what is up batch leads Nation this is
Nathan Payne I got Nicholas Nick on here
what’s up guys how’s it going man oh man
I’m doing great I hope everybody that’s
watching this is doing great because
today we got a great episode for you
we’re going to talk about the things
that people don’t tell you about cold
calling how it can help you be
successful with their holding back and
what you can apply when you’re doing it
yourself now obviously if you do it with
the team it’s a little different you got
to train them but we’re going to be
diving into specific things that can
help you as you cold call when you’re
starting out to begin with
um I know a lot of people that still
cold call and they’ve been doing for
many years so it’s not like it has to be
an activity that you only do and then
um delegate you know it’s up to you some
people are monsters on that phone you
know yeah exactly so Nicholas I know
you’re a fiend and you’re expert at cold
calling um you know I have a couple
things that I know that have helped me
as I’ve called because sometimes I get a
lead and I have to call it right and
it’s a cold lead it’s someone that I’ve
never talked to and there’s specific
things that kind of release the tension
release you know that person because if
if someone to call me right now and just
be like hey I was wondering if you have
house or sale I’d be like who is this
you know so yeah right you definitely
have some steps that you need to take
when calling so Nick you got something
that you want to drop we can kind of
flow back and forth and maybe anyone
that’s watching this can just type in
say what they know to be true or what
they’ve found to work for them let’s
yeah absolutely well yeah so you know
the main the main things are that you
know what’s it going to take to have a
conversation with somebody you know if
you were to walk up to someone said hey
you want to sell your house you know
they would probably call the police yeah
you know so it’s like we’d have to one
thing I’m really good at is taking
something else like what would the
in-person interaction look like what
would that have to look like well let me
try to apply that to the phone
interaction and then try to get those
same results so you know I don’t know
we’ve all had this moment in our lives
you ever have someone just walk up to
you and for no reason all they just
start telling you everything about their
yeah no I feel like those people are
either lonely or they need a hug a
friend you know there’s something going
on usually you’re like yeah exactly I’m
not right and you know so what what
happens is you know they are basically
fast forwarding vulnerability with you
you know they’re like they’re talking
you like they’ve known you their whole
lives and I think it’s important for us
to get the homeowner in a vulnerable
state as quickly as possible you know as
the cold caller us it’s harder than it
because we’re technically the rich
person who wants to buy their house but
we’re also their house therapists too
hey why don’t you tell me what’s going
on you know let me tell you the what
people have done to their homes they
take it very seriously if their home is
a piece of [ __ ] they take it personal
that it’s a piece of [ __ ] they don’t
want to be like I you know I bought this
million dollar home and I tore it to the
[ __ ] ground because I’m so careless
you know nobody’s proud of that story
and so I think the best thing that we
can do is really do what we can to
create vulnerability around that and a
couple of things that create
vulnerability it’s basically Rapport
right but it’s you know moving slowly
you know not talking too fast it’s so
important to move at their Pace right
and their pace could be anything they’re
speaking Cadence how fast they talk like
whatever it might be or how fast their
brain moves but we cannot move faster
than them you know me personally I’m a
very fast person and one thing I’ve
learned is slow people hate me
okay so if I meet a slow person I have
to naturally slow down a little bit
because if I stay fast they’re gonna
hate me so I have to really adapt who I
am and what I bring to the table to
really make that happen so that’s called
mirroring so one thing I like to do is I
like them to say hello first
yeah exactly hello you know and then
you’d be surprised I match that energy
if they’re excited I’m excited if
they’re slow I’m slow and just based off
and I’ll tell you the hello is gonna
tell you everything like you’re like no
I need more to work with no you don’t
okay you need to listen to that hello
and then and then continue matching they
get excited you get excited you know you
want to stay in that dance the one
minute you outperform them if you’re
super excited and they’re bored as [ __ ]
that most people don’t talk like talk
about bro like that’s why we’re doing
this episode right here most people
don’t even talk about the hello you know
they’re not like but everybody knows
when you get that guy’s like hello
you’re like this dude’s already annoyed
right yeah right exactly and then you
know we gotta find it and then the the
next thing that comes up for me is you
know piercing their [ __ ] okay every
person has a wall up your mom has a
wallop your dad your kids you know we
can all relate to that right but for
some reason when we deal with sellers
we’re like how dare you how dare you not
give me all the answers on our first
yeah go talk to your teenage kid and see
how often they give you all the answers
on your first conversation okay it’s
like we have to really understand what
these people are going through you know
so a couple of advice I I really have
you don’t want to think about what
you’re supposed to say next okay I have
people well Nick because I train cold
callers that’s what we do right so Nick
uh what do we say I feel like I’m always
gonna say the wrong thing here’s what I
if you’re thinking about what you’re
gonna say next you’re always gonna say
the wrong thing if you’re thinking about
what they are going through you’re
always going to say the right thing and
I think that that’s extremely important
you know don’t be like oh what’s the
line what’s the line what’s the line I’m
supposed to use I can’t remember no
instead it’s oh my God I’m so sorry that
you know and then you just really
understand what wow you know and really
really go with it so that’s kind of one
thing that I really recommend doing is
really meeting them where they’re at and
not just trying to force them through
our process bro great great point when
saying like hey we a lot of people
expect us to know exactly why they’re
selling what’s the motivation what’s the
problem why they’re how fast they need
to go man you just maybe this is even
the third time you call them maybe they
don’t even feel that comfortable yet
because I’ve talked to you know many
sellers who have gone with me or gone
with other people and to find out it’s
just like they felt more comfortable
with that other person right
um one thing I want to point out as well
is like you’re saying is I if I feel
that there’s something off if I feel
like they don’t like me I feel like if
there’s something going on maybe they’re
busy I call that out I just feel it
right so again like you said don’t think
about what you’re going to say just feel
like have a normal conversation whether
you’re in person when you’re in person
you’re not like what should I say what
should I say because if you do that your
conversation is probably not that good
so same thing on the phone
um you’re like hey I can sense it sounds
like here maybe in the middle of
something is it okay if you know we chat
again later I don’t want to be a bother
I’m just calling you about the property
now if they’re if they sent if they hear
that like oh this guy cares about my
time this guy is actually not just
trying to bulldoze me nobody wants to
get bulldozed ever right yeah that never
works man if you’ve ever been called by
these people or you say no and they
bulldoze you I just sit there and I
smile I’m like this guy’s gonna get I’m
gonna stop him eventually this is
or even hang up you know it’s like and
that’s one thing that’s one thing I say
too is like it’s not my goal
to get my clients annoyed leads
right that’s not you know and then I had
a I had a mentor tell me a long time ago
I said hey do you want to sell no oh I
would say something like it was it was a
little like my first month of cold
calling oh are you sure you know blah
blah blah and it was like Nick shut the
[ __ ] up with that okay like you’re not
gonna talk anybody into selling all
right that that’s not what he’s called
how long am I I’m not actually
that worked it worked I I wasn’t sure
I’m glad you asked you know now let’s
flip that when you ask someone if
they’ve ever we’d like to ask have you
ever considered selling before now I
call that leaving that wide open okay
yeah exactly and so now it’s not like
you consider the selling in the last 30
you know no click okay well how about
ever so what that does for us is we can
catch them now in hesitation
and then now we could say oh man it
sounds like you may have hesitated there
where you and the wife bring it up or
something and that that’s a great
opportunity there because getting that
hesitant leave uh to have the
conversation a little bit longer is
that I’ll touch on is disqualifying the
you know I feel like the number one
is their ability to quickly disqualify
me you know they didn’t say the right
number click they didn’t say the right
to stress reason click they didn’t say
they want to sell fast enough click you
know and I think that that is such BS
because we really we have to stay on the
phone longer I spoke to one of my
highest clients the highest level
clients that we have yeah and I may have
shared this last time but he told me how
he trained his acquisition managers and
he said that first he has them listen to
a recording of This homeowner saying I
will never sell for less than three
hundred thousand dollars and then he
shows them that they got it under
contract for 190. okay and then he says
the Only Rule in this office is we do
that is the only rule in this office
they are saying that hoping to end the
call with you but if you prove
resiliency and can work through these
obstacles we’re like a therapist we’re a
property therapist okay if you went to
therapy and you were like oh I got a
problem with my mom and they’re like
you’re done you’re done you know we
don’t we don’t talk about those why do
we give up so quickly on the property if
that’s the case you know yeah so I mean
you’ve had it I’ve had I’ve had so many
experiences where they’re too high on
price they don’t have any motivation in
the beginning but you they stay on the
phone with you and you’re like there’s
some hey they still want to talk nobody
just wants to talk to an investor about
their property unless there’s something
right exactly and you know having that
entire conversation letting it play out
this is also why I recommend that if
you’re cold calling you’re not just a
wholesaler you’re doing creative
financing you’re doing uh novations and
but those are reasons to keep the
you get it so like those if you have
creative financing in your back pocket
if someone says 300 000 you don’t hang
up the phone because you know creative
financing is an option so it’s like if
you don’t have those tools in your tool
belt then it is a dead lead but I
recommend pursuing those tools so you
can really overcome that and then stay
Bro you’ve dropped some nugs today bro
thank you Nicholas and everybody you
know there’s so much that we can dive
into with cold calling and and right now
it’s just been some nugs so this is what
I want you to do everybody’s watching
this and we’ll watch this go and give it
a shot if you don’t have a list go grab
one for batch leads pull it skip trace
it if you want to scale up hit up
Nicholas he’s got the lead mining Pros
um you know I I know you’ll even help
him in general even if they’re calling
themselves so you can always hit up
um you know I’m here for you we have a
um that you know we do weekly trainings
on we’re here to help because this is
the thing everybody there’s no point in
spending all your time in this business
if you’re not trying to improve daily if
you’re not trying to get better then
like what’s the point you’re you’re
staying stagnant right if if you’re not
changing you’re not improving so
everybody I hope that was helpful
Nicholas you got anything you want to
now uh you know I guess one of the main
things I’ll leave everybody with when it
comes to cold calling is don’t be too
attached to the end result right one
thing I did that really I was our first
cold caller I called for six months
straight and I didn’t close a single
deal and how did I keep calling well I
didn’t decide a closed deal was my
victory what I liked was a happy seller
if the seller ever said oh it was really
nice talking to you today or anything
that indicated that I brought the
relationship where it should go I called
that a win so there’s the last thing
I’ll leave you guys with is leave the
leads and the closed deals wins behind
come up with other micro wins that show
you that you’re learning and getting
better and then feel good about yourself
if everything’s only the closed deal
you’re gonna end up beating yourself up
maybe too much on the way to that close
I agree thank you I I agree with that
100 because when I was cold calling I
was trying to convince everyone and
that’s when you’re you’re losing every
call you’re like man I suck at this it’s
like no man leave like you said do micro
wins okay yeah do micro things that
you’re you’re proud of hey I was nice to
that person I left them off on you know
with a smile I could tell all right
everybody you you want to hit up
Nicholas hit him up for lead mining Pros
hit me up if you need anything we’re
here to help and you go out use batch
crush it today peace out everybody
