How Many COLD CALLS To Get A DEAL?!

Added: 2026-05-31

[00:00:00]You have to break your watch. That is advice that I got from a mentor when I first started in real estate and it is so true. Deals happen all the time. So, what I want you to do is take off that Rolex Sea Dweller, take a hammer and smash it and get rid of it. No more watches. We're not on a 9 to5.

[00:00:35]Hello, my beautiful wholesalers and investors. I am Brent Daniels. And no, I'm not a complete psychopath. That was an $8 watch from Amazon. But I think you get the point. This business, especially when you're getting started out, your first 90 days is going to be so action-packed. This is hustle season. If you are under a $2,000 a month budget for lead generation, for your marketing, then this is all you are trading your efforts for deals. All right? You don't have the budget yet to be able to invest to have people call you. So, you're reaching out to them. Now, you want to outsource it. I completely understand.

[00:01:14]You don't want to stay on the phones all day long cold calling people. So, you hire a call center. There's tremendous amounts. There's unlimited amounts of call centers that you can get involved with. I really like Call Geeks. Those guys are great. I think it's like seven bucks an hour. But I'll break down all the metrics on the costs, and also what to expect with the amount of phone numbers you need, the amount of leads that you're going to get, the amount of contacts you're going to get, and the amount of deals that you're going to get. All right, so let's let's start breaking that all down. When you are hiring a call center, you're going to want 15,000 phone numbers. This is really important.

[00:01:59]You want 15,000 phone numbers. Uh, Deal Machine, get you these. There's a ton of other lead list providers that you can use. We like Deal Machine. They have really high quality numbers. But out of those 15,000 phone numbers, you're typically going to see that you're going to get a thousand contacts.

[00:02:21]That's when your caller is actually having a conversation with the property owner. And that's typically about you want to you want to see about a 7% contact rate. All right? That means that you got good quality phone numbers. So you have a thousand contacts. Out of those thousand, you can expect one out of 10 of those is going to be an actual lead. All right? So, you're getting 15,000 phone numbers, thousand contacts, a 100red leads. Out of these 100 leads, you should close one deal. Oh, I hear it. I feel it. I know what you're thinking. Holy cow, I have to go through a hundred leads to get one deal. And I understand it feels overwhelming. The ROI is bananas. But the effort, oh my gosh, the effort of following up with a hundred leads to get one deal. That sounds crazy. Well, that's how we start in this business. And and the metrics look really, really good. The the financials on this look really good. But you can, this could be a really slippery slope if you don't follow the advice that I'm going to outline in the video when it comes to the followup and how to stay really engaged with these leads.

[00:03:42]All right, so that's one deal. So if it's 15,000 phone numbers, how how much how much does that cost for a caller? So out of a 100 leads, you can expect it's going to be a hundred hours of calls.

[00:03:58]hours of calls. Okay, it's gonna be 100 hours. Now, typically you can get somebody that's really high quality for about $7 an hour. All right, we use call geeks. There's a ton. I mean, just go do your research. Go get into the Facebook groups. Go get into the Discord groups or whatever it is and find out who people suggest is the best call center with the highest quality. and they're they're really managing the callers for you so that you can just focus on getting the leads in and doing your lead followup. But typically, it's going to be about a 100 hours of calls. Now, this is much different if you're making the calls yourself. This is much different if you're sniping, if you're if you've got really, really, really tight lists that you're going after. We'll do that in another video, but this is all about volume, baby. Volume. Because 99 of these leads are going to be garbage.

[00:04:54]They're going to be absolute garbage.

[00:04:55]You're going to have to sift in a dumpster and you're swimming around all the banana peels and all the old coffee grinds and all the diapers to find that gold. All right. But when you're getting started and you don't have a huge marketing budget, let's say that you're under $2,000 a month in your marketing budget, this is what you're going through. This is your hustle season.

[00:05:20]This is you in the fire, baby. And you should embrace it. This is going to build your skills. This is going to build your endurance. A lot of people make the mistake right here. A lot of people outsource their lead followup as well. And there's a lot of these call center companies, they'll make the calls, they'll do some followup, and then they'll go, "Hey, here's a hot lead." It's not very hot. Okay? Not only that, they're building the skills and you aren't. So, I highly suggest in this moment in your business, this is a season. This is a hustle season. This isn't a lifestyle, okay? In this hustle season, take these leads and start calling them yourself. It's going to build incredible skills that will stick to you and your business forever. All right? But it is this is a tough season.

[00:06:10]I'm not going to sugarcoat that. All right? But let's look at what the right follow-up sequence is. This is what we used in our business until we transitioned to a much higher marketing budget because my acquisition managers were just getting piled and piled and piled with leads all day long and they wanted to close deals faster. These deals typically close when you are when you're reaching out to people. You can expect a 90 to 120day sales cycle.

[00:06:44]Important verbiage here. This is what the pros use. From the day that the lead comes in to the day that you get paid, you can expect 120 days. What does that mean? Well, you've got this cold caller that's a hundred hours to get a deal.

[00:07:02]And that is multiplied by, let's say, $7 an hour. So that's $700 times four months before you start getting anything. You can expect you're probably into this thing 2400 bucks if not more depending on the quality of the callers, the quality of the data that you get, which means the phone numbers and the list that you're going after.

[00:07:26]Remember, we're not going after everybody. We're going after the motivated sellers, right? We're talking about tax defaults, pre-forclosures, tired landlords. There's a unbelievable list in any of the list providers that will filter all those out. and that those are the ones that you're going after, right? But you can figure about $2,400.

[00:07:47]Well, you need to get those lists. The lists are, let's say, 180 bucks a month.

[00:07:52]Maybe cheaper, maybe cheaper. 100 to 180 bucks. And so that's anywhere from, let's call it, 300 to, let's call it, 500 bucks on top of this to get to your first deal. So, you're into it uh 2,900 bucks. All right. This is if you're just out there nittygritty. You don't even have a CRM. You're just dropping these into like a Google Drive and you're making calls and you're you're just bootstrapping this thing. If you get a really gangster CRM that's probably going to cost you 200 bucks a month, I really like the uh pull the CEO pulse CRM. Raphael Cortez. He built an incredible AI system. I'm going to show you what that does in your lead follow-up, but typically that's 200 bucks. So that's 600 bucks. So you're probably 3500 bucks into this thing before you close a deal from this strategy. Make sense? It'll make sense when you see what the average deal size is and a couple uh case studies that I have for you. But let's talk about the lead follow-up sequence. This is gangster.

[00:09:03]This is what's going to really help you.

[00:09:05]All right. So when a lead comes in, comes in day one, you want to triple tap, three calls.

[00:09:15]Call, no answer. Call right back, no answer. Call right back, no answer.

[00:09:19]Because remember guys, uh the iPhones and a and and a lot of the cell phones and a lot of cell phone carriers will just block the number if it's an unknown number, right? And so you got to kind of get through that process. So, three calls, you leave a voicemail and a text. You do that day one and day two. You're going to do that three calls, triple tap, voicemail, text for the first two days. Now, you can put it into an AIM.

[00:09:52]That's going to automate the the follow-up. it's going to start, you know, sending them text messages and trying to engage them to respond to you. Either they tell you, "Hey, I don't want to sell the house."

[00:10:06]Or they say, "Yes, I am interested." And then you jump back on the phone. But if you just take you're going to get buried. You're going to get buried with so many leads that you're going to you're not going to get to the ones that come in. They're not going to be able to do this sequence unless you get a hold of them in the first two days and put them into some sort of automated CRM. If you don't have that, you're bootstrapping, you're nitty-gritty, great. You just just do this and, you know, if you have extra time throughout the day, start calling the ones that you think are really, really good leads uh based on what the notes or maybe you do a little research on the address and it looks like a totally destroyed property.

[00:10:46]All right, but this is this is if you can get this, I would highly suggest you do this. I would highly suggest you get a CRM that will automate some of this for you so that you know all of these leads just don't, you know, month one you got 100. Month two, you got another 100. Month three, you got 300 leads that you're trying to follow up with. It's impossible. All right. And if you have a team, if you're like, I'll just outsource it to my buddy. He's going to do all this. You're going to burn them out. You're going to burn. They better get a really nice probably 20% commission on the assignment fee to keep them around. And for them to stay around for three months, four months without getting paid, it's going to be tough.

[00:11:27]You're going to have to give them a base. All right? You're going to have to give them a base to keep them around.

[00:11:31]I'm just telling you, I tried every strategy. I've given people a tremendous amount of leads, but real like top tier people that you want on your team, the the A type personalities that are going to go and close deals for you and close big deals for you, they don't want to lose this much. They're going to get totally burnt out in this strategy. So, make sure that you set up some automations or you're doing it yourself.

[00:11:57]And just understand for the next 120 days, you're in a tornado, baby. You're in a tornado of you you don't have a schedule. You're just doing followup all day long trying to find somebody that will have a conversation with you and convert it into a closed deal. Now, let's talk about the benefits of this.

[00:12:19]So, you've got 3500 bucks into this thing for the first four months, let's say, but you close a deal and the average deal size is 15,000.

[00:12:35]And then you've got another one that closes for 20,000. And then you've got another one that closes for 25,000.

[00:12:42]And you just keep feeding this monster.

[00:12:45]Listen to this. Brandon Morales, who I had on the podcast, great student. Uh he was working for a company. He was working for a wholesale company and out of California and they were doing kind of a nationwide strategy and they had a call. They had a ton of people on their call center and they were just loading them up with leads. This is a very common uh business model for wholesaling is just load them up with a ton of leads. give them just a a a split of when they bring in an actual deal and just churn and burn you. It's it's a revolving door. He didn't stay at that company because he's like, "This is crazy. I'll just do this myself and keep all the profits." But listen to this. He tal He got a lead in from a call center.

[00:13:30]He was in San Antonio. All right. Woman um was about to lose her property to tax foreclosure.

[00:13:39]Okay.

[00:13:41]husband passed away. She couldn't keep up with the bills. She was going to lose everything. They made a deal. He made on that one cold call lead, that one out of a hundred that he was closing $137,000.

[00:14:02]What's the ROI on that, baby?

[00:14:05]What is the ROI on that?

[00:14:08]absolutely incredible. We had I had a co cold caller named Fran. She made me $842,000 in one year. She was absolutely incredible. We had her more of a sniper approach. Um but again, ours, even with my like the best people in the country as my acquisition managers, it was one out of 80 leads was a closed deal. But I remember this deal in Phoenix. It was a fire damaged property. It uh it had a fire in the carport. Uh just totally disgusting property. Not just the fire, but the inside. It was like a hoarder situation. Everything was beat up. It was a cold call lead and it was This was a fast one. In two days, we had that property under a contract. It made $83,000.

[00:14:58]The person didn't want to deal. They got their insurance check from the uh the fire. They it was an inherited property because somebody lit a fire because somebody was just squatting in the house, right? And uh so got the insurance money, just wanted to sell it asis, not deal with any of it. We made $83,000.

[00:15:18]And my cold call at the time, I was paying 20 bucks an hour because she she was incredible. She was an American living in Costa Rica. So the conversations were deeper. She could get deeper into the discovery. But a lot of these call centers are going to be people in foreign countries, right?

[00:15:34]They're just calling all day long. And it's just a machine. And so there's a couple different ways that you could do this. You could get Americans living abroad making these uh calls or you can just go and pay seven bucks an hour. And the numbers work out only if you do the lead followup. You have to do the lead follow-up. It is so absolutely critical.

[00:15:59]And if you're just starting out, do it yourself. Please just do it yourself. I know you want to outsource it. I know that you're you want to work on the business and not in the business, but that's not reality. That's not how you ring the victory bell and close deals all the time. What happens is you build incredible skills. You build incredible skills and that allows you to go out and filter really great talent to start replacing you in the business. Step number one is you got to find a tribe.

[00:16:32]You got to find people that are doing this business. If you're just getting started, you got to be surrounded around people that are doing this business.

[00:16:38]Step number two, do your first deal. Get proof of concept. Cross the bridge from faith that you can do this business to fact. All right. Step number three is get consistent. to do this business full-time. Start getting regular checks.

[00:16:52]Step four, fire yourself from the certain role. Step five, buy assets.

[00:16:58]It's all broken down in the book, Wholesaling Launch. We'll put a link here. It's absolutely free. It's an incredible book. If you are just getting started, you need Wholesaling Launch. I am telling you, it will put you on the right path without all the phony bologoney BS of hyping you up so that you get into some weird funnel or something like that. It's going to give you pure instruction. But I'm telling you, if you're going to hire a call center, these are the numbers that you can expect. All right? 15,000 phone numbers, thousand contacts out of that, a 100red leads per one deal. You can do this business. I listen 2012 I had a 385 credit score. I was in debt over some $700,000.

[00:17:45]I am telling you if I can do this business so can you. Since then closed over $20 million in income from wholesaling real estate. My name is Brent Daniels. Mr. TTP Mr. Talk to People. If you're not subscribed, make sure that you subscribe. Make sure that you get your free wholesaling launch book. I love you. I'll see you next episode. Smash it.