Posted on: February 04, 2021

Want to find those perfect cold callers that can help take your business to the next level? If this is you, you’d surely love today’s episode!

Mr. TTP, Brent Daniels, talked to Jason Hubley, the chief executive officer and founder of Call Motivated Sellers, a company that offers real estate cold calling services. Jason works with hundreds of clients across the globe and in various industries.

In 2017, Jason started Call Motivated Sellers to help real estate investors who are prospecting for motivated sellers. In this episode, Jason shared so many powerful tips and insights for those who are looking for the perfect cold callers.

If you are considering hiring cold callers, this episode is exactly what you need to hear!

Key Takeaways

  • His advice to those who are new to cold calling
  • How long he’s been cold calling
  • How people can build up the endurance to do cold calls
  • What he looks for when hiring people
  • The importance of tone of voice
  • What he’ll recommend to those who want to hire cold callers
  • List callers like to call the best
  • Why having a fresh list is key
  • The biggest mistakes people make when they are starting out
  • What he looks for in a DISC profile
  • How people can get ahold of him

RESOURCES:

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Episode Transcription

Brent Daniels:
Welcome everybody to the Wholesaling, Inc. podcast, America’s number one podcast for new real estate investors, where we know that finding discounted properties is the most proven path to financial freedom. I am your host, Brent Daniels, Mr. TTB, and I am telling you this: if I can do it, so can you. So let’s get started.
I am very excited about this interview today. I’m very excited about this podcast today, because for the first time ever I have on the phone somebody that I have personally done business with for almost five years, four and a half years. I have used this guy, this guy’s company, and watched it grow, watched it expand, and watched it really improve.
You guys have heard me talk about it some on this channel. You’ve heard me talk about it on this podcast. But I’m talking about Call Motivated Sellers. They’re the company that hires Americans to make calls for you to find discounted properties. This is much different than something that’s overseas, that is somebody that’s English as a second language. These are American callers calling American neighborhoods.
So it was my pleasure, for the first time ever, to introduce Jason Hubley, the owner of Call Motivated Sellers. Jason, say hello to everybody.

Jason Hubley:
Hey, everybody. Pleasure to meet you all and welcome to the show.

Brent Daniels:
So what I want to do here is this podcast is not like an advertisement. This podcast isn’t for me to brag about all the success I’ve had with your company. This podcast isn’t about educating people. This is about giving instruction. I really want to get in the nitty-gritty because nobody knows, one, how to train callers to make calls for two motivated sellers, more than you, and nobody really knows how to find the right person or really what it takes to be good on the phone as much as you do. I mean you’ve had thousands and thousands of thousands of hours of experience.
So I want to get into it first, just on the ground floor, Jason. When somebody is starting and they’ve never made calls before, they’re just getting started, they’re getting into this business, what are some tips? What are some advice that you could give them so that they can just get started, start building the momentum, start making their first set of calls, start building their endurance for making calls and not being so worried about all the rejection and all the fear and all the crazy stuff that spins through our head? Give us some advice on what you would say to somebody that is just starting out to make calls themselves.

Jason Hubley:
Well, definitely I would say stick with believing in yourself, keep yourself very confident, and really see through on your vision, really know that you deserve it, and keep on hammering away. You’ve got to keep on trying. Once you lock into your first deal, that’s really a big milestone for you. You’re breaking the ice or you’re popping the cherry, they say, some of them, on their first sale. Then you’re opening up the doors to many more.
So it’s all about just persevering. Keep trying. Learn from everything that you do, learn from every interaction you have and every call you have.

Brent Daniels:
Do you see with the callers that you’re around, is there any kind of … Because, listen, I don’t know if you know the stats exactly, but you can give me some ballpark. How long have you been working with people making calls? How long have you been working with cold callers, essentially, or phone prospectors?

Jason Hubley:
About seven or eight years now with cold calling, in many different processes and many different verticals.

Brent Daniels:
Okay. So hundreds of thousands of hours of experience with all these callers, right?

Jason Hubley:
Definitely, yeah.

Brent Daniels:
Okay. So how do people build up the endurance? Is it just doing it? Is it just making the calls? Is it just getting into the rhythm of it? I mean when you have somebody new, how do you get them to feel comfortable to keep going and get that confidence? Because, listen, when I started, Jason, we’ve talked about this, it took me forever. The phone was like 500 pounds. I was trying to make calls. I had to pump myself up. I had to listen to Tony Robbins. I had to get all excited. I had to move around before I ever made a call. What do you see with people when they’re just starting to make calls?
Obviously, they’re getting paid. They’re getting paid an hourly rate in a lot of the companies that you have either managed or owned, but how do you know if they’re going to be good? How do you know if they’re going to be natural at it?

Jason Hubley:
It really comes down to energy and attitude and maintaining that positive energy. Don’t let things get you down. We are all human, but sometimes you’ve just got to shrug it off or take it on the chin and move forward and just keep on plugging away. It’s a numbers game, and that’s how it works. It’s really all about energy.

Brent Daniels:
It’s that simple. I talk about it all the time, Jason. I talk about the number one thing. Well, I think the number one thing is having the hunger to do it. Really, really, really knowing that you must do this. Not that you want to do this, but that you absolutely must do this. You must not have an average life. You must not rely on a 401k or Social Security. You must not pay bills and work for somebody else forever and ever and ever. You have all these musts in your life. They wouldn’t be listening to this podcast if they didn’t have that, Jason.
But I think that when you’re getting into this and you’re making those calls, and you make it a must, that you must be good at this, it gives you a whole different perspective. It gives you a whole different platform to stand on or a foundation to stand on that says, “You know what? I don’t care if people screaming at me. I don’t care if I get rejected. I don’t care if I’m not used to all of this. I’m going to push through this, because I know if I had talked to and if I have enough quality conversations with distressed property owners, I’m going to get a deal.”

Jason Hubley:
Definitely, and it builds good character and good life skills as well, and good communication and how, again, to maintain that positive energy and really grow yourself.

Brent Daniels:
So let’s talk nitty-gritty here. That’s the head stuff. That’s the mindset stuff. Let’s talk nitty-gritty. When somebody comes to you, they go to callmotivatedsellers.com, they put in their information. You guys talk to them. It seems like a good fit. When they get started with you, how much runway do you need? How much time? You need a certain amount of weeks of commitment for you to find the right person, hire them, train them, get them ready for this campaign. What does that look like? What can people expect from that standpoint?

Jason Hubley:
Well, that’s the beauty of what we do. It’s actually only about one to two weeks maximum. We have a class every week where people go through our training program. It’s a full week. They must pass a written and oral exam. Once they go through the training program, they go into our hiring pool.
When a new client comes in and they sign up, we then have a kickoff meeting with them. We profile them and get to know them and see who’s a good fit for them based on what region they might be in or what type of candidate they’re looking for.
We then dip into that hiring pool and pull a candidate that’s a specific fit for them. We profile someone for them. So if they’re from the south, we might pick someone with a southern accent. It might be a better fit versus California, or if they’re over on the east coast. They might have a different accent. But we’re really looking for people with a neutral or no accent at all. Then there are, of course, other parts of the country where bilingual might be an asset as well, say, in Florida or whatnot.
But really we’re looking for people that are a character fit, a language fit, a schedule fit, and several other things. So also even getting to know the client themselves, who’s a good personality fit to work with that client and their style.

Brent Daniels:
Okay. So say somebody wanted to find their own … They’re ready. Listen, you guys know that I push, push, push that everybody, everybody, I don’t care if you have a million dollars in the bank and you’re coming into this business, if you are new, if you’re starting to build up your cold calling channel, your TTP channel, for getting deals, I highly suggest you as the owner talk to a minimum of a thousand property owners yourself.
I do, Jason, I tell everybody this, at least a thousand owners themselves, because, like you said, those skills, after you talk to a thousand strangers about their property, you could talk to anybody about anything. It bleeds into all different areas of your life. It’s so incredible. It gives you a lot more confidence and you’re not as sensitive to things. It’s really interesting.
Here at the Wholesaling, Inc. podcast, we call this the rhino tribe, because you have to have thick skin in this business. There’s no better way to get thick skin than be rejected 990 times out of a thousand, but you get 10 deals. You know what I mean? But I highly encourage you to build up those skills and make the calls yourself.
Now when somebody’s done that, let’s just … In a perfect world, or they just want to skip to hiring somebody and they just want to hire somebody independent, what things should they look for? What do you look for when you’re hiring people for Call Motivated Sellers?

Jason Hubley:
Sure. So first off, we do the Tony Robbins DISC profile tests. We’re looking for a specific personality type. We’re looking for a neutral voice tone, somebody that’s very soft-spoken, someone that has a good background, some confidence, speaks very clearly. Then, of course, there’s many other factors such as scheduling and all of those details that we work out for you to save you time. They also go through the training, handling rebuttals and objections.

Brent Daniels:
I love that. If somebody is going to hire somebody themselves, what you’re saying is do the DISC profile, make sure that they have a soft tone, make sure that their voice sounds good. How important is tone of voice?

Jason Hubley:
It’s definitely very important for the initial approach. It definitely reduces the number of hangups and rejections you get. When you have a nice, soft approach, it doesn’t come across so salesy. We’re not selling something anyhow. So it’s nice to just reach out because really, at the end of the day, we’re helping people.

Brent Daniels:
Oh, 100%. 100%. I love it. Okay, so then in training them, if somebody wanted to hire their own person and train them, how would they train them?

Jason Hubley:
It is a lot of work to train themselves. Definitely going through the script and following your YouTube videos, for example, are a great start, or your program. There’s a lot of great training in there and things to follow.
Again, I think that’s what we offer best at Call Motivated Sellers is saving you all of that time from having to go out and screen through many candidates, interviewing them all, training them all, and then hoping that they’ll work out. We actually go through all of that. We’ve trained hundreds of agents now, so we know what to do and really shortcut that process for you so you can save time and money and focus on the main thing, closing deals and your own life as well.

Brent Daniels:
Love it. How do you keep people organized? How do you keep these phone process … Because here’s the thing. I’ve had them in-house … And this is just letting everybody know the process that I’ve gone through. I’ve hired people in-house first. They usually last about six weeks and even less. Six weeks was like a long term. That was like a, holy cow, this person feels like they’ve been here for years. Six weeks was the max, really.
From hiring somebody that was paid hourly, Jason, they would maybe, maybe, maybe, maybe last six weeks because they were always looking over their shoulder for some other job to do. They wanted to come in. They were all excited about real estate. Then they realized that they have to talk to a bunch of people and really start generating leads. And all of a sudden, they didn’t want to do real estate anymore and they’re in some other business or something else that was flashy to them at the time. So it didn’t really work.
So that’s why I reached out to you. I remember reaching out to you, and I found you. I think I just Googled phone prospectors and it was Outbounders at the time. Then it led me to you because you were running a lot of the show there.
I started with the Filipinos and that did okay, but it started to really not work out. The conversations were really rough. The language barrier was very difficult to try to pull out the most. I found that with Filipinos, I was making like $12,000 a deal. But when I was making the calls or when somebody on my team that was in the office was making the calls, we were getting $18,000.
Then you said, “You know what? I can get you Americans, if you want to get Americans.” And then here we are, Call Motivated Sellers [crosstalk 00:13:23]-

Jason Hubley:
Here we are.

Brent Daniels:
… as really the Rolls Royce of hiring if somebody is looking for a real professional American phone prospector.

Jason Hubley:
First thing, the nice thing is the redundancy we put in place, so that because we’re always actively recruiting and training, if something does happen with your cold caller, we’re able to quickly replace them so you minimize your downtime and maximize your lead flow, so you’re making as many deals as possible. That’s a big thing with what we do.
The other thing too is the wholesalers are paying a lot for their calling lists and the skip tracing. So you want to get as many leads or contacts or deals or whatever you want to call it out of that calling list as possible. So you want to work with efficient people, people that understand the language, both culturally and speaking it. So working with Americans, they do understand what building materials are used, the street names, what a basement is, for example, and everything about housing within the United States.
So that’s why Americans have proven better for us, just getting more out of your calling lists and getting more deals and more quickly aligning with the results you’re looking for.

Brent Daniels:
Right. Right now with Call Motivated Sellers, our average is $29,000 a deal. You know what I mean? Truly, Jason, and I talk about this a lot because my students and the people in the TTP family all the time ask me, “Should I do a Filipino phone prospector or should I do an American?” and I say, “Listen, here’s the thing. It depends on your budget. Obviously, the Americans are going to be at a premium, what we consider a premium.” But compared to somebody from the Philippines that are $4 or $5, $8 an hour, this is a premium.
But I said I looked at the numbers, and I’ve looked at the numbers for the last three years, and the amount that I would average, that $12,000 I’d average from a Filipino versus the $29,000 that I’d average for an American, the Americans can dig in more. They just get more, that people feel more comfortable. The conversation blossoms more and opens up more so that you can really ask the important questions and really get them to pre-qualify, like you were talking about, the four pillars, which you’re …
Listen, guys, I’ve worked with Jason for so long. All of his callers are trained on TTK. All of his callers are trained on the four pillars of pre-qualifying. By the time we get a lead at this point, it’s a quality lead. We know that this is somebody that we have potential. It’s now on my acquisition managers to go out and close that and shorten their timeline and get the deal.
So I think that’s really important. When people are coming to you, Jason, how many addresses do you tell them you need skip traced, ready to go, ready to be called if they’re hiring somebody, let’s say, for 20 hours a week?

Jason Hubley:
I recommend starting with at least a few thousand, ideally 5,000 if you can, and be ready to get more. So when we get low or when we’ve gone through the list several times, be ready to get another list together quickly so that time isn’t wasted calling numbers that have already been called. So definitely keeping on top of that.
I also recommend trying a couple of different sources. Have a backup list too for a rainy day. If you do run out of your main calling list, you have a list that they can go to. If it’s Friday afternoon, for example, and they went through this week’s list, they can go back to the list from last month. Sometimes people pop up out of there. It’s all a timing game.

Brent Daniels:
Now when you say different lists, what do you mean?

Jason Hubley:
So different demographics, different types, even just having an old basic list once in a while. That’s not what I’d recommend as your main list, but just using premium lists or more specific lists.

Brent Daniels:
All of the callers work from home. Is that right?

Jason Hubley:
That’s correct.

Brent Daniels:
Okay. So is there any way … Could you tell me … And I really don’t know the answer to this. Do you know which list they like to call the best?

Jason Hubley:
That’s a big question. I’d say more like the … Oh, that’s a tough one. There’s probably about five main ones, but there’s probates, divorce, any kind of delinquencies, any kind of municipality type ones. There’s a lot of options out there depending on which provider you work with.

Brent Daniels:
What about driving for dollars?

Jason Hubley:
I’ve heard driving for dollars has been good for a lot of our clients. They definitely like that one. That’s a winner, for sure.

Brent Daniels:
Yeah, but it’s really important to have fresh lists, fresh data for your callers. I mean because if they’re calling through a list three, four, five times, some people will just say, “Hey, call them until you get a hold of them,” which I totally disagree with. I don’t think you should call it list more than three times ever. Two times preferably. Because, Jason, you know as well as I do, the contact rate goes way down.

Jason Hubley:
Definitely. So having a fresh list is key, but don’t lay off the leads either. When you get someone, for example … This is a great example I heard recently is if someone is going through a divorce currently, it might take them several months up to nine months before they actually decide to move on with the property. So stay in contact with them. Or people that might be in a difficult financial situation now, they may not be motivated now, but they might be in three months from now.
So keep all of those lists. They’re highly valuable. Some leads take years to grow many businesses. So stay with them and eventually they will close.

Brent Daniels:
Can you think of the biggest mistakes people make as they’re starting out with you?

Jason Hubley:
[inaudible 00:19:00] going through a divorce currently, it might take them several months up to nine months before they actually decide to move on with the property. So stay in contact with them. Or people that might be in a difficult financial situation now, they may not be motivated now, but they might be in three months from now.
So keep all of those lists. They’re highly valuable. Some leads take years to groom many businesses. So stay with them and eventually they will close.

Brent Daniels:
Can you think of the biggest mistakes people make as they’re starting out with you?

Jason Hubley:
The first one is the point you brought up earlier. I think everyone should do the cold calling themselves first. Do a thousand calls, get to know it, and then you’ll really appreciate what we do, too. It’s not easy. It’s hard work. Then you’ll have a lot of respect for our cold callers and what they go through each day, how much coffee they have to take, and all of those things to keep on smiling and dialing.
The other thing is, yeah, just understanding how to handle your lead process. So following up on them quickly. Whenever our callers do get a lead, get on it quickly, reach out to them, make them feel important, and close that deal. Having a good source of lists is also very important.
So, yeah, the biggest mistakes is just not prepared for the long term. So that’s why we are asking people to commit long term. It’s not something that you start and one month later, you’re rolling in dough. It takes time to groom those leads and nurture them and then have the deal come through on your end.
So be prepared, be invested for at least a few months so that you can see it through. The turnaround time is a few months, so you want to see it through. Once you get through those first few months and you’ve brought in your first deal or two, then they start accumulating and building up.
Then you get more and more deals and then you start piling up on deals, and that’s the great thing. So that’s where you’ve got to hang in there and keep on fighting.

Brent Daniels:
I have a whole segment, a whole section in the TTP program about how to run an effective weekly meeting with your phone prospectors, because I think it’s absolutely critical, Jason, to make them feel like they’re part of the company, to make them feel like they’re important, to make them feel like what they do matters, to make them feel that you are watching what they’re doing. It’s not just turn it on and forget about it.
You need to constantly be telling these people, “This is what I’m looking for. This area is different than this area and here’s why.” “This lead just closed. I can’t believe it.” “You remember you had that conversation and that gal was about to lose her house?” Well, now she’s not losing her house.”
It makes them feel and have way more pride, because you know as well as I do a lot of those phone prospectors, it’s like they start for a while, they start for a while, and then they go into a different campaign, and they’re used to going into different campaigns all the time, not necessarily yours, because they’re people usually stick with you for a long time, but just in their past jobs. They’re always waiting for the ax to drop. You know what I mean?
And so, if we’re communicating with them and you’re making them feel important, I mean talk about that. [crosstalk 00:21:34] your side.

Jason Hubley:
Yeah. So we see our agents stick longer than any other type of campaign that I’ve done, mainly because it is very empowering to them. The way we’re structured, it’s a dedicated staffing model. So the agents are actually working with the clients, with the wholesalers. So they feel like they’re a part of their business and feel like they’re a part of their team. Many of our clients speak with their agent daily, and that makes them feel really good.
When they hear from the client that one of the leads they brought in closed the deal, we love to hear it, too. When we hear it at the company, when a client reaches out and says, “Hey, this is our second week and your agent already brought us a lead that resulted in a deal,” we just love to hear that.
Yeah, so it really helps with the stick rate for the agents, just being empowered that way, working with a company that they know, or a team they know, or a family they know, or whoever it may be as opposed to random agent X in a large center. This is really more of a family style business.

Brent Daniels:
Awesome. I mean you were based out of Costa Rica for a long time. Now you’re actually based in the United States, which is fantastic, because I remember early on, people were like, “Brent, they want me to send money to Costa Rica. Is this a real thing? Is this a scam? What’s going on here?” And so, I was like, “No, no, no, they’re great. I do it every month.”
But it’s nice that you’re now based here and you’re getting a lot of talents. I mean one of the downsides … I mean there’s a lot of downsides to the pandemic, but one of the upsides is you have access to some really incredible talent.

Jason Hubley:
Yeah. It’s been awesome. It’s one of the things I’m very grateful for, to be able to provide jobs at home right now, people working from home, being able to spend more time with their families, not having to commute. We’re able to tap into some really good talent because we’re recruiting US-wide. So we’re finding lots of good people that are available.
Many other jobs are shut down. So a lot of good talent is popping up. Yeah, we’re finding some great people, and I’m really enjoying that part. It’s definitely opportune time, just a higher unemployment rate, and we’re contributing positively to that. So that’s very nice as well.

Brent Daniels:
Awesome. For everybody out there, listen, if you’re thinking about getting somebody in your office or down the street or somebody that you can bring along, listen to what Jason’s saying here. Have them do a DISC profile, make sure that they have the capacity to say a lot of words every single day. I mean what are you looking for in that DISC profile, Jason? Are you looking for somebody that’s an expressive? Are you looking for somebody that’s amiable? Are you looking for … You know what I mean? Are you looking for somebody that’s … What are you looking for in that DISC profile?

Jason Hubley:
Well, we’re actually following your advice on that, and then we do cater to the client as well, what you recommend in your program. Then we also do cater a bit if clients have specific requests.

Brent Daniels:
Awesome. Love it. Love it. How do people find you, Jason? What’s the best way if they’re like, “You know what? I don’t want to hire somebody myself. I don’t want to train them. I don’t want to manage them. I just want to get leads coming in. I want good quality leads”? How do they get a hold of you? How do they find you?

Jason Hubley:
Just go to callmotivatedsellers.com, fill in your name, phone number, and email address and where you heard about us, and you’ll hear from somebody in our sales team. We’ll get you all set up, answer any questions you have. It’s a really smooth launching process and I think everyone will enjoy it.

Brent Daniels:
I love it. I love it. Well, listen, guys, if you are interested in hiring somebody, guys, listen, I’ve been using them for four years, four and a half years, and I’ve made a lot, a lot, a lot, a lot of deals from them. And so, I wanted to bring them on, talk to you guys, and give you some tips. If you want to hire yourself … You heard it from him. You heard it from the guy that hires all the top talent. Make the calls yourself first, then hire. But when you’re ready to do that, definitely, at least have the conversation with him at callmotivatedsellers.com. Jason, thank you for being on here, brother.

Jason Hubley:
Thank you very much, Brent. Have an awesome day.

Brent Daniels:
Awesome. You, too. Everybody out there, if you’re interested in joining the most proactive group in real estate investing, it is the TTP family. It is the TTP program. Go to wholesalinginc.com/ttp. That’s wholesalinginc.com/ttp. Scroll down, check what it’s all about, read the reviews, go through what the program’s all about. If it feels good in your gut, sign up for a call. I look forward to working with you personally. And every show, as I always do, encouraging you to talk to people. Until next time. Love you, guys. See you.

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