All Forum Posts by: Jerryll Noorden

 How did you find Biggerpockets?

Where do you go when you need the latest and greatest Apple recipe? Where do you go to figure out how to change your tire?

Let me ask you this way.

When was the last time you planted your butt next to the mail box when you got bitten by a rattlesnake hoping some doctor would send you a mailer on what to do when you get bitten by a rattlesnake?

Google!

Everyone goes to Google to find a solution to their problem. Yes even your lil ol grannie!

Rank #1 on Google and not only will you get the highest quality motivated sellers for free... you also don't have to lift a finger to get them. They chase you!

Remember, work smarter not harder!

 Hey Eric, I am calling my team now. :)

Keep an eye out OK?

Everyone trying to target motivated sellers is struggling. That could be true.
But saying everyone is struggling to find deals? That’s absolutely not correct.

Here’s the thing: you cannot target motivation. The reason most people are struggling is that they don’t truly understand lead generation. Those who do understand it aren’t struggling.

Here’s the common flaw: people think a circumstance equals motivation.

• Foreclosure = motivated
• Tax lien = motivated
• Absentee owner = motivated

That’s just not true.

Motivation is an emotional response to a circumstance, not the circumstance itself.

Let me give you an example. Most people assume that tall grass, boarded-up windows, absentee ownership, foreclosure, or tax liens mean a person is motivated, right?

Well, here’s the truth:
A motivated seller isn’t someone who wants to, needs to, or even has to sell their house. A motivated seller is anyone willing to sell their house below market value.

Take 100 people in foreclosure, randomly. Ask them if they want to sell their house or keep it.
100 out of 100 will tell you they want to keep their house.

The same goes for absentee owners, probate, tax liens, etc. These are all people who, if given a choice, would rather keep their house than sell it.

So, what’s happening? You’re chasing the wrong people.

You can’t just use a checklist like “tall grass” and assume that means someone is motivated.

The sensible solution to foreclosure is indeed to sell, but the emotional response for someone in foreclosure is to find a way to keep their house, not sell it.

And what are all the "experts" teaching? They’re telling you to go after foreclosures, tax liens, and to use Propstream to find deals, right? They’re telling you to chase audiences that explicitly do not want to sell their houses.

So, no wonder “everyone” is struggling to get deals. And by “everyone,” I mean all the people listening to these podcasts and gurus who are spouting unfounded nonsense that makes no sense.

The moment you realize that you cannot target motivated sellers (because no one knows when someone becomes motivated), you’ll understand that the only way to find them is to let them find you.

Know where they’ll be looking when they become motivated—and be there. That’s how you’ll get all the deals.

It really is that simple.

Yes I understand that, but it is STILL wrong, no matter the justification of doing it right?

"We adopt something because most people do it". That is not how it works.

We adopt something because it is tested, proven, and understood it works, why it worked, to what extent it will work, and in what cases it could not work.

This is the reason why we should do something, not because it is popular. 

That is the BIGGEST flaw in this entire space of REI. Big group to blame are the gurus!

Continue targeting the same audience?

Wait what?! You, a self-proclaimed "expert marketer of 16 years" are seriously telling him to continue marketing people who explicitly do not want to sell their house?

Wait...

you think when someone does not want to sell their house period.. that the solution to them not wanting to sell their house is .. "Position yourself as a buyer who purchases homes quickly and for cash, without explicitly presenting yourself as an expert."?

So you think THAT will change their mind and want to sell? Please please please, stop giving people advice. I beg you. 

 You are very welcome! Anything you are wondering about, feel free to ask here!

 I am very well known in this industry as the guy that gets houses for pennies on the dollar. They can cut me out once but here are the consequences...

The entire industry and my connections will know they are a bunch of crooks, and 2. why would you want to cut the hand that feeds you?

You would never again make a deal with me. It just wouldn't make sense, right?

No one said that buyers assume "every" seller on the list is motivated. 

What I am saying, buyers think there is a good chance that people on their list is motivated.  Nothing could be further from the truth. 

What I am saying is this:

Take 10 random people in foreclosure and ask if they want to sell (not even at a discount... but sell period). 10 out of 10 will say no

Do the same with probates, tax liens, etc. etc.

The answer will be No.

So do you understand what I am saying? It is not that buyers  "don't assume EVERY person on the list is motivated"... no not even talking about that.

What I am saying is this: You are explicitly, going out of your way to target people that explicitly do not want to sell, and ask them to sell.

Hence my vegan example. This literally is the equivalent of buying a list of vegans, to market baby-cow burgers to.

it is not just a bad audience for us... it is the WORST POSSIBLE audience for us. You are looking for people who want to sell at a discount, yet most people on Biggerpockets buy up lists of people who do NOT want to sell. Isn't this insane? 

Remember, none of this is my opinion. I am just giving you data! Can't argue what I am saying because this is simply data. Opinion has no place here.

Note:

Luck is 50-50.

What everyone is content with and labels as "normal" is 0.03-99.97. That is not luck. That is suicide!

I make 6 figures/ wholesale deal.  It is not because I am doing something amazing. It is not that I am doing something special. Other people simply do things completely wrong and that "doing it wrong" is commonly labeled as "normal" or the norm.

Listen to the data, leave emotion out of it, and crush it!

And about your filtering question.

Understand this:

What is a list? A list is a filtering mechanism, right? Are you motivated? Get on my list. Are you not motivated, get off my list.

I have however just established, that lists can not filter motivation. Remember motivation is an emotional reaction TO a circumstance, not the circumstance itself. Lists only give you a circumstance. 

So lists don't filter motivation. If it did, the success rate to get a deal from a list wouldn't be 0.03% right

Here is the good news. 

You do not need to know who is or who isn't motivated. You do not need lists.

Read my lips. 

You do not need lists.

Where would you go get food if you were a hungry lion in the savannas of Africa?

The watering hole.

I don't care who you are, your butt will be at the watering hole at some point today. All you have to do is wait for them to show up because they will.

Similarly, you do not need to know who is, or who isn't motivated. All you need to know is where they will be when they BECOME motivated.

Google!

Let me ask you a question...

When was the last time you planted your butt next to the mailbox when you got bitten by a rattlesnake waiting for someone to send you a mailer on what to do when you get bitten by a rattlesnake?

NEVER!

People do not wait for a mailer call or text when they are facing a dire problem. The more severe the problem the higher the chance for them to do take the initiative to do something about it.

Now you may start to see why I think mailers calls or texts literally is the dumbest most retarded and stupidest thing an investor can do.

Why?

When someone becomes motivated they are not going to wait for your mailer to arrive. They hit up Google, find my website, and sell to me.

By the time your mailer arrives, their house is long sold to ME!

So with mailers, you will ALWAYS target low-quality leads, because the high-quality leads, motivated sellers, do not wait for your mailer.

Read my post here:

https://www.biggerpockets.com/forums/93/topics/1215116-all-i...

If you have more questions, ask away!

 Absolutely agreed!

Now to go against all the gurus and the people that think they know better and convince the masses.

Do you love a challenge?

 It is not just "denial". It is anger, stubbornness, frustration, "if I can't get my house no one will". They rather burn the house to the ground than sell it.

I do agree that the data would imply an increase in motivation, but not by much (at all).

To really understand this understand the definition a motivated seller.

A motivated seller is not someone who becomes willing to sell their house! It is not someone that wants to needs to or even realizes that they HAVE to sell their house.

A motivated seller is anyone willing to sell their house below market value regardless of reason. People in foreclosure are so angry that often they rather see their house burned to the ground than sell at a discount.

And none of it is relevant. I feel all these are inconsequential details. What IS relevant is that these people do NOT want to sell. These are not the audiences we are after. They are not motivated. CAN you make a deal? Of course, you can. 0.03% of people in foreclosures will sell. So you need to send 3000 mailers to get the Gods to grant you one.

If you have to wait 2 to 3 days before the world comes crasing down on them to make a profit, you are relying way too much on luck, circumstance and timing. Not my Jam.  What goes on with my system,  is that people are determined to sell to me, even at a huge discount. No hoping, waiting, timing involved. They legitimately feel that it would be amazing to sell to us.

While everyone just turns off their brains, and work harder instead of smarter just for that illusion: "see I did so much work,  it has to mean I am closer to the reward", but sadly it is all it is an illusion.

I rather work smarter, not harder and have whoever that is motivated, come and find me, instead of me chasing them.