How to get to the best leads first?

Question

Hi guys and gals,SO, I have been in the real estate investing world since 2011 and have seen, as you have, about every argument for getting in front of the right leads first possible. Bandit signs (crackdown), direct mailers, cold call, warm call, direct email, social media... the gurus promising how to get everyone that wants or needs fast to your sight and I have 1 conclusion... None of them matter if your data is light, inaccurate, outdated or off your target. Second, once the concise, targeted lists are in your hands what to do with them? Does it really take trained salespeople to warm up and negotiate these leads or should we just send a piece of mail, email or call them out of the blue and shock the heck out of 'em?I think it needs to be a healthy mix of the three with a strong social media presence to back it up because I don't care the severity of a sellers situation... they will still look you up. Lastly I think it's all about how and at what point to offer your solution. It's all about offer presentation in an altruistic way. The psychology behind this is insane and no one wants to sell to someone they think just wants to hurt them by "low balling" them.I'd love some thoughts on this too see if my perspective is challenged.Till next time....DM

Jerryll Noorden · Answer

How do you get to be first. OK so how to you REALLY be first to a great lead. A motivated seller is only a motivated seller the moment they decide to become motivated. OK so THEY are first. Now in what scenario can you possibly be second? Only one way... when THEY find you! THEN are you truly first. Not only are you first but you have the advantage. If they contact you you already know you are basically the chosen one to get the deal. Unless you do something stupid, or if thy contact more buyers, just be credible and you should be set. This will get you to be first: Hey... here is my (personal very rude direct and uncensored) opinion about lists. Lists are a farce. Lists are for uneducated people that just never learned to think. THINK. What is a list? A collection of people that have 2 houses (absentee owners). "Ohh they have 2 houses so it is more likely they will sell one". Sure... maybe.. but how about this: If someone has 2 houses, it means they probably WANTED 2 houses. So it could very well mean they have plenty of money. There is NO urgency there. What... because it is more convenient for you (not YOU you.. the generic "you") to make yourself believe that because they have 2 houses they will give one to you for pennies on the dollar? Aww that's so cute! Yeah. no. That is just one example... the principle remains. Lists are LUCK! One person (one that was definitely not thinking) once said "OMG list are amazing" because he sent out 500K mailers out and got A deal, and now everyone without any justification all obsess about lists. List are an illusion! You can filter and filter and the remainder of the list still have ZERO connection to actual motivation. The chances that a person in pre-foreclosure or a person with 2 houses willing to sell below market value, is pretty much the same as a person with a single house agreeing to sell below market value. Am I right? But of course I am, and I can prove it. What is the conversion rate for lists? 3%? ha ha ha you wish. I guess I need to define conversion rate. If you think conversion rate is the number of people that contact you back against mailers sent? Nope! Conversion rate is numbers of contracts BELOW market value signed against amount of mailers sent! Now that woul dbe a much lwer number. Probably 0.1%-1% Note: A motivated seller is NOT someone that desperately wants to sell their house. A motivated seller is one that is willing to sell their house (significantly) below market value. HUGE difference!! We just bought a house for 11K, ARV=170K+ There was no urgency, no pre-foreclosure, they were just tired of the house. They literally just gave it to us (they had to bring $70K to the closing table, and their neighbor offered $40K, yet they chose our $11K offer. That is a motivated seller. We also have several people that keep calling us every friggin day because they are in pre-foreclosure and desperately need to sell, but they are stubborn and won't accept anything other than ARV. NOT motivated, irrelevant how desperate they are to sell! Hope that helps. My advice, please forget lists. Get a website going, work on SEO and credibility, and do some paid marketing while SEO is a brewin!

Nettles Mason · Answer

David, Its simple, just do theses 4 things:1.Find prospects with problem/s today2.contact them first3.Add new prospects to your funnel everyday4.contact them on multiple channelsLOL, the four steps are anything but easy and would consider it "the unicorn of marketing". Just broke 4000 + paid developer hours on a platform to do theses 4 steps. Once the prospect raises his hand human interaction is needed to set appointment or feel out the situation. I believe mail, text, rvm, email should be scheduled and fully automated. The feed source for that system is the issue.