Not All Leads Are Created Equal

John Harcar (00:01.063)
Hey guys, welcome back to the show. I’m your host, John Harcar, and I’m here today with Craig and Drew, and we’re going to talk about how not all leads are created equal. Remember guys, at Investor Fuel, we help real estate investors, service providers, and really all real estate entrepreneurs, two to five X their business. And we do that by providing tools, resources, and things that’ll help you grow the business you want to build and kind of grow the life you want to live. Craig, Drew, welcome to the show.

Craig (00:30.95)
Hey, thanks for having us.

Drew (Lead House 365) (00:31.776)
And Travis, awesome beer.

John Harcar (00:33.467)
Yeah, right on, Like we said before we got on live, lead generation is something that I spend a lot of time in, it’s something that’s close to my heart. But before we kind of talk about how you guys got into it and get into the weeds of things, tell us how you guys got into real estate. What got you here?

Craig (00:54.618)
Yeah, so I come from a sales background, right? And I got into real estate, just went the traditional way. did not want to be a realtor, so I knew the only other option would be to wholesale properties, right? Find off-market distressed sellers and, you know, sell those properties for an assignment fee. That’s how I got into it. And then from there, it’s just bloomed. We’ve done fix and flips, buy and hold, rentals, every type of deal you can think of.

And then just recently this past year, me and Andrew got together. He was one of the marketers for my fix and flip business. And then we just got together, created Lead House 365, which now we can provide other investors that may be dealing with lack of leads or quality in leads, prime leads that we consider would be a good candidate coming from someone like me who’s been in the business and understands what actually

John Harcar (01:27.869)
Mm-hmm.

Craig (01:47.622)
drives motivation in these sellers when they want to sell their property.

John Harcar (01:52.52)
Got it. And how did you learn real estate? I did you just pick up a course? What did you do to actually make that jump?

Craig (01:59.466)
friend of a friend. You know, I just, I, one of my friends from the gym, introduced me to somebody who was doing wholesale. and he described what he was doing and it did not make any sense at all because I was used to seeing, you know, HGTV, flip, flip your house, all those. Yeah. All those TV shows about it. And, that’s what I thought he was telling me about, but I didn’t understand there was a loophole.

John Harcar (02:16.135)
flip my house and yeah.

Craig (02:25.274)
You know, in the system where you can get a contract on a property and sell the actual contract to somebody else and mark it up for a fee. So he was telling me this and I, it was hard to explain until I fully understood it. and then I just took that model and you know, I could, see that like, Hey, there’s wholesalers and everything, not just real estate. And that’s exactly what they’re doing. They’re not owning inventory. They’re just moving it for somebody else, putting a fee on top.

John Harcar (02:39.772)
Mm-hmm.

John Harcar (02:52.935)
They’re selling paper. How long did it take you to get your first deal? Your first wholesale deal?

Craig (02:57.254)
I would say overall probably six to eight months, but those six to eight months, was a lot of, you know, second guessing. I doing this right? Should I even be doing this? And then I think I had a, you know, kind of like a revelation that, Hey, I’m going to continue working at a dead end job for the rest of my life. If I don’t, you know, double down and make a change, right.

And once I realized that, I’m not putting enough effort into wholesaling, that’s when everything changed and I took it more serious. And I would think probably, yeah, it took me six to eight months to get a deal.

John Harcar (03:32.093)
Mm-hmm.

John Harcar (03:40.921)
And I think that’s important, right? The mindset piece is huge that, know, when you’ve been battling for so long, right? And you don’t see those results and you stick with it and then they come, it’s just like.

Craig (03:53.414)
Yeah, it’s just like anything else, you you only fail if you quit.

John Harcar (03:58.406)
Yeah. So then you ditched wholesaling to get into flipping?

Craig (04:02.958)
Yeah, I did fix and flips and buy hold properties for a little while too. it’s, I still do it. I like it, but it’s just, it’s not the pace. It’s not the fast pace that like wholesaling was, you know, in and out, quick closes, checks. but you know, there is some other benefits to it. There’s bigger profits and then there’s also better tax, you know, write-offs and incentives. Definitely. So I’ll always be a real estate investor. but.

John Harcar (04:15.281)
Yep. Yeah.

John Harcar (04:25.669)
Implications AIA for sure.

Craig (04:32.558)
me and Andrew’s business with the lead generation is just it moves fast paced just like normal wholesale acquisitions company would. And we’re talking to all the same people. So all the buyers we used to have for our deals, they need leads too because they at one point or another they realized that hey, a wholesaler just made 25 grand on a deal. If I was able to contract that with the seller, I would have an extra 25K in my bottom line. it’s, you know, they…

John Harcar (04:39.933)
Mm-hmm.

Yeah.

Craig (05:02.412)
we can provide value everywhere in this business.

John Harcar (05:05.639)
Sure. Yeah, it’s funny. That’s how I got into wholesaling is I was selling leads and then all that stuff and I saw guys making like 450 grand on a thousand dollar list that they bought from me. I’m like, what am I doing? Dude? I’m on the wrong side of this business. All right. So you got that going. You got your flips going. Drew, where are you? Where do you play in this game? You know, how did you how did you even get into marketing for real estate?

Craig (05:16.88)
Yeah.

Drew (Lead House 365) (05:16.93)
Okay.

Drew (Lead House 365) (05:25.549)
Yeah.

Drew (Lead House 365) (05:29.452)
Yeah, so my main background in marketing was really in e-commerce. E-commerce, digital products, high ticket coaching. I have been doing digital advertising for probably 15 years now. My first job out of college after grad school was at a marketing agency and I went to school for business and I thought I’d be like, you know, maybe getting into sales or something like that, but then to being in digital advertising. I started learning like Google ads.

John Harcar (05:42.269)
Okay.

John Harcar (05:54.257)
Well.

Drew (Lead House 365) (05:58.574)
an SEO, this was probably 2010. After that, I went along with one of my mentors and we started a company where we were running Facebook ads. Getting closer now, we’re looking at 2017 where Facebook ads, it’s kind of the wild, wild west. A lot of people were making a lot of money back then on Facebook ads. We started launching digital products.

John Harcar (06:13.084)
Mm-hmm.

Yeah.

Drew (Lead House 365) (06:21.902)
for influencers, we partnered with an influencer, we built a business, it might be a supplement company or a digital product, and then we would launch those on Facebook ads. And we were just thrown to the fire. were spending $30,000 a day on ads and making about $30,000 a day in profit at times and at its peak. So learned really high level media buying and advertising.

John Harcar (06:40.753)
Right.

Drew (Lead House 365) (06:45.998)
I learned all about customer journeys and funnels and tracking and it’s all important. And that led me to start my own e-commerce agency right before COVID, which was one of the best times to launch a digital marketing agency because all of a all these people are stuck at home on their computers looking for… And everyone’s getting $1,200 checks deposited in their bank. They’re looking for something to buy, right? So it was a great time. so I have an e-commerce agency and Craig and I went to…

John Harcar (06:57.943)
Sure. Yeah, exactly. No one’s leaving the house or all the computers.

Yeah.

Drew (Lead House 365) (07:15.384)
probably go back to kindergarten or elementary school when we first met, but we’ve known each other our entire lives and he asked for some help doing lead gen and I was like, lead gen? To me, that’s easy, because I’ve been doing, you know, where you spend $30,000 day on ads and they expect profit off that day one. You need to have profit day one or you’re fired. It’s not, it’s high, it’s really high stakes and it’s a form of gambling really, but it’s fun. so I was, so we started launching this process for him.

John Harcar (07:20.048)
Awesome.

John Harcar (07:31.79)
Mm hmm. Sure.

John Harcar (07:39.355)
Right.

Drew (Lead House 365) (07:44.302)
you know, funnels and ads building for Inbound and we started getting at leads for him in Houston for like 30 bucks by the time we, it took us like a year and a half, two years to dial it in, but we were getting them so cheap. And so we were like, had, know, Craig and his peers who were also wholesalers, real estate investors were paying $400 a lead, you know, when it comes down to like, they gave a company $7,000 upfront and they ended up with enough leads that averages out to $400 per lead.

John Harcar (07:52.795)
Wow.

Yep.

John Harcar (08:13.384)
Mm.

Drew (Lead House 365) (08:13.41)
We were like, and they were like, I didn’t, didn’t get a single deal from it. We were just, he was hearing so many horror stories compared to what we were, he was doing with his business. We were like, this is, there’s an opportunity here for us to really help people. Like with what we, what we built and we have something unique that I don’t think other people are doing. And I think it’s a combination of Craig really knowing the real estate industry and me learning it as like, as we go, but me and my marketing background and specifically advertising background.

John Harcar (08:25.915)
The light turned on. Yeah.

Drew (Lead House 365) (08:40.888)
when you pair that with us knowing exactly what a lead for a wholesaler should look like compared with the tools and the tactics to be able to generate them for the lowest cost and how to build that entire process to do it. We launched this company summer of last year and quickly it’s become pretty much both of our full-time, has become our full-time jobs because how quickly it’s grown.

John Harcar (09:04.857)
Nice. And I really want to stress the compliment of your skill sets, right? know, one doing what the other can’t really do or utilizing a weakness that’s mine, you have that strength, right? And by you guys being able to couple that together, I mean, I think that’s huge, especially with, you with you, Craig, knowing the avatar, all you got to do is develop it to find it, right? And that’s so key. So what does your business look like? Let me back up a little bit. What were some of the biggest challenges when you guys got together and you started?

Craig (09:28.71)
Exactly.

John Harcar (09:34.771)
of this business, what are the challenges that you ran across?

Craig (09:37.99)
I think probably the biggest challenge we find is somebody comparing us to other lead gen companies where they were either burned or they thought they were burned. And us trying to now…

John Harcar (09:53.627)
What do you mean by burned?

Craig (09:56.356)
So we look at it like this. It’s one, it’s, try to dive in and I say, Hey, okay. You know, we can’t, you know, don’t compare us to them and we can’t repair the damage that was done. But can you a little like explain to me how you think you were burned? And so there’s one person who maybe just, Hey, someone promised him the world gave him the money and that guy just disappeared. Right. So there’s burn one and the other burn is maybe this guy was actually a Legion provider

John Harcar (10:19.485)
Right.

Craig (10:26.5)
Said he could do this, but he didn’t he couldn’t he couldn’t you know get him quality leads or maybe the the client Wasn’t set up properly on the back end right like me and Andrew always tell these people hey We can get you as many leads as you want But if you’re not properly set up to handle the follow-ups or have infrastructure with the CRM or a team behind the scenes then

Drew (Lead House 365) (10:37.549)
Yeah.

Craig (10:53.804)
it’s almost, it’s not gonna be worth it because you’re gonna be just running around with just more leads. And if you can’t convert, then that’s the issue. So we need to kind of get in to your system to see how you’re set up to be able to see if we’re a good fit for you. Cause a lot of people were just not.

John Harcar (11:01.191)
Yeah, it’s just a sheer defeat. Yeah.

John Harcar (11:14.845)
And do you guys provide any type of like, know, hey, this is kind of what you need to have set up, right? Give like, you know, hey, this is a, this is what our, our, our successful clients are doing as kind of like a blueprint.

Craig (11:28.612)
Yeah, traditionally we mention a few CRMs that people are using. will, later this year we’re gonna roll out our own CRM, which will be an extra package add-on or something to a campaign. But yeah, we have to make sure that they’re set up correctly.

John Harcar (11:40.666)
huh.

Craig (11:47.032)
like you can’t just have these people on a notepad or on a spreadsheet on a computer. There needs to be some type of management system going on to where, hey, if you get a smoke and hot lead and the person is willing to just give away the house and then you try to call them and they don’t answer the first time or the second time, there needs to be a proper follow-up automation in place to where you don’t have to be on your phone or on your computer trying to

John Harcar (11:56.476)
Yeah.

Craig (12:16.936)
keep reaching out, reaching out, reaching out where there can be an AI that’s just doing that for you. And eventually, you know, who knows a day or two from now, they’re calling back in to get, to get back in touch with you. So it’s, we guide them in the right direction. Um, but some people in this business have been in it for 10, 20, 30 years and, don’t want to listen to, you know, don’t want to listen to us because they think what they’ve been doing is still, uh, the 1990s.

John Harcar (12:29.419)
huh.

John Harcar (12:43.901)
Drew, what do you think are some of the mistakes that folks make when they want to get in and start trying to do their own SEO with their own Facebook ads? mean, what kind of horror stories have you heard?

Drew (Lead House 365) (12:53.434)
Yeah. Yeah. I mean, when usually Greg gets the the wholesaler side of the people’s, you know, horror stories and I look at the others and a lot of companies in the industry, they may be utilizing just tactics that can generate any that absolutely can generate a lead. However, the definition of what a lead is is probably different to them and different to us. I’d say like the most basic one would be if they are running to

like on Facebook leads, which is lead forms that exist on the Facebook platform. The great thing about that is it’s all in the platform. The user doesn’t have to leave the app, like leave Facebook to be able to submit their information. So you get rewarded with that by Facebook and Meta because you’re not sending them to a page that potentially they’re trusting you that you’re not gonna install malware on their computer or that you’re not gonna have languaging on that page that is

John Harcar (13:33.213)
you

John Harcar (13:49.04)
Right.

Drew (Lead House 365) (13:50.99)
gonna cause them to have a negative view on Facebook because they got scammed from this Facebook ad. So Facebook knows that like, we’re controlling the data, we’re controlling the journey, so we’re gonna reward you with cheaper advertising costs. The downside with that is that, most of the downfall is a lot of times, there’s not a lot of context you can add to those forms. It may just be name, email address, phone number, and then the property address, and at that point,

John Harcar (13:58.174)
Mm-hmm.

Drew (Lead House 365) (14:16.782)
it automatically pre-fills the name, phone number, email address based on the profile information. So they get a lead, but is that email that they created the Facebook account with? Is that necessarily the email they use every single day? Is it an email they even have access to? Is the phone number the same that what they created their account with? And also it’s just such an easy process. And I say easy in a negative way. When someone can just submit their information, how much motivation does that really show if it’s just clicking one button?

John Harcar (14:23.444)
huh.

John Harcar (14:35.014)
Right.

John Harcar (14:45.787)
Yeah.

Drew (Lead House 365) (14:46.54)
So that’s one, that’s the main downside is people say, I’m just getting, I am getting leads at a good volume, but the people aren’t picking up their phone, they’re not answering the email and the lead quality is what they complain about the most. And then it goes also to when people use external landing pages. We look at so many people just using maybe carrot sites, things like that, and it just collects the name, email address, and phone number, and the address of the property and sure that if they do have to type it in,

John Harcar (14:59.591)
Mm-hmm.

Drew (Lead House 365) (15:14.466)
that will show more context but then in the day it doesn’t really give the level of context to the lead that we would justify a lead. So we like to create funnels with multiple steps, multiple questions, yes or no questions that really show definition. They have to give context into why they’re looking to sell the property and when we start asking those questions and people are willing to type a sentence or two, it shows so much more motivation that they’re actually interested, especially when they say,

John Harcar (15:20.22)
Okay.

John Harcar (15:40.061)
They’re taking the time,

Drew (Lead House 365) (15:43.95)
Especially when they say, I’m three months behind on payments, right? And that’s why I need to sell the house. And we get stuff like that once a week. Or they say, there’s a medical emergency in my family and I need to sell this house. Like when you have that level of context that helps so much and we can cater this funnel for our clients. So what’s their exit strategy? Is it just wholesale? Are they also a realtor? Do they also do fix and flip? Then they also do some like type of creative deals.

John Harcar (15:50.759)
Sure.

John Harcar (16:07.004)
Yeah.

Drew (Lead House 365) (16:12.898)
Based on that, the funnel may look completely different for everyone’s business. While most companies are using a one size fits all solution, not only we do everything we talked about, but we cater that funnel specifically to our clients’ business. So we’ve had guys as specific as saying, I don’t want houses that have swimming pools, I don’t want houses that have solar panels, and we can ask yes or no questions that says, does this house have a swimming pool? If they say yes, they cannot complete the form, right? Or it can be as broad as,

John Harcar (16:39.453)
Mmm.

Drew (Lead House 365) (16:41.698)
just letting everything through. What that does is we have our pixel on the back end, which is what’s learning based off the data we send it. And we’re able to say, Facebook ads, you’re doing a good job when they answer the questions the way we want them to. When they answer the questions ways we don’t want them to, we say you’re doing a bad job. And because it’s an AI robot, it wants to do a good job. So it says, 10 people who came through this funnel all say they

John Harcar (16:51.441)
Right.

Drew (Lead House 365) (17:10.958)
they don’t have swimming pools and I got good signals, I’m gonna go learn and all of a sudden pick up on what is unique about someone who owns a swimming pool. What websites do they visit? And then it starts targeting those people and over time our results actually improve month over month when we work with someone because of that data process. And then at the same time, Craig and I every single week will analyze all the data of the funnel and see where potentially there’s opportunities.

John Harcar (17:19.581)
Right, okay.

John Harcar (17:31.75)
and the learning.

Drew (Lead House 365) (17:39.278)
You know people are leaving the funnel at this question So maybe we should move that question somewhere else in the funnel or potentially word it a different way Or if a hundred percent of people are all saying I don’t have swimming pool after a month Maybe we don’t even need to ask that question right because it’s just not a lot of swimming pools in this area and just say The funnel is now shorter. So we’re gonna get more people through it. So that’s what makes us unique So where a lead is not created equal some people a Facebook forum

John Harcar (17:56.698)
John Harcar (18:01.053)
There you go.

Drew (Lead House 365) (18:06.284)
that auto fills their name, email address, and phone number, they’ll consider that a lead and sell it to you. that’s what we, like, our leads, they have to complete that entire journey and give the level of context that we consider.

John Harcar (18:20.591)
Okay, and that was going to be my question. Like, you know, what do you guys consider a lead? I think you just answered that as someone who completes that whole journey.

Drew (Lead House 365) (18:28.632)
and it’s a journey catered directly towards your specific business. John, if you, the way your Dispo strategy is, whatever this is, your Exit strategy, we’d cater to the ad to be exactly what you want. If you live in an area where there’s a lot of mobile homes, we’ll make sure we add a question, and you don’t want anything to do with them, we’ll make sure we add a question, is this a mobile or manufactured home? And kick out anyone who answers that yes, and that will also do two things. It will make it so that you’re not wasting your time calling mobile homes that you don’t even know are mobile homes.

John Harcar (18:36.619)
huh.

John Harcar (18:48.647)
to weed them out. Yeah.

Drew (Lead House 365) (18:56.8)
And two, it will train our pixel not to target mobile homes for your campaign.

John Harcar (19:01.031)
Well, also it affects your cost per lead everything, right? If you’re a bunch of junk you don’t do with you do anything with I mean, you’re basically it’s it still is going to cost you in the whole scheme of it all. Trending right trends. What do you see happening in the business right now? Whether it’s on the SEO or the the the marketing side, whether it’s you know, you see what clients are more focusing on like maybe their absentee owners with XYZ. What do you guys see?

Craig (19:03.685)
yeah.

Craig (19:10.275)
Exactly.

Craig (19:27.268)
I think from the data, we see a lot of people who are getting divorced. So I don’t know. Now we don’t ask them a question of like how old they are or whatnot, but we just feel like that when we see that context on there, we ask them the question, Hey, what’s going on in your situation? And they say divorced and we know that, okay, someone they either they jumped too soon to buy this property or maybe, you know, whatever the situation is, it’s just, we see a lot of those are very common, very hot.

leads by the way they do take some time because usually there’s there’s a prenup or a divorce decree that needs you know to go through the court but we see that quite often so yeah I’m not sure if it’s just I mean to be honest yeah true yes and then I think I don’t know like back in the day it was more common I think to be married younger

John Harcar (20:11.613)
It’s the economy.

John Harcar (20:22.247)
Yes.

Craig (20:22.342)
than it is now, just seems like, you know, I have a lot of friends from high school and whatnot that are still single or that have not been married yet. So I think it’s more common now than when it was when our grandparents were young. Everybody got married at 19 years old, like everybody. So.

John Harcar (20:30.801)
No.

John Harcar (20:37.319)
Yeah.

When I was in the data game, divorces were always prevalent right after New Year’s and right after Christmas. And after Thanksgiving, because all the families get together, someone has a little bit too much, things come out. But I’ve heard that too, though, with the economy the way it is, with the stress on people. A dozen eggs cost eight bucks, nine bucks. It’s ridiculous. These little things are just putting stress on the families, but I agree with 100 % of what you said. It’s not the same.

Drew (Lead House 365) (20:45.582)
We want to get through the holidays.

Craig (20:49.156)
Yup. Yup.

Craig (20:59.962)
Yeah.

Drew (Lead House 365) (21:00.803)
Yes.

John Harcar (21:08.031)
parents grew up. People don’t do…

Craig (21:08.132)
Yeah. Yep. So we see a lot of that. Also, I think we see a lot of just tired landlords. Yeah, just situations like that. Lost a job.

Drew (Lead House 365) (21:08.984)
Yeah.

Drew (Lead House 365) (21:15.982)
People not paying their rent, right? Because everything’s so expensive and then we’re talking to the people who own the property who are looking to sell it because they have tenants who aren’t paying their rent and they’re just looking to offload it.

John Harcar (21:19.185)
Yeah.

John Harcar (21:28.029)
Yep. It’s a downfall. So what makes your guys’ lead gen, your business different than others? What makes you guys stand out than other folks I can go buy leads from?

Craig (21:41.433)
Yeah.

I think one of the main things is for one, I tell everybody this, I’m like, hey, I don’t care if you do business with us or not. Well, I do want you to do business with us, but one way or another, if I’m not a good fit, whoever you’re gonna choose, make sure they are in the real estate game. They understand what is what because less is more in this industry. The more leads anyone gives you, it’s too much work for you and they’re not of quality. But if you can do business with somebody who can show you their rental

John Harcar (22:03.921)
Yep.

John Harcar (22:09.275)
Right.

Craig (22:13.544)
Portfolio show you the HUD statements show you they’ve done deals and they are actually they have been in the business in your shoes Then you’re gonna be guided in the right path, you know for somebody who is just coming from a marketing background that knows nothing about real estate Yeah, they can talk the talk but when it comes down to hey putting something in front of a seller That’s gonna convert them into money You need to just take the path of the person who actually can show you both avenues. Not just one

John Harcar (22:22.983)
Yeah.

John Harcar (22:41.361)
Got it, and Drew?

Drew (Lead House 365) (22:43.18)
I’d say one is, you know, they get the advantage of having me. I’m running the ads, right? And how many people have someone who’s spent $100 million on the platform? So I have A-list level Facebook reps from Tel Aviv, Israel, which not many people have access to. I’ve whitelisted out accounts that most people have a hard time advertising on Meta in real estate because it’s a pretty strict category of advertising.

John Harcar (22:49.585)
I love the confidence, man. Let’s go.

Drew (Lead House 365) (23:10.562)
So we have that benefit of whitelisted ad accounts. Two, I think the data that we’ve accumulated, like we’ve been running these ads for now years in our own market. Like we were really working in the Houston market for a long time. So our Pixel has years and tens of thousands of our own dollars invested into generating these leads. Now let alone the access to that Pixel we give.

John Harcar (23:10.64)
huh.

Drew (Lead House 365) (23:32.28)
to our clients and then all of their data also funnels into it. So now it’s like all ships rise together. The data piece is something that really is important that a lot of people overlook. Like the pixel that is deciding who to show your ad to and that’s tracking and reporting and learning who a motivated seller is and that profile of them. And then lastly the difference is

John Harcar (23:33.565)
Mm-hmm.

John Harcar (23:50.909)
Sure.

Drew (Lead House 365) (23:56.332)
we started at the very beginning doing what everyone else was doing and we were like we can get some clients doing paper lead where you know a guy comes in for 10 buys 10 leads from us and we give them the 10 leads and we never hear about from them again and then we hear so many of the horror stories about the paper lead and it’s just like okay we bought I generated 10 leads I marked him up 2, 3x and then I’m just offloading them to a wholesaler where we found that like that’s not doesn’t give long-term value

and it doesn’t build a relationship. And we want to build relationships that we work with. being able to cater and develop a inbound marketing source for you that improves over time and over time becomes more valued to you and is predictable and repeatable forever versus just saying, I need 10 leads, those 10 leads didn’t work. right, Facebook ads don’t work. That’s what people say, right? Yep.

John Harcar (24:23.762)
Mm-hmm.

John Harcar (24:48.477)
That’s what most people do.

Drew (Lead House 365) (24:51.906)
So being able to build a system that’s catered directly to your business, that’s predictable to generate leads, and most of our people are getting one a day, right? Depending on how much ad spend they’re spending, but one a day that’s catered directly to you, and then we’re able to scale that and improve it over time. And that’s different. Our goal is to have one legit badass wholesaler or investor, whatever you want to call it, in every market, and then to stay with us forever.

John Harcar (25:00.603)
Mm-hmm. Sure.

Drew (Lead House 365) (25:20.876)
We don’t want to be working in three guys in Phoenix all competing over the same leads. We want to own all the leads in every market and have one person that’s benefiting from our work and one partner. So we do everything exclusive, one person per market, and because that’s the way we want to do business.

John Harcar (25:31.569)
Got it. Okay.

John Harcar (25:38.705)
Real fast, one or two things for both you guys. What advice would you give someone? And I guess Craig, I’ll talk to you first. Your advice about someone getting into flipping, wholesaling, whatever it is.

Craig (25:51.14)
Yeah, don’t expect to get a deal in the first couple months. You got to work, you got to work, you got to put that effort in. You need to hear no, you need to hear, you need to have the phone shut off on you and people slam the door in your face. You need to be cussed out. You got to develop that thick skin because if you don’t and it comes, if the first deal comes too easy for you, that second one is going to be the biggest pain in your ass in your life.

John Harcar (26:18.417)
Yeah.

Craig (26:19.108)
That’s what happened to me. So, you know, it’s, it’s, it’s one thing to just wholesale or just do a deal or two or part time or whatever, but it’s another thing to turn this into a, to an actual business that’s profitable. it’s just the barrier to entry is too low in this business. You don’t need any credentials or really anything at all. you don’t even really need much money, but

You know, there is a lot of people doing it for the right reasons, but with the good do come the bad. So I would say, yeah, just know you’re going to go through the trenches before you get your first deal, but stick with it because it’ll pay off. I promise.

John Harcar (26:45.117)
Bye.

John Harcar (26:55.367)
Okay, Drew.

Drew (Lead House 365) (26:55.95)
I’d say what someone who’s kind of newer to this and I have no experience personally doing it but from what I’ve seen with our clients is

John Harcar (27:04.445)
Let’s talk with you about advice for SC like someone’s thinking to start doing SCO. I want to start doing the Facebook ads. mean what if they want to get digital, do you what advice would you give them to do first?

Drew (Lead House 365) (27:07.982)
short.

Drew (Lead House 365) (27:14.658)
I would say the first thing you could do is there’s a steep learning curve with it. A lot of people think they can just do it and maybe a couple people get the right thing if they’re in a not competitive market and are able to have success. But I would say there is a really steep learning curve between hiring an expert and doing it yourself as much as 15 years in wholesaling or real estate investing.

versus someone who’s just getting started, it’s the same learning curve in just about any industry if you’re in finance or that. So getting into digital marketing, definitely recommend talk to someone who’s doing it and get advice from them before you start investing any money into yourself. And if you’re going to hire someone who’s going to be a service provider, like Craig said, make sure that they also have experience in your niche and your market because at of the day, every

John Harcar (27:59.1)
Mm-hmm.

Drew (Lead House 365) (28:10.414)
Persona of someone you’re trying to target unless you have something that can cater to everybody right like if you’re selling weight loss you’re good like good on you everyone would love that you like everyone does a pretty much a client but Depending on what your niche is make sure you talk if you’re working with a an expert that they have some experience in that field either marketing it or personally working in it because it’s not one shoe fits all and there’s a very steep learning curve not just on the platforms and the and the techniques and

John Harcar (28:15.929)
Mm-hmm, yeah.

John Harcar (28:36.837)
huh.

Drew (Lead House 365) (28:39.532)
but also in learning and catering and speaking to that exact demographic that you’re looking to hit.

John Harcar (28:44.239)
or guys if you don’t like to do stuff like that you hire someone like Drew and let them do it for you. Well hey guys I truly appreciate you being on here man you guys dropped a lot of good stuff and I hope everybody that’s listening got a lot of good nuggets and took some good notes. If they want to get a hold of you guys they want to talk about maybe utilizing you for some of your services what’s the best way?

Drew (Lead House 365) (28:48.206)
Or you can hire someone, yep.

Craig (28:51.491)
Exactly.

Craig (29:07.046)
uh… yeah absolutely they can decide or website or our instagram it’s just a little three sixty five dot com uh… and at the house three sixty five

John Harcar (29:14.75)
Okay, cool. And any of the links and stuff that you’d sent to me, I’ll put in the show notes. So you guys all have a link to be able to get in touch with them and definitely take advantage of it if that’s something that you have interest in. I hope everyone had a good show today and look forward to seeing you guys on the next one. Cheers.

Craig (29:20.505)
Okay.

Craig (29:31.352)
Absolutely. All right. Thanks, John.

Drew (Lead House 365) (29:32.014)
We’ll see you guys.