Posted on: August 28, 2017

In the Rhino Tribe, it is our belief that we are just one conversation away from absolutely changing lives.

Today’s guest, Seth Taylor, has been EXPLODING his Wholesaling business over the past six months because has been embracing TTP: Talking to People.

 

TTP & Wholesaling

Seth spends about four hours every day on the phone making cold calls. It’s a much more offensive marketing strategy than sending out mailers. “It’s the backbone of my business right now.”

  • He starts by getting a property list. Right now, he’s using a non-owner occupied list.
  • Then he’ll reach out to his title company to get the names of the property owners.
  • Using LexisNexis, he finds those individuals’ most up-to-date numbers.
  • He sends those phone numbers to a VA who removes any trusts on the list, so that the list only contains people.
  • Using Mojo Dialer, and the triple dialer feature, he can make 200-250 calls in two hours. He aims to get to 250 contacts every day, and his partner is trying to do the same.
  • When someone picks up the phone, Seth starts going through the script that is available to everyone in the Rhino Tribe. Seth recommends practicing the script, by yourself or with a friend.
  • Seth and his partner average a deal closed for every 600 or so contacts (which means anyone who picks up and gives a yes, no, or maybe).
  • A list of 5000 names through LexisNexis cost Seth about $1.1k, and two dialers cost about $300. They go through each list four times, so his entire marketing budget for two months is about $1.4k.

 

If you want to get started in Wholesaling, we would love to talk to you. Head over to Wholesalinginc.com/brent to book a call. If we like what you have to say, we might just invite you into the tribe!

 

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Episode Transcription

Brent Daniels: Rhino nation. Tom and Cody have granted permission for an absolute wild man to come into your lives, fire up your synapses, get your heart pounding, and deliver the absolute best real estate, wholesale and content on the planet. My name is Brent Daniels and it is my honor to put a juggernaut into the hot seat today from the Centennial state, the Dawn of Denver. It is my pleasure to introduce my fellow Rhino, Seth Taylor to the hot seat. Seth, say hello to Rhino nation.

Seth Taylor: Rhino nation, what’s going on?

Brent Daniels: All right Seth. So it is our responsibility today to examine a deal you have done recently and bring as much value to our listeners as possible. Fair enough?

Seth Taylor: I can do that.

Brent Daniels: Okay, well let’s start with, tell us a little bit about yourself.

Seth Taylor: Sure. Always loved real estate, got involved in the tribe about two years ago now. Love the guys, love all the value that Tom and Cody provide and been TTPing for about six months, seven months now. And I love it, so that’s in a nutshell, as far as the real estate stuff is concerned, that’s pretty much me.

Brent Daniels: Excellent. And let’s just break down real quick, listeners, we have a motto in the Rhino Tribe, called TTP, which stands for talk to people. It is our belief that we are just one conversation away from absolutely changing lives. Therefore, it is our duty to our family, to the tribe, to our community to bring as much value as possible. And the best way to do that is to talk to people every single day. Is that right Seth?

Seth Taylor: That’s the only way to do it.

Brent Daniels: That’s the only way to do it. So when you talk about TTP, explain to me what that means, what does that mean? Let’s kind of break down, let’s see what a day in the life of Seth Taylor looks like. So when you get up, when do you get on the phone? When do you start talking to people?

Seth Taylor: Sure. I just start talking to people about 10:30, actually at 10:30 and I stay on the phone for at least four hours. So I get a bunch of contacts, bunch of people yelling at me, some really cool conversations. And in the end, I actually get to help people when I’m a fit for what they’re looking for.

Brent Daniels: Excellent. So when you say you get to talk to people, is this people that called in to you off of some advertising that you’ve done, that you are following up with them, that you’re calling them back? I mean, what does it mean that you get on the phone at 10:30?

Seth Taylor: Sure. So, that was actually my former approach. I still mail some, but the thing about the TTP or talk to two people method, is it’s all about offense. So where I could send out 5,000 pieces of mail and maybe 40 people will call me back or whatever that number is, I can get 40 yes or nos or maybes in about an hour and a half to two hours.
So I can actually talk to the people who would be calling in or some of them probably who wouldn’t be calling in from some mail and actually have a conversation and it’s huge. The aspect of actually playing offense and going after what you want, it’s the backbone of my business right now.

Brent Daniels: So basically what you’re doing is, you get a list of properties that you are interested in buying.

Seth Taylor: Yep.

Brent Daniels: You get the homeowners phone numbers, is that right?

Seth Taylor: Yeah. So okay, I can run that piece down to you.

Brent Daniels: Okay.

Seth Taylor: So the list that I’ve been working lately is non owner occupied. So what I’ll normally do is I’ll reach out to my title company and they’ll provide the names for me for free now. And then I will use my LexisNexis and get as the most accurate numbers on the planet. It’s surprising how some of these numbers, the people I’m reaching with this tool and then I’ll upload it to Mojo and then Mojo, I got a triple dialer and it will just be pumping through calls and I can make two, 250 calls in two hours, easy.

Brent Daniels: Woo.

Seth Taylor: Yeah, so it, it, it works a lot better for me.

Brent Daniels: Okay. So let’s break this down for people that have no idea what you’re talking about.

Seth Taylor: Okay.

Brent Daniels: So you get a list of basically the rental properties, right? Non owner occupied properties, absentee owners. Have they owned the properties for a while? Is it just a broad list? I mean, how do you-

Seth Taylor: Sure.

Brent Daniels: Let’s really break that down.

Seth Taylor: Deepen it.

Brent Daniels: Yeah, let’s examine that. Yep.

Seth Taylor: So the list criteria that I normally search for my non owner occupieds, is I’ll do from like 19, we’ll call it, 80 up to 2004 of people who’ve owned their properties that entire time, but they don’t live in there. So that’s the non-owner [occ 00:24:39] and we’ll just have some conversations about if they’re ready to sell or see where they’re at.

Brent Daniels: So these are tired landlords.

Seth Taylor: Exactly.

Brent Daniels: These are properties that over the years have just been either just kept in rental condition or they’ve just been beat up by these tenants, year after year after year. And you get a list of these from your title company with that criteria, you then upload that list to a service called LexisNexis. LexisNexis then gets you cell phone numbers, home numbers. What does it get you? I mean, what-

Seth Taylor: Sure. So it gets everything. I have spoken to people on their home line. I spoke to people on their cell phone. Somehow, I’ve spoken to a divorced couples and I’m talking to the wife and she’s like, I haven’t talked to my husband in 10 years. How’d you get my number? So it’s crazy how in depth LexisNexis can be.

Brent Daniels: Sure, sure. And then you take that list, I assume it is like an Excel file that they send back to you, is that right?

Seth Taylor: Yep. Excel file. And what I’ll do is I’ll shoot it over to my virtual assistant and she’ll scrub out all of the trusts and things like that, where they don’t have just the actual name because it’s tough to find a number for a trust.

Brent Daniels: Sure.

Seth Taylor: And then she’ll just put it in my Excel spreadsheet, then I’ll upload it to my dialer, which is amazing, that’s calling three people at the same time and whoever picks up, I run through my script and see if there’s a conversation to be had.

Brent Daniels: Perfect. Absolutely, perfect. So the dialing system that you use is called mojosells.com, is that right?

Seth Taylor: Exactly.

Brent Daniels: Okay. So you upload it there and then when you get up at 10:30, you log into Mojo Sells, you press the go button and then you’re just talking to people.

Seth Taylor: Yeah. Just run through them. I’m setting a goal for myself now, is I want to get to 250 contacts a day, for by myself. And then I have my partner, so he’s trying to do the same. It’s a tall order, but based on the numbers that we’re doing, it seems like we get a deal closed probably every 600 contacts or 600, yes, no, maybes, is what we consider a contact.

Brent Daniels: Yep.

Seth Taylor: And so yeah, we just try to bust it out and try to get to that 600 as fast as possible.

Brent Daniels: That is a lot of conversations. Everybody listening, you cannot lose if you’re talking to that many people on a specific stripped down list of properties that need some love. Right? I assume, Seth, that a lot of these properties are, would qualify as a fix and flip?

Seth Taylor: yeah. Yeah. A lot of them do. The ones that we actually closed, they all need a little bit of TLC.

Brent Daniels: This is incredible. This is, now wait a second. So now it’s, you were reaching out to people. So is this really costly? I mean, is this costing you thousands of dollars every month to do this?

Seth Taylor: No, not at all. So just quick numbers. I just got a list yesterday of, we’ll call it 5,000 names through LexisNexis and it costs me about 1100 bucks. And then the dialer cost me about $300 because I have two of them. And that’s pretty much it until I re-up for another list.
But this 5,000 names, with me and my partner, we usually call through the list four times. So that’s going to take us a little bit of time so that expenditure is going to last me probably at least two months, I would imagine.

Brent Daniels: Oh, excellent. So you’re saying your marketing budget for the next two months is $1,300?

Seth Taylor: Yes.

Brent Daniels: Oh my gosh. So this isn’t spending tens of thousands of dollars in direct mail?

Seth Taylor: Exactly. Exactly. And I’ve been there, I’ve spent tens of thousands in direct mail and I don’t hate on direct mail. It works if you’re consistent and you have the budget to drop $10,000 repeatedly. But I think for me, this is really crazy to say, is I love having conversations now,

Brent Daniels: Yes, yes.

Seth Taylor: It’s crazy because when I first started this, I was scared witless well to make these calls because you’re interrupting somebody’s day and you’re going to have people who are going to yell at you and you just have to build a bridge and get over it. And it took me a while to do that. There was, my first month I didn’t even want to get on the phone because I was getting beat up so bad.

Brent Daniels: Well, I remember the text messages that you were sending me and the calls you were sending me, saying, “I just can’t pick up this phone, man. I just cannot pick up the phone.” It’s the classic 500 pound phone. How did you get through it? How did you push through it and how were you able to stay consistent with getting on the phone and actually enjoying the process of talking to strangers cold every single day?

Seth Taylor: So here, it was very funny. I remember it was probably like my, we’ll call it two weeks in, and I spoke to this older lady and we just had a great conversation. We didn’t do the deal, but I went over and checked out the house and she baked me cookies and I mean she’s like, I call her my friend, Nadine, now. And we didn’t do the deal, but I’ll just sometimes just call and check on her because she was such a nice lady.
And then after that I was just like, it’s not that hard and I’m actually helping people who need this service. So there’s going to be probably 93% of people who don’t need this. And then there’s going to be that section of, who hate that you called and then there’s the people who actually like to talk. And I just keep rolling until I get to somebody who wants to talk.

Brent Daniels: Absolutely. And I think it’s really important to understand that when you were reaching out to people every single day, when you were talking to people every single day, you will be absolutely surprised at how many people are very pleasant, very kind, very reasonable on the phone. Even if they have no interest in selling you their property, they will have a nice comfortable conversation with you.
Sure, there’s going to be people that yell at you. Sure, there’s going to be people that are mad. Sure, there’s going to be people that hang up on you. But getting through it all and talking to the people that really, really need to have that conversation to be able to sell their house, that’s what we’re looking for everyday, right?
I mean, we’re looking for somebody every single day and I am telling you, the more calls you make, the more contacts you have, the more experience you have, the more comfortable you are with the script, the more comfortable you are talking to people, the better you get with it, the better your skills develop. And all of a sudden, you just start building a huge pipeline of opportunities. I mean, is that right?

Seth Taylor: That exactly what I’m living right now and I’m fired up about it and I, again, I just brought on somebody with me, but having conversations is changing my life. It’s interesting on the phone and off the phone, I’m just more talkative and more friendly in the world, by doing this.

Brent Daniels: Yep, absolutely. Well, let’s deep dive one of your deals. Why don’t you tell me, let’s go with something that’s recent, that you called somebody up and it went through and you got paid on it, so why don’t you break something down for us?

Seth Taylor: Yeah, yeah, yeah. So it was a gentleman I called and he lived probably a mile away from my house. It was probably two weeks, nah, probably a month into me calling. And we just had a great conversation and I went over to his house, I checked it out and it just so happened that he was needing to move to California because he had prostate cancer.
We had a conversation and it was, the rapport was amazing. It was like, when I got over there, we probably talked about real estate for 10 minutes and then the rest of the hour we were just talking about life and philosophy and just actually getting to know one another and really feeling each other out, that this could really work. So then we just, I brought over a contract, we agreed on the price, Oh, I’m probably skipping, skipping a lot. I’m just going to get through it.

Brent Daniels: Sure, sure.

Seth Taylor: And it probably took a total of maybe 90 days and some of that was just him getting all his stuff in order, but it could have been a lot faster. I brought over one of my investors, we all hit it off and yeah, we closed probably two weeks after that. The cool part was, I got a check, but the more awesome part was I saw this man who had cancer, who needed to get to California, walk away from the closing table with $260,000.

Brent Daniels: Incredible.

Seth Taylor: And that just rocked my world because I was like, this man has access to medical stuff and all this stuff, based on a call I made where my voice was shivering and it worked out for him and for me. And that was the most awesome part. I didn’t think I was going to be this connected with him, but when I saw what I was able to get for him, through this transaction, yeah, it rocked my world.

Brent Daniels: Now let’s break it down.

Seth Taylor: Sure.

Brent Daniels: So you get on the phone, you call, do you use the script that we teach in the Rhino Tribe?

Seth Taylor: To a T.

Brent Daniels: Okay.

Seth Taylor: To a T, especially at that time because I was so new. I’ve internalized the script now and I’m able to go a bunch of different places with it. But to a T, I was saying it verbatim and then he asked me a question and that was the first time I was like, oh this is really going to happen. He wants to actually talk about it and invite me over. So yeah, the script is money.
One thing on the script that really helped me out is, I was dedicated to practicing the script off the phone. That’s huge for me because I would just have the confidence to just relax and say what I had to say. So, that was huge.
So I would always encourage yourself, people to take their time and actually run the script with a friend. I was doing it by myself. I would just go for walks and just answer the questions myself and just relax into it. And I’d pretend like I’m an angry seller. So I would say practice the script and you will kill, period.

Brent Daniels: Yeah, I think it’s absolutely incredible that in almost every other profession, there is practice, practice, practice. But for some reason for real estate investing, for real estate wholesaling, there is no practicing and role playing the script. And when you do it, you can start refining it down to where it is absolutely just second nature. It comes right out.
See, here’s the deal. If you practice the script, then what it allows you to do is it allows you to listen to what they are saying to you, instead of thinking about the next thing you have to say. So I think everybody listening that is absolutely, you need to be able to write that down.
That is a gold nugget. You keep that in your mind. You need to practice, practice, practice, role play, go through it all, so that you have it down so that you can provide the best service to them, so that you can be yourself. You can put your personality into it and you can actually listen to what they’re saying instead of thinking about, oh, what do I have to say next? What do I have to say next? Right?

Seth Taylor: Exactly.

Brent Daniels: So okay, so you talked to this gentleman. How soon before you got the appointment?

Seth Taylor: It was probably our second conversation, which was probably a week later. We had our first conversation, he said, “Call me back,” and then we set up something and I was over there maybe two days later. And yeah, stayed over there for about an hour and yeah, just actually got a lot of wisdom from that guy.

Brent Daniels: Sure, sure. Absolutely. And how much money did you make on the deal? Tell us what you bought it for, tell us what you sold it for.

Seth Taylor: Sure. That particular deal, I got for 280 and I ended up selling it to my investor for 300. He was happy, I was happy, my investor is in the midst of flipping it now. So yeah, it was 20K, which is great.

Brent Daniels: So one phone call, you made $20,000, is that right?

Seth Taylor: Yeah, it is actually.

Brent Daniels: Now here’s the deal. Tom and Cody have these big elaborate bells they ring. I’ve got a bell, something a bellhop would have. But I’m going to ring it for you because $20,000 on one phone call is incredible.

Seth Taylor: Okay. Oh yes.

Brent Daniels: It’s kind of weak.

Seth Taylor: Yeah, it’s okay. [crosstalk 00:19:37].

Brent Daniels: It’s portable. I’ll get something better, I promise.

Seth Taylor: Okay.

Brent Daniels: But I got to build up to that, I guess.

Seth Taylor: Yes, sir.

Brent Daniels: That is absolutely incredible. So did you assign that deal? Did you close it and then resell it? What was your exit strategy?

Seth Taylor: That particular one was just a straight across assignment.

Brent Daniels: Excellent. So you sent the assignment fee over and then you got paid.

Seth Taylor: Yep, exactly.

Brent Daniels: That is incredible. So how much time did it take, start to finish?

Seth Taylor: Start to finish, the entire deal, we’ll call it 65 days.

Brent Daniels: 65 days. Excellent.

Seth Taylor: Yeah.

Brent Daniels: Excellent. Excellent. And you are still on the phones every day trying to uncover the next opportunity.

Seth Taylor: Oh man, yes. Yes, I am. So much so that I look forward to doing this now, which is crazy.

Brent Daniels: You didn’t start out that way, I’ll tell you that. You did not start out that way. You started out very cautious about it, very concerned about having bad conversations and you have evolved and you have changed and you have grown and you are just going to do incredible, incredible amounts of business with this technique. I am so excited for you. It is so exciting.

Seth Taylor: Yeah. You know what the funny part about it, it just for the kind of the new TTPers was, I remember you saying, “Seth, just start with 15 minutes. If you can just stay on the dialer for 15 minutes and you may only speak to three people, but you just need to stay on the dialer for 15 minutes and then just build off of that.” Now I can do stretches of two and a half hours straight if I want to.

Brent Daniels: Incredible. You have truly built up your endurance on the dialer and that is exciting. It is only the start for you. You’re going to start training other people. You’re going to just have a massive amount of deals come your way, through talking to people every single day, with yourself, with your staff. It’s just so excited. I’m so proud and happy for you, Seth. Really, really incredible.

Seth Taylor: Brother, I got to thank you, man. If it wasn’t for your go given spirit, when I called you back in February, I wouldn’t even be here. And I don’t think that many people were really trending towards the cold calling, but you took my call and gave me a treasure trove of great value. So I appreciate it.

Brent Daniels: Well, my pleasure. I had the easy part. You had to put the work in. So Seth, before we leave here, what advice would you give a new wholesaler just starting out? Somebody that they’ve been wanting to do this, they’ve been, researching and they’d been listening to the podcast and they’ve been going on YouTube and they’ve been reading books and everything. Just from your experience, what advice would you give a new wholesaler just starting out?

Seth Taylor: I would say, stop all of the just random bits of education. Join the tribe, get the focused information, be in a crew of action takers. That’s the key, you got to be with … My goal is to get to Brent’s level. So to be able to hop on a call and see that this man did $200,000 in a month, is what’s pulling me to the next level daily. So number one, join the tribe. Number two, action, action, action.

Brent Daniels: Perfect. Perfect. Perfect. Perfect. Just to recap, Seth Taylor is in Denver, Colorado. He is every single day getting on the phones and he is taking action and he is talking to people every single day. He’s talking to the right people every single day. He takes the time to find the right list to call. He uses the script that’s taught in the Rhino Tribe and he is setting appointments, getting deals and just growing, growing, growing.
So everybody out there, if you are listening, if you want to get started in wholesaling, I would love to help. Just go to wholesalinginc.com/brent and book a call with me. We’ll have a quick chat and if we like what you have to say, we might just invite you into the tribe and we will see you next time. Thank you so much for the time, Seth. You are the man.

Seth Taylor: Thank you, Brent.

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