Best list to pull and cold calling as your main maketing channel

what is up everyone batch leads Nation uh I’m here today with my man Nicholas

Nick what up brother hey man what’s going on Nathan hey not much man I I really want to put our names down here

you we’re usually able to put our names uh but anyway Nicholas Nick I’m Nathan Payne everybody

um thanks for tuning in this is the investor Thrive live hour we do every Wednesday where we come on here we kind

of break down how to wholesale better how to make more money because that’s the objective right everyone here is trying to trying to get deals trying to

make money so whatever we can do to help you guys everyone that’s watching this that’s live that will watch this that’s

why we’re here so uh Nick thanks for uh Nicholas thanks for taking some time to come on here we got Sarah saying hello

everyone Sarah thanks for thanks for saying what’s up but if you’re if you’re tuning in live tell us where you’re

coming from uh cause you know where are you from Nicholas where are you out of I’m actually in St Petersburg Florida

St Petersburg Florida dude I had a deal in St Petersburg that came through pay-per-click uh like a year ago and I

tried so hard to dispo that deal but it was like razor thin margins at least for the people that I could find so the guy

gave it to a company have you heard of sunday.com no no I haven’t yeah so sunday.com it

like was I think they’re they’re they’ve probably got crushed by the market shift but they what they do is they go to

Sellers and they say hey seller um I’m not gonna buy your house but I can put your house in front of a ton of

cash buyers and then I’ll let you know what they offer and then the uh they

they charge a commission they’re an agent so they’ll charge a commission of what the fee of what they have the I

think of what the person is willing to pay they pay five or ten percent pretty cool

yeah they’re almost like ebaying ish yeah the property it’s very very smart

like a new approach they’re being very transparent about wholesaling they’re just like yeah we’re gonna find someone

and people are cool that the only issue with that model is people like

you know they have maybe higher expectations and they’ll try it right they’ll try to set the expectations and

then the person they’ll come back with offers and if it’s offers that they don’t like they can just bounce you know right yeah yeah

I think the problem with their model I don’t know I’m going too deep on their model but I think the problem is like

the marketing spend in order to get people who are like maybe uh applications aren’t that like low like

of what what a cash offer is but they’re not actually where they where they belong it’s a great way to get somebody

to call but it’s not a great way to close a deal that’s right you’re getting at right exactly because and who

wouldn’t want a cash offer I want a cash offer will someone pay but that doesn’t mean realistically I’m gonna take the

cash off the the cash offer and discounted cash offer are two different things right I think it’s like a tech

company it’s a tech company that’s like hey this is a great opportunity and it came out when the pandemic like that’s

when they first started but I think again I think they got crushed they were in my market in Utah and they bailed because wow you know they didn’t work

out for them anyway I try to do a deal in St Peters it didn’t work but you know the other people yeah no it’s beautiful

out here man I’m pretty thankful to to be here how about you where are you at are you in Phoenix uh no Salt Lake City

Utah Salt Lake City yeah it’s beautiful right now it’s finally the snow is gone

and uh it’s like 78 degrees right now it’s great but I know foreign well you

know I was I was running yesterday and I was like man it is so nice out and then

I was like I want to live somewhere where it’s always nice out and then it hits me that that place doesn’t exist

because that’s what we call it Seasons right you know there’s always a place that sucks and it’s only nice for a

small window in time every place is super nice first yeah it’s the middle of time you know that’s when it hits you

you’re like man I wish I could be like this always but yeah only if I move

around the country right can I can I chase something like that I’ve

considered moving to Arizona because in the winter when I’m down there I’m like man this is amazing but then it gets

super hot in the summer I’m like I can’t even go outside I’ll live there I lived there for three months um I’m sorry three years and uh and

let’s just say that summer literally the the the the trip from your car to the

store and summer is like okay I gotta I gotta make it through all this heat uh

to get there it is definitely a thing that is wild all right well hey for everybody that’s tuning in that’s live

welcome let us know where you’re watching from again this is the investor Thrive live where we come in we every

every week on Wednesday we give you little tips and tricks on how to get more deals how to make more money how to

how to uh you know improve in your business so I got Nicholas Nick on here Nick Nicholas I always want to say Nick

but they’re good they both work so Nicholas tell me a little bit about how you got in the game and your little bit

of your background yeah well you know I I’m definitely

you know like uh like a gorilla entrepreneur in the sense of

um you know I was a restaurant manager forever you know uh 13 years I was a

manager for I think I was in the industry for 15. um but I managed for 13 years until I

was 30. after I left that I actually went on uh to work at a real estate

education company you know that was killing it that was that was a really cool experience they hired me to throw

events at first um I was really just lucky to be out of the restaurant industry right to be

honest with you really if you think about it restaurants or events that happen several times a day you know and

so I saw this like event coordinator position available and I jumped on it and uh and then I I didn’t even know

what I was doing but I was throwing huge events for Real Estate Investors

um and some of them were for Mastermind some of them were for you know 300

person events and and it was really cool um well I did that for like three years

I ended up getting promoted several times I became an executive at this company and a lot of our clients were

struggling with Direct Mail okay now and this was nine years ago so like you know

Droid Mill was popping and it was just starting to stop popping yeah it takes a lot of mail yeah it takes a lot of mail

you know and um and and this client called me up you know and it just broke

my heart she just spent three thousand dollars on Direct Mail and she said that

her phone didn’t even ring once oh god oh and you know and I’m an executive you

know at the time and you know I’m not like another entrepreneur that’s like that’s all right pick yourself up from the bootstraps and go I mean I am like

that but it’s like it you know uh I could feel it right right because you know I I could totally get it and it

hurt me that three thousand dollars with Direct Mail can be so blindly spent right you know you put on the wrong

digit on the postcard you know you you mail a saturated Market before you know

I know I know I I did the same thing when I first started 10K on mailers to an I think it was unknown Equity or

absentee owner list to the whole state or like a wide range um of like Democrat like I guess area

geographic area and when I got I got like 20 maybe 15 20 calls which is decent but I didn’t have the skill set

as a noob to like convert I didn’t know what to say so there’s a lot that to be said for you know spending money without

you know being prepared right and you know and that’s actually you know to lead us into our next thing so as a

solution I was like well what’s free right here I am an executive trying to

solve the problem for my Corporation and I’m like well people aren’t happy it’s not that they’re not happy with Legion

they’re unhappy with the price associated with direct mail right that’s what they’re unhappy with right and I

realized that this is free and you know back then we just taught everybody to hand dial hey get your list get it

skipped raised hand dial it and uh we came up with these cool scripts and what happened when that job came to an end

I’d probably taught 900 people how to cold call and I was

like and I’ve still never did it myself I just threw the events and I you know

implemented the training and um so I went home and I was like well I’ve seen it work you know so it’s gonna

work for me too and uh I started cold calling 300 to 600 people a day uh and

I’ll hand um no I got Mojo you got it got it I got Mojo I definitely did

um and um got me crazy with the handout right yeah yeah yeah I’m a technology guy

um but you know mainly the students I told them to hand out because they you know they want to keep expenses down

um but um I get on mojo back then and I just rail it out and uh

dude I was so good at generating leads and I realized at

the end of my first month I had 75 leads and it was my first month ever cold calling it wasn’t my last month it was

my first month yeah because I spent so long in the restaurant industry I knew right away that if I sucked that bad and

did that good then I can scale this idea right and

um and then um before I knew it a person called and they wanted to hire me and

um now um I’m lucky enough I I own lead mining Pros you know and uh you know I’d I’d

definitely wager to say we’re the top cold calling company out there you know

we have over 500 positive reviews on Facebook and Google

um you know we’ve been open for six years and I think our big you know differentiator is we offer Real

Americans not expatriates not exported you know um

no offense to those people you know because all of our people are right here

on American soil and uh and I think that that’s a big differentiator that’s why

we do so well and I do all the customer service myself so you know it’s kind of

like a good combo that makes makes it easy to win I guess you can wow you do all the customer service stuff so do you

have like a specific time that you’re like hey reach out in this time period where you can ask me questions or is it

whenever so um it is whenever um I do allow people to book I I’ve got

a very cool system I’ve been doing it a long time yeah for a couple of years it was all spontaneous calls and I honest

just so you know like I’ll break it down for you too um spontaneous calls are the fastest

because if someone calls hey I’m on your website hey you got a question like I’m off in like a minute like who cares

right now the scheduled calls now those always go the distance right you know

now I um I I everyone can book a call with me and I don’t mind it I love it

when they do you can really reach me anyway now my call booking I only allow people to book 10 a.m to 2 p.m perfect

and I realized because what happens is I am getting spontaneous calls during that

window so then from two to five I’m calling everybody else back

um and it’s it’s pretty cool you know I’ve got 30 employees so I am the only thing I have to do is interact

with clients so I don’t have like this huge job and I’ve got to manage clients

on top of them it’s kind of my only job yeah yeah so I think you really enjoy it too man sounds like you like uh

producing leads for people yeah yeah yeah and helping them you know break

through the barrier you know I have a saying with my company and as a night because I really stress that my clients

call me if they need me and I say look and they go oh well you know you’re so available thank you and I said well look

I’d rather have you call me and then call the lead then not call me and not

call the lead right and it’s like you know if you need me to build you up with some confidence real quick so you can go

close a deal that’s worth it that’s worth five ten minutes of my time of course at any time it’s amazing so

um this is this is awesome to have you on here because this is the batch leads call where we basically want to help people you know get lists pull them take

action call them whether you’re using batch dialer your hand dialer or doing whatever else is out there it’s all

about taking action because that’s how you see results so uh tell me kind of through your experience since you do

come across so many data points and and leads and produce leads what’s what are you in your opinion is the best list for

people right now to go out and give a shot so my my advice is so consistent

and the cool thing is we have we have dated a back this up right so now what I

say is absentee owners with 35 or greater equity

are and individual owners let me throw that in there as well not talking about llc’s okay and purchased outside the

last two years okay okay A lot can happen in two years but within that two-year range I just

bought it I just bought it we hear that all the time right outside of that we never hear that it’s just it’s just long

enough to get sick of it okay yeah um so right outside two years now that

list really is the best list and there’s really several reasons why number one go

ahead and tell us a little bit about why it’s definitely our highest performer okay and that’s actual results and I

believe that that’s because it’s so much easier to talk about your

second house so like imagine you have two cars okay one of them is a pinto the

other one is a Cadillac well one day some guy knocks on her door and he’s like man I I’ve been looking

for that Pinto man how how much is that you know dude give me

you know for offers right exactly you know now that same guy walks up to you and says how

much for the Cadillac it’s like dude right what are you nuts and so it’s the

same thing so I you know I I’m not a big fan of owner occupied you it’s hard to cold call somebody

and ask them about selling the home that they’re standing in right or sleeping in

like that well damn I gotta get a moving company and I gotta talk to my wife and I oh the house the other house the one

six blocks down that I haven’t been to in two years oh you’ll give me 150 000 for that one

you know that’s a totally different touch so they’re happier leads you know

they’re not as distressed the difference is now let’s talk about an owner occupied pre-foreclosure

you know now this guy he you know people buy homes the same way they get married

okay nobody gets married expecting to get a divorce that’s right that’s right

nobody and nobody buys a house expecting one day that they’re gonna get it foreclosed on so this guy living in the

pre-foreclosure house this house was supposed to be his nest egg this house

was supposed to be like his Saving Grace whenever retirement came well now he

owes the bank so much money he’s about to lose it even if he told you a price he’s so busy living out the fantasy of

it being his dream house right that he can’t even meet you at your point right

so that’s just an example on why you know absentees I think are much

better you know that’s I I agree with you out of all the deals that I’ve done the absentee owners have been the

smoothest it’s been the easiest when there’s when there’s yours when it’s your home there’s like emotion involved

right like I remember I did a deal with the lady my first I think it was my second or third deal she um I knocked on

her door this is like when I first started and have a big marketing budget right so I knocked on her door and it

took like six to seven months to get her to come because we were falling up like we were doing good our fall good we

would go see her you know it took her so long to just come to that point where she’s like I gotta go right right I

gotta go I I gotta I gotta leave this place it was a good deal uh for her a good deal for us we helped her move we

did a lot women above and beyond but it was so emotional for her and that’s the kind of thing when people have like their personal residences it’s it’s very

emotional right so yeah that’s that story is such a depiction like they’re

literally they are Mourning the fantasy that they once created about that house

when it’s the one they live in right you know when it’s did I I got a house in Phoenix right now oh oh make me an offer

bro yeah those tenants those tenants broke me like a freaking wild horse okay

I I hate tenants now yeah those people but you know and but they do bro you got

to tell us you know I’ll just say this man people want to

talk about real estate realistic passive income I I used to work 70 hour weeks and

having a tenant live in your house and not pay you

is the most stressful and there’s a couple

reasons why number one I’m I’m very I have a lot of Integrity yes I treat people very well I expect to be treated

well and I’ve also learned with tenants and I’m sure tenants might be watching this and they’re gonna disagree but you

can’t even show them that you care a little bit because they just like walk all over you you know what I mean it’s

like I had to create a fake property management company that I now

manage my tenants through just so they don’t know they’re dealing with me yeah that’s wild bro because like I am a nice

guy and and you know and and once you’re a little nice you got to be nice forever

you know at least in their mind they just you know keep pushing you know and um I guess the reality is I was very

lucky for four years I had everyone paying their rent and yeah the truth is dude you let one bad

tenant in he’s telling all the other tenants with a [ __ ] [ __ ] you are that you’re not it’s not even like they

won’t even tell you the shed’s broken and then they’re like you haven’t fixed this in months I’m like no one told me

to tell me brother it’s usually sounds stupid too right yeah right and then they’re using that to turn all the other

tenants against you and then the other people stop paying right I mean uh it’s it’s it’s been crazy I’ve been a

landlord now for like eight years um and just recently it’s been sucking the

most but I’ll tell you there’s nothing better than a tenant that never calls you and pays on time right

never calls you I got a guy that pays like seven days early bro yes seven days

like and I mean and like these people they don’t even know how good they how how good they are that’s the thing is if

I could give tenants some advice and be getting the place be amazingly consistent and ask for a 25 a month

price break and then keep being consistent you know what I mean it’s like because especially if they just had

a bat like I’ll give yeah yeah okay you gonna stick around all right you’re gonna help Inspire the other tenants to

behave like you that’s the thing it’s like we’re you’re like managing a team yeah when you have multiple of multiple

unit property it’s a team like they’ll start talking and yeah the more low life they are the more they talk because

they’re always outside doing some drugs or some cigarettes I’ve seen them yeah yeah and they’re all they’re like hey oh

you’re doing drugs too oh hey man let’s they got like beef with each other too

like oh man I hate the person that lives out there it’s like bro I got beef with them just stay in your unit dude we get

we get Petty phone calls bro it’s it’s fun like the the I handle it myself

because I actually want to learn right now yeah now I do have a team my

employees handle it for me you know but but it’s it’s definitely been interesting did you get that deal that

you were talking about in AZ through cold calling or did it come no um

invest myself you know to be honest with you I actually lived in AZ that was the house I bought from that executive thing

yeah yeah I don’t really do much investing myself lead mining is you know uh really my priority you know I had a

customer call me one day and go Nick that’s actually what I love about you bro you’re never walking a property

you’re never too busy to take my call and he’s like a lot of these other guys they have like nine businesses and then

they try to get in some customer service oriented business and then they’re just too busy to ever be there for you and I

thought that was like a really cool compliment you know I mean it is my goal and I think we’re there but it always

has been since day one is to be the number one lead generation company in the nation you know that’s amazing man

so so kind of tell me about the lead generation because I’ve gone through a lot of different cold calling companies

and and strategies to get leads tell me you say what makes yours different is the soil they’re on American soil and

um but I’m assuming you’ve tried everything right you’ve probably tried like Filipinos in the uh yeah

Philippines like what we actually yeah so you know we actually offer Filipinos too so like the cool thing

about my site is you can really pick whatever you want I can tell you that the Americans are generating leads at

least twice as often sometimes three times more often wow and and it is such

a numbers game and I only charge twice as much twice more for the Americans so

if they’re performing two to three times better it’s worth it every time of course to go to them

um but yeah you know I think you know my 13 years in in the

restaurant career really taught me people you know then when I cold called

I I probably cold cold over 70 000 people myself and uh I did

I was crazy I I didn’t know like looking back it’s almost like a Bible story

where like I I like there was this huge pot of gold but I didn’t know like I was trying to close real estate deals not

make lead generation company you know but dude I was getting crazy with the

script I was changing what I was saying I had a rule and it was every five times I say something I’ma say it different

okay so say it five times evaluate say it different five times evaluate say it

different and I learned very quickly what works and what doesn’t work you

know and the script that we use and I offer it for free on the website yeah at

leadminingpros.com you know the script I you know that is

Created from all that and and the truth is it’s no it’s not ninja it’s not crazy

but it’s just refined it started at that Baseline and then over the years

sometimes a client will call and be like Nick you should change the wording to this and they’re right and I’m like yo

that’s that’s ninja so for example we used to ask our clients if they were open to owner

financing okay then Ron Legrand found us and he loves

us he pushes us out all over he finds us and uh he says Nick I got a better way

for you to ask that question after you ask them how much they want for the house ask them if they’re open to

receiving that amount and monthly payments okay and and so I was like super ninja

question right so the other cool thing about our script is after six years of clients reading it going hey I think I

have a better way to say that then you know we kind of Get It upgraded over time so you know I think it’s our

training and I think that it’s our script and I think that it’s our

employee morale if I could be a hundred percent honest with you happy employees

generate great leads right wow nobody is out there pissed off

generating leads that’s actually so funny and true right

yeah because it it comes through the phone like if someone calls you and they’re they’re you can feel their energy if they’re upset you’re like

what’s going on you know you don’t even know the person you can feel their thumbs up and you know and I’ll even tell everybody my secret sauce on how I

pay you know my cold callers because the pay is actually the easy part the the hard part is you

know captivating that right showing them that you have a reputation and stuff but

um the Americans I paid them 14 to 17 an hour okay okay

um and the trick with the Americans is I let them work whenever they want to

okay very very uber-esque and I’ve probably got about 12 Americans

that work for me you know six work all the time right sticks love it but I can

tell you that over 80 percent of my employees have been with me for over four years right yes that’s the

Testament to the uh the culture they like working there yeah and you know I kind of make it no one ever really has

to quit you know someone might go away for way first because I do have the Uber

thing if they’re great they’re welcome back you know another thing I recently started doing because we’ve got really

amazing talent on the American side as I actually require them to produce one

lead every two hours okay if they don’t then they can’t work that week you know really yeah so

they’re always whenever they’re doing their Uber time they have to when they do in the two hours they have to perform you know they have to perform you know

and it’s like and this is for everybody right I mean this is a business

you know what kpis mean you know I was in I was in a mastermind with Don Costa

the other day you know when we don’t hit our kpis

that means our business is insolvent okay that’s what that means

if it takes five calls to get one appointment and five appointments to get one deal if we don’t make the calls then

we don’t profit the money we need to make and we don’t get what we’re looking for I’m crazy with math and numbers and

we could cover some of that cool stuff next week but um but the reality is is I

really care about my clients and if I have eight employees and it’s been six

years so we’ve gotten really the best of the best after all this time but if I’ve got six employees at these amazing lead

results why would I ever let an employee come in that’s that has poor lead

results right you know like I’ve got like uh the nights at the round table I don’t want to let in you know the water

boy Bobby Boucher by accident you don’t want to bring everybody down

hey we gotta yeah we gotta we gotta keep the regimen going we need it we need around here

that’s amazing so tell me um how much time how much time do you

get do you train your cold callers a week is it like a week monthly thing is it a weekly honestly you know it’s

really great systems and I’ll explain that I’ll explain what that means um a training initially is six hours

okay uh they meet with my operations manager and they come in and um she shows them

the dialer she shows them how to clock in and now I also send everybody

um a copy of a cold calling course I used to create so I created a cold calling course years

ago and uh get on your site too no I took that down took it down

hey sometimes stuff is too good and you’re like hey I gotta hold that back yeah it was too good so now I just it’s

true story so anyone who has it you’re welcome okay okay limited Supply

um but yeah people were buying it and they’re like dude I created my whole loan business and I was like well that’s

not that’s not that’s not what I wanted to happen um but um but anyways uh

I give them all this cold calling course and then I have them watch that then I have them start training and they train

with Jennifer um for about four to six hours uh I probably two hours a day over three days

and then Jennifer shows them what to do and then she observes them cold calling and then we just monitor kpis from that

point on and then every week Jennifer listens to five call recordings

from each caller and gives everybody feedback no matter what good or bad you

know I think one of the biggest mistakes leaders make is they don’t tell employees the difference of good and bad

they may only say hey you’re doing something wrong well hey let me know when I do something right too right I

need to know what both of these things look like so that’s exactly what we do that’s amazing I like that you say that

I’ve stressed that a lot and because I coach I teach people how to um you know get into real estate and do their first

deal and a coach is someone or uh it sounds like she’s a coach to your employees right someone that critiques

right it’s like for a wrestling coach it they show you what to do they watch you do it and they critique you and say hey

you did this bad do this again and a lot of people uh you know mistake coaching or helping or doing management for just

like showing people what to do and then just saying go do it you’ve gotta you got a critique You Gotta See see how

they’re doing it improve so I think that’s amazing that you’re you’re able to do that because I think that’s so important well you know um the

restaurant industry taught me all that you know we I used to do the same thing with my servers I used to sit in the

restaurant once a week and grade all my servers and listen to them at tables and

so the cool thing is like my experience really is so natural what I’m doing now

but you’re right you know all of these little things I’ve learned over the years and uh and I’m just thankful

because you know I just looked up the stats we got let me pull it up because I think it’s right here we did we did two

we got 257 leads last week on thirty four thousand dials

the Americans did that’s that’s one lead per every 135 dials and those are

nationwide numbers and that’s too a lit that’s to an absentee let’s just say uh 80 of that’s absentee

wow so 134 calls to get one lead yeah for for our American team right now and

do you know do you have the the math or the time on how how long it takes to make that many dials

um because I’m assuming that’s probably like one to two hours right oh oh yeah yeah yeah you mean yes you

mean dials per yes I’m sorry you mean to do the 135 dials yeah yeah yeah you know

that that you’re exactly right that is you know one to two hours

um I I really push efficiency with my team um because that’s how we make our money

right is by dialing you know but I would feel like if someone had their own cold

caller that that would probably take about an hour and a half to two hours to

do and that’s in America because I I’ve had a lot of um uh non-americans call

and they usually get one to two a day right working eight hours so you’re right it seems like that’s the numbers

uh match out like come out right they’re they’re they’re two to three times more efficient yeah most clients whenever

they see my site they go wow you get this many leads off only that many dials right and it’s cool that they say that

right I think that’s why we’ve been so sick successful over the last six years um but you know I I just think it’s

consistency and you know probably a little bit Superior systems right

well let me ask you this so with the um the way that uh you run the business

with the Uber model do these uh do they have to hit a certain amount of work hours a week or I do it in reverse so I

like them to work a minimum of five hours a week generally right

yeah in Reverse I give each person a 50 bonus every week if they work 25 hours

yeah so you’ll you’ll notice like I have all these systems even that I forget but

like like I have all these like little cherry on tops like everywhere I have it with my clients I have it with my

customers I have it with my employees like like hey you want to go a little further for me bam yeah

yeah wow that’s a really cool way to look at it instead of being like all right you have to work 20 hours this week it’s like bro just you know put in

put in five that’s the minimum that you have to do Uber model but if you go above and beyond I’m gonna reward you

yeah absolutely right and I don’t want to reward them for leads because I don’t

want them to start sending through crappy leads and then now I’m paying them bonuses to piss off my customers

right okay and so um there’s a lot of cool things in place

but this is all for my restaurant days you know all these nuances that I literally created six years ago I can’t

even I’ll be honest with you bro I can’t believe I did this I look I look back into my CRM we use

Infusionsoft I think you might be familiar with that yeah and I created all of the workflows dude I don’t even

I’m like how did I ever do this like inspiration from on high bro you just

yeah College dude I honestly I’m actually struggling because I need

to go back there I always joke and I say I was an engineer when I first created my business

um and now I need to go back to being an engineer for just one more month because

I’m doing I’m in a process right now that I’m calling bulletproofing my business you know I we’re about to scale

big time we’re gonna hit a million dollars this year in sales and so amazing I I don’t I don’t want anything

breaking anymore so I’m working on bulletproofing the business so that way you know we can grow a lot a lot more

painless I love it I love painless that’s what we do over here yes sir

tell me if for people that are watching this uh that they can obviously reach out to you if they want to start um

using your done for you a cold calling service but if they’re like I can figure this out on my own can you give some people uh they’re watching some steps in

order to kind of start that lead gen process if they pull the world through batch they get the list they skip Trace

they got that now what’s the next step right yeah so you know the next step if you’re going

to do it yourself there’s there’s quite a few right I mean we gotta find a dialer I believe batch provides a dialer

yes yeah and I’m sure that it’s all synced up so that’s going to save you a couple steps

um I would go to our website and get get our script off the website okay and then

leadminingpros.com yeah and um and get the script and then

I would just start pounding these people and you know um

be uplifting be relentless be in a good mood if you’re in a bad mood don’t do this you’ll just be in a worse Mood by

the time you’re done you know I I I learned a lot about self-discipline

and the other thing I’d recommend would be creating what I call like micro wins

um like a wind doesn’t have to be elite a win could be someone having a good

conversation with you um I used to have a client say hey thanks for the call today like they used

to thank me for cold calling that yeah and I would be like boom like that’ll [ __ ] win right win right there boy

that’s right so um I would something I think I’ve accidentally done well as I create micro

wins for me you know it doesn’t have to look like a closed deal you know I can get my dopamine or my endorphin rush

um very easy and so I think with cold calling because it is difficult and it

is hard um you know I pay people to do it and they still don’t want to do it sometimes you know and so any other job right yeah

it’s a it’s it’s a mindset but if you’re good at that and you’re good at

um doing that stuff man go out there I think everyone should have a thousand 500 to a thousand dials under their belt

even if you hire me even if you do whatever and you know what they go through right yeah and

I’ll tell you what there’s no faster way to get comfortable talking about real

estate than cold calling agreed so like if you’re like I know I’m kind of stumbling

a little bit okay great dude you called to call a thousand people a hundred will answer okay and then and have those

conversations and tell them you’re new who cares yeah who cares yeah I tell people all the time man you

know just be you don’t have you don’t have to be a pro you don’t have to be you know super trans you know or you

don’t have to hide anything you know hey I’m brand new he’s actually my first cold call you know would you believe

that exactly that’s so true I think it being transparent and honest about where you

are in the journey just be like look I’m looking to buy this house I’m brand new to this I’m just seeing if you’re open

and open to selling if not no worries like something like really personable right yeah you’re gonna go way further

with them you know when you know in the and flip it what if you meet somebody

who has said the same thing to you you’d be way more welcoming we have some hot

shot walks up steps out of a limo dressed to the nines wearing a Rolex

that person wants to come in and buy your house so it’s like that’s really intimidating this house is a piece of

[ __ ] you know you know these people the reality is that distrust people own

distressed houses right right and if we show up too polished we will actually

alienate ourselves okay and that’s why I think that the vulnerability piece of I’m new you might

even still say you’re new five years in just because it works okay you know because you’re starting off so strong

and now they don’t think now you know all the tricks in the book and you’re gonna take advantage of it that’s right

that’s right so that’s that’s actually a pretty cool Epiphany yeah it is I just have yeah no that is that’s a great

Epiphany I think it’s so important to kind of be transparent and let people know where you’re at right like you

don’t especially if you’re acting like you’re acting like you’re some hot shot investor and you’ve never done a deal it’s going to come out immediately

they’re gonna be like this guy doesn’t sound like he knows what he’s doing yeah I had a guy I had a guy once pretend to

be his own secretary

that’s hilarious that’s that’s awesome now one last thing is if people are

going to cold call themselves you gave some great pointers if they’re going to try and hire someone out maybe they’re a little bit further and they’re just

going to go and try and hire an American I’m very impressed that you have 12 high-level Americans did you just

Network and find them did you how are you finding these this High Talent well to be honest with you

um being a restaurant you know it all goes back to being a restaurant manager you know um God you know I spent

I like 16 years in leadership right so I will say a lot of people anyone wants

to do something that will get them paid you know and uh and I think that the

biggest thing to be cautious of is just your systems and your processes I’ve I’ve had this new quote I’ve been saying

and that is don’t let your va’s train you you train your va’s right and I

think a lot of these va’s train their bosses that they have power outages they

train them that they work slow I’ll tell you what someone can get a lot of work done in a very little bit of time and I

think that we always chance out on that and one of the best things about our service is you don’t have to worry about

that person’s productivity that’s my job right you just get the deliverable but

the biggest concern I would say when you do hire someone else is I hate this work

but it’s so true it’s time theft right and it is that they’re not doing what

you think that they’re doing so a couple tips there would be

make sure you meet them make sure you work with them and make sure they know

you’re watching but not in a way that’s threatening now I never oh I saw what

you did yeah that’s not the attitude it’s more like

hey um how has the focus been or how has everything been going on you know we

don’t really want to call them out what we want to do is if anything use this as a time to congratulate them hey I saw

you were super focused online yesterday you got a lot of work done you got seven leads great job right that goes back to

what I was saying earlier about the feedback section right we can’t just show up when things are bad we gotta

tell them you know whenever whenever things are great and so I like

congratulating the good behavior I we we gotta talk if someone does something wrong we got to talk about it if you’re

one of those people that doesn’t like talking to people when they do something wrong do not be a boss okay because you

got to handle that conflict it’s employee it’s okay

but with three employees and all three of them are doing whatever they want now it starts to become its own thing you

know so you can handle one employee if you don’t like conflict but you know when you climb up there

um but you know really addressing them and then making sure you have a way to accurately track what they’re doing

you know are they making the dials are they are they are did you listen to a

couple call recordings you know in the beginning I verify everything

before I trust and then I’m going to verify for two weeks and if you’ve

passed my two week test I’m gonna forget about you but I’m gonna keep watching your kpis that’s how you do it yeah and

then the kpis now are going to guide me because I know what the kpis are of a performing you because I was watching

you during that time so I can tell when things dip what’s happening so then I

just watch the kpi so that would really be my biggest tip I think for doing it

yourself is making sure you have good follow-up systems making sure you can track their performance because the one

time they realize that they’re getting away with working less and making the

same they’re gonna do that to you over and over and over again and that’s not

I’m not speaking negatively of anybody but that is human nature to be like oh

[ __ ] I made I make 15 bucks an hour but if I only work 30 minutes an hour I’m making 30 an hour hey I just gave myself

a raise right so it’s like you don’t know what that person’s thinking yeah you know so that would be the only thing

I’d be cognizant and that’s so important with like what you said a lot of people don’t have their numbers in check right they don’t even have their kpis so if

you definitely definitely want to keep in track of that so Nicholas that was awesome man I think I think you you what

your expertise and you bringing it over here to uh the best Drive live that we do every month that we’re gonna have you on and um yeah man I think it’s that’s

great that you’re able to give us that information I want to um just say what I’ve learned from just chatting with you

today is the uh your employees they have to be happy you know they have they have to be in a good mood and I think a lot

of people uh probably just push through it and they force it and I I think it’s important to get yourself to the point

where like hey life is is good like I I guess being being grateful being happy and that might even go deeper into like

yourself and your process of like how you get ready for the day but definitely you want to have a good communing culture yeah 100 100 and just so

everyone knows too you know my cell phone number is on my website so if anyone even just wants to talk about the

subjects we talked about today or hey Nick how do I do this with my employees or whatever it might be you know I’m an

open book um it doesn’t always have to be a sales call you know but so just to invite anyone feel free to meet me the phone

number’s on the site if you need anything I freaking love it man the the fact that you’re willing to give out

that number and you ain’t afraid of getting lit up that’s uh that’s not alone that’s amazing I can guarantee if

that phone’s ringing I’m making money so uh let it let it ring I call them everybody

call him um I do have one one question said yeah you guys cover uh uh how to effectively

Target tax foreclosure lists um and is there any way to use batch to

find probate leads so uh the Henson effects I’m I bought I’ve never really

targeted those lists I’m not 100 sure batch has them I think if they did you would see them on the filters I could

look and get back to you but I would say that the probate data um you can get that from batch depending

on the area but it really uh obviously depends on your Market there’s a lot of markets a lot of cities that that data

you have to go specifically to the the county I know in Salt Lake County that’s not information that’s easily accessible

like through any list provider but it all depends on the city and the how the counties like do their their information

hope that’s helpful I don’t know Nicholas I don’t know if you had anything you want to say to that um yeah and the other thing I would maybe look

at would be um what’s it called uh and and some people call inherited

leads pre-probate right um because that’s right before they start arguing so I’m not sure if bats

can pull inherited and then I do have a friend because um he owns probate Fox

and all they do is Court pulled probate they like go directly to the court or

have the the links because you you they they got their system set up man they’re not just trying to give that data away they want to get yeah yeah yeah you do

you know about Ernie he’s he’s I think I know is he in the family he’s in the family yeah yeah I know about Fernie

yeah that’s awesome yeah he’s awesome and so I would check them out um if you really want to Niche down into that data

and you know how to effectively Target a tax foreclosure list

[Music] um if you’re talking about now I don’t know if you’re talking about

choosing an area or cold calling it um or if you’re talking about the

criteria that you put into batch leads yeah which one do you think he needs I think for for him he’s probably

referring to like how do I uh how do I find that list right because in area he

probably has an area that he’s working right and then um yeah how he would get that data okay so I imagine tax

foreclosure isn’t probably a word for tax lien right so there’s there’s

there’s foreclosure which is if they don’t pay and I’d imagine tax foreclosure is

um the criteria okay and then tax foreclosures probably they haven’t paid their taxes so they’re about to lose

their property right so I think he’s talking about attacks delinquent list yeah and I think you can get that on

batch and I know you probably know a couple different sources yeah um but we’ll I’ll come back and I’ll get

that answer for you um next call bro we’ll come in and now we know what you’re targeting so

um but Nicholas we’re gonna wrap this thing up because I got to call another thing to be on but I appreciate your time brother thank you so much yeah my

pleasure Nathan thank you dude catch you guys later peace out everybody foreign