Transform Your Business Journey: The Ultimate Real Estate CRM Guide

John Harcar (00:01.554)
All right. Hey, guys. Welcome back to our show. I’m here today with Nelson Morris. And guys, besides talking about his journey in business and in real estate, we’re going to kind of touch on his new tool. It’s a paper lead software, SAS, or SAS, I guess you call it. I looked at it. It looks really awesome. I’m really excited to learn more. But remember, guys, here at Investor Fuel, we help real estate investors, service providers,

I mean, all real estate entrepreneurs, two to five X their business. We do that because we provide the tools and resources to grow the business they want to grow, which in turn helps us, helps them live the life that they want to live. so man, Nelson, welcome to our show.

Nelson Morris (00:42.05)
Thank you for having me. Thank you for having me. Thank you, man. Just very humble to be here with you guys and can’t wait to get to know you and everything you guys are doing as well.

John Harcar (00:50.26)
Sweet man. I appreciate you coming on here, spending some time. Like I said, I looked at your site. It looks really cool. But before we talk about all that, tell us about your journey, man. How did you get into business? How did you get into real estate? You know, what brought you to today?

Nelson Morris (01:04.514)
Yeah, man, I love telling my story. So, and I was just doing something on like, LinkedIn the other day, I was going to make a post to finally, you know, get out there. But so I started in, HR and, recruiting. So I was doing HR and recruiting for many, many years. And then, my last two stops are, I was at Lowe’s as a talent acquisition partner. had 16 stores. I was hiring everything from store managers on down. So

I was responsible for keeping the stores going and I love that role. I love Lowe’s. I’m always going to support Lowe’s even if I’m not there anymore. So that’s my company. And so then while I was, I can’t go to the orange box. That’s what we used to call it there. I don’t go to the orange box, man. Even years later, I’m not with them, but I still shop at Lowe’s and so great company. Always allowed me to purchase my first home and then grow from there. So I never anything negative about Lowe’s.

John Harcar (01:38.686)
So you don’t go to Home Depot.

Nelson Morris (01:57.518)
So yeah, I was there and then when I was on my way out I had we were buying our second house and It was just like our know we’re buying our first house and it was just kind of like a mess man It was just like I I didn’t know how much I needed to bring to the closing table I just didn’t have any answers that I felt I needed when I was going through the buying process if you’ve ever bought a new house Especially maybe a new build. It’s like one of the most frustrating things you can go through

And so, we bought that house. We ended up not getting that house. We moved to another one. And so while I was at Lowe’s, we were going to go buy a second house. And I was just like, man, I do not want to do that again. and I eventually got into doing that again. Right. And so, that’s what that frustration led me to talking to my agent. And I went to look at this house. I talked to the guy. He goes, well, I’m actually representing the buyer of this home. can’t do like a dual agency, which I didn’t know what that was at the time. So he’s like, I’ll get you another agent. Well, that agent was like,

you know, hey man, I know you had these frustrations. I heard about it. Look into, you know, why this is happening. These are the things. And he’s like, you know, you’re really interested in real estate. Cause I had been talking to him. You should look into wholesaling. He’s like, you could make like two to $3,000 if you, know, if you do a deal and you whatever. And at the time I was like, dude, an extra $3,000 a month. got to crack. I got to crack that code. Yeah. So

John Harcar (03:17.543)
Yeah, right?

Nelson Morris (03:19.53)
in buying this home, he put me onto that and I just, I never forget it was, Max Maxwell, Jerry Norton, and like Antoine Campbell and just a couple of people that were really going at that time. And I just started looking at their videos and it clicked to me because in recruiting, I get on, I call, I cold call people all day and I asked them, Hey, why are you at this company? Would you like to come to our company? What has you interested in looking for an offer? Tell me a little bit about what you do there. Blah, blah, blah.

John Harcar (03:29.29)
Mm-hmm.

Nelson Morris (03:48.334)
I literally switched that conversation from job to home and I was already up and running. I already knew what I needed to do. And I called my boys and I told them, Hey, I’m going to do this real estate thing. Y’all want to hop on. So they hopped on for a little while and then they fell off as they should. And it took me three months to get my first wholesale deal. was $75,000 and

John Harcar (04:02.196)
Sure.

Nelson Morris (04:11.63)
I always tell everybody at 75 when I got to the closing table, she owed like eight and back taxes. And what was I going to do? Not pay it. Right. So I ended up walking away with my first deal, like 67 grand. And that kickstarted my, my wholesaling career. And from there, um, obviously the first three months wasn’t good enough to make me a professional. So I did that deal and then it would be another, I don’t know, three or four months before I did my next deal. But then I finally got the ball rolling. eventually left Lowe’s and I just started, um, wholesaling and

and flipping homes and I got head over heels into a buying rentals and everything. And I did that for the next year. Um, I did make a pit stop at Google because when I was on a family vacation, they had reached out about an opportunity. So I worked at Google for about a year and then I, um, they were like, you know, you got to move to Austin or do this and that. And my, my father was ill and passing away at the time. So I just walked away from that and I went head back into, um, real estate and that was probably the end of 2022. And I’ve been doing it full time since then.

John Harcar (05:06.858)
you

Nelson Morris (05:09.95)
I love it and yeah, that’s my journey through wholesaling and that’s my story and I’m sticking to it.

John Harcar (05:15.022)
I love it. I love it. You took a lot of my thunder questions away. Thank you for that. No, it’s okay. It’s okay. So no, one question I always like to ask is you said you went into HR first, like back in the day, you know, as you were growing up, I mean, were you around any real estate agents? Was anybody in your family in real estate? I mean, was there any seeds planted back then, you know, that might have spawned and grew the real estate interest later on?

Nelson Morris (05:19.384)
Sorry, sorry.

Nelson Morris (05:39.7)
No, you know, I think I’ve always been an entrepreneur, right? So I used to be really heavy into music. So I had a music studio, I recorded people, I produced, I engineered, and I had did that for probably 12, 13 years. So that used to be what paid all my bills. And then I, during, during doing that, I rented out venues and put on shows. had clothes that we would design and sell. I used to have a watch subscription company that I started because I love watches. So I think I’ve always been an entrepreneur at heart.

And I always wanted to understand the bigger thing that was real estate, but my brother was in recruiting and I saw him making a life for himself. So I thought, Hey, you know, I’ll follow that path. And then when I saw this real estate, like I said, that light bulb went off, like I’m already having this conversation. Like I can figure this out. saw the, I saw it and yeah, I just stuck with it.

John Harcar (06:30.81)
And you mentioned the conversation piece, this is second time you mentioned it. And it’s huge when you’re getting in, you’re talking to homeowners. So what do you think were maybe some of the best attributes that you took from when you were calling that to calling this now? What are some of the main things that made it such an easy transition?

Nelson Morris (06:48.546)
Yeah, because I’m not nervous to be on the phone with you. And honestly, my dad, when I grew up, he played chess a lot, right? So chess is about being two to three steps ahead of the other person. When you’re in recruiting and I cold call you and you’re the, I don’t know, director of this or the manager of this or whatever that I can’t go in there and like, just not know anything. I’ve got to be able to think three steps ahead. You know, like when I ask you, why are you looking to leave this company or why are you even talking to me? I’ve already got to know it’s either.

They don’t like the pay. They’re too far away from home or whatever the case is. Right. And so being able to anticipate those and being able to know soon as he tells me this, I know where I need to go from here and jump from here. It’s the same thing. I found out that was the same conversation when I was having a real estate. As soon as they tell me, I want to sell this home, but you know, I owe too much on the mortgage. All right. That light bulb went off. So I know I need to be here or I want to sell this home because we’re going into pre foreclosure, but the sale is over tomorrow and there’s nothing I can do. All right. No, there is something, you know, so

Being able to think like that and work quickly, think from recruiting and talking to people. And also when I’m talking to guys who are making two or 300,000 at the time, you’re making 50, 60 grand, you’re thinking this guy eat my lunch or whatever, right? So the intimidation factor was already gone for me because I had already been doing it for so long.

John Harcar (07:58.26)
Yeah.

John Harcar (08:03.252)
So it sounds kind of like, and this is how most salesmen have it, is that objection tree in your head, right? It’s like, know, you do it long enough, you know, like, there’s only a couple of ways there’s going to be answers. That’s going to go here, that’s going go here, that’s going to… So you have better control of it. So when you started wholesaling, I mean, where did you learn? Did you seek a mentor? Did you YouTube you? I know you mentioned, know, Jerry Norton. I know you mentioned Antoine Campbell, Max Maxwell, great, you know, operators.

Did you just kind of buy their courses?

Nelson Morris (08:34.498)
I, you know what? I, and this is not a knock on anybody. didn’t buy anybody’s course. I went to YouTube university in my bedroom for the three months that I was looking for the deal. actually went to YouTube university, I think for two days. And that second day I was calling real estate agents already. Cause of course, back then Norton was all about on market and working that.

John Harcar (08:50.825)
Yeah.

John Harcar (08:55.146)
Mm-hmm.

Nelson Morris (08:55.734)
So I was calling real estate agents that second day and I was already getting people, know, I was BSing of course, but I was already having conversations like I was a mover and a shaker. And I thought, you know, I’m a real believer in just fell forward. So I felt like if I’m already doing okay on the phone where they’re giving me 10 minutes of their time, there’s no way in three months that I’m gonna be worse than I am today. So that’s the kind of mind state that I went into it with.

John Harcar (09:18.698)
Well, and that’s the kind of mindset a lot of people don’t have it’s like they think they need to know everything they spend not two days 200 days on YouTube you and they before they make that first call So you made that first call so as you start a wholesaler you start doing more What were some of the struggles right? What were some of the things that you’re like, man? I you know, this is just difficult

Nelson Morris (09:26.445)
Yeah.

Nelson Morris (09:41.922)
You know what? think the biggest thing that’s difficult and it will always continue to be difficult, whether you’re new, older or young, old, whatever you want to call it, is having a CRM process to follow up with everything. So obviously this is something that I knew about coming with HR and recruiting, but HR and recruiting, right? The company’s paying for all of this. The company’s paying for my CRM. The company’s paying for us to run ads. They’re paying for the phone line. They’re paying for everything. So.

All of that is like, you know, if I call somebody and I want to follow up with them cause it looks good. I don’t really think of it from a business standpoint. Once you, once I got in the game, I thought, man, you know, I’m not really following up with the leads as heavy as I should, but I’m noticing the dialer costs me 150 and the CRM that I’m using is a hundred bucks and this and that. And so I think the struggle today and even now is just having a great process to flow leads through.

to make sure that you’re following up with everybody. Cause honestly, the most money I’ve made is always going to be in the followup. So that’s something that was a struggle at the beginning and it’s still a struggle if you’re getting 800, 600 leads in every month.

John Harcar (10:45.568)
yeah. mean, they have fortunes in the follow-up, right? And nowadays with the advancements of the AI and all the automation and all that, I mean, a lot of these CRMs make it kind of like a no-brainer. You plug and play, right? It’s already in there. You just plug it in. So that’s awesome. So what is your business? We’re going to talk about your CRM here in a minute. I mean, your company here in a minute, but what does your business look like? Is it just you? Do have a team? How many deals are you doing?

Nelson Morris (10:53.635)
Yeah.

Yeah.

Nelson Morris (11:11.736)
So yeah, you know what I did was, and I, I thought being ethically, launched my company newly now a year ago, I stopped doing deals. So I thought I don’t want to be doing deals with these leads because if I’m doing deals and I’m showing huds, people are going to be like, well, what are you giving me? The leftover leads, the bad. So I didn’t want to have that, that marker on my back. So right now my company is me a partner. And then I’ve got a team around us that is helping us execute everything from developers, just VA’s and things like that.

John Harcar (11:26.952)
Yeah, right, true.

Nelson Morris (11:39.916)
So that’s what the company looks like now. Now we do still like this week, last week, a guy asked me, Hey dude, I’ve got this deal that, one of my plumbers is calling for a rental property. Sorry. I can’t take it. I, I posted a deal and pace more reserve cause a guide I know is like looking to help move a deal and I just want to help them out. So if I come up with things like that, I’ll do it, but I’m not really doing any deals right now. I’m JVN with other people, giving them leads, letting them do what they do and kind of showing what our company can do.

John Harcar (12:07.358)
Got it, I love that. So let’s talk about your company newly. I was on it, it looks pretty cool. Give the rundown.

Nelson Morris (12:15.18)
Yeah, so I try to do keep it simple, stupid kiss method. I want you to sign in. You’ll see you have premium leads. Those leads are, can be downloaded up to three times each, or they stay on our site for 30 days so that we’re always giving you a fresh batch of leads. We upload anywhere from 20 to 50 a day, just depending on our customer base at the time and the, we have. And so we upload it. Our goal is to take away all of the difficulties for you to start wholesale. And so you don’t have to skip trace a list. You don’t have to pull a list. You don’t have to

hire a VA, you don’t have to get a dialer. We’ve already done everything for you. We’re running ads and we’re getting cold collars on there, bringing us leads. So the literal only thing you have to do. Yeah, yeah.

John Harcar (12:53.066)
Okay. I wanted to ask that, how are you generating these things? I apologize for cutting you off.

Nelson Morris (13:00.33)
No, no, no, man. Yeah. So we’re running ads, Metta, and then we’re also doing a ton of cold calling and even what comes in through Metta, we’re trying to call and verify that. So we want you to have the best opportunity to talk to people right away. Right. So I, I know the struggle maybe that we do have is that we don’t pinpoint locations. Right. So if you say, Hey, I just want leads in Texas. Well, we can’t do that for 200 bucks a month because nobody can. So we, it’s true, right? we can get you $200 a lead or something, but

John Harcar (13:24.106)
That’s true.

Nelson Morris (13:29.27)
So our goal is to upload nationwide every day, allow you to get on the phone and get in front of sellers who have shown us motivation. And so that’s what we do. We do have an exclusive lead section in there. So if you want to talk to people who raise their hand only from our ads and say, Hey, we need help. Then we do have that on there for you for only a hundred bucks. So our goal is to get you in front of sellers today as fast as we can. So you can start doing deals and we’ve had a lot of success with that.

John Harcar (13:51.754)
Wait, did you say $100 lead? That’s it?

Nelson Morris (13:56.782)
$100 for an exclusive leads and guess what we give you your first month of your 25 leads premium leads for only a hundred bucks So that’s 25 leads for a hundred bucks and as long as you’re a subscriber with us if you come to me and you say hey Nelson I signed up and you know five of these guys told me to go eat kick dirt or whatever the case is I put the leads back in your account so I Try to help people who are new and people that don’t understand if you go hire a VA

John Harcar (14:16.754)
Okay.

Nelson Morris (14:23.406)
and you go do all of the things, list pool, get a dialer, do all those things, which are great. That’s going to cost you 12 to $1,500 to get that going, to get the right list in the VA. Then you’re going to hire that VA. They’re probably in one month’s time, they may come back to you with 40 leads. Say that out of those 40 leads, you’re probably going to get on the phone and talk to 15 of them. And out of the 15, maybe three people have some general interest in selling, right?

and that costs you $1,500 a month. We’ve already done all that for you.

John Harcar (14:55.422)
Yeah, OK. So how are you like, how is your qualification on the cold callers? Right. So like usually, you know, with my callers, I would say, hey, you know, they we want to make sure they have at least two of the four pillars. Right. The price, motivation, timeline, condition, you know, obviously motivation and timeline are the two I really want to get. But like, is there any qualification to where you say this is a this is a lead if it meets this?

Nelson Morris (15:18.638)
Yeah, so we want to at least, like you said, get a few of those pillars, right? We’re never, we can’t get price. And I’ve learned with this business, we don’t want to aim for price, right? Because I’ve quickly learned if I tell you that the home owner said that they want a hundred grand. And then when you talk to them, they were actually wanted 101,000. I would like to get a lead credit. So what we quickly learned is our goal is to, our pillars are motivation, timeline, and really motivation is the one we stick on, right? So we don’t want to give you.

John Harcar (15:39.082)
and

John Harcar (15:46.548)
Yeah, that’s a huge one.

Nelson Morris (15:47.788)
We don’t want to give you people who are just going to say F you, right? Now, what I tell you, people want, you know, only 10 grand under the home asking price or just 20 or whatever. Yeah. Well, every deal is not a wholesale deal. So you’re to have to learn novation, work with realtors in the area. You’ve got to learn how to skin a cat, but we’re not going to give you properties that are on market and we’re going to replace properties that say F you.

So we try to make sure that we give you that motivation. But yeah, I quickly learned when I went do this, we were telling them that it’s a hundred grand, that it’s vacant and they want to sell on Thursday. And they’re like, no, it’s 101,000. It’s vacant only tomorrow. And they want to sell on Wednesday, not Thursday. I need a credit back. And I was like, all right, I got it. We got to fix a couple of things here.

John Harcar (16:15.338)
Well

John Harcar (16:27.434)
And price should never be, in my opinion, a qualifier. I mean, if they’re outrageous, yeah, I want a million bucks. Well, obviously, yeah. But then that just means you need to dig more. You need to that onion a little bit more. So just to kind of make it clear, so you can sign up and pull the premiums up to 25 or 40, I think is what the number is. And then after that, you would just buy the leads. Or how does that all work if you want to get like 100 leads a month?

Nelson Morris (16:33.964)
Yeah, of course.

Nelson Morris (16:54.51)
Yeah, so if you want to get anything over 40, you reach out to us and we’ll put something custom together for you so that you can have the need met for your business. And then if you want to go beyond that, right, then we can get you an ad campaign going and we can just run your ads for you and manage that. we try to make sure, no, I was going say, we just try to make sure that we can touch every part of your business and incorporate ourselves to make sure you get what you need.

John Harcar (16:58.922)
Okay, okay, cool.

John Harcar (17:10.15)
Endings. I’m sorry, go ahead.

John Harcar (17:18.57)
Okay, and then the exclusive ones, you can just buy membership or not.

Nelson Morris (17:22.638)
You don’t have to have a membership. can just go on the website, say, Hey, there’s something in Houston, California, wherever I want to buy it. Boom. It’s yours. You get it. Go home with

John Harcar (17:30.442)
So you had a wholesale flip business. mean, I know you went back. You had things going. Where did you see or why did you see that strong need to halt all that and build this?

Nelson Morris (17:43.426)
because when I was doing it, I was kind of doing everything myself, which we all do once we get in this business. And what I was doing was I was doing PPC. So I would spend 10, 15 grand on PPC for the month, right? And every single lead in that thing matters. Every single lead that comes in when you’re spinning at that price point, it’s your baby. And what would happen was I was still, I’m still, you know, not perfect at all. So I thought to myself, man, I got this lead in this area that’s great.

but I just don’t know. Um, it’s not for me. I can’t do anything with it, but I don’t have the time to go find the right person who can do something with it because I’m working on two other deals that are 300 deals under a contract and they’re, I’m in three different States at once. We’re doing walks. You know how it goes. So I thought to myself, Hey, there’s gotta be somebody out here who could use that lead. Like there’s gotta be a place where I could run that lead where somebody would be useful too. And then also I would find myself, I spend 15 grand and then maybe I make 30 or 40 the next month.

John Harcar (18:26.078)
Mm-hmm. Yep, yep.

Nelson Morris (18:41.802)
or two months later when everything closes, but I still got to keep paying the next 15 grand for those next leads. So I quickly, I thought to myself, there’s gotta be out there, someone out there that’s just like me, who’s like, dang, I’m making all this money, like it, know, deals don’t close every 30 days. It’s not the way it goes. So I wanted to provide a solution to the person who’s just constantly feeding their budget, running their business, doing everything on their own. And I thought, well, these are the same leads that I’m getting. I want to build a platform that we can assist. So that’s why I did it because I thought to me,

This would be a longer play for me and it would provide some value to everybody where I could really grow and scale this. I love wholesale and I’m always gonna be a part of it, but I just thought, I saw this vision, I had it for a couple years before we launched and I said, F it, let’s go all in.

John Harcar (19:28.318)
I love it. I love it. What do you, you know, over your years of growth and experience and whatnot, what do you attribute your keys to success, whether it’s business or life?

Nelson Morris (19:37.224)
felling forward, just starting, just doing it. You know, I always tell people like that know me. If I tell you, I’m going to do something, there’s a certain way when I tell you, I’m going to do it, then you know, it’s going to happen. And so I told, you know, a few people, Hey, I’m going to do this. And so, that’s, that’s what happens when I told you I was going to wholesale. I was going to wholesale. did that when I told you was going to flip. We flipped. did that. When I sat down and buy some Reynolds, we did it. We did it. If I say, I’m going to start a lead company, I did it. We’re doing it. So that’s, think just taking action.

John Harcar (20:05.204)
Love it. Taking it. And that’s you. mean, it sounds so simple to so many people, but it really is. It really is that simple. Well, man, Nelson, I appreciate you coming on here and sharing all this. I think your system is awesome. I’m probably going to get in touch, and I’ll probably will use it to get some leads and try it out. Guys, if you want to reach out to Nelson, please. Nelson, how do they get in touch with you if they want to use your system?

Nelson Morris (20:11.304)
Yeah, it’s difficult sometimes.

Nelson Morris (20:25.282)
Love it, man.

Nelson Morris (20:31.244)
Yeah. So reach out to me newly underscore on Instagram is the best way to reach out to me. I recently got hacked, so I’m starting over fresh. I’ll see every DM now. but that’s the best place to, or if you want to email me, it’s hello at newly.com. You can reach me at those two places. I’m always available to answer any questions. and if you sign up and if you do want to sign up and you say that you came from the podcast today, then we’ll make sure that we give you a freebie in there as well.

John Harcar (20:58.084)
Awesome guys. There you go. Take advantage of it get in get in before it gets popular Or more popular Nelson. Thank you again, man. I would truly enjoyed this conversation. It was really awesome guys reach out to Nelson Hope you guys enjoyed this show and we’ll see you on the next one. Cheers

Nelson Morris (21:16.142)
Thank you.