Posted on: April 06, 2021

In today’s show, Brent will give you the actual, real-life results of somebody making a call to a stranger, asking them if they will consider an offer and getting a lead. Making the call is a TTP staff who does a good job of pulling out the four pillars of pre-qualifying in every single motivated seller: the condition of the property, timeline to sell, motivation, and price. He got those four pillars and got a solid lead.

In this episode, hear an actual cold call to one of the TTP’s prospects. Brent will breakdown the call and give his thoughts on how the staff did it while the recorded cold call is playing.

This episode is exciting, especially for those who have not tried doing cold calls yet or are not comfortable making one! Learn how to do cold calling. Listen and enjoy!

Key Takeaways

  • His tip to bring enthusiasm in every single call
  • Brent giving motivation that people will say yes to considering an offer on their property
  • His advise to go through the four pillars of pre-qualifying to get quality leads
  • On taking note about issue/s on the property
  • On transitioning the call to inform the seller to expect another call to close
  • Brent’s advice to have quality conversations with distressed property owners

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Episode Transcription

Brent Daniels:
Hey everybody, it is Brent Daniels, Mr TTP, Mr. Talk To People, and I love these cold call breakdowns because this gives you the actual real life results of somebody making a call to a complete stranger, asking them if they would consider an offer and getting an actual lead. This happens every single day in my business. Now, this is one of my personal phone prospectors, Darian, he lives in another country. He makes these calls, and he sends the leads in to my acquisition managers.
And what you’ll see is, he does a really good job of pulling out the four pillars of pre-qualifying every single motivated seller, and that is: the condition of the property, their timeline to sell that property, their motivation, and their price. And I’m telling you this, you get all four of those, you’ve got a solid lead. And then watch how he transfers that lead over to my acquisition manager, and the way that he does that so that the handoff is very smooth. Darian is new. He’s a little bit rough around the edges, so I’m going to critique him a little bit, but let’s hop on in. All right, let’s start this.

Darien:
[inaudible 00:02:05] I was looking for Richard.

Richard:
Yeah, this is he.

Darien:
Okay. This is Darian. Actually, I know this call is a little bit out of the blue.

Brent Daniels:
You know what’s great about this? He starts off like kind of hesitant, kind of slow. Wait till this seller says yes, he would consider an offer on the property. Watch Darian blossom.
Now here’s the first critique that I have for him. The first critique is you need to bring that energy and enthusiasm on every single call. And that gets difficult because you make hundreds and hundreds and hundreds of calls. It kind of feels monotonous. You get rejected all the time. Maybe this is like his third or fourth hour of the day of making calls.
But I think that is the time. If you’re feeling that way personally, when you’re making your call, stand up, move around and make your calls. All right? I don’t care if you’re pacing in front of your computer or doing something, you need to bring the energy level up, because watch what happens when he opens up with his energy, how the seller also kind of opens. He’s really difficult. You almost feel going into this, that this guy’s not going to give us much information. And in our minds, we’re kind of going, Oh wait, this is going to be another person that’s not going to tell me anything. They’re not going to give me any information. They’re just trying to see how much I would offer them. But watch, watch how this happens.

Darien:
I was just calling about a property I think you have.

Richard:
Okay.

Brent Daniels:
What he did there, a little nuance there. He made sure that he just said the address, not the full blown address. He wanted to be quick, because you’ve got a little bit of time to get more time with the property owner. Now, this particular property owner was a tired landlord, is a tired landlord, I guess was a tired landlord because we got the property and he has several properties on the street.

Darien:
I was just going to see if maybe you would consider offers on it?

Richard:
Which address are you talking about?

Darien:
It’s [inaudible 00:04:00].

Richard:
Yes I might be accepting an offer.

Darien:
Okay. Yes, I’d be happy to get you them. Have you gotten a lot of inquiries about it before?

Brent Daniels:
Did you hear that? I might’ve talked over that. But he said, yes, I would consider an offer. I got to go back real quick here. Let’s go back. Replay that real quick right here.

Richard:
Yes I might be accepting an offer.

Brent Daniels:
“Yes I might be accepting an offer.” What? Out of all of these calls, after people telling you no and telling you, how much will you give me? Or who are you or all these other things he says, yes, listen to me, put this in your brain; people say yes. People will say yes to considering an offer on their property. It’s just a matter of getting to the right person. It’s enough swings at the plate. Don’t get frustrated. It will happen for you. Even Darian who’s a newer caller; he doesn’t have all the perfect, honed skills. He’s not like a samurai out there just knowing exactly what to say and how to say it and working in his tone. But watch how it unfolds. I’m telling you, you can’t screw up a motivated seller. Just stick to the plan. Condition, timeline, motivation, price. Watch this.

Darien:
Okay. Yes I’d be happy to get you them. Have you gotten a lot of inquiries before?

Richard:
No, I just started putting it up for sale.

Darien:
Okay. Is it on the market now? I didn’t-

Brent Daniels:
See his voice? “Okay.” He’s checking to see if it’s already on the market, seeing if he’s got other offers; this is really great, especially in competitive markets. You need to figure out if they’ve been bombarded with other offers.

Darien:
I didn’t even realize.

Richard:
Not yet.

Darien:
Okay. If you’d like to get an offer [inaudible 00:05:46] we’d be happy to take care of the quoting fees. Do you want us to have any realtor situations?

Brent Daniels:
Benefit, benefit, benefit, benefit. This guy’s long pausing, this guy’s buffering for a long period of time. It’s kind of awkward, right? You’re kind of like, “Hmm. Am I losing him? Is he getting mad? Is he okay? Is he coming back to me? You know, what’s going on here?” It feels a little awkward, but he stays in the saddle.

Darien:
You’re putting this on the market. Was this a rental property for you? What’s the story with the property?

Richard:
It was a rental.

Darien:
All right. Have you put any thought into the price you were going to put it on the market for?

Richard:
As is, I’m trying to get somebody to buy it but-

Brent Daniels:
Is that he most beautiful thing you’ve ever heard, “As is, I’m trying to get somebody to buy it.” This is in Phoenix. This is in one of the hottest markets in the country. This guy is, “I’m trying to find somebody to buy it as is.” Are you kidding me? These are all the signals. This gets me so excited listening to this recording because I know where this is going. And he’s kind of awkward. He’s not really showing. He’s given him one word answers, but he keeps going.

Richard:
The offer we’ve got right now is 127,000.

Darien:
Okay. So you currently have an offer right now for 127,000?

Richard:
Yes. But they’re trying to see if they can get the money. I don’t know if they can or not.

Brent Daniels:
They’ve got an offer. So what did he already get? What did he already get? He’s already working on the price. You already asked him, “If you were to put it on the market, what price were you thinking about?” And then he hits him back with, “I’ve already got an offer for 127.” What does that mean? Does that mean that you would consider that? Would you take that? Are you looking for more? If we beat that offer, would you consider working with us instead? These are the questions that I want him to ask. He kind of gets there.

Darien:
Okay. I’d be happy to talk to my partners about this and see if we can make it work out for you. We’ll buy it cash, meaning we don’t have to get a loan. We have the money ready.

Brent Daniels:
Do you see why he did that? He’s talking about buying it cash because the other guy that he was talking to, the other buyer that he’s negotiating with, he just mentioned, “I don’t know if they can get the funds” and he’s saying, “Hey, listen, we’re ready with the funds right now.” Benefit, benefit, benefit, benefit.

Darien:
Do you have an idea of how long or how short or soon you’d be looking to close if you were to get an offer that works for you?

Richard:
The next month or two.

Brent Daniels:
Timeline; he’s got the timeline. He’s got a good idea on price, who’s going to go hard after commission. And not only that, he’s going to ask him point blank, “What is your motivation for selling this property?” Which I think is kind of like a newer person question. I think that you can pull it out and understand if you get the condition and their timeline and their price, their motivation, but he pulls it out anyway because he’s like, okay, this guy’s not giving me much. I need to push over the edge. I need to see if this is a really, really great hot lead.

Darien:
You mentioned you were selling it as is currently. Does this house need any kind of repairs? Or does it need updating do you think?

Richard:
It needs some painting. And it depends on what you mean by update; there’s certain people that want other things than what’s there.

Brent Daniels:
Listen the guy selling it as is, but he is going…He knows that he wants to sell it as is, but why? And then he says, “Well, what kind of updating needs to be done? What’s happening there?” And now he’s going to hit him with a great question; “What remodeling have you done to your kitchen and bathrooms?”

Darien:
Okay. Have you done any updates to it? Like the kitchen or bathroom, or the floors.

Richard:
Since I’ve had it? Yes, I’ve done a whole bunch of different stuff to it; it’s got copper pipe, instead of galvanized pipe, it’s got [inaudible 00:09:59] to the wire that was in it.

Brent Daniels:
He’s talking about the functionality of the property, not the attractiveness or the updating of the property. This is so classic. He’s like, “Yes, I’ve done a ton of updates. I put in copper piping instead of plastic. And I’d put in better wiring, copper wiring instead of the old stuff.” It’s great. And this is, in a lot of people that own these properties, that’s a big upgrade.

Richard:
It’s got plastics through the pipe [inaudible 00:10:16]. I’ve done a bunch of stuff to it over the years.

Darien:
Sweet. Do you know when the last time the AC in the roof was replaced?

Richard:
Refrigeration is, I think, a couple of years old.

Darien:
Okay.

Brent Daniels:
He’s asking for the air conditioner and the roof; he’s just getting all of this out of the way. Could you imagine if somebody was calling for you? So we get our callers from call motivated sellers.com. That’s who we get our phone prospectors from, used them for years and years and years, made a fortune from them. They’ve done a really, really good job of understanding how to hire the right personalities, to go out there and make calls. If you are interested in that call motivated sellers.com, use that TTP. You get moved to the front of the line because they know that you’re serious.

Darien:
Do you know the last time the roof was replaced?

Richard:
When did we hae that big hail storm in Phoenix?

Brent Daniels:
This is something I need to educate Darian on. In 2010, we had a terrible hail storm that destroyed half the roofs in Phoenix. And he doesn’t really know. So there’s this weird gap here.

Darien:
[inaudible 00:11:27] How many bedrooms is that?

Richard:
Its a two bedroom.

Darien:
Two bedroom, one bath?

Richard:
Yes. And it has a laundry room, it has a kitchen area and a living room.

Darien:
[inaudible 00:11:43]

Brent Daniels:
He’s writing the notes, he’s pausing a little bit. I don’t like it being silent.

Darien:
What was your motivation to sell at this point? You’ve rented out before. Did you try to get out of the rental business?

Richard:
No I had some surgery done and I need some money..

Brent Daniels:
How about that? He just straight asked him, “Why are you selling this?” Fantastic, because the guys not very vocal, he’s giving little short answers, his tone is really, really here, which is fine, especially if this guy’s going through something medically. So I totally understand. And he literally is telling him, “I had surgery. I need some money.” And see how he’s confirming and improving? See how he’s saying stuff like, ‘sweet’, ‘yes’, ‘okay.’ That is so critical. That’s the difference between pros and people that are just trying to get the lowest hanging fruit is, don’t sound like a robot. It is not an interrogation. It is a conversation. You need to actively listen, ‘uh-huh, yeah, sure.’

Darien:
All right. Do you happen to have any other properties that you might consider offers on?

Richard:
Not right now.

Brent Daniels:
This dude’s gangster; he’s going for more. Not only does he have this hot lead, he’s going to hit him with the best question to ask if people say no, they wouldn’t consider an offer on their property, which is, “Do you have any other offer, any other properties that you would consider selling?” Maybe something that needs a little bit of love.

Darien:
Okay. [crosstalk 00:13:11].

Richard:
It also gets flood irrigation.

Darien:
Nice. Good to know.

Richard:
It has stucco on the outside. It’s got two inches of insulation on the outside, on the stucco. It’s got double pane windows.

Darien:
Nice.

Brent Daniels:
It was a little delayed, but I would like that to be a little bit quicker, “Nice.”

Darien:
Okay. Anything else? Keep them coming.

Richard:
I can’t think of anything right now.

Brent Daniels:
He says, “Keep them coming.” Right now over the next minute, he’s going to transition. He’s going to tell him that Chad is going to reach out to him. He’s going to set a time between 10 and noon. It’s really good.

Richard:
[inaudible 00:14:04] few years or so ago.

Darien:
Okay. You mentioned earlier that it depends on the person, what they’re looking for in remodels and updates. Do you have anything in mind, off the top of your head that it might need cosmetically, if someone were to come in and redo it?

Brent Daniels:
Darian is actually pretty savvy here. What I first thought was, he’s not really getting too deep here, but I think he really is. I think what he’s saying is, “I understand that you’re telling me the functionality of the property, but tell me a little bit about the soul of the property, the feel of the property, the energy, the vibe. What would you fix in there? What would you do in there?” One, it gives a list of things that would need to be improved on in the property so it builds up in the sellers mind that to get a as is purchase on this property, they need to accept that things need to be done to it. So he’s doing that. But also he’s trying to dig a little bit deeper to see if this guy will open up and admit that the property needs a lot.

Richard:
I have no idea, that’s why I say I don’t know what other people would want, if they’re wanting to change [inaudible 00:15:21]-

Darien:
Okay.

Richard:
-fiberglass-

Brent Daniels:
Still resisting. No problem. Don’t screw up this lead. Pull back. If he’s shutting you down again, pull back again. Okay. That’s fine.

Richard:
The [inaudible 00:15:32] hot water heater-

Brent Daniels:
Functionality-

Richard:
[inaudible 00:15:36] I forget what type of countertop that is. It’s like a veneer, I can’t remember what they call it now.

Darien:
Okay. In the bathroom you’re talking about?

Richard:
In the kitchen.

Darien:
[inaudible 00:16:03].

Richard:
In the bathroom is got one of those little, I don’t know what they all that; artificial stone-like stuff, whatever it is.

Darien:
Okay.

Brent Daniels:
Seal it. Set up the next call, right now Darian. Set up the next call.

Darien:
I will go ahead and talk with my partner Chad about this. I’ll have him give you a call tomorrow if that works for you? In the morning or afternoon, what works best for you?

Richard:
Any time.

Brent Daniels:
See how he gave him two options? Not, what time works best for you tomorrow? Morning or afternoon? And he’s like, “Any time.” So he’s like, “Okay, the morning.”

Darien:
Okay. I’ll shoot for around this time [crosstalk 00:16:33] anytime between 10 and 12. I don’t have his schedule right in front of me so I’ll give him that little two hour gap if that works for you?

Richard:
All right.

Darien:
OKay. Thanks so much Richard. We’ll be in contact. I’ll have Chad reach out to you tomorrow about the place.

Richard:
All right. Bye bye.

Brent Daniels:
Wasn’t that incredible. These calls happen every single day in every market around the country. I wanted to share this with you and break this down because I want to give you encouragement. I want you to feel strong and powerful when you’re on the phones, even when people are pulling you down and tearing you down and they’re negative and they’re short and they’re tone’s snippy, and it’s kind of wearing on you and riding on you. Listen, this one was $16,000 from that call. That’s a small deal for us. Cause we had to outbid the other guy; that guy was bidding it up and we ended up being $2,000 under what the other guy was willing to offer, but we went to the house and we locked up that deal and got in front of them and got it signed.
In this market, you definitely want to get face to face, knee to knee, belly to belly with those property owners, if possible, because that’s going to be the difference maker. But the truth is one call; $16,000. This is real life. I want to show you that, I want you to taste, I want you to feel it. I want you to be inspired by it and encouraged by it and go out there and have quality conversations with distressed property owners. Because that’s what it’s all about.
You have the quality, that quality part is those four pillars; condition, timeline, motivation, price. That quality part is your tone of voice. That quality park is your active listening. That quality part is the words that you are saying in the questions that you are answering. Go out there, have quality conversations. I know you got this, you know you got this. And if you are interested in joining the most proactive group in real estate investing ,it is the TTP family. Go to wholesaling Inc.com forward slash TTP, that’s wholesaling Inc com forward slash TTP. Scroll down, check out the testimonials. You’re going to have to scroll for a long time because nobody has more. We have the absolute best people in the program, but I’d love to work with you one-on-one; that’s what it’s all about. It’s about the mentorship. Check that out. If it feels good in your gut, sign up for a call till next time. Love you. See you.

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