DNC Rules Just Changed Everything For Wholesalers!

Episode Transcript
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Speaker 1 (00:00):
The DNC is dead, cold calling is back.
We're now in the golden age ofcold calling.
How did this take place?
Keller Williams won theirlawsuit and now has proven that

(00:21):
real estate investors andwholesalers we are buyers, we're
not selling anything, and so wecan now cold call people on the
DNC list.
What a massive victory for ourindustry, right?
Or you can still have the sameopinion as me, which is I don't

(00:41):
care, cold calling still sucks.
I don't care, cold callingstill sucks.
Will there be some changes forour organization?
Sure, maybe over the long run,but for me, are we going to now
suddenly, after cold calling fora decade and stopping in
December of 2024, start coldcalling again in June of 2025?
Absolutely not.

(01:02):
I do not want to pull data,skip, trace that data, have a
dialer, manage virtualassistants and especially, I do
not want anyone on my teaminside of my organization
getting their teeth kicked in byan angry seller in Nebraska.

(01:24):
Have you ever cold called inNebraska or California?
There are some angry peoplethere and my question is why do
we suddenly believe that,because the DNC is dead, that
the people that signed up forthe do not call list suddenly
want to receive phone calls fromus.

(01:47):
Do we believe that theyunderstand that the DNC is now
dead to us because we are buyingsomething and not selling
something?
All they know is they signed upfor a list that promises that
no one's going to cold call thembecause it's illegal.
There are people out there thatare literally called known

(02:10):
litigators.
These are people that have suedpeople for calling them because
they existed on the DNC, the donot call list.
Do we really believe that thesepeople are so up to date on
this lawsuit and this change ofthe law because now we're buyers
and we're not selling somethingthat they're not still going to

(02:30):
try to attempt to sue us orsend us a cease and desist
letter?
Do we really believe this isgoing to convert to, ultimately,
what we want?
Them saying I welcome yourphone call and I want to sell
you my house.
I don't see that being the case.
It's a very weird reaction.
I see how, on the surface, itsounds like a massive victory

(02:54):
for our industry, but when youreally start thinking about what
has changed, we are celebratingthe fact that now we are going
to cold outreach to people thatdon't want us to speak to them
directly at all.
It's going to be hard.
You're going to get your teethkicked in.
Cold calling already was hard.

(03:14):
It already sucked.
I said it a year ago Stop coldcalling.
I say it all the time.
We're in the golden age ofwholesaling, and I'm not saying
that we're in a more golden ageof wholesaling now because we
could cold call people thatdon't want us to talk to them.
I'm saying it because we havebetter options available to us
than cold calling.
However, some paper lead PPLproviders do sell cold call

(03:39):
leads, for example, speed toLead.
So let those people, the peoplethat are selling their leads to
Speed to Lead, let them gettheir teeth kicked in.
They enjoy it.
It's what they've dedicatedtheir careers to.
Let them pull the data, skip,trace it.
Call all the people in Nebraskathat don't want to talk to them
, that want to yell and getangry and red and say how did

(04:02):
you get my information?
Do you not realize that I'm onthe DNC?
Let them do that and then Iwill sit back and once that
seller has raised their hand andsaid you know what?
I was on the DNC list, but I'mstruggling financially and I am
motivated to sell my shit boxhere in Nebraska and for $29,
I'll swipe my card and I'll dothe thing that I do best, which

(04:26):
isn't calling sellers and miningfor leads.
It's closing sellers, it'sdoing deals, and this is how it
could be a victory for ourindustry is we allow the people
that are experts at cold callingcontinue doing what they're
doing.
But for us here at Titanium, weare about being efficient

(04:46):
inside of our efforts, and byefforts I mean we only speak to
sellers that have already raisedtheir hands and said I have a
house that I want to sell.
See, when you're cold calling,you have to make a ton of
assumptions.
You pull the data, you look atit and you say expired listing,

(05:07):
high equity, absentee owner,foreclosure, vacant property tax
, delinquent inherited property,all of these motivating factors
.
We're making an assumption that, because that exists, they
might need to sell their housefor a discount.
We have to go through all thevoicemails, the abandoned calls,

(05:27):
especially nowadays with these13 and 15 line power dialers,
which I think is ridiculous.
It was already ridiculous whenwe had 10 line dialers, but we
continue blowing through thatdata and we try to mine to find
these sellers For us.
We just sit there and we seethose motivating factors exist.

(05:50):
Oh, tired landlord of anon-occupied vacant house.
I see that information and thenI can see what is the condition
of that property.
Oh, it needs a rehab or fullgut everything.
How long have they owned it?
25 plus years.
What's the location?
How many buyers do I have?

(06:11):
I have 10,000 buyers.
I get all of that informationbefore I even give a penny.
See, this is the power in whatis provided to us today with the
PPL providers out there.
I get all of that informationfor a speedy lead and then I can
make the decision I'll spend$29, $59, $200.

(06:33):
Then I can make the decisionI'll spend $29, $59, $200.
However much you want to spendon that lead, you spend it.
And now your job as thewholesaler, the buyer, which the
industry, the world, thegovernment now has ruled that
that is our role.
We are the buyer.
We can do what we do best,which is call that seller and

(06:55):
solve their problem by buyingtheir real estate.
So, yes, this is a big win,victory for our industry, but
not because you suddenly nowbecome the cold caller.
It's because the people thatwere already cold calling for
you and selling those leads tothe PPL providers, like Speed to
Lead and LeadZolo and PropertyLeads and all the other PPL

(07:16):
providers.
They can now generate moreleads for us.
But ultimately you need to makea decision.
What does your business do?
Does your business close deals,solve sellers' problems, do all
the transaction coordination,find the end buyer, do
dispositions and close the deal?
Or does your business do leadgeneration before any of that

(07:39):
and then have to do all thenecessary steps?
Ultimately, you need to look atthis and say do I want to run a
more efficient wholesaleoperation?
Now the argument that themajority of you guys are going
to have is RJ, I don't have thebudget for paper lead, and I've
heard this time and time again.
But let's really break thisdown and think about this.

(08:02):
When you say you don't have thebudget, so that's why you're
going to cold call, you stillhave to pull data.
You still have to skip trace.
You still have to have a dialer, pull data.
You still have to skip trace,you still have to have a dialer
and majority of the time, youeventually hire virtual

(08:23):
assistants to do the coldcalling for you.
So there is an expenseassociated with cold calling.
Compared to the budget, pplleads from property leads, lead
solo and speed to lead $29, $30,$35 per lead.
It comes out pretty close andI'll give it to cold calling.
It is normally a little bitcheaper than PPL, but what

(08:45):
people don't like to talk aboutis the opportunity cost that you
and your wholesale operationloses.
What I mean by that is is theopportunity cost that you and
your wholesale operation loses.
What I mean by that is is thetime invested in one, managing
that data, managing the dialerand the phone numbers and making
sure you don't pop up as spamlikely, but also in mining for

(09:06):
these leads, going through allof the abandoned calls, the
voicemails and the reallynegative calls and when I say
the really negative calls, Imean the ones that make you
question your existence, theones where they say how did you
get my information?
What's your name?
Again, I'm going to break yourgoddamn jaw.

(09:27):
Now I'm not saying that lightly,I'm actually quoting Bob from
Colorado.
That's what he told me.
It is a morale killer.
Like it's hard to go home toyour kids at night and they say
hey Dada, how was your day?
Oh, it was great.
I talked to this lovelygentleman named Bob and he said

(09:49):
he wanted to break my jaw today.
That's hard.
However, since PPL has becomeour only lead generation source.
That never happens.
You know what else has changed.
We close more deals now at ahigher assignment fee.
I have to speak to less sellersless sellers.
We're more efficient.

(10:10):
So really look down at yourbudget and your business and say
what do I want my organizationto look like in the long run?
Do I want to be a leadgeneration company or do I just
want to be a wholesale operationthat closes deals, solves
sellers problems and makes moremoney?
Because there are other peopleout there that have dedicated

(10:33):
their entire career togenerating leads, I'll lean on
them.
I'll let them go get theirteeth kicked in and have the
turnover, because people losethe morale from all those
negative calls with Bobs and theangry red women of Nebraska and
the crazy people that live inCalifornia.
Let them go do that, and oncethey talk to the people that

(10:55):
actually need me, I'll call themand do what I do best, which is
close the damn deal.
Let's not take it from me.
Let's take it from this postthat was just made inside of the
vault.
Now, this is unprompted.
I had no idea that this wasgoing to happen the same day
that I'm recording this video.
This is what this post says.

(11:16):
When I first started wholesaling, I was getting my teeth kicked
in Cold calling every nightafter working 10 to 12 hour
shifts, getting cursed at, hungup on, ignored.
My heart would be pounding andhalf the time I didn't even know
what to say.
I just knew I wanted this towork, to be real.
I felt dumb in the beginning.

(11:38):
I was stumbling and fumblingthrough the calls.
My girl would hear me, myteenage kids would hear me and I
felt stupid, like what the heckam I doing?
But deep down I knew if I stuckwith it it would be worth it in
the end.
I haven't seen a payday yet, butI've seen the growth.
My skill level, my work ethic,my mindset.

(11:59):
It's all evolving.
I'm still in the trenches, butI'm grinding harder and smarter
now.
And my six-year-old all shewants to do is sit on my lap
while I make calls.
That right, there is what keepsme going.
And then I found RJ Bates andshortly after discovered Pay Per
Lead.
Since then everything haschanged my confidence, my

(12:23):
conversations, my posture, allof it leveled up.
I'm still working full-time,but I just locked up my first
deal under contract and handledthat call smooth, from start to
finish until it was signed.
I may still fumble a call hereand there, but it's nowhere near
how it was before.
I'm not perfect by any means.

(12:44):
I've got a long way to go and Ifeel like I've barely scratched
the surface, but it's finallystarting to click Now.
I share this with you guysbecause this is the opportunity
that PPL can provide for you See, this guy.
He needed some source of likereality that this can work.

(13:06):
He needed that proof of concept.
Cold calling wasn't giving thatto him.
He was stumbling and fumblingbecause one he was getting his
teeth kicked in.
Those are his words.
That's what happens when you'recold calling all day, every day
.
It's hard to keep the morale up.
It's hard to look at your wife,your spouse, your kids, your

(13:27):
six-year-old, and say what I'mdoing is the future of how our
family is going to put food onthe table, how we're going to
pay our rent, when you can lookat your partner and say I got
cussed out 200 times today.
I got no offers made because noone was even interested in

(13:48):
selling their house.
And now the DNC is dead andwe're going to be cold calling
even more people that don't wantto talk to us.
So this is why I continue tosay focus on only speaking to
people that have already raisedtheir hand and said I have a
house that I want to sell.

(14:09):
Now I'm curious, you've made itthis far.
Leave me a comment and let meknow what do you think.
Is this going to be amonumental moment where three
years from now, we look back andwe say that was where the
needle moved for the wholesalingindustry?
Or do we look back at that andlaugh and say remember when we

(14:30):
all thought the DNC is dead andit completely revolutionized the
business, but not much changed?
Let me know what you guys thinkand how were you going to
respond.
Are you going to start coldcalling or are you going to try
to run an efficient wholesalingoperation utilizing the best
lead generation that's everexisted for us PPL?
We'll see you guys on the nextone.

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Episode Transcript

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DNC Rules Just Changed Everything For Wholesalers!

Bookmarked by Reese's Book Club