How Rachel & Dalton Generate Off-Market Deals in Indiana Without Big Ad Spend

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Show Summary

Rachel and Dalton share their journey from mastering free advertising to teaching others how to succeed in online business. They discuss the rapid creation of a course after a podcast appearance, highlighting the importance of seizing opportunities and taking action in entrepreneurship.

Resources and Links from this show:

• • • Investor Fuel Real Estate Mastermind
    • Investor Machine Real Estate Lead Generation
    • Mike on Facebook
    • Mike on Instagram
    • Mike on LinkedIn
    • Rachel and Dalton Smith’s Website
    • Rachel and Dalton Smith on Facebook
    • Rachel and Dalton Smith’s Phone Number: (406) 660-6693
    • Rachel and Dalton Smith’s Email: [email protected]

  Listen to the Audio Version of this Episode

  Investor Fuel Show Transcript:

  Rachel & Dalton (00:00)
  Yeah, absolutely. I think there’s a few things that come to mind for me. And the biggest thing that I want to say is think outside the box. Like this postcard strategy that we use is a perfect picture of thinking outside the box and get creative. And if you think that you have this idea that seems dumb or weird or like no one’s ever done that, that’s not going to work. Go try it anyway, because there’s a good chance that it’s going to work. Like when you say, I get my advertising for free.

  A lot of people aren’t going to believe it. They’re going to be, Oh, what’s the catch? There is no catch. You just have to think outside of the box and get creative and, don’t listen when other people say nobody’s ever done that before. Well, you could be the first.

  Quentin (02:10)
  Hello everyone. Welcome to the Real Estate Pros podcast. I am your host, Q Edmonds. Y’all know what I’m gonna say. I’m excited to be here today. Excited again to just have just extraordinary guests. it just, never ceases to amaze me just when we have extraordinary people that come on, that’s able to talk about things through their lens. Like no pressure, just them giving their experience because their experience is so valuable and we learn so much from each other. And so.

  Today is no different. have some people here that’s gonna talk about marketing, right? We all mean marketing. Marketing is such a gold standard in what we all do. And so I’m excited for you to learn about them, their business and what they’re doing. And so I wanna introduce you to Mr. Dalton and Mrs. ahh listen. I’m stumbling. Dalton and Rachel. Dalton and Rachel is here everyone. I was trying to be all eloquent, but I couldn’t get the Mr. and Mrs. out for some reason, but.

  Dalton and Rachel, how you guys feeling today?

  Rachel & Dalton (03:06)
  I’m

  Doing good. Thank you

  Quentin (03:11)
  Duh,

  that’s good. I’m so excited to be here. And I told y’all, I was full transparent with y’all. Today just feels like it should be just a restful day. It feels like, you know, it’s a carryover from the weekend. So it’s like, I’m still getting myself calibrated. So I’m so glad that y’all are coming with the expertise and with being on your P’s and Q’s. Because y’all gonna have the character show today. But no, I honestly, I appreciate y’all being here. I’m excited for our listeners to get to know about you and what you do. So.

  Try to just take us into your world. Tell us what it is you’re mainly focused on these days. Maybe if you want to tell us a little bit of how you got started, maybe what markets you’re in, what markets you’re targeting. So just kind of immerse us into your world and the things that you do.

  Rachel & Dalton (03:50)
  Yeah. So I’m Rachel and this is my husband Dalton. Together we own a marketing agency. So it’s kind of a little bit of a different approach that we come with to the real estate side of things. Back years ago, the way I kind of got started in real estate was investing in properties that I would live in for two years and then sell for tax-free, no capital gains. I always love no capital gains. So that was kind of like…

  an area that I could participate in. started when I was 18 in that area. And then my dad, he has been in real estate for many years, 30 plus years. He owned and operated his own residential construction company. He’s done all kinds of land divisions, land flips, home flips, foreclosures. So we kind of just decided when, you know, with our marketing agency to put it all together. And because no matter what

  business here and real estate investing, know, anything like that, you have to have some sort of marketing. So we kind of came up with this way altogether as a team that we didn’t have to go deep into our pockets to get our name out there as real estate investors in our town. So we started shared postcards. So we would put our advertisement on there and have other businesses hop on. We wouldn’t pay anything. They would cover the costs and they were still happy because they were paying

  a fraction of the cost of what it would actually cost for them to out a meal around their own. Something like what we were doing would cost them thousands of dollars, but it was only a couple hundred bucks to do it with us. So we started doing that, kind of paired us all together as a team. And we’ve actually seen results. We live in Montana, so we started targeting Montana and we were able to kind of get a few deals under our belt, especially with postcards. got a few calls, we got a few responses from it.

  So was really cool to see that. Then we learned that Montana as a whole is just, well, everybody knows it’s one of the lowest populated States in the United States. So it just is not a great area for the strategy that we kind of target. So we’re kind of circling back to the Indiana market because we’re from Indiana. We’re actually here right now for a real estate investing conference. So we’re like, well, everything that we kind of do and

  You know, we’ve got family here. We know the areas. We’ve got a team here. So I think we’re going to refocus in the Indiana area for our next round and get some postcards rolling out in this area and see what we can make happen here.

  Quentin (07:05)
  I it. Listen, I heard everything you said. I’m a good listener, but man, I got stuck on the part where you said, would cost somebody thousands is costing them hundreds. I mean, that’s the way to roll out a business and that’s the way to get people really interested in what you do. And so I love it. I love your approach. I love the way you’re attacking it. And so what’s the key to keeping that machine running smoothly? what keeps that consistency going on between you guys?

  Rachel & Dalton (07:14)
  Yeah.

  So I think that between myself, Dalton and my dad, we’ve all established like what we’re good at and what we’re not good at. like I handle the communication side of things. Dalton handles the tech. My dad handles the real estate, the tax laws, know, the county stuff. So we kind of just keep our roles separate and then just sort of dive in to help each other when needed, if needed. And I think that once we kind of separate it out like that,

  we were able to keep rolling forward with what we’re good at instead of trying to like all do the same thing and crossover and not make any sense. So once we kind of separated that out, it’s been a pretty good machine. Yeah. Rachel’s like a really great, you know, relationship builder. So that helps us when we’re network, needing connections.

  following up, mean, she is like the king of speed when it comes to responding. She’s gotten multiple compliments saying like, I just sent this, you know, a few minutes ago, like an email, a text message. And then having Steve’s knowledge in the real estate because he’s worked in real estate for, you know, 20 plus years doing construction, doing investing. Having that background really helps us, you know.

  Quentin (08:33)
  Yeah, I love it.

  Rachel & Dalton (08:47)
  work around getting lists from the county, knowing who to talk to the treasurer. So having his strengths just on that, it’s really solidified us and knowing how to focus and who to target and with the strategy we’re using.

  Quentin (08:58)
  I love it, I love it. Listen, we gonna come back to that relationship, girl, and we gonna come back to that later because I wanna talk more about that because relationships are so key in anything that we’re doing, right? Like having the right people in place, retaining the right help, I mean, all of that. So we gonna come back to that. I’m gonna go to the pin there because I wanna ask you this. I wanna ask you this because I’ve had a chance to just interview a lot of different people on different journeys that they’re on.

  Rachel & Dalton (09:18)
  Yeah

  Quentin (09:26)
  And one of the constants that we talk about is there is success, but then there’s a process to get into success, right? So no matter where you are, can be as successful as you want to be, or you still just be starting out, but there is a journey to success. And I think all of us want to be successful in our own way. And so I want to talk about if there’s moments when kind of things get real for you guys, moments where things maybe go sideways, where you have to pivot fast.

  Rachel & Dalton (09:50)
  Yeah.

  Quentin (09:54)
  Because like I said, people that’s listening on different parts, and I think we all need to have a healthy respect for the journey, a healthy respect for the process, right? And so I was just wondering if there’s any story that maybe you can share of maybe having to overcome or push through. I would love to hear a story like that if you have

  Rachel & Dalton (10:45)
  You laughed. you have one that you want to talk about? So we actually teach people how to do the free advertising route. ⁓ you know, we were kind of just catapulted into this project because we were just, we had been in it six months really doing the process, mastering the systems, you know, and getting those in place. And then, you know, we were at a point where we were almost ready to start showing others how to do it, share the information.

  And we ended up going on another podcast with a printer and he pretty much catapulted us into coaching, teaching others how to do this. And we started getting outreach from those people and the same day, and we had no course in place. We had no framework to give them. Like we were, we were starting from scratch. And then in the same evening, we ended up building out an entire course for these people within six hours.

  and uploading and getting it ready for them. And then like we built a whole funnel around it, collecting payment, like all within six hours. And we ended up generating, you know, a few grand just within that six hours of the podcast being out. So just like sometimes you just got to do it dirty. Yeah. And that’s exactly what you do when it comes to. Yeah.

  Quentin (11:53)
  Look, writing that quote down, sometimes you gotta

  do it dirty. Please continue, Ms. Rachel, but I gotta write that down. Yeah. Yeah. Yeah.

  Rachel & Dalton (12:02)
  ⁓ that’s kind of like our motto. Honestly, we learn exact just exactly what we need to know. And then we’re ready to dive in. And that’s we kind of bring that into the real estate too. Like, we were we were kind of working on a couple of deals in Montana that were like really iffy, really questionable, but it was good for us to kind of get our hands in there and get the experience anyway. And so I mean,

  Quentin (12:09)
  Mmm.

  Rachel & Dalton (12:28)
  we were just kind of like, we knew step one and we didn’t know step two, but when step two came up, we figured it out. So like, do it dirty is really kind of our motto. We just figure it out.

  Quentin (12:36)
  Mm, yeah, yeah. No,

  I absolutely love that because whatever we in, it can get very, very messy. And you just gotta, you know, sometimes we try to avoid it. Like, you know, I got this white on, I don’t want no dirt getting on me. Like sometimes you just gotta push through because you’re gonna get dirty. It’s gonna get messy and just push through the mess. And I love it. I love that perspective. Sometimes you gotta do it dirty. Listen.

  Rachel & Dalton (12:51)
  Good.

  Quentin (13:01)
  Dalton, will definitely give you all the praise, but I’m definitely using that quote more and more because it’s so true, man. It’s so, so true. And I love the way y’all able to think on the fly. I that was the beautiful story about pivoting right in the moment, like building something right then and there for what you need and then watching it be successful, like kind of like in real time. mean, that’s wonderful. That’s beautiful. I love what y’all doing. So I guess, listen, let me ask you this.

  What are you most focused next on scaling or solving? Like what’s the next real goal for you guys?

  Rachel & Dalton (13:29)
  I would say the next goal is to nail down where we’re targeting next and then structure a really detailed plan of how we’re going to roll out our name into that town. Postcards would be a big part of that. And then letters to the homeowners, letting them know that their homes are going to tax delinquency and that we’re here to help. Possibly visiting the area to kind of get a lay of the land.

  and seeing what’s going to be the best strategy for targeting. Also making connections with junk removal companies, finding hard money lenders, also finding cash buyers in the area. So just the connection at that point as well. We’re also working on acquiring ⁓ meetup groups for the areas that we are wanting to target for real estate investing, things like that. We’ve got a couple so far in the areas that we’re looking at.

  And then we just kind of use that to make connections to people in the area. Like Dalton mentioned, the cash buyers, the hard money lenders, we need to find investor friendly title companies in the area. So we’ve kind of got the list of what we need to do. And now we’re just starting to slowly roll out the process of making those connections and getting that all kind of lined up for, for when we press go. ⁓

  Quentin (15:25)
  I love it. I mean, that’s, that’s big. mean, y’all have your clear sight lines, your clear goals. I love how you’re going about it, making the connections, seeing what are you and what market you’re going to be in. I love it. I mean, it’s no doubt in my mind that you guys are going to be successful. Y’all seem to work extremely well as a team. I mean, I’m just simply excited about what it is that you guys doing and the way you’re moving forward. so, Ms. Rachel, I told you I was going come back to you when it came to these relationships.

  Your husband praised you, he said, listen, like you’re good at building relationships, you’re quick on a return, on a reply, like somebody hit the send button and you’re right on top of it. And so I would love to know when it comes to building relationships and growing your network, what’s made the biggest difference for you.

  Rachel & Dalton (16:10)
  I think that making that relationship about them, it really sticks with them. Don’t make it about what you and what you are needing, make it about them. Whether that’s timely replies or only focusing on their needs, always start the conversation with how can you help them and be thinking in your mind how you can help them because if you help them, it’s going to come back to you. So I think…

  take any sort of selfishness out of it and be completely selfless with those relationships, and it’s going to come back full circle.

  Quentin (16:41)
  listen, but you just dropped. That’s, good for me. That’s something I need to hear now and make sure I keep that as my clear focus. I tell people, I live by a proverb that says when you refresh others, you in return will be refreshed. And so I love how you said, make it about them. You know, this is just not transactional, right? Like this is, this is real. Like make it about them, make it about what they need. And I love that approach. And for me, lets me know that

  Rachel & Dalton (16:55)
  Yeah.

  Quentin (17:09)
  What y’all do is going to stay sustainable because y’all are service oriented. How can we serve people? And that’s always going to be a catapult to keep people in the right business, right with the right people that they need. And so I absolutely love it. so I just want to open up the floor. You know, we got our listeners. If there’s something from the heart of what you’re doing that you think can encourage people or inspire people or, you know, give them kind of some.

  some type of inspiration. When I talk to people like y’all, I always love to ask that question because y’all are doing the journey the right way. And I just wanted people to know that as you journey, you can be inspired, you can be encouraged. If you hit a pitfall, you can overcome it. So I just want to open up the floor. there’s any type of encouragement you want to give to people.

  Rachel & Dalton (17:56)
  Yeah, absolutely. I think there’s a few things that come to mind for me. And the biggest thing that I want to say is think outside the box. Like this postcard strategy that we use is a perfect picture of thinking outside the box and get creative. And if you think that you have this idea that seems dumb or weird or like no one’s ever done that, that’s not going to work. Go try it anyway, because there’s a good chance that it’s going to work. Like when you say, I get my advertising for free.

  A lot of people aren’t going to believe it. They’re going to be, Oh, what’s the catch? There is no catch. You just have to think outside of the box and get creative and, don’t listen when other people say nobody’s ever done that before. Well, you could be the first.

  If I had this, I’d share one device. It’s a, struggle with this a lot in terms of like getting the motivation to do it. And like the more action you take, the easier it will start to be the more.

  Quentin (18:35)
  Is it Delta?

  Rachel & Dalton (18:48)
  perpetual things will start to be more opportunity happens more doors open, but you have like You know Alex Hermosy says the same thing is like volume negates luck and it’s it’s so true that like if you put out if you do something a Thousand times like there’s no way you can’t win now if you put one thing out and you’re hoping it’s gold Yeah, it’s gonna be almost impossible But you can definitely win the lottery by doing it consistently for a period of time. You always win

  I have no doubt in my mind, you can almost 99.99 % chance guarantee that there’s going to be success if you’re very consistent and show up every day. Yeah, absolutely.

  Quentin (19:25)
  I love it. I love y’all. mean, such great message. I’m with you. One of my favorite books is Atomic Habits. Not sure if you guys ever heard of it. you know, habits stacking, building habits, being 1 % better every single day. And so he’s, like you said, you got it. That muscle memory, that getting up at bats, when you keep going, you put a million things out there, you’re bound to keep moving forward to where you want to be for success. And so I absolutely love it. I love it. This is great, guys. Listen.

  If someone wanted to reach out to you, connect with you, maybe collaborate or learn more about what you’re doing, what’s the best way for them to reach out to you?

  Rachel & Dalton (20:01)
  They can either email, call, or text. So our email is [email protected], all spelled out. And our phone number is 406-660-6693. And then, of course, go at us on Facebook. We’d love to chat.

  Quentin (20:15)
  Absolutely. Well, there they are, Dalton and Rachel. Thank you all so much. I appreciate you all coming through. I appreciate your story. I appreciate your time. I appreciate your perspective. I know our listeners are going to value this conversation greatly. So again, thank you so much for being here today.

  Rachel & Dalton (20:32)
  Yeah, thank you for having us on. love being able to talk about different perspectives and just encourage people to get started and keep going. I believe in everybody. As you said earlier, this has been refreshing. Yes. ⁓

  Quentin (20:46)
  Absolutely.

  Man, good call back, Dalton. I love a good call back, man. That was great. That was smart on, man. Listen, I appreciate y’all so much again. Thank you for coming through. Now listen, y’all, y’all have heard it. Like I started off telling y’all, we just have tremendous people coming through. And I don’t think I’ve said that one time and it just haven’t, you know, I haven’t delivered on it. And it’s not me, it’s the people that’s involved. And we want you to continue.

  Rachel & Dalton (20:57)
  All right, thank you.

  Quentin (21:13)
  to get this value from the people that we’re bringing up. So go ahead and subscribe, just hit the bell. That way when it goes off, the alarm goes off, letting you know a show is live. You can just come on in and get great value. listen, Dalton and Rachel, thank you so much again. And to everyone else, we will see you on the next time.

  Rachel & Dalton (21:31)
  Bye everybody.