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welcome to the wholesaling Inc podcast America's number one podcast for new real estate investors we're finding discounted properties is the most proven path to financial freedom my name is Brent Daniels and I am telling you if I can do it so can you guys this podcast is absolutely on fire I am Telling You this is gonna be the one that you listen to time and time and time and time again because I've got the master with me mr. Todd Toback Oh Brent thanks for having me on the show really really excited and man before we were on camera on the podcast here today we were talking about the most important thing in this whole business and that is converting leads into contracts right somebody could be like what are you using bandit signs or phone calls or PPC or text or bring this moist but what's working them and you see all these people like you know dabbling in everything right and they're not talking about the most important thing because right now in your database yes right there's probably a hundred grand is sitting in there right now that needs to be completed that needs to be converted right up and you know if you're brand-new listening to this and you haven't generated leads that is important that's another podcast but today we're gonna talk about actually mm-hmm closing the deal the most important thing you know this is really interesting because you know obviously I push talking to people I push making sure you're being proactive and making a lot of calls and talking to distressed property owners and you know it's great people do it yes and they get leads and they get a pipeline of leads you know what their number one thing that they reach out to me about is I can't get them to sign the contract I can't I don't know what I'm doing they're ghosting me on the phone when I get to the appointment I'm so nervous I don't know what to do I don't know what to say I'm just trying to like hope that they actually sign and most of the time they don't and it gets really really really frustrating and then they say if they take their foot off the gas from making the calls because they're like I'm just gonna be disappointed because I can't convert the leads right you know and all right I know how they feel yeah right yeah they feel right this is not something that comes naturally to me we've talked about is not something that comes naturally to you yeah you know if you're listening to this guy's you know when we're on camera right we're like projecting our energy and we're will bring it all to you because we want it we want to have a transfer of energy right but we have our doubts and our fears and you know not thinking the...