Best way to build my wholesale team

[Nick Saucier]

At the moment I have about 12 local buyers who I've contacted and added to my buyer's list, and that is all I have on my "team" right now.

What are some good tips on networking with professionals such as divorce attorneys(good seller leads?), Probate attorneys, Realtors, Loan officers and wholesale-friendly title companies.

I have tried calling attorneys and I always get their receptionist first, and I'm always a little awkward when talking to the receptionist because I'm not calling for one of the usual reasons. I feel like I wont have anything to offer an attorney.

My question is, what could I pitch an attorney that would entice them to work with me and trust me with any seller leads they come across from their divorce/probate clients?

Also, how would I go about getting an attorney that will help me out with writing up legal contracts when I have a motivated seller on the hook?

[Rick H.]

Good question(s). Hard for those who've known me for a while but I, too, initially had difficulty in speaking to professionals.

I think I must have been intimidated. Of course, there's no reason to be intimidated by a 23 year old, chewing gum-snapping phone receptionist.

Here are my suggestions: hold off calling the professional community until you've got a few deals under your belt and have developed a level of confidence in your problem solving skills.

Join Toastmasters. You don't have to become a slick orator however they will help you gain confidence and organize your thoughts in verbal communication.

Find an area where you are willing to invest in some expertise. If you want to learn more about attorneys, or family law in particular, attend some of the luncheons presented by your local Bar Association. Wear a suit, eat the rubber chicken meals, listen to the presentations and don't try to sell while there. Ask good questions. Just become an insider! Now, you will have achieved what very few people ever do.

Clarify your thoughts by writing them down before calling. Ask yourself, 'Why would this person want to take my call? What's in it for them? Why is talking to me going to be more profitable than doing billable work for a client at $300+/hour? If you can't answer that, you aren't ready to call them.

Lastly, since my business model has been largely built around receiving professional referrals (probate attorneys in particular) I've insisted on every point if contact with me being extremely professional, from how the phone us answered, to letterheads, use if their terminology in all communication.

This has enabled me to insist on being treated by attorneys, their staff and the legal community as a peer and NOT as a vendor. After all, without my money and problem solving skills, no one gets paid!

And that should be your attitude, as well.