Lead Conversion: Best Practices

Mike Hambright (00:00.802)
Hey everybody, welcome back to the show. Today I’m here with my good friend Jason from motivatedsellers.com. They’ve been sponsors of investor fuel for gosh, I think it’s probably been six or seven years now. It’s been a long time. And we’re going to be talking about like how to convert more of those leads. Like marketing is not generally getting cheaper. And so you want to make sure you’re monetizing every lead you possibly can. We’re going to talk about a number of things that we’ve seen that a lot of real estate investors do and don’t do. And if you’re not doing these things, hopefully this little wake up call for you here today.

I’ll give you a little shot in the arm of what you can be doing to monetize more of your leads and make more money ultimately. So Jason, good to see you, buddy.

Jason (00:35.537)
Hey, Mike, thanks. Good to see you too. Happy to be here.

Mike Hambright (00:37.55)
Yeah, yeah, in the beautiful studio there, man. So it’s awesome.

Jason (00:42.033)
yeah, this is beautiful. I came here just for your show, so I want to do it nicely.

Mike Hambright (00:43.854)
Yeah, well, thank you. Thank you so much. hey, before we jump into this, why don’t you tell us a little bit about your background and we’re gonna dive into all sorts of marketing stuff here today, but tell us a little bit about you and I guess a little bit about your background.

Jason (01:00.787)
So, you know, my background is actually in accounting as a CPA. Thank God I don’t do that anymore, recovered from that. But one of the things I learned is all the clients who had long-term wealth and family wealth is all from real estate. And that’s what got me, then I eventually got set up with motivated sellers and now I handle client services and business development. But the whole goal here is just to see people do well and it kind of made a really great mesh.

from accounting into the real estate area. And I flipped houses before. I owned a bunch of rental properties. So I’m very familiar with it. And I’ve done the accounting for some big stuff and some very small stuff. So I got to see some very finite details and really poke questions and learn a lot from that.

Mike Hambright (01:47.544)
Yeah, that’s great. have a new member in our mastermind that does bookkeeping for real estate investors and has a CPA background and has just a beast of a real estate investor. And at the last event, my wife and I are both finance folks. I don’t know if you knew that or not. We’re recovering finance folks, But we were just talking last night. She said that this guy made a very bold statement that accounting is the language of business.

Jason (02:06.61)
You

Mike Hambright (02:13.96)
And it’s very much true, right? And so I think those financial and accounting backgrounds are great for real estate investors and all entrepreneurs. If you don’t have it, you shouldn’t necessarily go get your CPA or anything like that. this is the language of business. So that’s a great background to have.

Jason (02:28.891)
Definitely don’t go for the CPA, but definitely learn from the CPA and learn how to read financial statements.

Mike Hambright (02:35.756)
Right. Yeah, absolutely. Absolutely. So, hey, when we want to talk about some things that you and I talked upfront about what we’re going to talk about here, you you guys run an agency, motivated sellers where you do PPL paper lead type stuff for investors. Obviously, we run investor machine, which is data and direct mail companies. So we care a lot about lead, Jen. And we talk about that. And and I think and I’ve heard it and I know you guys have heard it is.

Sometimes you have clients or customers that’ll use your service and they say, Hey, it’s not working. The marketing’s not working, but you and I both know that there’s a lot of real estate investors that don’t do a good job of follow-up. They don’t answer the phone live. They don’t monetize every possible lead they can. There’s a lot of things that can go wrong. And this show is not about scolding investors as to like how it’s not us. It’s you. That’s not the goal here.

It’s the how do you monetize more of those leads that you get and make sure that when you spend all that money, you’re essentially squeezing all the juice you can out of that fruit, right? So let’s kind of dive into, we’ll talk a little bit about what’s working now and what’s not working and some best practices. Well, let’s start with follow-up, just how important that is. I know as I say that, I know that everybody would shake their head yes and agree, but not everybody is doing kind of best practice type stuff.

Jason (03:48.198)
So.

Jason (03:56.187)
So I did a little preparation for this, right? I wanted to come here and I want to help people. I want to see people succeed. You know, same as you. We want to see people thrive. And I went through leads from last year. I went through, I took a week, me and one of the girls on our team. I went, I said, let’s go through every, I didn’t use any programs. You we just went through a prop stream. I said, let’s go through every single lead that we sent out and see if they actually sold within a year.

And we took the ones out that we credited for if they were listed or something beforehand. And what we ended up finding out is the ones that we sold that were good value leads, 27 % of them sold within one year, and another 28 % were listed and didn’t sell. And to me, what that told me right away is people want to sell. The advertising works, right? Google works in our case. In your case, your data works. We know a number of people are going to sell, and it’s accurate.

What we had to figure out then is, okay, well what happened? When did they sell? And I dug in a little deeper. What I found is that on average two thirds of them don’t sign a contract in the first 90 days, right? And it doesn’t close until after that, obviously. So follow-up, it just shows how important a follow-up is. In the first 90 days, okay, people are gonna, you’re gonna get a super motivated person, foreclosure in Texas, they have a month to do it or less.

You might have that probate where people just want to be done with it. Tired landlords where they’re just happy to get rid of it. But after that, all these other people still want to sell, you have to just follow up with it. And when you look at it, you say, okay, if they didn’t sell right away, sure, they want to retail. Everybody wants a retail price. But let reality hit them. Let the reality of their situation. Okay, yeah, your neighbor’s house sold for that price six months ago, but the market isn’t the same.

or they have new kitchens and bathrooms and you don’t. And that’s okay, but once all that things happen or you have a hole in your roof, you’re not gonna get an FHA buyer. And once all those things happen, if you’re following up, if you’re having those conversations, then you’re gonna be able to convert more. Another part of it is when you go through and you’re trying to get those conversions, are you making phone calls? So I went through a few investors who are pretty professional, a couple guys from Investor Fuel.

Jason (06:21.826)
And they have their systems and their processes down. It’s taking 30 plus calls and texts and emails to get a deal done. diving into that more, you have more text conversations, but those phone calls, hey, how’s everything going? Did you find a buyer for your house? What’s going on? you had it listed, but the listing expired and you didn’t sell. You wanna give it a try? You wanna work together? You wanna make an appointment? Let me come over there and speak to you. Let’s have a chat and.

Those phone calls go so far because the people remember, and obviously some of them are gonna sell quickly, a perfect house for retail will go in a good spot, but all those other ones, you’re just leaving it on the table. You’ve already paid for the marketing, regardless of where you got it from. Hopefully you get it from us, but it doesn’t matter. Follow up with the, either that house sells or you’re followed up until it does.

Mike Hambright (07:13.196)
Yeah, for sure. Yeah, I’ve talked about this a lot. mean, you and I are cut from the same cloth here of like, the money is in the follow up. And I think everybody knows that, but they don’t necessarily do the work to do that. Or if they do, they just try to automate a bunch of stuff and they’re not making those actual personal calls. And I think it’s a little bit of a lost art of people that, you know, anybody can use chat GPT and say, write me, you know, 600 text messages that I could send out for the rest of

this person’s life, right? But it’s those personal touch things, because I don’t know about you, I’m always like a student of the game. So I get hit with all sorts of texts every day. And I can pretty quickly distinguish like what feels like a personal text versus a canned one that they sent to like 6 million people, right? And so I think when you start to reference stuff that came up in a conversation, like I know you decided to list it or

I know you just decided to rent it out again. I just wanted to see how’s it going. Is this tenant better than the last one? Because then you can have conversations with people. And if you’ve done a good job of building up rapport with folks, then there’s a relationship there. You could kind of become this trusted advisor, right? And one of the other things that I say a lot about following up is we’re following up with distress sellers. You kind of just gave some context for.

when the lead came in versus when they sold. But a lot of the people that we’re dealing with have been distressed for years, if not decades. Like as a real estate investor, we’ve all bought houses from people that hadn’t updated the house in literally tens of years. Like it has shag cart from the seventies and nothing’s been updated and they’ve just been living in a distressed house for a long period of time. But as real estate investors, we get a lead and they’re like, we would just throw it away in like a week if they haven’t responded or haven’t sold it to us.

And, you know, I like to say where there’s smoke, there’s fire. Those leads will come back around. If they raised their hand just because you can’t reach them right now, it doesn’t mean they’re not going to sell. It just means they’re natural procrastinators. They’ve like procrastinated for years, if not decades at this point. So give them time. Like they’re going to come around. It’s just a matter of, did you stay involved? Do you keep tapping them on the shoulder to say that, Hey, we’re here. We’re here. We want to help you. We want to be your advisor. We want to be your consultants on this.

Mike Hambright (09:35.854)
to where you become that trusted advisor, or did you just do a wham bam thank you ma’am and move on and all of a sudden, somebody else swooped in and bought it out from under you just because you didn’t stay present?

Jason (09:49.102)
You’re completely right. It’s funny, you talk about those houses and I was with an investor recently, he brought me to see one of the houses that he’s gonna buy that he got from one of our leads and he’s showing me the stove. And I’m like, man, this stove has gotta be 1950s or 1960s. And the seller’s like, yeah, it’s original, but you know what? It still works better than anything you can buy today. There’s no computer technology in it, it’s just a basic stove, but.

Going back to it, yeah, it goes to the follow-up, it goes to these people have the problems. We think about, sometimes you mention people don’t answer. Well, yeah, if they have a problem, their house is the last thing they’re not gonna pay. So how much other debt do they have that they’re getting calls from debt collectors, bill collectors? So if you’re following up, if you’re a resource, hey, listen, I might not be the best person for you at that price that you want, but there’s a couple good realtors or…

Here’s a contractor who can make a few fixes for you so you can get that price you want. Or if you do it yourself, this is what I’d recommend. And some of those people are gonna take those advice and go and do their own thing and good luck to them. And some of them are gonna be like, you know what? It’s a lot harder than it looks like. In Florida, in some of the areas, we have lot of areas with septic tanks. And throughout the country, People say, I can fix it. I can unclog it. I can do this. You know what? That problem’s never gonna fix itself. Right?

it’s only gonna get worse. And when that gets worse, if your timing, if your follow-up is on it, all of a sudden that becomes a totally different conversation.

Mike Hambright (11:21.826)
Yeah, yeah, if you do a good job, and I found this just over the years, if you do a good job of following up, building rapport, building a relationship with people, when you follow up, they’re more likely, it’s just a matter of like, when does the straw break the camel’s back, right? Like they, and by the way, we don’t wish this on anybody. This is just the business that we work in and people, unfortunately, their problems usually get worse before they get better.

Uh, not always, but, uh, a lot of times. so the question is, is, you, are you hanging out with them to wait for that? For when the time is right for them. Right. And so. Yeah, that’s great. So follow-up is, is, is important and everybody knows that, but I would have you guys that are listening, do a little bit of an audit and say, are we like, are we like a plus on follow-up? And if not fix that, because unless your business is so flush with cash right now, and you can’t imagine doing more deals.

If your follow up game is off a little bit, why wouldn’t you go spend a couple days here and just make it absolutely bulletproof as to what your follow up is and make sure your team’s kind of executing that?

Jason (12:26.807)
You know, it’s so funny you say the audit, because when people talk, I’ll talk to people that say, the lead isn’t good, or it’s this or it’s that, and we’ll go through it, say, all right, show me the last 10 leads and we’ll look at it. You know, and now I’m saying, okay, fine, you know, I care about your information, but let’s look at the last year. How many of those properties sold? How many of those could you have purchased? Right? Obviously the ones that are full price, not going to work unless you’re an agent, whatever, but how many of them sold for a price close to what you offer?

but it took a lot longer and you kind of just gave up on them. And so it’s a whole new, it really opened my eyes recently.

Mike Hambright (13:02.274)
Yeah, yeah. So let’s talk a little about monetizing, you know, more retail leads. Like they’re not the traditional real estate investor deep buys, but it doesn’t mean you can’t make money doing them through creative techniques or even listing referrals or things like that. So I think we both agree, Jason, that you got to as a real estate investor. I mean, you’re an entrepreneur. You got to find ways to monetize leads every way you can. And it doesn’t mean it the way that I used to, I used to, I used to

think differently, Jason was like, I’ll move on to the next one. Like it’s a waste of time. Like, but now I’m like, the goal is not to become a brokerage or an agent. That’s like monetizing all these leads. If you don’t want to do that, if you, if you do, that’s fine. But it’s like, well, how can you at least, I kind of give the analogy of fishing, right? And so I don’t know you, if you ever been fishing, let’s say you’re like fishing with, with, you could be fishing in the ocean with live bait or you can be using worms or whatever.

Like whenever you like almost caught one and you’re reeling it back in, most fishermen in their mind are thinking, I hope they didn’t get my bait. Like you want to get your bait back, right? And so I give this analogy because I think marketing is the same way. It’s like, how do you get some of your bait back? You you didn’t catch it and it’s not exactly what you wanted, but is some of your worm left basically. And that’s how I, that’s how I see Legion is like, Hey, I didn’t buy the house, but I got a referral cause they really wanted retail.

and I got a couple thousand dollar referral fee out of it or a commission split or whatever so that I can at least get some of my bait back, which your bait is your marketing dollars, put it back in the kitty, back into marketing. So anyway, that’s my little thought.

Jason (14:41.974)
It’s so funny you mentioned, I know you’re a fisherman. I like to spear fish, I like to go in the ocean. And I feel like I dive in as a Christmas tree, right? I have my spear gun, I have a little net to catch tropical fish. I have a little lobster spear when lobsters are in season. So when I go down there, I have 60 or 90 minutes of air. I’m gonna get the most of it. So if I see sharks, my camera, I wanna take some beautiful pictures of the sharks. If I see a nice fish from my tank for my kids, I’m gonna catch it. We see a hog fish.

we’re chasing that thing and taking our shots at it, because those things are delicious. It’s the same thing with marketing, right? And when you’re getting these leads in, we have some investors who only do rentals, right? And they’re going to go through a lot, a lot of leads, and they don’t care, because they’re like, listen, I just want to buy a good rental and buy the BRRRR method, refinance it, repair it, whatever. And that works for them.

If you’re in a business and you’re doing day to day, and they factor in our cost into the purchase price and they’re getting a deal, so it works for them. But by and large, if you’re spending a lot of money and you’re putting it in, you might as well monetize it. you know, obviously we’re very targeted to wholesalers, right? But if you have an opportunity to keep a property, go for it. If you have an opportunity to flip it, maybe you can’t move the deal. Maybe it’s a lot of money. You want to

Get more, you can do it as a flip. Obviously more risk, more cash flow. Subject two, maybe there’s no equity, but it’s a good interest rate. Buy a subject two for the closing cost. There’s a lot of people who just wanna get away from the properties. And we’re seeing that now where a lot of interest rates are below 5 % and the interest rates now are a lot higher. And if the person needs to get out, you can get, even if you give them a little bit of cash to close, but now you’ve purchased a property without having to go through banks, without going through financing.

turn it into rental, you could wrap it on a note. So there’s a lot of different options. Novations, right? So in South Florida, super expensive, same as Long Island where I grew up on. There’s a lot of margin, even at 80, 82 % if you’re doing, if you’re novating the deal, right? You get a realtor involved to list it, you get a little smaller amount, but you’re getting permission to list it before you even close on it.

Jason (17:00.714)
And when you do that, you have the opportunity to take those deals where maybe the numbers don’t work for your primary focus, which is wholesaling, but you can do it in so many other ways. And I was just at a group the other day, yesterday, I think, and they were just talking about, anything you have sub two with a little bit money down, please send my way. And I was like, you talk to us and we’ll get you set up with the leads, but the opportunities are there.

Mike Hambright (17:25.922)
Yeah, and I think if you find ways to monetize deals in other ways and you calculate that, I talked a lot about ROAS, return on ad spend, so for every dollar you put into marketing, how many dollars do you get back? And what happens is there’s some people that actually are throwing away leads that they could monetize in other ways. And then what happens is if their return is not quite as high because they’re throwing away those other leads, then they throw away the whole channel. And they’re like, that doesn’t work. And it’s like, you’re getting some really deep buys there.

but maybe just not enough for you to be happy right now. And it’s like, well, what if you were doing a little bit better on follow-up that we talked about, we’re gonna talk about actually answering the phone live in just a moment here, and you’re monetizing some of these other leads, it might make that return on ad spin go from two or three X to like five or six X. And then it’s like your best marketing channel all of a sudden, right? And so sometimes you just need to do a few other things to kind of make the things that are working work better.

And I think that’s a big one is finding ways to monetize some of those leads that are close, but just not greater. There’s some of that you’ve spent the money on marketing, like why not monetize it one way or another? It doesn’t mean you have to become an agent or you have to be an active agent. That’s like listing properties for people. And if you already do that, that’s fine. But, you know, I actually, for like 15 years, I said, I will never be a realtor. I will never get licensed. have no interest in that.

Jason (18:45.242)
Yeah.

Mike Hambright (18:46.678)
And a few years ago I got licensed and I will, literally will never list a house. Even if I was going to sell my own house, I would not list it, but it checked the box for me to collect referrals and, and get kind of paid in other ways that I really had to be licensed to do and monetize, you know, those other leads or other opportunities. And so if that’s all it is, if it opens up new doors for you, it’s a good thing. And I think you got to do whatever you got to do in this market.

Jason (19:12.797)
absolutely. A lot of people are licensed, a lot aren’t, but if you are the referrals, if not, refer to an agent, have them split some of the marketing budget with you, and there’s ways to do that. team up, for sure.

Mike Hambright (19:25.23)
Yeah, for sure. What’s interesting these days is just because of the appreciation in the market that a lot of lists, if you were to do a full listing, if you split it, not quite as much, but a lot of agent commissions are knocking on the door of a traditional assignment or a wholesale fee. So it’s like, why not do some of those or have somebody on your team that can help kind of pull it off so you can essentially get more of your bait back.

Jason (19:53.179)
A couple of people we see, one of them, his deal with, he’s a licensed agent, but he says, listen, it’s 50-50. I’m going to give it to somebody in our brokerage and he’s going to get the paper signed for the listing and he’s probably never going to touch it again. And there’s another guy, his wife’s an agent. So she just lists everything that he doesn’t have. And that works for them. And you figure out what works for you, but it’s trying to, like you said, you want your ROAS to be, you want to get as high as you can given what you’ve spent.

Mike Hambright (20:23.022)
That’s right. That’s right. Yeah. So let’s talk about people that don’t answer the phone live. Like they either let it go to voicemail or they sent it to a call service. And there’s a few good call services out there. There’s a lot of terrible ones, but just that idea of, you know, again, kind of best practices on best practices really answer the phone live. And if you get an internet leave, internet lead, like call them back within seconds. Like it needs to be like fast, just like I’ve said this for

Jason (20:42.952)
This,

Mike Hambright (20:51.246)
15, 16, 17 years, like if you get an internet lead and it pops up and you get a text or some sort of alert, like pretend like it’s your phone ringing, like call them like right now because if you don’t, they’re on to the next one, on to the next one. Let’s talk about kind of best practices of responding and or answering the phone live.

Jason (21:08.424)
All right, so this one drives me crazy, all right? Answer your damn phone, right? For us, you I remember when I started with Motivated Sellers and the phone would ring and sometimes somebody would answer, I’d be like, what are you doing? The phone’s ringing. Get it, you have to answer it. I don’t want somebody offshore answering it. I don’t want the next available representative automated message answering it. Answer it with a real person. With us, know, Sarah or I will answer it. If not, you know, Joseph, if not the other Joseph, if not David, you know.

We have a whole group of people that are ready to answer that phone. somebody’s going to answer it, you know, and I’ll tell you sometimes I answer the phone. I remember I was picking up my daughter from the bus stop. She’s in kindergarten and the phone rang. I answered it. I’m like, Hey, listen, give me five minutes. Let me walk my daughter home, give her a drink and I’ll call you right back. but just bear with me. This is bus stop time. It’s super important to have that conversation. And I knew the client, so it’s no big deal calling back. If it’s a seller lead and that’s me, I’d be holding my daughter’s hand walking home.

and I’d be having that conversation. Super important to answer it, to have that conversation. Obviously there’s a lot of texting now. You mentioned chat, GPT, there’s emails, but having that personal touch, letting somebody know how you feel. So for me, it might be like, hey, you know what? I completely disagree with you, but I understand your point and I’ll give you the benefit of the doubt. People appreciate that. Or you know what? Tell them, hey, listen, I want you to be successful.

Here’s my tip for you to be successful. When they see that you care on the phone, it’s obviously in person better than that. But you know, for us, we’re talking to a lot of people, we get a lot of calls every day, a lot of investors. We want to have those conversations. We want to answer it. And it might be, hey, follow up with an email, but it’s you have, you have to have that conversation. You have to talk to a person. We really pride ourselves on that. And you know, every business I’ve been a part of, I always say you have to, you have to have that personal touch, you know, and.

Mike Hambright (23:05.591)
Yeah, I think the very best leads, the most motivated sellers and leads that you could get have probably been delaying that moment of picking up the phone or filling out a form online for years and years. And the time has come and they finally reached out to you and you don’t answer live. Like they already, it’s almost like have you ever gone to a store and you’re like, I’m thinking about buying this thing.

and then you get there and the shelf is empty and you’re like, I wanted this so bad. Right. And then all of a sudden you found one, you’re like a hundred percent going to buy it. You might’ve walked in like, I’m not really sure. But then when, when there was no, when there was like scarcity, like you’re ready to go. And so what happens is if the most motivated seller in the world tries to reach out to you and you don’t answer your phone, now they want it even worse. And so now they’re calling the next person, the next person, the next person. They get ravenous to like,

somebody is going to talk to me about buying my house, right? And so that’s exactly what happens is they just are gonna go on to the next one, to the next one, on to the next one. And you’ve gotten them at a time where they’re ready to go and you don’t answer, that is a problem. So that’s why you need to always respond like immediately.

Jason (24:17.603)
That’s it. know, with our leads, we send them in real time, right? And I remember one of the guys I was talking to goes, yeah, I keep it on Sunday so my guys can make calls on Monday morning. They have some leads to call when they get in. And I’m just like shaking my head. like, what are you doing? No, no. You know, if you don’t want the leads on Sunday, don’t take them. But if you do, you know, do it doctors. Have a shift every six or seven weeks where somebody’s got to have the pager or whatever. But you got to be on them. Those people …

Mike Hambright (24:44.494)
That’s right.

Jason (24:46.98)
if they’re filling out the form because they want to talk now, they want to have that conversation, they have an issue, right? You need to have that initial conversation immediately. And it might be like, hey, let’s have an appointment later this week. But when I hear that, I just want to pull my hair out, you know? It’s just, what are you thinking?

Mike Hambright (25:03.502)
Don’t save it for later. That’s not a good thing. Yeah. Hey, let’s talk about one of the things that you brought up, which I’ve thought about before, but I hadn’t really thought about it recently, is just checking your phone numbers. if you, know, if somebody’s inbound calling you, but if you get an internet lead and you’re calling them, like what does your caller ID show up? Does it show up as suspected spam or whatever? Kind of talk about some best practices there.

Jason (25:06.522)
Yeah, definitely not.

Jason (25:27.013)
All right, so Mike, you know me, I’m a little bit lazy sometimes, right? If I pick up the phone and I call… No, no, listen, super driven but super lazy in some ways, right? So if I pick up the phone and I’m gonna call you, I wanna talk to you, right? And I think about it the same way. So the same way with us, with these investors. If you’re gonna call somebody, you know, and all of us now, you get all these spam likely calls all day long, right?

Mike Hambright (25:31.374)
I wouldn’t have said that. You write it yourself.

Jason (25:56.678)
If you’re going to call somebody, you want to talk to them and you need to test your phones. You got to make sure it works. Don’t call your wife. Don’t call your girlfriend. Don’t call your kids who have your number, your parents, call people from your work number who don’t have that number. See if they answer. If they don’t answer, find out why. See, did it come up with spam? Call different phones. Check it out. About every week you should be doing that. Cause once that number comes up as spam, people don’t answer. That’s it. Then all of a sudden you’re,

Your conversion rates go way down, not because of the leads, not because of your talent, but because of the phone number. Right. And I have investors who will say, you know, phones don’t answer. And I say, well, the only reason why I answer the phone is because you call the business line, but it says spam for me. So I can imagine what it says for everybody else. You know, and super important, go through, do an audit, do a check once a week, call a cell phone number. Don’t save the number, obviously.

Mike Hambright (26:43.118)
Yeah.

Jason (26:52.517)
and see what it comes up as. If it comes up as spam, that’s an issue. There’s a bunch of companies out there. We use one of them. I don’t remember the name of it off the top of my head, but make sure that the numbers are work. Register with the carriers, basic stuff, but make sure that you’re able to talk to the person and they see the number or they see the person that’s calling.

Mike Hambright (27:14.37)
Yeah, yeah. And inside of your CRM, there’s so many, it’s so easy to replace numbers these days that like you got to be checking that stuff. Yeah. Probably along those lines, like don’t be outbound calling new leads that come in with the same number that you have somebody doing 10,000 dials a week, like outbound cold calling on, because those are probably marked as spam and don’t have that be your kind of main line for sure.

Jason (27:22.072)
Yeah, I to know.

Jason (27:37.516)
Yeah, yeah, split it up for sure.

Mike Hambright (27:40.521)
Yeah, Jason, so talk a little bit about the different ways that folks can kind of generate leads online these days. It’s just kind of the options just kind of keep growing, but talk about that a bit.

Jason (27:49.764)
So we’re really big on the Google platform, right? So Google, it has a pay-per-click, organic search, there’s a thing called DemandGen, which is basically some leads you can see on different pages, and YouTube, YouTube TV. So we go through all of them. then we do a very small percentage of TikTok and Facebook. I think it was 4 % when I checked, plus or minus. And TikTok, Facebook, and phone calls was 4%. What I found is all of them work to some degree.

Right? The pay-per-click was phenomenal. It’s more expensive. The YouTube worked really well. The demand gen worked really well. We saw, doesn’t matter which campaign it came from, and some work better than others, but people were selling on every single one of them. None of them was under 10%. Right? So if you’re telling somebody one out of five leads, one out of four leads, one out of six leads is gonna sell within a year, it’s yours to get it, you know, would you do it? So to me,

Obviously pay-per-click is the best, but it’s most expensive. But to me, I would use a full spectrum of the marketing, specifically on the Google platform, and go for those leads. If I’m an investor, and what I see from our big investors is they have a marketing budget. So I’m going to call it $4,000 a month as a round number. And what I see a lot of the successful ones do is they split it up into three parts.

So a thousand for us, a thousand for Investor Machine, a thousand for cold call and texting, whatever else, doesn’t matter. Then that other, that last quarter is their discretionary. So whatever’s working, whatever they’re feeling, either their KPIs or their heart, whatever tells them to go, they put that extra quarter in. But you’re never gonna stop the other ones, because they all work, they’re all proven, we know that they work, but it’s just a matter of you monetizing and then putting that extra discretionary part towards whatever’s working best at that time.

Mike Hambright (29:46.562)
Yeah, that’s great. Jason, you guys obviously do lead gen and motivated sellers for a lot of real estate investors. If folks want to connect with you, learn more about motivated sellers, like share some links here where folks can go and learn more.

Jason (29:59.044)
Okay, so motivatedsellers.com right behind me. I’m assured as well. You can email me at jason at motivatedsellers.com. That’s probably the easiest way. Call us up. We’re happy to talk to you during normal business hours, 305-771-1557. I’ll send you some links as well, Mike, but reach out to us. Feel free, send me an email. Send us a text to that number. We’re happy to connect. We’re happy to talk to everybody.

Mike Hambright (30:29.9)
Awesome. Yeah, you guys have been a part of our community for a long time and appreciate.

Jason (30:32.739)
Yeah, yeah. just found my first investor fuel shirt from 2019 from Nashville.

Mike Hambright (30:38.766)
Yeah, does this still fit?

Jason (30:41.659)
yeah, but I got a medium, so I’m okay.

Mike Hambright (30:43.918)
All right. Would you mind while I’ve got you here, you guys have been a part of Investor Fuel for, like you just said, at least six plus years. So would you mind just sharing a brief testimonial of your experience with Investor Fuel?

Jason (30:56.77)
So, okay, I’m super partial to Investor Field. I love it. The first time I went, I knew relatively nothing. Everybody was super friendly. I’m still having drinks with some of the same people now at your event that I did back when we were there. I love that people share. Everybody just wants to give, you know? It was crazy. I’ve never seen something like that. Not in the accounting space, not in digital marketing.

When you go to investor fuel, people just want to share. want to help. want to, they want to give. And sometimes it’s personal. Sometimes it’s about business, but they just want to help and see everybody do well. and the one other thing that is super important is they hold people accountable. You know, the last event I was at, the guy was complaining, somebody was on, on, doing their, their part, going over their business. And one of the guys said, Hey man, we did this problem already. Like you’re doing the same thing over and over again. Like, I don’t want to hear this anymore. I want new problems.

You need to fix this. And it was super refreshing, because it’s not just like, you’re doing good. Let me pat you on the back. everything’s OK. It’s, hey, man, we can’t. We’re invested in you. We want to see you do well, and we expect you to do well. And we’re going to do everything that we can to help you get there. So Investor Fuel is one of my favorite masterminds. Super happy to be a part of it. Super grateful to meet everybody there. And we’re not going anywhere. So much appreciated.

Mike Hambright (32:22.734)
Awesome. I appreciate that. guys, if you’re not working with motivated sellers, you should definitely check these guys out. We’re to put some links down below for you how to connect with them. so hope you got some good value for the day. By the way, some of the things we went over, just a little bit of a recap is make sure you’re monetizing all of your leads. The marketing is generally not the problem. It could be, like not every channel works the same, but there are ways to fix that. And so I’d encourage you to make sure that you don’t

throw out channels too early, like make sure that you give them time because a lot of sellers come back around. Ultimately, I always kind of say you shouldn’t spend any money marketing on a channel unless you’re committed to for at least six months because those leads come back around. The money’s in the follow up, right? So we talked about making sure your follow up is an A plus. Look at your game. If you’re not following up forever and including some level of emails, text messages and actual phone calls, like actually calling them to check in.

then you’re not gonna get an A plus, maybe you got a B minus. So make sure that you get those things optimized, squeeze everything you can, make sure you’re following up forever, make sure you find a way to monetize those leads that are not necessarily super deep buys, but you can still get some of your bait back, and then make sure your answer on the phone live or responding immediately, because by the time a real motivated seller gets to reach out to you, they’re generally serious, right? There’s always tire kickers, but the very best leads,

have waited a long time to build up the courage to pick up that phone and or fill out a form online. Make sure that you don’t miss out on that opportunity. So Jason, thanks for joining us today, buddy. Good to see you. Yeah, everybody. Hope you enjoyed today’s show. Go out there and get them. Appreciate you a bunch. See you in the next show. Take care.

Jason (33:58.23)
Thanks for having me. Good to see you, Mike.