Nervous when you get on the phone? Do you sometimes fumble over what you are saying? Are you not getting the results you want from picking up the phone and talking to people? Well I have written down the 12 biggest mistakes that you're making on the phone. Check it out now.
Everybody welcome back it is Brent Daniels and I've been thinking about this a lot because I've been getting a lot of questions on this YouTube page Through social media on my email when people are asking for the TTP script They're asking me a lot of questions on how to be better on the phone. So I wrote down 12 listen 12 instructions 12 pitfalls to watch out for so that you can be the absolute best on the phone that you can be so that you could just be an absolute assassin when you pick up the phone and you know what to say you have the confidence in what you're saying and your tone is fantastic so let's start with number one this is the most often looked over passed over on this list it's you don't practice your scripts listen to me I hear it all the time Brent I don't want to sound like a robot I don't want to sound like It's just not me. I don't say certain things.
That's fine Listen the scripts that you get either when you're making an outbound call With the TTP script that you can get at Brent at wholesaling Inc. Just send me an email send you the script That's the most effective on planet Earth, but when people don't practice it We've been Alejandra's laughing at me behind the camera. That's how crazy this is, but it is the absolute truth When you don't practice the scripts It leads to you making up stuff on the fly. The script is your scaffolding.
The script is the skeleton that holds that conversation together. So practice the scripts. Run through it. Understand that when you ask somebody, would they consider an offer on their property, there's only six responses that they're going to give you. Practice them.
Practice the scripts. Number two, people don't role play their calls. Okay, it sounds crazy, but you can do this with yourself, you can do this with your business partner, you can do this with your family, your wife, your boyfriend, your kids, whatever, but practice and role play so that you're not just experimenting with live calls. Okay, practice and role play, practice and role play. You know what I mean?
Practice the script, role play it so that you've got it down so that when you've got, when somebody says one of those six responses, you've got it like that. Number three, stand up. Nothing is worse.
than hearing somebody talking low on the phone like they're at a desk depressed and sad. Standing up, it elevates your energy. It elevates your enthusiasm. Stand up, walk around.
You don't have to do it for hours at a time, but at least every 15 minutes, spend the next 15 minutes standing up. You'll sound better. You'll be more effective.
Number four, the tone of your voice is critical. The tone, you need to have that energy. Okay, you don't need to be bombastic and be crazy and go over and above and be slapstick with it But you have to have a tone of voice that says I love what I do That says I am here to help you that says that I am kind and I am optimistic You need to have a kind and optimistic own so that you can get, so that people will open up to you.
Okay. Number five, active listening, active listening. We've talked about it on this channel before.
That's when you're nodding your head and people are talking. That's when you're saying, sure. Yes.
Okay. I understand. Oh, a three bedroom. Too bad. Oh, the roof hasn't been replaced.
Oh, uh-huh. When you are silent on the other end, it sounds like an interrogation and not a conversation. So be active.
Use your face. Even if they can't see you on the phone, they can feel you being active and listening to them. And when people feel it, it is a natural human response to open up more and to communicate more because you feel important. Make people feel important by active listening. Number six, Work on your objection handling skills.
Get like a three by five note card. I wish I had one here. I had one before.
And write down the objection that you're getting on one side and on the other side, put down two responses to those. Just as you're naturally making these calls, start writing down these responses. When you get them, it's a game, it's a flash card.
You can have it with your whole team or your company or your family or whatever where they throw at the dinner table an objection at you and you have to respond. Like that you can have fun with it. You could be like walking in like a gunslinger hoping that they give you those objections. You know what I mean? Work on the objection handling.
It's number six. We're halfway there. Do you feel it?
Oh man, I'm on fire. I love it. Number seven, not calling when you should.
Okay, this is huge not calling when you should I Brent I am in a I am in a make I'm gonna do it this year. I'm gonna from 9 to 11 every day I'm gonna make those calls and then 905 rolls around you're kind of like what's going on in the world What's going on everything to prevent you from making those calls? I see it all the time your your that that time block that you have gets torpedoed by everything else by the creative avoidance that you bring into your world. You know, you start thinking of other things. Well, maybe I should design a logo or maybe I should get a new business card or maybe I should do this or that.
There's so many things to distract you. Stay focused. That is your money time. Whatever time block you have, you gotta stay.
That is critical. That is your money time. Imagine that I am there with you.
Every hour you're on the phone, I hand you $1,000 cash. Like a sliver in your brain, imagine that I'm there watching you with a GoPro, keeping track on everything that you're doing for those critical two hours or three hours, or however long you're going to dedicate to making those calls. So you, and here's number eight, you're not going to make it up later. This is the biggest mistake.
One of the biggest mistakes I see is I didn't do it today. I'll do it tomorrow. I'll just double it up tomorrow.
It's raining outside. Nobody wants to answer the phone when it's raining. They're just gonna be grumpy.
I'll just do it tomorrow or whatever. My foot hurts. Whatever it is, you're not gonna make it up tomorrow. Do it today. Put that money in the bank now.
Put it in the bank now. Don't wait for it later. You gotta start putting the deposits in now, okay? Not asking, this is huge.
I'm telling you, we do at least 20 deals a year from this that most people don't get right here. Number nine. not asking if they have any other properties they want to sell when we initially reach out to somebody on the phone and they say no I don't want to sell that property the next response is I totally understand do you have any other properties that you would consider selling maybe something that needs a little bit of love right something that needs some work however you want to phrase that asking that question is gonna get you deals it is gonna get you deals so ask that question it's critical number ten is not pre-qualifying completely. Do you want to totally waste your time and not do as much business as possible? Then just don't pre-qual everybody all the way.
Remember, we pre-qual based on four things. Condition of the house, timeline for them to sell it, their motivation to sell it, and the price that they want. Get all of those when you're on the phone.
The script, if you get it from, if you email me, brent at wholesalinginc, you'll get it and you'll understand the flow of that. So check it out. Number 11, we got two more.
Stay with me, baby. Stay with me. I know the average watch time on this is nine minutes.
I don't know how long this is, but let's go, let's push it to the end. Number 11, not staying focused when you're on the call. That's like you walking around with your phone. I don't even have my, your phone, here it is. And you're just kind of wandering around in fantasy land while somebody's talking to you.
or you're on a dialer and you're so used to, you know, just waiting for somebody to pick up that you start, you know, playing Tetris or I don't even know if people play Tetris anymore, but playing some sort of game and going crazy or watching some video or doing something and not being in the moment. Just like Bill Belichick taught the Patriots, it's one play at a time. Like just do your job for one play at a time.
And that combines to you add those up and it makes you a champion. So stay focused on. the call don't get distracted stay have the respect for the person that you're speaking with and number 12 number 12 listen to me this happens all the time happens with my students around the country number 12 don't let one bad call defeat you mentally okay don't let that one bad call defeat you mentally move past it they were mean to me brent they told me to die They told me I was a scumbag.
They told me to get a job. They told me they'd never sell their house and how dare I ask for that. It's fine.
They have the right to be mad. We are interrupting their day, their life. We're there to try to provide value and solve a problem.
If we're not able to do that, let it go. You'll find somebody. Remember, it only takes one good conversation, one good lead to make a difference. your whole month you can make five ten twenty fifty thousand dollars on one call don't let one defeat you mentally okay keep going keep being consistent and you will win if you want to take your business to the next level follow these 12 steps watch out for these 12 pitfalls if you want to join the most proactive uh real estate training program in the country then go to wholesalinginc.com forward slash ttp i'd love to uh schedule a call You'll talk to my team. They're phenomenal.
And I'd love to coach you personally. Until next time. Love you.
See ya.