Lead Generation for Real Estate Investors (must know)


Hey rockstars, Matt Terrio here from Epic
Real Estate. Leads are the lifeblood of every business. You see, every business needs customers and
before they are customers, they are what we call leads or potential customers. That’s how it starts. Lead generation marketing is your very first
moneymaking activity that can lead to a paycheck. So I’m going to run through the basics of
lead generation marketing for you because if you understand these basics, you’ll never
be at a loss of how to generate these potential customers. Let’s get started. Identify target. This is probably the most important aspect
of lead generation marketing because nobody in their right mind is going to sell you a
piece of real estate at a discount unless they have to, unless they’ve got some sort
of problem. And it’s this problem that causes a seller
to be motivated. Something is going on in their world that’s
just more important than than them selling their house for top dollar through traditional
channels. And generally speaking, the seller is distressed. I’m referring to three types of distress. There’s personal distress, there’s financial
distress, and there’s property distress. So personal distress, that’s like divorce
and disease, death or drugs, what investors refer to as the four DS. And then there’s financial distress like job
loss, bankruptcy, or really anything that disrupts their income. Then there’s property distress, like bad tenants,
code violations, fire or flood damage or overdo or neglected maintenance and repairs. And many of these can overlap into more than
one category of distress and some conditions can be the cause of others. For example, out-of-state landlords can cause
stuffer. Being an absentee owner, inherited properties
or elderly owners, longtime owners, trouble with the law. There are many more symptoms and sources of
problems that can lead to identifying potentially motivated sellers. But those are most of the primary ones that
real estate investors look for. So we know who we’re looking for, sellers,
right? We know what kind of problems of theirs we’re
looking for. Now, how do you find them? Well, there are three primary ways, either
referrals, list of brokers or public records. So referrals from professionals and service
providers that would encounter sellers with problems like realtors and family law attorneys,
CPAs, contractors, property managers, just to name a few. Technically because we’re talking real estate
and everybody needs a place to live, just about anybody could be a referral source. Then there’s list brokers, so with a simple
Google search, you can just google search like marketing list brokers or marketing list
providers. And you can buy lists of property owners that
fall into these problem categories, like already done for you. Then there’s public records. So if you’re short on relationships or short
on money or simply just want to access this type of information first, go to the source,
public records. And you can search online in some cities and
counties and you can visit the city or County courthouse in person to look through the public
records as well. And every city, every county is a little bit
different in how they access to these records. But just about anything that you’re looking
for with regard to signs of seller distress and problems, it can be found there. So that covers the problems, who you’re looking
for, what kind of problems and how to find them. Now, if you follow the problems, just think
of this, if you follow the problems, the profit will follow, because the foundation of every
deal lies within the seller’s motivation to sell. So if there’s no motivation, there is probably
not going to be a deal. If there’s big motivation, you’re likely going
to find a really good deal there. So motivated sellers, they’re going to exchange
equity for peace of mind. And that’s essentially what you do. You solve problems for property owners in
distress. In exchange for that, they pay you with equity,
specifically discounted real estate. So that’s the first profit accelerator. Identify target. The second profit accelerator, create curiosity. So unless you want to chase motivated sellers,
you’re going to want to create curiosity by promoting the solutions you offer as a real
estate investor so that they chase you. Got it? So as a real estate investor, what solutions
do you provide? Do you know? Well, you can buy their property as is, with
no fees, with no hassle. You can make the transaction easy, you can
do it quickly, you can do it with discretion, you can preserve their anonymity and dignity
for the seller. You bring competence to the table, you bring
also what most investors overlook and what most sellers want the most, and that’s the
certainty of close. They want whatever they’re dealing with to
be over and done with. That’s a big one, it’s a huge one. Motivated sellers are going to give up more
than you can imagine just for the fact that they know this problem is going to be gone
or seriously alleviated once you buy their house, even if it is at a big discount. So those are the solutions you provide as
an investor. And essentially you are a problem solver first. Now, you have to put them in front of the
seller to create curiosity. You have to put your solutions in front of
the seller. You have to make yourself known to these sellers
via promotions, marketing. That’s the second thing you are, you’re a
marketer, you’re a problem solver and then a marketer and then an investor. And so you have to promote your solutions. And you can do that through direct mail with
letters and postcards. You can do it online and offline with paid
ads. You can do it through networking and relationships,
TV, radio, online, free classified ads, billboards, events, yard sales, your clothing, social
media, car magnets just about anywhere. It’s hard to go anywhere these days without
seeing an advertisement for something. And all of those places are available to you
as a real estate investor as well. So the first profit accelerator is to identify
target. The second is to create curiosity. And the third is trigger action. And this is really important to your lead
generation marketing. And the question you want to ask yourself
is, how simple and easy is it for a seller to contact you through their preferred method
without you losing the opportunity to follow up? So there’s two parts to this one, for example,
the first part is, some sellers are going to prefer to contact you via phone. Others are going to want to text it. Others are going to want to visit your website
and just kind of take a look and read through at their leisure. So you’ve got to remove all obstacles that
may interfere with the sellers reaching out to you. And regardless of which one they choose, and
this is the second part, you must be able to capture their information when they do
contact you, regardless of which method they choose so you can follow up. Most transactions, they won’t happen until
after the eighth contact or so. So triggering the seller’s actions so that
it triggers your followup action, that’s key. And we do that with the trigger and trap toolkit
that we have here at Epic. So once you have those three components in
place, it’s time to automate this entire process. And the importance of this really can be most
easily and accurately explained by the law of cause and effect. If you want consistent effects, opportunity
and money, you must apply consistent causes, automated lead generation marketing. And consistently generation marketing can
be created in one of two ways, by either paying for it with your time, via your personal efforts
or paying for it with your money via a marketing budget. Creating automated lead generation with your
time, that can be accomplished in several ways, but the source of the automation is
going to be up to you and your own discipline. For example, scheduling set times to call
motivated sellers or knock on doors and sticking to your schedule. That’s one way. It’s essentially free monetarily, but heavily
dependent on your time and discipline. And for that reason, most people don’t consider
these two activities automated. But for the right person and the right work
ethic and a big enough reason to succeed, it can definitely be classified as automated. Other ways to achieve automated lead generation
with little to no money are by wearing your solutions so to speak, in the form of clothing,
like a t-shirt like this, or a car magnet on the side of your car, or carrying a book
around like this and leaving it face up on the table wherever you go. And like the t-shirt, you just wait for people
to inquire. I do the same with this PopSocket on my phone,
it’s right here. It reads, “I buy houses.” And wherever I go I just place it on the table
with this side facing up and just wait for people to inquire. And you can carry property flyers around with
you and do the same thing. So the point being is, wearing your message
or carrying it with you wherever you go, that’s automated lead generation marketing that you
pay with your time. Wherever I go, there’s my shirt. If you don’t like those ideas, then you’re
going to need some money in marketing budget. And you can then automate your lead generation
marketing through channels like direct mail, Google paper click ads, social media ads,
YouTube ads, newspaper ads, TV, radio, bus benches. Like I said, you can’t go anywhere these days
without seeing some sort of advertising, and that’s all available to you if you have the
money to pay for it. So those are your options. You’ve got to have them for automated lead
generation marketing. You can make it happen for free by using your
time and discipline or you can make it happen by using your money, your wallet. Before you are a real estate investor, understand
that you are a problem solver and you are a marketer. That’s how real estate investors find discounted
property. Your lead generation marketing, it’s going
to attract four types of leads that you need to understand. And I’m going to show you exactly how to deal
with each type to maximize your return on time. And I’m going to give you the best hands down,
lead generation marketing strategy available to you. But first, I’m going to give you the three
things that you must include in your lead generation marketing, whether you’re automating
with your time and discipline or your money or both, to generate leads. You must include these three things. The first thing is one, tell them who you
are, who you help, how you do it, and the benefit of your help. And we do this through what I call the audio
business card. I call it the audio business card to remind
people that it is just as effective, if not more effective, coming out of your mouth as
it is written on a piece of paper or a marketing material. And there’s a formula for it and it looks
like this. Starts with I value verb
target market feature
so they can benefit. All right, so there’s the formula, is I plus
value verb, plus target market, plus feature so they can benefit. So the value verb, it’s going to be something
like show help. I show help, train, I guess even consult could
be to some degree. Then target market, this is who you’re looking
for. So you’re essentially looking for categories
of sellers, buyers and lenders. And then the feature, this is what you do
for them. So they can, and this is the benefit of the
feature. So as an example, you might have, I show busy
professionals, which would be a buyer for me, how to build a cash flowing portfolio
so they can retire sooner. Got it? So build the cash flow and portfolio so they
can retire sooner. That is one way for a buyer. And you notice I didn’t say I show buyers. I created a category for the buyers. So an example for the seller could be, I help… So my category for seller could be say landlords. I help frustrated landlords increase the ROI
on their rental units so they can sleep better at night. Got it? So the benefit of the feature. Or I help homeowners behind on their payments,
catch up and preserve their credit score so they can get on with their life. So this is the formula in its entirety. It’s you, what you do, show, help, train. Who you do it for. What’s the specifics of what you do and then
the benefit of the actual thing that you provide. So anytime someone asks what you do for a
living, you answer with your audio business card. And anytime you put together a marketing piece,
make sure to include all of the audio business cards essentials, who you help, how you help,
and the feature and benefit of your help. And you’ll see some examples of audio business
cards below. So feel free to use any of those down there
or use the formula to create your own. So that’s number one. Number two, play everybody’s favorite radio
station. WIIFM with them. What’s in it for me? Your communication must be focused on the
person that you help, whether that’s face to face or it’s written on a marketing piece
or in an advertisement, because nobody cares about what’s in it for you, nobody cares. And they’re not going to care about you until
they know you care about them. You got to give before you get. Number three, always include a call to action. After they know who you are, who you help,
and what’s in it for them, you’ve got to tell them how to get that help. Don’t take it for granted and assume they
know, because they don’t. So tell them what to do. Be very clear with this. “Call this number. Text this code. Go to this website. Go click here. Meet me here after the meeting or meet me
at the coffee shop.” You have to tell people what to do if they
want to get your solutions. Don’t trust that they’re going to figure it
out or assume that they know what to do. Be clear and direct when telling them what
to do. Now, with regard to your lead generation marketing,
you’re going to meet four different types of people. And I like to refer to them in a very innocuous
way as fruit, specifically apples. So there’s four types of people you’re going
to meet. You’re going to meet red apples, you are going
to meet green apples… I don’t have a Brown pen, but you are going
to meet brown apples, let’s just pretend that purple is a brown, and you are going to meet
rotten apples. So our red apples, these are people that need
to sell. These are the people you’re looking for. The green apples are the people that want
to sell. The brown apples are curious, they just want
to know how much they could probably get for their property. What’s this all about? How does this work? They got lots of questions. And then you have the rotten apples who I
refer to affectionately as crazy. They’re the ones that are angry. They’re mad at the world. They don’t understand what you’re trying to
do or what you’re trying to pull over on them. They’re mad at other things in the world and
they just tend to take it out on you because you are the most convenient at that point
in time. So these are the four types of people you’re
going to interact. Now, I’m going to give you the formula for
success and how you delegate your time to them or how you allocate your time. I’ll give you the percentages first and then
we’ll go over the time. So about 3% of the sellers you interact with
are going to be red apples. That’s it. Only about 3%. the green apples going to amount to about
12%. the curious apples, the brown ones, that’s
about 70%. this is the majority of the people that you’re
going to be interacting with. And then down here, you got about 15% that
are crazy. So now you know what to expect. If you generated a hundred leads, there’s
probably going to be three red apples in there, there’s going to be 12 green ones, and then
the rest will be curious, mostly curious and a little bit crazy. Here’s the formula for success as far as your
time goes. I want you to spend 90% of your time with
the red apples. 90% of your time with the red apples. 10% with the green apples. So that doesn’t leave as a whole lot of time
left, does it? Exactly. So once you’ve identified one of your leads
as a brown apple, you are going to spend zero time with them. And you’re going to let your followup system
spend the time with them until they become green or red later on down the road because
some of them will, a lot of them will. So the followup is really, really important. But I don’t want you spending your time on
these because you really don’t know when they’re actually going to turn green or red. And then the crazy people, you’re going to
flat out just ignore them. Sometimes it’s a little bit more difficult
to do than it is to say, but ignore them. They have nothing to do with you, and nothing
to do with your business. They’ve got other things going on in their
world. Just flat out ignore them. So that’s the formula for success. Let me show you the formula for failure. Those people that get into this business and
they quit the business, this is typically what they do. This is typically how they allocate their
time. They will spend 90% of their time with the
curious apples, trying to force them to be red. That can be a recipe for extreme frustration,
disaster and a quick exit out of this business. So they spend 90% of their time with the curious
apples, trying to turn them red, and they focus on the crazies. They can’t get those negative experiences
out of the head and it messes up all of their interaction with the other apples that are
out there, the other 85% that are out there that are waiting for you, that are looking
for what you have to offer. All right, so now you know these are the four
types. This is how they’ll be distributed amongst
your marketing and the leads that you talk to. This green row here is the recipe for success
and how you allocate your time. This red here, don’t do this. Don’t spend any time with the brown apples. Once you’ve determined that they’re brown,
let your followup system do that. And these crazy people, just flat out ignore
them. Don’t do it. All of the people that fail in this business
do, they focus on them and it interrupts and it gets in the way. So which lead generation strategy is the best? Well, the answer is, the one you’ll actually
do and do consistently. So here’s what to do. One, write down what seller problems you’re
going to look for. Are you going to look for absentee owners,
frustrated landlords, code violations? I gave you a bunch of those ideas earlier. Number two, write down the method that you’re
going to use to access these motivated sellers. You’re going to access them through referrals
for the people that you know, or list brokers or public records. Number three, list the solutions that you’re
going to provide. Do you buy for cash? Fast? As is? I gave you a bunch of those too. And number four, write down what methods you’re
going to use to promote your solutions. And then five, choose your form of automation. Will you pay for it with your time and discipline? Or your wallet? And once you’ve got your plan written down,
now implement. Start. Don’t overthink it. The best lead generation marketing strategy
is the one that you’ll actually do and do consistently. So just do it. A good lead generation marketing plan executed
now is far better than a perfect one executed next week. So can you do this? You can, right? So when are you going to begin? Well, below you’ll see a link to the Daily
Success Report with all the other essential money making activities listed. You can download a copy there. As well, you’ll see a link to the next money
making action for you to take. So God bless to your success. With the Daily Success Report, your success
is guaranteed. Now go make it rain.

11 thoughts on “Lead Generation for Real Estate Investors (must know)

  1. I think lead generation is critical in real estate as that is what feeds the business. With no deals, no matter how good you are at calculating the numbers – at the end of the day it is what are you filtering out to make things happen. Nice job

  2. Great tips! You should do a video on how social marketing and lead generation are different. I've had clients in the real estate industry and have found there to be confusion at times.

  3. Useful information, thank you. This will definitely come in handy some day as we did into real estate investing

  4. I can enlighten you more on how to earn daily investing Bitcoin, I've made alot of returns. Started trading early this year and I've made more than $10,000. I can show you how if you want

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