How Tony Mont Built a Wholesale Team That Closes Deals at a 12:1 Lead-to-Contract Ratio

In this episode, Brandon Bateman sits down with wholesaling expert Tony Mont to break down why most real estate investors are wasting money on marketing and killing their own leads. If you're struggling with conversion rates, deal flow, or building a team that actually closes, this conversation reveals the exact systems Tony used to generate $9 million in assignment fees and why he went all-in on cold calling when everyone else quit.

Tony doesn't hold back on the mistakes he made building his first team in 2024, how he sold his North Carolina wholesale company, and the real reason most investors think they have a disposition problem when they actually have a sales process problem. You'll discover why spending an hour on the phone with sellers is the competitive advantage nobody wants to execute, and how proper underwriting based on actual buyer data can transform your business overnight. 

📖 What You'll Learn

✅ Why Tony's team converts cold call leads at 12.9:1 when the industry average is 50:1 
✅ The exact sales process that keeps sellers on the phone for over an hour 
✅ How to calculate true marketing ROI across different channels and markets 
✅ Why starting with cold calling creates better closers than PPC leads 
✅ The #1 reason investors disqualify profitable deals (and how to stop) 
✅ Tony's data-driven underwriting method that eliminates guesswork 
✅ How to diagnose if your problem is marketing, sales, or disposition 
✅ Why 3% of marketing budgets go to cold calling (and why that's wrong) 
✅ How to pull buyer data that actually moves deals in 48 hours 
✅ The mindset shift from chasing numbers to coaching team members 
✅ Real conversion rate benchmarks for PPC, direct mail, and cold calling 
✅ Building systems that produce 10X ROI on marketing spend 
✅ Why most wholesalers will never successfully sell their business

🕐 Time Stamps

0:00 — Welcome and Tony’s Background
4:41 — Why Hard Times Make Better Entrepreneurs
7:15 — When Money Stops Being the Motivation
11:10 — The Hope Trap: Chasing Goals vs Finding Fulfillment
19:54 — Selling the North Carolina $9M Wholesale Company
22:45 — Why Most Wholesale Businesses Never Sell
25:46 — Starting Over: From $3M to Zero
28:09 — The Big Hiring Mistake (6 People Too Fast)
30:07 — Why Tony Went All-In on Cold Calling
33:09 — Only 3% of Marketing Budgets Go to Cold Calling
36:45 — The Truth About 50 Leads Per Contract
39:49 — Why Sales Process Matters More Than Lead Source
45:11 — Common Marketing Budget Mistakes Investors Make
46:57 — The Underwriting Formula That’s Completely Wrong
49:11 — Tony’s Disposition Process: 180 Dials Per Day

#WholesaleRealEstate #RealEstateInvesting #ColdCalling #TonyMont #WholesalingHouses #RealEstateMarketing #REIMarketing #DispositionStrategy #RealEstateSales #InvestorMindset #RealEstateEntrepreneur #RealEstateTeam 

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