Have a podcast in 30 days

Without headaches or hassles

In this episode, you’ll discover:

  • The most common real estate marketing method—that doesn’t get the motivated leads you want. (1:32)
  • 4 “triggers” that turn homeowners into motivated sellers within days. (2:06)
  • How to make much more money by doing the opposite of direct mail, bandit signs and postcards. (4:14)
  • Why getting a deal can be the worst thing to happen to you. (5:25)
  • The real way to do real estate deals with no money down. (6:56)

Hey! Do you want to do a deal? Need my help with something? No cash to make an offer? Send me a quick text at 440-389-3883 and we’ll work together to get you the deal.

Read Full Transcript

Welcome to Cleveland real estate investor. On this podcast, you'll hear about every aspect of the real estate investment business. You will talk to your rockstar investors about their businesses, how they built them, where they came from, and where they're going. Who am I? I'm Joe Lieber and I've made millions of dollars from the real estate investment business over the last 20 years. If you're ready to hear the good and bad from a guy who's learned this business from the school of hard knocks and get educated by some bad ass entrepreneurs, then put your helmet on, strap on your chin strap. Let's ride.

Yo yo yo, what up everybody. Thank you for tuning in to another episode of Cleveland real estate investor. So today's show, it's going to be something I hope I can bring a lot of value to to you. And it's about lead generation and as we all know, the market is constricting.

(00:53): Things are constricting, especially up here in Cleveland, Ohio. Things are getting harder to get good opportunities and when you get them, you know, no one really wants to Oh sale. If I want to take them down and do retail or turnkey or keep Ms. Reynolds and when the market constricts, we sought to have deal flow just so I've got to do deals. So today on the show, I'm gonna talk to you about going a mile deep and an inch wide. And here's what I mean by that. So we see people graduate college, they graduate from these ballrooms, they go into a weekend event and guru teaches them to buy an absentee owner list, abandoned house, whatever, and go direct mail it. Let's go shoot it out there. If it's a different text mailing address, it's a lead male, male, male, male, male, male. That approach to me is going a mile wide and inch deep.

(01:48): How motivated is that lead? We know that person's situation. Are they motivated to sell or you just, you just kind of shotgunning that out there, right? Hoping somebody wants to sell. What I like to do is go deep. All right, so let's talk about what that means. You have to find somebody, a motivated seller. If someone has a unique situation going on, there's a trigger. There's a reason there's a probate. If someone pass away, there's a code violation. Do for those of you that don't know the city at Cleveland skin's super aggressive with coming at you for code violations. These inspectors are out full force. Not to mention the whole lead thing going on right now. I want to get started on that. That's a whole nother episode, but I can tell you from personal experience you might want to sell. If you don't have your stuff dialed in and you catch a lead case, it's not cheap to renovate that.

(02:42): So if you have a leave with someone, for example, a lead case, how motivated is that person? The answer is very motivated. What about divorces? People want to get rid of assets. Our lives are changing. Delinquent taxes, utility disconnects, all those are considered triggers, triggers on why someone would want to sell. That's what you have to go after. You have to dial down on leads like that where there's a situation at first, the situation, the likelihood of that person wanting to sell escalates and sell. At a discount. I want to add. So then there's something called list stacking, right? And what that means is you're stacking the situation to intensify the likelihood of that person wanting to sell a discount. So let's take an example. Let's say there's a probate, right? I know there's been a death and someone probably needs to sell an asset quickly, but what if it's vacant?

(03:35): Wow, that's another stack, right? So we're second on top. So now it's a vacant death. Well, now what if there's a code violation on top of that? Oh, there's three things, right? The leads are getting hotter, right? So there's a death, it's vacant, and it's a code violation, right? What if there's a utility disconnect? What about when you look up in, you see that there's delinquent taxes? How hot is that lead? It's hot, Liz stacking. So what they call that? I like to focus in just on things like that, right? Where there's triggers or situations, those are the hottest leads. It cuts my direct mail marketing cost down because everything down, I'm just honing in on some of the best stuff. So that's the great takeaway that I want to explain to you today. It's not just by doing shotgun approach marketing. I have enough banner of bandit sign out on four 80 off ramp over there saying, well I buy houses cash.

(04:28): I mean you're going to sift through a lot of leads. You're going to kiss a lot of frogs to get that one Prince. So what are some different ways to contact these people? Well, we know direct mailings. One what about calling skip tracing, getting information, calling them. I know there's a lot of controversy with our VMs right now. Ringless voicemail. I don't do it personally. I've heard about the $10,000 fines. People are getting that. I don't really want anything to do with it, but it seems like direct mail is probably one of the best ways. And when you have a hot lead like that, you can damn near drop off on the handwritten note to them at the door. You could almost door knock it if there's someone is in the property. There's a few different ways to actually contact them. And then what happens?

(05:13): What do you do? If you get one. So this is the funny part, right? I see a lot of wholesalers, newer guys that go out there and they take this advice and they start stacking their list and then dial in the best stuff and then they get one. They can it. Yes, I'll do it. I'll sell you my house. That discount and I got a deal. No, I don't have the money. And then the second part of this business starts, now I've got to find the money, right? So if you're a wholesaler, you got to get rid of it. You've got to build your buyers list. One is one of the reasons why I'm putting this podcast out there to you. It's an outlet. You know, I'm a cash buyer, your wholesale deals, I'm here, I lend money. Maybe you do want to keep it and take it down.

(05:53): You know, this might be an opportunity for you to do some, get some private lending. You don't know who to call or talk to. No, I'm trying to be that guy. Or I'm even starting to do joint ventures right now where if you have that deal but you don't have money, maybe you can do the work or have the contractors. You don't have the buyer. I mean really what sponsors four components to this, right? First you got to get the house right. I need the acquisition. They need the money. There's the financial part of it. Then there's operations, which means the rehab. I'm turning utilities on, maybe pulling permits, get the code violations, deal with contractors, and the fourth part is having a buyer now who's going to buy it, and I've been doing a lot of joint ventures where out of those four pieces, I bring something to the deal, something to the table.

(06:38): Maybe you're bringing the acquisition, I'm bringing the money. You're bringing the operations. I'm bringing the buyer. It's a great joint venture is, I mean I had contacts. I have buyers all over the world, literally all over the world. Her property in Cleveland, Ohio. No, and it creates opportunities. So if you get something and you worked harder in the deal and just don't want to let it go, let's try and venture, let me lend to you. Or if you just want out, I'd love to just buy it. Well give me your wholesale fee. Know here you go, have a good time, go find another one. You're out. None of your own money involved. That's a real no money down real estate deals, right? So just going into that a little bit, instead of going mile wide and inch deep and just going on the surface better to really tried to dial in.

(07:20): I really think it's gonna a cut down your marketing efforts and you can hit them a couple times that way if you know you got a hot lead that you stacked. Yeah, three or four times in a multiple ways, it's their cell phone number, skip trace that text message on. There's a situation drop off a door hanger. There's multiple ways to try to really dial in when you know you got something. So hopefully that helps. Hopefully that'll help you a little bit and get yourself some more deals. And that's it. That's all I got for you today. I hope I added some value and I look forward to hopefully tuning to another show.

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