the sellers other options, right?

Brent Daniels:
Oh, sure.

Todd Toback:
And why? Because they’re scared of losing the deal, right? And this is part of your internal game, okay. Very, very, very important. Okay. Actually, Brent and I have a two day event coming up, transforming variants.

Brent Daniels:
Yes. This guys, this has been something that’s six months in the making. I can’t believe it’s actually here, March sixth and seventh. You can check out information on it at-

Todd Toback:
Tulsa Wholesale Certified Pro.

Brent Daniels:
Wholesale Certified Pro.com. It is absolutely bananas. And not only that, we’ve put together a formal seller presentation.

Todd Toback:
Formal seller presentation, right? So you go to Wholesale Certified Pro if you want to know more about that. Okay. But step two is that there and only that the seller at this point should start to squirm, right? And they’re like, they want to move on, right? They just want to get to the numbers and the contract but no, you live here until they get frustrated. You want to throw five or six different options at them okay, until you prime them to make a decision. At this point, they should-

Brent Daniels:
Why don’t you list it, right? Why don’t you get a private loan? Why don’t you refinance the house and pull some money out?

Todd Toback:
I told you, “I just want to get rid of the house.” You want to keep saying that until they say that?

Brent Daniels:
Why don’t you just say, why don’t you rent it out?

Todd Toback:
Ah Brent, I told you I just want to sell the house, right? Now, you heard a little bit of that frustration? That’s how you know you’ve marinated this deal. Okay. Just like you said, “We are there to help.” Right? Yes. We’re going to agitate the situation. But more importantly and more accurately is, we’re going to have the seller agitated for themselves as they’re going to start saying out loud all the things that have gone onto the property. We’re going to get them to say that by using something we call the stealth mismatch, right? Basically going the opposite of what most people would say.

Brent Daniels:
I love that analogy you gave about cutting out the cancer because it really is a financial cancer.

Todd Toback:
Yeah, financial.

Brent Daniels:
It really is for a lot of people. There is nothing more deadly to their finances than a property that is run down to a property they can’t fix up to a property they inherited, they can’t take care of, to all those things. It truly is. I mean, this is just hitting me for the first time but it’s really like … And you’re saying, you’ve got to go in like a doctor, you got a diagnosis, you got to hurt them with the facts. If you don’t cut this out, this is what’s going to happen, right?

Todd Toback:
Now once they’re primed, all right, this is where most people drop the ball. All right. They’re like, “Okay, the best I could do is $150,000. Take it or leave it.’ Right? Oh, come on. You’re on a date, all right. And what you’ve got to do is you’ve got got to dance. You’ve got to dance, right? So, one of my mentors taught me this about Peter Conti, David and [inaudible 00:17:33]. But I don’t think they even teach real estate anymore. This is when I was doing lease options. They said, “Use the what if.” What if, what if? Right? Let’s pretend you think you want to come in at 150,000 right? What if I could come in and let’s pretend we’ve talked about numbers a little bit, right? What if I could pay $110,000 or $120,000. Is that something you’d accept or probably not?

Brent Daniels:
Probably not, right?

Todd Toback:
Right. Probably not. And what it is is that you get a reaction from them. It’s not a yes or no. For some reason when you use the tone and you notice how I cushion that, right? The cushion. You know what if I could do that? Probably that’s a hypothetical. Well, I don’t know, right? And you start going through this stuff. What if, I’m not saying that you want this, but what if I could close in 10 days? You wouldn’t want to close any sooner than that, would you? Right? What if I could take the property with your son intact?
I mean, that’s not something you probably would want, but what if, right? And you just get them talking about all these different sections of the contract and you start writing things down. And so, there’s a few things that you have to do. Number one is the price. Number two is the closing timeline, right? And then three, any other terms like occupancy. Those are the three main things that you have to agree on. If you can’t agree on price, go to two and go to three, right? Nail those down, right? Button them down. Whoop, whoop. So, what I hear you saying is that you’d like a 10 day close. Is that, right? You’d like that?

Brent Daniels:
Yes.

Todd Toback:
Right?

Brent Daniels:
Yeah.

Todd Toback:
And I also see that you’d like me to buy the house with your son in there. Is that right?

Brent Daniels:
Yes.

Todd Toback:
Okay. Finally, and this is where you really want to hit it. Look, it sounds like you want $150,000. I told you I could only pay $120,000. What are we going to do about that?

Brent Daniels:
Well, I might be able to come meet you in the middle.

Todd Toback:
Like what?

Brent Daniels:
$135,000.

Todd Toback:
Like $120,000 to $135,000.

Brent Daniels:
I’d want it closer to $135,000.

Todd Toback:
So like $130,000 to $135,000.

Brent Daniels:
Like $130,000 would be the lowest.

Todd Toback:
$130,000. So like $128,000 to $130,000.

Brent Daniels:
$130,000.

Todd Toback:
$130,000 okay.

Brent Daniels:
That’s it.

Todd Toback:
Okay. So, that’s something called the range technique. All right. The range technique. But we laughed, it’s joking, it’s not threatening. I’m not like you this, I just used that and you got a little chuckle out of that, right? I got ready, felt like I was in the negotiation, right? And so, when you meet with them, okay, you write all these things down. It’s hypotheticals, $130,000, nonthreatening. I got you down. But by using the range, right, you actually came up with a number, right? And then I tested you. I pushed you, two or three thousand dollars can make a lot of difference when you’re doing business, right?

Brent Daniels:
Huge difference, yes.

Todd Toback:
So keep doing that, now you’re there. Go back to building that level three beforehand. If you’re watching this, I’m pretending like I’m eating tomatoes, right? These are so good and the tomatoes are there, right? And come back, build a rapport. And look, I know we’re close here but look, “I mean, just want to rent this thing.” Go back to the pain step. “Todd, I told you, I’m done. I’m done.”

Brent Daniels:
Love it.

Todd Toback:
Right.

Brent Daniels:
Love it.

Todd Toback:
Go back. Now you’re ready to go, okay. And now at this point, you want to make it the seller’s idea? Okay, so you want me to do this? You want me to do this? You want me to do this? What’s the next step, Brent?

Brent Daniels:
Sign the contract.

Todd Toback:
Okay, well I think I’ve got some paperwork in the car.

Brent Daniels:
Okay.

Todd Toback:
I keep it in there. Do you mind if I go get it?

Brent Daniels:
Yeah.

Todd Toback:
Get the paperwork. Boom. Okay. Now, we’re paraphrasing this, right?

Brent Daniels:
Sure.

Todd Toback:
We’re going to go into this deep Brent, deep, deep, deep, deep. This is just like one sliver we’re going to talk about. If you want to go more, you want to find out this two day experience, go to Wholesale Certified Pro.

Brent Daniels:
Guys, listen. Listen, we don’t do a lot of events at Wholesaling Inc. Todd and I got together six months ago and from the bottom of our hearts we looked at everything. Todd’s been coaching for years. I’ve been coaching for years. We have incredible people and the things that people are asking for that they’re missing or feel like this is the biggest challenge. We put together a two day intensive but it’s really a transformation.

Todd Toback:
Transformation.

Brent Daniels:
That’s what this whole thing’s about. It’s not only the business and making more money and being more profitable, which that’s huge, but also the mindset. Also, you can’t be the same person making 50K a month or making 50K a year that you are making a hundred or a million dollars a year. It’s a different person. We want to pull you up there. Not only that but we’re definitely going to be talking about lead generation, about conversion with the perfect seller presentation and then with disposition with different techniques there. Obviously heavy on wholesale is some other techniques, lease options, seller financing, some subject [inaudible 00:00:21:39]. So, absolutely phenomenal. If anybody’s interested in that, that is Wholesalecertifiedpro.com. That’s it.

Todd Toback:
So, let me get into the fifth step, okay?

Brent Daniels:
Okay.

Todd Toback:
The fifth step. And so, this is how you make sure that you never lose a deal. okay? As the seller is signing, I want you to do something called the boomerang, okay?

Brent Daniels:
Okay.

Todd Toback:
And this is where you got to grab your bootstraps, it’s called, right? And you’ve got to have some courage and you’ve got to throw away the deal and say, “Mr seller, are you sure you want to do this? Are you sure you want to do this?” Right? And you throw it away and the harder you throw it away, what happens to a boomerang?

Brent Daniels:
It comes back faster.

Todd Toback:
It comes back, right? Because if you were going to lose that deal, if they change their mind at the table, I’m going to call you the next day and [inaudible 00:22:16] on you. So it’s really, really important that you throw it away, have them latch onto it, get the contract. Now, real important. Once you get the contract, say, “Hey, listen, someone from title is going to call you in 24 hours and schedule all the paperwork and look out for that.” Okay? This is an opportunity, by the way, for everyone to keep a promise, right? The more promises you give and keep, right, the more that deal will stay buttoned up.
Get the contract signed, give them a copy, take a picture yourself, let them keep the original. That always makes them feel better, right? Let them keep the original. Send it to your title company, right then and there. Tell them they’ll call them in 24 hours. Make sure they call within two or three. If it wasn’t in the middle of the night, right? Boom. The title company calls and says, “Hey, I’ve got a signing schedule for you on Friday of next week. Are you good to go?” Boom. Locked it up. They feel good. Hopefully 20K or more, as much as 200K, I’ve heard of a lot more, in the bank and that is a brief synopsis of the seller appointment.

Brent Daniels:
What I like doing. Just to add a little tip to that is, I have on my phone an app called Turbo Scan. I take a picture of the contract as soon as it’s signed and it scans in. I send it to the title company instantly, right? I leave the original with the seller. They’ve got it, have it. I’ve got it here. I leave it with them. They’re feeling good. I’ve already opened up escrow. Now 9:00 AM the next morning, my escrow officer is calling this seller, getting the whole ball rolling. And you know as well as I do, and we talk about it a lot in this intensive, you get the right title company, you get the right escrow company, they will do 90% of your disposition.

Todd Toback:
90 disposition. I love it. Love it, love it, love it.

Brent Daniels:
Well, thank you Todd. I know that your time is short. You got to jump on a flight. That was absolutely incredible, you’re the best. Everybody knows it.

Todd Toback:
Aw, thanks.

Brent Daniels:
Everybody should know it. Everybody out there listening, truly, truly, truly. If you are interested in taking it to the next level and having a hands on intense, intense transformational experience, make sure you check out Wholesaling certifiedpro.com.

Todd Toback:
Yeah. Wholesale Certified Pro.

Brent Daniels:
Wholesalecertifiedpro.com.

Todd Toback:
All right.

Brent Daniels:
Thanks.

Todd Toback:
All right. Awesome, Brent. Thanks.

Brent Daniels:
See you, bud. See you guys. Love you.

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