Stop Chasing Sellers: How Top Investors Generate Inbound Real Estate Leads

Jason Palliser (00:00)
Okay, another example just for everybody listening. Any city in America that you choose or that they hire me to come do what I do, one of the best lead flows of all time because I track all 34. So I know what anything that’s a top 10 you should be doing next week, who’s ever listening to this. And delinquent property tax homeowners are always the number one or number two in any city that we’re in. But here’s the thing, there’s at least 30 or 40 investors that are smart enough to go after those. Okay, so you have competition.

As I said before, I really don’t care about competition because they all do the same thing,

Quentin (02:02)
Hello everyone. Welcome to the Real Estate Pros podcast. I am your host Q Edmonds and I’m excited to be here today. I have another fantastic guest who I know you’re going to find very, very interesting. He’s a specialist at what he does. And once he starts, if, if, if he gives us the privilege of just riling off numbers, y’all will be like, yeah, I guess this guy kind of know what he’s doing. So I’m so excited for you all to hear from Mr. Jason.

Palliser, Mr. Jason, how you doing today,

Jason Palliser (02:35)
I’m doing great coming to you from my condo in Breckenridge just got done skiing.

Quentin (02:40)
You see the brand? Y’all see this? Listen, listen, listen. He already setting the stage. He has lived a life that is affording him to be able to ski in Breckenridge and sit back and relax. So I’m excited. And listen, Jason, I kind of just want to dive in. So I would love for you to tell the people what your main focus is these days. Also, if you can us a little bit of an origin story, kind of how you got to the space where you are. We would love to know that. And so, Mr. Jason, sorry, you already told us where you are. So again,

What you up to and your origin story. My friend, you have the floor.

Jason Palliser (03:12)
Yeah,

sure. Yeah, absolutely. what I’m up to in today’s world is acquisition mode. We set up operations for people. I know a lot of people that listen to this are doing real estate investment or want to do it. My specialty is setting up shop to actually run it like a true business. And I do that for hedge funds. The most recent one we did is I signed on the dotted line to do 1,800 homes in

60 months. And so it’s my job to get to everything off market first and outpace just the regular casual investor marketplace. And I do that with 34 off market lead funnels. The origin story of kind of how we arrived here is that I’m one of the few people that actually

got a college degree and actually did what their college degree they went for, because people changed their mind, right? So I got a degree in finance, a couple classes away from my minor in economics, and I immediately went into banking and funding. And I realized really fast that I liked the investment side of funding. so, you know, kicking things off post-college, I made it my business to know every investment funding program there was.

And most bankers don’t because investment loans are three times the work of a regular homeowner loan for one third of the pay. they, some people were like, you’re crazy for doing three times the work. But what I realized is that investors come back again and again and again. So what happened was simply, I learned all investment programs that most bankers just know three or four, and then they try and fit you in there. Nope. That’s just what it is. I learned them all. And what happened was

some TV shows, Robert Kiyosaki’s Rich Dad Poor Dad. They’re like, hey, we’re teaching students, but some of them get stuck on funding after a couple of property. And so they did kind of an all points bulletin, hey, reverse people. then they narrowed it down from 70 people and then chose me to start teaching. Hey, here’s some specialty investment stuff that you’re not probably aware of. So don’t feel stuck. We could do this once you hit this many houses. And so they quickly transitioned me though.

to teach you everything. Flips, wholesales, whatever they want me to teach, because one of them came up and said, hey, we know you also do investment yourself. One of the students said, you showed them 23 closing statements from last month. I’m like, that’s correct. So the director’s like, well, we’re going to have you teach all that. How do you do that? And I’m like, well, I see the value in marketing differently and better and fine tuning that on a regular basis.

better than everybody else. And because that means they get the opportunities first. And so then they may create classes around that. Then hedge funds started calling me, Hey, we’re doing 20 properties a month. We heard you can get us to 40 or 50. And the first one had hired me quite frankly quit. I was like, we want to hire you to do that. And they’re like, can you do that? I go, well, I think I can. I haven’t done it before. And, so what I did was they gave me ungodly. I won’t say it out loud because whoever listens might freak out, but

Quentin (07:03)
You

Jason Palliser (07:13)
They gave me ungodly marketing budgets, Quentin. And so I got to test everything. So I was doing co-violations, water disconnect, cease and desist, to vacate, tax delinquents, pre-foreclosures, high equity absentee owners, fire and water damage leads, grocery store marketing. I could do everything, right? But I could test it 50 different ways. So what I did was start filtering.

I would test pre-foreclosures 50 different ways to see what homeowners respond to better. And then whatever wins over 120 day period, the top five, we get rid of all the other ones and then just focus on those five. And so then fast forward 18 years of doing that, I’ve really fine tuned that and zeroed in on how to do it differently than regular investors. Cause most investors are told, as you know, Quentin, if they’re getting started, Hey, go get this list, go get this vacant list, go get this high equity list, go do this.

Go out to pre-foreclosures and then call, call, call. My specialty is having these motivated people multiple different ways understand why they should be talking to me. So, lot of what I do is incoming property owners that have some level of motivation and then that’s what we do. like one of my clients, we did 10,000 properties in a six year period.

That’s kind of how I arrived there. started on the funding side, but I woke up one day and I’m like, wait, these people are high-fiving me and walking out with a hundred grand. I’m walking out making two, three grand in commission. like, this doesn’t seem very equitable. I started, that’s where I graduated to the investor side and then kind of never looked back. So that’s kind of how I got there. And then 10 years ago, I started showing individual investors, just how I do this stuff and not just.

Quentin (08:49)
Yeah.

Jason Palliser (09:07)
for the hedge fund level clients and showing people how to run circles around regular investors.

Quentin (09:14)
Man, thank you. Thank you. Thank you, Jason. Thank you for taking us through the journey, showing us where you were, how you walked up to where you are now. And I’m going to love asking you my next question, right? And so I make a statement, and I’m going tell you the statement in a second, but I’m going read off some of the things that you said. And I’m reiterating this for a reason. So degree in finance and a minor in economics.

Jason Palliser (09:27)
Okay.

Okay.

Quentin (09:41)
All points bulletin went out, you answered the call and you started seeing opportunities differently. They gave you an ungodly budget, you know, a budget for marketing. I even wrote down, you seem to be very self-aware of your superpower. And so this is this is what I said. Destiny has no wasted moments, meaning no matter what we’ve been through in life, moments have made us.

person that we are today. We’ve borrowed that. We know our mindset. We know our purpose. We know our whys. We know our superpowers. So I’m going to love asking you this, Mr. Jason. Throughout your journey, what has these moments taught you about yourself? What has it revealed to you? I mean, you seem very self-aware, but these moments, when you pick from these moments, what did it highlight to make you realize that this is what I’m good at and this is what I absolutely know how to knock this out of the park?

Jason Palliser (10:14)
Mm-hmm.

I would say this, that I live, I live daily in failure. And, so when these, when these companies hired me, I get to test everything, but there’s obvious losers, right? And so I, I realized that the faster I can screw it up or fail and then pay attention to which one’s when that helps me supersize things, get to things faster. Right. And,

And, and, and then I’ve also what, what this has taught me to when you have to do a lot of property, 50 houses a month, 2000 homes. The biggest one I did was 4,200 homes in 90 something months. And, so you got to move fast. And so, and you got to do it sharper and better. So what I found out of necessity was that.

I’m good at failing really quickly, assessing and making incremental tweaks to see what wins. when it, and when it wins, then I literally put my foot on the gas. Like, as an example, as people are listening right now, some people, well, most people getting started like, yeah, real city of the best of Metsara. We have a lot of competition. I don’t walk around worried about competition because we don’t do the same five things that most people do. So one example to really teach people here is that what, like I,

When I set up off market blueprints for people, one of the lead flows is, and I’m just pulling one out of thin air is I set up co-op relationships with junk removal companies because you want to lead at the exact moment somebody raises their hand to remove junk. So what we do, and most investors have never heard that because gurus can’t, they can’t build or sell a program around that. Right. But when I sit down with somebody, Mike, you want to take over and suffocate a city with, so I suffocate cities 34 ways without a big marketing budget.

Quentin (12:49)
Yeah.

Jason Palliser (12:57)
I learned how to do it off of big marketing budgets and how to do it without a marketing budget. So, junk removal companies, I just say let’s set up a co-op with them. Hey, I you don’t win every bid. I’d like to work with you every time you go to give a bid. I’ll give you two grand if the person wants to sell the house and I end up buying it. So every time you go give a bid, there’s an opportunity to make another two grand. I’d love to do that with you. And even if you don’t win the bid, but I buy it, I’ll put him writing that your company removes the junk.

Quentin (13:18)
Thank

Jason Palliser (13:27)
And now I’m getting leads. So cost me $0.0 on my marketing budget. Now I’m getting leads that other investors don’t know exist. The only time I’m ever bothered is when somebody says, yes, have Jason make me an offer. That’s called streamlined. don’t, I don’t need a CRM to do that. I don’t need to follow up with people. They’re coming to me. So that’s just one example of how you can do things differently. Right. And so that’s my specialty is to fail fast.

And then, and then pay attention to the winners and fine tune those and supersize.

Quentin (13:59)
So well said, sir. I often say on this podcast, I believe failure is fertilizing, right? If you use it right, it will show you, as you so eloquently said, what not to do, and then you can do what works. And so failure, if you allow it to use, if you use it right, it’s just going to fertilize you. It’s just going to grow you if you allow it to. And so, so well said, man.

Jason Palliser (14:05)
Yeah.

Well,

quit and I’ll just say this for fun for everybody. Failing turns me on. Failing gets me excited. I’m like, oh, wow, that was a disaster because I know I’m zeroing in on what outpaces regular investors. If you want, I’ll give you another example.

Quentin (14:29)
Bro, come on!

Please.

Jason Palliser (15:27)
Okay, another example just for everybody listening. Any city in America that you choose or that they hire me to come do what I do, one of the best lead flows of all time because I track all 34. So I know what anything that’s a top 10 you should be doing next week, who’s ever listening to this. And delinquent property tax homeowners are always the number one or number two in any city that we’re in. But here’s the thing, there’s at least 30 or 40 investors that are smart enough to go after those. Okay, so you have competition.

As I said before, I really don’t care about competition because they all do the same thing,

which is, Mr. Smith, before you lose your house to tax sale, let me put some cash in your pocket. The homeowners worn out. They’ve heard the same thing 30 times. So what we do in the spirit of being different, cause delinquent property tax is one of the 34 lead flows that we set up for everybody. Well, tested it, tweaked it and figured out it wins by a mile. We started setting up tax care companies for all of our clients.

So the homeowners, while they all get those 30 text messages, hey, before you lose your house, me put cash in your pocket.

We set up tax care companies for our clients. Now these homeowners know why they should be talking to us. So they get a letter that sounds like this from us. And then I’ll ask you, Quinn, who do you think’s going to get the phone calls, right? So they’ll get a letter from us that says, sounds like this. Hey, I notice you’re behind on your state property tax. At our tax care organization, we help pull funds together to pay those delinquent taxes for those who qualify. If you’d like to see if you’re eligible, call us at business, at email, set in reference.

Tax Assistance Code TAC 424001. All funds are released directly to the county air and title copy to a copy of receipt sincerely, eligibility department.

We get all the phone calls. They know why they’re calling us. We teach the investors that we’re setting this stuff up. We say, you cannot take a single phone call without telling them what the tax sale rules are because they see the bill and throw it in the trash. They don’t learn the rules. So we tell them, you are a tax care company. And then they’ll call and say, hey, I’m calling about tax assistance code, TAC42, blah, blah, blah. Give us two minutes. Tell us how you got behind them, what the situation is.

Give us 48 hours. We have three separate ways that we can help you. We exist because we don’t think this tax sale process is fair. They spill their guts. They know why they’re calling us. We come back two days later and present three different ways to the ways to help them pay their back taxes. They get to stay in their house, but we make money on it, which most investors don’t know how to do. The third one is that we make a standing cash offer. And we said there is a fourth option. Do nothing, go to tax sale. And there’s investors that never want to speak to you and just want to buy your house for nothing.

And so when we go through that, we, when we set up 34 lead bundles and these homeowners know why they should be speaking to us, it’s incoming call that real estate investments, the opposite of hard after that. And you can do it without a big budget period.

Quentin (18:18)
man, you just streamlined a way to get to clarity very quickly and very fast. And I think that’s the kindest thing, man. Brene Brown, who she’s a leader in just, you ever heard of Brene? ⁓ She says, clear is kind, unclear is unkind. And so you just get a clear way, the kindest way to say, this is how we can help you. And this is why this is a no brainer. And so, man, I absolutely love that. Let me ask you, what is your next real goal? Like, what are you looking to solve at scale next, Mr. Jason?

Jason Palliser (18:28)
Mm-hmm.

so like I live in the world where we just fine tune it. like I said, over 120 day period. the, guess the next big thing for me is teaching other investors. Like everybody wants to invest and get a deal done and then, Hey, can I get to two deals? I get paid to do 50. So anybody listening, I could certainly help you do that. But one thing that, that really drives me crazy.

that I want to convey that we’re fine tuning and tweaking to help investors like really supersize this is no one ever puts a plan together for an investor. So I was hired by Robert Kiyosaki several years ago to create a scoring system. So you can answer five or six questions for me, Quentin. So could anybody listening here. And you answer those. I created a point system around your answers like,

Hey, what do think your credit score is? I don’t care what your score is. I don’t care if you have a 500 score that gives me a point value that tells me one of 24 different real estate type of transactions you should be working on first. Hey, when do you want to retire? Two years, five years, 10 years, whatever your answer gives me a point value. I call it the pin score. So I’ve been fine tuning. It’s your personal investment number. And what we do is our team. And I did this for seven thousand Kiyosaki students.

It took me a year and a half to like get the scoring right. And I, but what happened was this investors had clarity. Cause what we would do say based upon your score, you’re doing, cause there’s 24 different ways you can close on real estate. Most investors know five or six. So we say based upon your score, I need you to do these types of transactions first. And then we also give them ratios. So we give them ratios like, Hey Quentin based upon your score, here’s what I want to do immediately.

I want to do a three to one ratio, meaning when we’re going to wholesale three, collect the cash, and then we’re going to keep one. Hey, Quentin, we’re going to do that for two cycles, and then we’re going to reconvene. I may switch that to a five to one, now that we close five, because our average wholesale last year was 34. The year before was 23-ish. So hey, let’s do five to one. We’re going to have about 100 grand. I’m going to put you into a syndication.

So I already know the people that have 5,000, 9,000 units. know, like they know how to do that. You’ll invest in that, get mailbox money and get the upside. And then, hey, let’s, so let’s do it again. So I’ve been working on a pin score system and we just rolled it back out. I actually shelved it for several years because I wasn’t teaching individual investors and I created it for Robert Kiyosaki. But we reintroduced it. And the reason I say that is this.

When you know how many deals you need to close to get to a certain level, and then we springboard it from there. Now, now your daily workflow like is way more razor sharp. It’s way more meaningful because you know why you’re working on closing a deal. We know what we’re doing with it next. And like little things, Quentin, that I’m quite certain you know that most people don’t convey to an investor is that there’s a reason why I say three to one. Some people say, well, Jason, I don’t even know if I.

Want to keep a rental? go, yes, you do. I don’t care if it breaks even because I’m going to do a cost segregation study on that house that you keep. And all that money you made, you don’t have to pay taxes on it because we’re going to depreciate the house all at once versus doing it over 27 years. Like my condo right now that I’m sitting in, yesterday we had a guy come by. I’m doing a cost segregation study on this property so that I can have it. And is it OK if I share like tax information? OK.

Quentin (22:33)
Yes, sir.

You can share what you want.

Jason Palliser (22:34)
So I know,

so as I speak right now, I owed 167,000 in taxes on all the wholesale deals I close that that falls into my that stinks bucket. And so what I did with my CPA is I’m like this property that I kept and this property that I kept, we’re doing a cost segregation study and I get to so the studies came back. I got 189,000 in tax write offs now that reduced my 160 grand in taxes down to 40.

That makes me and I couldn’t use all of it. So the first hundred grand I make this year, no taxes owed. So that means when we put a plan together for an investor, I need you to stick to this plan. Let me show you how to beat everyone to everything first. Most investors have two lead flows. I can set up 34 you win, but let’s be mindful. Let’s close three, collect the cash, keep one, not just for cash flow, not just for appreciation.

I want to write that house off and all that money you made on your wholesale is following a real plan. You get to keep it. Right. So that’s what I’ve been working on is fine tuning that and putting real plans together. Cause most people just say, Hey, I want to close. I’d be great if I closed a couple of deals, but I’m like, what are you doing with it? So we want to go deeper with them. Cause, cause now I’m going to show you a dangerous investor if they know why they’re doing it.

Quentin (23:56)
Man, you, I’m absolutely loving this, Mr. Jason. I mean, everything you said kind of leads me to the conclusion of one question I want to ask you. Because just the way you’re helping people, the way you’re talking to people, I want to ask you, when you hear this word, what comes to mind? When you hear the word relationship, what comes to your mind, Mr. Jason?

Jason Palliser (24:18)
relationship that’s easy for me. relationship is everything from this standpoint. And I always joke with people. like, you’re, if, if you’re doing the real estate investment business, you need to be really good at relationships because that’s how deals close. And, and, and I always joke and say it this way. So people really get it. I’m like, unless you tell me different, I have yet to see, I’ve yet to see an investor that. Found a home, bought the home from themselves.

rented it to themselves, became their own contractor, became their own title company and gave themselves their own title insurance. How absurd does that sound? Working with people is how you establish a real business and how you close deals. I’ve never seen anybody buy a house from themselves. And so you need to get good at the relationship piece. the moment everybody finds out that you’re user friendly, because I always tell people we’re going to set you up to be the most user friendly company in town.

Quentin (24:50)
boy.

Jason Palliser (25:13)
Everybody’s going to know why they should be speaking to you and there’s going to be a reason why they want to work with you. Once we’ve established that the game’s over. Getting to three or four or five closings a month is not hard. I always say, when do you want to start? But we’re to do it very deliberately and you don’t do deals by yourself. So effective immediately, you need to become the most user friendly company in town and create those relationships. And we teach people how to do that.

Quentin (25:39)
father said a sentence to me that drove home the importance of relationship. He sat me down one day and he said, son, you ever seen a tree eat his own fruit? I looked at him and said, what? He said, have you ever seen a tree eat his own fruit? And I was like, no. He’s like, exactly. He was like, the things that you produce is there to serve other people. He said, now there’ll be other people will grow fruit that you’ll be able to eat from. But the fruit that you grow is there to serve other people.

And that kind of set me straight when it come to relationship. I’m here to serve people. Yeah. So yeah, yeah. I appreciate you, Mr. Jason. This was awesome, man. Listen, if someone wanted to reach out to you, connect with you, collaborate with you, learn more about what you’re doing, how can they get in contact with you,

Jason Palliser (26:12)
Yes, 100%. Correct. Love that.

multiple different ways you can go, you can schedule a call to speak to me. I set up what we call a two day blueprint. That’s what people come to us for mainly. And, so you can go to the number 2dayblueprint.com and schedule calls me the number 2dayblueprint. blueprint. you could shoot me a text that I know it freaks people out to like, especially the TV show and the key is like you give out yourself (314) 749-3737 or you can email me directly [email protected] and if you want to go to YouTube I have tons of razor sharp stuff to like give you real perspective on okay I can I can execute on this and start closing some stuff it it’s a no flipping excuses That’s that’s our company. Just like my shirt no flipping excuses on YouTube

Quentin (27:16)
Keep Sits.

Listen, let me say three things to you sincerely. First, thank you for your time. I mean, you didn’t have to do this sitting in your condo. I mean, but you did, man. So thank you for your time, sir. Secondly, thank you for your story and your narrative. Kobe Bryant, before he passed away, he was on a podcast with Louis Howes, the School of Greatness. Louis asked Kobe, what’s the one thing you haven’t did just yet? He said, tell the perfect story. He said nothing in this world moves without story.

So I believe stories have a way of planting seeds that can change people’s lives. So thank you for your narrative. I greatly appreciate that. And lastly, man, thank you for your mindset, the way you think. I don’t know if you paid thousands of money for the way you think or if it’s just life experience, but either way, you paid a price for the way you think. And thank you for bringing that perspective to this platform. I appreciate you, Absolutely.

Jason Palliser (27:51)
Mm-hmm.

Yeah.

Yeah, yeah, absolutely.

Quentin (28:13)
Well, listen, y’all heard Mr. Jason, look into the show notes, get in contact with him, the two day blueprint lesson, like get in contact with this gentleman for sure. But definitely make sure you are subscribed here because I promise you, we’re gonna continue to bring up amazing people just like Mr. Jason. So sir, I say thank you again and everyone else, y’all have a fantastic day.

Jason Palliser (28:34)
My pleasure, see you folks.