Posted on: June 18, 2020

Ever wondered what cold calling prospective sellers is like? Undoubtedly, the whole idea of calling strangers can be daunting for many. This is especially true if it’s something you haven’t done before. The good news? In this special episode, no less than the TTP (Talk to People) guru himself, Brent Daniels, will show you how it’s done!

If there is someone who has truly mastered the art of cold calling, it’s our very own Brent Daniels. After all, he didn’t earn the title TTP guru for nothing! Talk to People (TTP) is a simple, low cost, yet highly effective telephone marketing program that has helped countless wholesalers do more, bigger, and lucrative deals without breaking the bank.

In this episode, you’ll hear the master in action. Listen in as Brent expertly navigated conversations with prospective sellers. Pay attention and take note of the script he used, his tone of voice, and how he converted NO responses to leads. If you’ve always wanted to try cold calling but don’t know how to go about it, consider today’s episode your first masterclass!

 

RESOURCES:

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

Subscribe to Wholesaling Inc

Episode Transcription

Brent Daniels:
Hey, everybody. It is Brent Daniels, Mr. TTP. If you have not subscribed, do it now. Every week, we come out with the hottest interviews, the best instruction and the best breakdowns on exactly what you need to do to be successful in your wholesaling business, which leads me to this video, which is really exciting, because it is me making live cold calls in front of 30 people at our wholesale certified training in San Diego over the weekend. This is bananas. Listen, this is not like lead followup. I had never called these people. I have never talked to these people. This wasn’t cherry picked lists. I had my lead manager put a list that usually my phone prospectors call and I called them. What’s interesting about these calls is every single person that I got as a lead, that we’re going to follow up on, what said no to me first and watch how I confirm and approve. Watch my tone of voice.
Watch the way that I am fine with whatever they respond to me, because, remember, when you are calling somebody, when you are cold calling somebody and asking them if they would consider an offer on their property, there’s only six responses. Yes, no, maybe, how much will you give me? How did you get my number and who are you? Watch how I navigate through these conversations and I get these people, that were initially stiff-arming me and building a force field around, that they did not want to have a conversation with me, that they were tired of people calling, and watch the way that I melted it down a little bit and I was able to have a great conversation with them. So, get some notes on this. They weren’t perfect calls, by any means, but it was me in front of people, just making cold calls. I hope you enjoy. Take the little nuggets that you hear and see for me, the way that I’m responding and use it in your business. You guys are the best. Check this out.
We usually get 12 to 15, and then after that, the second time you get like 10 to 12 and then third, it goes down and down and down. So, when you are calling yourself or when you’re hiring callers, you need to make sure that the lists are fresh. Now, we’re going to see, real quick, based on the responses that we get, if this list is getting called by a lot of the competitors, or if they’ve been called by us a ton or what’s going on. So, somebody might be in there. They might just shut me down right away. Now, when you call somebody and you ask them if they’d consider an offer on their property, there are only six responses. Can somebody give me some of the responses? Yes.

Crowd:
No.

Brent Daniels:
No.

Crowd:
Maybe.

Brent Daniels:
Maybe.

Crowd:
Why’d you call me? Who are you and then what do you want?

Brent Daniels:
Okay. Yes, no, maybe, how much will you give me? Who are you and how did you get my number? Yeah, okay. So, as long as you know the responses of that, you can keep the conversation flowing, right? So, let’s rock and roll. Going to connect to the dialer.

Automated Speaker:
Press the start button on your screen to begin calling. Sorry, the person you are trying to reach has a voicemail box that has not been set.

Brent Daniels:
What’s the address? We’ll just see what’s going on here. It’s going really fast. You don’t have a property at six.

Cold Call 1:
Okay. Honestly I can’t talk right now. You’ll have to hold the line a few minutes.

Brent Daniels:
Hi. Hi. This is a, this is Brent. Are you the owner of the property?

Cold Call 1:
Yes.

Brent Daniels:
Yeah. Hi. I was just a, I know it’s out of the blue, but I was just calling to see if you would consider an offer on that property there.

Cold Call 1:
No, no, we have a contract we’re working on, thank you.

Brent Daniels:
Oh, okay. Do you have any other properties in that area that you are thinking about selling as well?

Cold Call 1:
Not right now, no. Thank you.

Brent Daniels:
And are you accepting backup offers?

Cold Call 1:
I would consider it, yes. I would consider a backup offer.

Brent Daniels:
Okay. Excellent. Yeah, what…

Cold Call 1:
What kind of an offer?

Brent Daniels:
Great. Yeah. Yeah. So just to let you know, the way that we purchase properties, we purchase these properties cash. We buy them. There’s no real estate agent commissions. There’s no, we pay all the title and escrow fees. And the best part is we buy them completely as is. So for an offer like that, how much are you looking to get for the property?

Cold Call 1:
The minimum we would consider would be $460,000.

Brent Daniels:
$460,000. Okay. And is that, is that what you got locked up for now?

Cold Call 1:
Yep.

Brent Daniels:
Okay. Got it. And when do you guys, when is the closing date on that?

Cold Call 1:
The 31st.

Brent Daniels:
Okay. Excellent. And what is the best… I’d love to present an offer for you, you can keep it in backup. Maybe you’ll never need it, but at least you have it there, you know that we’re serious about it. What’s the best way to get that to you? Do you have an email I can send that to, or would you prefer to meet in person?

Cold Call 1:
Yes.

Brent Daniels:
Okay.

Cold Call 1:
Well, right now if you’d just send an email that’d be fine.

Brent Daniels:
Okay. What’s the best email for you?

Cold Call 1:
First letter is B [redacted].

Brent Daniels:
Yahoo.com. Is that right?

Cold Call 1:
Yes.

Brent Daniels:
Now are they in their inspection period right now? Do you know if they’re moving forward after they’ve done inspections or have they not done that yet?

Cold Call 1:
They have not yet.

Brent Daniels:
Okay, got it. And are they buying it with a loan or are they buying it cash?

Cold Call 1:
Cash.

Brent Daniels:
Okay. Got it. Excellent. Well, that sounds good. So do you know when that inspection period ends? Cause I’d love to just make sure that I’m following up appropriately with you and making sure they’ve got the process, you know, that you’ve already committed to. I just want to make sure that if something gets a little wiggly there that I, that I’m there in front of you when we should be.

Cold Call 1:
Well it’s not entirely fair but I think basically we’re looking at about the 31st.

Brent Daniels:
Okay. Got it. That’s the 31st is when they’re closing and they haven’t scheduled inspections with you?

Cold Call 1:
No, not yet.

Brent Daniels:
Okay. And just, just so that I know, have you done any major remodeling to the kitchen and bathrooms in the last five years? I’m just looking at it online. It looks like it’s really clean, kind of move-in ready. Is that still the condition that the property is in?

Cold Call 1:
Yes.

Brent Daniels:
Okay, great. Excellent. And if that falls out is $460,000 the lowest that you would go on the price there?

Cold Call 1:
Yes.

Brent Daniels:
Okay. Awesome. And what was your first name? I’m sorry. I’ve got it under your trust here.

Cold Call 1:
Robert.

Brent Daniels:
Robert. Robert, my name is Brent Daniels. And if you’d like to save this number in your phone, that’s great. And what I’ll do is I’ll put together an offer package for you. I’ll send it over to you and then I’ll call to confirm. Okay?

Cold Call 1:
Okay. That’ll be fine.

Brent Daniels:
All right, Robert, I really appreciate it. Thank you so much.

Cold Call 1:
Okay. Thanks for calling. Bye

Brent Daniels:
Okay. Talk to you soon.

Cold Call 2:
I think this is the second call. Maybe it was you that called. Did you call me once before, maybe a month ago?

Brent Daniels:
Yeah. It was either me or it was somebody on my, on my team, but yeah, we buy a lot of properties in [crosstalk 00:08:02] Park.

Cold Call 2:
I recognized the phone number, but yeah, I talked to my wife and she said, no way, heck she’s rough that way. If you want to put me on the list, check back in 6 to 8 months, maybe she’ll change her mind.

Brent Daniels:
Yeah, absolutely. Have you guys talked about it a little bit or is it just kind of something that’s in the back of your mind.

Cold Call 2:
Now you know we talked about it but you know, my grandkids they grew up there and she said there’s no way she’s going to take that away from them. I mean this is their… when they go up north they absolutely rave about the place. So it’s going to be real difficult to do it at this time.

Brent Daniels:
Yeah.

Cold Call 2:
You know we’re in our retirement years, you know. I mean, I’m 64, she’s 64 and you know we want to start traveling when she hits 65.

Brent Daniels:
Sure.

Cold Call 2:
[crosstalk 00:08:50] Which will be next year. We’re going to start doing a lot of traveling so there may be an opportunity. Definitely check back with me in 8 to 10 months.

Brent Daniels:
Got it. Got it. Absolutely. And do you have any other properties that you guys are thinking about selling right now? Maybe something of that needs a lot of work?

Cold Call 2:
No, we’re pretty much set right now. I’ve got three homes, but you know they’re both… one is our primary home, one’s up in Mexico and the other ones up by [inaudible 00:09:14] Park.

Brent Daniels:
Wow. You guys are so lucky. That’s incredible. Geez. That is absolutely incredible

Cold Call 2:
[inaudible 00:09:23] Mexico.

Brent Daniels:
Beautiful. So what I’ll do is I will save this. I’m making notes now. I’m going to call you in just a couple months, just check-in, no pressure there, but I do want to be there when you guys are ready to make the decision. We purchase these properties cash, as is like, it’s the easiest thing that you’ll ever, ever sell.

Cold Call 2:
Yeah, I hear you. Okay, buddy. Yeah.

Brent Daniels:
All right. Great. Well, really appreciate it. We’ll talk soon.

Cold Call 2:
All right, man. You bet, all right, take care.

Brent Daniels:
Turkey trail in Munds Park.

Cold Call 3:
Why?

Brent Daniels:
My name is Brent. And I know it’s out of the blue, but I just wanted to see if you would consider an offer on your property there.

Cold Call 3:
No.

Brent Daniels:
Okay. Completely under-

Cold Call 3:
How much? How much is the offer?

Brent Daniels:
Well, that’s a great question. That is great. You know, just to let you know, I mean, we purchase these properties cash, we pay all the closing costs. It’s not like a real estate agent thing. There’s no commissions and it’s completely as is. So, you know, for an offer like that, how much do you think you would take?

Cold Call 3:
I have no idea. I had the property appraised before I purchased it.

Brent Daniels:
Oh, got it. Sure. Have you owned it for a while?

Cold Call 3:
Oh, I don’t know. 15, 20 years.

Brent Daniels:
Awesome. Yeah. Well, you know, we love the area. We’d love to present an offer to you. Have you been thinking about maybe putting it on the market or selling it?

Cold Call 3:
No.

Brent Daniels:
Not at all. Got it. Okay. Well, you know, I’d love to still present an offer to you. It looks like, you know, we’re purchasing properties in the area there for about $150,000. Is that kind of what you were thinking?

Cold Call 3:
No.

Brent Daniels:
Okay. Is there a price that would make sense? I’d love to present something. If it makes sense. I can, I can sharpen my pencil on it.

Cold Call 3:
Well I don’t want to waste your time, we’re not interested in selling.

Brent Daniels:
Okay. Got it. Well, do you have any other properties that maybe need some remodeling or maybe a piece of land that you guys are looking to sell?

Cold Call 3:
No, not at all.

Brent Daniels:
Okay. Well, I appreciate it. And you know what, thank you so much.

Cold Call 3:
Okay. Thank you.

Brent Daniels:
All right. Have a great day.

Cold Call 4:
What was your name?

Brent Daniels:
My name is Brent. I know it’s out of the blue, but just wanted to see if you would consider an offer on that property.

Cold Call 4:
You know, I don’t know why people think that we want to sell it because you’re like the third phone call this week. I don’t know how everybody got my cell phone. [crosstalk 00:11:49]

Brent Daniels:
Oh my gosh.

Cold Call 4:
I don’t list it anywhere.

Brent Daniels:
Oh yeah. Sorry. It’s not listed. It’s just in an area that we’re looking to buy and just wanted to see if you would consider an offer on the property. Completely understand if you have no interest in selling it right now, but just wanted to reach out and see if you would consider a cash offer.

Cold Call 4:
Probably not right now. Cause I bought that. I did a starker exchange on it at 10-31 and too much would go to, you know, the government right now.

Brent Daniels:
Uncle Sam, yeah.

Cold Call 4:
Unless you wanted to increase the offer by quite a bit, but that’s not good for you either, but yeah, so I’m trying to hang on to it, but I appreciate your call.

Brent Daniels:
Okay. Is there a certain amount of time that you have to own it before, you know, it’s like long-term capital gains or something like that?

Cold Call 4:
No, no.

Brent Daniels:
Okay. Yeah,

Cold Call 4:
No, it’s just when I sell it from what I traded it for, which is the 10-31 that you have to pay the capital gains from 50 years ago versus what it would sell for now, which is quite a bit different.

Brent Daniels:
Yeah. 100 percent. Have you thought about-

Cold Call 4:
[crosstalk 00:12:55] 49 years ago. When we… go ahead, I’m sorry.

Brent Daniels:
No, you bought it 49 years ago?

Cold Call 4:
No, we didn’t buy this one 49 years ago, bought one in pine top and then we traded it.

Brent Daniels:
Really smart.

Cold Call 4:
It’s called a 10-31. It’s called a Starker Exchange.

Brent Daniels:
Yeah, very familiar.

Cold Call 4:
Whatever we paid 49 years ago for this little basic cabin up there and traded it for this. That’s what the base price would be that you pay capital gains on.

Brent Daniels:
Yeah, yeah. Have you thought [crosstalk 00:13:26] about selling it to put it into another 10-31, into something that you’d want to buy?

Cold Call 4:
I don’t know if you can do that twice. Can you do that?

Brent Daniels:
I think so, yeah. Yeah, absolutely.

Cold Call 4:
I’ve asked my CPA and a lawyer and nobody’s suggested that at all. So I don’t know if I can do it, but I really love it. I don’t know if you’ve driven by that, but I love that front deck. That’s my favorite place in the world.

Brent Daniels:
It’s gorgeous.

Cold Call 4:
As long as I’m able to get up there right now. It’ll, you know, if I’m get incapacitated a little more then maybe I would be open to it, but right now it’s not on the table. I’m hanging in there.

Brent Daniels:
It sounds like it. Well, I want you to hang on as long as possible, but I definitely just want to, you know, I don’t want to bug you, but when the time comes, I’d love to, to at least get the opportunity to give you a cash offer on it. Do you want me to send you my information in the mail or an email? What would be best?

Cold Call 4:
Yeah. And what was the first name again?

Brent Daniels:
My name is Brent Daniels. Ah-huh.

Cold Call 4:
Brent.

Brent Daniels:
Yeah.

Cold Call 4:
There’s another guy, Brandon that calls me all the time. And I asked him to take me off the list. Cause he kept, it was a robo-call. I thought he agreed to do it but I still get his calls. So I just, I’ll remember a B but if I give you my home address here, you could send information. Don’t send it there. Don’t send it there because the cabin’s not used most of the time.

Brent Daniels:
Well, first of all, Brandon’s the worst. So let’s get rid of him and we’ll just work together. So…

Cold Call 4:
Okay.

Brent Daniels:
All right. What’s the best mail. What’s the best mailing address for, [crosstalk 00:15:04] you know, it’s just… I assume it’s just somebody that’s like a robot. You know what I mean? They’re just trying to get ya.

Cold Call 4:
I know, yeah, I got his number down and finally one day I called him back on that number and pretended I was interested and I said, you know what? You keep calling me every couple of weeks and you just need to stop. And he agreed to, and it lasted a couple months and then we’re right back where we were.

Brent Daniels:
Now. He’s back at it. Jeez.

Cold Call 4:
Yeah, no, but I would definitely… I’m a retired school teacher, so I will not lose it. I will put it in my cabin file. And so if that time is ever conducive to me, I will definitely give you a jingle.

Brent Daniels:
Well, that is great. You are a saint, if you went through that, if you were ta… How long did you teach?

Cold Call 4:
35 years.

Brent Daniels:
Oh my gosh. I would go crazy. You are just an angel.

Cold Call 4:
I’m still sane, so… Well, somewhat sane. Yeah, let me… If you have a pencil I will — [redacted]

Brent Daniels:
You live right by me. I have… I live at [redacted].

Cold Call 4:
Oh wow.

Brent Daniels:
Yeah. You live in a beautiful area. Yeah. I know exactly where it is.

Cold Call 4:
The light rail hasn’t helped us too much, but I live on a dead-end street and I feel safe and I like bikes and a lot of my neighbors have been my neighbors for the 47 years I’ve lived here. So I feel, you know, it’s falling apart like the cabin is, cause we’re all getting older, but it’s, you know, my [inaudible 00:16:45] street’s very nice.

Brent Daniels:
Yeah, beautiful area.

Cold Call 4:
I didn’t think you’re from Phoenix. You’re from Phoenix. I didn’t realize that.

Brent Daniels:
I do some investing in Flagstaff and, love Flagstaff went to NAU. So, but yeah, yeah. Is the cabin in okay, I mean, it’s livable, right? I mean, is it something that needs a lot of work?

Cold Call 4:
Well, the kitchen is the original. If I were going to do something, I would replace the kitchen. It’s solid. I mean, it’s those little logs, but unfortunately the previous owners painted it instead of leaving it with just a stain on it.

Brent Daniels:
Got it.

Cold Call 4:
But it suffices for me, as long as I can keep the pipes good.

Brent Daniels:
Sure.

Cold Call 4:
Then that makes me happy. So I just don’t… and I’ve got a good plumber. So, you know, so far it’s very usable. I mean there’s no major problems.

Brent Daniels:
Got it. Just maybe some updating then.

Cold Call 4:
Oh yeah. And you know, if I could ever figure out how to get Home Depot in there just to replace the cabinets. The cabinets are old and they’re laminate. They’re not any good. They need to be thrown out and in a strip, but I haven’t had the time or energy or help to deal with that. So it’ll probably stay there.

Brent Daniels:
Got it. Well that’s what we do. It’s exactly what we’re looking for Paula. So what I’ll do is I’m going to send you my information. I’m going to just, I’m not going to bug you, but I’ll touch base every so often and when the time’s right I’m going to get you that cash offer.

Cold Call 4:
Okay. That sounds great Brent. Thank you so much for calling.

Brent Daniels:
All right. We’ll talk soon.

Cold Call 4:
And I’m glad I’m glad you weren’t the telemarketer.

Brent Daniels:
[crosstalk 00:18:26] No, no, not at all.

Cold Call 4:
It was getting to the point where you’d go “what do you want”? You know?

Brent Daniels:
Yep, I hear you.

Cold Call 4:
Thank you. And good luck to you. Okay.

Brent Daniels:
Thank you. We’ll talk soon. All right.

Cold Call 4:
Okay. Thanks Brent.

Brent Daniels:
Bye.

Leave a Reply

Your email address will not be published. Required fields are marked *

Wholesaling