Wanna stop talking to cold leads in the real estate closers. You'll discover how to stop sourcing deals and start closing them after working with hundreds of wholesaling businesses. Samantha and David share how you can build systems that give you motivated sellers on autopilot. And now here are your hosts, Samantha and David.
(00:25): Hello and welcome to this episode from the real estate closers. We're so excited to be here again and have you on the show. And today we're gonna be talking about a special secret that we have here at nomad Duck's wholesaling caller solution. It's known as the three pillars of success. And basically when clients, when I onboard new clients, they always ask me, so what are the secrets to success? What makes the most successful marketing campaign and what do other clients do differently that makes them more successful than others? So I always tell them this, we have a full proof methodology known as the three pillars of success. Now the first one would be finding the best quality agents. So how do you do this? Well, if you are hiring an outsource service provider, uh, like nomad ducks, wholesaling, caller solutions, then we see the burden and the responsibility lies on our shoulders.
(01:34): If you're looking to hire a VA directly yourself, then you really need to get really well versed in the selection process and really understand how to screen the best candidates. So how do we do that? Well, when I'm looking at different resumes, I, the first thing to be honest, that I look for is just out of interest because this doesn't actually make the best caller, but have they done anything in real estate? That's the first thing I look for? What, what is their background in real estate? If they don't have anything in real estate or they haven't done anything in that area, I look for any type of cold calling, maybe in different industries. Now, these are all really, really helpful to see what type of experience your VA has. However, I would say the most important factor would be to look at how long they have stayed in each role.
(02:34): Because if you are seeing a pattern where someone is putting down on their resume, different roles, and they've only stayed in each one less than six months, that's honestly a huge red flag for me. And I instantly think job hopper. So what you really want to be doing is analyzing how long have they lasted in each job? Cause that really gives you an idea of their work ethic because beyond experience, the most important thing for me is work ethic. How responsible are they? How punctual are they, will they show up on time? Will they be open minded and can take criticism or constructive criticism and feedback? Are they gonna bail every time that they get sick and not let me know? Or can they carefully plan and let the client know ahead of time when they have an emergency crucial things like that. Now of course, experience is ideal.
(03:46): But if you provide training, if you can train your VAs at nomad ducks, we have our own training program. So we actually have training school for cold callers and lead and acquisition managers. And the thing about the training that is interesting, not only is it obviously an excellent learning curve, an excellent tool for the agents, most importantly, for our company, it really acts as a filtration process. So you can actually see at the end of the training, who were the ones that persevered, because really honestly, at the beginning of the training, you might have a group of 10 and then by the end of it, you might have just five or six people. So it really shows who's keen, who's motivated, who's willing to learn. And then from there, what I always ask my trainer is who are the best three from the group? You know, if you had to rate them 1, 2, 3, who are the best, and then from there, we place them with clients and then the ones that maybe needed a little bit more practice.
(04:52): Maybe we have them initially just as call callers as a lead or acquisition manager, or maybe we give them a little bit more coaching. I just give them a little bit of a, more of a push with our lead in acquisition management. We tend to promote that to people that have already worked as a cold caller, just because it is a little bit more of a complex role, but it really depends on the person and the experience. But that is definitely what I would look for. In addition to that also how tech savvy are they, can they use a computer and all of that? What are their, your technical requirements? And do they meet them? We have a range of different technical requirements at which I believe I've already spoken about, and we'll go into more detail in other episodes, but you know, they need to have a modern laptop.
(05:36): They need to have a stable connection. They need to have a quiet working space, headphones, headsets, noise, canceling microphone, all of that. And then another aspect that's really important is reference it. How willing are they to provide references? Because I would recommend that before bringing on a, a VA, you want to check at least one or two references. I don't think you need to go into full throttle mode and start looking at and speaking to all their ex employers, but you should ideally if they've been working in real estate before, I always say to them, look, give me the name and number of the, of the past investor who you worked for, or the name of the acquisition manager. And that's usually enough for me because we have to bring on a lot of people to meet the client demand. So honestly, our team doesn't have ton of time to be checking 3, 4, 5 different references.
(06:34): One or two, I would say, is suffice. If they haven't worked in real estate, then can just check references from their previous employers. So that's really, really important getting the best quality agent and also finding the right personality, getting the right personality type. What are you looking for? Looking for someone that's more extroverted, someone who's really bubbly, someone who's really chatty or are you looking generally that's the profile for a cold caller, right? Or are you looking for someone that's more numbers orientated? Bottom line focused can run comps, someone who's very methodical. So you really need to understand what are you looking for? And who's gonna be the best fit for your business because what we've seen with our clients, although everyone is in the real estate industry, each individual business is so unique to the others and yes, you can have standardized processes and procedures, but what might work in your friend's business might not be the same for you. So that's basically the first pillar of success finding the right agent now for the next pillar of success. I am going to hand this over to David and he's going to share the next secret to success, fire away, David.
(07:58): Okay, well, thank you Samantha, for that, uh, invaluable information and some really great tips there on how to find the best quality agent, which is obviously a really key part of the process. Now, what I'd like to talk about in the, the next segment is something that's obviously links very closely with, um, the agent, we talked about the, the pillars of success, obviously getting the right agent, the right quality agent, and one that fits your type of business is, is absolutely critical. The next critical thing is finding and obtaining acquiring the best data possible because you can have the best agent, the best VA. But if they're working with poor data, poor quality data, they're just gonna be wasting a lot of time, contacting people who are no longer at the property, incorrect names, incorrect phone numbers, incorrect information about the property. And, uh, you're just gonna be wasting a lot of time.
(08:46): And we find this is quite common. So we get feedback from our clients occasionally saying, I don't seem to be getting the leads or the lead manager doesn't seem to be closing down a, a, a lot of these leads or, or, or, um, confirming them or the acquisition manager seems to be having problems. And a lot of the time it reverts back to the data. It's not actually the agent, it's the data that the agent is working with. So purchasing the highest quality data possible that you can afford in your budget is something that is well worth doing and will pay absolute dividends in terms of the success of your campaign. So really without good data, without good quality data, you don't really have a successful campaign, which is one of the key segments. One of the key pillars of success that we've spoken about in previous episodes.
(09:33): Now, some of the best places to purchase data, some of you will already know who were already in the industry. Perhaps some of you who are new and listening to this podcast, aren't quite as familiar companies like prop stream and batch are very, very good companies. They provide good data and you can probably find plan for you with them that suits your budget, but you can't go wrong with those kinds of companies starting off looking at those now in terms of what sort of lists that we find are the most successful and the ones our clients most regularly choose and provide to, to their VAs, to their agents with no products, pre foreclosure code violations, tax delinquencies, probate is a very good one. Obviously some of the calling there has to be a bit delicate in terms of speaking to people whose loved ones have passed on and have maybe they've inherited properties, or those properties are currently going through the probate process.
(10:26): But again, they can be very, very lucrative in terms of helping people in those situations often at a time when they're feeling very stressed, very sad and, and very confused with the passing of loved ones and that kind of thing. So probate's a great list, very successful tag landlords, you know, landlords who are just don't wanna be landlords anymore. They've been doing it for a number of years. They want to really cash out cash in however you want to put it and, and actually, uh, take either move onto a different type of investment project or simply retire and enjoy the money that they've they've managed to acquire, um, from those properties. Multifamilies is there something else that our, quite a lot of our clients focus on multi-family units tax default, property tax default is, is another popular one out state owners, absentee owners. And then the final one driving for dollars is really a very, very successful kind of process because driving around the area, you're either getting somebody to do it, or the client are doing it themselves, looking at properties that are available.
(11:24): And often they're not on a, anyone else else's list. So they don't often appear anywhere else. So you can get some really good data there that other investors might not be able to get their hands on because it's key to your area. It's very specific to your area. It's a great way of acquiring properties and giving lists to your VAs to call and work with. So I hope that's been helpful in terms of some of the lists that, um, we find are the most successful. So the other thing, uh, moving on from obviously you've obviously got the data you've produced lists from that data. The next thing is obviously those lists have to be skipped traced effectively. And again, this is something that's hugely important, skip tracing effectively those lists to make sure that the information is up to date, correct, accurate, because as I mentioned previously, right, at the, in terms of purchasing right data, giving your VA the, the right data that they can work with, that they can contact people through where the property information is up to date.
(12:22): The homeowner's information is up to date. It's gonna save a lot of time, a lot of money, and it's gonna make your campaign more successful. It's gonna make the, the, obviously your VA as well, have more motivation, feel good about the list that they're, they're either calling or working with, whether they'd be a call caller or a lead manager or acquisition manager, if they're working with great data, then they feel motivated to really, really do the best they can with that information. If they're, if they're getting wrong numbers or the information's correct. And that kind of thing, it can be quite demotivating. So really, really key where you can get that done. There's a lot of companies that do it. There are a lot of companies in, in Pakistan and India. We've got some contacts there, if you ever wanted any help with that.
(13:06): No has some great contacts, certainly in Pakistan where we've provided great skip tracing to clients. A lot of clients who perhaps new to the industry, haven't built up those relationships with previous, skip tracers, new into the, uh, real investment real estate investment sector. We've helped with that. Obviously there's companies out there that are very, very well recognized, very well respected. One that Springs to mind is IDI they're really are the creme di creme. As far as a lot of our clients are concerned in the skip tracing sector. They can be quite difficult to, uh, work with. They're very, very discerning and choosy and picky about who they work with. So not, not every client can actually, um, get to work with them and, and get them to work with them in a partnership. But if you can use IDI, then, uh, that's something that's highly recommended as well.
(13:56): Certainly not the cheapest, but the information in our experience and the feedback we've been getting from our clients, the information the skip tracing is, is absolutely second to none. It's it's, uh, it's top notch. So just to run through those things again, then, so purchasing the highest quality data, hugely important, no data or per quality data, no campaign per quality campaign, the results just won't be very good. Then obviously the best place is to source the data. We talked about prop stream and batch, what types of list you can produce from that data pre foreclosures code violations and write through to the, the driving for dollars, which I mentioned is, is very, is, is something that's very successful with a number of tracing. Sure. Tracing is effect, and you, these, then you've got a great chance of having a very, very successful campaign. So I hope that's been helpful. I'm gonna pass back again to Samantha. Now who's gonna talk about another key pillar, something very important, and without it will, is guaranteed to make your campaign hugely success, unsuccessful it's doom for failure. And that is if you would not communicate. So I'm gonna hand over now to Samantha. She's gonna talk about communication over to you,
(15:12): Samantha. Thanks, David. Obviously, if you are using an agency or a service provider, an outsource service provider, like nomad Duck's wholesaling, caller solutions, you're doing that because you want to outsource the service. You want to focus on the core competencies of your business, but that doesn't mean that you shouldn't communicate with your agents. They are an integral part of your business. So treat them as such the clients that have the most success and greatest productivity are the ones that really motivate and provide feedback with their VAs and include them in their team. Just because you might have a remote VA in a different country. That doesn't mean that you shouldn't try to bring them in and integrate them into your in-house team, make them feel like they're part of the team. It's so crucial. If you just expect that we're gonna do everything in terms of knowing exactly what your business needs, and you can just leave your VA in the dark and have no communication and you're wrong.
(16:22): Yes, of course. Part of the service at Noma ducks is not just providing the VA. We do the payroll. We have team leads that supervise and manage the, the agents. We have, uh, quality control and assurance team. So we actually have people listening in on the calls, sending reports and much more. But at the end of the day, we are a nearshore company in Costa Rica. So there's only so much support that we can give you are the one who knows the inner workings of your business, which is why it's crucial to have constant communication with your agent. Now it doesn't need to be all the time. Initially at the beginning of the campaign, I would say it needs to be more frequent, but then, you know, once everything is in place and everything's working well, then you can have less communication if you so wish.
(17:19): But I would highly recommend having at least weekly meetings, a lot of clients call them a, a group huddle, weekly meetings, going through the metrics, going through the, you know, the different observations that the caller has from the previous week and just providing feedback. It's so important to let the agent know what you expect, what your KPIs are, tell them about the leads. Tell them, look, you know, these leads from last week were great. I've got one under contract. Let them know when a deal closes, let them know if you need them to do other things, but set the expectations and make them realistic, especially because they are remote. The lines of communication need to be even better than with someone in house. The lines of communication need to be more open, more direct and clear. The clearer your communication is the less likely it's gonna be, where you end up in a situation where you're having a misunderstanding with your remote staff member, constant and clear and open communication is key.
(18:36): However you choose to communicate. I would recommend a weekly phone call or, or more, you know, some clients like to have a quick five minute daily call and a weekly call, however you prefer. And then of course there's different live messaging platforms. So I always, when I onboard clients, I ask them, what are your preferred communication tools? Sure. Emails fine. But sometimes email, they end up in junk and spam. And it's just not as easy as for example, shooting a message over on Skype or WhatsApp or slack. There are numerous different tools that we can use to communicate. So you just have to pick what you like. I personally recommend with clients that they use, either Skype or WhatsApp, why? Well, they're the two tools that I use with the agents and the rest of the team. So I think they work really well. So it's really, really important to be in contact with your agent.
(19:35): Now, obviously we understand you have family, you might have children, you can't always be available, but at least if you have some line of communication set up, if you're going to be away, you let your agent know, you let us know, Hey, I'm going on a trip. I'm gonna be away. So I'm not gonna be as communicative as I usually am, but what we don't want and what we've seen before in the past, where clients just go Mia, they just stop communicating, stop contacting. And it's just, it's very strange, you know? So just too recap, frequent communication, good feedback, or constructive criticism and integration into the team. If you get your communication, right? Any type of problem that you may face in your campaign, you can resolve easily with communication, with good communication. So that's it for today. We really hope that you enjoyed the show. And, uh, David, do you have anything else that you'd like to, uh, finish off with? Okay.
(20:39): Well, thank you, Samantha. Very, very important key points there on communication without communication, nothing really works and that's, uh, that's true for most things in life. So really, really enjoyed speaking with you today. You know, we've gone through finding the best quality agents purchasing the highest quality data, the importance of communication. And so we really hope that you've enjoyed this episode, uh, with, with Samantha and myself from nod ducks, wholesaling, caller solutions, the real estate closes. We'd really love to work with you. We're here to talk to you, help you perhaps, uh, give you advice. So if you'd like to find out more about what we can do for you and do together, please visit our site, our website, which is www.no duck.com. That's www.com. You can actually complete there, the contact form, uh, with your details. And we can contact you for a, a free consultation, no obligation.
(21:35): Um, even if it's just a chat, just getting to know each other quite often, you know, we speak to clients who aren't quite ready to go with a, a specific campaign yet, but their contact is in a few months time, or even in a year's time and say, Hey, do you remember me? We had a chat. And we're like, well, are you ready to go? Yeah, ready to go. So we're always here to help. So please, uh, fill in the contact form for the free consultation or alternatively, just press the green WhatsApp button everybody's using WhatsApp nowadays. So just press that button. You'll get through to Samantha. She'll contact you and, uh, set up a, a consultation and a meeting with you. So thanks again. And we've really enjoyed this episode. We hope you have. We look forward to speaking to you next time and until then we wish you every success.
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