Posted on: October 13, 2020
WI 535 | Successful Cold Caller


When it comes to cold calling, our very own Brent Daniels is a legend. After all, he’s not called the TTP (Talk to People) guru for nothing!

There is no denying Brent is one of the most successful people in the wholesaling space. And his success is not due to mere luck. For the most part, Brent’s success can be attributed to one thing—his exceptional cold calling skills!

If you’re considering using cold calling as your primary marketing channel, you’re in luck! In this episode, no less than Mr. TTP himself shared some of the tips and techniques that have made him a cold-calling legend!

If you want to take your cold calling skills to the next level, this is one episode you just can’t miss!

How To Dominate – 9 Traits Of A Massively Successful Cold Caller

Episode Transcription

Let’s come out of the gates hot. Let me hit you with a little fact. Do you realize that your ability to talk and communicate effectively with people is the single most important skill you have for making money? It is and having those consistent quality conversations with distressed property owners is the key to succeeding in this business. It is the foundation and the heart of your business. I don’t care if you’re talking to them. If they’re calling you from doing marketing. I don’t care if you’re getting referrals from people that know that you were buying properties or that you are looking for ugly houses to put it under contract and sell or if you’re being proactive out there, which I hope you are because it’s the most profitable way to do this business.

If you’re being proactive out there and you’re going out every single day. You’re picking up the phone or you’re going to the door and you are talking to people but it’s difficult in the beginning. It’s tough. We don’t know who to talk to, what to say and how to say it. The fact is if you truly believe, which I truly believe, that your effectiveness with talking to people and communicating effectively is the most important skill. How do we get better at it?

That’s why I put together nine keys for more powerful conversations. Some of these you’re going to get and are obvious. You’re going to be like, “That’s silly. I already do that,” but some of these sneaks into your brain, make some differences and change the way that you approach every single conversation that you’re having with a distressed property owner. These can go for either on the phone or in person.

Stand Up

At some point, you’re one conversation away from your first wholesale deal.

Number one, stand up. It is a medical fact that if you stand up, you have more energy. Your energy is higher and you speak with more confidence. You need confidence and it needs to be in your corner when you’re starting out because that is the one thing that these distressed property owners can feel and sense. As if you’re not coming to them with the confidence that you can get the job done. If you’re hemming, hawing or being awkward and unsure. Stand up. It’ll make you more powerful and have more confidence.

Smile Big And Be Optimistic

Number two, smile big and be optimistic. Do you know what happens when you smile? You’re delivering happiness to these people. You truly are and if you have a real heart in this business to serve the community and the people that can’t help themselves be out there and concerned about what’s going on in these people’s lives. They can feel it through the phone if you are smiling especially in person but if you’re doing it on the phone, you can tell if somebody is smiling.

If you’re optimistic, that is what keeps you going. That’s putting rocket fuel in your tank because you know at some point you are going to succeed and be able to serve the community. You know at some point, you’re one conversation away from your first wholesale deal maybe or maybe it’s a massive deal. Maybe it’s one of those $40,000, $50,000, $60,000 and $100,000 deals. One of those change-your-brain-chemistry deals but we have to be optimistic.

Not only in ourselves, in our brain, in our inner dialogue but also with these distressed property owners. The fact is if you are optimistic then there is not a problem that you can’t solve. You’re going to go out there to try to solve every single problem that you run across. If you go pessimistic, negative or frowning all the time, it does not serve you and the community.

Energy And Enthusiasm

WI 535 | Successful Cold Caller

Successful Cold Caller: Do you realize that your ability to talk and communicate effectively with people is the single most important skill you have for making money?

Number three, energy and enthusiasm. Let’s be real here. If you sound bored or uninterested, people are not going to trust you. I will strip away everything else that I know and all the experience. If I got knocked on the head and I didn’t know my name, my business and what was going on. As long as I could keep my energy and enthusiasm, I would be winning back again in no time.

If you look around and you pay attention to the people around you and how people live their lives. People aren’t coming with a lot. You are going to have an immediate edge if you have energy and enthusiasm. You mix that with standing up and confidence, smiling and optimism, we’re on fire. That’s only 3 out of the 9.

Speak With Confidence

Number four, you got to speak with confidence. They need to trust that you can get the job done. How do you speak with confidence? “I don’t know what to say. I’ve never done this. I haven’t gone on a lot of appointments. I don’t feel confident in my heart, my belly and my head.” It comes down to your tonality. Your tonality is what helps you communicate certainty. The way that you speak. This is coming from a sense that you are doing something so unbelievable for these people that you want to do everything that you can to help them. Not only that but let’s talk about speaking with cash buyers. These cash buyers feed their families, go on vacations, buy cars and pay their mortgage with the money that they make from the deals that you bring them. You’re one of the most important people in their lives let alone their business so speak with confidence.

Remember, if you want confidence, understand that you’re going out and somebody has a problem, you’re going to seek them out so that you can help them out. On the other side, you’ve got buyers that need to buy these properties. They need it for their income, wealth, net worth, cashflow, to feed their families and whatever it is. We get the beautiful opportunity of being in the middle because the fact is, emotionally distressed property owners do not want a big puffed-chest cash buyer communicating with them.

Maybe they’re not puffed chest. Maybe these are the sweetest people ever. Maybe these cash buyers are wonderful but they want to focus on owning, fixing and flipping property. They don’t want to focus on marketing, prospecting, pre-qualifying and going on appointments. They only want the deal. Most of all, they don’t want to deal with the emotions of the seller. That’s the only reason why wholesaling exists so speak with confidence. You out there, I don’t care if you’ve never done a deal before or had a conversation with a stranger about real estate, buying their property or investing. If you go and understand in your heart, mind and belly that what you are doing is truly serving both sides, you will speak with confidence.

If you go and understand in your heart, mind, and belly that what you are doing is truly serving both sides, you will speak with confidence.

Be Conversational

Number five, be conversational. This is going to be a tough one because a lot of times when we start out, we think that rapport is letting them talk, agreeing, being there and going through it. What’s going on in our head is that we’re constantly thinking of the next thing to say. That’s why you have to practice your scripts because what happens is you can internalize it. The more you practice, the more internal. The more internal, the more in the zone you are. The more in the zone you are, the better that you can listen. The better you can listen, the more they are going to work with and trust you because you are being conversational. You’re not interrogating them. It allows you to listen better.

Be Interested

Number six, be interested. Be interested in these human beings, these neighbors of yours. Be interested in these cash buyers and what they’re looking to do. Be interested in what are their goals in life, their dreams, what are they trying to do and why do they want to sell the property. That’s a wonderful thing to be interested in. Not only, “How much am I going to make on this deal? This is a juicy deal. This is a waste of time,” or whatever else. Go sit down as a human being and have a conversation with another human being that’s in a distressed situation and do everything in your power to help them out of their situation. What is going on in their life? Get in there and be interested.

There’s an old saying, “If you want to be an interesting person, be interested in people,” and I think that’s true. You got to be curious there. Not only for some systematic or blueprinted process so that you can get the deal signed but so that you can be interested to see if you can help out these people. If you’re the right fit because sometimes we’re not and that’s okay. That’s what makes when we are the right fit so exciting. “I can help out these people.” It’s incredible.

Confirm And Approve

Number seven, confirm and approve what they’re saying. This also goes into active listening. When somebody is talking, you say, “Yes, Sure, A new roof or Great.” Confirm or approve. “How much do you want for the property?” “I want $240,000.” “$240,000. Got it. Great.” “How did you come up with that number?” Confirm, approve and ask a question. You want to cause friction in a conversation and in a relationship, start disagreeing with them off the bat. Start telling them that the cost to fix the roof will be more than they think. Start telling them that their house is worth less.

It’s going to cause friction. You can get over all of these things. All of these different objections, things that you run into and situations but you can’t do it if you are causing friction in the relationship and they don’t like you. They certainly won’t trust you so confirm, approve and have an affirming echo. “I want to move by June.” “By June? Great.” It’s not like parroting them or repeating what they’re saying but it is powerful if you are actively listening and you’re affirming what they’re saying.

WI 535 | Successful Cold Caller

Successful Cold Caller:“If you want to be an interesting person, be interested in people.”

Mirror And Match

Number eight, mirror and match their speed of speech and their tone. Their tone and their pace. Do not be like me now and be full of energy, enthusiasm, passion and on the scale of bombastic. If we’re being honest. Don’t be like that if you’re talking to an 87-year-old seller. Slow it down. Have a conversation or if people are speaking fast then you can pick it up with them. You always want to have a 70% to 80% enthusiasm. If 100% is you screaming for your favorite sports team, your kids doing something amazing or whatever else. Pull it back about 70% to 80% and have that enthusiasm but mirror and match where they’re going.

If they’re slowing it down or using certain words, use those same words. You don’t have to be creepy and weird about it, just listen. Remember, we go back to being conversational because you’ve practiced your scripts to where they’re internalized. You are now able to listen to the words that they’re saying, the way that they’re saying it and you can slow down your speech. You can use your tone of voice to either show concern or you can show excitement. “You’re moving. That is so exciting,” all these things. You get it.


Number nine, I’m going to beat you over the head with it. It is practice. First, your opening conversation. Every single deal that you’re going to do, there’s going to be an initial conversation. Practice that. Scripts at Practice the scripts on how to open up that conversation but also practice handling some of the objections that you run into.

If you’ve never done a deal, never been out there or maybe you have but you haven’t completed it because you were steamrolled by objections. Write down those objections and you can put it into YouTube, listen to the Wholesaling Inc. Podcast, go to the Brent Daniels – Real Estate on YouTube and check out a lot of the different ways that we handle objections. You can write down 2 or 3 responses to all of the major objections that you are hallucinating that you’re going to run into, you assume that you’re going to run into or maybe that you already have run into. Now, you can start practicing handling your objections. You can start practicing what to do on a seller appointment. “That’s so crazy. Nobody does that.” My team and I do it every single day.

There was a reason why I was fluid and an absolute marksman on the phone was because I had practiced. What most of us do is we wait until we’re live with a seller or a buyer and we start practicing our stuff on them and then it doesn’t work. Remember, when you go to these people’s houses or you’re doing an appointment virtually. You’re auditioning for $5,000, $10,000, $15,000, $20,000, $50,000 or $70,000.

Do you think that you can get that deal better by not practicing? Let’s say this, would you do better if you practiced? The answer is yes. Big Hollywood actors do not go out and wing it. They get a script and go through it thousands of times until they become the words that are written down. It is incredible. I’m telling you, for the career that you’re going to have, you can do this forever. You could out-earn a Hollywood actor in this business 100% but we need to practice.

Just because you buy a pair of Jordans doesn’t make you Michael Jordan. Michael Jordan was Michael Jordan because he practiced more than anybody.

Only because you buy a pair of Jordans doesn’t make you Michael Jordan. Michael Jordan was Michael Jordan because he practiced more than anybody. He was obsessed with it. Practice is critical so start working on these skills. If you start working on these skills of powerful conversations of being a superstar when it comes to understanding where to take a conversation and to consistently get yourself in front of distressed property owners, you cannot lose. You will win big time and be a superstar. Your financial life will go bananas and that’s what I want for you because I love you. I think about this all the time.

First of all, do you know how small of a group it is that listens to self-development, investing things, becomes obsessed with real estate investing and wholesaling real estate? It is small. We are special, crazy, freaks and weirdos in the absolute best way and I love you and I want you to be successful. Implement these nine keys to more powerful conversations so that you can start building up your pipeline of leads so where it’s constantly and consistently every month, every week and every day you are closing deals. You are the absolute best. Until next time. I always encourage you to talk to people. 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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