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Posted on: August 26, 2021
WI 762 | Cold Caller

 

Cold calling potential prospects can be tough. You can get yelled at or cussed out, you might annoy someone, and you can get rejected multiple times. It can be very intimidating, but your income depends solely upon how many cold calling prospects you can convert into deals.

In this episode, Luke Rotvold—America’s greatest cold caller—will talk about how he got a $10-million portfolio of properties. He has done $7-million worth of deals, 75% of which he got from cold calling and the remaining 25% from messaging. He will also share his path to progress and how repetition helped him get over his own fear of cold calling. If you have a fear of cold calling, then this episode is for you!

Americas Greatest Cold Caller – Lessons Learned from Closing $7 Million in Wholesaling Deals

I am here with Luke Rotvold. Luke, it has been over the last few years we’ve worked together and worked around each other. He has been on the podcast a few different times because I call him America’s greatest phone prospect or greatest cold caller for real estate deals. To prove that, he’s got a $10 million portfolio of properties. He’s done about $7 million worth of deals and 75% of those deals have come from picking up the phone and being proactive, the other 25% with the SMS text message.

SMS and a little bit of direct mail over the years. The majority of that is cold calling.

By the way, he’s a multi-millionaire and he started only a few years ago. To recap, what were you doing before real estate?

I started with bartending and serving. That was right when I got out of high school. After that, I was selling stuff on eBay and then also on Craigslist flipping stuff. It could have been anything, car or shoes. It’s anything that you can make a quick buck on. I found you and the rest is history.

Luke’s now-wife, at that time girlfriend, worked for us at Sage. She was incredible on the phones but it worked against her DNA. The rejection and the conversations didn’t make her happy to do it. She was successful.

She liked the traditional route.

She liked being a real estate agent, which works perfectly in your business because she lists all your flips that you’re doing. The core of this episode is wholesaling means finding discounted properties. We think of wholesaling as assigning the contract and getting an assignment fee. That’s just signing a contract. Wholesaling truly is the art of sourcing discounted properties. Wholesaling is the foundation of a healthy real estate investing business because once you start to find discounted properties then you can start doing other things like fix and flip, buy and hold, development, being the bank and Airbnb.

Over the last few years, it has been an absolute pleasure watching you go into each and every one of these things. I wanted to bring you onto the show again to inspire people to be proactive in their business because it works but also to show that there is a path. We talked about the opening every time. The path to financial freedom is finding discounted properties.

Wholesaling is where it starts. When you first get started, you have to start building up your bank account. You have to start building up those funds to be able to do those other things. You’re not going to get involved, get started in wholesaling and then immediately be able to start buying Airbnbs and start developing and stuff like that. You got to start building it up. That was the route that it went.

The first couple of years, we weren’t buying any properties. We were keeping them. We’re buying properties but we were selling every single one of them wholesale and then slowly but surely, you start getting into flipping. You then start getting into keeping a property. You have enough money where you’re like, “I like this property. I want to keep this one.” From that point, it’s a snowball effect. If you’re doing a decent number of deals, it can move quickly. That’s what’s happening with us.

How do you do a decent number of deals? How did you build it up? It was just you. You were working with us. You were making calls. We were splitting the deals and then you started your own business. You brought in your partner Jake and then you started expanding your business. It wasn’t a huge office. It wasn’t like you had 40, 50 people.

No. We used to have a small team too.

You’re going to do how much this year in 2021?

We’re in the first two weeks of July 2021. We ended the second quarter. We do projections a little bit because we have many flips going. We don’t know exactly how much they’re going to bring in but we got a pretty damn good idea. The number that we put on the board is the conservative number. We never want to get our team excited and be like, “There’s a good chance we’re going to make $100,000 on this.” Even though we might think that there’s a chance we might, we’ll put on there, “This is probably going to be $60,000,” or something like that. That’s where it starts is that we’ll be at that point.

What are 2021’s projections for income, not equity or not buying properties?

For the first six months, we’re projected to be at about $1.2 million. Realistically, we should have a $2 million year.

With how many people?

Jake, myself and then two acquisition managers.

Four people on your team?

Exactly. We have VAs. We have virtual cold calls and stuff like that. We don’t have a lot. We’ve got three of them.

The more you practice, the better you’re going to get and perfect your craft.

It’s important to look at what is the blueprint of a successful business that’s doing $2 million squeezing as much out of everybody’s potential. You’ve got three phone prospectors?

Three out of the country and then we have two acquisition managers.

Are your acquisition managers doing cold calls or lead follow-up?

Lead follow-up.

What about you?

I do cold calls.

How often?

When I got started, it was 5, 6 days a week and I was going five hours. As it gets rolling and your business starts moving along, I don’t have time to do that anymore, unfortunately. I love it. It’s a blast. Now, it’s probably about three times a week for about three hours, which is not bad. I probably do 9 to 10 hours a week. The reason why it’s tough to do a lot more is that the rest of the time, we’re going on appointments and we do a lot of stuff up in northern Arizona. We will do stuff in another area and we still go on our appointments.

What we’ve seen is that when Jake and I go on our appointments, we close 50% of the appointments we go on. If we book two appointments a week up in Prescott, we’re going to go on both and we’re going to get one of them. That’s our numbers. Our number is we get 1 out of every 2. If we start taking that out and having other people go on the appointments, I’m not saying that they wouldn’t do as well. We’re not in the position where we want to lose 50%. We want to get that deal every single time.

That means you’re working in your business, not on your business. I do understand it on some level. I don’t want to work in the business. I want to work on the business. People jump that way too fast.

The other big reason why I still do cold calls is it keeps you sharp. It’s one of those things where when we have our acquisition managers say, “This happened,” or if someone’s got questions, I like being able to know what’s going on. I like being able to be like, “I know this has been happening. I’ve been hearing it too. This is what you need to say. This is what you need to do.”

Sometimes, you’ll see that happen where when people get out of the business out of what got them to the point that they’re at, they start falling behind the trends. They’re like, “I don’t know what’s going on anymore.” They’re not actively working in the business. Even if you’re not in the business full-time, you just need to at least have a foot in the door of like, “This is still what’s going on.” It keeps a good gauge on it.

By the way, nine hours to you, you’re like, “I used to do that every day.” Now you’re doing it for a week but most people have never called for nine hours ever. How did you get over the fear of the phone?

One is repetition. It’s scary when you first get started. You’re going to get yelled at. You’re going to fumble your words. You’re not going to know what you’re saying but you’re going to get better. It’s like anything, the more that you practice it, the better you’re going to get. You’re going to be able to perfect your craft. That’s where I truly feel like I’ve gotten to the point now where anything that pops up, I know exactly what I want to say to that person. I have an answer for it that’s going to de-escalate the conversation and that’s going to keep it to where they’re not going to look my company up and try to sue me and stuff like that.

There are these little things that are huge details on a day-to-day basis that can keep you to where you want to stay on the phone. A lot of times, you’ll have a bad call and you’re like, “Screw this, I’m done. I do not want to get yelled at anymore.” If you can control the conversation every single time to know, like, “You’re not going to get yelled at if you can keep the conversation at this point right here.” It’s a lot of that.

How many people do you think that you have talked to about real estate and ask them if they would consider an offer?

I don’t even know if I could begin. We could do the numbers quickly. It’s only been 2020 that I’ve taken a step back. If you’re talking 50 contacts a day, 250 a week, 250 times 50 is 50,000. That’s one year. Over seven years, that’s 350,000 people.

Does anything surprise you anymore?

Nothing.

Luke and I have made calls together. I have seen the videos that he does on his YouTube channel. That is fantastic. Check out The Viking Boys on YouTube. It shows Luke making the calls while he’s playing video games.

WI 762 | Cold Caller

Cold Caller: Wholesaling is the art of sourcing discounted properties. It is the foundation of a healthy real estate investing business.

 

That’s the other thing that kept me on the dollar for all those years when you first get started, Madden. I love it.

You’re playing video games but you’re still in the zone every time you press go because you’ve talked to 350,000 people. The 350,000 people have equated to $10 million worth of portfolio, $7 million worth of income over seven years from giving the list and getting a name, address and phone number, calling them up and asking somebody if they would consider an offer on their property. Do you feel like you generally were good at it and it was easy for you? Was it something that you had to work on? Talk to people that are like, “This guy’s talked to 350,000 people. I have a problem picking up the phone and talk to three people. He must be different than me.”

It’s one of those things where once you start seeing the fruits of your labor, it becomes a lot easier. You pop a $40,000 deal from a quick call and you’re like, “I like this.” When you see the fruits of your labor, the juicy peach there, if you pop a deal like that, it gets easier. It then makes you realize, “I’m not doing this for nothing. It’s working. It’s making sense.” It’s the first rental property that you buy, the first Airbnb that you do, the first time that you’re like, “I can afford to do multifamily. I can do a four-unit. I can do a triplex.” That’s when it gets fun. I love cold calling and I love wholesaling. I love everything that we did. I’m having the most fun I’ve ever had now.

I was talking with Sage, my wife. We bought a property in downtown Prescott. It’s a dream home. It’s something that I would have always loved to have bought over the past few years but it was always like “No, I can’t do that. It’s not going to be possible.” Now, it came up and it was like, “We can buy this and it’s right on the square. It’s insane.”

When you have those goals of what you thought was possible and then it starts becoming reality, we’re like, “We’re buying those properties that we always said that we would love to buy. This is where it gets fun.” I love the design aspect of these properties. They’re Airbnbs and stuff. We’re having fun doing these things exactly how we want and making money on them. Jake and I bought two Airbnbs Downtown Gilbert. The last purchase was number eight for Airbnbs.

I want to talk about the 350,000 conversations that he’s had over these last few years. This is real life. This is what he’s done. Luke knows and it’s something that I talk about a lot on this show and on my YouTube channel, the Brent Daniels YouTube channel. Once you get into that rhythm, once you have enough conversations, I call it the 1,000 contact rule.

Once you talk to 1,000 people about real estate, you can talk to anybody about anything. It opens up your skills of communication. When you talk to that many people, you realize when you ask them if they would consider an offer on their property, there are only six responses. One being yes, they do want to sell. Two being no, they never want to sell. Three being maybe in the future. Four, they’re going to respond, “How much will you give me?” Five, they’ll say, “Who are you?” Number six is, “How did you get this number?” That’s it.

That’s all they all break down to. Most of them are just no. Out of the 350,000 calls. I will gladly say maybe 250,000 of them are just, “No, thanks.” Click.

What do you do?

You call the next person. It’s pretty simple.

You’re using a dialer to make your call.

I’ve had a lot of people reach out and say, “I’m on the single line. Do I need to go to triple?” The answer is always a yes. It should be, “As soon as you possibly can.” This shouldn’t even be, “As soon as you can,” it should be like, “Give yourself a week on the single line and then jump into the triple,” because you’re calling three times as many people. If you’re complaining about how many contacts you’re getting in an hour and you’re doing a single-line dialer, there’s your answer right there.

By the way, people should know and this is important. You’ve been doing it for seven years but it’s 6.5 because it took you 4.5 months to close your first deal.

It’s a grind. When you first get started, it’s tough because you can see the light. You can hear about what’s going on and everything. You’re learning your script. You’re learning what to say in certain circumstances and stuff like that. Once you get rolling on it, it all becomes easier. In that first 4.5 months, there were many times where I was like, “Maybe this isn’t for me.”

You had doubts?

Of course. When you’re going 4.5 months in then it’s like, “This is tough.” Once you pop that first one, they start flowing in after.

We talked about the three P’s and the three D’s. These are the things that would hold you back. The three Ds is doubt, distraction and disappointment. You’re doing the work and it doesn’t feel like momentum is picking up. You got to imagine you’re like a train going down the tracks and it’s inching along. You’re not going 100 miles an hour but you got to start by building up that momentum. That momentum starts by building up your pipeline of opportunities.

Your pipeline of opportunities gets built up in 1 of 3 ways. One, you do a lot of marketing. You do internet marketing, direct mail and bandit signs. Two, you wait around for these deals by getting referrals. People understand that you’re looking for distressed properties. They’re interested in what you’re doing but that takes time and you got to build a reputation.

The third way to start building up that pipeline of opportunities, the one that I want and Luke and I love is being proactive. It is going out there every single day. You can be proactive typically in 1 of 2 ways either door-knocking or picking up the phone and talking to people, picking up the phone and phone prospecting.

That’s what Luke has done to generate the $17 million over the last few years. You’re a multimillionaire at 31 years old. At 24, a young man, you were running the gamut and you were looking for different things. I remember you were in multi-level marketing. You were selling shoes, flipping cars and doing all these things. You found real estate. It was the outlet that you were looking for because it’s the same principles as those things whether you’re flipping a pair of shoes.

You can open up so many tools out of your box, but it starts with being proactive, keeping the money you make, and doing the hard work.

What about a little bit higher commission?

What about higher prices? That’s all it is. It’s higher prices. That’s what’s so exciting because you’re putting the same amount of effort in but you’re just dealing with something that is more valuable.

I have people reach out to me that is in sales and I’ll explain that exact same thing like, “If you’re good at sales, why are you not doing the thing that is the most expensive?” You can sell whatever it is. It could be pest control or anything. You’re talking about a sale. I don’t know what the numbers are. I have no idea. I’ve got some friends that are and they can probably tell me. Say you make $250 a door when you sign someone up for pest and you’re going to do more of them but still, you do a house and you get a commission on a house. The average house in Arizona is $350,000. Say you’re making a $20,000 assignment fee on that. It takes quite a few of these other deals to unlock one of them.

That’s what people don’t realize for the properties that you own and the deals that you’ve done. It’s not like you’ve had to do 10,000 deals because you make a good amount. The interesting thing about making more per deal is and what most wholesalers will find out as you evolve in your business, first you start out, you’re just finding deals and you’re then signing deals.

You’re selling them quick because you just don’t want to cancel and you’re selling them for less than you probably should have.

You’re selling them to the same people over and over and then you start developing. You go, “This is great. I’m making $8,000 and I’m making $12,000 but I’d love to make $20,000, $25,000, $30,000.” All of a sudden, you build your cash buyer database. Now, you’re selling these deals for more. Now, you’re getting that $25,000, $30,000. Now, you’re building your bank account to where it’s healthy, happy and heavy. All of a sudden, the opportunity starts opening up to be able to do some flips.

When you get your first two deals and say you got $100,000 on your belt, don’t go buy a supercar. The urge is there but do not do it. If you’re in this for the long haul, it’s not the smart move to make.

What’s the smart move?

The smart move, in my opinion, is buying rental properties or putting that money back into your business. If you’re doing three deals a month, to be able to do six deals a month or even an extra deal. If you’re putting that extra money back in your business and it allows you to do 1 or 2 extra deals, that’s the route to go, in my opinion.

The interesting thing about watching your business blossom, you start buying rentals and wholesaling. First, it was wholesale and then rentals.

It then started going wholesale and then super cheap. It was our own deals and I was paying, at the time, you and Dustin out. I was staying as cheap as possible. I bought three condos for $50,000 each then paid you guys each out on them. We’ve been 1031-ing. If you don’t know about 1031s, you need to know about that. We’ve been doing 1031s and turned those into four Airbnbs and a new-build 30-unit complex.

You’re building 30 apartments in Prescott, Arizona. Now, you get into development. You did some development. You built a duplex, which is exciting. You have to see this on the YouTube channel because we’re going to put a lot of graphics in this conversation. The graphic that you would see is the foundation of your real estate business, it is wholesaling. It’s finding discounted properties and then the little houses like monopoly houses or all the other different things that you can do once you have the income, reputation, knowledge, experience and expertise in what you’re doing. All of a sudden, not only will people be interested in what you’re doing but they’ll give you money.

That’s the route that we went as well. When people start seeing that you know what you’re doing, “They did twenty flips and every one of them went well. Maybe not perfect but they went well.” When they start seeing that you start buying Airbnb and you start buying rental properties, people are drawn to that. They get excited about that. When they do, you’ll have people that will say, “I want to partner with you.”

There are so many more people out there than you would ever expect to have a lot of money that’s just sitting there. You would never believe it. The number of people that will reach out once you show and can prove that you know what you’re doing is madness. It’s wild. A lot of times, we have other people who will fund our deals because we’re getting the deals. They want a small portion of it. It makes sense for us because they’re not going to come in our pocket or anything to do them now.

Do you find that you have built more opportunities because you’re posting on Instagram and you built that YouTube channel?

Not even a question.

It feels awkward. I remember the first time getting into coaching, they’re like, “You have to do these Facebook Lives twice a week,” and I was like, “I have no idea. I’ve never done anything like this.” I was so nervous and anxious. I was preparing everything crazy and then you start getting into a rhythm. All of a sudden, you start getting louder and louder.

This is for everybody out there. I don’t care if you’re just starting out. Document your day. Document what you’re doing. Document you driving for dollars. Document you calling. Document you’re walking through a house that’s in a rough shape. Let everybody know that you are a real estate investor because one of the best marketing channels that you’re going to put together in your career is your network of people that refer you opportunities and/or bring you funds to do a project.

People will come out of the woodworks to work with you. A perfect example is we had a property that we put under contract in Prescott. I’ll give you the backstory. It was an old couple. Jake and I went on the appointment. They were old so I’d been keeping up with them, following up with them maybe every 1.5 or 2 two months or so. I stopped hearing from them. Four months went by and I’m like, “I don’t know what’s going on.”

You’re calling but they’re not answering. People would call that ghosting.

WI 762 | Cold Caller

Cold Caller: If you’re complaining about how many contacts you’re getting in an hour and you’re doing a single-line dialer, that’s the sign you need to go triple.

 

I thought it was ghosting but I still kept calling him. Four months later, I called and someone answered but it wasn’t him because it was always the guy that answered the phone. It’s a different guy. He’s like, “Hello.” I was like, “This is Luke. Is so and so there?” He’s like, “No. Unfortunately, he and his wife both passed and they passed within about two weeks of each other.” He was the brother of the guy. He said, “We’re selling the house.” I was like, “I know. I was speaking with so and so about it. We were going to buy it.” He’s like, “Come take a look at it. We’ll see because we don’t want to work with realtors. We live out of state. We want this to be a quick process.” We scheduled a time, put it under contract and bought it for $330,000.

What’s the condition of this property?

It’s awful. It smells like smoke. You move the furniture and there’s tar on the wall. Both are smokers. It’s absolutely disgusting. It was bad. They did not take good care of the house. We’re almost finished with the renovation. We put $95,000 into it. We’re all into it about $425,000, right around there. With hard money and everything else, we’ll be into it about maybe $450,000, $460,000 somewhere there.

I was posting videos of walking through it because it’s a beautiful property for the renovations that we’ve been doing and everything. Someone reaches out and they say, “I’ve got a friend who has been looking for a property like this. What are you going to be looking at selling the property for?” We made this place gorgeous. It’s sick. We’re like, “We were going to list it for $700,000.” She’s like, “Sounds good. I’ll talk to the buyer and I’ll let you know.” She comes in and says, “I want it. Done deal. I’ll pay cash.” We’re walking it with her for about $450,000, $460,000 and $700,000. No realtors, no anything, cash. She’s going to give us a final sign off but she’s already said, “This is exactly what I’ve been looking for. This is exactly what I want.”

What do you think you’ll net?

We’ll probably net around $230,000 or so on a flip. It’d be a good run.

Did you cold-call this couple? How long was that follow-up?

Yeah, 1.5 years. The original numbers we were talking about were $250,000. Over time, the market went up and the brother’s like, “These things are going for more.” There wasn’t a whole lot of comps that show $700,000 was going to be realistic. With how the market has been going and everything for what it is, it’s a totally fair number, which is awesome. It started from a cold call. It was about 1.5 years of follow-up and then four months of not hearing from a period then finally, the brother answered. I got lucky that they were cleaning the house out when I called because they were only there for ten days. I would have had no way to get ahold of him.

If you would have given up on it. If you’ve been like, “I haven’t heard from you in four months.” This is something you and I do. I remember doing it with my own liens. You have an instinct but this is going to be a good deal and you hold on to that forever and ever. That comes with experience but once you talk to enough people, you realize, “Are these people blowing me off? Are these people legit? Are they letting me know the condition of the property?” If I know the condition of the property is rough and I’m building a decent relationship with the property owner, I will follow-up with that lead for the end of my days. The fact is that lead follow-up takes 30 seconds. Eighty percent is mostly a voicemail or text message.

It’s a quick check-in. You’re checking in with them. Honestly, that phone call is so quick.

What do you say?

I’ve got one guy I’ve been speaking with for many years now, James Albert. He’s wonderful. He swears on it up and down when he sells his house, it is going to be me. “You’re the only person I’m calling. I promise you no one will touch his house but you.” I guarantee it’s going to happen. I followed up with them.

What do you say? A lot of people don’t know what to say when they’re doing lead follow up and that prevents them from doing lead follow-up.

My conversation with him is a little bit different because we know each other.

Let’s say it’s your first time following up.

For the first time, I’ll say, “This is Luke. We spoke on the phone about a month ago or two weeks ago,” whenever it was. “We spoke about your property on Main Street. I wanted to give you a quick call back. I wanted to see if you got a chance to think about it anymore if you’re still interested in selling that property.” You have a nice tone in your voice, friendly and everything. They go, “Luke, how are you doing? I have been thinking about it. Still probably not quite there yet.” That’s the average response, “I’ll talk to my husband. We’re probably about another three months out.”

Honestly, even if people say, “We might put this on the backburner for maybe a year or so,” I will gladly still keep that piece of paper and say, “I’ll call in six months.” They’re not going to care. If they said a year and you call me in six months, they don’t care at all. That’s the lead follow-up. The amount of my lead follow-up that I’ve been speaking with for over many years is pretty crazy. I’ve got hundreds of people that I’ve been talking to for years now. Every time I call they’re like, “Luke, how are you doing?” It’s great. You’re the person that they’re going to think of.

You’ll at least get a shot, a likelihood that you’re going to get the deal because, at this point, you don’t have to get it at a wholesale price. You might get it at a rental price. You might get it a fix and flip or an Airbnb price.

If they’re in a suburban area, they’re going for an Airbnb. What is unique about Airbnb is that you can spend more on those properties. The ones that we bought weren’t at a wholesale price. There’s not even a question but with what Airbnbs can bring in, you got to keep in mind, one, our average Airbnb brings in $6,000 a month. If you’re buying these properties, even for let’s say $300,000 and you’re putting $50,000 into them or $350,000 or whatever, your payment can end up being somewhere in the ballpark of maybe $1,800 or $2,000. By the time you have your expenses, say that’s another $1,000, you’re making $3,000 a month per Airbnb.

Almost everybody that I talked to that gets going or has a dream of passive income tells me, “That’s what I want, $80,000 a month.” They want to make $1 million passively from the rentals. How much could you make a month in that?

WI 762 | Cold Caller

Cold Caller: You won’t believe how many people have a lot of money that’s just sitting there. They will suddenly reach out once you can prove that what you’re doing is madness.

 

Our average is about $3,000 a month netting after utility.

After 30 Airbnbs, you’re at $90,000.

That’s picking up three a year for ten years.

You’re making $1 million passively, let alone the other stuff. There’s a hierarchy. Luke’s come on here and has provided a ton of value over the years. What I wanted to show here is when you have the opportunity to either wholesale, fix and flip, rental or Airbnb, you have the opportunity to customize your offer for the property owners that you’re going after. It’s in that hierarchy. The lowest price for the properties would be a wholesale price. Next would be a fix and flip price, after that would be your rental and then your Airbnb because of the economics of those deals.

If you’re just getting started, focus on building that big healthy, heavy, happy bank account and then you can do some amazing things but there is a path of progress here. The path of progress is you can do all of these other incredible things. You can open up so many tools out of your toolbox but it starts with being proactive, keeping the money that you make and doing the hard work.

Luke’s talked to 350,000 people to be at this point. He’s got some more people making calls that add to his horsepower. The fact is, if you’re calling and anybody else that you hire calls, you’re going to get three times more deals than anybody calling for you, probably ten times more deals because, one, you have the experience. Two, you benefit from all of it. If you call them and get the deal, all of a sudden, you have these different options, you’re going to sink into it more.

Once you know your numbers, that’s another big thing too, that we probably don’t talk about enough. You need to know your numbers in the market that you’re calling in. That benefits us like crazy for the markets that we’re in because we know them better than anyone else. It’s not even a question. We know from the initial phone call that I make, “This is the number they want. I know no matter what, if I buy that at that price, it will make sense as an Airbnb. It’ll make sense as a long-term rental. It’ll make sense as a fix and flip. If I can get it this much lower then I can go for whatever and that is just a bonus on top.”

That’s the thing too is that you get to that point where that is just a bonus on top because realistically when our business took a huge turn of doing some crazy numbers was when we started flipping nearly everything. The only way you can get to that point is by starting by wholesaling to build up that bank account. Once you do, our average deal size in 2021 is $52,000.

Is it mostly flips?

Yeah. You’re pumping $52,000 on every single deal. We do five deals a month.

For $1 million, that’s only twenty deals.

It’s making sure that you know those numbers and getting that process down of becoming our active wholesaler and then turning into an active flipper if that’s the route you want to go. Some people don’t want to deal with it because it is a lot. It is stressful, for sure. A lot of what’s taking me away from cold calling now is walking those properties and stuff like that.

We did a collaboration. Luke has put together this lead generation tracking booklet. This is the collaboration for my TTP students. You will be getting this as part of the coaching. Luke also has his own brand. Where can people find the show? It has your goals in there, how many people you’ve talked to and how many leads you’ve got on a daily basis.

This is something that we’d sat down on. This is huge. This is going to be amazing for you especially for starting out. When I first started out with Brent, this was something that I always had wished that I had. It is something that I truly feel holds you accountable for every single day. For those of you that are already cold calling now and you’re like, “I’m not getting the deals. I don’t know what’s going on,” you can look back and be like, “Let’s see here. I want to look at my weekly goal. My weekly goal was to hit 250 contacts. How many did I make?” You look back and you’re like, “I made seventeen.”

You’re not getting the numbers you’re looking for and you are not hitting your goals. What we’ve done here added 70 contacts for the tracker, seven hours per time tracker. You’re marking off every single hour that you go. You’re marking off every contact that you get. At the beginning of the day, you’re putting your goals in here. “How many contacts am I going to make? How many hours am I going to call? How many leads am I going to get? How many appointments am I going to book?”

There’s also another spot for other daily goals because I wanted to make sure that it was an everyday planner as well. This has been huge because if you’re not hitting the numbers that you wanted to hit, you can see why you’re not hitting them. For your weekly goal, the other thing that’s nice that we put in here is we did a quote of the week so something that’s going to get you going for the week.

We have a goal for the calls for how many wholesales you did. The number of wholesalers that you currently have for the year and then the goal for the quarter. The total amount of wholesalers that you wanted to do and also the total amount that you’re at. This is huge. I fill this thing out every single week because it keeps me on track. At the end of the year, if I want to do $2 million, I know that I got to do $500,000 a quarter. For the quarter, I got a new $500,000. “Where am I at? I’m at $180,000.” “I’m at $200,000.” “I’m at $10,000.” Whatever your numbers are, this is the thing that’s going to keep you on track for it.

You can’t improve what you can’t track. You got to track your numbers. That’s the difference between amateurs and pros in this business is. How do people find your version of it?

My version is to reach out to me on Instagram. My name is @Luke_Ro_. That’s my handle there. I’ll ship one out to you if you want one. They’re great. They’re quarterly so for a 90-day period.

What are you charging?

$30 for one of those. I take care of shipping.

WI 762 | Cold Caller

Cold Caller: Feature your everyday life as a real estate investor through Facebook live. It is one of the best marketing channels to put out there to help build your network and gather referrals.

 

It is bananas. If you’re in the TTP program, you’re going to get one of these as part of the program that is customized. We’ve put a few extra goodies in there for the TTP family. Luke, thanks for coming up. That was awesome. Close to $250,000 deal, the biggest deal that you’ve done. That’s fantastic. You’re often in Running Man, 31 years old, multimillionaire. I’m so proud of you. I’m happy. You did the work.

Thank you for joining. Reach out to Luke for that daily tracker. It is a game-changer. If you’re interested in joining the most proactive group in real estate investing, it is the TTP family. It is the TTP coaching program. Go to WholesalingInc.com/ttp. Check out what it’s all about. Check out all the testimonials. Do your research, go on Google and see what it’s all about. If it feels good in your gut, sign up for a call right there on that page, book a call.

This guy’s the coach you want. I got lucky to be with him for years. Hands down.

Thank you, Luke. Everybody out there, that’s it. I always encourage you, as I sign off every time, to go out there and talk to people. Until next time. I love you.

Important Links:

About Brent Daniels

WI 735 | Cold CallingBrent 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!

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