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221: Be Proactive: Talk To People

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Brent Daniels shares with us his secrets to cold calling success. Listen in an find out how many calls you need to make to get a deal!

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Brent Daniels from Talk To People (TTP) shares with us his proactive method to getting deals through cold calling. Find out how to overcome hesitation to talk to you as a real estate investor and ALL 6 responses you’ll get when making cold calls.

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00:00:02.700 –> 00:00:04.589
Danny Johnson: hey Brent man thanks for being on the show.

00:00:04.980 –> 00:00:11.519
Brent Daniels, Mr. TTP: I am excited Danny what a great podcast and a great audience so i’m excited to.

00:00:12.300 –> 00:00:26.340
Brent Daniels, Mr. TTP: To do this, have this conversation with you and provide as much value as possible as much energy as possible, because you know as well as I do, how incredible and life changing being a real estate entrepreneur is so yeah let’s crack this thing wide open.

00:00:26.970 –> 00:00:32.400
Danny Johnson: awesome man and yeah I appreciate you bringing the energy, because it makes me try to up my little bit most of.

00:00:32.400 –> 00:00:36.900
Brent Daniels, Mr. TTP: The time i’m just like this mellow calm guy so having that on here’s a good change of pace, I appreciate it.

00:00:38.670 –> 00:00:51.510
Danny Johnson: yeah so i’ve seen some of your stuff on social media and it’s excellent content excellent you know, energy and you guys do some some cool stuff it’s it’s really animated and I like it a lot, so I it’s kind of weird that we’ve not talked before.

00:00:52.350 –> 00:00:58.320
Danny Johnson: You know super excited to be able to make contact with you and for you to agree to be on the show, so the.

00:00:58.740 –> 00:01:01.830
Brent Daniels, Mr. TTP: Time Danny I don’t know why I don’t know where the invite was you know.

00:01:01.890 –> 00:01:04.950
Brent Daniels, Mr. TTP: It just took it took you a little while, but here we are so.

00:01:05.040 –> 00:01:06.360
Brent Daniels, Mr. TTP: yeah no i’m excited.

00:01:06.840 –> 00:01:08.460
Danny Johnson: Better late than never so.

00:01:08.460 –> 00:01:10.830
Danny Johnson: Right yeah so you’ve got a.

00:01:12.060 –> 00:01:21.390
Danny Johnson: cold calling, you know talk to people, you know plan, the strategy that that you use and you talk about quite a bit, and I think it’s super valuable I love the content in here.

00:01:21.870 –> 00:01:28.500
Danny Johnson: And so I want to dig into that but, first for anybody that might not have have experienced anything that you’ve put out there yet.

00:01:28.710 –> 00:01:33.990
Danny Johnson: sure you share your story share share how you got into real estate and your whole progression up to where you are today.

00:01:34.740 –> 00:01:42.090
Brent Daniels, Mr. TTP: yeah you know uh my best friend gave me rich dad poor dad when I was in college, I went to college for athletics I wasn’t really.

00:01:43.080 –> 00:01:50.910
Brent Daniels, Mr. TTP: too excited about getting a job afterwards or or getting on to like a career path, I was kind of floating you know what I mean I think a lot of us are like that that.

00:01:51.210 –> 00:01:58.950
Brent Daniels, Mr. TTP: That 18 to 22 to 25 year range where we’re kind of trying to figure out where we can find a foundation to start building off of.

00:01:59.250 –> 00:02:04.350
Brent Daniels, Mr. TTP: And I read that book and it breaks your brain right it just breaks your brain you’re like oh my gosh.

00:02:04.650 –> 00:02:17.280
Brent Daniels, Mr. TTP: There are four different types of you know people when it comes to your professional life right the employee The self employed, the business owner and investor and I was like well, I want to be an investor, I want to skip right to the end.

00:02:17.280 –> 00:02:24.720
Brent Daniels, Mr. TTP: Right just being naive and kind of like yeah I can just go and do that I don’t know how i’m going to get money but i’m going to just go and do that well.

00:02:25.110 –> 00:02:41.430
Brent Daniels, Mr. TTP: That led me to going to real estate school because this is like 2003 there wasn’t YouTube there wasn’t podcasts there wasn’t a lot of exposure, a lot of the real estate investing training was kind of like traveling seminars that went around and.

00:02:41.940 –> 00:02:57.030
Brent Daniels, Mr. TTP: I just didn’t you know I went to a couple of them, but it just didn’t feel right, so I was like well i’ll get my real estate license and i’ll just start like figuring out the verbiage, and how to understand values of properties and understand how to.

00:02:57.510 –> 00:03:11.220
Brent Daniels, Mr. TTP: Do this real estate business and that kind of I kind of fell into the the the realtor type model and was stuck there for a little while and and kind of cut my teeth just.

00:03:11.910 –> 00:03:19.740
Brent Daniels, Mr. TTP: Presenting people as a realtor and with always the intention of being investor I always want to fix and flips I always wanted to bid at the auction I always wanted to.

00:03:19.980 –> 00:03:29.790
Brent Daniels, Mr. TTP: find the ugly houses and do something and and clean up this this you know kind of blight on the street out there in the communities that I lived in and.

00:03:30.300 –> 00:03:40.200
Brent Daniels, Mr. TTP: It just never it took me a lot longer let’s just say that took me a lot longer Danny to get to that side of the business because, once you start making good income as a real estate agent.

00:03:41.130 –> 00:03:47.220
Brent Daniels, Mr. TTP: You kind of get you start building a different business as a whole, different business so took me a little while to figure out.

00:03:47.490 –> 00:04:02.850
Brent Daniels, Mr. TTP: That you could just go directly to property owners that have rough looking houses and have a quality conversation with them and make a ton of money and that that really turned in 2012 2013 and since then i’ve been focused on.

00:04:03.990 –> 00:04:07.770
Brent Daniels, Mr. TTP: On wholesale and flipping since 2013.

00:04:08.730 –> 00:04:15.870
Danny Johnson: nice man yeah that’s a huge change a huge shift that happened for me as well you know that whole shift into direct to seller.

00:04:16.470 –> 00:04:25.110
Danny Johnson: You know just it changes everything and and you know i’m sure there were all kinds of fears around doing that right, I mean you just you know there’s so much unpredictable.

00:04:25.830 –> 00:04:29.730
Danny Johnson: You know, things that could happen questions asked of you all this kind of stuff that’s just kind of weird.

00:04:30.120 –> 00:04:35.370
Danny Johnson: But you know that that was looking back that was the fun stuff right like getting in there, not knowing what the hell, you were really doing.

00:04:35.970 –> 00:04:39.060
Danny Johnson: As long as you’re willing to tell the seller that too, and I mean if you.

00:04:39.540 –> 00:04:51.120
Danny Johnson: I mean if they ask you a question that could mean something to their lives and what happens to them you obviously if you don’t know the answer to something should tell them you’ll get back to them, but yeah I mean I spent.

00:04:52.110 –> 00:05:02.310
Danny Johnson: You know, a couple years making offers you know spending all day going around to these list of properties, making offers yeah i’m gonna i’m gonna put out these offers they maybe get one of them and and every time I.

00:05:02.340 –> 00:05:07.830
Danny Johnson: got around to finally yeah every time I got finally got around to submitting those multiple offers.

00:05:08.070 –> 00:05:09.630
Danny Johnson: Multiple offers so maybe this.

00:05:09.630 –> 00:05:17.100
Danny Johnson: is like dude you know this is ridiculous or it’s already under contract it’s already sold and I learned pretty quickly that those oreos typically.

00:05:17.640 –> 00:05:28.200
Danny Johnson: You know, they were sold before I went out, you know it, they still had to list it, but it was pretty much already a done deal so unless you want to work that game, you know going directly to seller it made all the difference in the world.

00:05:29.010 –> 00:05:36.750
Brent Daniels, Mr. TTP: So I know it’s really interesting Danny and I love that you mentioned that, because you know there’s a lot of people that I talked to that are just getting started in this.

00:05:37.080 –> 00:05:43.110
Brent Daniels, Mr. TTP: And you know there’s there’s fears there’s apprehension there’s kind of like some anxiety around.

00:05:43.380 –> 00:05:51.450
Brent Daniels, Mr. TTP: You know what do I say to people and how do I explain to them that i’m new or how do I explain, I remember doing this, and now I look back on it fondly.

00:05:51.660 –> 00:06:00.150
Brent Daniels, Mr. TTP: So for everybody else is getting that’s just getting started you’re going to look back and you’re gonna be like oh that was like my hustle season that was like the time that I was really.

00:06:00.360 –> 00:06:16.470
Brent Daniels, Mr. TTP: Like all the things we’re getting aligned in my brain so that I could be really good at this, and now that you, you do you build the skills you build the skills of being able to source discounted properties and once you do that you’re kind of set for life in my.

00:06:16.470 –> 00:06:31.260
Brent Daniels, Mr. TTP: Opinion I always I always encourage people, for the first 12 months just focus on finding ugly houses and getting big checks ugly houses big checks don’t overcomplicate this you don’t have to get crazy with with too much.

00:06:31.890 –> 00:06:34.860
Brent Daniels, Mr. TTP: With too much infrastructure to your business as long as you’re.

00:06:35.460 –> 00:06:43.230
Brent Daniels, Mr. TTP: Having good, effective quality conversations with the property owners that need the most love and the most attention in your marketplace you’re going to win.

00:06:43.440 –> 00:06:52.800
Brent Daniels, Mr. TTP: And those are the people that have typically properties that are vacant properties that are going through probate properties that are inherited pre foreclosure you know tired landlords that type of thing.

00:06:53.070 –> 00:07:02.640
Brent Daniels, Mr. TTP: And it’s wildly rewarding once you do have that conversation with them solve their problem and make a ton make a big check on the on the back end of it it’s it’s an incredible feeling.

00:07:03.810 –> 00:07:11.160
Danny Johnson: yeah absolutely and you know back back then talking about it to people there was this hesitation to work with sellers, because it was.

00:07:11.640 –> 00:07:18.390
Danny Johnson: You know people would say things like ambulance chaser or you know these different derogatory terms, and it really.

00:07:19.140 –> 00:07:28.860
Danny Johnson: You know, could start to affect you, because if you’re doing research on that and then you’re seeing that in the forums and people are saying no that’s not right, and all this kind of taken advantage of people all this kind of stuff.

00:07:29.700 –> 00:07:34.200
Danny Johnson: You know if you could talk yourself out of it because we’re all looking for an excuse, sometimes to avoid.

00:07:34.620 –> 00:07:44.730
Danny Johnson: The hard things right, and so, if we see something like that, like Oh well, that’s probably true so i’m not going to do that i’m going to take the high road, even though, what you’re doing is based on fear it’s just a cop out right.

00:07:45.390 –> 00:07:46.410
Danny Johnson: yeah so.

00:07:46.470 –> 00:07:47.940
Brent Daniels, Mr. TTP: it’s selfish to Danny.

00:07:48.000 –> 00:07:54.780
Brent Daniels, Mr. TTP: I mean it’s selfish to think that you know what’s best for a property owner like when you’re having a quality conversation with them and they tell you.

00:07:55.020 –> 00:08:06.990
Brent Daniels, Mr. TTP: I just want to get rid of this property I want the speed and convenience I don’t care about the equity or potential equity in this property and you say, oh no, no, no, no, no, let me tell you what’s best for you, that is so.

00:08:07.800 –> 00:08:16.500
Brent Daniels, Mr. TTP: that’s condescending it’s selfish it’s silly if you have conviction that you are going out there and helping out the people that have their head in the sand.

00:08:16.710 –> 00:08:22.170
Brent Daniels, Mr. TTP: or they’re going through a really tough time and they’re kind of like the sweet amiable personality.

00:08:22.440 –> 00:08:25.320
Brent Daniels, Mr. TTP: qualities that don’t want to drag anybody into their drama.

00:08:25.560 –> 00:08:31.350
Brent Daniels, Mr. TTP: And you put yourself in their life and solve their problem, it is wildly rewarding and easy to have that conviction.

00:08:31.530 –> 00:08:42.720
Brent Daniels, Mr. TTP: That you’re going out there and serving it and the best receipt that you get on how much value you’re providing is the income that you make, because your your your your earned income isn’t directly.

00:08:43.980 –> 00:08:47.550
Brent Daniels, Mr. TTP: in direct proportion to how much value you provide I mean that’s just.

00:08:47.580 –> 00:08:48.450
Brent Daniels, Mr. TTP: that’s the law.

00:08:48.690 –> 00:09:01.320
Brent Daniels, Mr. TTP: I mean that’s that’s that’s just the way that it works so it’s it’s it’s really interesting when people are saying well you’re going after people that are in uncomfortable situations well who else is going to have help them a real estate agent.

00:09:01.350 –> 00:09:10.290
Danny Johnson: know and they’re looking for help and they’re not stupid right, you know if you if you say well i’m not going to do that because it’s taking advantage, well then you’re assuming they’re too stupid to know better.

00:09:10.800 –> 00:09:23.460
Danny Johnson: Innocent scholars when you do this you’ll find out that they’re not stupid, they just know that I don’t want to deal with this stuff and i’m willing to let you make a profit, I know I could get more for it, but I don’t care.

00:09:23.580 –> 00:09:23.940
Brent Daniels, Mr. TTP: that’s it.

00:09:24.390 –> 00:09:26.490
Brent Daniels, Mr. TTP: But the analogy, I love Danny is.

00:09:27.600 –> 00:09:30.330
Brent Daniels, Mr. TTP: Every time I get a new car I trade in my car with the.

00:09:30.330 –> 00:09:33.870
Brent Daniels, Mr. TTP: dealership I know that if I go and get it cleaned up.

00:09:33.990 –> 00:09:41.250
Brent Daniels, Mr. TTP: And I put new tires on it, and I make sure that everything’s running great and I get the engine all looking good I can put it all.

00:09:41.280 –> 00:09:52.500
Brent Daniels, Mr. TTP: out on the market and get kelley Blue Book price, but I go and trade it into the dealership for speed and convenience and the fact is six to 10% of the real estate market does that.

00:09:52.770 –> 00:09:59.700
Brent Daniels, Mr. TTP: that’s just a fact six to 10% of the real estate market just wants that speed and convenience, they just want somebody to come in.

00:09:59.940 –> 00:10:07.530
Brent Daniels, Mr. TTP: With a cash as his offer and that’s why people sell at a discount people like you can never get this property for this price, you can never get discounts in this.

00:10:07.530 –> 00:10:07.920
Brent Daniels, Mr. TTP: Market.

00:10:08.160 –> 00:10:09.930
Brent Daniels, Mr. TTP: We do it every single day of the week.

00:10:10.140 –> 00:10:18.450
Brent Daniels, Mr. TTP: We do it every day because we’re really targeting the people that have some sign of distress, whether it be distress in the property, the condition of the property.

00:10:18.960 –> 00:10:25.350
Brent Daniels, Mr. TTP: emotional distress they’re going through something that this is just really stressing them out or they’re going through financial distress.

00:10:25.740 –> 00:10:33.180
Brent Daniels, Mr. TTP: So we go out in the end that’s that’s the people that we serve, and some people don’t get that, but the people that do make a make a really good income.

00:10:34.200 –> 00:10:35.100
Danny Johnson: yeah heck yeah.

00:10:35.460 –> 00:10:44.370
Danny Johnson: So tell me how How did the transition happened for you to form ttp to create to talk to people tell me about how that all came about.

00:10:45.030 –> 00:10:51.210
Brent Daniels, Mr. TTP: Well, you look at you, I was looking at what is the commonality between every deal that i’ve done it’s over 1000.

00:10:51.210 –> 00:10:53.580
Brent Daniels, Mr. TTP: deals what’s the what’s the commonality.

00:10:53.880 –> 00:10:56.100
Brent Daniels, Mr. TTP: Well, at some point we had to talk to him on the phone.

00:10:56.490 –> 00:11:06.660
Brent Daniels, Mr. TTP: Right, so I was like Okay, how do I get better on the phone, how do I ask better questions, how do I make sure that i’m spending time with people that are going to be likely to do business with me.

00:11:06.930 –> 00:11:13.650
Brent Daniels, Mr. TTP: And so I just realized that if you are proactive if you’re going to if you’re going out there and you’re trying to.

00:11:13.650 –> 00:11:14.910
Brent Daniels, Mr. TTP: reach out to the people.

00:11:16.320 –> 00:11:28.950
Brent Daniels, Mr. TTP: Then one you don’t have to have a huge marketing budget which I didn’t have at the time and to you’re going to have these quality conversations on your own schedule, so I was always at from nine to noon, I was making calls.

00:11:29.250 –> 00:11:43.320
Brent Daniels, Mr. TTP: And, and having really good conversations and then I was also Danny I was trying out pay per click I was trying out a lot of direct mail and then all of a sudden i’m getting calls in the middle of dinner i’m getting calls at the gym i’m getting calls at.

00:11:43.320 –> 00:11:48.330
Brent Daniels, Mr. TTP: Sunday at like 630 in the morning i’m getting calls it all this time, and it was creating like.

00:11:48.930 –> 00:11:55.470
Brent Daniels, Mr. TTP: Like a ton of like pressure and anxiety in my life I was always like having phantom calls in my head that somebody was going to.

00:11:55.470 –> 00:11:58.890
Brent Daniels, Mr. TTP: call me, and I would miss it I miss out on this big opportunity.

00:11:59.280 –> 00:12:05.160
Brent Daniels, Mr. TTP: So I found okay i’m going to be proactive i’m going to have these conversations and the time that I want to have these conversations.

00:12:05.820 –> 00:12:17.220
Brent Daniels, Mr. TTP: And i’m able to talk to a lot more people for a lot less money so that’s all ttp Stanford Stanford talk to people and it doesn’t necessarily just mean cold calls, you could talk to real estate agents, you can talk to people through your social.

00:12:17.220 –> 00:12:17.700
Brent Daniels, Mr. TTP: media.

00:12:17.880 –> 00:12:22.530
Brent Daniels, Mr. TTP: it’s just about being proactive in your approach to this business to go out and find.

00:12:22.770 –> 00:12:24.960
Brent Daniels, Mr. TTP: These incredible opportunities.

00:12:26.190 –> 00:12:36.510
Brent Daniels, Mr. TTP: So, is that the transition was this Danny sorry did not answer your question that was kind of a roundabout way, but I door knocked I was out there door knocking and I talked to.

00:12:37.170 –> 00:12:44.190
Brent Daniels, Mr. TTP: It was the very end of the street was the last house and I talked to the owner and she did not want to sell her house, but.

00:12:44.550 –> 00:12:53.610
Brent Daniels, Mr. TTP: She said, you know what i’m the caretaker for the House three houses down, let me go inside she lives in New York, she wants to sell, but let me go inside and get permission to give you.

00:12:53.640 –> 00:12:57.840
Brent Daniels, Mr. TTP: Her phone number and so she came back with her name, address and phone number.

00:12:58.020 –> 00:12:59.850
Brent Daniels, Mr. TTP: I called her, and I did my first deal.

00:13:00.060 –> 00:13:03.840
Brent Daniels, Mr. TTP: And then I realized all you need is a name, address and phone number and.

00:13:03.870 –> 00:13:16.530
Brent Daniels, Mr. TTP: You can start this business, you can start getting building up a pipeline of opportunities that eventually start you know transitioning into deals that you can either keep flip or assign.

00:13:17.520 –> 00:13:24.720
Danny Johnson: yeah it’s amazing how complicated, we can make things to try to to find ways to find deals when when in all actuality.

00:13:25.110 –> 00:13:34.350
Danny Johnson: You can drive down through some some working class neighborhoods and find opportunity left and right, I mean it’s just it’s crazy, even with a market like we’ve got right now.

00:13:35.340 –> 00:13:49.020
Danny Johnson: So yeah I mean the The excuse to end I guess that is another thing with the fear thing right to where people are looking for ways to set up technology and do all this kind of stuff to find these deals when you know really you don’t need all of that stuff.

00:13:50.310 –> 00:13:50.730
Danny Johnson: No.

00:13:50.910 –> 00:13:51.360
Danny Johnson: amy.

00:13:51.750 –> 00:14:02.850
Brent Daniels, Mr. TTP: Quality conversations you need to you need to be able to see what people’s situations are you need to understand the condition of the property their timeline to sell that property.

00:14:03.090 –> 00:14:05.580
Brent Daniels, Mr. TTP: Their motivation, or what their problem is.

00:14:05.790 –> 00:14:11.820
Brent Daniels, Mr. TTP: And what price they want you find out those four pillars and you’re having a really good conversation.

00:14:12.150 –> 00:14:20.940
Brent Daniels, Mr. TTP: And everybody else that wants to sell for retail they want to keep it and hold it fine that’s that that’s where they’re at the people that want to sell these properties.

00:14:21.750 –> 00:14:33.390
Brent Daniels, Mr. TTP: as quickly as possible that’s who we do business with and typically those are the properties that need the most work let’s be honest we’re not we’re not buying really nice pristine properties, these are properties that need significant rehab.

00:14:34.320 –> 00:14:49.290
Danny Johnson: yeah for sure yeah so with your your your kind of playbook right you’re you’re talking to people playbook when when there’s some reluctance to speak to you so let’s say you did you call that person and, for some reason there’s some reluctance right.

00:14:49.320 –> 00:14:55.680
Danny Johnson: You got an address you got a name and phone number, you call them up and there’s some reluctance, what do you do to overcome that.

00:14:56.550 –> 00:15:03.750
Brent Daniels, Mr. TTP: Well there’s a couple different things you know when whenever you’re calling on a list of people, you know you want to make sure, one that you’ve got the right.

00:15:04.020 –> 00:15:11.430
Brent Daniels, Mr. TTP: Contact information, so the data matters so make sure that you have the right phone numbers to reach out because you got to reach out to a lot of people.

00:15:11.670 –> 00:15:20.520
Brent Daniels, Mr. TTP: And then you have to realize this Danny you’re going to talk to 200 people to do one deal and that’s 200 people that are in some sort of distressed situation.

00:15:20.940 –> 00:15:26.820
Brent Daniels, Mr. TTP: Right, whether they’ve owned these properties, for a long time or they’re older or the rundown or whatever else is going on.

00:15:27.240 –> 00:15:34.920
Brent Daniels, Mr. TTP: You have to talk to 200 people to get one person to do business with you, so you got to get rejected 199 times.

00:15:35.160 –> 00:15:47.760
Brent Daniels, Mr. TTP: To get that one to close, but if you assign that deal if you if you wholesale to traditional wholesale the average wholesale across the nation right now is $15,000 I don’t know what it is for flips, but I just.

00:15:47.760 –> 00:15:48.780
Brent Daniels, Mr. TTP: Probably double that.

00:15:49.140 –> 00:15:59.580
Brent Daniels, Mr. TTP: So you’re talking about okay I got to talk to 200 people to make $15,000 well, you can see how that adds up pretty quick and how you can hit that goal of your first hundred thousand your first.

00:15:59.820 –> 00:16:10.770
Brent Daniels, Mr. TTP: 250,000 your business and then you take that money and then that’s what you put into buying you’re buying assets buying your rental portfolio or growing your business to do it without you.

00:16:12.420 –> 00:16:24.180
Danny Johnson: Right, but when you speak to them, though, and there’s that reluctance to talk to you like who’s this weirdo calling me asking about yeah yeah what what are you doing to to break down those barriers to get them to.

00:16:24.600 –> 00:16:25.200
Danny Johnson: start talking.

00:16:25.230 –> 00:16:34.530
Brent Daniels, Mr. TTP: yeah sorry, so you, you have five seconds to get the next 30 seconds Okay, so the way that you open it up is, you have to sound like a neighbor.

00:16:34.740 –> 00:16:43.140
Brent Daniels, Mr. TTP: And remember your tone of voice is your body language on the phone, so it just depends on you want to sound very familiar, you want to have.

00:16:43.740 –> 00:16:57.240
Brent Daniels, Mr. TTP: You want to have kindness and optimism in the sound of your voice and that’s it and then you just ask them you say you know what listen, I know that this is completely out of the blue, but I was calling about a property, I believe you own on 1212.

00:16:57.270 –> 00:16:58.050
Brent Daniels, Mr. TTP: Banana street.

00:16:58.170 –> 00:17:05.040
Brent Daniels, Mr. TTP: And they say yeah What about it well actually i’m interested in buying a home in the neighborhood want to see if you would consider an offer on that property.

00:17:05.340 –> 00:17:14.160
Brent Daniels, Mr. TTP: And then from there Danny they only give you one of six responses, yes, they do want to sell no they don’t want to sell maybe I do want to sell in the future.

00:17:14.400 –> 00:17:16.590
Brent Daniels, Mr. TTP: How much do you know how much you’re going to give me.

00:17:16.800 –> 00:17:24.660
Brent Daniels, Mr. TTP: Who are you and how did you get this number there’s only six responses, so if you understand how to respond to those responses, you can keep that conversation.

00:17:24.660 –> 00:17:25.020
Danny Johnson: going.

00:17:25.410 –> 00:17:27.840
Brent Daniels, Mr. TTP: But you know what do some people just hang up on you and that’s fine.

00:17:29.820 –> 00:17:30.000
Brent Daniels, Mr. TTP: yeah.

00:17:30.660 –> 00:17:40.230
Danny Johnson: yeah somebody I think I spoke with, I think it was Steve train was talking about how you know 50% of people actually like getting called.

00:17:40.560 –> 00:17:40.740
Brent Daniels, Mr. TTP: yeah.

00:17:40.770 –> 00:17:42.480
Danny Johnson: You know, like getting cold call.

00:17:42.600 –> 00:17:57.210
Danny Johnson: Sure, and so it’s pretty interesting so i’m sure there’s a you know that that kind of Stat too, so if you’re a person that doesn’t like to get cold call you can assume that everybody like nobody likes to get cold call but that’s not really the reality of it so that’s pretty interesting.

00:17:57.420 –> 00:17:57.690

00:17:58.830 –> 00:18:07.560
Brent Daniels, Mr. TTP: there’s three ways to get deals let’s be honest there’s only three ways to get a deal right you pay to have somebody call you it’s called marketing right.

00:18:07.920 –> 00:18:23.220
Brent Daniels, Mr. TTP: that’s your that’s your pay per click that’s your direct mail that’s your bandit signs that’s your billboards that’s your Facebook ads that’s all those things right you pay for somebody to call you all right, the second way is you get referrals you become the guy or Gal that’s known.

00:18:23.250 –> 00:18:37.890
Brent Daniels, Mr. TTP: In your market to do flips or to buy a lot of Rentals or to you know buy properties cash whatever it is that takes a long time to build up their reputation, but you can get referrals the other one is you got to be proactive.

00:18:38.280 –> 00:18:45.480
Brent Daniels, Mr. TTP: What are you going to do, you can either door knock or you can pick up the phone that’s how you be proactive what How else do you get deals besides.

00:18:45.480 –> 00:18:46.380
Brent Daniels, Mr. TTP: Those things.

00:18:46.590 –> 00:18:59.040
Brent Daniels, Mr. TTP: I mean, maybe going down to the foreclosure auctions are bidding at some of these auctions or mls deals, but that that’s still you’re still reaching out that’s still being proactive and reaching out in that sense, so.

00:19:00.540 –> 00:19:11.490
Brent Daniels, Mr. TTP: Which which way, do you want to choose, if you feel like you’re that person that’s afraid and you don’t want to make calls, because you don’t want to interrupt somebody day which you absolutely are and you and you want to.

00:19:11.670 –> 00:19:15.600
Brent Daniels, Mr. TTP: You know, have better conversations and not have to deal with as much rejection.

00:19:15.780 –> 00:19:23.130
Brent Daniels, Mr. TTP: Then you better have a marketing budget and it better be significant right now, especially if you’re in a major market because in phoenix Arizona.

00:19:23.250 –> 00:19:29.100
Brent Daniels, Mr. TTP: It costs $13,000 per deal for direct mail it’s $9,000 per deal for pay per click.

00:19:30.480 –> 00:19:31.530
Danny Johnson: Well it’s crazy.

00:19:33.540 –> 00:19:41.910
Danny Johnson: yeah and i’m sure that varies right, so you can’t say that everybody experiences that it kind of varies depending on what they do with leads that come in how they handle it all that stuff but.

00:19:42.210 –> 00:19:49.860
Danny Johnson: But yeah I mean it it’s just like there’s no question about there being a hot market and most places most places are full of competition.

00:19:51.210 –> 00:20:01.890
Danny Johnson: And what I like about the fact of you know, the the outreach the cold calling the door knocking things like that is you’re setting up like you said before talk to 200 people right.

00:20:02.460 –> 00:20:09.480
Danny Johnson: So you’re not waiting around for 200 people to see your marketing and call you you’re like you said proactively.

00:20:09.930 –> 00:20:20.730
Danny Johnson: ticking down how many you’ve talked to to get to the thing right so it’s not just this you know put let me put money out there and hope I get something from it, and it could just appeared on some black hole I don’t get anything from it.

00:20:21.480 –> 00:20:24.930
Danny Johnson: But if you, you know with direct mail or something like that could happen, and it does happen.

00:20:26.220 –> 00:20:33.960
Danny Johnson: But yeah but things like this, like you’re proactively doing this, so you get to see the results and see how closer you’re getting to it so it’s a.

00:20:34.530 –> 00:20:42.150
Danny Johnson: I guess it’s really about what what you want to do right, I mean if you want to you know if you have more time than money that’s probably the better way to go.

00:20:42.990 –> 00:20:44.400
Brent Daniels, Mr. TTP: yeah and if you have more money.

00:20:44.970 –> 00:20:49.050
Brent Daniels, Mr. TTP: it’s probably because you probably enjoy your lifestyle well guess what.

00:20:49.110 –> 00:20:53.550
Brent Daniels, Mr. TTP: you’re not going to enjoy it if you’re if this thing dictates your whole life when this.

00:20:53.550 –> 00:20:57.270
Brent Daniels, Mr. TTP: thing rings and you’re in the middle of your kids basketball game.

00:20:57.480 –> 00:21:01.530
Brent Daniels, Mr. TTP: or softball game, or something like that, and you got to take that call or you could miss out.

00:21:01.830 –> 00:21:12.060
Brent Daniels, Mr. TTP: i’m just saying when you’re getting started and you don’t have your systems in place for people to answer the calls for you and you trust them to pre qualify and get all the information it’s you it’s you.

00:21:12.300 –> 00:21:13.560
Brent Daniels, Mr. TTP: all the time.

00:21:13.830 –> 00:21:15.030
Brent Daniels, Mr. TTP: it’s you answering that.

00:21:15.240 –> 00:21:17.250
Brent Daniels, Mr. TTP: it’s you being on call.

00:21:17.580 –> 00:21:20.820
Brent Daniels, Mr. TTP: 20 473 65 if you’re doing marketing.

00:21:21.240 –> 00:21:26.070
Brent Daniels, Mr. TTP: Every time, because if you’re not answering calls live in this market they’re gonna call somebody else.

00:21:26.670 –> 00:21:28.620
Danny Johnson: yeah you can’t turn it off.

00:21:29.250 –> 00:21:36.360
Danny Johnson: Go on vacation and worried that that call while you’re sitting on the beach that came in that you missed ended up calling and competition and was a $50,000 flip.

00:21:36.750 –> 00:21:38.100
Brent Daniels, Mr. TTP: yep yeah.

00:21:38.580 –> 00:21:39.420
Brent Daniels, Mr. TTP: I know is.

00:21:39.720 –> 00:21:40.230
Danny Johnson: Like real.

00:21:40.530 –> 00:21:49.170
Brent Daniels, Mr. TTP: yeah you get somebody goes to your website and puts in their information, then all of a sudden, you know you can’t get back to them they’re putting it in five different sites for sure.

00:21:49.890 –> 00:21:51.030
Brent Daniels, Mr. TTP: yeah yep.

00:21:51.240 –> 00:21:51.930
Danny Johnson: And so.

00:21:53.010 –> 00:21:59.850
Danny Johnson: um you know what when you make these calls you, you call them up you speak in a friendly tone like a neighbor.

00:22:00.660 –> 00:22:03.000
Danny Johnson: They they hit you with one of those responses.

00:22:03.540 –> 00:22:15.150
Danny Johnson: Like what is the progress that progression from there, I mean you’re not obviously getting to the point where you’re making an offer over the phone, what is your intent there with those phone calls when you do connect with somebody open to it.

00:22:15.630 –> 00:22:26.460
Brent Daniels, Mr. TTP: Every conversation with a property owner comes down to those four pillars, a pre qualifying the condition of the property their timeline to sell their motivation and their price.

00:22:26.850 –> 00:22:33.300
Brent Daniels, Mr. TTP: And, and you would think that price is the most important, I think timeline is the most important Let me explain why.

00:22:34.050 –> 00:22:43.770
Brent Daniels, Mr. TTP: it’s not a lead until they’ve made the mental decision to sign a document that’s going to transfer ownership from them to somebody else if they haven’t made that.

00:22:44.040 –> 00:22:47.880
Brent Daniels, Mr. TTP: If they haven’t made that decision, yet you trying to convince them.

00:22:48.120 –> 00:22:55.110
Brent Daniels, Mr. TTP: is not going to happen, they need to get to that point, or at least have it in the future there’s got to be some sort of timeline that says.

00:22:55.320 –> 00:23:03.240
Brent Daniels, Mr. TTP: I have made the decision to sell this property you’re not going to magically call somebody up and all of a sudden they’re like I wasn’t even thinking about selling, but now I am.

00:23:03.420 –> 00:23:07.800
Brent Daniels, Mr. TTP: This is incredible Why did I sell it to you for 60 cents on the dollar right.

00:23:07.890 –> 00:23:13.350
Brent Daniels, Mr. TTP: it’s not gonna happen it’s not gonna happen so and and I put them in that order Danny because.

00:23:13.590 –> 00:23:25.530
Brent Daniels, Mr. TTP: Typically, what happens if somebody says Yes, they do want to sell the they’ll say, well, what are you going to offer me or whatever you know the condition is very important, can you tell me what remodeling have you done to the kitchen bathrooms in the last.

00:23:25.530 –> 00:23:26.340
Brent Daniels, Mr. TTP: Five years.

00:23:26.610 –> 00:23:37.500
Brent Daniels, Mr. TTP: Right and that opens up the longer you keep them on the phone, the more the conversation blossoms, the more you can really understand what’s going on and that force field starts.

00:23:37.950 –> 00:23:51.240
Brent Daniels, Mr. TTP: starts slowly sliding off of the conversation that they have and they stopped stiff arm and yeah and actually be actually let you know what’s going on and typically if you get the condition and the timeline they’re going to let you know the.

00:23:51.240 –> 00:24:03.180
Brent Daniels, Mr. TTP: motivation right when you understand well when do you want to sell and typically it takes us 14 days to 30 days to close this and get you your money does that work for you, yes, no.

00:24:03.270 –> 00:24:11.340
Brent Daniels, Mr. TTP: I need it faster than that I need to wait until my tenants out of there I need to wait until we’re in town to clear out the property all of these different things right.

00:24:11.730 –> 00:24:21.510
Brent Daniels, Mr. TTP: But you understand they’ll give you the motivation of why they want to sell based on the condition and the timeline so you don’t have to go like well why are you thinking about selling right it’s like.

00:24:22.200 –> 00:24:28.950
Brent Daniels, Mr. TTP: You know the the most obvious question of all time and people don’t typically answer it the way that you want them to so pull it.

00:24:28.980 –> 00:24:31.710
Brent Daniels, Mr. TTP: out pull the motivation or their problem that they’re having.

00:24:31.860 –> 00:24:33.540
Brent Daniels, Mr. TTP: Through the condition and the timeline.

00:24:33.750 –> 00:24:34.950
Brent Daniels, Mr. TTP: And usually it’s a condition.

00:24:35.220 –> 00:24:40.440
Brent Daniels, Mr. TTP: they’re like it’s been beat up it’s been vacant it’s been this or that I got inherited that type of thing.

00:24:41.790 –> 00:24:42.480
Danny Johnson: yeah yeah.

00:24:43.950 –> 00:24:53.970
Danny Johnson: So I mean what is your what are your thoughts on the people that aren’t there like you said, I mean they’ve got to come to that point on the ground right you’re not going to convince them through fancy talk and.

00:24:55.230 –> 00:25:05.460
Danny Johnson: neurology in nlp you know you’re not going to get them to decide they want to sell their house if they were already at the point where they were kind of thinking in that direction, anyway, so what is your thought on.

00:25:06.180 –> 00:25:15.870
Danny Johnson: You know those that aren’t there, I mean what do you do with those because you talk to them, and you, you felt like maybe there’s there could be a chance that eventually they get to that So what do you do in that case.

00:25:16.590 –> 00:25:30.090
Brent Daniels, Mr. TTP: You follow up with them you follow up with them either every two weeks or every month, depending on how the conversation went and I would say, if it is, if you do just a little bit of research and you see you put in the address in Google.

00:25:30.240 –> 00:25:37.500
Brent Daniels, Mr. TTP: You look at the aerial you look at the street view you can see, this properties and pretty rough shape i’m going to keep them in my CRM for.

00:25:37.560 –> 00:25:43.620
Brent Daniels, Mr. TTP: Ever for until they tell me to like drop dead and die, and like go away, and you know they’re.

00:25:43.860 –> 00:25:55.560
Brent Daniels, Mr. TTP: they’re just get super like the rapport is gone the relationship is gone i’m going to keep them in there and i’m going to keep following up because eventually they’re going to have to make the decision they’re going to have to make the decision because they’re not going to be.

00:25:55.560 –> 00:25:58.560
Brent Daniels, Mr. TTP: able to sell it on the market to a conventional buyer.

00:25:58.800 –> 00:26:09.990
Brent Daniels, Mr. TTP: Because the banks won’t lend on it so you’ve got a property that banks won’t lend they have to take a cash offer i’d love the opportunity to at least submit my offer and see how we do.

00:26:11.190 –> 00:26:15.270
Danny Johnson: Well, what kind of deals, do you see coming off of those that you end up following up with for a long time.

00:26:16.560 –> 00:26:22.110
Brent Daniels, Mr. TTP: uh yeah I mean it’s there there’s one that we followed up with for three years.

00:26:22.500 –> 00:26:28.380
Brent Daniels, Mr. TTP: Unfortunately, a lot of those long term follow up days are kind of the smaller deals in my experience, because.

00:26:28.650 –> 00:26:39.660
Brent Daniels, Mr. TTP: They now have like 15 people to call back when they’re making that decision so there’s a little bit you know when you’re just negotiating with a property owner that’s where you get the biggest deals, if you have to.

00:26:39.690 –> 00:26:42.540
Brent Daniels, Mr. TTP: negotiate with the property owner and other buyers.

00:26:42.750 –> 00:26:51.330
Brent Daniels, Mr. TTP: On those deals typically the deals get thinner because the the prop the the price gets bit up so they’re typically a little bit a little bit smaller.

00:26:52.050 –> 00:27:02.160
Brent Daniels, Mr. TTP: than people that are that are ready to go in the in within the first 90 days of initial contact, but they still they still work we still can help them out of that property.

00:27:02.910 –> 00:27:03.750
Danny Johnson: that’s awesome man.

00:27:03.900 –> 00:27:15.090
Danny Johnson: yeah no thanks so much for sharing about your talks people process, and you know, I think that is insightful for what the reality is what perceptions are sometimes of newer investors coming in and.

00:27:15.390 –> 00:27:21.240
Danny Johnson: Considering their options on how they’re going to get a deal, and I really like this for a lot of people, because it will show them.

00:27:21.540 –> 00:27:30.720
Danny Johnson: You just have to talk to people you can’t you can’t assume that you’re going to talk to a couple people get a slam and deal and it’s just going to happen for you, so you, you find out the reality pretty quickly.

00:27:30.990 –> 00:27:31.800
Danny Johnson: yeah right.

00:27:32.820 –> 00:27:42.450
Brent Daniels, Mr. TTP: yeah and it just depends on what your goal is, if your goal is to just buy some rental properties or do some air B and b’s and have stuff fixed up and it’s all good that’s fantastic.

00:27:42.780 –> 00:27:54.900
Brent Daniels, Mr. TTP: If your goal is to be a full time real estate entrepreneur, you have to get big deals, you need to be able to fund your first, you have to be able to get out of whatever current job you have, if you have one.

00:27:55.080 –> 00:27:56.820
Brent Daniels, Mr. TTP: So you have to replace your current income.

00:27:56.970 –> 00:28:05.610
Brent Daniels, Mr. TTP: And then you have to really build this thing up so that it is consistently closing deals for you, because it takes a long time to live off of passive cash flow.

00:28:06.270 –> 00:28:20.880
Brent Daniels, Mr. TTP: A long time to just all of a sudden you’re fine live unless your expenses are next to nothing but, most people that I know want at least 10 $20,000 a month and passive cash flow to live off of because you got taxes right and.

00:28:21.450 –> 00:28:34.410
Brent Daniels, Mr. TTP: That takes a long time, so you have to get these big chunky deals either you wholesale it or you flip it and and where are you going to find those deals you got three options you buy people calling you, you get referrals are you going to be proactive and you call them.

00:28:35.880 –> 00:28:42.450
Danny Johnson: Absolutely, so if anybody out there listening wants to find out more about you and what you do, how can they find you.

00:28:42.990 –> 00:28:51.450
Brent Daniels, Mr. TTP: yeah a couple different resources ttp insider has all of our scripts has a bunch of resources has a bunch of downloads and and.

00:28:51.720 –> 00:28:56.670
Brent Daniels, Mr. TTP: Some some free courses in there to kind of get people going and finding their first few deals.

00:28:57.030 –> 00:29:10.890
Brent Daniels, Mr. TTP: And then my YouTube channel I go live answering questions on that five hours a week ago, Monday Wednesday and Thursday So if you just put in Brent Daniels into YouTube check it out i’d love for you to be a part of that.

00:29:11.820 –> 00:29:12.210
Brent Daniels, Mr. TTP: awesome.

00:29:12.660 –> 00:29:13.890
Danny Johnson: Thank you so much for joining me.

00:29:14.460 –> 00:29:15.120
Brent Daniels, Mr. TTP: Thank you Danny.

00:29:15.270 –> 00:29:16.740
Brent Daniels, Mr. TTP: I really appreciate it, this is great.

00:29:17.700 –> 00:29:19.470
Danny Johnson: yeah man all right we’ll have a great one.

00:29:22.800 –> 00:29:23.130
Brent Daniels, Mr. TTP: Oh.



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