Episode 85: Brent Daniels – TTP with (Brian Trippe Co-Hosting)

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Show Notes

In this episode, David Dodge invites Brent Daniels to talk to us about his program TTP!   Brent is with wholesaling Inc helping hundreds of people around the country learn to get started wholesaling property and then on to more advanced training with Brent.   Brent Program TTP has a very simple meaning.   Talk to people!   He helps people set up cold calling operations and helps generate leads via the phone and help from virtual assistance around the globe.

Special Co-Host today:  Brian Trippe

Key Talking Points from this episode: 

  • – The Ultimate Guide to Wholesaling Real Estate – Start here then go talk to Brent and TTP to help source those leads!
  • – 6% of all properties are Distressed
  • – You have about 4 Seconds to get the next 30 seconds on the phone
  • – There are only 6 responses that you can get on the phone.   ONLY 6!  If you know how to handle these objections you can keep the conversation moving forward.
  1. Yes
  2. NO
  3. Maybe in the future
  4. How much will you give me
  5. how did you get my number
  6. who are you
  • – Freedom of Information Act:  Get lists for Evictions, Code Violations, Water Shutoff, Etc Etc.
  • – Brent uses www.Flipthisrealestatelist.com who has an army of VA’s that can help you get the data.
  • – Brent uses Skiptracing: Batchskiptracing.com   Ues coupon code TTP
  • – Tips:  Get rid of all trusts, all LLC’s
  • – Start Small, Maintain consistency
  • – Small things add to wins and that equals to the big success
  • – Find a Firefighter that also has a real estate license.

To learn more about Wholesaling visit: https://www.FreeWholesaleCourse.com

Check out our Tool Kit to see David & Mike’s Secret Weapons:
https://discountpropertyinvestor.com/toolkit/

David: Alright guys, welcome back to the Discount Property Investor podcast! This is your host David Dodge, I am actually going to be co-hosting this episode with a good friend of mine Brian Tripp.

Brian: What’s up, man?

David: How are ya?

Brian: Glad to be here.

David: I’m excited to have you. Brian is not even our guest today, he is just a guest co-host. We are going to have fun on this episode, guys. Today I am bringing Brent Daniels to the podcast. Brent is a good friend of mine, personal friend. We met in Mexico a couple of months ago at a mastermind. If you are not involved in mastermind events check them out, it doesn’t even matter which one it is. There are lots of gold nuggets to be had in those and people to meet. Again, that is where I met Brent. I am happy to call Brent a friend today. Brent is with WholesalingInc and he has a program called TPP. I am going to let Brent explain what TTP is, and how you can connect with Brent. He is also a coach, a mentor, a rockstar, a real estate investor, a wholesaler. This guy does everything, he is freaking awesome. Brent Daniels, welcome to the show.

Brent: Thank you, thank you, look at this! Brian and David real estate group. You guys have opposing ear buds in. You guys know what TTP means. Talk To People, that’s exactly what it is. This business is very, very simple. When it comes to sourcing opportunities. When it comes to being in the driver’s seat, whether you want to wholesale, whether you want to flip, or whether you want to build a renter portfolio. If you source the deals you win, you get to chose what you want to do, and it is as simple as this; the key to all of it is to have quality conversations with distressed property owners. Now you have three choices in there. You can wait for them to call you, right? And you can just get referrals, you can market to them where you are spending money and you are buying those leads to call you, or you could be pro active, you could pick up the phone, get accurate phone numbers for distressed property owners, you could call them up and ask if they would consider an offer on that property.

David: I love it! Brent, tell me what is TPP? Let’s start there. What is TPP? What does it even mean?

Brent: Talk to people, right? Very, very simple. It’s a very simple philosophy. I think in realistic– there are so many different things we can learn, so much education we can do, so many books written on it, so many different strategies. But when it comes down– yeah wholesaling, when it comes down to– like I said before, sourcing the deal, it all comes down to just talking to people. You have to have enough self awareness to understand if you [00:03:35.26 – inaudible] activity, or if you want to wait for those calls to come in too. TTP is a program that I put together that teaches real estate entrepreneurs around the country how to pick up the phone, be pro active and get the biggest and best leads and deals on planet earth.

David So you have a program that you offer people that teaches them how to get leads. This program is all based around cold calling, correct?

Brent: Correct, yeah. Phone prospecting 100%. Being able to set a schedule where you time block, and you are having conversations with distressed property owners on your schedule.

David: Got it, okay. So when ever somebody comes to you and they join your program, and they know nothing about real estate investing, they have never talked to a motivated seler, they have never done a wholesale deal, is that alright? Is that what you’re looking for?

Brent: Typically the people who come into the program have done some deals, typically, if they haven’t done any deals they have got a mentor, a local mentor that teaches them how, or they are bird dogs for other people. They have some experience. It’s definitely an advanced course, I am not going to teach you how to step by step–. Basically all you have to do is read this book right here, it’s the number one book. Read this book right here, and then you join the TTP program to find and source the deals. You talk about in your book actually. Which is having those conversations.

David: Absolutely, and I appreciate you giving me a plug about my book ‘The Ultimate Guide to Wholesaling Real Estate’, if you haven’t picked this up yet, check it out, it’s available on Amazon. I know you are affiliated with WholesalingInc, let’s start with this website. How would somebody find you, Brent? It’s WholesalingInc.com/TTP.

Brent: Yeah.

David: I just wanted to verify that. I would imagine a lot of your students, a lot of the people who join up, they are probably already in the WholesalingInc program, right?

Brent: 100%.

David: Not necessarily, but most of them, right?

Brent: Yep.

David: You have a more advanced course, you teach people how to– what did he say? Phone?

Brian: Prospect.

David: Phone prospecting, I love that. I want to give my audience and viewers just a little taste. As you know, I am an experienced wholesaler, I have done 300 plus deals, I wouldn’t see I am on the Brent Daniels or the Brian Tripp level yet, but I am getting there.

Brent: There you are.

David: And– but anyway, if I were to take your course, if I were to sign up– show us or tell us a little bit about what you do with these people, how you can get them going, and like some of the strategies, throw a couple of gold nuggets at me of what you’re doing that is different from other people, and how people can benefit from your program.

Brent: Sure. I think it boils down to a couple of different things, one is who do you talk to? Who is the most likely person to sell at a discount? Who is likely to trade speed and convenience for equity in their property?

David: Let me repeat that real quick. Speed and convenience for equity in their property.

Brent: Yep.

David: I didn’t mean to interrupt you, but I love these little gold nuggets. So that’s all that you’re doing in wholesaling. Do you agree, Brian?

Brian: Totally.

David: That’s all we’re doing, we are trading speed and convenience for what?

Brent: For equity.

David: For equity.

Brian: We are never going to win on price, right?

David: I didn’t mean to interrupt you, but I have a lot of people that listen and watch my channel and my podcast that are really new. So I want to be able to emphasize some of these topics. Brent, go ahead.

Brent: So just imagine that you can pull lists of people that have– somehow their hand is raised on some level of distress, right? In every market there are 6-10% of the market that is in some sort of distress. Whether that be a foreclosure or [00:07:34.16 – inaudible] that they can’t take care of the property anymore because of their age, or maybe they physically can’t take it anymore, maybe they inherited a property, maybe it was rental, maybe it was destroyed by tenants over the years. Whatever it is, maybe they are tired of it, there are a lot of reasons for distress. You can find and target those people, show you how to find those people. Then second, the most amazing thing is right now because of technology, you can dos something called skip trace, and get the actual phone numbers for these distressed property owners. So you have got their address, you have got their name, you have got their phone number. So the next thing is–.

David: Brent, stop right there, I’ve got to pause, okay. So we are going to run through this kind of in real time. In my market, I’m in St Louis, I am lucky enough to have Brian from Birmingham visiting me in my market today, he is actually here for another event, but he wanted to come say hi and I thank him for that. So in St Louis I have 2.8 million people in my metro, okay? Everyone is going to be in different markets for the most part. We do have a lot of St Louis people here, but 2.8 million. You said what percentage are distressed?

Brent: 6-10% depending on the market. In your market it is probably closer to 6.

David: 2.8 right? So we are going to say .06, is that right, Brian? Help me out here, looks right.

Brent: So remember this is property owners, not population. We got to see how many properties there are in your market.

David: Okay. Times point zero six. So it is based on properties, based on the 6% rule. That means we have 168,000 not necessarily motivated but distressed people or properties.

Brent: Well you have to see how many properties are on your market. So Phoenix there are 500,000 houses, you know what I mean? A million houses, a million properties. You know what I mean? So you times it by the properties, not necessarily by the population, because not everybody owns property.

David: That’s a great point, that’s a really great point.

Brent: You have to figure in my market there is anyway between like 40-60% houses that are in some sort of distress.

David: That’s what I’m trying to get to, man. I am just saying that 10% of everyone in my city, I am just guessing here owns a house. That puts me at 280,000 houses. So If I take that and times it by point zero six, that’s 16,800. Now, one point I want to really want to emphasize is that is at any given time. Not like there is 16,800 distressed properties and when I go buy them I own 16,800 point of them there is no more. Everyday there are 16,000–.

Brent: It’s a conveabelt.

David: Again, I just want to emphasize the point that you’re making, because I totally 100% agree with you. I think Brian can attest to that. Okay cool.

Brent: I think it also comes into an interesting point where people say, there are too many people in my market, everybody is doing wholesaling, everybody is doing real estate investing. Okay, so what does that mean? I guarantee you if you did 20 deals this year that your life has changed. If you do 50 deals out of what did we say? 20,000, 16,000. You are not at even 1% of the market, right? There is plenty of opportunity out there, it’s just whether or not you are going to talk to a distressed property owner today or not.

David: I love that, that’s awesome. That is some good content right there. So in my market the 6% ish rule, that is more houses than I could ever see probably ever in my life time, I don’t know if I could even reach 16,000. Maybe I could, I guess I probably could, done 300 deals at this point. but still, the number is so large that I want to really emphasize that, because what this really means to me is that– I don’t look at anybody in my market as competition, right? So we just went and had lunch we talked to a few other people in my market that are doing deals, that Brian and I both know. I look at all of them as strategic partners. I don’t have that scarcity mindset, but even if I showed up to an appointment and somebody else is there, it doesn’t effect me because I know there are 16,800 other opportunities out there, I love that. So anybody that’s listening, all my listeners and my viewers, do not be deterred by competition in this business, turn them into strategic partners if you haven’t already, okay? Go ahead.

Brian: I just want to add to that. I think some people think that just because I got a house, that means there is one less house out there. It could not be further than the truth, a lot of times what you’re doing, Brent, we are doing, we are sourcing these deals, we are talking to people no one else would have even talked to. We are getting deals potentially, we are getting leads that people wouldn’t normally even get, because we are doing it so creatively.

David: Correct.

Brent: Yep.

David: I love that. So Brent back to you, I’m sorry to get side tracked. There is a lot of good content here, good information and gold nuggets that I just want to re-emphasize and re-iterate, because the people that are listening to these podcasts often times, they are new people, they are new to the business and they don’t know. There’s tons of deal, we have gone and covered that. Let’s jump back into TTP.

Brent: So yeah, first you get a list, no you have all the information, you do something called skip tracing, which you get their phone numbers, if you need a resource for that I use BatchSkipTracing.com. If you use TTP as a code you get that for 18 cents an address. You get a list of addresses–.

David: Say that again, TTP is the code?

Brent: Yep, for BatchSkipTracing.com. Yeah you get their phone numbers, and you pick up the phone. The next point is, what the hell do you say to them? Right? So after thousands of calls, hundreds of thousands of calls, millions of calls, we determined that– we put together the golden script, the best script the TTP script for reaching out and talking to these distressed property owners. And here’s the thing. There it’s something [00:13:28.17 – inaudible] Brian’s REI live last week is, you have four seconds, this is critical, you have the first four seconds to get the next 30 seconds in a phone call, in a prospecting call, when you are talking to a stranger.

David: Are you telling me you only get four seconds?

Brent: Yeah for example if I call up and I ask for Mr Dodge, you are going to either assume that I’m selling something or customer service. But If I just call up and say, hey I’m looking for David. It almost kind of sounds like we know each other.

David: It does.

Brent: Then you get going on its own. Just little tips and tricks that over a lot of experience were put together in the TTP script. If anybody wants it they can e-mail me at Brent@WholesalingInc.com, and I will send them over to you. But anyway, now you have the who, now you have what to say to them, and from there you just have to understand that if you ask someone if they consider an offer on their property, they only give you six responses, David, six!

David: That’s it?

Brent: That is it. Some form of these six; yes, no, maybe in the future, how much will you give me? How did you get my number? And who are you? That’s it.

David: That’s it.

Brent: As long as you know how to respond to those responses then you can keep the conversation going, or move onto the next one. It’s simple, this is an easy business, as long as you have quality conversations with distressed property owners, you cannot lose in this business, you can’t.

Brian: I want to ask a question. Brent, you have given us some really good [00:15:24.09 – inaudible], and I think– I want to dig in and get to some actual granular stuff, is that cool?

Brent: Let’s go.

Brian: Let’s go into some detail. You said you have got to figure out who we are going to talk to first, right? So how do we get a list? What list shall we get? How do we even get our hands on these? I know you said when we get it we skip trace it, but how do we get our hands on this list? What list shall we be getting?

Brent: Well the easiest way and the first list you should get is a driving for dollars list in your market place. Especially if you’re starting out, the driving for dollars list is number one, because every single person on that list is distressed. That property is beat up, if it needs some love you need to be talking to them right now, okay?

David: You’re suggesting that people do their own driving for dollars, correct?

Brent: Yeah, if you want to hire somebody or you are charming enough to get people to do it for free for you go for it, you know what I mean? If you are out there, if you’re starting out, get some boots on the ground, go get experience, see what is going on with these properties in the neighborhoods. When you’re driving in a neighborhood and you are starting out, suddenly you see remodels happening all over certain areas; you know that’s a popular place to go. You know there are going to be cash buyers, or people flipping in that area, and it’s being successful. You go after the properties, go out there and get a feel for your market. If you don’t, if you want to do it virtually I totally get it. You just have to hire someone else to make those drives. We get out list from ListSource.com. ListSource you can pull up all the multi family, all the vacant land, all the rental properties. So there are a few different resources. I like getting nitched lists at FlipThisRealEstateList.com–.

David: I’ve never heard of that one. So one thing I do really like about the driving for dollars is when you create your own list, there are a couple of apps out there, the Driving for Dollars app, the [00:17:25.20 – inaudible] app. I have dabbled with both. I am not really necessarily promoting either one. Figure out what works for you, that could be driving around with a notepad jut writing down addresses. But when you create your own list it’s unique. I am not saying that particular property won’t be on another list, it could be on another absentee list, or a high equity list, or a vacant property list and so on and so forth. However, when you create your own list on driving for dollars, that particular list itself is unique to you. It has a lot of power– go ahead,please.

Brian: Also I really think it comes down you– you just got done mentioning there are free lists you can get, free– it’s free of cost but it is not free of time. What I’ve found, because I coach too, we all coach. What I’ve found is people either have time or money. They usually don’t have both.

David: Right.

Brian: So the people that time, spend your time getting lists basically for free, the driving for dollars. But if you have money, Brent gave us some great resources, [00:18:36.27 – inaudible], ListSource, where we can actually go and buy lists.

David: Love it. Thank you, that was great.

Brent: To add to David’s point. The harder the list is to get, the more custom is is, do you know what I mean? If you can download a list from the internet, you are not the only one that’s doing it, okay?

Brian: What I’ve found in my market, our best lists are freedom of information act lists.

David: Dig into that for a minute. We have got to share your time with Brian–.

Brent: I love it.

David: So tell me more about this.

Brian: The freedom of information act [00:19:15.01 – inaudible] are local governments for anything. It’s a federal law so you can ask the government for anything. This is how we can get eviction lists. This is how– code violations. So water shut offs is a great list if you can get in. In Birmingham our water [00:19:32.27 – inaudible] is private.

David: So that doesn’t work.

Brian: We can’t get that there.

David: Okay.

Brian: But somebody who may be listening to this might be able to [00:19:41.03 – inaudible] from people.

David: Ours in St Louis is not. It’s pubic, it’s not private. So we can.

Brian: Let me just add this because I want to ask you a question about this. These lists can be very very difficult to get a hold of, because government agencies want to say that it doesn’t exist, oh no we can’t do that it’s illegal. They are going to give you so many excuses as to why you can’t–.

David: You guys want to know a secret real quick? I am sorry to interrupt you. I’ve tried like five times to get lists in St Louis with it and failed every time.

Brian: You weren’t persistent enough.

David: I know that.

Brian: You were not talking to the right people. You have to talk to different people within the organization. We have even gone to the mayor.

David: Wow.

Brian: Gone as high–.

David: This guy knows how to get shit done.

Brian: Someone tell us– we had someone tell u one time– oh that’s a federal law, it doesn’t apply to us. Brent, I want to get your take on this, what do you think about this freedom of information acts?

Brent: I don’t mess with it at all, I don’t go down there, I am not as persistent as you. I go to FlipThisRealEstateList, he has an army of DA’s that scrape up all data, get me code violations, infractions, tax defaults. The whole deal. Inherited, probates, all those things. So I think there are people way more creative than I am, right? And that’s what I focus on. I focus on finding the people that I can partner with or pay for to get those lists for them. Do I agree with you? 100%, I 100% agree if you go down there and get them yourself, you are going to have that a lot faster, and probably have at least a week if not two weeks head start of everybody else. So certainly if maybe you’re in a smaller market where there is not a lot of information, you have to jump on that yourself.

Brian: But it also comes down to time versus money. If you have a lot of time not a whole lot of money, then go through some of these books on the ground, these realtor techniques, go to your local government offices, [00:21:47.07 – inaudible] and get these lists on drive for dollars. But if you have money right now, let’s start–.

David: Yeah I love that.

Brian: Let’s go ahead and let other people do the heavy lifting for once.

David: I love it, that’s awesome. So lots of lists guys, we know that. There are lists you can create; driving for dollars for example. There are lists you can use– the freedom of information act to get. There are lists you can buy. So there are lots and lots of lists. But Brent, you talked about this briefly. So I get a list, usually when you buy that list, it is an address, a first name and a last name. If you are using ListSource or another one of these lists for buyers and you search by different things like high equity, or vacant [00:22:32.23 – inaudible], obviously have a column to let you know that data. But typically from my experience, correct me if I am wrong gentleman, but it’s a name and an address. That’s not necessarily enough unless your whole prerogative is to do just mail. Correct? Then you have to skip trace, so Brent tell us again about how you skip trace, then you had given us a code if you could repeat that if you don’t mind.

Brent: Yeah so all you do– typically your lists are going to come in or you’re going to format it into an Excel sheet, right? Some sort of list you mail to or whatever. But it’s in Excel, you take your Excel, you upload to this website, BatchSkipTracing.com, TTP is the coupon code, then you get it back with the phone numbers.

David: How long did it take?

Brent: Couple of hours. They have one that is instant, right? So it’s really, really fast, then you have the phone numbers to be able to call these people. A couple of tips right off to bat, you want to get rid of all trusts, get rid of all LLC’s, anything that is owned by a corporation. Typically those addresses of the properties are not tied to a phone number of the actual owner of the LLC or trust. Get rid of all those so you are not spending any money and not getting and results for that. You want to filter through your list, and from there you can either [00:23:51.19 – inaudible] to these people, or plug them into a dialing system and press go.

David: Man that’s awesome.

Brian: You mentioned that you have a very specific script and what to say. We have all these phone numbers, we enter them into a dialler, ring ring ring. What do we say, Brent?

David: That’s right.

Brent: ‘Hi I’m looking for Brian’.

Brian: ‘You got Brian, what’s up?’

Brent: ‘Hi Brian my name’s Brent. I know this call is completely out of the blue, but I was calling about a property I believe you own on 1212 West [00:24:23.23 – inaudible]’.

Brian: Brent, off the role play for a second. Talk about what you just said right there. Really dissect what you said, you got right to the point.

Brent: Here is what I’ve learned, one, you want to make sure you introduce yourself and explain why you are calling really quickly. But you also don’t want to sound like you know some secret information about these people and you’re a stranger; it’s creepy, it feels weird, it feels intrusive. So you want to call and you want to ask them about a property you ‘believe’ they own, right? I believe you own this property, not certain, I don’t know for sure. At least it looks that way, that type of thing. So and then they will typically say– so I introduce myself, I don’t go into my full name, I don’t go with [00:25:19.22 – inaudible] Discount Property Investor, I was calling– you know what I mean? I don’t go through the whole title.

David: You don’t need to.

Brent: It gets to the point, remember it’s the first four seconds. I want to explain to them why I am calling, and then typically they say, ‘yeah what about it?’. Or, ‘why are you calling?’ Or whatever else.

Brian: So let’s pretend that’s what I just said, what about it, what’s our response?

Brent: ‘I was actually calling to see if you would consider an offer on your property there’.

Brian: You said there are a certain number of things–.

Brent: Yes, no, maybe, how much will you give me? How did you get my number? And who are you? Those are the only six responses– some form of that. People yell at you, cuss at you, hang up, that is considered a no, okay? That is under the no heading. But honestly, what I find with my students, the hardest part is when people say yes. They are like, oh, now what do I say? We will get into the benefits of it. ‘Yes Brian just to let you know, we purchase properties completely cash, there are no real estate commissions, we pay all of the extra fees. The best part is we buy these properties completely as is, so you don’t need to put another cent into the property. For an offer like that how much would you take?’ Then we just keep going and going. What typically happens, and this is just normal, typically people will be like, ‘I don’t know’, or ‘you tell me’, or ‘you called me’, and all these other things. So you have to bring this conversation back to where you are asking the questions. ‘Oh I completely understand, just so I can get you a good solid offer, have you done any major remodeling to your kitchen and bathroom in the last five years?’ It’s a super specific question that is going to– watch them just blossom. They are just going to start talking to you about everything–.

David: We want to know– hopefully I can give you a gold nugget.

Brent: Yeah.

David: You want to know one of my favourite things to say on the phone to people– to qualify, but also expand on what you’re saying– is I always say, what type of house is it? It’s such a broad– some people will interpret that as [00:27:21.13 – inaudible], some people will interpret that as POS. They don’t understand the question necessarily, but it’s a question that puts the ball in their court. It was one of those things we were just saying at lunch, you ask and then you shut up. I always say– let’s say I was calling Brent and we had gotten through that first little speel, and like yeah I would be interested in an offer and I would say, ‘great, can you tell me what type of house it is?’ They start telling you, ‘well it’s a two story, has six bedrooms, it needs work, I haven’t done anything recently because my aunt’s been living there–.’ And blah, blah, blah. But it also helps you get to why, and as– I just had Tom on last week telling me– I didn’t realize I was doing this, but if you can’t get to why, ask when, and it will usual unravel into their why. That same strategy with [00:28:09.21 – inaudible]. If you don’t interrupt, just let them go. Act like you’re listening, well you should be listening and say, ‘oh great’, or ‘I hear ya’, or ‘I agree’. They are just going to keep telling you. I love that, I just want to throw it out there, that’s awesome.

Brent: I love that question, I really like that. What type of property is it, is the broadest question of all time.

David: It’s the broadest one, and a lot of times, Brent, it will answer questions that I might even forget to ask. Like in St Louis, right? The big city, 2.8 million people in our metro, we obviously have public sewers and public water, right? But if you go 25 minutes away, and I would imagine it is similar in every city, they are going to be on septic and on well. I often forget to ask those questions, is your property on septic? If I just say, what type, some people will go on for 20 minutes without me even getting a word in. ‘Well it’s out in the country and we have septic tanks’. They just go and go and I’m just sitting there taking notes. By the time they are done telling me the type of property, I know everything I need to know.

Brian: I want to talk about the psychology of that.

David: I love it.

Brian: Because I think asking these questions are really important, but for a new person it might– we might not know why we are– we might not even know the information that we’re getting and why it’s important, but I would think that the information is important, but what is more important is the psychology of it. You’re getting someone to open up to you. In sales, we all know in sales they do business with people they know and trust. They don’t even know you.

David: Correct.

Brian: Just by getting them to talk, isn’t that part of it, Brent?

Brent: 100%. That’s 100% it. The more they feel comfortable opening up that conversation, the more they are really going to explain to you if they are motivated or not, right? So you have to all these leads, and pre qualify them on four things; condition of the property, time line to sell– like you were saying, then when, right? Their motivation, and the price they want, that’s it. So if you are new, you just write down those four things and try to answer that question, what’s the condition? When do they want their money? Why are they selling it? What price do they want? If you line all those things up, then–.

David: You simplified it down to four things and that’s awesome, because it’s true. It is. When I first started this full time four, four and a half years ago, I was using scripts which I highly recommend you use if you’re new. Brent has scripts that he offers people not only in his course but you can email him at Brent@WholesalingInc.com, right?

Brent: Yep.

David: Very cool, we love that you offer that. It helps you get through it, but now like whenever I have a new student that comes on and he’s like, what scripts do you use? I’m like, script? I have to take a step back and be like, man if you don’t know you don’t know. My objective is to get those four things answered. Do you need to sell or do you want to sell? How much? When? Why? It’s pretty simple, but if you’re new– let’s take a step back. A minute ago you were saying when they say yes, right? If you are new, you’re like, woah I’ve never had that, because I have had 67 no’s, right? So when I first started I hired a coach, [00:31:34.16 – inaudible], good friend of mine as well. He was like, I kept asking all the dumb questions. What do I do? He’s like, David, just fail, just jump in. That wasn’t his message, but he was like, who cares what you say? Just say something. I realized that it had nothing to do with the concept of what was being said. But it was just the fact that I– would say it. I would get so nervous in the beginning when somebody would be like– yeah I am interested in selling. Just be yourself. Let’s talk more about it. Sometimes I will get on a call with a seller, and it will be a 35 minute phone call, I don’t mind, I make a friend out of it.

Brian: I want to talk about Brent for a second. I think that’s interesting. You get newer people into your program, you have newer people who maybe- they haven’t talked to anyone, they haven’t made a cold call before in their life. Someone might be watching or listening to this podcast right now. What do you say to that person? Is it just go a different route? Just do something different? Don’t cold call? Or this is actually how we break out and be successful cold calling.

Brent: First of all people who come into my program are proactive people, they are just naturally proactive. That’s the way their brains are wired, that’s the people that they are. They understand that if they can get people on the phone talking to them, they are going to be stressful. So very rarely do I have anybody reach out that invests in the program that is like a true– I don’t want to talk to anybody type of thing. I think just by the nature of the program, I think these are the most pro active people in real estate, okay? But beyond that, if you have ever made a call, you need to start small. Start with just a couple of conversations. Start with making calls for 15 minutes and stop, take a walk around.

David: That is huge. That’s another thing. When I first started I sat down on a Saturday from like 9am till like 7pm. I had talked to 300 people, but I was burned out. It took me a whole week– and I hated it, but that’s huge, Brent. Thanks for sharing that, man. That is one of the nuggets right there that I want to put in our show notes. Start small, but more importantly than that I think– I shouldn’t say more importantly but with that is maintaining that consistency. But yeah start small.

Brent: You build up your endurance for it. I think– not to like promote, promote, promote, but within the TTP program we have a private Facebook group, there is a community there, you know what I mean? It’s the TTP family. So people get to really connect and be involved. We get into this business where we are on little islands by our self like you were saying. Saturday morning by yourself, all those thoughts and fears and anxieties creep into your head. Well you can reach out and have somebody to talk to about that– that really helps it, it really does. I think that’s part of it. I think starting off small and I think you just have to stack the small wins, right? I got on the phone today, that’s a win. I talked to somebody, that’s a win. They yelled at me, that’s a win. All these little things– and that equals to the big success. Don’t think just getting a wire into your personal bank account or getting a check you post on Facebook like the cocky SOB that you are is the end game of this, it’s all little, little wins, then all of a sudden it becomes second nature. I have people that just stay on the phone, just keep making calls, keep making calls. At some point they hit a massive deal.

Brian: You made a great point right there that most– I guess newer people haven’t done a deal yet. They consider the win to be getting a check, or–.

David: That’s a great point.

Brian: If you have that mentality, I don’t know how you can even be successful and do your first deal. You have to count these little wins. And I love that he said, one of the wins is to get yelled at, and to fail. I have just got done with the [00:35:55.14 – inaudible] which I know a lot of you guys have read. Where he talks about– you have to mess up so many times, that’s a part of it. It’s the only way to success.

David: When I had Joe as my coach, Joe provided me tremendous amounts of value, and this was like an 8 week program that we had. It was so funny, and I loved Joe, he is a very good friend of mine at this point. But I was just hitting him up everyday, what about this? What about that? It was funny– because I don’t want to say rude, but he was bold. He was like, David you are not allowed to ask me another question until you have an appointment set. At the time I didn’t have any. I did it and I was like, Joe guess what? I’ve got an appointment, he’s like [00:36:50.08 – inaudible]. What do I do on this appointment? He’s like, David you are not allowed to ask me a question until you have ran 20 appointments. Guess what I did? I went out on over 20 appointments. And now I have done over 300 wholesale deals, which isn’t really that man when I compare myself to you two guys. So it’s all about that A-B. But Brian, you said it great though. Whenever people are getting started, they are thinking, I need to get that pay check. But you should count that as a win when you get– yeah you can come out and see the home, great. Or whatever, but yeah each little step in the process is a huge win, I love that. Brent, let me ask you this. Off topic a little bit, but it’s about lists though. Have you ever looked into the dissolved LLC’s lists? It’s essentially a list of dissolved LLC’s that own properties. Ever heard of that?

Brent: I don’t call LLC’s because they don’t have phone numbers attached to them. Maybe for a different marketing–. I will give you one though, you want to find– Google– this is great, I literally $104,000 in the last six months off this one referral I got form talking to one guy, my acquisition manager. Find a firefighter, okay? Listen to me. An active fire fighter that has a real estate licence. I am telling you, we have an active firefighter with a real estate licence that brings every single fire property, because they have some access to it. They bring it to me so he gets a commission on it, right? Sell the, things go smooth as can be. It has been unbelievable, huge deals, huge deals. You could probably just Google it, right? Find somebody who is a realtor that says firefighter or something, whatever it is. You will find somebody that one, that knows the real estate business, and two, doesn’t want to mess around, they have a full time firefighting job, they want these easy deals.

David: Yeah, they are not into it to be in every part of it. They just want to T you up and get out the way, then you get it done and they get paid. I love it. Another thing I want to mention is buying the probate list or the eviction lists are great. Lot’s of value there, we do deals off of them, I am sure you do too. But don’t discount the attorneys. We network with the probate attorneys and the eviction attorneys, because we are trying to hit people from all sides of course with touching them, you know? However often times people will go to their eviction attorney and be like, I just want to get this person out so I can sell it. Well if they know I’m going to buy houses, I am not going to wait for them to get a letter from me, I am just going to have Richard my eviction attorney send them straight to me. Same with probate, probate is a little bit more difficult [00:39:37.06 – inaudible] network with those attorneys, they will send you leads. They don’t have to be licensed real estate agents. I will just send them a gift card for 500 bucks, it doesn’t matter.

Brent: People that are in real estate that have people that want to sell quickly. Property managers are great. Talking to people doesn’t just mean picking up the phone and calling distressed properties. All the professionals, you know what I mean? Talk to the attorneys, talk to the property managers, talk to the real– we get so many referrals from realtors– you tell them that you wholesale, you explain to them what wholesale is, their eyes glaze over, they don’t care, they only want to get a commission and just forget about it, it’s incredible. Yeah it’s just a simple philosophy.

David: It’s awesome. Brent, thanks for coming on. I love your energy, I love following you and seeing all the great content you put out. You have a Youtube channel, tell us a little about that real quick. I had the pleasure of just being on there last week.

Brent: I know, Brent Daniels Real Estate, just Goggle that or look at it in Youtube. The Wholesaling Inc podcast, David is featured here on it in the next couple of weeks, Brian has been on it a ton. It’s just a phenomenal resource for everybody. Getting personal coaching from me and the TTP program, go to WholesalingInc.com/TTP.

David: TTP!

Brian: Don’t forget to get the David Dodge book ‘The ultimate guide to wholesaling and real estate’. I just now got my copy signed, yes I’m excited.

Brent: I’ve got the pages outlined and everything.

David: I appreciate you guys, thank you guys. I am honored to have you guys on the podcast at one time. Brent, thanks for coming on, Brian, thanks for co-hosting today. Guys I am going to put all this awesome content, all these little god nuggets, I know I’ve learned a couple of things today just talking to these two goliaths here. But I am going to put all the show notes together so you can see that. Brent, thanks again for coming on, check out Brent, he has a Youtube channel, he has a podcast. He has all types of cool stuff, it will be in the show notes. Anything you guys want to add?

Brian: His Instagram is blowing up guys. Brent is such a go getter.

David: He’s the man.

Brian: He gives it all away. Take advantage. You got a guy here giving away this stuff, unbelievable book. You got a guy– he just come and spoke at ur REI meeting.

David: I saw that.

Brian: He really gave away the keys to the–. He broke it down in every single way, and we are going to post that video four your audience. Guys, these are two go getters, make sure you get in connection with them, and make sure you watch their concept. They have everything you need to be successful.

David: Yeah we try to give away. Well let’s wrap up guys, if you haven’t taken the free wholesale course, check it out; FreeWholesaleCourse.com. It doesn’t get any easier than that. I was literally just looking on my phone last night, I typed it in, and I had no keywords, no description, no nothing, but if you Google right– probably right this second still, just says free wholesale course. We have already had over 4000 people take the course, and over 100 five star reviews. It’s awesome, it’s free. Check it out, FreeWholesaleCourse.com. As Brian just mentioned, we just published our first book. There are going to be many, many more where that came from. But ‘The ultimate guide to wholesaling real estate’, check it out, it’s on Amazon. Brent, thank you for coming on, Brian thanks for co-hosting. Until next time, guys, we are signing off.

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