Posted on: January 05, 2021

If you are generating leads through cold calling, chances are you have a few Filipino cold callers working for you. Having Filipino cold callers is not really surprising as they not only have a good command of the English language, they are also very reliable.

In this episode, Mr. TTP himself, Brent Daniels, breaks down the pros and cons of having a Filipino cold caller versus a local one. Listen in as Brent critiques a call done by a Filipino cold caller and shares what was done right as well as areas for improvement.

Not only that, Brent also shares a few helpful tips so you’ll be able to find and work with Filipinos and other foreign cold callers successfully. If your primary lead generation channel is cold calling, you’ll find this episode of tremendous value, so don’t miss it!

Key Takeaways

  • Why callers need to sound like the helpful neighbor
  • What to say to open up the conversation
  • Why you need to go into the benefits first
  • Why you need to open up the conversation
  • What happens when you don’t get the seller to warm up
  • One of the biggest mistakes Filipino callers make
  • Why you need to have your callers stick to the script

RESOURCES:

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Episode Transcription

Brent Daniels:
Hey, everybody. It is Brent Daniels, Mr. TTP. This is the first time that I have had a Filipino cold call breakdown. Now, this is usually where a lot of people start because your average budget for Filipino cold callers is between five and $7 an hour. That’s a lot easier for people to afford, especially a lot of hours at that five to $7 cost. Now, I will say this, I have done both. I have had dozens of Filipino cold callers, and I’ve had a handful of American cold callers that are living abroad.
I prefer my American cold callers just because, and you’re going to see some of the differences here in this breakdown. There’s some cultural differences. I’m going to critique certain things that I hear that happen over and over and over again with Filipinos. Now, here is the advantage of Filipino cold callers. They are workhorses. They are going to go for you. They are not going to quit. They’re going to show up on time and go to the end. They are not going to fatigue. They are absolutely.
They have so much experience on the phones that they’re going to endurance that you’re looking for. 100% they are incredibly reliable. Okay? They’re reliable callers. The differences that you get from an American making the calls versus somebody of a foreign nationality is there is cultural differences, for sure. There’s going to be little things here and there that’s not going to make them sound like the neighbor next door. And that’s what I really want to encourage you to do. If you’re making these calls yourself, you got to sound like the helpful neighbor.
If you’re going to hire people to make these calls, they have to sound like the helpful neighbor. And there’s some little tweaks here and there, some tips that I’m going to show you. Use them if you’re going to hire. A lot of you guys are going to be proactive. Your schedules are really tight. Your budgets are really tight, so you’re going to go out and you’re going to hire these Filipinos to make calls, which is fine. I want you to get leads coming in, but I’m going to give you some tips so that you can be as successful as possible with this.
Now, just to let you know, this Filipino cold caller is one of my students in the TTP program. They are using the cold calling script, the most effective script possible for real estate wholesaling calls. Let’s get started already. Come on, Brent. Here we go. We’re going to start off.

Speaker 2:
Hello.

Speaker 1:
Hi. Can I speak to Edgar?

Speaker 2:
He’s not here. [inaudible 00:03:12]

Speaker 1:
Yes. Hi, Ma’am. By the way, my name is Karen, and I know this call is out of the blue, but.

Brent Daniels:
Unbelievable English, right? She’s coming right out with the script. There’s a little bit of tweaks here and there that she’s not doing, but she’s coming right out. Now, one of the things that I caught right off the bat, I don’t know if you guys caught it as well, is I like in the opening saying, “Hi, I’m looking for,” and their first name. Okay? She said, “Hi, I want to talk to,” or something like that.
It wasn’t exactly perfect when you’re asking, “Hi, I’m looking for Bob. Hi, I’m looking for Susan. Hi, I’m looking for Janet,” whatever it is, hi, I’m looking for, and make sure there’s an upswing when you do that. Okay? You don’t want to anchor down and not sound like you have a lot of enthusiasm, which can be a problem with Filipino cold callers. If you’re making the calls yourself, make sure you’re upswing. Hi, I’m looking for all Alejandra. Right? Up, that type of thing. You guys got it.

Speaker 1:
I was calling about a home I believe you guys own on West Sintra Drive.

Speaker 2:
Oh yes.

Speaker 1:
Yeah. I wanted to see if you would like to consider an offer.

Brent Daniels:
See, I don’t like that. I don’t like that for a reason. I wanted to call to see if you guys would consider an offer. It shuts it down. It’s kind of a weird statement. What we say in the script is, “I want to see if you would consider an offer on your property there.” It sounds weird, but we played around with that little ending, on your property there. It opens the conversation up a little bit more. I can’t explain why there’s something psychological that happens there.

Speaker 2:
Which one? Which house?

Speaker 1:
11C Martin, West Sintra Drive.

Speaker 2:
Well, at the moment, I don’t know. I know when thinking about that we probably will have to sell.

Brent Daniels:
Yes! We probably will have to sell. Oh my gosh, guys, this happens. When you talk to people, when you call up people, there’s going to be a segment of people that are going to say yes. Be prepared for it. What I always love to do is give all the benefits of what we offer with the cash offer, that it’s cash. There’s no closing costs. It’s as is. They don’t have to put another cent into the property. There’s no real estate commissions, and we pay all of the closing costs. It’s incredible, right?
You go through all of the positives when they say yes, and you ask them how much they would consider taking or how much they would want for the property, right? So let’s see how she does.

Speaker 2:
Not just now. Have you sent us a card or something?

Speaker 1:
I’m sorry. What’s that again?

Brent Daniels:
You can tell it freaked her out a little bit because she asked, have you sent us a card? And she’s not really sure what that means. There’s cultural differences. What do we think it means? It means that somebody mailed her. Did you mail me something, but she’s not really sure. What did you say again? Her brain’s trying to push it back on her so that she could buffer and try to get an inappropriate response.

Speaker 2:
Have you sent us a car or anything that we can keep you in mind?

Speaker 1:
No, actually not yet. We haven’t done anything yet.

Speaker 2:
Oh okay.

Speaker 1:
But why would you even consider selling it?

Brent Daniels:
Now she’s going right into it, why would you consider selling right now? No. Let me explain to you how we work. We’re going to offer you a cash as is. Go into the benefits. Start getting it. Don’t just cut right to it 30 seconds, a minute and six seconds into the conversation with, why would you sell it right now? Guys, open them up. This woman obviously is expressive personality. She’s already talking a little bit. You can see that her tone of voice is up.
You could tell that this is the type of woman you sit next to on a train or a bus or a plane and she’s going to chat your ear off. This is great, and she has a property that she wants to sell. So let her open up, open up, open up, and you’re going to get the price out of them. I’m telling you, give the benefits, ask them how much they want. If they don’t give it to you, then start asking about the condition of the property. Start pivoting to the condition. When they start talking about the condition of property, that’s when it really opens up.

Speaker 1:
Yeah, if you don’t mind.

Speaker 2:
Oh, I really don’t know. We haven’t really thought about it.

Brent Daniels:
We really don’t know. It’s a knee-jerk reaction. Do you see what happened there? Why would you consider selling? I really don’t know. We haven’t talked about it. That’s just because you haven’t warmed up the conversation. Warm her up a little bit. And this happens a lot with Filipino cold callers. I will tell you this, the breakdown is like this. Okay? You are going to be the absolute best. You’re top of the line. Let’s consider that 100%. You have more to gain. You’re going to be more into that conversation.
You’re going to know in 30, 45 seconds that this is somebody that potentially would do business with you, right? After that is somebody in your office or in your house or whatever that’s around you, they’re in your bubble, they’re going to be half as good as you. An American color is going to be 25% as good as you and a Filipino or a foreign callers going be five to 10% as good as you. To equal you, they have to either call 10 to 20 times more, which isn’t tough if you’re not making calls off the bat.
You know what I mean? But they have to go through a lot of data. Just expect if you’re going to hire a Filipino cold caller, they’re going to put in those hours, but they need lists. They need a lot of numbers to call. Okay?

Speaker 1:
I mean, I don’t know. Really. I mean the houses have been kept out. I mean, I know we put a new roof and we have always clean water heaters and furnaces and stuff like that.

Brent Daniels:
At this point… Well, let’s see what she asks.

Speaker 2:
We try to keep the houses in good condition, but I couldn’t really tell you what my husband is thinking of selling. Well, I really don’t know how to appraise.

Speaker 1:
Absolutely. All right. All right. I understand that. Okay. All right. If you don’t want to sell it ASAP?

Brent Daniels:
Oh man. Okay. So a couple of things here. When she’s saying that they’ve kept the property up, the roof, the water heater, I would ask then, what remodelling have you done to the kitchen and bathrooms in the last five years? The reason you ask that is those are big ticket items. These are the ones that people have to spend a lot of money, invest a lot of money into the property. And if they’ve already done that, this might not be somebody that you can buy at a discount, right?
But if it’s original condition, maybe they’re just taking care of the mechanical features of the house, the safety features of the house, that could be a great property. It could be really, really need a full remodel in the sense of cosmetic or in the sense of kitchen bathrooms. So that could be a really good one. We need to pull that out. But what does she do? She reconfirms that she doesn’t want to sell right now. No, guys. No. Don’t go, “Well, I guess you don’t want to sell right now, or I guess right now is not the right time for you to sell.
When do you think would be?” No. Start asking more. Pull it out of them. See what’s going on. Why was the thought in their brain that they were going to consider selling or need to sell here in the future? That’s where you need to get. That’s the nuance that happens when you’re making the calls. That’s the nuance that happens when you have Americans that are really trained to do the calls. I get mine from Call Motivated Sellers. I talk about a lot. Call Motivated Sellers.com. They’re the best of the best, but they are $20 an hour, right?
These guys are $5 an hour. So you can get four of these callers for one American caller in abroad. It really just depends. I found the bigger deals came from Americans pulling out all of the really good pre-qualifying that I needed in the process in the call. There’s a missing here. She starts warming up later. I’m not going to play the whole thing because it’d be 30 minutes. One of the biggest mistakes that Filipino callers do is they’re very, very, very polite. Everything is ma’am and sir, ma’am and sir, ma’am and sir, ma’am and sir.
Well, you don’t talk to your neighbor like that, right? So it throws them off a little bit. They start getting in the back of their mind that little spidey sense that this might be a telemarketing, that this kind of sounds like some other calls that they’ve gotten before, or maybe they don’t trust this call. Why are they asking me these kinds of questions? And that’s when the seller is going to totally shut down. And that’s not what you want. You want to keep this as frictionless as possible, as smooth as possible, and ask really good questions.
Get the condition out. We’ll go a little bit longer and then we’ll stop.

Speaker 2:
I don’t know. Really the truth is I don’t know. Now, are you one of these people that renew houses and sell and that kind of thing?

Speaker 1:
Yeah, something like that.

Speaker 2:
Oh okay. [inaudible 00:12:05] At the moment I don’t know really.

Speaker 1:
That’s okay.

Speaker 2:
Okay.

Speaker 1:
Go ahead.

Speaker 2:
I was wondering if you can send us a card.

Brent Daniels:
See? She just doesn’t know when to step in, when to come out, when to listen, when to actively listen. That’s another issue that happens with a lot of callers that are overseas that were not American citizens is that they’re not really sure to dance, right? They’re not really sure when to step in, when to lead, and when to actively listen. They’re quiet. They’re very, very quiet and that causes it to be awkward. And there’s a little bit of pause because they’re thousands of miles away.
So yes, the connection might be great, but there’s just that half millisecond pause. And then they’re trying to get in there. They’re trying to ask more questions and it’s just question, question, question. Turns into an interrogation as opposed to a conversation. But I will tell you this, guys, I will tell you that I have dozens of students that are wildly successful with Filipino cold callers.
I have people that I mastermind with, people that I know, people that are around that talk to me, that come up because they know I’m the TTP guy that talk about their Filipino cold callers doing extreme amount of business for them. It works. You need a lot of volume. You need to stay in there. You need to train, and you can’t just set it and forget it. They’re so far away. You’re never going to meet them. You really don’t know who these people are, but just turn it on like it’s some sort o, faceless marketing effort.
It’s not. These are human beings. They need to be trained. They need you to give them encouragement. They need to understand what they’re doing right and what they’re doing wrong. So here’s the bottom line. When it comes to these callers, when you are hiring these people, you got to make sure that you put in your schedule at least one hour a week when you were critiquing their calls. And if you can’t record their calls because of the state that you live in, jump on a third line with them. Literally jump on a third line with them so you can hear them in action.
It’s really awesome because you can really live train them right there. And you need to make sure that they’re getting the skills that they need. Let them know where they can improve. You need to hammer these things home. Stop saying ma’am and sir all the time. Actively listen with just aha, yeah, I understand, sure. Okay? Because they’re going to get into loops that are really, really formal, but you need it to be more laid back, more personal, more neighborly. And you need to make sure that they’re sticking to the script.
Let them stick to the script. Give them the process. They’re going to do so much better for you. You guys can make a fortune with them, but just make sure that you can lose a lot of money with them too. Make sure that you are on them. You don’t just set it and forget it. If you are ready to join the most proactive group in real estate, you know what it is, it is the TTP Program. Go to wholesalinginc.com/ttp, wholesalinginc.com/ttp. Scroll down. Check it all out. If it feels good in your gut, sign up for a call.
We look forward to talking to you. And as I always sign off, I always encourage you to talk to people. Until next time guys, love you. See you.

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