Posted on: July 09, 2020
WI 467 | Wholesaling Success

 

If you’ve listened to part 1 of this special 2-part series, it is highly likely that you’ve been anticipating this second installment. So here it is, part 2 of the special 2-part series hosted by no other than Mr. TTP himself, Brent Daniels!

If you missed part 1, consider it a good idea to check it out first so you won’t miss out on the valuable advice and expert guidance Brent dished out.

Just like the first installment, this episode is loaded with tried and tested techniques Brent has used over the years to take his business to the next level.

If you are looking for a proven blueprint that can help you dominate your market, you’ll find it in this episode so don’t miss it!

RESOURCES:

12 Steps to Massive Success in Real Estate Wholesaling – Part 2

Episode Transcription

This is part two of a special two-part series from Brent Daniels and his twelve steps to massive success in real estate wholesaling. If you haven’t read part one yet, stop and go back to that episode. You don’t want to miss out on part one. For those who are ready for part two, this is where it all comes together. I strongly encourage you to get out your pen and paper and be sure to take good notes on this one. If you follow and implement what Brent is sharing here, you’re going to be well on your way to success in this business. You’re going to be a much better person because, at end of the day, it’s all about the person that you must become to live the life that you want to live. Enjoy.

Ask the Question: Who can I talk to today that is going to sign a contract?

Next step, every day, you need to wake up and ask this question, “Who can I talk to today that’s going to sign a contract?” We find what we’re looking for in this business or anything. Have you ever been pregnant and all of a sudden, you see pregnant women everywhere or your wife is pregnant and you see pregnant women everywhere? You buy a truck and you see that truck everywhere. You buy a car and you see that car everywhere. It’s incredible. If you wake up and say, “Who can I talk to today that is going to sign a contract?” Guess what happens? You find people that sign contracts because you’re looking for it. It’s that simple.

Only Keep Your Hot and Warm Leads

Next, only keep your hot and warm leads. Throw the rest of them away. You got to get rid of the lookie-loos and the tire kickers. These are the people that maybe could sell if the right situation happens at the right time and maybe in the future. No, because the problem is those bad leads hide all your good leads. You feel comfortable and confident that you have 100 leads. That doesn’t mean anything. I’d rather you have three leads that signed contracts with you this month than have 300 leads and none of them does. Only keep the hot warm leads. You got to throw the rest away.

Look Out for Creative Avoidance

Next, you have to watch out for that little creature that creeps into our life that’s called creative avoidance. This happens to everybody. It happens to me, you and everybody. We’re getting ready. We’re going to make calls, do our lead follow-up, set an appointment, call this lead back and do all these things, but I got to take out the trash first. I got to go pick up the kids, do this or clean up this. Maybe I’ll fiddle around with my list some more. Maybe I’ll watch this YouTube video so I get pumped up before I make my calls. These things are called creative avoidance.

This little creature will cut your knees out from underneath you. You have to be aware of it. That happens all the time. It’s so easy for creative avoidance to creep around. Watch out for creative avoidance and make sure that when it is time for you to commit to this business, especially if your time is very limited, that you 100% make it sacred time. Nothing interrupts it.

Only keep your hot and warm leads. Throw the rest of them away. Bad leads hide all your good leads.

Everything Starts from Your List Of Properties

Next, everything starts from the list of properties that you’re going after. If you imagine your whole city as a big funnel and at the top of that funnel is every property in your city, you need to filter that through to the distressed list. 6% to 10% of your market is in distress. Those are facts. What are those lists? These are the ones that you need to go after. Number one of all time is going to be your driving for dollars list. This is obvious.

The rough properties on the streets in your area or neighborhoods have two choices. They either have to sink a bunch of capital into these houses or they have to sell them for cash. Those are their two options. Get the DealMachine app, DealMachine.com. Use the TTP discount code. It makes it from $50 to $40 a month. It pulls all the information you could possibly want about that property owner. Plus, you don’t even have to drive around anymore. You could do virtual driving for dollars. You could do it through Google Maps. I have a whole YouTube video on it. If you want to check it out, go to Brent Daniels Real Estate YouTube channel. It’s there, Virtual Driving for Dollars. I have a VA driving all day, every day for $4 an hour. It’s incredible. Driving for Dollars is the best list.

Number two, probates. This is when somebody passes away and doesn’t have a will saying who gets this property? Seventy-five percent of probate properties that go through probate sell within the first 90 days of new ownership. Those are facts. A lot of these properties are owned by older people. A lot of older people have properties that need complete renovations, remodeling and updating. There are people in this country that have made fortunes by going after probates.

The next one is tired multifamily owners or landlords. These are people that own between a duplex and a fourplex. They’ve owned it for at least ten years and that multifamily unit was built before 1990. You want them older and you want them to have owned it awhile and be tired of dealing with their tenants. The next one that nobody goes after is vacant land in town. Don’t go to the outskirts. It’s very easy to get those deals, but you’re going to have a tough time selling them. People either want ten times the value of their land or they want nothing.

Guess what? Buying the people that want nothing and you win. Those are the lists. Those are the ones that I want you to focus on. The last one is pre-foreclosures. You can pull a ton of unbelievable distressed lists at TTPData.com powered by PropStream. The most unbelievable tool for comping properties, understanding if they have equity, pulling lists, finding cash buyers. It’s an unbelievable tool and you can try it out. Check that out. Those are the lists. You can do all this for free. If you don’t want to use an app, TTPData.com or anything like that, you can go walk, drive, bike or rollerblade if you’re old school, down the street and go knock on the houses that need some love that are in rough shape.

WI 467 | Wholesaling Success

Wholesaling Success: Make sure that when it is time for you to commit to this business, especially if your time is very limited, that you 100% make it a sacred time.

 

Understand the process and the evolution of your proactive efforts. You are always going to be the best. I don’t care if you are terrible, if you have an accent, if you are the meanest ever, you are going to be the best because you’re going to stick with any leads. You’re going to know if a lead is going to do business with you in the first minute of talking to them. The next step, once you get your business rolling is you hire people. You hire somebody to make those calls for you. They’re going to be about half as good as you.

If they’re doing twice as much calling, they’re going to equal you. Now you’re out of it. This is the progression. After that, you hire a whole group of people to make calls for you and you’re off and running. If you don’t have the budget to do that right away, I don’t care who it is, I don’t care if you’re a millionaire, I suggest you do it yourself first. That way, you understand what are the hottest lists to call in your market, and to understand what it takes to be good on the phone.

After Lead Generation, Lead Follow-Up is Most Important

The next is you need to remind yourself that after lead generation, lead follow-up is the most important activity. This business is simple. I’m going to break it down into three parts. 1) Lead generation. You got to bring in leads. 2) Conversion. You have to convert that lead into a signed contract. 3) Exit strategy or disposition. There are only three parts of the wholesaling business, lead generation, conversion, disposition and exit strategy. I don’t care what you want to do, wholesale it, wholetail, retail it, keep it in your portfolio or live in it, whatever you want to do. Those are the three parts. After the lead generation, the most important activity is lead follow-up. That’s the part of the conversion. Every time that you don’t follow up, you lose a check. How big are your checks? Are they $5,000 or $50,000? Every time that you decide, “I’ll call them tomorrow. They’re probably not a lead. I don’t even need to call this one back,” every time that goes through your mind, you’re losing a check.

Be Around People Doing More Than You

Next. You have to be around people doing way more than you. That’s how you grow. If you believe that you are a combination of the five people you spend the most time with, who are the five people that you’re spending the most business time with? Do you want to be around millionaires? Do you want to be around people that are financially free? Hire a mentor. That’s how you get around it. That’s how I’ve done it. I spend $30,000 a year to be around people that do more than me.

I joined the Wholesaling Inc tribe after knowing about this show in 2016 because I wanted to be around Tom Krol. That’s how you do it. Now I’m on this show speaking to you. I have the honor of being able to do that because I invested in mentoring. It happens every single time. I’ve been doing it for years. It happens every single time you level up when you get a mentor because they have already taken the arrows. They already know the path. They’ve already paid the stupid tax.

You need to fall in love with what you do.

Fall In Love With The Business

Next. Every day, you need to bring your enthusiasm level to at least an eight. The easiest way to do that is you need to fall in love with this business and what you do. It’s very easy because this is a cash machine. This is hitting the lottery. We made a cold call in our business and we made over $150,000 on one deal. How could you not fall in love with that? That’s incredible. Where else can you do that? I still get a Christmas card from that seller. That’s how happy they were.

This business is not only rewarding financially, but your soul will shine when you see that darkness inside somebody’s eyes that is so stressed out about their property completely evaporate because they no longer have to deal with their problems because you helped them out. It is unbelievably fulfilling. Next, when you are brave and proactive, and you go out there, whether you’re at the door or on the phone and you ask somebody, “Would you consider an offer on your property?” There are only six responses they will give you.

It’s always a combination of these six. “Yes, I do want to sell.” “No, I never want to sell. They’re going to bury me in the backyard.” Third, “Maybe I’ll sell in the future. We’re thinking about it. We haven’t made up our minds.” Yes, no and maybe, those are the first three. Number four, “Mrs. Seller? Would you consider an offer on your property there?” “How much will you give me?” It happens all the time. Number five, “How did you get my number?” Number six is, “Who are you?”

There are only six responses. Only some form of those six responses. If you learn how to respond to those responses, you can keep the conversation flowing. You’re already so far ahead of the conversation because you know what to expect. Imagine doing this 1,000 times, how much better you’ll be doing it 20 times, 100 times? After 1,000 conversations with distressed property owners, you can talk to anybody about anything. I want you to do that. I want you to get there as fast as possible.

Stack Your Small Wins

Next, stack your small wins. Getting in your car is a win. Driving into a different neighborhood is a win. Seeing a distressed property is a win. Adding them to your DealMachine app is a win. Getting out of the car and door-knocking is a win. Getting their phone number is a win. Calling them is a win. Talking to them is a win. Pre-qualifying them is a win. Going to an appointment is a win. All of these things are wins. If you see this business as you’re only winning if you get a check and deposit it in your account, you are going to get wildly frustrated. Stack the small wins because they lead to the big wins.

WI 467 | Wholesaling Success

Wholesaling Success: Start every day at zero. If you start there, you’re going to be absolutely unstoppable because you’re going to be so hungry.

 

Start every day at zero. You have zero money in your account. You have zero opportunities. You have zero leads. If you start there, you’re going to be unstoppable on the phone because you’re going to be so hungry. They call it rock bottom for a reason because it’s the strongest foundation. If you’re thinking to yourself, “I have $50,000 in my account. I closed the deal. Maybe I’ll take some time off or take my foot off the gas.” I’ve got this income coming from my job. I don’t like it but it’s there. It’s going to prevent you from being successful faster.

Follow a proven blueprint. This has already been done. I highly encourage you to check out the TTP Program. I know that this is self-serving at the end of this, but nobody has more testimonials. Dozens of people have been successful in implementing the TTP method. WholesalingInc.com/TTP. Check out the site. Scroll down, see what it’s about. Check out the testimonials. If it feels good in your gut, sign up for a call. Follow a proven path. You don’t have to be out there on an island by yourself

One of the hardest parts about this business is feeling like you’re out there by yourself because it’s very easy to not take action. When you have accountability and a proven path, when you know that something will work if you implement it, it makes it far more difficult to not take action. That’s what this is all about. This is all about taking serious action. This is how you get your first deal. This is how you build a consistent business. This business is phenomenal. It has completely changed my life and countless other lives.

In the Rhino Tribe, we love you because here are the facts. I say that and people are like, “You’re so weird.” It’s the truth. If you look at how small of a segment of people we are that are reading this, that are considering wholesaling, that are going to take action, that want to be real estate investors, that want financial freedom, it is such a small percentage of people. It is so special because you’re like me. It’s selfish. I love you because you’re like me. That’s how I feel. This business is incredible. Not a lot of people find it and implement it, but if you read this and you write down the action items here, you are going to be successful.

Bonus: The 13 Step-by-Step Action Plan

Let me leave you with a step-by-step exactly what to do. This has been a long episode, but I’m going to give you thirteen steps that are going to put this all into play. Number one, you have to commit twenty hours a week. Number two, you need to go hunting for distressed properties, driving for dollars and the DealMachine app. You need to build that up to at least 1,000 addresses. I want your goal to be 50 a day. You can easily do this in an hour, sitting in your underwear on your couch if you do it virtually. You need to build up your driving for dollars list until it’s completely exhausted. Get every one of them in your whole market and build it up.

Number three, skip trace that list for phone numbers. Go to BatchSkipTracing.com. It’s the most accurate place to get data. I don’t care about all the other skip tracing companies that you see out there. They’re not even close. This company spends $30,000 a month improving the data. Nobody is doing that. Trust me, I’ve been talking about this for years. I’ve seen the evolution of it. They’re the best.

Stack the small wins because they lead to the big wins.

Number four, once you have your schedule, your list of driving for dollars, and accurate phone numbers for them, call them. Pick up the phone. I don’t care if you do it for five minutes in the beginning, build it up. Next time, do 10, 15 or 20 minutes. Build it up to where you’re going for an hour straight. You cannot lose. Call them.

Number five, get a list of the probates, vacant houses, tired landlords and vacant lands. You’re going to fall in love with this. It’s going to be scary in the beginning, but then you’re going to start getting into a rhythm. You’re going to start having success and you’re going to need bigger lists. You’re going to need more people to call. That’s when I want you to start getting the probates, vacant houses, tired landlords and vacant lands. TTPData.com, you can check that out. If you’ve got some local resources, use those. Keep your budget as low as possible. The whole point of my business is to take home as much money as possible to my family. I want you to do the same. Those are some incredible tools. Call them.

Number six, I want you to call at least one real estate agent every day looking for referrals. The conversation goes, “Mr. Realtor, I want to be your best cash buyer you’ve ever had, but I want you to send me the ugliest houses you come across. I don’t want them to be on the market. Anything that comes up off the market that’s ugly that you’re about to list, I want you to reach out to me. You get the full commission but I want the property.” That’s the conversation you have. One a day. Don’t be afraid of them. Don’t be intimidated by them, “I’m a cash buyer. I’m the best in town. I want to be your best cash buyer. I want you to send me the ugliest properties that you have before you put them on the market.”

Next, fanatically pre-qualify all your leads because if you are not pre-qualifying, you’re going to spin your wheels. You’re going to waste a lot of time. One of the biggest mistakes of all time is you have a good conversation with a property owner and you think it’s a deal. It’s not a deal. Pre-qualify them. Don’t waste your time.

Number eight, anchor low with your offers. The best way to anchor low and feel comfortable is you need to go with two words. This is going to change your life forever, certainty and likeability. Be certain about the number you give them and be likable. Don’t go out there and be a jerk, aggressive or a bully. Certainty and likeability, if you use those correctly, you can throw out whatever price you want, but anchor them low if they’re not giving you a price. Even if they are giving you a price, anchor low because these deals do not come down to the price. It comes down to solving their problem.

WI 467 | Wholesaling Success

Wholesaling Success: These deals do not come down to the price. It comes down to solving their problem so anchor low.

 

Number nine, you need to build up your cash buyer database to 200 buyers. Build up your cash buyer database every single day as fast as possible. I want you to trade with somebody else in your market. There is a whole different episode but start with building it to 200. Number ten, follow up with your leads. This business is lead generation, conversion and disposition or exit strategy. Convert your leads.

Number eleven, stay consistent. You do this time and time again. Imagine where you’re going to be financially if you do this for the next three years insistently. All your debts are paid off. The mortgage is paid off. You’ve got savings. You’re buying properties with cash. This is real life if you stay consistent. Number twelve, you need to read for at least 30 minutes every single day. You need to be putting good things in your head. There is so much negativity in the world, you need to replace that. You need to plunge those out of your brain with good books, business books, biographies, autobiographies, something that’s inspirational that is going to teach you something that will push the bad stuff out and keep the good stuff in.

If you want to go to the next level and you want to upgrade, that’s WholesalingInc.com/TTP. That’s joining the TTP family. You follow this action item and this plan, you will be successful. It is so incredibly exciting seeing some nineteen-year-old get a $20,000 deal. Somebody that’s full-time active military gets a $75,000 deal. These are the texts that I get on a daily basis. I’d love to be in your world. If you’re feeling this, check out WholesalingInc.com/TTP.

I work with every single one of my students personally. Every single one of them gets my private cell phone number. I’d love to work with you to implement this. I love you guys. You guys are the best. You’re the Rhino Tribe. Thank you for reading. You guys are the best. Until next time. I will encourage you to always talk to people. I love you, guys. See you.

 

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About Brent Daniels

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

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

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

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

 

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