Locking in your first deal in the real estate world is a big milestone, but you have to keep trying to scale up. One way to do that is to find those perfect cold callers that can help take your business to the next level. Join Brent Daniels as he talks with the CEO and Founder of Call Motivated Sellers, Jason Hubley. 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 prospect for motivated sellers. His company offers cold calling services that create value for their clients and deliver positive results. In this episode, Jason also shares a different perspective and powerful tips and insights on maintaining the positive energy you need so you could continue on your journey to looking for the perfect cold callers. If you are considering hiring cold callers, this episode is what you need to hear!
How to Find the Perfect Cold Caller to Explode Your Real Estate Business
I’m very excited about this show because for the first time ever, I have on the somebody that I have personally done business with for several years. I’ve used this guy’s company and watched it grow, expand and improved. You guys have read about this channel. 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 and English is a second language. These are American callers calling American neighborhoods. It is my pleasure for the first time ever to introduce Jason Hubley, the Owner of Call Motivated Sellers.
Jason, say hello to everybody.
Hi, everybody. It’s a pleasure to meet you all. Welcome to the show.
This show is not an advertisement, or brag about all the success I’ve had with your company or educating people. This is about giving instruction. I want to get in the nitty-gritty because nobody knows 1) How to train callers to make calls, or 2) Motivated sellers more than you, and nobody knows how to find the right person or what it takes to be good on the phone as much as you do. You’ve had thousands of hours of experience.
I want to get into it first, just on the ground floor, Jason. When somebody is starting, they’ve never made calls before and they’re getting into this business, what are some tips and advice that you could give them so that they can 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, fear, and crazy stuff that spins through their head?
I would say stick with believing in yourself, keep yourself very confident, and see through your vision. Know that you deserve it, keep on hammering away, and keep on trying. Once you lock in your first deal, that’s a big milestone for you. You’re breaking the ice or you’re popping the cherry as they say on some of them on their first sale. You’re opening up the doors to many more. It’s all about persevering, keep trying, learn from everything that you do, learn from every interaction you have and every call you have.
I don’t know if you know the stats exactly, but you can give me some ballpark? How long have you been working with cold callers or phone prospectors?
Several years now with cold calling in many different processes and many different verticals.
Hundreds of thousands of hours of experience with all these callers. How do people build up endurance? Is it just doing it? Is it making the calls? Is this getting into the rhythm of it? When you have somebody new, how do you get them to feel comfortable to keep going and get that confidence? When I started, it took me forever. The phone was 500 pounds. I was trying to make calls. I had to pump myself up, listen to Tony Robbins, get all excited, 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 an hourly rate in a lot of the companies that you have either managed or own. How do you know if they’re going to be good? How do you know if they’re going to be natural at?
It comes down to energy, attitude and maintaining that positive energy. Don’t let things get you down. We are all human, but sometimes you just got to shrug it off or take it on the chin, move forward and keep on plugging away. It’s a numbers game. That’s how it works. It’s all about energy.
It’s all about persevering. Learn from every interaction you have and every call you have.
I talk about it all the time, Jason. I talk about the number one thing, which is having the hunger to do it. Knowing that you must do this, not that you want to do this, but then you absolutely must do this. You must not have an average life, rely on a 401(k) or Social Security, or pay bills and work for somebody else forever. You have all these musts in your life. They wouldn’t be reading this blog if they didn’t have that, Jason.
When you’re getting into this and you’re making those calls, you make it a must that you must be good at this. It gives you a whole different perspective and platform to stand on or a foundation to stand on that says, “I don’t care if people are screaming at me, I get rejected, or I’m not used to all of this, I’m going to push through this because I know if I talked to and if I have enough quality conversations with distressed property owners, I’m going to get a deal.”
It builds good character, good life skills, good communication, maintains that positive energy, and grow yourself.
When somebody comes to you, they go to CallMotivatedSellers.com and put in their information. You guys talked 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 number of weeks of commitment for you to find the right person, hire them, train them, and get them ready for this campaign. What does that look like? What can people expect from that standpoint?
That’s the beauty of what we do. It’s only about 1 to 2 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. 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. It might have a different accent, but we’re looking for people with a neutral or no accent at all. There are, of course, other parts of the country where bilingual might be an asset as well, say in Florida or whatnot. We’re looking for people that are character fit, language fit, schedule fit and several other things. Even getting to know the client themselves, who’s a good personality fit to work with that client and their style.
Let’s say somebody wanted to find their own and they’re ready. I don’t care if you have $1 million 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 1,000 property owners yourself. I tell everybody this, at least 1,000 owners themselves because as you said, after you talk to 1,000 strangers about their property, you can talk to anybody about anything.
It bleeds into all different areas of your life. It’s incredible and it gives you a lot more confidence, and you’re not as sensitive to things. It’s interesting. Here at the Wholesaling Inc. show, 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 1000, but you get ten deals.
I highly encourage you to build up those skills and make the calls yourself. Now, when somebody has done that in a perfect world, or they want to skip to hiring somebody, and they 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?
First off, we do the Tony Robbins DISC profile tests. We were looking for a specific personality type. We were looking for a neutral voice tone, somebody that is soft-spoken, someone that has a good background, some confidence, speak clearly, and then, of course, there are 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.
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, and their voice sounds good. How important is the tone of voice?
It’s very important for the initial approach. It reduces the number of hangups and rejections you get. When you have a nice soft approach, it doesn’t come across as so salesy. We’re not selling something anyhow. It’s nice to just reach out because at the end of the day, we’re helping people.
If somebody wanted to hire their own person and train them, how would they train them?
It is a lot of work to train themselves. Going through the script and following your YouTube videos, for example, are a great start for your program. There are a lot of greats training in there and things to follow. 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. I shortcut that process for you so you can save time, money and focus on the main thing on closing deals and your own life as well.
How do you keep people organized? How do you keep these phone processes? This is letting everybody know the process that I’ve gone through. I’ve hired people in-house first. They usually lasted about six weeks. Even less, six weeks was a long-term. That was like, “This person feels like they’ve been here for years.” Six weeks was the max from hiring somebody that was paid hourly. They would 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, and then they realize that they have to talk to a bunch of people and start generating leads. All of a sudden, they did not want to do real estate anymore. There are some other businesses or something else that was flashy to them at the time, so it didn’t work. That’s why I reached out to you.
I remember reaching out to you. I think I googled phone prospectors, and it was outbounds at the time. 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 not work out. The conversations were rough. The language barrier was difficult to try to get pull out the most. I found that with Filipinos, I was making $12,000 a deal, but when I was making the calls, or when somebody on my team in the office was making the calls, we were getting $18,000. Then you said, “I can get you Americans if you want to get Americans. Here we are, Call Motivated Sellers, as the Rolls Royce of hiring if somebody is looking for a real professional American phone prospector.”
The nice thing is the redundancy we put in place 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. You are making as many deals as possible. That is a big thing with what we do. The other thing is the wholesalers are paying a lot for their calling lists and the skip tracing, so you want to get as many leads, contacts, deals out of that calling list as possible.
You want to work with efficient people. People that understand the language, both culturally and speaking it. Working with Americans, they understand what building materials are used, the street names, what a basement is, for example, and everything about housing within the United States. That’s why Americans have proven better for us getting more out of your calling lists and getting more deals. More quickly aligning with the results you’re looking for.
We thought Motivated Sellers’ average is $29,000 a deal. I have people in the TTP family all the time who asked me, “Should I do a Filipino phone prospector or should I do an American?” I say, “It depends on your budget. Obviously, the Americans are going to be at a premium but compared to somebody from the Philippines that are $4, $5, $8 an hour, this is a premium.”
I’ve looked at the numbers for the last several years, and the amount that I would average that $12,000 on an average from Filipino versus the $29,000 that I average from an America. The Americans can dig in and get more. People feel more comfortable, the conversation blossoms and open up more so that you can ask the important questions and get them to pre-qualify like you were talking about the four pillars.
Success comes down to energy, attitude, character, and the positive energy you have for your business. Don’t let things get you down.
I’ve worked with Jason for so long. All of his callers are trained on TTP and 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, close that, shorten their timeline, and get the deal. I think that’s important. When people are coming to you, how many addresses do you tell them you need to skip-trace, ready to go, ready to be called if they’re hiring somebody, let’s say for twenty hours a week?
I recommend starting with at least a few thousand, ideally 5,000, if you can, and be ready to get more. When we get lower, 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. I keep on top of that. I also recommend trying a couple of different sources. I 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, and sometimes people pop up out of there. It’s all the timing game.
When you say certain different lists, what do you mean?
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 using premium lists or more specific lists.
All of the callers work from home. Is that right?
Do you know which list they like to call the best?
There are probably about five main ones. There are probates, divorce, any delinquencies, and municipalities type ones. There are a lot of options out there depending on which provider you work with.
What about Driving for Dollars?
I’ve heard of Driving for Dollars has been good for a lot of our clients. They liked that one. That’s a winner for sure.
It’s important to have fresh lists, fresh data for your callers. If they’re calling through a list 3, 4, 5 times where some people say, “Call them until you get ahold of them,” which I disagree with. I don’t think you should call list more than three times, because you know as well as I do, the contact rate goes way down.
Having a fresh list is key, but don’t lay off the leads when you get someone. For example, if someone is going through a divorce, it might take them several months up to nine months before they decide to move on with the property. Stay in contact with them or people that might be in a difficult financial situation. They may not be motivated now, but they might be in several months from now. Keep all of those lists. They’re highly valuable. Some leads take years to grow many businesses. Stay with them and then eventually, they will close.
Can you think of the biggest mistakes people make as they’re starting out with you?
The first one is the point you brought up earlier. I think everyone should do the cold calling themselves first. Do 1,000 calls, get to know it, and then you’ll appreciate what we do too. It’s not easy. It’s hard work, then you’ll have a lot of respect for 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 understanding how to handle your lead process and following up on them quickly. If one of our callers gets a lead, get on it quickly, reach out to them, make them feel important and close that deal. Having a good source of list is also very important. The biggest mistake is just not being prepared for the long-term. That’s why we are asking people to commit long-term.
It’s not something that you started in one month later and you’re rolling in dough. It takes time to groom those leads, nurture them and then have the deal come through on your end. Be prepared, be invested for at least a few months so you can see it through. The turnaround time is a few months. Once you get through those first few months and you’ve brought in your first deal or two, then they start accumulating, building up, then you get more deals, and then you start piling up on deals. That’s the great thing. That’s where you’re going to hang in there and keep on fighting.
I have a whole section in the TTP Program about how to run an effective weekly meeting with your phone prospectors because I think it’s critical to make them feel they’re part of the company, they’re important, what they do matters, and 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 girl was about to lose her house? 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 start for a while, and then they go into a different campaign. They’re used to going into different campaigns all the time. Not necessarily yours, because they know people usually stick with you for a long time, but in their past jobs. They’re always waiting for the ax to drop. If you’re communicating with them and you’re making them feel important, talk about that.
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. The agents are working with the clients and the wholesalers. They feel like they’re a part of their business and their team. Many of our clients speak with their agents daily, and that makes them feel 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 and when we hear when a client reaches out and says, “This is our second week, and your agent already brought us a lead resulted in a deal.” We love to hear that. It helps with the stick rate for the agents, just being empowered that way, working with a company that they know, a team may know, a family know, or whoever it may be as opposed to random agent X in a large center, this is part of a more of a family-style business.
We are all human. Sometimes, you have to shrug those rejections off, move forward, and keep on plugging away.
You were based out of Costa Rica for a long time. Now, you’re 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?” I was like, “No, they’re great. They do it every month.” It’s nice that you’re now based here and you’re getting a lot of talents. There are a lot of downsides to the pandemic, but one of the upsides is you have access to some incredible talent.
One of the things I’m very grateful for is to be able to provide jobs at home. People are working from home, being able to spend more time with their families, and not having to commute. We’re able to tap into some 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. We’re finding some great people. I’m enjoying that part. It’s an opportune time, higher unemployment rate. We’re contributing positively to that. That’s very nice as well.
Everybody out there, if you’re thinking about getting somebody in your office, down the street, or somebody that you can bring along, listen to what Jason is saying here. Have them do a DISC profile and make sure that they have the capacity to say a lot of words every single day. What are you looking for in that DISC profile, Jason? Are you looking for somebody that’s expressive, amiable or analytical?
I’m following your advice on that, and then we do cater to the client as well what you recommend in your program. We also do cater a bit to find some specific requests.
If they’re like, “I don’t want to hire somebody myself. I don’t want to train and manage them. I just want to get good quality leads coming in.” How do they get ahold of you? How do they find you?
Just go to CallMotivatedSellers.com, fill in your name, phone number, email address and where you heard about us. You’ll hear from somebody in our sales team. We’ll get you all set up and answer any questions you have. It’s a smooth launching process. I think everyone will enjoy it.
I’ve been using them for several years, and I have made a lot of deals from them. I wanted to bring them on, talk to you guys and give you some tips. You heard it from the guy that hires all the top talent. Make the calls yourself first, then hire when you’re ready to do that. At least, have the conversation with him at CallMotivatedSellers.com. Jason, thank you for being on here.
Thank you very much, Brent. Have an awesome day.
Everybody out there, if you were 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. Scroll down, check what it’s all about, read the reviews, and go through what the program is all about. If it feels good in your gut, sign up for a call. I look forward to working with you personally. I end every show as I always do, encouraging you to talk to people. Until next time. Stay up.
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!