How to Rake in the Dough Through All of Your Deals with McKlane Bobbitt

What’s up everybody, it’s your boy Drewbie and I’m back with another amazing sales professional to help you accelerate your career in sales.

Ever wonder how a pizza could land you a major business deal? McKlane Bobbitt, the maverick attorney by day, real estate investor by night, sits down with us to spill the secrets of his sales success, complete with a side of humor. In a world where closing the deal is king,

McKlane's tales of persistence, such as winning over a ghosting client with a delivered pizza, are a testament to the power of relationship-building and thinking outside the box in sales. 

This episode also charts the transformative journey of a former pharmacy tech whose leap into real estate wholesaling was born from personal adversity and an ironclad drive to carve a new path. From mastering the art of cold calling to market his venture, this wholesaler's saga serves as a blueprint for harnessing sales cadence and the unwavering grit needed to fuel career triumphs and family provision.

Key Moments:

-McKlane’s crazy sales story involving…pizza!?

-Sales will change your life, but your business will change your life even more.

-The secret weapon of McKlane’s sales process.

-How to determine where your team’s productivity lies and figure out the best area for them to be successful in.

 

TRANSCRIPT:

Drewbie Wilson (00:02.766): Hey, what's up everybody? Welcome back to Call the Damn Leads, the show by sales professionals for sales professionals. I'm your host, Drewbie Wilson. With more than two decades in sales, I've lived through it, heard about it, seen quite a bit, and now I'm bringing it back to you, my favorite people in the world, the sales community. Because let's be honest, sales is the greatest job in the world. It literally gives us a chance to create a life by design. And that's why we're here, because we want to hear about all the crazy shit that goes on around us to see what we can get into, the shenanigans, the fun, and ultimately how we can literally change our lives to have everything and anything we could want if we're willing to do the work and call the damn leads. Today's guest, someone I know, does exactly just that. I've had the pleasure of getting to know him and watch him over the last year, almost two years at this point. I'm pretty sure he's like Batman. He's an attorney by day. He's a real estate investor and mentor by night. He's my friend, Mr. McKlane Bobbitt. What's up?

McKlane Bobbitt (01:09.181): What's up, Drewbie? Thanks for having me on.

Drewbie Wilson (01:11.61): I appreciate you being here, man. It's been so fun watching your journey. You know, we got connected about a year and a half ago. One of my assistants at the time was like, Hey, I talked to this guy. He's really smart, really sharp. You should connect with him. We plugged in and man, it's been so fun to see you because again, I know you're truly out there helping people, but you got some sales finesse, man. And I know you got a bad-ass story for us. So let's just jump right in. Let me hear a crazy sales story from you, brother.

McKlane Bobbitt (01:38.919): Yeah, so I know obviously you love your memes. So for anyone that hasn't been memed by Drewbie, like that is your go-to, that's what people know you for. On the real estate side, I'm actually known for, I will send pizzas to our prospects that are hard to get a hold of. Crazy story, we had a deal up in Ohio, it was a family of eight, we couldn't get a hold of the last heir, the eighth family member, ghosted me, would not answer any calls, letters, phone, texts, whatever, would not answer anything.

Drewbie Wilson (01:54.062): Mmm.

McKlane Bobbitt (02:09.203): So I took it upon myself to go call the local pizza hut, had them write inside the box. Hey, enjoy the pizza, call me when it's done, hope you enjoyed it. And I sent the pizza, full package, brownies, coke, pizza. We tipped the delivery guy, we're like, hey, tell me who signs off on it, tell me who takes it. And it gets delivered, nothing, no calls, nothing for 12 hours. I get this call, just a random call up in Ohio and...

It's the ex-wife of the guy we're trying to get in contact with. She's like, hey, you gotta help me, Mr. McKlane, you caused a fight. And I go, what do you mean? And she's like, my husband thinks I'm cheating on him with my ex-husband. So they get into an argument. I'm here in the background and I'm like, oh my word, like, let me talk to him. They're throwing a couch, like throwing chairs. And I go, look, let me talk to your husband. Let me see what's going on. And I tell him, I'm like, hey, I'm trying to find this guy. We're trying to close this deal. It's like a $60,000 deal. We're trying to get it done.

Drewbie Wilson (02:52.658): Okay.

McKlane Bobbitt (03:07.423): And she goes, okay, you got him calmed down. That night she calls me back. She goes, I've been talking to my ex-husband. Here's his new number. Bro, she'd been talking to him the whole, she'd been talking to him the whole time and her new husband was pissed off. He was like, she's cheating on me. I was like, no, sir, I don't know. I'm just trying to get a hold of the guy. But I come to find out like he was working in the mines, like 12 hour shifts, like 14 hour shifts.

Drewbie Wilson (03:17.87): Thank you.

McKlane Bobbitt (03:32.419): And he changed phone numbers twice and she was like, here's his number, call him at 3 a.m. So I had to wake up, call him at 3 a.m. He's like, done, what do you need? We had a notary out there like 4 a.m. Yeah, it was insane what we had to do, but we got it done.

Drewbie Wilson (03:40.782): Golly!

Drewbie Wilson (03:46.736): Offa pizza!

McKlane Bobbitt (03:47.859): Yeah, pizza, yeah, $14.

Drewbie Wilson (03:50.318): Come on, the pepperoni bandit is in the fucking house. Let's go. Bro, that's it. You know what though, but let's just stop and unpack this for a second, McKlane, because that is so freaking genius. And a lot of people are gonna hear that and they're gonna overlook the simplicity and the beauty of what you did here. A,

McKlane Bobbitt (03:53.921): Yeah.

Drewbie Wilson (04:18.882): fucking hilarious story, right? I can only imagine the conversation that you had to have about that and trying to maintain your composure and not being like, you fucking redneck hillbillies from Ohio. And I'm guessing it was in like a Dayton or some weird like sketchy area like, yeah, okay, fair enough, Columbus, yeah, for sure. Yeah, you know, and, but what you did,

McKlane Bobbitt (04:36.663): Columbus. Yeah, Columbus.

Drewbie Wilson (04:47.79): creating every opportunity to get in the door and to build rapport. It wasn't about the transaction, it was about building rapport and there's something to be said about that because so many people skip that part of the sales process. They go right to, sir, the money, the money, the money. And it's like, yeah, okay, the money, but.

What do you do with, like if you're a dude and you're trying to get with ladies, you take them to dinner, right? It's not about, you don't just give them money upfront. That's a different conversation for a different day. For different sales professionals, you take them to dinner, you feed them, you do not like, dude, that's so freaking great. I love that. I'm gonna ask, did you hear about that from someone or did you come up with that yourself? And you can be honest here.

McKlane Bobbitt (05:19.243): Yeah.

McKlane Bobbitt (05:34.343): No, I'll be honest, I did not hear anybody talk about the pizza. Like I'd heard people sending like shoes, like Patrick, but David had talked about like sending the right, the right footed shoe and saying, Hey, like I just want to get the right foot in the door. But, uh, I hadn't heard anybody in pizza and I mean, who doesn't like pizza? Like someone's going to eat it.

Drewbie Wilson (05:49.334): Damn. Well, hey, thanks for sharing that, man, cause I hope one person at least hears that and tries it and gets the success. And we both know that most people ain't gonna do that, that doesn't work. But that's fucking genius, bro. I'm gonna use it. I know I'm putting that in my little Rolodex like skill set book here. So.

Tell me a little bit about the transition, right? What made you decide to go from having, you know, a full-time job essentially that I'm guessing you make pretty decent money there to decide. And you wanted to do the real estate and do the coal. Like, bro, I see you cold calling, you're putting in the work. So tell me what made you decide to take that jump.

McKlane Bobbitt (06:27.083): Damn. So I kind of feel the back end story of it. So I'll say 2017, graduated college. I had a pharmacy tech background. I was a pharmacy tech. I was pre-med in college. I know you were pharmacy tech for a couple of years there, but I graduated college. I was engaged. I was getting married three months after I graduated college and obviously did the whole rich dad, poor dad, went to college, got the grades, didn't get into master's school and...

Drewbie Wilson (06:41.197): Yup.

McKlane Bobbitt (06:55.603): All I had was a pharmacy background. I said, look, I'm going to try and get into sales. Cause I whole idea was going to pharmaceutical sales, make the big money, you know, go that whole route. I couldn't get a job. Drewby, that biology degree 4.0 GPA could not get a job. So I went and took a job in debt collection, making 7.25 an hour, 1% commission, and I, I was making like five, 600 calls a day. Never cold called my life.

Drewbie Wilson (07:03.742): Mm-hmm.

McKlane Bobbitt (07:22.175): And this room was filled with guys that either had like assault charges, they were in the third marriage, and here I am, I'm like, I just got out of college, I just got married, I don't know what I'm doing. And that really turned me on to this, like, hey, I can do sales. And eventually I moved on to medical device sales. And that's where I really learned like, I can sell something over the phone and make 2,500 bucks, 1,500 bucks. My third month in medical device sales, I made $7,500 in commission.

plus my base, I'd made 10 grand. I was like, I'm not going back to college. Like, and, and like you said, it came down to calling the leads. But as far as my whole real estate journey, it got to the point where the, the product we were selling was end of life. And so we had a lot of conversations with people that were like, Hey, I wish I could go to the grocery store for 20 minutes without worrying about my oxygen. I wish I could go see my family. And for me at that time, my wife and I, we were doing fertility treatments. We were trying to do fertility treatments. And.

Drewbie Wilson (07:55.382): hehehehe

McKlane Bobbitt (08:20.455): It got to a point where like, hey, we've tried all this. Now, now that number for you to get the next treatment or the next level of treatment, it's 20, $25,000. Okay, I was here making 75, $80,000 a year. Like that's a lot of money right there.

And for me, whenever we left the dog's office and my wife walked out and she was like crying, she was like, we're never going to be able to do this. I know we make good money, but we're not going to be able to do this ever. And for me that put that, that fire in me as a husband and as a man, like, okay, you got to nut up or shut up. Like let's go do it. And so I started doing real estate wholesaling. So if you've ever seen like the, we, we buy ugly houses or how to make $10,000 in 30 days, like we're getting the contracts essentially with homeowners at a discount.

and selling it to other investors like fix and flippers, rental, like landlords. And we're making our spread on the contract. So we're not even owning the real estate. And I was driving two hours a day, Drewby. One hour one way, one hour back, work for eight hours, go door knock, go door dash to make marketing money for this. And I did this for seven months. And I finally got my first deal. My wife's like, are you quitting tomorrow? But I was sick and tired of not being able to provide.

Drewbie WIlson (09:29.994): Hehe

McKlane Bobbitt (09:35.304): That's what it came down to is like sales will change your life, but your business will change your life even more.

Drewbie WIlson (09:36.914): Yeah.

Drewbie Wilson (09:43.334): Oh, that's so good. Oh man. I, this is why I like you, but every time we talk, I like you even more because you get to open another layer and really peel it back. But bro, it's so beautiful because I see it. Like I watch your social media. I see that you're a family man, you and your wife and your, um, your baby, like you're just all in on building something that you can be proud of.

McKlane Bobbitt (09:43.607): So. Ha ha ha.

Yeah

McKlane Bobbitt (09:50.967): Hehehe

Drewbie Wilson (10:08.402): And you're doing the work. Like, I love watching you're always posing like, all right, how many calls did you make today? It's like, I worked a full day and also went and made a hundred calls. Like, come on, come fuck with me. Like you do not play, dog. I love it. So let me ask you something. If you had to pick one thing about your sales process that you would say is kind of like your secret superpower, what is it?

McKlane Bobbitt (10:32.555): Oh, it's our sales cadence, like 100%. It shocks everybody and it's just being consistent. If you want me to go into it, I can, but it's, yeah. Yeah.

Drewbie WIlson (10:38.958): Mm. Yeah, come on, lay it on me. Let's give them some game here. Let's let I mean, you already gave us a hell of a story, but let's give them something good to take out of this too because we're going to make I mean, if they don't take the pizza thing, they're already forgetting but like, come on with it. Come on.

McKlane Bobbitt (10:50.399): Yeah, that's already worth the money just for listing. But yeah, no, so I was in software sales was my last job in my W-2 before I went full-time real estate. And I'll be honest, my sales manager at the time, he was amazing. Guy was a beast. And we learned how to do sales cadences. Well, it was obviously like, Hey, here's how we call three times a day, call voicemail texts all at the same time. Whereas other...

Sales teams are like, call once a week, call every other day and don't leave a voicemail. Double dial, like triple dial, but don't leave a voicemail, it's a waste of time. And so my sales manager had really put game on us and was like, look, here's a seven day cadence. You're gonna rip this phone apart, cold call, text, voicemail, email. You're gonna go just hammer the phones. So I took that over to the real estate side where a lot of people use auto dialers and they're just calling through 10,000 numbers in two days.

They don't leave any voicemails, what not. So I said, hey, you know what? Let's focus on 200, 300 leads at a time. And let's go through the seven day cadence. So for example, I'll just give you the highlights on it. It's like day one, we'll call in the morning, they don't pick up, we hang up, call back again. Two calls, first tent. On that second call, we live with voicemail. Hey, I'm gonna call you back in the afternoon, Drewby. I know I probably missed you, you're a busy man. Call you in the afternoon. Okay, hey, I missed your call again. I'm gonna text you tomorrow, okay. Day two, text. Day three.

Drewbie WIlson (11:51.81): Mm.

McKlane Bobbitt (12:14.347): double dial plus voicemail, day four, text message plus voicemail. That's the difference there is like real estate, real estate investors, you have people that will sit on an auto dialer, call that person one time every two weeks. But here we are, we're calling them 14, 15 times in seven days. Okay, where's the relevancy on that?

Drewbie WIlson (12:19.429): Come on. That's so good.

Drewbie Wilson (12:37.234): damn that's good bro you know what and it reminds me when I was in insurance you know a few years back my cadence for insurance was equally insane it was like okay cool if I've paid anywhere from let's say 15 to 25 dollars for someone's information alright day one three calls first call no answer call right back

McKlane Bobbitt (12:37.323): That's all.

Drewbie WIlson (13:01.15): All right, cool. Set an appointment for two hours later. Call two hours later. No answer. Leave a voicemail. Call two hours after that. Day one. Cool. Next day, those same three calls, except they're scheduled one hour later in the day. So now it's like, instead of calling at 9 a.m., I'm calling at 10 a.m. And then I'm calling at 1 p.m. and then 6 p.m. Whatever. And it would do that for five straight days. And then we weren't legally allowed to text back then.

McKlane Bobbitt (13:25.963): Yeah

Drewbie WIlson (13:25.994): Now that I don't work there, I'll say that I would sneak in a text message. I would go and find these people on social media if I could be like, all right, well you're in Parisburg, Mrs. Smith. Cool. I got you. You look, you look normal. You're probably a good quality candidate. Like, let me follow up with you. I would send emails. I had it set to where on like day eight, the voicemail was, Hey, you're going to get a letter in the mail for me within 48 hours.

Check that out. It's the lowest price that we could potentially give you without knowing anything further Let me know what you think and then the fucking as soon as I hung up It would print the letter and it would go out from the print house and on day 10 I'd be calling it like 3 30 in the afternoon like hey I'm not sure when the mail shows up, but that piece should be coming in check it out for me A couple dude, I love oh a nerd out on that stuff man, and but that's the difference

McKlane Bobbitt (14:01.271): Yep.

McKlane Bobbitt (14:11.171): the

Drewbie Wilson (14:14.87): That's the difference between someone who like really cares about what they're doing or is just mindlessly dialing away waiting for someone to pick up and hoping that they you know the blind squirrel finds a nut theory. You're being very strategic and specific and the difference is like you said that guy that was working third shift you know if he's in the mines bro he's busy and maybe he does want to talk to you but maybe he also doesn't give a shit because you haven't given him a reason to give a shit.

until he had a full belly full of pepperoni pizza and went well you know what man I better call him McLean actually he probably called his ex-wife and was like this you know I was like well hey man you know I got I got this pizza in me there you want come on by about three thirty four o'clock in the morning I'll be home we split this pizza you know and then all of a sudden here we are you got yourself six thousand dollar deal bro like god I love that

McKlane Bobbitt (14:49.439): They call it xy, yeah.

Drewbie WIlson (15:08.914): So I gotta ask man, you know, as you've gone through this journey, you've really focused on creating a system, a cadence. Real estate is your main focus. And I know that you've been taking on some, some clients and helping them kind of start their journey when you're working with someone new and, and they're trying to get into the game. What is the first thing you start teaching them when it comes to picking up the phone and calling the damn leads?

McKlane Bobbitt (15:37.847): Ooh, that's a good question there. Honestly, the first thing I do is I wanna understand, are you the type of person that is even gonna cold call? Because I'm sure you've seen sales roles is there's people who are afraid to cold call. And yes, you can force them to cold call all day, but that might not be their best personality. So like we're cold call heavy. We probably, I would say 90% of our leads.

and deals come from cold call, true cold call, not, hey, we're taking it from a lead or outbound center. But it's understanding, are you the type of person that will be on the phones all the time? Or are you the type of person who's like, hey, I need a text, I need to send voice message, I need to send memes, or you need to be creative to fit your strong suit? Because you can call the leads, text the leads, voicemail drops, door knock, whatever it is, but you're gonna really shine in one of those areas. And it's understanding.

Drewbie Wilson (16:27.446): Mm.

McKlane Bobbitt (16:28.815): where are you going to make the most productivity in that area?

Drewbie Wilson (16:33.154): Ooh, damn, that's a great answer. Because it really like, I love that as a leader that your focus is on, okay, what are you gonna do consistently? Because you can be strong in any area, right? I know people that are, they're fantastic on the phone. You get them in person and they fumble. Which is weird, but it's just a different cadence. Same thing, I've met people that are killers at the back of the room. Get them on a phone.

They don't know what they're doing. They can't they don't know what to do with their hands. It's like sir You're on the phone. You don't have to wave them around like you just don't care. It doesn't matter. That's I'm that McClane I'm that dude when I'm on the phone. I'm like picture things and I'm like Tom Cruise in that movie like Whatever where he's moving shit around That's me on the phones. I'm literally just swinging my hands around but

McKlane Bobbitt (17:07.135): Yeah. Yeah, like.

Drewbie Wilson (17:29.202): It's so interesting to me how your focus is like, all right, cool. What are you going to actually be consistent? And because again, if you're not going to pick up the phone, it doesn't make sense for you to put someone in a phone roll. You cannot force someone to be comfortable doing something they don't want to do. It's just a recipe for disaster. So I appreciate that feedback because that's really a great way to look at it and to go about it. And so I think it really is part of the reason why you and your team are having such success.

because you're living it, you're doing it, you're right there in the trenches with them, showing them step by step what it looks like. And the fun thing that I've seen, and do you do this, do you ever go live and just do cold calls and have people watching while you're doing them? I've seen a bunch of dudes doing this recently, it's pretty ballsy to get on there and make that happen.

McKlane Bobbitt (18:14.25): I

McKlane Bobbitt (18:18.919): Oh yeah, yeah. So I do zoom calls where it's like, my mentees are on there and they're like, okay, let's see him work this deal and I'll go work it. Um, but I haven't done any lives. That's actually something we talked about is like, Hey, let's go do lives. But yeah, a lot of our deals are juicy. So that's why I wait until after we've either contracted or like, Hey, we're going to wait for it for a minute.

Drewbie WIlson (18:37.546): My man got the juicy deals, the juiciest. Bro, I love that. I think it's fantastic. I know for me, real estate, and in this show specifically, there's been several investors who have come on. And what I love about it is there's so many different ways that you can approach it and find success. I've met guys that's like, man, I don't cold call. I literally just send mailers all day long and they call me and I make deals happen. So, all right, that's fucking cool.

Guys like yourselves like, well, I pick up the phone, I call the damn leads, we make it happen. This is how we get paid. I'm like, hell yeah. Shh, shh, we already told them once, we can't tell them again. Now they got the game, bro. This is our little secret between you and I, McClane, come on, bro, we talked about this. No, that's so good. And really what I'm interested now is who's gonna switch it up. And it's like, I didn't do pizza, I did euros, or I did chicken wings, some fucking wild ass nonsense. It'll work.

McKlane Bobbitt (19:11.555): Call a Pizza Hut.

McKlane Bobbitt (19:16.259): I'm sorry.

Drewbie Wilson (19:35.698): Step outside the box or get real creative and start seeing who actually lives there. Do some social recon, find them on social media and then send them their favorite meal. That's really going to trip them out. Might seem a little stalkerish. Doesn't matter how bad you want that juicy deal baby.

McKlane Bobbitt (19:36.908): Yeah.

McKlane Bobbitt (19:53.935): So I'm telling you, we track people down. I'll show up at their doors. They're like, you've been calling me quite a bit. I'm like, yes, I have. You ready to sign?

Drewbie WIlson (20:03.224): That's awesome. Man, I'm sure we could sit here and goof off all day and have a great time, but I really believe that you've provided a ton of value in this show. I would love to know if someone is in real estate and they're considering it and maybe looking for a mentor, what's the best way for them to come find you, check you out and learn some of that amazing knowledge that you're sharing.

McKlane Bobbitt (20:24.879): Yeah, best way, obviously Facebook, it's just my first name, last name, McKlane Bobbitt, or if you find me on Instagram, mclean.bobbitt. DM me on there. If you wanna YouTube me, you can. I've got a couple of videos up there on real estate. Got a couple live videos where I'm actually closing deals in rooms full of like 500 people and everyone's like on the phones. But yeah, if anyone's wanting to get into real estate, either it's fix and flip, rentals, wholesaling, like anything in that area, reach out to me.

Drewbie WIlson (20:54.582): Man, I knew you would just make it simple on them. And what I really appreciate about you is that, like I said before, you genuinely care about helping people. So I'm going to leave with this one last question before we get out of here. This show always attracting new people. You know, if you heard it today and you got some value, make sure you're sharing it on social media. Tag us at call the damn leads at mclean.bobbit. But let's say someone shows up here, they're new to sales, they're maybe thinking about getting into it.

If you can give them just one piece of advice on being successful in this industry, what would it be?

McKlane Bobbitt (21:28.891): Oh, especially sales. It's, I'd say the number one thing that I wish I would've told myself sooner is do the thing that you're avoiding doing today. And it's a lot easier than you think it is.

Drewbie WIlson (21:41.17): Oh, that's so good. Brother, do the thing you're avoiding. It's a lot easier than you think it is. That's a game changer right there. We're definitely going to cut that clip up and share it, because that is something I can speak to personally, knowing all about all too well, as I'm sure many of the sales professionals who will come on and check this show out. So McLean, thank you again for being here. If you guys are listening, like I said before, hit Subscribe.

Share this on social media, put it out there for your sales homies, let them know we are here to share the good times and some help and some tactical stuff. If you liked it and you have a sales story that you want to tell on the show, I'd like to have you here. Head over to calledadamleads.com forward slash podcast. Send us your information, tell us a little bit about your story, we'll get you scheduled as always. I appreciate you guys. We'll see you on the next one. Go call those damn leads. Later, y'all.

Connect with McKlane:

As a first-generation American McKlane followed the traditional “poor dad” route of getting good grades and going to college. He had plans to go on to physician assistant school but after failing to obtain a slot in a program he decided to go into medical device sales. From there he learns the power of sales and communication. Later going into software sales for a large SAAS provider in the multifamily world. During this time he began to learn about real estate wholesaling and learned how to do deals every waking moment he had.

McKlane eventually stumbled upon messy title deals and his passion for fixing them. This passion led to him finding enough deals and consistency that he was able to leave his job in May 2020.

To date McKlane has taken part in over 250 transactions since he first started real estate. The majority of these deals have been messy title-type deals. He is currently fixing and flipping 2-3 houses per month and manages a portfolio value of $2MM+.

* Company Name

Lone Star Equity

* Social Media Links

Instagram: @Mcklane.bobbitt

Facebook: https://www.facebook.com/McKlaneB

 

Call The Damn Leads

"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.

Your weekly dose of:

• Wild Sales Stories: Engaging tales of real-life sales adventures.

• Proven Tactics: Actionable strategies to boost your sales game.

• Humor: A fun and energetic perspective on the world of sales.

• Expert Insights: Learn from seasoned professionals in various industries.

Don't miss out on the insights, humor, and strategies that can take your sales career to new heights! Sales professionals, entrepreneurs, and small business owners striving to enhance their sales, marketing, and personal growth to achieve financial success and time freedom.

If you'd like to be a guest on our show please leave your contact information and a brief message selling us on what makes your story worth sharing!

Follow Drewbie on Facebook Here!