How Brent Daniels Generated 1 Million in Fees With One Simple Concept

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we've got mister Brent Daniels, and he's here to explain one simple concept, which is talk to people.

Brent Daniels: That's it, baby. And

Steve: that's right. TTP. And if this is your first time tuning in, I'm Steve Trang, broker, owner of Stunning Homes Realty and cofounder of OfferFast, the one app you need for wholesaling. And I help people become real estate entrepreneurs. If you're excited for today's show, please give me some wows, some hearts.

And I just wanted to share that I started this show because I wanna give back to our community. I struggled when I started my business. I think you probably struggled a little bit when you started your business.

Brent: Oh, yeah.

Steve: And what we wanna do is just shortcut that struggle for as many young leaders as possible. So here's all I ask. If you get value out of the show, tell a friend. Either share this episode, tag a friend below, or just tell them your best takeaway from this show later on. And then don't forget, this is also a live show.

So please post your questions for Brent to answer.

Brent: That's right. Let's go, man. Ready? This is live.

Steve: Let's do it.

Brent: Steve Trang leading the charge. I love this. We got our black shirts on. We're looking good.

Steve: Rudy Trades.

Brent: We matched. Matched. Yeah. I mean, we, we traded shirts. It was perfect.

Steve: Perfect. Yeah. Alright. So what got you into real estate?

Brent: Oh, jeez, man. It's, in college, you get the book called Rich Dad Poor Dad Great book. And your little mind explodes. Right? It just so that led me down, like, a rabbit hole of, like, Robert Allen books.

Right? He was the nothing down, you know, when you're

Steve: 12 streams of income.

Brent: When you're 20 years old and you got no money and you have no experience and you have no idea what the hell is going on Mhmm. You're like, oh, I can buy real estate, like a house, like my parents own for, like, nothing down. This is crazy. And then, I went and got my license in college. And, as soon as I graduated college, got right into traditional.

Traditional, you know, being a realtor, you know, listings. Yeah. 2,004. Yeah. It's crazy.

I've got you know, when you get your license, they give you, like, this really, like, gray black and white photo view on your license. And I've got my bleached blonde hair, and it's all spiky and everything. Get that. You didn't?

Steve: I was in o seven. I mean, that's when the economy started turning so many couldn't afford that. That's it. Yeah. They cut the budget on that, man,

Brent: For sure.

Steve: Okay. So, why did you get into wholesaling?

Brent: Wholesaling was kind of, I found it by accident. So what I was doing in, well, there's a couple different, evolutions of it. Right? So when the market crashed in 2008, I got into, buying properties down at the trustee auction. Right?

And so when you were buying properties down at the trustee auction, you you win the bid, and then the guy that bid for you goes, hey. By the way, I've got a guy that'll pay you $15 if you let him take this property instead of you. You're like, what is this? It was like you know, it was it it's winning the lottery. You know?

It's like a lottery ticket that you scratch.

Steve: So So you didn't even know when you bought the property. No. I was gonna possibility.

Brent: I was gonna flip it. Right? You fix it up. You put a little bit into it. You flip it.

You make some money, or you can make money by not even breathing on the property. So, you know, it it kinda clicked in my head a little bit there, and then that went away. You know, a lot of the hedge funds came in. They started buying up the inventory. At the trustee auctions.

You know, that's they're smart. They're smart to do it. So, just got back into traditional business and through the progression of just being a realtor, started to find off market deals.

Steve: Mhmm.

Brent: Because our brokerage was located in Arcadia. Mhmm. And Arcadia was like the hot spot of finding small houses on big lots Yep. That people will pay, like, retail for so that they can, you know, value add. They can build or they can knock it down and build a brand new house type of thing.

So didn't have any money at the time. Right? You know? It was just it was it it was it you know, in in real estate with the the, the cycles that you kinda go through as you're young and you're inexperienced and you stop talking to people for, you know, amounts of time, you stop doing deals. So, I just started getting out there and going out to the doors and driving around the neighborhoods and writing down the addresses of the worst houses.

Steve: Really?

Brent: And then I would call them up, up, and I'd say, hey. My name is Brent. I I'm a real estate agent. I've got a client that wants to buy a home in the neighborhood. Mhmm.

Would you consider an offer? And then they would say yes, and then I'd call up, you know, one of two, you know, cash buyers that I knew at the time. Yeah. And I'd say, you know, do you wanna buy this house? If if you do, you know, I'll charge you 3%.

Steve: Mhmm.

Brent: They're like, oh, yeah. Yeah. Yeah. Yeah. No problem.

Yeah. That's great. Right? And so I'd get to the closing. I'm like, this is easy money.

3% on this deal wasn't listed. I didn't have to show it. This is beautiful. This is the easiest deal of all time.

Steve: Mhmm.

Brent: And then I look at the settlement statement. My buyer is not on there. There's another buyer on there. And down at the very bottom of the settlement statement is something called an assignment fee. Yeah.

And the assignment fee said $40,000.

Steve: A little bit more than 3%.

Brent: And I was like, what is an assignment fee, and how is it $40,000? And I go I call up my buyer, and I was like, are you buying this house? He goes, no. No. No.

I sold it to, a buddy of mine. He does a lot of work in that area. He loves it. He's gonna do something special with it. And I was like, how did you sell a property you don't even own?

Right? And he's like, no. No. No. I I sold the the rights to the contract.

And I was like, what? What do you mean you sold the rights to the contract? He's like, yeah. So I did that two more times, Steve, for, like, another 30,000, another 20,000. Right?

Steve: Right.

Brent: And then I start catching on. Then I started, you know, buying them, myself and then assigning them. So that was the progression of wholesale. So why wholesale? Because in wholesale, I make about 16% per deal as opposed to the average of two and a half percent that a normal realtor gets on average

Steve: for a traditional deal. Well, so we got we answered the question of why wholesale versus traditional. Mhmm. What about flipping?

Brent: I've done some flipping. It's not, I'm just not good at it, to be honest with you. Yeah. I I worry about contractors. I worry about the budget going over.

I worry about people breaking in. You know, people have stolen all the appliances the day after they got installed. I've had people break off lock boxes and break through doors and do all the stuff. And I just don't have the stomach for it, to be honest with you. I mean, I just don't have the the cojones that a lot of the guys do that make huge profits on their flips.

Steve: Right.

Brent: It's just not my thing. It's just not you know, I like sleeping at night.

Steve: Well, not just that. I don't personally like paying 18% interest

Brent: Sure.

Steve: For four or five, six months Sure. Which is sometimes what you gotta do when you're 100%. Living.

Brent: Mhmm.

Steve: Yeah. Okay. So what were some of the early struggles you had when you got into well, let's not let's not talk about traditional, but wholesaling.

Brent: Yeah. You know, the the the the the toughest thing was I was stuck. We call it being a cash buyer employee. Right? So I would sell this the properties to the same group of, like, three people.

Steve: Right.

Brent: And I would find that they would sell it to somebody else or they would you know you know, I could have sold it for a lot more. So I think the the biggest struggle off the bat was I didn't build, a big enough network of cash buyers.

Steve: Right.

Brent: That was that was huge, for sure. So once I started developing that and really started networking with people and calling them up, and anytime we got a property in this neighborhood, I'd call all the realtors around there that were doing flips Mhmm. And see if they wanted if if their clients, which oftentimes it was them. Yeah. Right?

They were flipping their own deals.

Steve: Right.

Brent: They would they they would wanna they they'd be interested. So I'd add them to the list and add them to the list, and now the list is huge.

Steve: So you grew your buyers list. Yeah. Very nice. Yep. So you kinda mentioned driving around.

Yep. You know, drive for dollars, but I read somewhere also you're doing a little bit of door knocking. Oh, yeah. So talk about that. Yeah.

Brent: So we, you know, before I really you know, I just wanted to get I wanted to be as proactive as possible, and I didn't really. I had prospected traditionally for, like, canceled, expireds, for sale by owners, used RedX, used Vulcan seven, got the data, put it into Mojo, called them up, got listing appointments, got listings, the whole thing. Very competitive. And so I was used to doing the calls. Mhmm.

And, but I kinda got away with it. I was like, you know, I'll just go see if I can the the houses that we're talking to are right in this area. We'll just drive down there and just see if we can catch them at the house. Right. Well, oftentimes, you couldn't.

Steve: Mhmm.

Brent: Right? And, Arizona's really hot. Yeah. Right? So if you're good market,

Steve: we're talking about the temperature.

Brent: Yeah. Both. But at the you know, it's seasonal. Door knocking is truly seasonal. Around the country, if you're a door door knocker, good luck door knocking in the winter in Minnesota.

Seriously, like, good luck door knocking in Phoenix right now.

Steve: Yeah. I

Brent: mean, you'll burn alive, especially being pasty white, you know,

Steve: and an Irish guy. You know? You you

Brent: just burn up, you know, like a vampire or something. So, yeah, I mean, door knocking, you know, we we door knocked. I I started, and I got a group of really awesome real estate agents on my team, and we'd all go out and door knock for, like, two or three hours a day. We wore the same shirts. It said neighborhood ambassador on the back.

Oh. It was polos. It was, like, the whole thing. Right? Yeah.

And, we door knocked, like, 15,000 doors, got four deals. Four deals. 15,000 doors. So That's a

Steve: pretty good RO So

Brent: what so what really turned me around, Steve, was I went to a door, and it was a neighbor. And she was a caretaker for a house down the street, and the gal that owned it was, her motivation was it was just too much for her. She lived in New York. She was, like, 80 years old. And, then the neighbor gave me her phone number.

So I just cold called her.

Steve: Mhmm.

Brent: Cold called her. I told her what was going on. Told her that, you know, I had a client that wanted to buy a house in the neighborhood. And, boom. It was done.

We sent the paperwork. It all went smoothly. Made, like, $25,000. I mean, it was great. It was just Mhmm.

It was just really, really great. So I was like, okay. You know, there's there's some magic to picking up the phone calling people. And there's also some comfort being in air conditioning and at a desk Right. And just, you know, standing up or whatever and just being enthusiastic.

And, really, you can talk to way more people over the phone than you can door knocking. Way more.

Steve: Right. Yeah. I think, Jeb Blount with, Fanatical Prospecting talks about that.

Brent: Must have. Yeah. Must read. Mhmm.

Steve: Yep. Cool. Cool. So okay. Why do you think wholesaling is such a more effective strategy cold calling versus calling for listings?

Brent: An incredibly lower amount of, competition. Mhmm. Let's just be frank. Not a lot of people, not a lot of wholesalers or real estate investors cold call. They just don't.

I'm trying to change that with my TTP. You know what I mean? Because it's powerful. You know? It's really powerful, and the cost to do it is so low.

And, plus, I don't I wanna be my own client. Right. I wanna be the buyer. If I'm the buyer, I can do as many deals as I want Right. Because I'm the buyer.

You know? And if you're going on listings and you're doing traditional and you're doing these type of things, then all of a sudden, you're in an agency. Right? Yeah. And now you are they're the boss.

Your clients are the boss. Wholesaling, I'm the boss. So I it's just it's awesome. Cool.

Steve: Well, that makes a lot of sense. I wanna talk a little bit a little bit about how we met. Yeah. So I was looking up before our meeting. I can't believe it's been over ten years.

I know. Right? So you had just turned on the trustee sales, and I was like, man, this market sucks. But I'm gonna keep working with buyers, and we're gonna keep showing short sales. And we had a short sale we were working on.

My client was buying. And, you know, this other guy is like, I got it. The bank's about to approve it. Like, any day now, we're gonna get that approval. Yep.

And then it's like, hey. That trusty sale doesn't seem to get postponed. What's going on? And then lo and behold, I get a call. It's like, hey.

That short sale didn't get done. Mhmm. But guess what? Investor bought it. Yep.

And they want still sell it to your client. Is your client so interested? It's like, well, they were interested before. Don't see why they wouldn't still be interested in it. Yep.

So we worked it all out. And then, I was like, well, let's see what this investor is doing. What's his story?

Brent: What what who is this mystery investor?

Steve: Yeah. I was like, man. Because, again, going do the same math as you as you. I was like, well, I'm getting 3% of 300,000, which is pretty cool. Yeah.

But this guy made, like, 40 k here. Yeah. Like, what's going on? So we had dinner Yeah. I wanna say, like, two weeks later.

Yeah. It's like, let's let's just figure out what this wholesaling thing is about. Yeah. And one of the things that stuck out to me still, I shared this with you a few weeks ago, was, you know, I was telling it's like, I wanna buy I got clients looking to buy in the East Side. I got clients looking to Tempe and Chandler.

I was like, well, I don't know why you wanna do that. All the smart investors on the West Side. Yeah. And I'm thinking, man, like, I didn't wanna buy in the West Side before.

Brent: Yeah. But

Steve: he just made me feel like I should buy in the West Side. Yeah. It was unbelievable. Yeah. So I think the the way you frame that conversation and the context was really impressive.

Yeah. So, alright. Well, it's true.

Brent: I mean, it was true. I mean, the the Yeah. At that time, the the East Valley was on fire, and, you know, and it always is. Right? And even the West Valley, but just certain pockets.

You know? You just get bigger better bang for your buck for sure.

Steve: So let's tell them, what does TTP's

Brent: TTP stands for talk to people, baby. It's very simple. Talk to people. That is the whole business. Whether they call you or you call them, it's you're just talking to people.

So why wouldn't you wanna be proactive and reach out to them? Why wouldn't you wanna have as many conversations as possible? If our value

Steve: Mhmm.

Brent: In this marketplace is to provide opportunities to other people, the only way we do that is by talking to people. That's the only way.

Steve: So much easier to send out postcards and just wait.

Brent: Well, sure. Sure. Of course it is. You know? You wait for people to call you.

It's all you know? But even when people call you, they call you to tell you, take me off your mailing list. I'll never sell this house. They're gonna bury me in the backyard. Why are you sending me this trash?

I mean, you still get the same kind of rejection Mhmm. From postcards.

Steve: Right.

Brent: You just get a whole lot more

Steve: of it from cold calling. You just do.

Brent: Yeah. But here's the thing. After you talk to a thousand strangers Mhmm. And have a conversation about their property, you you could talk to anybody about anything. I mean, you could you you you're building up a a skill there.

You're building up endurance. You're building up a muscle there that Yeah. If you are just waiting for people to call you, then what do you do? You know, it's it's just not you can't build a a very profitable business that way. Right.

Plus, it costs a lot of money to get people to call you these days. It costs, on average in Phoenix, what? Pay per click is $8 a deal. Direct mail is 7 to $8 a deal. You know what I mean?

And when you pick up the phone and you call people and you're doing it yourself,

Steve: you

Brent: pay for your dialer, which is a $150, and then you pay for phone numbers for addresses that you wanna get a hold of, which are 25¢ each.

Steve: Right.

Brent: So $250 gives you a thousand addresses that you can hand select and call the owners and have a conversation.

Steve: Alright.

Brent: It's a no brainer. You gotta keep most of your profits.

Steve: The areas that you decided you wanna invest in.

Brent: Absolutely.

Steve: Alright. So, let's see. Anthony wants to know, do you use I'm sorry. Kagan wants to know, do you use a Mojo dialer? Mhmm.

Brent: Yeah. Yeah. Yeah. It's it's the most user friendly. There's some there's some better ones, some more slick ones.

They're a little bit more expensive. But I found just the learning curve for Mojo is, like, thirty minutes.

Steve: Yeah. Well and they got all the training videos and the support staff. So we use Mojo too. It's great. Yeah.

So who I pitched this earlier that anybody and everybody in every industry can can use TTP. Mhmm. But in your mind, like, who who who is the target audience for TTP?

Brent: Wholesalers, real estate agents, for sure. Anybody that's starting out and that wants to get I mean, any investor. I mean, I don't care if you wanna wholesale. I don't care if you wanna build up your rental portfolio. I don't care if you wanna flip.

Yeah. But at some point, somebody's gonna have to source that opportunity. Mhmm. Right?

Steve: Right.

Brent: So do you wanna wait until a wholesaler like me gives you the opportunity? That's fine. I get it. You don't wanna deal with the homeowner. Owner.

You don't wanna deal with the emotions. You don't wanna deal with any of that stuff going on. I get it. Right? That's what most flippers and most people that are building the rental portfolio, they don't wanna deal with the guy that has chain smoked a 100,000 cigarettes inside his house Yeah.

In, you know, Downtown Glendale for the last forty years. They don't wanna have that whatever, that relationship.

Steve: Right.

Brent: I do. I do. I love it. It's wonderful. You know what I mean?

So, you know, I I think that if you want to source your own deals, then that's the audience. That's who I'm speaking to. That's who who I encourage to every single day pick up the phone and call people.

Steve: Okay. Yep. And then why do you think this is a great advantage, this TTP versus any other marketing?

Brent: It's proactive. Mhmm. Here's here's the difference, Steve. Here here's here's the problem in our industry, in in wholesaling, in real estate, in everything, in in in in let's just call it the real estate industry, but specifically wholesale. Yeah.

We send out a bunch bunch of marketing. And then our whole life, our whole schedule revolves around when those calls come in. If you're at a basketball game for your kid, you better answer that call. That's that's a money call. Right?

Yeah. You know, when that when that paper click clicks in, you hear the ding, and it's, like, sounds like a, you know, a cha ching sound or whatever you you set it for. You know what I mean? Listening to my phone. You have to you have to drop everything and get on that.

You have no your whole schedule is absolutely held hostage

Steve: Right.

Brent: When you're waiting for people to call you. When you're proactive Mhmm. When I call between, nine and noon or anybody calls from between nine and noon, that's when the conversations are happening.

Steve: Right.

Brent: That's what you you're you're initiating that, yes, you're absolutely on offense. Yeah. So with that, you get to schedule your whole life. You know what I mean? You get to schedule everything out so that you're having those conversations on your time.

Steve: Right.

Brent: That's huge. Let alone it being cheaper than everything else, let alone the skills that you build when you talk to that many homeowners.

Steve: Real sales skills.

Brent: Absolutely. And it's not even sales skills as much as it is just communicating with strangers. Mhmm. You know what I mean? Just being able to have a conversation with somebody and ask them about their house.

Steve: Right.

Brent: You know what I mean? Or anything. I mean, it just it it it just builds up. It it builds up your your whole, ability to communicate.

Steve: And then Kagan has another question. Do you do your offers over the phone or face to face?

Brent: Great question. So, we loved doing it over the phone. We have found in this market face to face wins.

Steve: Mhmm.

Brent: Yep. I mean, unless they're out of town, face to face my so I have two acquisition managers, Natasha and Julie, and their emotional intelligence level is off the charts. Right? Off the charts.

Steve: Right.

Brent: You meet them. You love them.

Steve: Mhmm.

Brent: You meet them. They're charming. You meet them. You trust them. You meet them.

They're they're smiley. They're happy. They bring joy to your life.

Steve: Right?

Brent: So that is an advantage that you have when you get to meet people face to face. So, what we do is we try to get, as much of the prequalifying out of the way on the phone as possible. Mhmm. And when I'm talking about prequalifying, I'm talking about the four pillars of prequalifying. Right?

Condition of the house Mhmm. Their timeline to sell, their motivation to sell, and what's their price. Right? If you can get as many of those as possible, you know whether or not it's a quality lead or not or whether it just needs to, you know, be dead and and and not bug them anymore.

Steve: Sure. Yeah. Okay. That's a that was a really good question. And then what is the process, TTP?

Like, if you could just kinda draw it out. Someone's new to this. Yeah. What do

Brent: they do? So, what you wanna do is you wanna, identify your targets. Right? Who do you wanna talk to? Right?

We wanna stay in the distressed bucket as much as possible.

Steve: Right? Highly motivated.

Brent: Highly motivated. Just distressed like they they there's a reason why they're not putting it retail in this market. There's a reason why they don't want people to come through their house. Yeah. There's a reason why they don't wanna sign in their yard.

Okay? So you wanna you wanna work on the distressed market as much as possible. So you get a list of those. Mhmm. You get their phone numbers by skip tracing them.

There's skip tracing services all on the Internet. You can find them. We use LexisNexis and TLO. Mhmm. Some of those accounts are really difficult to get, but there is a ton of freelancers.

Sal and Carlos have a company that do it. I mean, it's a great resource. So you can get the numbers. So you get the numbers, you put it into the dialer Mhmm. And then you call them.

Steve: Sounds really complicated.

Brent: You call them. You call them. And if you have a good conversational script Mhmm. And you sound like a neighbor and you have a great tone and you have a great pace, then you you have great conversations.

Steve: Awesome. Yeah. And then, you brought this up in our last meeting. There are just six general responses you're gonna get. Yep.

What are those six responses?

Brent: So we'll we'll kinda role play it a little bit.

Steve: Yeah.

Brent: K. So I call you up and I ring ring. Hello? Hi. I'm looking for Steve.

Steve: This is Steve.

Brent: Hi, Steve. My name is Brent, and I know this call is completely out of the blue, but I was calling about a property I believe you own on 1010 West Jefferson.

Steve: Yep.

Brent: Yeah. You know what? I I actually just want was calling to see if you would consider an offer on that property. Now stop. Right?

Mhmm. When I ask that question, there's six responses.

Steve: Right.

Brent: K? Yes. I do wanna sell my property, which you're like right? Right? Because more frequently, you hear no.

Right. I don't wanna sell my property. Maybe in the future, I do. Okay? So that maybe future, it's in the, you know, kinda murky.

Steve: Right.

Brent: How'd you get my number? Right? Mhmm. How much are you gonna give me? And who are you?

Right. That's the six responses that you're gonna get when you ask somebody if they would consider an offer in your house. So if you know the responses so in my TTP program, in the in the in the coaching program, we really work to to answer all those so that we can keep the conversation flowing or move on to the next one. Yeah.

Steve: Cool. That's really sharp. Yeah. Okay. And then, I I heard you also mentioned, not today, but somewhere else, that you also leverage agents in your wholesaling business.

Yeah. Let's talk about that.

Brent: Well, you know, sometimes, agents have properties that are need a lot of love. The the the clients don't necessarily, want their neighbors to know what's going on behind closed doors. They did they feel embarrassed or they just don't you know, they're just very private people, and they wanna sell it to a cash buyer.

Steve: Right.

Brent: So I'm a cash buyer, so they reach out, and, we make it as smooth for them as possible. So, you know, a lot you know, it's it just depends on the on the situation. But, and some agents, they they they just wanna take advantage of, not a ton of people coming through, not an inspector beating them up. You know? You do an inspection on some of these houses, and it's a bloodbath.

Mhmm. You know what I mean? And then all of a sudden, that offer that you gave them is now $30.40, $50 less. Sellers are pissed. So they want a simple, easy offer where it's as is.

Steve: Right.

Brent: We pay the title and escrow fees, and the agent can keep all their commissions. Everyone's happy. Everyone's happy.

Steve: Okay. And then tell me some of your thoughts on key performance indicators.

Brent: Okay. So we look at, how many contacts per hour.

Steve: Mhmm.

Brent: Right? We we like to keep it at about 15 contacts, new contacts an hour of actual owners.

Steve: Wow. Really? Yeah. 15 contacts, 15 conversations. Yes.

Wow. That's unbelievable.

Brent: With the actual owners. Yeah. Yeah. And and you leverage the the the dialer. Mhmm.

So it's it's pretty easy to do. Mhmm. And, we look at from those how many yeses or how many leads we get per hour. We're looking at about one per hour. We're we're we're looking to get somebody that's kinda that yes, maybe.

Right? And then from there, it's, how many leads do we need to to close a deal, and then how long does it take to close a deal? Now when you're cold calling somebody, the here's real stats for everybody out there. So here's the real stats. The average it takes is a hundred and fifty days from the first time you call them to when you're going out with your wife celebrating the big check that got sent into your account.

Right? When it actually closes, a hundred and fifty days. Now 42% of our deals close under ninety days

Steve: Mhmm.

Brent: Which is fast Yeah. Which is real fast. That's like, you know, you call them, they're ready to go. So it does take so the reason it's so long, I think, is because I have I've been doing this five years to keep the stats on it, and I look at everything. And some I mean, I closed a deal this year that I talked to him three years ago.

So there's some outliers. If I pulled out the outliers, I think that you would get to those deals faster. But a lot of my students get them within forty five

Steve: days. So it's really impressive to know all those stats. Mhmm. How in the world are you keeping track of all these stats?

Brent: Great question. So Mojo is excellent.

Steve: Uh-huh.

Brent: Mojo is excellent. They don't lie if you're people that are making So I hire prospectors. Mojo doesn't lie.

Steve: Yeah.

Brent: So I know exactly how long they've been making calls. I know exactly how many people they've talked to, you know, everything. All the stats are there. It's very easy to pull that out and use it. I have a incredible virtual assistant named Lisa who's in The Philippines, and she is the chief operating officer of my company Really?

Without a doubt. So what she does is she puts together weekly reports on everything. So from from the Mojo, we look at the stats in our CRM, which is through InvestorFuse

Steve: Mhmm.

Brent: Or Podio.

Steve: And Right.

Brent: Between those two, it's it's very easy, and she organizes it, puts it into an Excel, and sends me a report.

Steve: So if I wanted to find a Lisa, where would I find one of those?

Brent: I found her through Upwork, upwork.com. Yeah. Yeah. And, but you'll never find a Lisa. No.

I'm just kidding. No. There's they have some phenomenal people on there. I'm telling you people with degrees, people that have been running businesses over there that get paid nothing. I mean, you can she started out at $5 an hour.

I've got her at $9 an hour now because she's a superstar.

Steve: Mhmm.

Brent: But $9 an hour, she literally runs the show, dude. Like, she organizes everything.

Steve: Wow. Wow. That's awesome. And then what do you think are some key skills to being a great cold caller?

Brent: So the to be

Steve: a great

Brent: so three main things for a great cold call. One, the script. Two, your tone. Three, your pace. Okay?

All of those can be learned. All of them can be, you know, implemented. You can you can really, all of those none of those are insurmountable. Anybody I honestly believe anybody can do it without a doubt. Doubt.

Steve: Really?

Brent: Now the reason people don't do it is because of the three p's.

Steve: I know what are the three p's.

Brent: The three p's. This is what cripples people from making cold calls. Procrastination

Steve: Mhmm.

Brent: Perfectionism. Right? I need to know this script perfect Mhmm. Before I'm gonna

Steve: perfect Mhmm.

Brent: Before I'm gonna even pick up that phone. Right?

Steve: Right.

Brent: And paralysis by analysis. Right? Am I calling the right people? Is this the right list? What what if do I call between noon and two, or is eight and nine better?

You know, I won't test it out. You know? So I find most mostly, it's procrastination. Mhmm. And we let creative avoidance enter our lives and disrupt us.

Right? We're like, oh, man. It's cloudy outside today. Today. Like, nobody's in a good mood when it's cloudy.

And I I'm gonna just call, and people are gonna be mean. You know? All wait. Let me check. Oh, it's gonna be sunny tomorrow.

I'm gonna call tomorrow. Yeah. I'm gonna do double tomorrow. Yeah. So one of my happens?

Steve: They They never call.

Brent: They never call.

Steve: So one of my favorites is, well, I don't wanna call them right now. They just got to work.

Brent: Right.

Steve: Right? Yeah. And then they're probably getting ready to lunch go to lunch.

Brent: Mhmm. Oh,

Steve: it says the live video interrupted.

Brent: I don't know if we're interrupted or not.

Steve: No. It says oh, okay. We're good now.

Brent: It was too much heat.

Steve: Oh, okay.

Brent: Too much fire in here. Shut Facebook Live down.

Steve: We're melting the lines. That's it. Alright. So it's they just got to work. I don't wanna bother them.

Yeah. Why they just got to work? Yeah. And then there's well, they're about to go to lunch.

Brent: Yeah.

Steve: Or, man, they're at lunch. I don't call them during

Brent: lunch. No. No.

Steve: And they just got back from lunch. I don't wanna bother them while they're catching up on their eating.

Brent: They're probably tired Yeah. After lunch. Yeah.

Steve: And then there's well, I don't wanna bother them after work or during work. And then there's, like, well, they're probably with their family. Yeah. I don't call them right now. Yeah.

There's no freaking time to call them.

Brent: No. No. Yeah. That's that's how it ends up. Yeah.

Yeah. So it's just, you know, you you you get disciplined. You discipline's kind of a silly word. You just time block. Right?

Yeah. You just time block. I'm telling you, if you time block three hours a day or fifteen hours a week to make calls, you're gonna win. I don't care who you are. I don't care what market you're in.

If you do it with good enthusiasm and you're kind and you're optimistic on your phone on the phone and you confirm and approve everything people are saying to you on the phone Right. And you're not combative, you will win. You will win. There's a hundred and sixty eight hours in a week.

Steve: No. 15 of them to

Brent: be proactive to to make as much money as you want.

Steve: You know what I mean? And

Brent: then to build it

Steve: and build it and build it and build it. So so greener. We got one person asking where to get the script so they can get it later on. I'll Yeah. We'll put the link for the TTP website.

Yep. And then tone and pacing. So let's talk about what kind of tone, what kind of pacing.

Brent: Sure. So you wanna go you you wanna be you wanna have enthusiasm, but you don't wanna be as crazy as I'm being right now. Right? But Right. You the more enthusiasm, the better.

I mean, if you're if you're here, it sounds like you work for Capital One. Right? It sounds like you're customer service. Customer service is like I mean, that's like the most hated call that you have to make. Right.

It's customer service for, like, Cox or DIRECTV or whatever it is. I mean, forget about it.

Steve: I feel bad them even though I'm yelling at them.

Brent: Yeah. Of course. So, you know, if you're if you're on one level the whole time, it just sounds like everything else, and it turns them off instantly. Mhmm. So you wanna have some enthusiasm with it.

You wanna, be able to, really understand. And with the tone, you just wanna know who you're talking with.

Steve: Right.

Brent: If you're talking with, like, somebody that's older, you don't wanna be, like, going crazy and I've done that. Your house and how many bedrooms is it? Did you do remodeling? And what's is going on? How much do you want?

Whoo. Right?

Steve: Yeah. You

Brent: gotta slow it down. You gotta understand who you're talking to and what how they communicate. You know, if you understand the the four personalities types Mhmm. You know, some people are analytical. Right?

They just take longer to buffer. Right? They pause before they say something. Right? And if you're filling in the space the whole time with you just jibber jabbering, it's gonna totally turn them off.

So it's just understanding the tone and the pace and the script.

Steve: Okay. Makes sense. What qualifies as a deal for you?

Brent: So we average about 23,000 a deal. Mhmm. So, you know, we run everything kinda through that filter.

Steve: Okay. And Regardless of price range?

Brent: Yeah. Okay. Yeah. Yeah. Yeah.

I mean, it just depends.

Steve: Mhmm.

Brent: I mean, here's the thing. A lot of people

Steve: are like, I won't do

Brent: a deal unless it's 10,000. Okay. Great. I'll do it for 5. You know you know what

Steve: I mean? 2.

Brent: It's a it's a done deal. Can I get it tomorrow? Right.

Steve: I'll do it for two.

Brent: Right. Well, I I think that there needs to be standards that you set because I think most of the time, what what people the issues people have are they negotiate with themselves. Right. I can't offer that. Mhmm.

That's too low. I can't offer that. The here's a fundamental thing, though. And I think you know this, and I I tell my my students and my team this all the time.

Steve: Mhmm.

Brent: In every transaction, the buyer sets the price. Right. The buyer sets the price.

Steve: Mhmm.

Brent: The price for this property for me is this. Now if you come along and say, no. I'll buy it for this, and it's way higher. Great.

Steve: That's the price.

Brent: That's the price. Right. So, you know, when you're talking about, well, I'm offering too low or I'm, like, you know, shark out there or whatever, what do you think it's worth?

Steve: Mhmm.

Brent: It's worth what you think it's worth. You're the buyer.

Steve: Right.

Brent: You're the one determining if they put gas at $500 a gallon, we're gonna see nothing but bicycles out there. Right? Right.

Steve: We're

Brent: gonna see nothing but Teslas.

Steve: That's not the price.

Brent: Right? You know what I mean? Like, the it's just it it is what it is. So, you know, the buyer set the price. So that's something that you have to change in your mind when you're in this business, And it's much different, and it's tough when you come from traditional real estate.

Steve: Right.

Brent: It's tough because your job is to get it for or or to list for the highest amount. Get your clients the highest amount.

Steve: Right? And that's, I mean, that's a conversation that's come up multiple times with my other, you know, real traditional real estate masterminds. Mhmm. And it's like, well, we gotta get them the most amount of money possible. It's like, well, are you asking them what their situation is?

Brent: Right.

Steve: Are you talking to them about what their time frame is? How much they need to net? Yep. What their goals are? Right.

Because if you just go in there every time you list it, you're not listening to what their problems are, then you're not serving them to the highest level possible. So we go in there and we ask them, hey, Brent, you know, what's more important to you? Mhmm. How much you get? Mhmm.

How fast you get it done or amount of hassle? You tell me how much you get, it's a listing. Yeah. There's no other way about it. Yeah.

But if you're telling me I want this next week Mhmm. And I want no one coming through because I got my three dogs, I got my newborn.

Brent: Yep.

Steve: Okay. Well, here is the price. Yep. Now we've talked about this. Your house is worth this.

Here's my offer. Does it work for you or not? If you need more, sounds like you need retail. Yep. Let's go back to listening.

Brent: Absolutely.

Steve: But, yeah, you gotta ask the question. I don't think people are.

Brent: Yeah. And not be afraid to to throw out whatever price you think you wanted to whatever you wanna throw out.

Steve: Right.

Brent: I mean, we've had we've we've had situations, Steve, where we have thrown out a price, and they've lowered the price by $3,040,000 dollars of what we'd be willing to spend because they didn't care about the money. Right. What? That doesn't happen. It happens every quarter for us.

Yeah. Four times a year, it happens for us. Somebody takes way less than what we offer them because they're just like, I want you to make a ton of money. No joke. Damn.

Steve: Yeah. What list is this?

Brent: Yeah. Right. It's just it happens. You know what I mean? It happens because, you know, people just we we always assume it's about the money, and 99% of the time, it is.

Steve: Mhmm.

Brent: You know? But some people just don't it it just they don't need it. They don't want it. They don't care. They they want somebody else to be successful.

They wanna whatever. Whether it be their form of tithing or whatever. You know? I I mean, it's just, you know, you could probably dissect it as much or kinda investigate it as much as you want, but, you know, people do it's not always about that. It's not always about the price.

Steve: And then, Kagan Sharp asks another great question. How many calls do you think it takes? I already know you know the answer. No. So how many do you think it takes?

How many calls does it take to get a deal?

Brent: Well, it and here's the here's the, the the caveat, the asterisk. It depends on the list.

Steve: Mhmm.

Brent: It it really depends on the list. If you're calling on if you go out and you write a list of all the driving for you you go and write all the worst houses on the street and you start calling those, you're gonna be you know, you should get a deal. It used to be, like, one out of a 100. Now it's probably a hundred and fifty two hundred. Mhmm.

You know what I mean? And then if you're calling on probate, it's pretty close to that. If you're calling, you know, an inheritance or pre foreclosure or tax defaults, it just depends because it depends on your It depends on your ability to have a good conversation and to really negotiate with them. So, I mean, you could get a deal, but is it a is it a a deal that's gonna be, you know, 10,000, 20,000, 50,000, or is it gonna give you a $100 or a thousand bucks?

Steve: That's within a while. Right.

Brent: Yeah. For sure. So, there's no, like every market's different around the country, for sure. There's some guys that that they're talking to, like, 30 people and getting deals. You know what I mean?

Like They're

Steve: outside of Arizona.

Brent: Yes. Yes. Yes. They are. Smaller and and submarkets like those Yeah.

Kinda like if Arizona's a if Phoenix is like an a market, like a b market are on fire right now, especially if you're cold calling.

Steve: I went to my wife yet, but we're moving to Kansas City. Good. Yeah. Yeah. The market's really good over there.

Yeah. Okay. So what list are you calling?

Brent: Driving for dollars, for sure. Tired landlords. Mhmm. Right. So people that, have registered as a rental, and they've owned it before 2012.

Right? Somebody that's owned it for a while, and it's an older property, something that's older. You know what I mean? Built before 1990, typically. So we we like those deals.

Townhouses, trailers, trailer parks, trailer, lots. Mhmm. You know? I mean, you just get niche with it. You know what I mean?

Steve: Yeah. I mean, that's the that's the bulk of it. Okay. You wanna do a little role play? You feel comfortable with that?

Feel comfortable talking to people right now?

Brent: Yeah.

Steve: Alright. Let's do it. So you're the caller. You're calling me. I'm with foreclosure.

Brent: Okay. Yeah. Ring, ring.

Steve: Hello?

Brent: Hi. I'm looking for Steve.

Steve: This is Steve. Hi, Steve.

Brent: My name is Brent, and, I know this call is completely out of the blue, but I was calling about your property on 2020 East Camelback.

Steve: Uh-huh.

Brent: Yeah. I actually, I was just calling to see if you would consider an offer on that home.

Steve: I mean, I guess, maybe right now.

Brent: Okay. So you have you been thinking how how long have you been thinking about selling it?

Steve: Since I stopped making payments on it.

Brent: Oh, gotcha. So are are you are you a little bit behind on it? Yep. Okay. Gotcha.

Well, just to let you know, Steve, the way that we purchase properties is we pay all cash. There's no real estate commissions. We pay all of the title and escrow fees, and the best part is we buy them completely as is. So for an offer like that, how much would you take?

Steve: Well, I mean, on Zillow, it says it's, like, 250.

Brent: Okay. Gotcha. So, 250,000 on Zillow. You know what? You know, we're buying homes just just to let you know, I'm just pulling it up right now on Zillow.

Mhmm. And, you know, we're buying homes similar to yours in the area for about 170. Is that something you would consider?

Steve: That's insulting.

Brent: Okay. I completely understand. What what do you think the lowest you would go on it?

Steve: I mean, if I don't have to pay commissions Mhmm. Or any escrow fees, I mean, I think $2.30 would be fair.

Brent: Okay. Have you done any major remodeling in the last five years to the kitchen and bathrooms? Mm-mm. Nothing? So is it pretty original?

Steve: I mean, when I bought it ten years ago, it was updated.

Brent: Oh, okay. Got it. Got it. So the the kitchen, bathrooms, air conditioning, roof, all all in good shape?

Steve: I think so.

Brent: Let me ask you a sec. Why don't you just list it on the market?

Steve: I thought about it, but I hate real estate agents. I mean

Brent: Yeah. I hey. Listen. I totally listen. I totally get that.

I mean, who likes real estate agents? But, you know, I think to get you the absolute modes, to get you what you're looking for in that, you know, above one seventy, I think that you the best list it. Now if you didn't wanna deal with any of it

Steve: Mhmm.

Brent: And you just wanna cash and you just want it out of it, you know, I'd be around that 170,000. Well, why

Steve: don't you come by and look at it Okay. And then tell me, you know, if you'd be willing to pay, like, $2.20.

Brent: Okay. Gotcha. It seems like we're pretty far off. You know, I'll tell you what. I'll, I'll I'm in the area, tomorrow at 02:00.

Are you able to, meet me at two? I can do that. Okay. Great. And anything else that I should know about the house?

Any other upgrades? Did you do any additions to the property? No. Okay. Great.

Well, then we'll set a schedule for 02:00 tomorrow, and I'll be completely honest with you. If I can't get anywhere close to your price, I'm gonna tell you that, and then, you can decide what you wanna do with it then. Okay. And, by the way, real quick, Steve, I forgot to ask you. You know, we typically close in, like, two weeks to thirty days.

If we can close that fast, is that gonna be an issue for you? No. Okay. Got it. And just why you why you thinking about selling it right now?

Steve: Well, I mean, I'm really I got this foreclosure notice, so I'm not really sure what else I'm gonna do.

Brent: Okay. Gotcha. Okay. So if you don't sell it, is it gonna foreclose?

Steve: I mean, I'll just call one of these We Buy Only guys.

Brent: Gotcha. I'm one of those guys.

Steve: Really?

Brent: Yeah. Well, I'm not one of those guys, but I'm a guy that's gonna give you an offer that's solid and cash and make it as smooth for you as possible so you don't have that foreclosure on your record.

Steve: Okay.

Brent: Yep. Alright, Steve. Well, then, I'll see you tomorrow too.

Steve: Alright. Thank you. Alright. Cool. So And I feel like that was pretty realistic Yeah.

To some of the calls that you

Brent: I like role playing with my students. I like role playing yeses Mhmm. Because noes and too far aways

Steve: Mhmm.

Brent: It's, you're not in my experience, you're not gonna take one seventy. Right? Now we might meet. We might see the house. It might be beat to hell.

You might not be totally honest. You might just like the idea. You might have thought about it that night and wanted a lower offer. But being 70 thou I mean, being $50,000 apart, when you start throwing out that you know what how much Zillow is

Steve: Mhmm.

Brent: Alarms go off in my head. Nope. This isn't a deal.

Steve: Oh, really?

Brent: 100%. So what we 100%.

Steve: What we found is that we got people that are, like, hard asses on the phone Yep. And they're, like, soft.

Brent: Oh, for sure. And they're really

Steve: really easy to work with. And you guys are, like, really nice on the phone Yep. And they're, like, really nice I just we we tell our people, just go Yeah. And then we'll figure out

Brent: Got it.

Steve: What we're gonna do. Yeah. But also, we go out there to also take listings. Yeah. So we go there with different

Brent: That's the other thing. Right? So if I wanted to to, do retail, which I don't Mhmm. And I don't really do anything with those leads, which maybe I should, but I really don't Mhmm. Then I would probably approach that a little bit differently Yeah.

You know, and just talk about other services or other opportunities to be able to list it Right. And give them the best opportunity to get the most for it. But when you tell me Zillow, I'm like, it's not it. So when we role play, we role play yeses. You know what I mean?

Yeah. This is terrible. My cousin my cousin's been living in there rent free. It's totally he's a hoarder. He's got four dogs there.

Like, I told him to get out, like, a month ago, like, the whole thing. Like, that's what we typically deal with. Mhmm. But something like that, you know, pops up all the time.

Steve: Okay. Yeah. And then, Maximenis wants to know, how many weekly face to face meetings are you booking?

Brent: So we only go on face to face meetings when we know what their price is. Mhmm. And we know the the four, the four pillars. So I'll throw out a price like I did Mhmm. With you, which we typically throw out about 60 to 66% of Zillow.

Steve: Mhmm.

Brent: Right?

Steve: Right. Because I wanna know

Brent: I wanna gauge your temperature.

Steve: I wanna test it.

Brent: You're not a hot seller to me.

Steve: Right.

Brent: You're not. I mean, you wouldn't be. You wouldn't be like, you know, I'll go on it because, you know, we're role playing this, but I'd probably shut it down. You know? Honestly, I'd be like, no.

It's not gonna be the right fit, but I'll go. If we're having a good conversation, I feel like we can help you out. We'll go on that. But so with to answer Max's, we're going on probably five or seven of, a week Okay. Face to face, but that's when we know it's gonna be a deal.

I mean, most of the times we go to get the contract signed.

Steve: Okay. So the five to seven turns into, like, around five seven five contracts?

Brent: No. About three. Three? Yeah. I mean, there's always stuff that comes up.

Steve: There's Really, really good.

Brent: There's competing. There's a lot of things that go on. But yeah.

Steve: Okay.

Brent: Yeah. So to answer that question but if you're new, I wanna I wanna be careful with this, Max, because if you're new, I say you go out, like you said, and figure it out. Mhmm. 100%. Right?

But because my acquisition managers literally have 40 phone calls, lead follow-up phone calls every day, if they were to go on that appointment

Steve: It's not gonna use of their time.

Brent: We're we're not we're we're missing out on the people that we call consider hot leads, which means they're gonna sign a contract in the next seven or ten days.

Steve: Yeah. And

Brent: that's what we're focusing on.

Steve: Oh, that makes a lot of sense. Yep. What kind of people do you hire?

Brent: Highly emotionally intelligent, like we talked talked about. High, EIQ. I think that in real estate, to be honest with you, I think women are better. Mhmm. I think they're just they're more people trust them more, and I think that they're just, I think, they're just better.

They're just they're just better professionals.

Steve: No. They for sure have better EQ.

Brent: There's no question about that. Yeah. Well, and and just and yeah. Yeah. So, I I neither of my people were in real estate before.

Mhmm. And so I don't know. Just people with life experience, people that have, a lot of enthusiasm. We talk about being kind and optimistic a lot. We talk about, you know, when we give offers, we need to be likable Mhmm.

But we also have to be this this is something that I learned from Todd Toback, if you ever see this, but, certainty and likability. It's the two most important factors when you're negotiating.

Steve: What's certainty?

Brent: Certainty on your price. Mhmm. Right? So if I'm like, you know, $1.70 is where we're at, and you're like, well, what about, like, $1.85? I'm like, no.

We're at $1.01 70 is the absolute best I can do. Mhmm. You know, the reason for it is, you know, this is the price that we need to do, need to get it at. It's the best offer that we can do. You know?

What do you say?

Steve: You know what I mean?

Brent: Like Right. Just a certainty that you're you're with with, giving that lowball offer. Mhmm.

Steve: You know what I mean?

Brent: And whether it's lowball or whatever, you know, the buyer sets the price, but that's the most common term.

Steve: I mean, I see this all the time when I'm negotiating with another agent on a deal. Yeah. And they're like, my buyers can do this. It's like, I feel like your buyer can do more. Mhmm.

I just hearing your tone

Brent: Certainty.

Steve: I just hearing your tone Yeah. The buyer can do more.

Brent: You know, this is, we're getting close to their ceiling, Steve. Oh, okay.

Steve: So what's their ceiling?

Brent: Right. Yeah. A 100%, man.

Steve: Alright. So, you say you you have two acquisition people. How about this position?

Brent: Yeah. Billy Bell. He's the best. Billy Bell is, my disposition manager.

Steve: Mhmm. He

Brent: lives he lived here, but he moved to San Diego because he's smart. Yeah. And he's single. So, He

Steve: can afford it. Yeah. Yeah. No responsibilities.

Brent: And, he's, he's phenomenal. I think with that, you need to be more analytical. You need a more analytical. You need to have a little bit of ice water in your veins. You need to be able to deal with people busting down and, you know, trying to get you to accept their offer now.

You know what I mean? Oh, is

Steve: that what he's dealing with? People trying to, like, beat them up in negotiations?

Brent: No. They just wanna be they they just wanna get the property, and they want it now. Mhmm. And if somebody comes in higher than them fifteen minutes later, so we just, you know, try to get the most for each deal with a quality buyer. Mhmm.

Now we'll take less on some deals if it's a quality buyer, and we know they close, and they're just phenomenal. Yeah. I mean, you've got some in your brokerage that we sell to. Right? Yeah.

Some big boys in your brokerage that we sell to.

Steve: Big players in our office. Yes.

Brent: Yeah. Exactly. So if it's them, we'll take a discount on it, or we'll just let them know before we send it out to everybody else sometimes depending on the situation. But

Steve: Right. Yeah. Okay. And then how many cold callers do you have?

Brent: I have six.

Steve: Okay.

Brent: Yep. So they work anywhere from twenty hours to thirty hours a week, just depending. And I've got, one in The Philippines, one in Connecticut, and four in Costa Rica.

Steve: How do you find the guys in Costa Rica?

Brent: I just I just found a company that that finds, that recruits and trains Americans living abroad.

Steve: Mhmm.

Brent: Right? So expatriates. Yeah. I think it's really important to have, Americans making the calls because of the there's no cultural barrier. You know what I mean?

The the issue with that is if you hire Americans in the Continental US, you better be ready for a lot of turnover because it's a stepping stone job. Right. It's a stepping stone job. And after three hours, they're just dead exhausted.

Steve: Mhmm.

Brent: I just can't do it anymore. I can't talk to another person. You you know, their start of their calls are just wonderful enthusiasm at, like, two hours. They're like, hi. Hi.

Is Steve there? Yeah, Steve. Never mind. You know what I mean? Yeah.

I hope

Steve: you've never got a never mind on when you're when you're listening to one of those.

Brent: So, something about, you know, living abroad, the money goes further that way than when you can pay them. And, a lot of times when they're living abroad, there's not a lot of opportune job opportunities Right. Besides being on the phone. And it, like, crushes their soul to be that guy for, like, Capital One or some investment firm or some annuity company or some insurance company, and they're just like, six hours a day of this. Like, this is the worst.

What? So it's actually an exciting job.

Steve: Well, I think the big thing here, you said, like, they can work twenty hours. You don't care as long as they're making the dials Yep. And they're making the appointments.

Brent: Yep.

Steve: So, and then what is the and we're gonna kinda shift gears a little bit. What's the value Huge. I mean, so I started off

Brent: traditionally with the Mike Ferry organization. Mhmm. And I had, a a mentor, a coach, Kathy Anderson out of, Vermont, and she was a killer, man. I mean, an absolute killer. I mean, she wouldn't deal with any of the driver personality.

You know, this is what you do. Why didn't you do it? This is what you gotta do. You know, this type of thing. And I had her for three years.

Steve: Oh, really?

Brent: And then, I got into the Wholesaling Inc program with Tom Kroll, Cody Hoffine, and that was huge. I mean, Tom's just the absolute best.

Steve: When was that?

Brent: February 2016.

Steve: Okay. So not even that long ago?

Brent: No. Okay. No. For wholesale.

Steve: Yeah.

Brent: Yeah. And it was just it it you know, I was doing, like, a quarter million bucks in '15 to, like, 740 in in '16 to a million $3.05 in in '17. Yeah. So, it's just it's one of those things that mentors hang out with really, like, awesome people.

Steve: Mhmm.

Brent: So you get into that network. You get into that social circle. You get that, and they've already done it.

Steve: Right.

Brent: They've already done it. So what am I gonna do? Reinvent how to, you you know, build a wholesaling company? That sounds silly to me. I don't have the patience for that, and I don't wanna wait three years to figure that out.

So I talk about, like, the Wholesaling Inc program. Like, wholesaling is like buying a entertainment, center from IKEA. Right? Except for you get no instructions, and you can't look up on YouTube. Right?

You know what I mean? That's what wholesaling is like to when you're just starting out and you don't know.

Steve: Mhmm.

Brent: So then, you know, you get into Wholesaling Inc or some program you know, Wholesaling Inc. Just forget about anything else. And not only do you are you surrounded by a 100 people that build this same entertainment center every single day, you get the instructions, you get everything. So it's just it's a no brainer. I mean, the top professionals everywhere have mentors.

You know what I mean? I I just I just hired another mentor to teach me how to build up my rental portfolio. A killer. He wasn't coaching. I just called him up to see if I could pay him a thousand bucks a month to be coached.

You know what I mean? So

Steve: Talk to people. Talk

Brent: to people.

Steve: Here's how you call them.

Brent: That's it.

Steve: Yep. Yep. Okay. What is your superpower? I,

Brent: no. Honestly, I am the absolute best in the world at teaching people how to cold call for deals. I am. I am. I've got the I've got the I am the absolute best coach to be able to do that.

Yeah. I've been doing it for five years.

Steve: Mhmm.

Brent: People are now now it's becoming popular. Right now, the cold calling is, like, starting to it's starting to marinate a little bit. People are starting to, like, feel it a little bit. Right? Because direct mail's, you know, rough in some areas.

Steve: Mhmm.

Brent: Pay per clicks rough in some areas. Bannered signs are rough in some areas or illegal or whatever it is. I don't I

Steve: don't know. On my one corner.

Brent: Yeah. Or or or there's a lot of competition. Whatever it is. Yeah. So, yeah, I've been doing it for a long time.

I've got the whole path laid out, and I absolutely am passionate. Like, what fulfills me is not the money you make from wholesaling. What fulfills me is coaching and teaching that process. It does. Because I see I I get texts every single day of people sending me the checks that they made from picking up and making one phone call.

Steve: Right.

Brent: Of course, it was more than that, but initiated by that one phone call, they made $25,000. Yeah. I had a 17 year old kid that's just been listening to the podcast since heard me talk in Salt Lake City Uh-huh. And he just he did 14,002 deals. He's a senior in high school.

I mean,

Steve: I was the dumbest person in life.

Brent: I was a senior in high school. This guy's TTPing in North Carolina. I mean, how incredible is that? So, that's my superpower for sure.

Steve: Oh, that's cool. Very cool. And then what lesson would you wanna teach today's young

Brent: entrepreneurs? I'll be so, we talked about it before we got on here is, reading. Right? So that's not that's not the answer to this question. But, so I have a 52 books in fifty two weeks challenge.

I do a video on it, and I just, you know, kinda go through it. Business, you know, mindset, personal development, whatever it is. But the common theme on all of those is, take action.

Steve: Mhmm.

Brent: Fail a lot and fail forward, and don't stop.

Steve: Right.

Brent: Talk to people. That's it. If you do those three things as a newbie, I don't care if you're 60 years old or if you're 16 years old. I mean, how do you how do you lose there? I mean, there's gonna be a lot of tough times.

There's gonna be a ton of rejection. There's gonna be a ton of, like, doubting yourself. There's gonna be a ton of all of these, you know, emotions that go through us. That's good.

Steve: Right.

Brent: Man, that is that is phenomenal. That I mean, how many other people do you know just sit around? They go to work. They they they go home. They just sit around.

They don't do anything.

Steve: You know what I mean? They just Oh, yeah.

Brent: They're not taking action. So, you know, it's not, in one of the books, it's it's you don't drown from falling in the water. You've drowned from staying in it. Right? Mhmm.

So, It's powerful. It's just you know, it's I hate to be the quote guy, you know, because I think it's kinda cheesy. But I love that quote, so whatever.

Steve: Well, I think the other thing too is that there are a lot of people that are saying, like, I wanna get into this. I wanna do this. Mhmm. And how long is it, I wanna do this until they actually do it? Yeah.

And they they just need to do it.

Brent: That's it.

Steve: So it's unbelievable how simple it is. I think, you know, we're talking about quotes that we're just throwing around. One of my favorite is Zig Ziglar's. Right? You don't have to be great to start, but you gotta start to be great.

Brent: Yeah. Yeah. Love it.

Steve: Yeah. Okay. So I get it. What is

Brent: I would also I would also this. I would also advise this. I would also advise that if you can do it

Steve: Mhmm.

Brent: By yourself and don't I see a lot of people going into partnerships fifty fifty, and I think it's great. But one plus one has to equal three.

Steve: Yeah.

Brent: It can't equal one. You know what I mean? Because I have seen I had a business partner for forever, and we we, separated in September, and he is absolutely the happiest guy in the world crushing it. And I'm doing the same. It's, like, amazing to start if you wanna start that way, I get it.

Like, you you wanna, like, hang out. You want the support. You don't wanna feel like you're on an island. I get it. But if you're that type of person that can just do it yourself and get going and get, like, a mentor or get somebody to keep you accountable or or network with, I would highly suggest you do that because you're gonna you're gonna save and keep so much more money.

And you don't have to be worrying about what somebody else is doing or what you're doing. Or can I go on vacation and they're gonna be mad at me? Or they're on vacation now I'm mad at them. The whole thing. So I would suggest that you really look inside yourself, see if you can do it.

And if you do partner up, have it have an exit strategy to or a time when you guys will separate and do your own thing after you feel the confidence to do it.

Steve: Right. And I think that we recommend people all the time. Don't do a partnership. Yeah. Like, unless you absolutely must

Brent: Yeah.

Steve: And have a like you said, have an excellent exit strategy Mhmm. In your articles of organization Yeah. Or operating agreement. Yeah. Okay.

So, well, I wanna go back to you talking about the 52 books in fifty two weeks. Tell me about that. What what compelled you to do that?

Brent: It is something that I had thought about since high school. Right? You know, you hear you hear this, and and he says it, like, on almost every interview that Tony Robbins has ever done. He tells about the liquid soap going down his throat and how he read, like, 700 books in high school. Right?

And he became, like, this he's like a self taught, like, you know, the most, you know, motivating guy on the planet. Right. You know, and presidents call him. Kings call him. You know, just all clap.

Yeah. Yeah. Sure. Like like, he's phenomenal, and I always thought that that was incredible. Yeah.

And it's, I think he talks about it, and he says if somebody, you know, took ten years of their experience and put it into, you know, two hours or three hours of of reading, why wouldn't you read it? Right? So that was the thought that going through my head. So I just wanna make a public announcement. Like, a public announcement that I was gonna do it and then do a video every week just talking about the book that I did.

And it's been phenomenal. And the main reason I do it is because there's so much shit in the world. Right? There's so much negativity, whether it be on social media or political or around the world or whatever it is that it clouds your mind, the books are a plunger, man. Whenever you're having a bad week, a bad day, you had a bad argument, you lost a deal, you you tripped over something, your dog bit you, whatever.

You know? Whatever whatever you're having a bad day, you take a book, you read it, and you get inspired and plunges out your brain, and it's phenomenal. And I I kinda got practice. I read the book The Go Giver every single week for 2016. Really?

Yeah. And and that really, like, changed everything up, for my business, for sure.

Steve: Okay. Mhmm. And I think one of the things I I can't remember where I read it, but I liked it a lot was that, you know, Tony Robbins, Jim Rohn, Darren Hardy, I'll say you're the average of five people you spend the most time with. And, man, if you could just read the books and be inside the minds of some of the great Yeah. People that have accomplished massive success

Brent: For sure.

Steve: Where are you gonna end up? Oh, for sure.

Brent: Yeah. Oh, a 100%. And then plus, I mean, the the the the people that you wanna be like, those those people that are highly successful

Steve: Mhmm.

Brent: They read, man.

Steve: Right.

Brent: They read. So how do you relate to somebody like that? You read the same book. You can have a conversation with them. You're on the same wavelength.

Length. You you you've been educated the same way that they have.

Steve: Right. You know

Brent: what I mean? So it's it's huge. I mean, it's it's helped a ton. Yeah. I love it.

Steve: So going through we've talked about all the books. What book have you read that everyone should read right now?

Brent: Go Giver.

Steve: Go Giver. 100%.

Brent: Yeah. The five stratospheric laws of success Mhmm. Are phenomenal. I mean, it's it the book will take you literally two hours to read. It's a parable, so it's easy to read.

And it's just it just it's perfect. It's just the perfect business book to, like, jump start everything. It really is. If you go from a, yeah, from a if you understand that your income is determined by how much value you bring to the marketplace, then you're gonna take action, man. You can't bring market you can't bring value to the marketplace if you're not doing anything.

Steve: No. That makes complete sense. What is the greatest lesson that you've ever learned?

Brent: That's really good. The greatest lesson. I think it'd probably be that. I I think it's you know, every day, you you you you have the ability to provide value or not.

Steve: Mhmm.

Brent: Right? You have the ability to go on vacation and not provide value, which you need. Right?

Steve: Right.

Brent: But you just know that I I think that, you know, we go through that big why. Right? What's your why? What's your why? And people put it up, and it's their family, and it's their kids.

That's not not my why, man.

Steve: Yeah.

Brent: That is not no. Dude, my family would love me to death if I was in a van. If we lived in a van, my kids would think it was the greatest thing ever. My wife would be cool. You know?

Well, maybe not. But, you know, you know what I mean? There's still be love. There'd be you know? The the stuff that I do is not, like, I need to go and and provide this for them and that and this and this, and I get it.

It provides opportunities, and I love that. Totally get it. Right? It's not why I do it. The why is and it's Warren Buffett put it perfectly in that documentary.

I don't know if you've seen it on HBO. He said, I hit the lottery being born a white male American. Right? He hit the lottery. That's exactly our so with that is all the potential in the world.

So what am I gonna do? Waste it? Nothing's worse than that, man. I mean, you talk about going towards pleasure away from pain. That's the biggest pain in that I can even imagine is is is not living up to the potential, not doing anything, not providing value.

You know what I mean? It's just that's that's the why. The why is this is America.

Steve: Right. You know what I mean? Yeah. Tremendous opportunity.

Brent: Yeah. I

Steve: mean, that's it's kinda silly. You know, we, sometimes when you think about it, but, like, I go through, like, what are things I'm grateful for? And one of the things I put in there is grateful that I'm born not born, but I'm in America. Yeah. Land of unlimited

Brent: Yeah.

Steve: Upside. Yeah. Right? So no one gets to decide my future but me. Yep.

Brent: Yeah. Yep.

Steve: Okay. So, how has failure shaped your life?

Brent: Well, very, concern so the biggest thing the the biggest failure I had is I signed a ten year office lease for real estate brokerage

Steve: Mhmm.

Brent: In February. In October 2008, the economic world collapsed.

Steve: Oh.

Brent: And what happens when you don't pay your office lease is they sue you for the remainder of the lease. Mhmm. Right? So I'm 25 years old with a $742,000 judgment on me. Right?

So, it was I mean, talk about, like, I mean, it just it just doesn't even register. It just doesn't even go. So I think that with that, a couple things came. I got a really big chip on my shoulder for sure. I had to get out of it.

I didn't start at ground zero. You know? If anybody's out there that, you know, you're you're young or getting new and you're just starting at zero, you are ahead of the game. Because some of us had to start way below that because we're idiots. Okay?

So with that failure came a chip on my shoulder to get get out of that, get everything paid off, settled it, got it behind me, paid taxes, all these things that you have to do as an entrepreneur. Right. Right? And then I think the second thing is it made me very, very conservative with my operating costs, with how much it made me conservative with how much of the how much of this is profit and how much goes into my family's bank account. Yeah.

Because I think a lot of times entrepreneurs sacrifice their sacrifice their family's bank account to keep a a business going, and they just keep bringing on expenses because money's coming in, and then all of a sudden they sign that thing for twelve months. Even if it's $300 a month, twelve months. And then it's a office, and then it's this, and then it's that, and then it's this, this, this, this. And I get it.

Steve: Right.

Brent: But it has how much are you taking home? You know what I mean? How much is going to your family? How much is it going to you, Bill, you know, buying assets?

Steve: Right.

Brent: You know

Steve: what I mean?

Brent: Because in wholesale, this is not we are not investors. Wholesale is not investing. Wholesale is we we are a pawnshop. We are we are selling paper. We are the go between.

Steve: You know

Brent: what I mean? Mhmm. Investing is when you actually buy property, a 100%. Wholesale is hitting the lottery. Mhmm.

Steve: What do

Brent: you do with the money? What do you do with your winnings? Are you gonna be a a jackass and and and lose, you know, all of it? And then what what what is it? The the lottery curse, right, where you lose it all or whatever Mhmm.

And it's usually gone with you know? Or are you gonna save it, put it into investments, and really build something? You know what I mean? So I think that that's a huge thing that I've learned from failure is watch your expenses and put as much into your into your, family bank account as you can.

Steve: And I think that's a great note to end on.

Brent: Mhmm.

Steve: So, for our listeners We did it. We did it. They didn't cancel it.

Brent: Facebook tried. Mark Zuckerberg. Not this time.

Steve: So if a listener wants to learn more from you Yeah. Wants to get a hold of you, sign up for the courses Yeah. Or whatever Yeah. What do they have to do?

Brent: Www.wholesalinginc.com/ttp.

Steve: Alright. And that's capital t, capital t, capital p.

Brent: I mean, it doesn't matter.

Steve: No. No.

Brent: No. I mean, when when you type it in. But in there, you can book a call with us, and, it's a it's a phenomenal conversation. It's worth the, you know, whatever fifteen, twenty minutes you're gonna be on the phone. If it's the right program for you.

If you're gonna take, cold calling seriously and get a really implemented into your business, you have to join the TTP program. It's already laid out. Everything is absolutely laid out. You know what I mean? So, it's been incredible.

The the students have been doing awesome. So, yeah, the wholesalinginc.com/ttp. And, I hope I talk to you.

Steve: Alright. Cool. Very cool. Alright. Thank you.

And then, again, guys, if you like the show, please share this episode. And, don't forget to join me. We got a special guest on Friday, 3PM, Lizzie Hoefer. She's the number one female loan officer in the state of Arizona. She'll talk about how she went from fired to a 100,000,000 in sales volume in 2016, and she's doing even better this year.

And, also, visit our website, realestatedisruptors.com, to find out about our upcoming events. Until next time. Thank you, guys, and thank you. That was

Brent: awesome, dude. Thanks, Steve.