Cold calling is one of the best ways to get prospects. But what are the skills and tools you need to become an effective cold caller? Mr. TTP Brent Daniels is here to help you out! Brent shares the top three things you need to become unstoppable at cold calling! He breaks down how you can start improving your cold-calling skills and build up endurance to hit your goal. It’s all about having enough quality conversations with distressed property owners. Once you’ve got the hang of that, you’re on your way to making thousands of dollars an hour. Learn how and get the best of the best cold calling advice in this episode of The Wholesaling Inc. Podcast!
3 Things You Need to Become an Unstoppable Cold Caller
Set Up Your Computer
There are three things that you need most importantly to start making efficient prospecting calls, cold calls and lead generation. Everybody loves the word lead generation more than cold calls. I’m going to call it lead generation. Now obviously, you need your computer. This is your tool and this is going to be making the calls for you if you are using a dialer.
If you are just starting out, you don’t want to use a dialer and you don’t have the budget to get into something like Mojo sells. Typically, it’s about $150 a month. If you don’t have that, that’s fine. They have another option for $90 a month that you can use to get started but I highly suggest that you start using a dialer. I’m telling you, you are ten times more efficient, maybe twenty times.
Have A Phone On Hand
The second thing you need is a cell phone. You are going to dial into your dialer depends on which dialer is through your cell phone. I like having and making sure that it’s right here but I like turning it over. Why do I like turning it over? It’s because I don’t want to get distracted by Instagram, Facebook and emails.
When you are getting ready to make your calls, you need to absolutely time block. This is the most important time of your day. This is money time. I tell every single one of my new TTP family members, students and the people that joined my TTP Program that they need to imagine every hour that they make calls, I give them $1,000 cash. Realistically, what would happen if I give you $1,000 cash every hour that you made calls? I would have to tear you off the phone every single day.
You would never miss or skip a day and you would be absolutely obsessed. That’s what people are doing. Every single day of the week, people are making $1,000, $2,000, or $3,000 an hour making these calls to distressed property owners. Remember, the goal here of anything when it comes to wholesaling real estate is we need to have consistent quality conversations with distressed property owners.
I say it a billion times because I want to pound it into your brain. At the end of the day, week, month and year, there was one question you need to ask yourself and that is, “Did I have enough quality conversations with distressed property owners to meet my financial goals?” Everything else is noise, creative avoidance and just made up so that you don’t have to go in and put the work in but not you because you are taking action. You are getting, going, starting this momentum and being proactive in your business and I love it.
You don’t train for a marathon by running a marathon. It takes time.
Get A Pad Of Paper Ready
The third thing is I like having this. If you are a business owner, an entrepreneur or somebody that’s out there crushing it every day and you don’t have one of these by you at all times to write down notes of things that you are learning throughout the day, you are missing out, lowing down the train and putting things down. There is something magic when the pen touches paper. You know it and I know it. Take notes when you are calling. Specifically, when you are making calls in your prospecting station, you want to be engaged in this call and writing the notes as you are talking.
Some people can do it. Some people are fast enough. They can just type as they are talking but I feel like it’s a distraction. I feel like you can go a lot faster here and then put your notes into your system or into whatever you want so that you can keep track, you are on top of your lead follow-up but I always love having the notes here.
The other thing that I liked doing, and I found this for years that I was making calls is I would have a goal. Every day I had a goal that I would talk to 30 new people, and then sometimes I would bump it up to 45 people. When I was a psychopath, I would do 100 contact-challenge where I wouldn’t get off the phone until I talked to 100 new people.
Do you want to up your game? Do that once a week and tell me that that’s not going to get you massive results. What I would do is I would just draw boxes on this pad, I would knock it off every time I talked to somebody new and I knew where I was at. Here’s a tip as you are getting started or as you are making your calls. Go on for fifteen minutes and then stop. Go on for twenty minutes and then stop, and so on, unless you have an extensive background of making a lot of calls. You need to build up your endurance for these calls. You don’t train for a marathon by running a marathon. It takes time. You build it up so don’t kill yourself because what I see oftentimes as people get on, they make three hours’ worth of calls.
They are like, “That was so exhausting,” and then they never do it again. That’s not what I want for you. I want for you to build up into this. Build up 15, 20, 25, 30 minutes or an hour. Once you get to that hour mark, it’s like you have crossed over into a whole different dimension. Once you could call, be on the phone, have conversations, have that endurance for an hour, all of a sudden, doing 2 or 3 hours is easier.
I like standing up and being able to move around. The energy, the excitement, the enthusiasm are better and you have more electricity when you are standing up. A lot of people sit down, play video games, watch sports games, do whatever so that they can get through the three hours and they are somewhat entertained. They can do it but I couldn’t do it.
I need to be laser-focused and I need to be in this. It’s like Bill Belichick, the coach for the New England Patriots says, “Just do your job in this one play.” The way that I looked at these calls is I’m talking to one person, I’m going to focus on that one conversation and I’m not going to assume or hallucinate that they are going to reject me.
I’m not going to assume I know what their situation is. I’m going into this with a little bit of information about them. Maybe their probate, tax default, pre-foreclosure or a tired landlord list but I don’t play into that. I don’t care if it all blends together because I’m trying to see if I can pull out the problem that this person has so that I can help them solve it.
I talked to a new student and they said, “Brent, I just don’t get it. We lowball people on their prices. How is this the best for them? How is this providing value to these homeowners in the marketplace?” It’s very simple. He was hallucinating. We do this all the time. If you assume that you know what’s best for that seller or it’s all about money for that seller, you are wrong.
Here are the simple facts. 6% to 10% of every market is in distress. That means that people will trade speed and convenience of getting their problems solved for equity in their property. It seems crazy. It happens every single day of the year. Hundreds, thousands, every single day is miraculous. You’ve got to believe that it’s out there but the only way to get in touch with them is to either prospect.
Get their lead generating through being proactive, spend a bunch of money in marketing or the third one obviously is get a lot of referrals coming in but you guys are the crazy ones like me that want to go out every single day and make an impact and do it on our schedule. We talked about the physical stuff that you need. We talked about Mojo, your phone, turn it over and your pad of paper being ready, writing notes, making sure that it’s transferred over, make sure that you are listening to the conversation. Before you get started, you’ve got to put that mental cap on.
You need to imagine every hour that you make calls, you get 10 crisp $100 bills. Do you want to go really crazy? Put $3,000 at the end of your table. Give yourself $1,000 every hour to keep you motivated. Are you paying yourself? Sure, but it’s just an exercise. You see those crisp 10 $100 bills right there that you pay yourself every hour. Have somebody else. Have your wife pay.
Have your friend and business partner pay you or have whoever but just keep that thought going because I’m telling you there are people making thousands of dollars an hour. It takes time. You need to have the mental fortitude to know that what you are doing is going to cause you to be successful. This is the mental side of things.
You need to have the mental fortitude to know that what you are doing is going to cause you to be successful.
If you work on your tone of voice, on your pacing of the conversation, on using the script and you are consistent, you cannot lose. You will be successful but it is up to you that you take massive action every single day, week and month to make sure that you are getting enough opportunities to help people in your marketplace that are in distress.
If you are interested in joining the most proactive group in real estate investing, it is the TTP Program. Go to WholesalingInc.com/ttp. I personally mentor you. You get my cell phone, we text, we call and it’s crazy. It’s bananas but it’s the truth because I want you to be as successful as possible and I want to work with you and I love you. If you are interested in that, check it out, keep scrolling down, the little scroll things like tiny because there are so many testimonials. Nobody has more testimonials. If it feels good in your gut, sign up for a call. Until next time. You are the best TTP.
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!