Posted on: December 15, 2020
WI 580 | Partnership Wholesaling Deals


Today’s guest is so awesome, he’s been on the show twice! This is Luke Rotvold’s third time to grace the show. This time, he brought his business partner, Jake Landis with him. Together, they are known as The Viking Boys.

Luke is hailed the #1 most productive cold caller and with good reason. In just a few years, he has generated over $3 million from cold calls alone (all while playing video games on their couch!). Since their business exploded dramatically, they’re now trying new ventures including rentals, flips, and Airbnbs.

If you want to dominate the wholesaling business and have tons of fun while at it, this episode is for you!

Over $3Million in Wholesaling Deals while Playing Video Games on Their Couch

Episode Transcription

This episode is going to be absolutely bananas because this is the first time I’ve ever brought somebody on for the third time. I want to introduce everybody for the third time to Luke Rotvold and this time with his business partner, Jake Landis, better known as The Viking Boys here in Phoenix, Arizona. Welcome to the show.

I appreciate it.

Thanks, Brent.

The reason I want to hook you into this show early is this one is going to be on fire because Luke is the guy that I tell everybody is America’s number one most productive cold caller ever. Personally, from the calls that he has made, he’s made over $3 million in this real estate journey that you guys have been on. From there, it’s not only wholesaling now. You guys are getting into development, Airbnbs, rentals and flips. The business has exploded for you. I want to pull it all back to what are the core elements of your business which is being proactive.

We started together. Cold calling was the foundation of how we got started. We took it and ran with it. We built out a team over the years. We started small. We still have a pretty small, tight-knit team, but we’ve gotten more and more productive with that team. In the first year we started, we did somewhere in the ballpark of $90,000 in wholesales. Now it’s been back-to-back years where we’ll do over $100,000 a month.

First of all, let’s go back to 2014. This was when you started with me. In case nobody has ever heard the other interviews before, your wife now, girlfriend at the time, was working with me. She was picking up the phones. She was making calls right next to me. We were calling. We would go out to the neighborhoods, write down the ugliest houses out there, get the phone numbers, and call them. She was like, “This isn’t me. It doesn’t fit with me.” She had enough self-awareness for it. Luckily enough, somebody picked up the ball and ran with it.

I said, “Sage, who’s that handsome guy with the great hair that you’re working with? I want to work with him.”

The interesting thing is we’ve got $3 million and all these deals we can talk about, but it took you five months to get your first one.

It was tough. We didn’t have the systems in place that we have now. It was never like that. When we first got started, I remember smiling, dialing, and trying to learn how to get that script down. I remember in those first few months, you want to quit. You’re like, “This sucks. What am I doing?” I’m spending all day on the phone. Everyone is telling me to screw off. Everyone is mean. You navigate your way through it and once you pop that first deal, there’s no looking back.

You have the best strategy because not only are you making calls three hours a day still.

Except for Wednesdays.

Monday, Tuesday, Thursday and Friday, you’re making calls. You’re playing video games while you’re making calls.

I know he’s the best cold caller but he is probably in the top 10% of Madden nationwide. This guy can play.

Is it live?

Madden is online. When you’re playing, it’s live.

You’re playing live while you’re making cold calls and getting deals of over $3 million. It’s bananas. I’m telling you, this episode is going to be crazy.

How else can you build a company where you can make that kind of money while you’re sitting back playing video games?

It took off when you guys partnered up because you were out there and you were gun-slinging. You were like a gun for hire. We would give you a list, you would make the calls, and we would split the deals. It was great. Jake came into the picture and you were like, “I want to build something. I’ve got a big vision.” You guys both have that vision. You guys have been best friends forever.

Since middle school and high school. We were on the same soccer team when we were six years old.

If you don’t know what you’re doing, partner with someone.

You guys partnered up. You ripped him from me. He was already on a rocket ship and you guys joined together. That’s when you were able to find the opportunities. You were able to organize everything, build the team, and not only that, look at different opportunities for every single deal.

Jake is great at all the stuff that I’m awful at. He’s good at putting systems together. He’s good at doing all the backend stuff that I don’t even know where to get started.

Our partnership works so well because cold calling and being on the sales side is not my strong suit and not what I like to do. Roles reversed, the backend stuff, marketing, putting the list together and all that stuff, Luke hates it. It works out perfectly.

The beautiful thing about wholesaling is this is how you get started. As the introduction to this episode, we know that finding discounted properties is the most proven path. It’s only the most proven path to financial freedom once you start making the income from wholesale and what you do with the income that you make from wholesale.

This is where you come in. You guys have been disciplined and not going bananas with all of your expenses. You’re keeping it tight and keeping a tight group. Not only that but you’re like, “On this deal, we can make double or triple if we do a flip, buy and hold it, rent it out, or if we develop this piece of land.” That’s coming from you choosing where it’s at and letting him be free to do what he does best.

That’s the perfect partnership because a lot of people try to let you do all the calls, “I’m going to be back here and sell all the deals and everything.” After a couple of years, it’s like, “I’m getting all the deals. You’re selling the deal. It’s too easy. We need to do more.” You’re taking it. You’re building up this whole strategy of where you guys want to go as far as The Viking Boys, as a company.

As for advice for people, if you’re not good at one of those things, don’t try to do it. If you don’t enjoy it and you don’t want to do it, don’t do it.

I read this interesting book called Who Not How. In there, they talk about how procrastination is wisdom. You and I are similar in this. We’re running, gunning, and we express where we’re going to go. We procrastinate all the organizational, all the operational, all the stuff. There’s some wisdom to that because then you open it up to who can handle that and that’s Jake. It’s incredible. Let’s talk about your team. Let’s talk about what that looks like. For the first year, it’s just you guys. You were building this thing together, finding opportunities, and dipping your toes a little bit into flips. Your first year was $80,000 to $90,000.

We were wholesaling everything getting started. We didn’t have enough money or the connections to go start flipping and stuff. It wasn’t probably until year three that we started jumping in and doing some flips. This is that cycle that everyone says that you take. You’re wholesaling and flipping to keeping properties. That’s the cycle that we’ve gone through. When we started flipping, it was a matter of us being able to get some cash built up and start running with it.

I love that you broke it down that way because not a lot of people know that it’s wholesaling, and then you get into some opportunities with flips, then you get the opportunity for the buy and hold. That is the progression.

Developing comes after that.

That is the path. When you talk to somebody, people don’t want to be a wholesaler forever. They want to be real estate investors because wholesaling is not real estate investing.

No one wanted to cold call all day long.

Wholesaling is deal-finding. That’s all I say. Let’s keep it simple. Throw away the word wholesale and look at what it is. We find deals. We source real estate opportunities. As you guys build up your experience, your resumé, and all these different deals that you guys put together, all of a sudden, now you guys know that you have other potentials that you can do. Let me ask Jake this. When you guys have a deal and you get it locked up, what is the process that you go through to decide, are we wholesaling it? Are we flipping it? Are we going to keep it?

We have a system that we run our numbers on. Luke did a video on this, about the system we use. What we’ll do is we’ll look at the comps. We’ll see what the condition of the property is now and then we’ll say, “What could this house sell for on the market in its current condition with light updates? What can we push it at?” When you run the numbers for the wholesale, we use the push number, especially with the market nowadays. What we’ve seen is the wholesales are much smaller than if you are the investor and flip it. As Luke was saying, now that we have more cash and we have the connections, it’s a no-brainer. Unless it’s a juicy wholesale, we’re most likely going to flip it.

You guys are now after a few years to the point of flip first, wholesale second.

If we’re not going to make $30,000 on a wholesale, we should flip it.

It’s what an average teacher makes in a year.

Yeah, in one deal.


WI 580 | Partnership Wholesaling Deals

Partnership Wholesaling Deals: The cycle of wholesaling is you’re wholesaling into flipping, flipping into keeping properties. When you start flipping, you just need to get some cash built up, and then you can start running with it.


You guys do 100 deals.

That’s the number for us. A lot of times, we’ve gotten to the point where if you make a quick $10,000 or if you decide to flip it and you can make $40,000 and upwards of $50,000, it’s not even a question. You start seeing the balance. If we could make $30,000 quickly versus maybe $60,000, it becomes a little bit more like, “Do we want a quick $30,000 or do you want to go through the whole process?” We’ve pretty much decided to go away from every wholesale that’s underneath that for the most part.

Cash comes into account if you’re going to flip it or wholesale it. It’s the same thing with how loaded up your contractors are and how fast they can be able to jump on something. Those are all things that factor into it. On the buy and hold side, the only things that we’re buying and holding are multifamily. We like R-2 lots and different lots like that. If anyone has R-2 lots, send them our way. We’re looking to build.

What can you build on an R-2 lot? People are saying, “What is R-2? What are we talking about?”

R-2 is where you can build a duplex.

Residential 2 is what the R-2 stands for. You can build a duplex on it. Some lots are zoned for it and some aren’t. If you ever get properties that are zoned multifamily that have a single-family house on them, those are hot. This is proof that people are looking to buy those. They’ll tear down the property and build a two-unit.

We’ll pay much more than they are worth. You’re done with the property and throw up a new duplex. We’re about to start on a new triplex, so it’s going to be a lot of fun.

I want to plug your YouTube channel because I love it. It’s showing what you guys are doing. It’s The Viking Boys on YouTube. Check these guys out. They put out a lot. While I’m usually here in the office, I’m going through things, these guys are out in the field and they are showing their flips. They’re going through all their things and they’re having a great time. You can see the real dynamic. Check out The Viking Boys on YouTube.

We appreciate that. Thank you.

You start wholesaling. How much money do you think you should save up from the deals that you do wholesaling to start getting into flips? I assume you guys get private money and that covers some of your fix-up costs, maybe all of your fix-up costs. How much should people save up first? That’s the first question. What do you think is a good number?

I would recommend getting enough money to do one flip. Let’s start with one. If you’ve got good connections, if you’ve already spent the time to build those connections, you don’t need as much.

Let’s say they have no connections.

If you’ve got no connections, you’re going to need to chunk.

Most likely, probably $70,000 to $80,000. Most of the time, when you’re getting started, any hard money lender is going to want you to put 20% down. They are not going to cover any rehab and your interest rate is going to be 12% to 15%.

Once you start getting that formula down and you can prove to your lender that you know what you’re doing, they’ll start lowering your interest rate. They’ll start asking for less money down. You might go from 20% down upfront. Now you work your way down to 10% down. At first, they are going to be like, “We’re not going to cover your rehab. That’s on you.” Once you start proving yourself again, then they’ll say, “I’ll cover 50% of rehab. I’ll cover 80% of rehab. I’ll cover 100% of rehab.” The number of properties that you can do jumps like crazy when you have to put less down.

The most important thing is to start with one. Get it done, show it, do it, do it again, repeat, and keep going back. Keep building that relationship with them.

If you’re going to take a flip-down by yourself, you’re probably going to need $70,000 to $80,000. Especially in Arizona, if you’re in different markets like Louisville, maybe you’re not going to need that much because you’re buying houses for less. On your very first one, if you don’t know what you’re doing, partner with someone. Do 50% or 25% of a deal.

How do you find a partner?

If you have a deal, you put it on social media and you say, “I’m looking for a partner.” People are looking.

If you’re not good at something and you don’t enjoy it, don’t try to do it.

What you’re saying is to make a post or a video of you maybe at the house and saying, “I’m buying this house. I’ve got this property. I want to do a flip. I need a partner who has experience. Please, if you know anybody, reach out.”

You’re going to need to give out the numbers. People are going to look at the numbers. If it’s a deal, people will jump on it and partner with you all day long.

It’s being loud. I try to scream at guys, “Be loud. Don’t be secret.” Get on social media and let people know that you’re wholesaling real estate, you’re looking for buyers, you’re looking for deals, you’re looking for opportunities, and then you can transition to, “I’m looking for somebody to partner with.” Even if you have to split it, it’s worth so much more.

The reason a lot of people don’t do flips and stay in this circular loop of doing wholesale deals year after year is because they did 1, they did 2, they made mistakes, they hated the process, they lost money or broke even. It took six months instead of 30 to 60 days and they’re tired of it, so they want to make quick wholesale deals.

I’m not opposed to that. If you don’t like the flipping process, don’t do it.

We are in a market where you can make so much more flipping than you ever have in certain markets. This show is nationwide, so you’ve got to check out your area and check out how many properties are on the market and how many are pending on the market. Find out how hot the market is. If it’s a sellers’ market, how long do your flips stay on the market?

We bought a townhome and we were like, “We’ll do a light rehab.” It is called a wholetail. We did a super light rehab on it and we’re like, “If we get $285,000 on this, we’re going to kill it. It would be great if we get $285,000. Let’s go for that.” We finish it out. It came up pretty nice. We hardly put anything into it. We’re like, “Screw it. Let’s go for $300,000. The market is super hot.” We got three full-price offers on the first day at $300,000. We were going to be stoked if we sold at $285,000. It’s crazy. That’s what’s going on right now.

It’s not just on that one. It’s on all of them. The first week, 100%, they’re going under contract.

If you’re not stupidly priced.

This show is not just educating and inspiring. This is an instruction like, “Go do this.” Find a deal and work the numbers. If it looks like a great flip, you can make double what you would on a wholesale. I like people getting early wins when they start. I like the income coming in. I like them going from faith that they can do it to it being a fact. The first time you get that check, you’re like, “Oh.”

When you get a deal, there is no better feeling.

To me, the day that you lock up a deal is still ten times better than even the day you sell it.

The instruction here is once you get to the point where you can see that you can make significantly more flipping, get the deal locked up, get loud on social media, find somebody to partner with, and get that experience.

Another thing with what you said about getting loud on social media, we’ve only started being a lot more active. At first, you’re worried. You’re like, “Are people going to think that I’m being a jerk because I’m like, ‘I got this deal.’” You get to the point where you don’t care. You’re not trying to be a jerk but it’s like, “I’m showing you what we’re doing and this is helping our business.”

When you run your own business, you don’t have people paying for marketing for you. People have to understand that if you work for a company, your company is paying for marketing. They are bringing you clients and whatever it is. When you own your own business, as you know as well, you have to bring all that in. You’re responsible for all of that.

The fact is there’s a big difference on social media if you’re bragging versus if you’re networking. If you’re networking and you’re genuinely looking to make connections there, that’s all in the way that you say it. That’s in your tone and the way you present yourself as opposed to, “Look at all this money I have,” throwing cash around and being a jerk. There’s a tasteful way to do it. Everybody gets excited on this show to break down a deal. I want to break down a deal for cold calling. I want a cold calling deal, something that you called and it took some time. Maybe you had to do some follow-up, whatever it is, and it was a big opportunity. You guys made a big deal.

One of my favorite ones was a lead that I’d been following up with for a long time, probably about nine months or so. The lady kept saying, “I’m not quite ready.”

Was it a specific list you called on?

It was a high-equity or no data absentee owner.

WI 580 | Partnership Wholesaling Deals

Partnership Wholesaling Deals: The wholesales are much smaller than if you are the investor and you flip it. So unless it’s a juicy wholesale, it’s better to just flip it.


Where did you pull it from?

From ListSource. We still use ListSource. It’s inexpensive.

You’ve got ListSource. You pull no equity or unknown equity and high equity absentee. Absentee means that the owner doesn’t live in the property. It’s probably a rental for them, they inherited it, it’s a second home or something.

This was a house up in the North. The owner’s main house was in Sun City. I called her and followed up for about nine months. She said, “I’m not quite ready.”

How do you follow up for nine months? What is your strategy there? One of the biggest questions I get is, “What do I do for a lead follow-up?”

A lot of people use systems like Podio and stuff like that. I haven’t changed. You’ve got my piece of paper. I pull them out and I call them. If I said that I’m going to give them a call every two months, I’ll call them every month. I was checking out. I cut it in half. I call them and say, “I’m checking on you. I wanted to see if anything has changed. Sally, has anything changed for you? Are you looking to sell the property yet? I’m here for you. I love you.” That kind of stuff. She wasn’t quite ready. On a random Sunday, I woke up to a phone call. It’s a random number. I didn’t have her number saved. She was like, “It’s so and so. I’m ready.” I’m like, “Ah.” Those are the best feelings too.

What even is the best, 1 or 2 months before, she told you, “Stop calling me. I’m not interested in selling.”

I called her two weeks before. She was like, “I’m not there.”

How did she save your number? How did you get her to do that?

I told her to. I make sure I do.

What do you tell them?

“Do you still have my phone number?” They’ll be like, “I do.” I’m like, “Could you read it for me real quick?” They’ll read it off and I’m like, “Perfect. That sounds good.”

Do you tell them to save it on their phones?

“As you know, if you need anything, let me know. I’m here for you,” that’s what I always tell them. “Whenever you’re ready, I’m here.”

“Save my number in your phone as Brent Homebuyer. Save it in there. That way, when I call you, you know it’s me. If you don’t want to talk to me, you can click end. It’s not someone unknown. If you need to reach me for any reason, you can text me. It’s easy. You can call me.” Make it all convenient for them.

She called on Sunday and she was like, “Let’s do this. Something happened. I’m ready to make this happen. I’m ready to roll.” It was when COVID was happening. I let her know like, “I know the number we were talking about was right in the ballpark of $115,000.” At $115,000, it was a no-brainer deal. We were like, “If we get this at $115,000, we’re going to kill it. It’s going to be great.” I was like, “I’ve got to be honest with you. Things have changed because there’s a lot more uncertainty in the market right now.”

This was during COVID. I was like, “You have to understand. I still want to buy the property but I’m going to have to be lower.” She was like, “How much lower?” “We’re probably going to need to be in that ballpark of $100,000 to $105,000.” She’s like, “If you can do $105,000, I can make it work.” I’m like, “Sounds great.”

People always have to understand that you have to throw out lower numbers because if you don’t do that, if you don’t at least throw the offer on the table, they’re not going to take it. There’s no point staying at your number. Every single time you call someone, you might as well go for a lower number. Why not? The worst they’re going to say is no. You say, “I’ll buy it for $115,000.” That’s a great deal. You might as well try to get an extra $10,000 out of it. She was like, “If you can do the $105,000, we’ll go ahead and move forward.”

I locked it up at $105,000. We walked around the neighborhood because it’s a hot area. We went to a couple of the neighbors and we said, “We picked up this property. I know which property I’m talking about.” They’re like, “I do.” One of the neighbors we went back and forth with on prices. We started high and he ended up closing on it at $165,000.

You made $60,000 from the neighbor. Before we ring this victory bell, you guys went out to the neighbors to sell this deal. Why did you decide to do that?

It was interesting. We were out there walking the property and he peeked his head over and started asking questions. We were like, “I bet you he’s interested.” Luke was like, “We should go door knock all of the neighbors right around here and see if anyone is interested.”

The day that you lock up a deal is ten times better than the day you sell it.

This is a neighborhood where all the houses in the area are super nice and it’s a cool area, and there’s the dump house. That was this house. This house was the one where it’s a turd. It looked awful. We put it in the neighbors. We’re like, “We bought that property. We’ve got it.” The guy that ended up buying it, his wife was so mad. She was like, “I door knocked that house five times. I sent mailers. I got the lady’s number. I called her. I don’t know why. What did you guys do?” She was big mad.

Pick up the phone and call them.

That’s what I told her and she was like, “I called her too. I don’t understand why you got it.” It was a good wholesale. We honestly went back and forth on it because we thought about keeping it as a long-term property but it was one of those where you’d have to knock it down. You’re going to have to put some serious money into it.

It was too much rehab costs.

Even if we did it as a flip, we would probably do a value add, do an addition. The numbers were insane. We probably could have made over $120,000, but the amount of time going through the city permits would have been a year’s process. We were like, “Let’s take the quick money on this one.” That’s right in the borderline of, “Do you keep it?”

Speak to anybody that’s in the position who has got things rolling, they’re getting going, and they’re getting some deals done. What do you think is the first thing that they should do to help them get organized so they can start hiring people so they can keep their finances in check? What are some things that you have done to make sure that Luke doesn’t spend too much money?

Luke loves spending money on houses. We’re always about running super lean. There’s nothing against big teams. A lot of people are killing it with big teams.

They don’t make any money though. They don’t net any money. I talk about it all the time here. Don’t get tricked. They’re tiny profits.

It’s big numbers but there are a lot of payrolls. There’s a lot of stuff that’s going into that. What we’ve always done is we’ve re-invested everything. We don’t pay ourselves much. We re-invest to roll back into the business. Whether it’s marketing systems or rental properties, if you’re just starting to get deals, that is the biggest thing. Don’t go out and spend your money. Re-invest it. The biggest thing is to hire someone that knows where you want to be, a mentor that can help you build out those systems and tell you what to do. Let’s say if you hire someone for $5,000 to $10,000, they are going to cut so much time out of that growth pattern. It’ll be worth it.

Speak to somebody that’s never done a deal, Luke. They are getting ready. We’ve convinced them. This show has finally convinced them. I could pick up the phone. I can call people. I can get deals. I listened to this guy in the Wholesaling Inc. podcast. He made over $3 million from picking up the phone, playing video games. What advice would you give somebody that’s never done a deal? They are getting ready to pick up the phone but they are scared of making the call.

It’s going to come down to repetition. It’s like anything. It’s scary at first because you’re calling people that you don’t know. It’s something that you got to think about. This was a big thing for me too. We had done a multi-level marketing company. In multi-level marketing, you’re calling all your family and friends.

You were nineteen or something.

In the first one, we were seventeen or something like that. You’re calling family and friends. If you want to talk about tough, that’s tough.

That is way frightening. That is way worse.

That’s way harder. I remember switching from that to calling people I don’t know. I was like, “I’m never going to see this person ever. If I do, it’s because I’m getting a deal out of it.” The only way you’re ever going to meet these people is if you’re getting a deal. You have to remember that it seems scary but it’s not. You don’t know these people. You’re not going to ever meet them. You want to meet them but you’ve got to keep that in mind. I know it’s tough but you’ve got to stick to it.

Your tone of voice is your secret sauce. It’s soft. It’s comfortable. It’s a little bit unsure, but you’re not going aggressive. You’re not going too fast. You slow it down and you’re smooth with it. Every time that I would get on the phone and use that, I don’t go bombastic. I don’t go crazy. I’m trying to listen to what that person sounds like and communicate with them, but I want to be on their team. I want to be where they already know me. I want to build that instant connection. In my opinion, it happens with your tone of voice.

If you’re doing this for several years, you start picking up on things. You get better at things. You learn from yourself. I remember one small thing when I first got started. People would say, “What are you going to do? Are you going to flip my property? Are you going to buy it? What are you going to do?” I used to say, “We do flip.” When you say the word flip, it turns people off.

When you say the word investor.

You never say, “I’m going to flip your property,” or, “We might flip a property.” You never say that. You say, “We would potentially rehab it and maybe resell it.”

WI 580 | Partnership Wholesaling Deals

Partnership Wholesaling Deals: If you have good connections, you don’t need as much cash to get started in wholesaling. If you have no connections, you’re probably going to need around $70,000 to $80,000 to get started.


I say, “Tasteful remodel.”

If you say a tasteful remodel or if you say a rehab and resell, that sounds ten times better. People associate flip with, “You’re trying to take me. You’re going to try to take my house and take my equity.”

They see all the shows. They think we make stupid money. Those numbers aren’t even real.

There are many things that you can take like what you said, tonality, speaking softer and quieter.

You’re actively listening.

Women versus men. Even for men, you talk with a more direct tone and you want to match them and stuff like that. You’re only going to get these things by making the calls, by sitting there and calling for hours and hours. I don’t know if I ever told you this, but when I used to call with you, my goal was for a certain amount of contacts. We had the contact trackers and I’ll be like, “If I make 30 or 40 contacts, that’s when I’m done.”

I would highly recommend making this change if that’s the route that you’re going. I remember doing 30, 40 contacts per day. Sometimes if you’re at the beginning of a list, you can make 30, 40 contacts in an hour and a half. You’re like, “That was quick. I’m done today.” I remember thinking, “I need to switch this so I can be more productive.” I switched it from tracking content to calling for a time period.

Instead of contact tracking, I was like, “Now I’m going to call for 3 or 4 hours a day, no matter what.” You get to the point where it’s like, “I’m calling today for six hours.” When you do that, I noticed my contacts, when I was normally making 30 or 40, would go to 130, 140 in a day. You’re like, “I’m making four times as many calls.”

WI 580 | Partnership Wholesaling Deals

Wholesaling Deals: If you work for a company, your company is paying for marketing, bringing you clients, or whatever it is. When you own your own business, you have to bring all that in.


I always say track it by the time for sure and build up your endurance. If it’s your first time, start with fifteen minutes of calls. Build it to 30. Build to an hour. You don’t have to go for four hours. The problems that I’ve seen from coaching all around the country, some people go out and they go crazy. They go three hours and then they’re like, “That was so much,” and never do it again.

It’s because they don’t have anything that they’re doing when they’re calling. You have to have something to do when you’re calling. For all of our callers, I highly recommend everything. Pick something. There’s one in our office who watches movies when he calls. I don’t know if there’s a movie in this world that he’s never seen. No joke. It’s ridiculous. I play video games. I play Madden.

People watch sports, read or draw.

We had a lady in our office that loved to draw and doodle. She would come in with 300 colored pencils, markers, crayons, water paint, finger painting. It was ridiculous. She would go to town and she would call. You have to have something. You’ve got to find something or otherwise, you’ll drive yourself crazy.

You have to get on the phone first before you start multi-tasking. Luke could make calls in his sleep.

It’s subconscious at this point. You’ve got it but you actively listen unbelievably. The whole time you’re like, “Uh-huh, sure. Oh, wow. Yeah, right. That makes sense.” That’s critical. The difference between people who are struggling making calls and the people that are killing it is your tone of voice and your ability to listen actively. If you put those two together, you have fun with it. You get to the point where you can throw in some entertainment, some distraction, and you can do it for hours. I don’t know anybody that’s called more than you. Maybe me. I called a lot. I started a lot earlier than you. It’s incredible. Thank you so much. For everybody out there, it’s The Viking Boys on YouTube. What is your Instagram so people can find you and send you a DM?

It’s @Luke_RO_.


Awesome, guys. Thank you for being here. Jake, Luke, it’s been incredible.

Thanks for having us.

If you are out there and interested in joining the most proactive group in real estate, it is the TTP family. This is the TTP program. Go to Check out the testimonials and check out what it’s all about. If it feels good in your gut, sign up for a call. It’ll either be with me or my right-hand guy. We look forward to that. As I close out every episode, I encourage you to talk to people.


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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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