Posted on: June 09, 2020

To achieve financial success in the wholesaling world, closing one deal after another won’t often suffice. Equally as important is being able to maximize the profit you’re getting from each of those deals.

If you are not making as much money as you would have liked, you are not alone. Many people actually share the same dilemma. Fortunately, today’s guest will help you examine areas for improvement and how you can best address them.

If you are an ardent listener of the podcast, you probably already know Todd Toback. To say he is one of the best coaches in the wholesaling/real estate space is putting it mildly. If anything, he’s not called the “mentor to the mentors” for nothing.

In this episode, Todd shared some of the secrets that can help you get deals on a consistent basis and increase your net profit dramatically. Today’s episode is truly worth its weight in gold, so don’t miss it!

Key Takeaways

  • How you can put internal pressure on what you want from a deal
  • What affirmations are
  • Three steps when doing affirmations
  • Why it pays to always reset the bar
  • The main things you need to remember when doing affirmations
  • Two ways to build confidence with the seller
  • How to start building confidence when you’re new or from a different industry
  • What “wholesale poverty” means and how you can avoid it
  • How to go out there and take chances
  • The most underrated aspect of the wholesaling business
  • Why you need to slow down after you get a deal

RESOURCES:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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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 we know that finding discounted property is the most proven path to financial freedom. I am your host, Brent Daniels, and I am telling you if I can do it, so can you. And I’m extremely excited. We have the absolute best mind, our mentor, the mentor to the mentors on this podcast here today. This is Mr. Todd Toback. Todd, how are you doing?

Todd Toback:
I’m doing awesome. And as always, I’m very, very, very excited and thankful to be on the Wholesaling Inc podcast. And you are right, this is the number one wholesaling podcast for new real estate investors. And awesome, love talking to you TTP, Mr. TTP. Always got lots of energy here and I’m ready to bring some value to you if you’re listening to this as a newbie and you want to make more money, you want to do more deals, you want to expand and see your net profits explode. We’re going to give you the secret today. The levers that you can push to drastically increase your net profit.
And I know that you hear that a lot, but I’m telling you I’ve been in this business since 2001. And what we’re going to talk about today, is the number one thing that you can do to radically transform the amount of money that you’re taking out of your business every single month.

Brent Daniels:
And what we’re talking about is massive deals. All right? And I define massive deals as a $50,000 minimum net to you, wired into your account deal. And Todd’s going to break down… I mentioned that he is the mentor to the mentors. I mean, truly we implemented what Todd has coached into our business. And it’s taken us from a $12,000 average to $27,000 average. And he’s going to break down the four things that you need to implement, the four steps that you need to implement to start getting consistent, massive deals.
And I’ll tell you, Todd, with as much effort as we have, as much cold calling, as we’re doing as much texting as we’re doing, as much lead followup and referrals as we get, every single quarter, we get a massive deal. And I’m telling you, it has changed the landscape of our business every single time. I mean, we’ve had some that are over $150,000 deals off of one seller. And I know that you do these deals all the time. I know that you specialize in these and you really dissect what it took to be able to get these opportunities. So let’s break it down. Let’s talk about the four ways people can start getting massive deals.

Todd Toback:
So real excited Brent, and before I jump into the four, I really want to encourage you. A lot of people out there, they brag about the number of deals they do, and hey, that’s great, we want to celebrate wins, right? And high five, when you’re a positive mindset it’s going to be really, really, really important. But what’s most important actually is what you’re going to bring in home at the end of the month. I mean, Brent, you are the number one… And not to make this a lovefest, but Brett, I mean, you’re the number one coach in the entire country for teaching people how to cold call, right?

Brent Daniels:
Yes.

Todd Toback:
And so after all those hours of phone calls and going through the nos and the maybes, and finally you get the one, which is awesome and you’ve got someone who’s ready to say, yes. Well, you better maximize that one. You better maximize that deal. And so I’m going to teach you four ways. There’s actually more, many, many more ways, which we’re going to actually talk about on how you could find out, but we’re going to give you for today to actually maximize this profit. So one of the things that I talk about is you want to create this pressure. This internal combustion engine, that’s always putting pressure on what you expect out of a deal. So a lot of people out there… Think about what you’re comfortable with your monthly income. For some people, they’re okay with 2000. They Live with mommy and daddy in their basement, and they’re okay making $2,000 a month because they could do whatever they want to do. They’ve got no kids, they’re not married, they live with mom and dad, right?
Most of America is addicted to making $5,000 a month. And I’m not saying that’s right or that’s wrong, but if you’re listening to this, you want more. You want to make a middle six figure, seven figure, eight-figure income. You have big aspirations. The problem is that most of us, actually all of us, whatever that zone is, we have this internal temperature of what we think our income should be. And because of that, we have this internal temperature of what we think our deal size should be.

Brent Daniels:
100%.

Todd Toback:
So if someone goes in and noticed if you’re always doing $7,000 deals, somehow magically, you always make seven or $8,000. If you’re doing 10 or $15,000 magically, so what do you think happened? You think like lightening struck and these sellers who just showed up, gave you a deal in which enable you to make the same amount of profit that you always make and your cash buyer gave you the exact amount? No. You set the tone, your internal temperature. And so you’re like, “Okay duh Todd, how can I change this?” Well, anything that’s been created, anything that’s wonderful has first been dreamed in the mind. So let me give you an example and hopefully we didn’t talk about this on camera. But Brent, let me talk a little bit about your cabin that you have. At some point, did you decide that you wanted a cabin?

Brent Daniels:
Yeah, absolutely. I’ve been thinking about it forever. I grew up, my grandparents had a cabin, they sold it when they got older. Phoenix is very hot, I’ve got young kids, we want to get out of the heat. So having a cabin is like the biggest blessing you can have living in the desert when you can go to the mountains and spend time with the family and get out of the heat. So yeah, I mean, it was firmly planted in my mind.

Todd Toback:
Firmly planted, right? So all of a sudden, Mr. TTP on the phone generating leads, what magically appears Brent?

Brent Daniels:
What magically appears is these opportunities. I mean, when you are every single day being proactive and not just reactive, waiting for opportunities to come your way, you get opportunities. And I start thinking in my head, this is one step closer to having enough to buy a cabin, for sure.

Todd Toback:
Well, wasn’t like a TTP lead though, with the cabin or no? Was I wrong about that?

Brent Daniels:
It was off the market. I called. Absolutely for sure I called. But I saw that it came off the market. It wasn’t a distressed seller. I talked to the real estate agent, but they had taken it off the market because it wasn’t selling.

Todd Toback:
Well, good enough. But here’s the point, is that there was this pressure from what you wanted. And because there was this wants, your actions then dictated it. So you did a cold call to a real estate agent, you didn’t accidentally see this expired listing. You went and you locked up and what do you know? The whole Daniel’s family is now living in a wonderful cabin.

Brent Daniels:
$75,000 under appraisal value.

Todd Toback:
Boom!

Brent Daniels:
Yep.

Todd Toback:
So what I’m going to ask you to do is you must put internal pressure on what you expect from a deal. So if you’re making 10, what I automatically want you to do is say, “I’m going to do 30 or 50 or $100,000 and say this in your mind. Okay, I’m going to show you how to do this in a second. Because once you make this decision, you make this commitment, the way you negotiate with a seller is drastically going to change. It’s not going to happen overnight, but there’s going to be this tension that’s always going to be pulling you towards that goal. And then when you lock up a property and let’s say you normally get X amount or this percentage of ARV or your buyers normally pay this much, because that pressure is still there, Brent, you now negotiate on a different level. And this is something that we talk about in the No Limit Selling System. If you want to find more about that, actually go to convertwholesaledeals.com. I go into this in depth there.
So you want to create that tension. So how do you do this? Well, obviously we have this faulty programming in our mind right now, and this faulty program always takes us back to our default. And maybe it’s not even faulty, it’s just the default. So what we need to do is we need to physically program or reprogram ourself for a new default. The problem is that our brain loves to go back to the default.

Brent Daniels:
Of course, right?

Todd Toback:
So we must program it and reprogram it and keep going. It’s like this with my daughter’s just getting her braces off, she has to put in a retainer. And so we do this okay by saying affirmations. So what are affirmations? I did this with one of our clients here who actually started off in convertwholesaledeals.com. And I had him write down, because his deals were just kind of weak, the size of them. I said, “I want you to say that you make at least 50K per deal.” So at night I want you to write this down along with all your other affirmations. I want you to say, “I make at least 50K per deal. And I’m extremely happy every time I lock it up. I feel great about making $50,000 per deal because I’m offering value to the seller. I feel great about making 50K per deal because enables my business to make a large net profit and also thrive and enables me to hire people.”
He also had some issues about making that much, but he started to say it out loud. And he said his affirmations in the morning and at night. And by the way, you can do this for any area of your life. But we’re going to say very, very specific on this and so whatever size deal you want to focus on, say it, write it down and meet it. It has to be three steps. Number one is you have to have it in a dollar amount. Number two, you have to write it down. Number three, you have to say it. And you have to do it every single day, every single day.

Brent Daniels:
[crosstalk 00:10:33] One of the things that I talk about with my TTP family members in the TTP program is in this business, you truly find what you’re looking for. You know what I mean? It’s that whole thing that like when your wife’s pregnant or you’re pregnant, you see pregnant people everywhere. Or you buy a truck or a car, you see that truck or car everywhere. It is the same thing when it comes to doing these massive deals. And I am telling you the first time, the first big check I got was just over 40,000 and my mind exploded. Literally it was destroyed. It could never be put together the same way again. That’s what I want for everybody listening here, that’s what I want for everybody in the TTP family. That’s what you’re talking about Todd, is that first getting to that point where you believe in your faith that you can do it and you cross that bridge to where it is a fact, and you get a massive deal.
You know you can do it again and again, and again. I mean, $61,000, Todd. 61,000 is the average household income in America, and people can do deals that size from one call, from one lead, from one opportunity, from one chance. You’re not going to get to those deals if you’re not putting it in your head that you deserve it, that you are able to do this, that you’re going to find and solve the problems of the property owner, and you’re going to get paid really, really well. Because I think the toughest part that people have, Todd, is they go, “I can’t believe I’m making this much money. I feel like I’m taking advantage of these sellers.”

Todd Toback:
Well, it’s funny because sometimes my wife, she’ll ask me how my day went and I’ll talk about the business in a certain way. And she’s like, “Todd, you’re like immune to money.” And I’m like, “No, I’m just always raising my standards. I’m always raising my standards.” And by the way, I think gratitude is really important. And I think that you need to be thankful for what you have, but you always need to be resetting the bar and understanding that you cannot let yourself go back to the defaults. And going back to the whole guilty thing about worrying about making too much money, that’s part of affirmations, right? And so whatever that is, you have to decide how you’re going to operate your business and what parameters you want. We don’t really have time to go into the ethical obligations of you making 50 or a hundred or 200, because frankly there’s guys right now who are making 500,000, a million, $10 million real estate deal, who are actually laughing at us talking about making 50K a year.

Brent Daniels:
I know. Well, we hallucinate, right Todd? We hallucinate and we assume we know what’s best for the seller or what will make the seller’s life better, or that money in giving them more is going to somehow make them happier. It’s absolutely not true. Stop hallucinating, have conversations with these sellers and see how you can solve their problems. Stop hallucinating. Stop.

Todd Toback:
We just did a massive deal up in Riverside, California. And it’s funny because the guy at the end, I wasn’t sure I wanted to do the deal because he wasn’t sure about a place that he was going to move to. And I was making a lot of money, and I tried to throw the deal away like four times. I tried to throw it away. And it’s funny because I’ve been on the phone with my team right now because of the way the market is, and I just want to show them what’s possible. Show them what’s possible, you can do bigger deals. And literally the guy was like, “No, I want to do this deal.” And we’re going to do very, very, very, very, very well on it. And you know what? I feel great about it. He feels great about it. And guess what? It’s above that 50 mark.
So I want to encourage you, reset your internal thing. You’re like, “Todd, it can’t be that easy.” Yes, it is that easy. The less you question this, the less analytical you get, the more money that you will make. We have people who bought Convert Wholesale Deals here and they’re like their mindset just can’t go back. You just can’t go back. So let me talk about that and I’ll be clear on affirmations by the way.

Brent Daniels:
I think so. I mean, do you have something? So you’re basically just talking about… I mean, is there something specific? Can you give like some specific language that has helped you out in the affirmations or you just saying, “I do big, massive deals of X amount”?

Todd Toback:
For me, I do wholesale deals and I make a minimum of 50K profit per deal. My deal size are ever increasing and I feel more confident. So what you want to do is you want to attach a specific number, you also want to attach the emotion.

Brent Daniels:
Yeah.

Todd Toback:
My confidence is ever increasing, my deal size is ever increasing. My joy is constantly increasing. And by the way, if there’s some conflict that you feel with that, fine. But you got to say it to yourself and speak truth to yourself of where you’re trying to go. And if you need to change your affirmations, that’s fine. I’ll say that again. Number one, choose a number. Number two, attach emotion to it. Those are the two main things. And if it doesn’t feel right, say it again and say it again and say it again and say it again until it does feel right. But these can be fluid, right? These can be fluid.

Brent Daniels:
The emotion part is critical. It Is absolutely critical. If you’re living in your parents’ house, if you’re living on the wrong side of town, if you want to get your kids into the best schools and have the best opportunities, these are the emotions that Todd’s talking about, connecting to these goals, to these affirmations. Like this is what these opportunities happen. When you get these big, massive deals, it changes not only your brain chemistry, but it changes the opportunities you have to grow your business and to get out of a debt, to be able to move, to be able to set up a life somewhere where you want. I mean, it’s absolutely incredible.
So attaching those emotions is… I mean, don’t just go with a pen and paper and just go through the motions and not attach the emotion to it. You should imagine that that pen has all the emotions that you have bottled up inside you, and you’re putting it into that piece of paper every single day that you’re writing these affirmations.

Todd Toback:
Oh absolutely.

Brent Daniels:
I love it, Todd.

Todd Toback:
By the way also I created a cheat sheet for how to say your affirmations, and that’s also in convertwholesaledeals.com. So if you want to check that out, that’s fine. Let’s talk about number two, and this is confidence. Obviously this builds on affirmations. But if you notice the people who make the most money… We did a live event, and someone came up to me and says, “The people doing really well, they just have a different aura about them. You and Brent, like you guys have the it factor.” And I’m like, “Well guys, we still put on our pants one leg at a time, just like you.” But a lot of this comes by number one, intentionally building our confidence. But number two, it’s an intentional, is that you gain confidence by number one, keeping promises to yourself. Just the very fact that if you say affirmations and you take that commitment, you’re going to build on your confidence.
You used to tell yourself you’re going to work out and you work out, guess what? You build credibility with yourself. Two ways that you can build confidence. Obviously you can build your internal confidence, but the other part about this is building confidence with your sellers. If your sellers are confident that you can get the deal done, your price will drastically go through the floor. How do I know this? Because I have dealt with contractors. And I don’t know if you’ve ever dealt with a contractor. I’ve had my share of good results and bad results. And so I’ve shopped for discount contractors on my primary residence, sometimes it’s turned out good, most of the time it turns out bad.
And long story short, we had a high-end contractor come to our house. He was extremely confident. Talked about all the other things that the other contractors did wrong, really focused on himself. I guarantee you, this guy has a minimum profit in his mind that he wants to make. Long story short, my wife was like, “I don’t care what this guy costs, we’re hiring him.”

Brent Daniels:
Wow. Yep.

Todd Toback:
And guess who paid the price that day? This guy-

Brent Daniels:
You.

Todd Toback:
So you got to build the seller’s confidence in yourself, and that day the contractor did the best. So one of the things that you can do with a seller to build their confidence with you, which also increases your value, which enables you to come in at a lower price and make a larger profit, which will in turn increase your bank account, is to run the show. And this is not for every personality type, but it works for three out of the four, is you want to get verbal commitments from your seller.
So a lot of these people, they’re natural procrastinators. They don’t want to fix the property, they don’t want to deal with a tenant, they don’t want to do with a probate situation, they don’t want to deal with foreclosure, they don’t want to deal with taxes. Or whatever these problems are, the reason why they’re selling to you is because they’re a natural procrastinator. So they want someone like you to come in and take charge and tell them what to do step-by-step, or at the very least, at the very least, have them come to the conclusion of what to do next. So at every step of the process, you ask the seller, “What needs to happen for us to do business today? What is the next step? How do we define that? What’s the date and time for you to be able to say yes or no? And no is fine, I just want to know how we can get on the same page and we can decide if we can do business, or if you need to go and list with a real estate agent or another option.”
Now, when you say this, it gives you confidence in two ways. Number one, you feel great because you’re not chasing the deal. I’m pushing her away. But number two, the seller feels great because like, “Wow, this guy’s a professional.” When you get a verbal commitment from somebody, they know that you’ve been to school. But I have to like, “Whoa, this guy is not…” Are you tracking with me Brent, by the way?

Brent Daniels:
Yes. 100%.

Todd Toback:
They know like, “Okay, this guy comes to play.” If Brent was a football player, if someone comes in and they come out and you sack the quarterback, you’re like, “Whoa, these guys aren’t joking around.” And so you gain the seller’s respect by getting commitments.

Brent Daniels:
How do you start building up that confidence if you’re new to this, if you’re coming from a different industry, if you’ve been in the military forever? Because it’s a different kind of confidence, it’s a confidence in being able to communicate effectively with distressed property owners. So do you suggest role playing? Do you suggest scripts? You know what I mean? You talk to somebody that’s completely fresh in this thing and they don’t have the experience to speak the language, what advice would you give him?

Todd Toback:
Okay, well, there’s three things. Number one, and again, I know we’ve talked about this a lot, but our No Limit Selling System, if you go to convertwholesaledeals.com, I’m always going to tell you to buy that. Always. I will not apologize because price is embarrassing for the value that you’ll get. And by the way, we’ll continue to give away everything right now we can for free. So convertwholesaledeals.com. When you educate yourself, your confidence goes up.

Brent Daniels:
That’s it. 100%.

Todd Toback:
When you role play, and by the way, even if you don’t buy this, if you role play, guess what? Your confidence goes up. If you’re totally broke, watch these videos. I got like two or three of the videos on this channel. Watch those videos [crosstalk 00:20:58]

Brent Daniels:
By the way, if you’re listening to this podcast, you can check out some of the other interviews that… Training really. It’s not even an interview, it’s more of a training that Todd and I did or more specifically Todd did on the Brent Daniel’s YouTube channel. So definitely check that out if you are listening to this on the podcast.

Todd Toback:
Yeah, you can watch those free videos and do awesome. And I had a client one time living in his car and I’m like, “I’m not sure this guy’s going anywhere.” But he got the stuff and implemented it and did some deals. And he built that himself. And imagine how low your confidence is living in your car. And so step-by-step-by-step-by-step, you build it up gradually. The other part about this actually, and that’s going to be in step number three, and I’m going to talk about this is taking chances. Taking chances. You got to be able to take some chances, and I’m going to talk about that in a second. But going back to confidence, is that when you’re dealing with a seller, you got to learn how to be reluctant, and you got to be reluctant while also having confidence.
So one of the things I tell new wholesalers, if you’re brand new is don’t be scared of losing the deal. And it’s really hard to kill a motivated seller. And if you actually kill the deal, you actually didn’t kill it, it was already dead. And so if you tell Mr. Seller and say, “Look, if I’m going to buy your property, Mr. Seller, I’ve got to be able to make a profit. And I’m not sure… If we can come to terms on this and you feel good about it, and I feel good about it, I can take on this project. But I’m not going to be able to buy at a price where I can’t make money. So knowing that, would it be worth continuing the conversation?”
So being reluctant with the seller, but also being confident so that the deal done. Like, “Maybe I’m not the best option for you, Mr. Seller. I know you want 140, I can only pay 100. If you want 140, I can give you the name of three real estate agents who might be able to list it for you.” But just see how confident I am. They’re like, “I can’t believe this guy is telling me to call real estate agents.” And so I’ve thrown it away, and if it comes back, it was meant to be. It was meant to be. But I’ll tell you what, if I’m over there, “Please Mr. Seller, sell to me so I can make $6,000, please, please, please.”
They’re going to run to their real estate agent anyway, and you’re going to live in what I call wholesaler poverty. Don’t live in wholesaler poverty. It’s an epidemic. Okay, that’s the real epidemic going on right now. So you got to have the ability to throw away the deal.
Now, number three falls into this, and that’s go out there and take some chances. You can take a chance by the way, by throwing away a deal. Say, “Mr. Seller, we may not be a fit. You don’t have to do business with us, and that’s okay.” But you can also take chances by going lower than you normally would. So what is the reason why we don’t go low on a deal? When we’re talking to a seller, we’re negotiating and they say they want 200 and we come in and offer 100. Well, we say that, I don’t know about you, but I was scared to death to lose a deal when I first got started.

Brent Daniels:
To create that friction, to like build up that wall that they build up so that they don’t want to talk to us anymore, that they don’t want to communicate that. You don’t want to offend somebody. Like the cardinal sin is offending a motivated seller, and then you lose the deal and then you’re frustrated and then it attacks your confidence, and then you stop writing down your goals. You start thinking all these wild things in your head when you really don’t have to.

Todd Toback:
Part of that goes back to confidence. So all of these things work together. So if I say, “Mr. Seller, I know you’re off asking 200. What if I could give you, I don’t know, 100,000?” I got a smile on my face. That makes all the difference in the world. But if I say, “Look, I’m only giving you a hundred grand.” That’s different than saying, “Mr. Seller, what if… Look, I’m not saying this is the [inaudible 00:24:30] but what if I could give you a hundred grand? Is that something that you’d even consider, or probably not?” I’m showing this confidence, but I’m friendly. I’m giving myself room and a little bit of this comes with skill and a cushion that’s finesse. I got like a little swagger, that when that will project and the seller can say, “There’s no way I would take 200. You must be kidding.” I’ll be like, “Well, okay, fine. You want 200, I’m at 100. What’s the lowest you’d take?
Going up to that, maybe I get that deal at 170 where I would’ve gotten it at 190. And so you’ve got to take a chance. You can’t be scared of losing the deal. I’ll tell you what, I’d rather lose a couple of $6,000 deals and get a $90,000 deal. You know what I’m saying?

Brent Daniels:
Absolutely. Well, and I think a lot of that, it comes to not only taking a chance on the price, but just taking the chance of going after these properties and not overthinking it. As you’re driving through the neighborhoods and you see a rundown house and there’s a ton of cars in the front of it, well write down that address, or go to the door if you feel comfortable. You know what I mean? Take action right away. If you see a sign that’s a for sale by owner and it looks like a rough house, call that sign immediately. Don’t overthink it, take a chance. Every day, you got to be taking chances. And I’m telling you these days build on each other, and all of a sudden one, you’ve got confidence, two, you’re achieving the affirmations that you’re writing down every day.
And then all of a sudden those affirmations go from, I do $10,000 a deal to $20,000 deal to $50,000 deal to $100,000 a deal. This is real life. But taking that chance is another way of saying, be super proactive, don’t overthink it and do it with the two things that Todd Toback taught my company. We have it on our wall. We have it in our office. It is the number one thing that we point to when we’re talking about negotiation, and that is certainty and likeability. Certainty and likability. That is a beautiful mixture. It’s the perfect mixture of being able to have that confidence, but also being able to have the right tone of voice and build the right rapport and the right relationship so that you are likable.
You see when Todd turned it off there and he was talking about, “Would you take 100,000?” As opposed to just going right at them and being aggressive. It’s a totally different tone. There’s likability there. Likability is the most underrated aspect of this business. And I’m telling you, if you start working on your certainty and your likability, you are going to be unstoppable. Hold on a second, Todd, I’m going to give one of [inaudible 00:27:02].

Todd Toback:
Brent it’s funny because sometimes we have different styles, but those core tenants that we talk about, they’re actually the same, likeability and certainty. And so we talk about these principles in the No Limit Selling System that just, you can be who you are. Our personalities are different but the same. And so they’re like you’re very, very, very likable and you’re very, very confident, but it’s in a different way. I can’t even put it into words. I love the fact that you just talked about like, “Hey, if you see something, go for it.” So I would tell you this, I’ve seen a lot of analytical. If you’re an analytical, if you love looking at the computer and comps and spreadsheets, you are going to have to really, really, really work on this, and you can, and you will.
But those people will struggle the most, because they want to spend their time analyzing the property and then making an offer based on logic. And this is not logic. Obviously you need to go on emotion. Emotion, all of these, and that’s where your affirmations will kick in because all of a sudden, if you start looking at a spreadsheet and what you think you should make, that’s where your affirmations need to really, really, really come in. Let me move into the [crosstalk 00:28:11]

Brent Daniels:
Todd, I think it’s the toughest in the beginning. But I have seen time and time again, and this is just the absolute truth in my experience with people that I’ve been around or coached, or even heard from, or just reaching out to on social media. The analyticals, once they get past that threshold and they are taking consistent action, they are beasts. I mean, they make the most in my experience, because they stick to the plan, they understand this is a numbers game. And once they sprinkle in, once they pour in that certainty, likability and that emotional part of it, it’s absolutely unstoppable, and you can’t get them to shut up.

Todd Toback:
Well, that’s part of it too, because then they break over that hump and then they’re steady. And that’s when you get really, really dangerous. Really, really dangerous. So we’re kind of running out of time here, Brent, I’ve got two or three minutes here, but let me talk about the fourth and final here. And that is when you get a deal, slow the heck down. Slow the heck down. You sold once but in this business, if you’re wholesaling, or you’re keeping or you’re wholesaling or flipping, you sell this deal twice. And so now is the time when you’re dealing with your cash buyers. Guess what? You need certainty. You need certainty that there’s going to be competition right behind them. You need the certainty that if they don’t buy this property, somebody else will. You need certainty that if you don’t sell it to this cash buyer, that you can take this deal down yourself.
By the way, you may not be thinking this today, you’re brand new but guess what? I want to let you know, if you’re watching this, that you’ve got a million dollars of capital right now in your network that is ready to flow into your life. And so you just got to know that. And so slow down, go back to your affirmations. When you’ve got a deal, close your eyes and say, “This is what I want to make. This is how I’m going to make it.” And once you start talking that way, you start to turn levers. So if you locked up a bad deal up front, you talk to your seller and you push them up. Now, if you’re here, if you’re not at that, one of the things has to happen. Either your seller now either has to come down on price, or your buyer has to come up to meet your minimum standard. And now that happens in our company.
And so knowing that, slow the heck down, it’s not a race to the finish to sell your deal. You’ve done the work, put it through the finish line, make 50K a day, and move on to the next one. So those are my four tips for you today. There’s a lot more. [crosstalk 00:30:36] I’m just real excited to go out there. Say your affirmations, write them down, put the emotion, get the amount. Number two, you got to build your confidence. Do that by getting verbal commitments with the seller, having confidence with you. You want to have a reluctant confidence in that. Three, you got to take chances. You can’t be scared of losing the deal. It’s okay to go low. Watch your tonality. And four, slow the heck down.

Brent Daniels:
Convert Wholesale Deals, guys. It is the training program. I don’t care if you’re new or if you have a team of 10 acquisition managers, the top people in the country use this training, and that’s why they’re the top companies in the country. So definitely check it out, convertwholesaledeals.com. Todd, you are the man. I love it. I mean, these four are going to really make a huge impact, so thank you so much for that.
Anybody out there that is interested in joining the most proactive group in real estate investing, it is the TTP family, go to wholesalinginc.com/TTP. wholesalinginc.com/TTP. Check out what the program’s about. If it feels good in your gut, sign up for a call, I’d love to work with you personally. Todd, until next time brother, you’re the man.

Todd Toback:
Boom!

Brent Daniels:
And for everybody out there, guys, I always encourage you to talk to people. Until next time guys, love you. See you.

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