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 another episode from the real estate closers. So excited to be back to give you another great episode, hopefully filled with excellent and useful information that you can apply to your marketing campaigns when you're setting them up for your real estate business. So today we're going to talk about slightly different topic over the last couple of episodes. We've been looking at different themes, such as the key mistakes or the top five mistakes that real estate investors make when starting a marketing campaign. Uh, we've been looking at the three pillars of success, what to look for in a VA. And today we're going to look at how to choose correctly, your outsourced partner. So for those of you who are thinking of outsourcing an element of your marketing to a company, this is the episode for you. So please stay tuned. So this is really something that is very, very crucial, and there are some key considerations that you need to make when deciding which would be the best company for you to use.
(01:45): Now, one of my first recommendations would be don't just go for a provider based on price. Of course, we all have our budgets. You know what you can spend, you know, what is your max amount of marketing dollars that you can invest, but don't just base your decision wholly on that alone. As I say to a lot of my potential clients that I'm trying to onboard, no Maddox wholesale and caller solutions, we're not the cheapest on the market, but we're definitely not the most expensive. And at the end of the day, you do get what you pay for. So just by spending a little bit more, you might get better quality. Why is that? Well, for example, if you're gonna pay five, $6 for a cold call, generally, they're going to have a pretty heavy accent. Their pronunciation in English might not be the best.
(02:50): And do you really want to just save money, but at the detriment of your business, because what might happen is people that are receiving the calls. They're not gonna be able to understand your VA, it's going to cause miscommunication and likely they're just gonna hang up, not just that, but you really want to go with a company that invests in training and has a lot of different people within the business with different skill sets that are contactable that will help you in your business. And that's why I think it's so crucial to just look beyond price and look at different elements of what you really need a service provider. Let me go into a little bit about what we offer in terms of our callers. We tend to have two different types of callers because we're a nearshore company based in Costa Rica. We have our premium service, which are the native English speakers.
(03:55): So in Latin America, there are a lot of us expats with obviously native English. So that would be our premium service, but we also hire, and this kind of also forms part of our premium service, but it's a slightly different rate. Central American callers, usually from Costa Rica in a UA. A lot of the time, the English is perfect. You really can't tell the difference because a lot of them actually lived in the US or studied there. And there's really, I don't think there's anything wrong with hiring anyone with an, a little bit of an accent because a lot of our clients, they, they look for bilingual callers. So if you are based in Texas or California, a new need, a bilingual call, then it's best to, to choose someone from central America or from a different country, depending on, on what language you need.
(04:53): So paying for quality is key either with a native speaker, native speaking, English speaking VA, or someone from a different country, but someone that has a clear accent, slight accent, but good communication. And another point that I want to raise, it's imperative that when you are trying to select the right service provider, that you choose one that is right for your business and management style, what do I mean by that? You need to be really clear about what you are looking for and what you need a company to provide you with. You might be thinking, well, that's so obvious. if I'm hiring a company, I need a cold call or that's very obvious. Well, in theory, it is, but you have no idea how many clients are on board. They think they know what they want, but they don't actually know what they need.
(05:58): I know funny. Right? So for example, in the past, I've had clients that hired my company for a cold call and then kind of halfway through the campaign. They're the feedback is that they're a little bit disappointed because their VA isn't closing deals and I tell them, but you hired a cold caller, not an acquisition manager and they respond well. Yeah, no, I know, but I was kind of hoping to have someone that could do all the different roles, someone that was multifaceted. So I respond, well, you never said that. And that's a, that's quite a different request. That is something that we can do. Usually, if you are looking for different skill sets, usually you won't find them in the same VA, someone that is a cold caller, generally, isn't gonna be particularly skill to acquisitions. Whereas someone who is in acquisitions is generally, well, they've done cold calling, but they're gonna be more keen and more motivated in actually closing deals rather than just grinding out and making outbound calls.
(07:08): However, don't get me wrong. We still have many VAs that are multifaceted and can do the full cycle from the outbound to lead management to acquisition. But if you don't make your expectations clear from the start, then it's almost like you're setting us up for failure because we won't deliver what you want. Another thing, um, that is important is to find out what your company or the potential service provider that you're thinking of using, you need to understand what services do they offer and what don't they offer. For example, we don't provide the data or the dialer, and a lot of companies do well, that's fine, but those aren't our core competencies. We would rather just focus on providing the manpower and the other services that we offer such as the management. We have team leads, managing the staff, the QA, the QA reporting.
(08:11): Uh, we do the payroll, all of that. So there are some companies that will offer slightly different services. Now we can make suggestions so we can recommend places, companies where you can source your data and also skip tracing. We even have in our portfolio, a network of skip traces, independent skip traces, who are based in Pakistan and India. And then of course, other companies that provide excellent skip tracing services. So despite those not being our core services, we can recommend which are the best companies to you. So again, just to recap, it's really important to have a really clear idea of what you need, what type of role you are looking for, what type of hire do you need, and to have realistic expectation. So continuing on from this, I'm going to have David discuss the next topic. Go ahead, David.
(09:18): Well, thank you very much for that, Samantha, some great points there leading on from that. And something we've spoken about before is communication. And this time I'm talking more in the context of communication with your service provider. So if there's any of you out there listening to this podcast who are thinking about outsourcing to get a VA for cold calling for lead management, for acquisitions or offer any, any kind of admin roles related to your business. One of the key things that you'll need to bear in mind, if you are to work with a company like no ducks wholesaling policy solutions for, for example, is about the communication that you're going to have. We talked previously about the triangle of communication about the, the communication between the client and the service provider, the client and, and the VA. And of course, those two entities as well.
(10:09): So the, the agent and the client with the service provider. So it's like a triangle of the client, the VA, the agent and the service provider, because that communication is really key because when you think that you are actually going into a, a, a kind of virtual outsourced environment, you don't have your service provider sat in the office with you. You don't have them. You're not meeting them every day, looking at them face to face every day, and you're not interacting with them on a one-to-one basis in a personal, physical respect. So it's important that when you do work with a service provider, you understand how important it's for you to engage in effective communication. I mean, communication is used in all business interactions and as such is an important tool for many reasons, fundamentally it enables us to build and maintain relationships with clients, customers, and indeed service providers.
(11:03): It helps us build rapport, uh, and using effective two-way communication. It eventually helps to foster great customer relationships and helps the service provider provide you with the best service possible and meet your expectations helps keep the V help keep the VA informed your VA that you've acquired from the service provider, so that everyone's in the loop. Again, that triangle of communication hugely important without communication things fall down messages, get lost objectives, get misunderstood. And at the end of the day, the key goal from the relationship isn't achieved without effective communication. So I've got some examples here for, for recently, there was a client who didn't understand their billing issue for England. They thought that we'd, uh, we'd overcharge them on a billing on, on an invoice. And, um, it, it could have been easy for that client to think, well, I'm not very happy with this.
(11:57): I don't think that playing fair. I don't think this is very professional looks to me like they've, they've double billed me, or they've sent me an extra invoice to try and slip it through to see if I'll pay it. But because we have such a great relationship that client, that client actually just called Alejandra our head of a, uh, head of accounts and, and payroll and accounts receivable quickly mentioned it to her. And she just explained, well, no, you, you said you wanted an additional agent. So what we've done, we've clearly invoiced you separately for that additional agent. So it's not mixed up with the invoicing for your current agents. So you can clearly see the amount that you're paying for your other agent. And we wanted to invoice you separately to make it clear, transparent, and concise. And that, that, that client was very happy.
(12:37): Now, had we not had a good relationship or had we not had a relationship, um, where the client felt he could contact, he didn't have points of contact like Alejandra or myself or Samantha or other people in our organization. Then he could have very easily have read that differently and just terminated the contract with those. Because thinking that we'd overcharged him, overbid him, or we're doing something unprofessional. So that's just a little example, but there's many other examples on an operational basis where for example, a client says, well, the agent's not producing very well. James, our, our VA hasn't produced leads for two days. What's happened. You know, we're not very happy with this. And actually it turns out that the client has forgotten to upload a new list or that the list that he's provided has been called six, seven times. And it's getting to the end of its usefulness.
(13:22): And so we simply say, well, to be honest with you, we did write you saying that we need regular updates of the list, regular updated data to keep our VAs productive and producing results for you. And again, we'll build, we're able to talk that through. And the client said, oh, yep. You're right. Actually I did say I was going to load a new list. Didn't do it my fault. But without that communication, it could have looked, it could have looked worse. It could have looked like we were doing something wrong or that we weren't delivering the sort of, um, the service that we were supposed to be delivering for the client. But because we have that good level of communication, the agent contacted us said, look, um, I'm struggling with this list. We contacted the client and said, look, we need a new list for this, for this agent.
(14:04): Um, we need to refresh this. So it's just that communication again between everybody. So please, if you are going to go into an outsourced relationship with, you know, an outsource provider like no, or any other provider that you're going to use their VAs for cold calling lead management, acquisition management, please bear in mind that although you are outsourcing and of course you expect them to deliver. And that's why, you know, you don't wanna spend your time employing somebody. You don't wanna be managing people, um, in your office, uh, with regard to VAs. That's understandable, but please bear in mind. You still have to communicate. You have to be clear about what your objectives are, what you expect from the VA and with a service provider, what you expect from them. Although you're outsourcing it is your business and we're not mind readers. And of course the agent's not a mind reader.
(14:50): So you have to constantly communicate as, as for the rest of it. We'll do all that for you. That's what our expertise is. We provide the service, whether it be call calling lead management, acquisition management, administrative roles, whatever you need, we provide that. But just that communication on a, on a, on a regular basis, help helps keep everything smooth and working very, very well. And also it builds trust. You know, the other thing with communication by having effective communication, um, with us and with your agent and, and that triangle of communication, you know, it, it helps us, it helps build trust between the client and the service provider and the agent. So that's, we know each other, we're aware of each what each other expects. We know you as a client. We know what you expect because we're in a regular community. We get to know you, although it might be virtual, we get to know you.
(15:39): We get to understand you just as we would, if we were working for you in your business, if we're employed by you, we were in your state and we were regularly meeting. That's what, that's what is really key, even more so when it's a virtual relationship, because communication can get lost because we're in another country, you know, you're in the us, we're based nearshore in, uh, central America. Um, our agent could be based in Mexico, could be based in Nicaragua. Columbia could be based in a number of different locations. So that communication is really, really important. The other thing is with your service provider, one of the things, if you do go into, if you do go into a relationship with a service provider, whether it be Noboo, you know, wholesaling caller solutions, or whether it be another company that provides outsource services and VAs, please remember that it's, it's about mutual respect.
(16:28): Yes, they're providing a service to you. You're outsourcing that. But when in, you know, if we send an email, we try not to bother our clients, unless it's something really important because we're aware that they want to focus on the key elements and the, the key competencies in their business, closing deals, talking to their clients and looking at the, the strategy and, and the focus and the objectives for their business moving forward. But please remember that if we do send you an email, please read it. It's likely to be something important. It's likely to be something that we need a reply on. And the other thing is, please pay your invoices on time. Outsource providers, no books. We're quite fortunate. You know, we're, we're quite a large European and, uh, international outsourcing business. So we have a number of different strands, but there are a number of outsource providers out there that are one man bands, or maybe only two or three employees.
(17:19): And if they don't get paid an invoice, it can really negatively affect their business. So if you get an invoice, please pay it. If you've got a query with it, or there's a problem with it, or you don't understand it for sure, reach out and ask, but it's really important that invoices are paid so that the service can keep being provided. There's no interruption, um, with the service and that everything again runs smoothly. So I think we've done that now. We've talked about communication a lot. We've probably done it to death, as we say in the UK, we've done it to death, but I don't think you can talk about communication too much, to be honest with you, because it is the key to everything. It's that strand that runs through all business relationships. And certainly with the services we provide as outsource provider for real estate investors in the us.
(18:08): It's absolutely key. I think, as we've mentioned before that the most successful campaigns we see and we see hundreds and hundreds, probably thousands now, uh, since we started in this sector, the most successful campaigns we see are where there's great communication between the clients and the agents and the service provider where there's great data being provided to the, uh, to the VA. So the data is excellent is up to date and provides everything we need, obviously where the agent themselves are competent up to the job are experienced, are motivated, are focused. So those three elements, and of course communication is a very important part of that mix. Well, I think that's, uh, that's it for, for me today. I'm gonna hand you back to Samantha. Who's gonna take you through some more important points, just to give you a bit more information about, uh, a lot of things we've been talking about, and what's important for you moving forward. So over to you again, Samantha,
(19:07): Thank you very much, David. That was definitely a very thorough insight from your part. So let's talk a little bit about what might be your expectations regarding how long you will hire a service provider for well, as you probably already know any marketing campaign to really get it off the ground, to really start to see results. You really need a minimum of three months. Why is this? Well, the first month is really just to build up the pipeline it's to get to know your VA, to teach them a little bit about the inner workings of your business, the nuances of your market. It's about getting comfortable with your VA and working together and getting to know them. So you can't expect just to hire someone or, or an agency for a month and get results. The second month is when things should start to fall into place.
(20:06): And by month three is when you should really start to see results. That is what I always tell my clients, if you're expecting to get deals in the first week, in the first month, forget it. I mean, maybe it's not, not impossible, but let's be realistic here. Let's set realistic goals. So I would say you need to hire an agency for three months, and that actually ties in with our, with our policy. So we do ask initially for a three month upfront commitment, and then after that, we invoice on a monthly basis. So it's just a month rolling basis and we have a very simple cancellation policy. So if you need to, for whatever reason, hopefully not, but cancel the service. Then we only require a two week notice period in writing that gives us time to transition the agents. And then if there are any outstanding hours in your account, we would give you a full reimbursement after the two week notice period after the agent has dialed for the two week notice period.
(21:11): So as you can see, you're not really locked in. Other companies might have more of a 30 day cancellation policy, but all we, all that we require is a two week notice period in writing. So always let us know, don't just expect us to be mind readers. And another thing that's really important that I would like to highlight is don't view us just as a vendor. I see a lot of clients have this kind of way of seeing us just as a service provider, vendor, client relationship, which is okay. I mean, it, it's fine, but just to give you a little bit of a background in, into a little bit more about our business, as David was saying earlier, we have three different strands of the business. We have nomad doc's wholesaling caller solutions, which is the real estate virtual assistance side of things. And we also have, uh, nomad ducks, global search and selection where we do recruitment companies hire us for recruitment.
(22:16): And then we also have another, uh, bra branch, which is nomad ducks outsourcing, where we actually have and higher, different virtual assistance outside of the real estate industry in different areas. And we also provide sales and outsource sales and marketing and payroll services. And our mission statement is working with our clients to create partners in success. So we want to work with you as partners in success. So don't think of us as coldly as a vendor, client, or service provider, client relationship. We want to be an integral part of your business. We, we are partners. And I think if you have a shift in that mentality and you see as more as being more integral to the business, then it just makes the relationship flow more. The clients that have seen us in that way have been more successful. Going back to communication, we've been able to resolve situations more rapidly.
(23:32): There's been less of the blame game. I'm not getting the results. I want this. Isn't what I signed up for and more, how can we work together? How can I help to resolve this? Is it something within my business that, or something that I need to fix? Where are these weaknesses within this particular process? What do you need to do to help me achieve my goals? You can really just tell it's a very subtle difference, but it creates a much healthier, dynamic, more harmonious. So that's really all that I would really have to say. Just to recap, be clear about the realistic expectations three months. If you do any marketing campaign, it's going to be three months to really see results. Same when you do Facebook ads, Google ads, any type of marketing don't viewers as just a vendor and work with us as partners in success. David, do you have anything else that you'd like to add?
(24:41): Okay, well, thank you again, Samantha, for some really, really important and, uh, useful key points there. Well, as it's, can you believe it we're nearly at the end of the show. I mean, it's gone so quickly. We hope you've enjoyed it. Samantha and I as always have, uh, have enjoyed speaking with you today. And we hope that you've found that the, the topics that we've covered today useful and something that you can use is you either embark upon your new journey into the really estate investment industry, or if you are a already a seasoned and experienced investor, we hope that you've got something outta the, some of the points we've spoken about today. If you've enjoyed this show, please, please contact us on www.me.com. That's www med.com. You can actually complete your, you know, can fill your details in, on our contact form and we'll contact you for a free, absolutely free, absolutely no obligation discussion.
(25:33): Talk about your business, see how we might be able to help you or just touch base and see what you're up to see if we can give you some advice, just to talk maybe about some of the points you've listened to on the show, but if you would like that free consultation, you can fill in the contact form, or you can press the green WhatsApp button. That's the favor everyone's using WhatsApp, press that, and you'll get through to Samantha. And again, she'll contact you and set up a free consultation, and we'll talk about how we might be able to help you grow your business well until next time, we've really enjoyed speaking with you. This is the real estate closers saying goodbye for another episode. And in the meantime until next time we wish you every success.