Posted on: July 23, 2020

If there is one thing many wholesalers share, it is this fear of talking to sellers on the phone. This is especially true among those who are just starting out. While this fear is often unwarranted, it is reassuring to know there is something you can do about it.

Today’s guest has been on the podcast countless times and with good reason. When it comes to providing value, Todd Toback is in a league of his own. The head of training at No Limits Real Estate Investing, Todd has a lot of knowledge and wisdom and he’s more than happy to share them!

In this episode, you’ll discover some of the reasons people are afraid to get on the phone and the effective ways you can address them. In addition, you’ll also learn valuable techniques that can help you get ahead of the competition.

So much wisdom in this episode you can’t afford to miss out on, so don’t forget to tune in!

Key Takeaways

  • His thoughts on people’s fear of talking to homeowners on the phone
  • One of the biggest myths about cold calling
  • Three fears of people when cold calling
  • What the impostor syndrome is
  • One thing that can throw off new wholesalers
  • Why turning out the noise can help
  • How Todd’s real estate journey started
  • What sellers need from wholesalers
  • Why it pays to use affirmations
  • Top three objections wholesalers get and how to address them
  • What to do when asked a question you don’t know the answer to
  • How wholesalers can develop confidence
  • The importance of practice and role plays
  • Why filtering out the people who won’t do business with you is recommended

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:
Welcome everybody to the Wholesaling Inc podcast, America’s number one podcast for new real estate investors, where we know that finding discounted properties is the most proven path to financial freedom. I am your host, Brent Daniels, and I am telling you guys this from the bottom of my heart. If I can do this business, so can you. So let’s get started. We are back again with the man, the myth, the legend, Todd Toback. Todd, say hello to everybody.

Todd Toback:
Man, Brent, happy to be here. Really, really excited to spit some fire here. And if you are listening to this podcast, then tell you what. Fasten your seat belts because we’re going to give you something today that’s going to show you how to make your first five figure paycheck or your next five figure paycheck. So I’m really excited, Brent. Thanks for the intro. Let’s rock.

Brent Daniels:
But it starts with the seed of what this whole podcast, what this whole video is about. Guys, if you’re listening to this, you want to see this, go to Brent Daniel’s YouTube channel so that you could put a face with a voice. But the seed of this conversation came from Todd and I asking the question, why are people so afraid to talk to homeowners? That’s really what it came from Todd. That’s what we really wanted to break down. Not only that, how to overcome it, how to get your mindset strong, but also, there’s a couple of little nagging issues that I see come up time and time again as people are starting out in this business, or maybe they got a first few deals were lay downs, and now they’re having some challenges. We’re going to really break that down as well.
So let’s start with it right off the bat. I get this question all the time, Todd, is … Or not even the question, it’s a mindset thing. “Brent, I don’t know what’s going on. I’m afraid of the phone. I don’t want to pick it up. I don’t want to do my lead followup. I don’t want to do my cold calling. Help me.” Right?

Todd Toback:
Right.

Brent Daniels:
This is something that I felt with back in 2013 when I was starting to do this and I really had to get out of my comfort zone. I had to force myself because I was completely broke that I had to do something. But it was still, even though I was at the bottom, bottom, bottom level, I was at rock bottom, it’s still crept into my head that, “Oh my gosh. I am afraid to talk to homeowners.” What do you think it is Todd?

Todd Toback:
Well Brent, it’s really funny that you mentioned this because some people, when they first get start out, they’re totally broke and they have no other option. They’re not in their own head. And so they’re like, “I’m going to get on the phone right now or I’m going to starve.” So you don’t have time to think and so that actually can be an advantage. So if you’re broke right now, hey, you don’t have the luxury of saying, “Hey, I’m in my own head.”
Now, if you’re like most people, like me, I was not living in my car, but I really wanted a change. And so just like you, if you’re listening to this podcast, I was definitely afraid. I remember meeting with that first seller in person, even on the phone, my hands were shaking and my heart was racing and meeting with them in person, I was like, “This person’s going to totally think I’m an imposter. They’re going to know that I don’t have any money and that I can’t get a bank loan, that I’m going to try to rip them off.” I remember thinking, “Do they know that I’m going to be making a profit? What do I have to say? Should I tell them I’m going to be living in the house?” That’s a good one, by the way. That’s one that a lot of people do. They default to almost acting like they’re a homeowner.
And so I want to let you know that if you’re new, this is completely natural, to feel this way. You’re listening to the podcast and you’re juiced, then you get all this information, you’re ready to go and you’re ready to pick up that phone and all of a sudden, your heart drops. So number one know that it’s natural, but the second thing that you have to know is that it’s not your fault. There’s nothing that is wrong with you. You’re not a complete introvert. You’re not so shy. It’s just that you do not have the confidence and the skill yet.
One of the big myths out there is the natural born salesperson, and that is the biggest bunch of garbage I have ever heard all right?Because if you tell yourself that, and if you are not a “self-defined natural born salesperson”, you’re not going to get on the phone and you’re always going to be making excuses. And I want to let you know that if you listen to this podcast, you’re going to have some tools to go out there and talk to sellers. And so I think part of that is number one, a lack of real hunger, but number two, lack of education of what actually takes to make that happen. I think there are three main reasons why people are scared and we’re going to talk about that today Brent.

Brent Daniels:
It’s funny that you mention the natural born sales guy or the natural born closer. It’s like every time that I run into somebody that’s a self-proclaimed natural at sales and everything, he’s always asking me for a job. You know what I mean? Honestly. They’re asking me for a job because they just haven’t put it all together. It’s not the truth guys. I’m telling you there is steps to this game. There are levels to this business. And the more that you can educate, not even educate. Well education is important, but that comes from really the action and the results that you’re taking, but more the instruction that you’re given. If you’re given the right instruction from the beginning or whenever, as long as it hits you and you’re taking action on it, it really, really, really is going to help set you apart and really help you to be confident when you go into these situations.
Because it is. It’s scary. You know what I mean? When you’re starting out and you’re going to strangers houses and these houses, somebody smoked 100,000 cigarettes in them or they’ve got tons of animals or the landscaping is all crazy or just whatever, whatever the distress property is, or you just walk into a ball of emotions. That’s the bigger one. The bigger that it’s not even their house, it’s not the condition of the house, it’s that we’re working with the property owner and working through all this web of emotions that they have tied with the property, with their own lives, with decision making. And it really helps to be able to ask the right questions, but also be a really, really, really good listener and really be in that moment.
I think that’s the problem Todd, is I think we all put together a game plan of what we’re going to do and say based on our previous conversations and we know how we’re going to close them and we know … And then all of a sudden, a monkey wrench gets thrown in and then all of a sudden, it’s just, we’re thrown off.

Todd Toback:
And not to steal some of the thunder from the podcast today, but really the less talking you do, the better. The less closing that you do, the better. And so if you don’t know what to say, well the best thing is say nothing at all, and we’ll talk more about this later in the podcast. And so again, if you have fear, we’re going to show you how to get past it today. So Brent, let’s jump on to the three reasons or the three areas where people are scared and have fear because we have to define our fears. Name your fear, you must, like Yoda says, to conquer it. What is it? [inaudible 00:08:03] Yoda, if you will conquer it. And so we’re going to name those three.
So number one is the imposter syndrome, where we first start out and you’re thinking, “Hey, is the seller going to know that I have no money in the bank, or that I’ve never done a deal before, or that I just opened up this business or that I don’t know what I’m doing?” That’s a big one. Many people feel that way and they have a complex around that. And I have found, in the past, that the seller is not thinking any of that. A true motivated seller is not thinking how many houses you’ve done. They’re not thinking about what degrees you have or if you have a license or if you have a big office building or a ton of employees, or if you’re making the calls out of your mama’s basement, where there’s nothing wrong with doing that. They don’t care. All they want is for you to solve their problem. So the sooner you can let that go, the sooner that you can go and get past that fear and pick up the phone and make that happen.

Brent Daniels:
Oh, absolutely and I think sometimes, I remember starting out Todd, what I would do, and I came from a real estate agent background, but I would copy a check of the [inaudible 00:09:15] money. I would put together all my proof of funds, letters from all the hard money lenders. I’d have a nine-page contract, and you know what it did more often than not? It confused the hell out of the seller. They didn’t know what was going on. They didn’t know if this copy of a check was supposed to go to the title company or if they were giving it, or why is it a copy? What is proof of funds? What is these things? Like, “I thought you were just going to buy the house.” And it actually did a lot [inaudible 00:09:44]. And I just did that because I wasn’t confident, because I was thinking, “If I have all this evidence showing that I can make this transaction happen, that is what the seller is really going to want,” but it truly wasn’t.

Todd Toback:
Funny Brent because we have a list of three things that Brent and I talked about before jumping on the podcast. There’s one thing we didn’t talk about. And one thing that can throw you off is just getting started in this business and a new person running into a real estate agent. And so many times, a real estate agent is going to throw all this stuff in your head. You need the 15-page contract. You’ve got to have this special license. You’ve got to go to real estate school. You’ve got to have this big office and 20 years in business and do all these disclosures. Obviously, you want to check with your attorney to make sure what’s legal in your state, but sometimes a well meaning real estate agent will throw a wrench, and it could be a family friend. It could be a friend of a friend. It could be someone who you were cold calling.
And man, when you’re new, a real estate agent who is from another planet, who doesn’t believe that you can make a 30 or 40 or $50,000 check or even 10 on your first shot without this, can crush your dreams and make you feel like an imposter. So what I would just say, one tip is tune out the noise. Tune out the noise. Laser focus of what you’re hearing here on the Wholesaling Inc podcast and really, really, really focus on one thing, and that is getting on the phone with sellers, asking for the best price possible, turning around and selling it for a maximum profit. Second part, let’s talk about [crosstalk 00:11:19].

Brent Daniels:
Let me ask you this, Todd. This is something that I don’t even … We’ve known each other for a long time, but I don’t even know if I remember this. When you started wholesaling, was there somebody in your market that helped you do it or did you just go through it and go through it and go through it? You know what I mean? Like somebody that would walk you through, maybe you split some deals with them off the bat or did you just go right through [inaudible 00:11:39]?

Todd Toback:
No. I did my first deal from a book and I had no idea what I was doing. And so I went out there and made that happen. And then I started doing lease options, and so I was listening to Peter Conti and David [Pinkel 00:11:53]. They had a training program, very much like the same one actually that Wholesaling Inc has, and I was in that program learning lease options. But then, here’s the crazy thing. I started buying deals to keep after the recession. And after that, I saw that this wholesaler was wholesaling me deals and I saw he was making 15, 20, 25K a pop. And then all of a sudden I was watching him like, “What the heck? I need to start doing more of these.”
And so in a way, and it was funny because I was mentoring this young kid, but I saw the fact that he was doing large checks over and over and over and over again, by just doing one thing and really, really simplifying it like you do, Brent, with talk to people. And so it’s funny how sometimes the teacher learns more than the student at that point.

Brent Daniels:
I see a lot of that Todd. I see a lot of people partnering up in town with other people, and we call it squatting up. And I think that that’s really important, but I think at some point, you have to be able to build these skills. You need to be able to take the experience so that you don’t feel ever like you’re an imposter because that really slows a lot of people down. A lot of people say, “Well, I just can’t.” That was my biggest problem starting out, was just, “Oh my gosh. I don’t have the money to buy these properties. What am I going to do? I better partner with somebody that does have the money so I feel confident.” So you can be literally start building your confidence by what we’re going to talk about next.

Todd Toback:
The second part is the internal game, right?

Brent Daniels:
That’s it.

Todd Toback:
And we talked a whole video on this last. We got a lot of great feedback on this video. So if you want to find it on the YouTube channel or you want to find on the Wholesaling Inc podcast, go listen to that, but we talked a lot about the internal game of what you think that you deserve. And so this is one of the things, I’ll briefly touch on this, is that you must talk to yourself. Rich people talk to themselves. Poor people listen to themselves. I was working out with my son this morning and he was fading during our workout. And I kept on saying, I said, “Talk to yourself.” He’s like, “I’m tired. I’m tired.” I said, “Stop listening to yourself. Talk to yourself. Talk to yourself. Talk to yourself.” And I’m telling you, this kid banged out three times as many burpees after he said he couldn’t go anymore.
And so I really want to talk about a little bit about what we expect of ourselves. So if you expect to go in there and make $5,000, guess what? That’s what you’re going to get. If you don’t think that you deserve to turn around, lock up this property and sell it for $25,000, you’re not going to do that, and the seller is going to feel that. Your voice is going to crack. You’re going to hesitate. Your voice is not going to have the sincerity and the power that the seller needs to hear. And I can tell you most sellers, what they need from you, is certainty. It’s not about the price or they would have listed with a real estate agent. Not about the price. And so when they’re talking about speed, convenience and trust, you must offer certainty and convince yourself that you are going to do that. I cannot overemphasize that enough. So how do you do that? Well, by talking to yourself.

Brent Daniels:
I love it.

Todd Toback:
If you’ve got to say affirmations … So one of my clients that I talk to, I said, “Look.” His deal size was around eight or $9,000. I said, “Look, I make at least $25,000 a deal,” where me, I tell our team, it’s six figures. Sometimes they fall way short of that, but that number, there’s this pressure, a pressure that when you’re say it, you are constantly thinking about it and if you’re below that, you start to get dragged up to that. “I offer value. I know what to say. I practice my craft.” And so as you say these things, your behavior becomes congruent. So a lot of people think, “Oh, I’m not into that hocus pocus juju stuff.” Of course that’s not real. Just saying it does nothing. But when you say it, you think about it, and then once you think about it, then your behaviors become congruent.

Brent Daniels:
I love it. 100%. What did you say? The perfect quote.

Todd Toback:
Rich people talk to themselves. Poor people listen to themselves.

Brent Daniels:
I love it. So what about when people are asked … Well, there’s a couple of real big stumbling blocks that I see with new students coming into the TTB family is, “Well, they asked me how long I’ve been in business.” Right?

Todd Toback:
Right.

Brent Daniels:
“They asked me how long I’ve been in business,” or, “They asked me for a proof of funds. What is that? How do I do that? What’s going on here?” And I love it because we talked about this. I loved your responses. Go ahead.

Todd Toback:
Well, there’s first things about this. So all these objections that we talk about, by the way, we do a heavy training, and Brent, we talked about this. If you go to convertwholesaledeals.com, there you can buy the no limit selling system and it’s got all of this internal game stuff, all of these objections, all of the way that you can actually talk to yourself there. Convertwholesaledeals.com. If you look below, there’s actually a link in the description. But we talked about basically the top three objections that people get when they talk to a seller. Number one, how long have you been in business? And I tell you what, a lot of people get thrown off on that one, and I get it. It’s like, “Ah, eh, ah, ah, ah. Oh, I’ve been in business for a month, but my partner has been in business for 10 years.” That’s [inaudible 00:17:16]. You’re going to get killed. If you hesitate on that one or try to make an excuse or try to skirt or lie, the seller is going to sense it. And I’m going to talk about this in a second, and the answer that we talked about.
The other part about this is how many properties have you bought, and these all fall in the same category. Or three, can I see a proof of funds? Now those are scary. Uh my gosh. Those are the big three. Let me tell you, I’m going to all the pressure off of you right now listening to this. Brent and I are going to give you a solution to handle this objection. Well I have bought and sold well over a thousand deals, and I can tell you that at no time where a seller asked me one of those three have I bought a house.

Brent Daniels:
Yep. It’s like clockwork. When people are asking those questions and really diving deep, the likelihood that they’re going to get multiple offers and get a bid up or list with a real estate agent. I am telling you the people that are the most, like this is such an issue, this is such a problem, they’re not going through all of these things. Listen, they’re not going to seminars. There’s no podcast for sellers on what to ask wholesalers or real estate investors to make sure that they get all the information that they need to make a decision. It just doesn’t happen. It’s real simple, guys. Todd’s been talking about it the whole time. It’s people will trade equity in their property for speed and convenience. It’s that simple.
So when you’re getting a lot of those questions, I see it all the time coming, “They asked me for proof of funds. They asked me how long I’ve been in business. They asked me how many properties I’ve bought,” and I’m like, “Hmm, did you get a price out of them? No, I haven’t got a price out of them yet.” Okay. Almost every single time, they’re not going to give you a price. Almost every single time, they’re going to say, “I want to know what you’re going to offer me.” Almost every single time, they’re going to stiff arm you and build up a force field around them that is going to prevent them from making any decision or doing business with you. So when you get those three objections, listen, it’s just another way to understand that you are filtering out the people that are truly motivated versus the people that are tire kickers. It truly is.
Now, listen. The problem with this, Todd, is every so often, somebody gets a deal from putting in their proof of funds or talking about their background or talking about how big they are and that type of thing and it throws everything off, right?

Todd Toback:
It throws [crosstalk 00:19:46]-

Brent Daniels:
But it’s not a consistency in your business.

Todd Toback:
And I guarantee you, it was probably a $6,000 deal or a $7,000. And look, believe me, if you do your first deal and it’s six or $7,000, I want to celebrate you. I want to celebrate you. But really, and I’ve been on the channel for a long time Brent, I love being here, but I’ve always talked about doing big deals. But people who have six figures in the bank are the ones who do bigger deals. It’s the time return on your money. And so actually we have talked about this, Brent, actually, in the terms of being able to filter deals. Part of this skill is being able to separate the contenders from the pretenders.
And so pretenders pretend like they’re going to sell the property to you by saying, “How long have you been in business? How many properties have you bought? Send me proof of funds,” or, “I’ve got seven other offers. What can you give me?” How do I handle the “I’ve got seven other offers” objection? I’ll tell you how I handle it. Click. Right?

Brent Daniels:
Yeah.

Todd Toback:
In a much more tactful way. We’ll ask questions. I’m going to make sure that is true, but if I’m dealing with seven other offers, I can’t really offer that much value.

Brent Daniels:
Nope. No. They’re going to get their problem solved by somebody else, and most of the time, their problem in that situation is they want to get the most money. And I get it. I totally get it. They want to buy a bigger house. They want to downsize. They want to move across country. They got transferred somewhere else. Great. Let somebody else that’s going to buy it and keep it and hold it and do it and whatever. Let’s go find somebody that has the opportunity to where we can really help them out because they’re going through a big time problem that they’re not going to solve themselves.

Todd Toback:
Right. Yep. So Let me go over this and how to handle any objections. We did promise we would handle this, right?

Brent Daniels:
Yep. Yep.

Todd Toback:
And so one of the things people say, “Look. How do I handle an objection?” I’m going to give you a little bit of catch all. If you want to go in detail, remember that website is convertwholesaledeals.com where we go into training. But today, if you get caught on an objection, this is one thing that you can do right now, where you said, “You know what? Todd or Brent, man, just by this podcast episode, you changed my whole perspective.” So if someone asks you a question that you don’t know the answer to, number one, say nothing, number two, redirect with another question, or three say, “I don’t know.”

Brent Daniels:
So let me give you a question and then we can play this. So Todd, how much business does your company do in a year?

Todd Toback:
I’m sorry. What do you mean?

Brent Daniels:
How much profit do you guys make in a year? Do you guys buy a lot of houses? Are you selling a lot of houses? Give it to me real.

Todd Toback:
Well, that’s a really, really odd question Brent. Do you mind if I ask why you are asking me this question?

Brent Daniels:
Well, I just want to make sure that I’m doing business with a good business person.

Todd Toback:
And how would you define that?

Brent Daniels:
Well, somebody that does a lot of business would be good. Somebody that I know will get the deal closed. That’s what I’m looking for.

Todd Toback:
What if I told you I did a million deals?

Brent Daniels:
Well, that would be pretty good.

Todd Toback:
Okay. What if I told you I did no deals?

Brent Daniels:
Well, then I’d be concerned that we wouldn’t be able to do business.

Todd Toback:
Brent, let me ask you this, and I’m going to write this down. Is the number of deals that I do really the determining factor of us doing business? Are there other things that we need to talk about?

Brent Daniels:
Well, we need to get the price right. We need to get the closing time right. I need some time to be able to get everything out of here. So those are important.

Todd Toback:
All right. Well, let’s start there.

Brent Daniels:
I love it. Right?

Todd Toback:
[crosstalk 00:23:18].

Brent Daniels:
Yeah.

Todd Toback:
Now, the other part about the [crosstalk 00:23:20]-

Brent Daniels:
And by the way, I’m talking to you like that, you know if I was that seller, you’re not getting that deal.

Todd Toback:
[crosstalk 00:23:26].

Brent Daniels:
There’s no deal there.

Todd Toback:
There is no way I’m getting that deal. We’re just humoring the crowd here, like how would I handle this, but people are like, “Oh, I can’t wait to hear Todd and Brent, the ninjas, close this deal.” I’m like, “I can’t close that deal. I can’t offer any value.” I think the better thing is we know where to spend our time.

Brent Daniels:
Right.

Todd Toback:
We know where to spend our time, and by asking the questions, by asking the question just gives us a better idea of where to do that.

Brent Daniels:
Right.

Todd Toback:
And by asking the question, it gives you more confidence to make more calls. It also gives you the confidence though to get off the phone with someone whom you know that you’re not doing business with, and that’s the biggest thing. This is not really external. It’s mostly internal. And so if you’re like, “You know what? I know that I’m going to make 60 calls a day. And if I make 60 calls a day, I know that 59 of those people are not going to be motivated.” Brent and I did a live event and he’s making cold calls live. And by the way, we’re sitting there for what? A good hour before Brent got any traction. He’s just sitting there, hang up, hang up, not motivated, not motivated, not motivated. And if you were a newbie, you’d like, “Oh, this is kind of awkward.” And then all of a sudden, boom, it works this way. Call 60, we got a lead. It was awesome. You can see, Brent is just … He just wasn’t phased by all the unmotivation. He just keeps going and keep going and he doesn’t get jammed up.
So that goes back to the internal game and knowing if you’re getting these questions, they’re probably not that motivated. Now, if you’re dealing with a real estate agent and you’re buying a property from an agent, that’s a different game. It’s a very different thing. If they ask for a proof of funds or how many properties, you may have to dance around that or get a partner in totally overcoming that. But when you’re dealing with sellers, know they’re some red flag questions and those are the top three.

Brent Daniels:
Yep. Yep. And I think working with real estate agents, if they’re asking that, a lot of the times, it’s because their brokerage requires that they include that with their paperwork before they can even get paid on anything. It’s not that they really, really are trying to vet you. It’s that they are required to have that paperwork. If you run into a situation like that, then just go talk … We did, for example, Todd, we just sent and got a contract signed this morning and the real estate agent took our two-page contract. Now I assume later down the line, we’re going to have to revise it into the nine-page, but they just didn’t care. They just put it to their seller. The seller was fine with the price and terms and everything. They were fine with it. We made sure that we put in the commission, the paperwork for their commission, and they were happy. Now it’s in escrow and now we start rocking and rolling. If we need to make some changes later, we can make some changes later.
But for the most part, real estate agents are just trying to dot the Is, cross the Ts, make sure that their broker is happy with their paperwork. And it’s really that personal relationship that you have with them, their ability to understand if you’re confident and you’re certain, and that’s where they’re going to be more … That’s what they’re really focusing on, is does this person sound like they can actually get this deal closed? And that’s something that you’ve got to work on. And that goes back to what Todd was saying, is you start talking to yourself and stop listening to yourself. If you’re telling yourself all the time that you are the absolute best at speaking with real estate agents, guess what? You become unbelievably good at speaking with real estate agents right?

Todd Toback:
Unbelievably good. Right. Or homeowners, or homeowners.

Brent Daniels:
Of course, yeah. It works for both [inaudible 00:27:02], but it’s that constant dialogue that you’re talking to yourself and you’re getting those, I guess it would be considered an affirmation, but I think it goes even further than that. I think it’s really just setting yourself up to be okay to be successful. I think that’s one of the hardest parts Todd, is people are more afraid of when people say yes to them than they are by rejection because yes means that they have to then go forward and really put in the work and really get the job done and really get this. And then all of a sudden, it gets scary because this business becomes real. And once it becomes real, now you have a responsibility to take this as far as you can, for your family, for your financial future, for sourcing real estate opportunities. And when you have that piled on you, all of a sudden that could be pressure, but that pressure can be really, really, really exciting. And that pressure can actually give you energy as opposed to drain you.
It can change your life. It’s changed Todd’s life. It’s changed my life. It’s changed your brother Tom’s. It’s changed Dan’s. It’s changed countless others around the country. This business is so unbelievably rewarding if you let that happen.

Todd Toback:
Right. So we promised people that we were going to help them destroy fear. Right?

Brent Daniels:
Yeah.

Todd Toback:
So we talked about affirmations. We’re going to give them two more ways. And so the second way that we’re going to talk about Brent, is just moving one step at a time, making sure that you … So you talked about that one thing about that next thing happens that the seller says yes. And believe me, we’re all there. And you’re like, “Oh my gosh. Do I get the paperwork right? And then where do I go to escrow? What if I can’t find a buyer? What’s going to happen?” So here’s my recommendation to you that will give you more confidence. Just commit to take the very next step. And so whatever that is, you’re like, “Okay, today I’m going to get on the phone and I’m going to practice these 20 objections.” And on this channel, Brent and I have done a ton of videos right?

Brent Daniels:
A ton of videos.

Todd Toback:
I don’t know, five or six, so you can learn some of these objections. So I’m going to practice those before I get on the phone. Then I’m going to say my affirmations. And then three, I’m going to make 40 calls today. And if I make 40 calls and if I find a motivated seller, then and only then, am I going to get into a contract, and that’s all I’m going to worry about today. I’m not going to worry about if I have a buyer. I’m not going to worry about getting it to the escrow company. I’m not going to worry about how the paperwork works. I’m just going to do that. And if you commit to that and you win, your confidence starts to go up.

Brent Daniels:
Love it. And that’s number two. Number three.

Todd Toback:
Okay. Number three is to build your skill. And so if you’re a football player or a basketball player or a runner or a weightlifter, you get confidence by practicing. By practicing. So this is the part where the natural born salesperson is complete garbage. As a matter of fact, most of the natural born salespeople have really bad habits and so it’s harder for them to unlearn. So if you’re actually not naturally born, you think, “Hey, I’m not that good,” you actually have an advantage because you know you need to practice. So get out there and make it happen. There’s some resources out there. But of course, if you go to convertwholesaledeals.com, you buy that program, let me tell you something.
Brian, who’s my acquisition specialist, I had to work with him for years on and off. He is amazing but I can tell you when he started, he couldn’t get two words out of his mouth. The first six weeks I’m like, “This guy is not going to make it. Not going to happen.” And then finally, I had a coach tell me, “Todd, you’ve got to get what’s out of your head and on a paper and then train him and then build his confidence and he will be a huge asset for you, with you.” I could tell you that Brian and I have made millions of dollars together using that system. But it was practice. It was role play. It was finding the people who knew what they were talking about and listening to them.
So again, there’s some free videos on this site. If you want to take the shortcut, you can go to convertwholesaledeals.com, but whatever it is, whatever, if you decide not to do any of that, get out there and listen to the videos, say your affirmations, make the calls. If you’re dealing with unmotivated people and you’re scared of those objections, they’re probably a waste of your time. Spend time with the people who have the motivation and then use the skills that we’ve talked about here to then close the deal one step at a time, and that will give you confidence.

Brent Daniels:
Love it. Love it. One, two, three. That is it. I love it. And listen, I have it written here on this little note here that is it about … All of this comes down to fixing your mindset. Fixing your mindset. That’s what this whole podcast was about. That’s what this whole video was about. Again, if you’re just listening to this, check it out at Brent Daniels Real Estate on YouTube, but it’s about fixing your mindset and getting into the position of understanding that one, it’s okay to get really big, massive deals in this business. Number two, it’s okay that if somebody is asking you all of the pre-qualifying questions and they’re really grinding and they want you to [inaudible 00:32:23] and they want you to prove to them that you are the best person to buy their house, it’s likely that they are not going to do business with you at a price that you want to do business with. It’s just a fact, so filter them out. There’s plenty of people. Six to 10% of the market is in distress. It is a conveyor belt out there. There is too many properties.
If you drive around in your city, in your state, and there is literally no houses that have any problems, call me, text me, let me know. But I’m telling you, there’s always going to be [inaudible 00:32:56] houses on the street. There’s always going to be emotional problems. There’s always going to be life events that are happening, and there is an unlimited supply of opportunities out there that you don’t have to just force this. The problem I see, Todd, is we do a little bit of work, we do a little bit of marketing or a little bit of prospecting, and we want to hold to those leads with everything that we have because if we don’t have those leads, we don’t [inaudible 00:33:20] but leads don’t mean anything. Only signed contract and converting them means anything.
So start filtering out the people that’ll never do business with you. I am telling you it’ll change the landscape. Todd’s just giving you the game plan to be able to do fantastic. I love it.

Todd Toback:
Thanks so much Brent. Love being here. Let’s do it again.

Brent Daniels:
All right guys. And again, listen, if you’re interested in learning and really deep diving, it’s convertwholesaledeals.com, convert wholesale deals. Definitely check it out. The cost is absolutely silly for what the value is that you get in return [inaudible 00:33:54] that has gone through them, it’s a sales system that Todd put together through convert wholesale deals has increased their business. I am telling you it is absolutely phenomenal. Definitely check that out. And until next time guys, you know me, I am Mr. TTP. I am going to always encourage you to talk to people. Until next time guys. Love you. See you.

Leave a Reply

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

Wholesaling