Posted on: May 12, 2020

In the first 34 days, you’ve been talking to people, building rapport, and growing your pipeline. Now what? This next 35 to 60 days, you’ll take on the next logical step in our 90-day challenge: tightening and polishing your sales skills!

In this episode, real estate coach extraordinaire and Mr. TTP himself Brent Daniels, shared another set of powerful action items you can act on and implement to dramatically improve your sales prowess.

So, have your pen and paper handy and be prepared to take down notes. More importantly, commit to putting everything in action and you’ll be closing deals before you know it!

Key Takeaways

  1. Read 2 books
    • You Can’t Teach a Kid to Ride a Bike at a Seminar by David H. Sandler
    • Go for No! Yes is the Destination, No is How You Get There by Richard Fenton
  2. Answer questions by asking another question
  3. Ask yourself this question every morning: “Who is gonna sign a contract today?”
  4. Do 3 hours of calls everyday
  5. Add 10 new cash buyers to your list daily
    • Trade your list with another wholesaler or real estate investor

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Episode Transcription

Speaker 4:
Bam!

Speaker 3:
Join us as we put our guests in the hot seat and dive deep to dissect their strategies for success, to enable you to duplicate their results. Investor Grit presents Wholesaling Inc, the only show dedicated to making you a fortune in wholesaling with your hosts, Tom Krol and Cody Hofhine.

Brent Daniels:
Whoo wee! It is Brent Daniels, Mr. TTP and have you run your victory bell yet? Have you gotten a deal under contract and got it sold yet? We are 34 days in. We are starting days 35 through 60. We’re taking it to the next level. Here is your quote for the next 25 days. Here is your quote. Your comfort zone is in direct proportion to your money zone. Be willing to do what’s uncomfortable. It’s the only time you are growing. This one is absolutely incredible and it’s absolutely the truth. We need to step out of our comfort zone. You’ve already been doing it. You’ve been doing it for the last 34 days. We got to take it even further. And what I mean by that is this, now we’re going to start really working on your sales skills. You’ve got it down now. You’re in the rhythm. You’re calling, you’re talking to new people, you’re building rapport, you’re building up your lead pipeline. This is going to feed you for the next 30, 60, 90, 120 days.
But we need to get the sales skill tightened up. We need to get bigger deals and we need to get deals that you wouldn’t have gotten before because you know how to communicate better. I’m going to give you two books. Two books here. This first one, this is the manual. This is your sales manual for wholesaling real estate. It is, You Can’t Teach a Kid to Ride a Bike at a Seminar. This is an absolutely incredible book. They have created so many trainings around this book. You Can’t Teach a Kid to Ride a Bike at a Seminar, get it, read it, get it on Audible, whatever it is. Get this in your brain.
The second one is going to be, Go for No, it’s a tiny little book. It’s going to take you 15 minutes to read it. Go for No, I’m telling you, this is going to put all the right stuff. It’s going to give you the right skills. It’s going to give you a foundation, but then it’s up to you to take action on them. One of the things that I want you to do after reading this incredible book is when somebody asks you a question, you’re going to play a game. You’re going to play a game at the grocery store, you’re going to pay a game at the house, you’re going to play a game on the phone, whatever it is. When somebody asks you a question, you’re going to answer the question and then ask another question.
You’re checking out at the grocery, did you find everything okay? Yes, I did. Thank you for asking, how is your day going? Whatever. Ask a question. You want to open up these conversations. You want to build your sales skills. Answer the question, but follow up with a question. Whoever’s asking the question is in control of the conversation. If you’re in control of the conversation, you can get people to open up to you. When they open up to you, you can discover what are their problems? Or if they have any problems. And if they do have a problem, what problems can you solve? That as the whole name of the game. Remember, quality conversations with distressed property owners is the foundation of your whole wholesale business. And it’s all about asking really, really, really great questions. That’s the number one thing is for the next 25 days, anybody that asks you a question, you’re going to answer it and ask another question, have fun with it.
The other thing is, this is the question that I want you to ask yourself every single morning, who is going to sign a contract today? Who is going to sign a contract today? If you have followed this action plan so far, you should have leads. And some of those leads should be ready to sign a contract. They should be seasoned up enough to where they are starting to sign a contract. Now, who is it? Who is it? If we ask that question, we’re going to find that answer. Who is going to sign a contract today? That should be the number one question you asked yourself every single morning.
Now let’s get back to the basics. I need three hours of calls every single day. I’m going to upgrade you, I need 10 new cash buyers. In the next 25 days, you should have at least 200 new cash buyers. And then what I want you to do is I want you to find somebody in your market that is a wholesaler, that is a real estate investor, that has a database of cash buyers and I want you to trade your list with them. I want you to trade your list. If they only have a 100 and you have 200, that’s fine. Don’t go after the guys that have 60,000 people or 60,000 cash buyers, go for the ones that have around the same amount as you. Reach out to them, you can find them in any of these investor groups, online, in the fix and flip groups. Just look in on Facebook. Just start building relationships, start DMing, people get on the phone with them. Don’t just do this through DM. Don’t be scared. Pick up the phone, talk to them, TTP, talk to them and get them to exchange lists with you.
It’s beneficial for both of you. It is a win, win. And then you’re going to keep doing that until, listen, I went from a 100 people on my cash buyer database to 12,000 in three trades that took 10 days. Deal size went from 12,000 to 27,000. Guys, this is absolutely critical. Make sure that you take this. This is the two biggest things. You got to be asking those questions all the time. If somebody asks you a question, answer it and respond with a question. You need to, who’s going to sign a contract today? And you need to build that cash buyer database. Three hours of calls. One hour of lead followup, one hour of virtual driving for dollars. If you need any instruction, Virtual Driving for Dollars 2.0, just came out so definitely check that out. And that’s it. That is it guys. For the next 25 days, you have got all of this.
You need 200 cash buyers. You need to be asking questions to everybody that asks you a question. You need to read these two incredible books, Go for No, and You Can’t Teach a Kid to Ride a Bike at a Seminar. And you need to say this quote to yourself every single day, your comfort zone is in direct proportion to your money zone. Be willing to do what’s uncomfortable. It’s the only time you’re growing.
You guys are incredible. I love you. Keep going. We got this. 90 day challenge. You’ve got this, you’ve got this, you’ve got this. Keep the momentum going and you will be so far ahead of everybody else at the end of this 90 days, your whole business is going to be set up. It’s going to be absolutely phenomenal. We will not stop during this time. We will not pause during this time. We are going to make more money during this situation than ever before, because people are asleep. People are fearful. People are not taking action, but you are. Make sure you take action on these items. You want to take it to the next level. Make sure you check out the TTP program at wholesalinginc.com/TTP. Wholesalinginc.com/TTP, check it out. It feels good in your gut, sign up for a call. Check it out. I love you. Until next time, get them, talk to people. See you.

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