Cold calling makes me physically ill

[Geordy Rostad]

I've been dealing with some wholesalers here in Washington. I'm trying to find an apartment building to BRRRR. Nothing the wholesalers have sent me has made much sense. So I decided to strike out on my own and procure deals for myself... one problem. I HATE cold calling. Every time I've ever tried it, I've literally felt sick to my stomach. I don't like it when I get those calls and I feel like no one else does either.

I think my approach is ok. I tried to call, let the owner know I’m an investor who wants to buy something like they have. I just had a couple of questions like, hey, do you have a good property manager? Or hey, what sort of rent are you getting? Still getting blown out of the water. I’m always amazed when I hear that this strategy is working for someone. Most of my numbers seem to be disconnected.

Anyone have any good advice? I feel like this is the best way to get the absolute best deal but I’m just not sure I’m cut out for this approach.

[Jay Hinrichs]

FWIW file.. owners I know here in the northwest that have MF are constantly being cold called by Commerical brokers who already know what their clients will pay.. IE hey I can sell your complex for 15 million.. that's what they lead with NOT hey how much are your rents.. to me that would come last and in due diligence.

I followed a linear path to you when I came to Oregon SW Wa and was buying timber rights and timber land.

who was my target market..  65 to 100 year old owners who had lived on the land forever.. NOT in the least tech savvy 

Letters only worked for those out of state.. I did some radio on Christian radio stations those worked pretty good.

But the best was cold calling.. I hired very good phone people their only job was to get us an appointment to meet.. 

I learned from some of the best land sales men of the day the guys that sold dirt in the 50 s 60s 70s.. Watch Glenn Gary Glenn Ross for context..  You cannot qualify leads on the phone .. the phone is only used to set up a face to face.. 

My first 7 years in the bizzness all I did was in home presentations..  and with such a small target this should be your only goal on the phone..  Hey can I meet you Monday at 3pm or would Wed at 5 be better then silence LOL.

My partner in the timber business when he went on the appointments he was our closer.. He always had a cooler full of smoked or fresh Chinook and fresh or Jerked Elk meat he lead with that gift first and foemost.. I know it sounds funny but you establish a reporte'

Next best thing I did for these folks and the reason I know it works because it worked on me.. 

You have such a small list.. you hire a beginner attorney and your have your attorney write them a letter expressing your interest in the property.. very professional polite etc.. there is not a person on the planet that will not open a letter and read it from a law firm..  

Hope this gives you some arrows in your quiver.. these are tried and true methods..  when you have your target owners like we did with no computers these other methods can and do work.

Although right now MF is soup de Jour like I said tons of competition..