Posted on: October 27, 2020

If you’re wondering how brilliant people like TTP’s Brent Daniels is crushing the wholesaling game, you’ll be in for a treat. In today’s awesome episode, you can listen in as Brent masterfully displayed why he’s the TTP guru!

Brent Daniels is hands down one of the most successful wholesalers nowadays. He has also helped thousands of people through his cold calling mastery training, YouTube channel, and podcasts.

In this special episode, you’ll get an exclusive look into how he talks to wholesalers and why he’s considered one of the masters of the wholesaling game. If you need a masterclass on active listening and building rapport, this episode is for you!

Key Takeaways

  • Few things he looks for when talking to distressed homeowners
  • Where he pulled his probate list from
  • Why you need to confirm and approve
  • What the ultimate rapport is and why it’s important
  • What happens when you’re actively listening

RESOURCES:

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Episode Transcription

Brent Daniels:
Everybody, it is Brent Daniels, Mr. TTP, and this recording here that I did, this call that I personally did to a probate list turned out to be a $32,000 deal for us. What I want you to listen to. What I really want you to pull apart here with this breakdown is one main thing, and it is excessive active listening. I’m going to almost annoy you with how much I am actively listening, and I’m working on everything and I’m opening up this conversation. With everything that she is saying, I am responding. She knows that I am engaged. She knows that I am there in that conversation. I am present in that moment. I think that this is so critical, because I think oftentimes what happens is we make so many calls, so many calls, so many calls, and we get rejected so many times that we almost go on autopilot mode.
No. Every call has to be just focused on that one conversation, that one seller. Try to pull out all of the pre-qualifying that we need so that we know if we’ve got a deal or not, or if we’re spending time with the right person or not. This is so absolutely critical. You know that when I’m having this conversation with this probate seller, that I’m looking for the four things, right? Condition of the property, timeline to sell, their motivation and their price. Remember, you’ve got tools in your toolbox to use every time you’re on the phone with a distressed property owner. All right? This is a distressed property owner. She just inherited this property, they’re doing a little bit of work on it, they’re going to put it on the market, and I grab it before it hits the market. Watch how this plays out, all right?

Bonnie:
Hello?

Brent Daniels:
Hi, I was looking for Richard.

Bonnie:
May I ask who’s calling?

Brent Daniels:
Sure. My name is Brent Daniels. I’m here in Phoenix, Arizona. I was calling actually calling about a property [inaudible 00:02:52].
So, a couple of different things here. She didn’t have a local phone number. She actually had a different area code, so I said that I was in Phoenix, Arizona, because the property was in Phoenix, Arizona. I wanted her to know that I live just down the street, like this is my area. This is where I do business. So, that’s why I say I’m here in Phoenix, Arizona. It’s just a little bit of twist there. If you see when you’re calling and you see the dialer up and you see a different area code than in the area that you’re calling, then it’s good to anchor them and let them know, “Hey, listen, I’m not some big national company. I’m not some call center. I am just a family owned business that’s local. I’m a local real estate buyer here in the area, and I was just reaching out about this property that I believe you own.”

Bonnie:
Yeah, that’s my mother-in-law’s property.

Brent Daniels:
Oh, okay. Gotcha. Yeah. Yeah. I was just calling to see… I’m actually looking to buy a home in the neighborhood and I just wanted to see if you guys had thought about selling.

Bonnie:
Yes. We’re fixing it up and cleaning it and it’s probably going to be on the market maybe next week, possibly.

Brent Daniels:
How simple is that? We’re 40 seconds in and I know they want to sell this property. All right. This was a probate list. I had pulled this list from a company called alltheleads.com, alltheleads.com. It was phenomenal. I got their phone number, I was ready to call, and with the probate list, at the time what I was doing is I was just hand dialing. I was hand dialing and just walking around talking to them with this in my ear, just going around and having these conversations, but laser focused in it. When I had her on this call, I knew in 30 seconds that they wanted to sell. I knew that there was potential here.
Oh my gosh. Great. Great, great, great. That’s quick. Okay, cool. Yeah. I didn’t know the condition of the property. We buy a lot of kind of properties that need a lot of love, so it sounds like it’s a-
So, I’m setting the table here, letting her know we buy a lot of properties that need love. Basically, what am I saying? We are fix and flippers. We are investors. But I don’t go out and say, “Yes, we fix and flip.” No, that’s friction, and that causes them to kind of put up their barriers. No, I just say, “We buy a lot of properties that need some love.” Right?
In pretty good shape, though.

Bonnie:
Yeah, it could use some work.

Brent Daniels:
So, I had pulled away from her there. Right? Well, it sounds like this is in pretty good shape. No, it’s going to need some work. In my mind, I’m like, ding, ding, ding, ding. Yes. This is it. We’ve got something here. Now I’ve got to pull it out, pull it out, see what her timeline is, see what the true condition of it is, see why they want to sell it right now. Right? What’s their problem? What’s their motivation? I already know that it’s a probate, but some people keep their probates, but understand this, 75% of probate properties sell in the first 90 days of new ownership. It is an unbelievable list to go after.

Bonnie:
The house has been really well maintained over the last few years, but we’re doing some painting, doing a few cosmetic things, pretty much.

Brent Daniels:
Would you guys consider a cash offer on the property before it hit the market?

Bonnie:
We would consider it.

Brent Daniels:
Yes. Are you kidding me? Right? Would you consider a cash offer before you put it on the market? Yes. I’ve got two yeses off the bat, right? Yes, they would consider an offer. Yes, they would consider a cash offer before they put it out onto the open market.
Okay. Gotcha. Do you know kind of the cosmetic work to it? Does it need any major remodelling to it? Maybe the kitchen or bathroom?

Bonnie:
Yeah. The kitchen would need all new appliances.

Brent Daniels:
Here we go. We’re getting into the major items. I want her to tell me more about how much work she thinks it needs, because it’s going to come down to what they want for the property. That’s what I’m trying to get to. I’m trying to get to that price. I’m trying to get to what major things. It sounds like you said you were doing paint and you’re doing some cosmetic things, but what major things do you need to do? All of a sudden, that’s going to start bringing down the expectations of price. Watch what happens when we get to the price. Oh, man. Listen, I am constantly talking. I’m constantly actively listening to her. The number one thing that I did when I was making calls is I confirmed and approved everything they said. Everything they said I confirmed and approved. Great. Sure. Aha. Fantastic.

Bonnie:
I don’t know what condition the tile is in and stuff.

Brent Daniels:
Sure.

Bonnie:
The kitchen and the dining area and the family room, actually and the living room, all that portion was tiled many years ago, and I personally haven’t been in it recently.

Brent Daniels:
Watch how many questions I asked her in this call. It is question after question, but because I’m saying stuff in the silence of her talking, just little things that let her know that I’m listening, it almost gives me permission to keep asking questions, and it doesn’t sound like an interrogation. It sounds like a conversation. I’m very interested in not only the property, but her, her family, the people that live there. Watch.

Bonnie:
… condition the tile is in. It might be okay, but it might not.

Brent Daniels:
Got it.
By the way, I’m actually having fun here. When I have somebody on there that gives me two yeses off the bat, I am excited. This is everything in my brain. Every sinaps in my brain firing at this point. I’m feeling it. I know that this is somebody that could use a cash offer. This is somebody that I can come in and really help them out, really solve their problem that maybe they don’t want to fix it up all the way. Maybe they don’t want to work with an agent. Maybe they want this done as smooth and easy as possible. That’s what I’m looking for. That’s what I’m trying to pull out, and that’s what we need to do on every single call. When you’re actively listening, it gives you permission to be able to ask question after question after question. Watch.
Would you say it’s probably a little bit dated?
It’s probably a little dated.

Bonnie:
Yeah, I would say so.

Brent Daniels:
Yeah.
Third yes.

Bonnie:
I think my sister-in-law has been working on it some, and I think maybe they put a new bathroom vanity in.

Brent Daniels:
Oh, good, yeah.

Bonnie:
[crosstalk 00:09:47] the bedroom, and painted at least part of it, and they’re doing some work on the pool.

Brent Daniels:
Oh, sure. The pool equipment or the pool itself?
Question after question. Are these big major items that need to be repaired? It starts bringing down that price.
Okay, sure. Did you guys know what you guys were going to put it on the market for next week?

Bonnie:
I think we were consider-

Brent Daniels:
So, let’s look at this. Condition, it needs work. It needs work. It’s dated. She just admitted it’s dated. The kitchen needs work. The pool needs work. The pool equipment needs work. I got the timeline. They’re going to put it on the market next week, and now I’m going for the price. All right? Basically, she’s saying that they’re going to sell this thing because they just inherited this property, and watch what happens when she asks me, and this is something that comes up a lot and kind of makes people a little bit shaky when it first comes up, but she asked me, how did I get their number? Why am I calling her? How did this happen? Watch the way that I handle it to the point where she forgets that she even asked the question and she just keeps going on about the property. Watch this.

Bonnie:
… considering 169.

Brent Daniels:
Okay.

Bonnie:
I’m not sure if you know where exactly it’s at, but it’s only about a block from the end of the light rail there at the-

Brent Daniels:
You see how she’s starting to justify the price because of the location of the property? In my brain right now, I’m thinking, “Oh, this property needs a lot of work. She’s justifying her price not about the things that are going on in the property, not about the condition, but about the location. Now I know.” When they start talking location, listen, pro tip, when they start talking about location, that property is in rough shape. All right?

Bonnie:
[crosstalk 00:11:42].

Brent Daniels:
Yes.

Bonnie:
That makes it a very favorable property because of that.

Brent Daniels:
Sure, sure. Yeah. Is the roof in pretty good shape?

Bonnie:
Yes. My mother-in-law had a new roof put on it.

Brent Daniels:
At this point, just to let you know, I’ve got this thing pulled up on my computer. By the way, I’m in… I remember this call, I’m in my office, I’m walking around my office and going from my computer and putting in the details, and I’m checking to see what’s going on. I see that the roof has some different colors. Part of it is a flat roof, and part of it is like a shingled roof. The flat roof just has a roofing on it, and the rest of it is shingled, so I’m wondering, what’s going on here? I’m able to pick out things, because I Googled it real quick. I pulled it up on Zillow. I’m looking at it. Now I know the size of it. I know roughly the bedrooms and bathrooms. I’ve got an aerial shot of it, and now I’ve got some things that I can talk about.
Beautiful.

Bonnie:
Within the last 10 years. I don’t remember exactly when it was, but within the last 10 years. That’s almost new.

Brent Daniels:
Oh, yeah. Absolutely.
Confirm and approve.
I just pulled it up on in front of my computer. It looks like it’s like 2,000 square feet. Does that sound right?

Bonnie:
Yeah.

Brent Daniels:
Now we’re getting to specifics. Now we’re getting to the nitty gritty so that she knows that I’m serious, so that she knows that I’m just down the street so that she knows that I’m a local real estate buyer. I’m going to start throwing out some of these little details.

Bonnie:
Something like that. Yeah.

Brent Daniels:
Sure.

Bonnie:
Can I ask how you found out about this? [crosstalk 00:13:43] on the market yet.

Brent Daniels:
Sure. Yeah. Absolutely. I work with a lot of homeowners that inherit properties, and what happens is I get a list of property addresses and…
Straight truth. By this time, listen, when I say that I get a list of properties and the phone numbers and I try to reach out to the family owners that inherit the property, it’s all, “Okay, great.” But watch.
… and phone numbers of whoever inherited the house. So, I just try to figure out if we can help out and purchase the property and then as is… we purchase properties in as is condition.
Here I go with the benefits. Hit them with the benefits. Answer their question, hit them with the benefits, and watch what happens.
We buy it cash, so you get to avoid a lot of the inspections and the appraisals that sometimes really negatively affect value. You know what I mean?

Bonnie:
Yeah.

Brent Daniels:
So, yeah, that’s my day job. You know? Is talking to folks like you and seeing if I can buy their properties, and then what we do is we can go in and do a tasteful remodel and try to renovate the property and sell it to, in this case, something that [inaudible 00:14:55] is probably a first time home buyer or a family.

Bonnie:
Okay. Now, it doesn’t have-

Brent Daniels:
Completely she’s onto a total different track. She’s onto a whole different track. She’s satisfied. She’s like, “Okay. Yeah, that makes sense.” Right? So, there was a little bit right in the middle of the conversation, a little bit of wariness, a little bit of, “Wait, do I need to put up my guard here right now? Did somebody tell him about this property? Who’s leaking that I want to sell this? What is going on here?” Right?

Bonnie:
The fruit trees in the front yard are producers.

Brent Daniels:
Okay.

Bonnie:
They’re very mature trees and produce a lot. So, good things about the property.

Brent Daniels:
That’s beautiful.

Bonnie:
Yeah.

Brent Daniels:
Wonderful.

Bonnie:
From the outside, it looks nice. We’ve had the yard [inaudible 00:15:50] and all the trees pruned.

Brent Daniels:
Listen to me, the more they talk, the better you’re going to do. Okay? Now, listen, there’s some people that are quadruple expressive personalities that will tell you everything. But I can tell from this lady that she wasn’t like that. I could tell that she had her defenses up a little bit, but we just opened it up with my tone, with my pacing, with my active listening, and with me being present in the conversation. $32,000 deal, one call.

Bonnie:
[inaudible 00:16:26].

Brent Daniels:
It sounds like you’re really familiar with this house. Was there an addition put on maybe the back of the property at some point?

Bonnie:
Yeah, there was.

Brent Daniels:
One thing you got to be wary about, every real estate investor needs to be wary about the additions that homeowners put on their property. The most common are they close in the garage or carport, they close in the patio, they build just an extra room on the back of the house. I mean, those are the major ones that they do. You need to understand that, because it does affect the value of the property, because if there’s not air conditioning to that, if it’s not permitted, there’s going to be some issues there that you’re going to run into. So, you need to know that. I could see, because I saw the aerial, that it had a flat roof and the rest of it was pitched that it was probably a addition put on the back of the property. I wanted to ask her that and pull that out of her because it probably is awkward. She probably understands that the flow, the floor plan of the property is probably pretty awkward, and so I want to pull that out as well so that it’ll help me to negotiate.

Bonnie:
… in-law was a florist… actually it was probably before she sold her flower shop, my father-in-law put on an addition on the back that he used to do silk flower arrangements.

Brent Daniels:
Oh, how cool.

Bonnie:
And fresh flowers, too.

Brent Daniels:
Yeah. That’s beautiful.

Bonnie:
Yeah. It’s kind of like a workshop type setting right off of the family room.

Brent Daniels:
Sure. That’s cool. I like that. It sounds weird to me to say, but I really like silk flowers.
I really do like silk flowers. That’s the funny thing about this. I was not trying to just build rapport from it. I think that they’re really cool. I don’t know. Maybe I’m a weirdo. I don’t know.

Bonnie:
Oh, do you?

Brent Daniels:
Yeah, I think they’re pretty.

Bonnie:
[inaudible 00:18:23] in the Valley.

Brent Daniels:
Oh, okay.

Bonnie:
She used to teach it.

Brent Daniels:
You feel how we’re starting to collaborate? Remember, the ultimate rapport is collaboration. That’s rapport. It’s not going in and just talking about things that you have in common. It is actual collaboration. That is the ultimate rapport. That’s what’s going to build the relationship and that’s what’s going to get you the deal.

Bonnie:
Oh, back when I first married her son-

Brent Daniels:
Now we’re talking personal.

Bonnie:
[crosstalk 00:19:03] wedding gifts.

Brent Daniels:
We’re seven minutes in and we’re getting personal. That’s how it happens if you are actively listening. It sounds crazy, and maybe to somebody that’s listening to headphones, it’s annoying. You’re like, “Brent, shut up. Let this woman talk.” But little touches here and there, you can see her open up as we’re having this conversation, and we able to lock this deal up.

Bonnie:
… gowns and things.

Brent Daniels:
Sure.

Bonnie:
They would throw bridal shows, and she would do the flowers for the bridal shows. Of course, she did lots of wedding stuff, too.

Brent Daniels:
That’s great.

Bonnie:
At one time, she had two or three flower shops. She owned one of the florist shops-

Brent Daniels:
See how I’m nodding my head listening to this? This is what I would be doing on the phone. “Aha, got it,” and I’m taking notes. I’m standing, I’m writing notes. I’m going, “Floral shop, and they met at Mervyn’s,” and blah, blah, blah. I’m writing all this stuff down so that when we go, when we talk, we can talk about it. It’s not necessarily something I can use, but just something that I can go back to and remember if she brings it up again.

Bonnie:
[inaudible 00:20:15].

Brent Daniels:
Yeah, sure.
This is the advantage. This is why I always say, listen, if you hire somebody to make calls for you, they’re going to be about 25% as good as you if they are Americans making the calls. Okay? If they’re somewhere else around the world, they’re going to be about 25% as good as you, because she’s talking about something local that I know about. She’s talking about something that’s very specific to the area that we live in that I understand. Right? Because of that, I’m able to pull out from her than somebody that… if you hire a Filipino, they’re going to be about five to 10% as good as you, if you go on American they’re 25%, because they just don’t know the little nuances of your market.
That’s pretty cool for her to drive them.

Bonnie:
Oh, yeah.

Brent Daniels:
Yeah. Hey, I’m just looking at the records here. It looks like, was your mom’s name Patricia, or any other long-term…

Bonnie:
My mother-in-law, yeah.

Brent Daniels:
Okay. Got it. And this is your number, then?

Bonnie:
Yes. This is my number.

Brent Daniels:
Okay. I just want to make sure that when I call back, I know who I’m talking to. What is your name, then, if you’re not Patricia?

Bonnie:
Bonnie, B-O-N-N-I-E.

Brent Daniels:
Bonnie, Bonnie. Again, my name is Brent. Let me just ask you this, Bonnie, I think that I can get pretty close. Do you think it might be that you can save on the cost of-
Benefits, benefits, benefits. Here is the advantage to you. There are no real estate agent fees. Okay? There are no closing costs. We pay all that. Right? I even say, “Listen, if you want to keep your…” I don’t want to fight with her and say, “Don’t use an agent.” That’s going to cause some more of that friction. Right? I don’t want any of that. I say… watch.
You can certainly hire one if you want to represent you, but it might be an opportunity for you to sell it without having to pay the full commission, and we pay the closing costs. We pay all the [inaudible 00:22:28] fees. It’s a pretty smooth process. Let me do this. Give me about 24 hours to put together an offer for you, and then call you back tomorrow afternoon and we can discuss it.

Bonnie:
Yes, that would be fine.

Brent Daniels:
Okay. Perfect. Well, I really appreciate it.
You see how I never gave her an offer? All right? Nothing for her to leverage me with. Okay? I called her the next day, and by the way, at the end of this, I made sure that she knew it was me that was going to be texting her just to reach out. I said, “I’m going to text you right now and let you know and give you my cell phone information so that you know it’s me when I call.” That is absolutely critical. Listen, build that bond. “I’m going to text you right now so that you know it’s me.” If you want to really take it to the next level, shoot a little video real quick. Say, “Hey, it’s me. I know this video is a little weird, but I just wanted to let you know I am a real person. I live down the street. I am interested in buying the property. I can’t wait to meet with you tomorrow, give you a solid cash offer.” Right?
Absolutely incredible. That is the breakdown. I mean, I am telling you, when you are actively listening and you are using your skills of knowing what to say by using a script, by your tone and by your pacing, you can pull out these opportunities and catch properties before they hit the market if you are building that bond strong enough so that they feel comfortable doing business with you, because if they like the price and they like the terms of the deal, the last part of it is you. The last part is do they trust you? That comes down to this. It comes down to being present in your calls, it comes down to actively listening, it comes down to confirming and approving everything that they say.
So, get in there, get after it. I know you’ve got this. If you are interested in joining the most proactive group in real estate investing, it is the TTP program. Go to wholesalinginc.com/ttp, wholesalinginc.com/ttp. Check it out, scroll down. If it feels good in your gut, sign up for a call. It’ll either be with me or my right hand guy. I look forward to it. I love you. You’re the best. Until next time. See you.

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