Best Real Estate Motivated Seller Leads

0:00 welcome to day seven of the 30-day 0:02 wholesaling challenge and today’s video 0:04 is all about finding motivated seller 0:07 leads as a beginner in wholesaling real 0:09 estate if you’re looking to master 0:11 marketing especially as a beginner and 0:13 really learn how to do it the right way 0:14 this is going to be the video for you so 0:16 you can find amazing wholesaling real 0:18 estate deals so without further Ado 0:19 before we break it down do us a favor 0:20 make sure you smash that like button 0:21 subscribe and let’s get into it so What is a motivated seller 0:23 before we figure out how to find a 0:26 motivated seller we got to figure out 0:27 what is a motivated seller so in your 0:29 opinion after 20 plus years and 0:31 thousands and thousands of wholesaling 0:33 deals what would be your definition of a 0:35 motivated seller it’s simple I can say 0:37 it one sentence it is you’re looking for 0:40 the person that needs to sell the house 0:42 and you’re avoiding the people that want 0:44 to sell their house remember everybody 0:46 wants to sell their house that’s a 0:47 hundred percent of the real estate 0:49 market you have to identify the people 0:51 that need to sell their house because 0:52 when they need to sell their house they 0:54 have a deadline and they have a pressing 0:55 event and that is what’s truly going to 0:57 make a motivated seller yeah and so 0:59 we’ve got to figure are people that want 1:00 to sell a property and when they want to 1:02 sell their property and they need to 1:03 sell it they usually want to sell it for 1:05 a discount and when we get discounts 1:07 that’s how we get really good 1:08 wholesaling deals to consumption of the 1:09 cash buyer for big profits so the key How to find motivated sellers 1:12 word and motivated seller is motivated 1:14 we are not here to talk to every single 1:16 type of seller you got to remember about 1:18 one percent of all sellers in real 1:20 estate think of everyone who sells the 1:22 property about what percent of them are 1:23 what I can call in the motivated seller 1:26 category not one percent are wholesaling 1:27 deals but one percent are motivated 1:29 sellers so we’re only going after one 1:31 percent of all potential sellers in real 1:33 estate and so we have to understand 1:35 we’re not trying to find every single 1:37 person who wants to sell their house we 1:38 want to make sure they’re actually 1:39 motivated to sell and when they’re 1:41 motivated to sell that’s when we get 1:42 these discounts now in real estate 1:44 wholesaling we can kind of narrow that 1:46 down yes if I go after every single type 1:48 of home seller out there sure only one 1:50 percent are going to be motivated 1:51 Sellers and that’s a little more 1:52 difficult it means after a hundred yeses 1:54 only one’s going to be a good 1:55 wholesaling deal that sucks we don’t 1:56 want to do that but you can narrow down 1:57 that range for example if I want to 1:59 figure out are people that love 2:01 hamburgers like absolutely love 2:03 hamburgers they’re obsessed with it it’s 2:05 their favorite food in the world if I’m 2:06 gonna go out here on a regular day I 2:08 could probably find I don’t know maybe 2:09 10 of the people that’s their favorite 2:11 food ever but if I go to a McDonald’s or 2:13 a Burger King and I ask them it’s 2:15 probably double or tripled more likely 2:17 they’re gonna love hamburgers right same 2:19 thing in wholesaling if I go after a 2:21 list that usually has Ugly Houses the 2:23 chance of them being a motivated seller 2:25 increases by 5x even 10x so this is why 2:29 it’s really important when we do our 2:30 marketing we go after people that have a 2:32 reasoning on a specific list that 2:34 usually has a ton of motivated sellers 2:36 that’s marketing 101 and the key part 2:38 about motivated sellers I want you to 2:39 understand here is we’re not forcing 2:41 people to sign contracts with us a lot 2:43 of people think it’s like The Wolf of 2:44 Wall Street where I call someone on the 2:46 phone and say think about it visualize 2:48 it sign now sign now sign now and we 2:50 like we’re forcing people to sign 2:52 contracts we’re not high pressure sales 2:54 right here we just keep it regular and 2:56 we keep it simple a lot of people get 2:58 really confused about that but if you 2:59 keep this business stupid simple and you 3:01 act like a regular Joe you actually get 3:03 more whole sling deals when I talk to a 3:05 motivated seller I say hey my name is 3:06 Zach me and my partner looking to buy in 3:08 a couple more properties for cash and 3:09 hey if you’re looking to sell we’d like 3:11 to buy it it’s real simple you can’t 3:13 make people buy a house and so once 3:15 again you’re we’re looking for Motivated 3:17 sellers everybody wants to sell their 3:19 house you need to focus ones that need 3:20 and if you try to do it in reverse order 3:22 you try to convince to all the people 3:23 that want to sell you are going to get 3:25 frustrated and burned out of the 3:26 business so focus on those motivated 3:28 sellers that need to sell and understand 3:30 you can’t force someone to sign a 3:32 contract so all Marketing in wholesaling 3:35 real estate is basically divided into 3:36 two things and I know you’re gonna roll 3:38 your eyes here but this is true we love 3:40 fishing and we always look at 3:42 wholesaling marketing as fishing so in 3:44 fishing we have two things we have the 3:46 rod and reel basically a rod reel the 3:48 line and the hook and we also have our 3:49 bait that is it that’s how we catch fish 3:51 and it’s the same thing in wholesaling 3:53 real estate so you got your rod and reel 3:54 and you got the bait in marketing when 3:56 it comes to wholesaling real estate we 3:57 have our lists and we have our marketing 3:59 channels that is the same exact thing 4:01 now the reason why it works so well is I 4:02 could go out here fishing I could have 4:04 the best rod and reel ever I spent six 4:07 thousand dollars and we know friends 4:08 that pay tens of thousands of dollars 4:10 for the best equipment ever and they 4:12 have terrible bait like they always like 4:13 a hot dog to try to catch a Marlin or 4:15 something right I just I don’t care how 4:17 good your rod and reel is and how much 4:18 money you’ve spent if your bait sucks Lists 4:20 the fish doesn’t want to eat it okay it 4:22 ain’t gonna work and on the other end 4:24 you might have the most premium bait in 4:25 the world but if your Rod’s gonna snap 4:27 in half on a big fish then you’re not 4:28 gonna catch the fish either the point 4:30 here is we want our lists and our 4:32 marketing channel to both be good if 4:34 one’s locking we’re not going to get any 4:36 wholesaling deals but if both are good 4:38 or at least decent we’re actually going 4:39 to start getting wholesaling deals so 4:40 let’s talk about the first thing lists 4:42 in real estate wholesaling 80 of all 4:45 people get their first wholesaling deal 4:46 from only three lists and only from 4:48 three marketing channels kind of 4:49 interesting right and since this is the 4:51 30-day wholesaling challenge why don’t 4:53 we try to do what 80 of people get their 4:55 first deal due and not try to go against 4:56 the grain here and try something that’s 4:58 most people aren’t doing it so number 4:59 one and first and foremost for less it’s 5:01 the top list I can tell you are what we 5:03 call government lists and this is day 5:05 seven it’s on day eight tomorrow we’re 5:06 going to talk about way more about 5:07 government lists so I’m just going to 5:08 brush over it really quick but these are 5:10 lists you get for free from the 5:11 government that most wholesalers in your 5:13 Market can’t get they can’t get it 5:14 because they don’t have the knowledge of 5:15 how to do it and they honestly just 5:17 don’t want to do the work to actually 5:18 get this list this is a free list so 5:19 when you have no money it’s a perfect 5:21 list and also when you have money you 5:22 can pay a video to get a list like this 5:23 it’s one of the best lists ever and it’s 5:25 probably my number one list for you guys 5:26 to be going after to the probates code 5:28 violations water shutoffs tax 5:30 delinquencies bail bondsman the arrest 5:31 records I can go on and on forever check 5:34 out tomorrow for day 8 about how to do 5:36 it exactly step by step I’m telling you 5:37 government list hands down when the best 5:39 ones now the next type of list that I 5:41 actually love doing are what we call 5:42 paid lists paid Lister lists we get from 5:44 services like prop stream and list 5:46 rei.com also batch lead zachday.com 5:49 where you have to pay for the specific 5:51 data but we also get type of lists that 5:52 government list we just can’t get for 5:54 example the vacants the high equities 5:56 the tired landlords stacked lists just 5:59 lists where I can’t get 150 000 6:01 properties cross-reference it to see 6:03 which one owes not too much on the 6:05 property which one’s vacant which one’s 6:06 in the right zip codes but with the paid 6:08 service I can do that so that’s an 6:09 amazing list especially when we’re going 6:11 out here and doing higher volume 6:13 marketing that’s the best way to do it 6:14 and then the last one probably one of my 6:16 other favorites this is what we call 6:17 earned lists these are lists that I 6:19 can’t go and get it from the government 6:21 it’s not completely free to do I can’t 6:23 go and pay for the list I actually have 6:24 to go out here and earn it when you go 6:26 out here get a government list I mean 6:27 you kind of earn it but you don’t earn 6:28 it because it’s just right there 6:29 sometimes you just go on a website right 6:30 there and pull it for free kind of like 6:32 the probates the leans things like that 6:33 this is a list where it’s actually not 6:35 online and really almost impossible to 6:38 get if you’re just going online to do it 6:39 these are lists where you actually have 6:40 to get in your car go out here do The 6:42 Sweat Equity and find ugly looking 6:44 houses this can be trying for dollars 6:47 reverse trying for dollars door knocking 6:49 bandit signs other Sweat Equity but 6:50 these are lists that you get that you 6:52 just can’t hate for regularly you have 6:54 to go out here and earn it now if you 6:56 want to learn more about that paid 6:57 listing government lists and you don’t 6:58 want to wait till tomorrow to learn just 7:00 go to fruelson.com or free real estate 7:01 wholesale course where we already have 7:03 the step-by-step tutorials on how you 7:05 can do it step by step now the next part 7:07 here on marketing channel Marketing Channels 7:09 so let’s talk about our marketing medium 7:11 channel so you basically have three main 7:14 channels most wholesalers use I’ll kind 7:16 of tune in order of importance number 7:17 one cold calling everybody knows about 7:19 this this is basically finding the 7:21 sellers of the property reaching out 7:23 skip tracing getting their phone number 7:24 and calling them via phone either on 7:27 your cell phone or on what we call a 7:28 multi-dialer which is a piece of 7:30 software and then just seeing if they 7:31 have any interest in selling the 7:32 property but a huge advantage of this is 7:34 it allows you to get through a lot of 7:36 numbers and honestly cold calling is all 7:38 about the numbers game if you have the 7:40 stamina to understand to get through 7:42 these numbers and the key here is not 7:43 ask how many calls do I have to get a 7:45 deal it’s how much effort you’re going 7:47 to put in making these phone calls 7:48 because you might be able to get a deal 7:50 on your first call or it might be your 7:51 ten thousands call I don’t know there’s 7:53 so many variables that go into it the 7:55 key is by you going through this journey 7:57 number one you’re going to gain 7:58 confidence number two you’re going to 8:00 get experience because the amount of 8:02 calls you’re going to make is going to 8:04 teach you how to talk to Sellers and the 8:06 more you do the better off you’re going 8:07 to do the second one is SMS which which 8:09 is basically texting and this is a very 8:11 valuable service especially to you 8:13 individual operators why because it only 8:16 takes one person to do this and you can 8:18 scale it massively because if you send 8:20 out three thousand texts usually use the 8:22 service to do it and you get responses 8:24 to it you can then respond to it and it 8:26 is the most scalable of all the 8:28 marketing channels but here’s the 8:30 challenges you have to convert them from 8:32 text to via phone don’t ever think you 8:34 can close these people just on text 8:36 alone you have to get that Personal 8:37 Touch so focus on the conversion and 8:40 understand this is probably the most 8:42 scalable way to do it the third one is 8:43 going to be direct mail which to be 8:45 honest with you is most investors use it 8:47 when they’ve made some money so I rather 8:49 you get your first couple deals from the 8:50 first two marketing channels but once 8:52 you understand and you have a lot of 8:54 experience talking to sellers you 8:55 understand how to handle objections now 8:57 you can make an investment into your 8:58 wholesaling business and do a direct 9:00 mail and the reason I like this number 9:01 one it’s scalable extremely scalable 9:04 click of the button you put your list 9:05 together click a button and a server 9:07 sends it out to you and number two it’s 9:08 legal it’s 100 legal you can’t be shut 9:11 down for it as long as you pay the 9:13 United States Postal Service their stamp 9:15 fees it’s 100 illegal and you don’t have 9:17 to worry about the threat of someone 9:19 saying you’re breaking the law now the 9:21 other third huge advantage to it is 9:23 these are what we call inbound leads and 9:25 it allows you to answer incoming phone 9:27 calls we always recommend answering them 9:29 live and for this alone it is super 9:32 fantastic for scaling now it’s going to 9:34 cost you some money to do this I said 9:35 wait till you get a few deals on your 9:36 belt but if you spend two or three 9:38 thousand dollars to make Thirty or fifty 9:40 thousand dollars that is a sizable 9:42 return on your investment and that’s 9:43 what you can get direct mail Direct Mail 9:45 typically takes at least three months 9:47 before you see a profit on it so you 9:49 have to budget and you have to plan for 9:51 three months a hidden marketing strategy 9:53 we kind of use indirect mail is called 9:55 reverse driving for dollars and this is 9:57 nothing more than taking a yellow sticky 9:59 note and maybe you take like your code 10:01 violation list which is your government 10:03 list and you get a list and you figure 10:04 out a route and you go out and put 50 10:06 notes on a door and your note simply 10:08 says hey I got quick question about your 10:10 house it’s Rick you put on your virtual 10:11 phone number once again it’s inbound 10:13 marketing it’s coming to you so you put 10:15 out 50 notes five people call you back 10:17 those are five people you can work with 10:18 and hopefully you can get a deal or two 10:20 out of that it is a very clever strategy 10:22 it works well and you have a high 10:24 callback rate and honestly using all of 10:26 these strategies is the best way for you 10:28 to connect with a motivated seller so The Key 10:30 here’s the key I would say probably 10:32 starting out just focus on two things 10:34 number one focus on one marketing 10:36 channel I feel like so many people focus 10:39 on all these marketing channels and 10:40 lists and crazy stuff if you’re starting 10:42 out right now if you can match one of 10:44 the three lists we talked about and then 10:45 one of the three marketing channels and 10:47 combine them together into one just 10:49 start out like that a lot of people have 10:50 analysis paralysis and they’re stressed 10:52 and they get all these confusing things 10:53 but honestly if you just go out here and 10:56 just stick to one thing and just do that 10:58 very well that’ll probably lead you to 11:00 the best chance of getting your first 11:01 deal when you over complicate things 11:02 that’s when you get stretched in and 11:04 then maybe your deal flow doesn’t work 11:05 too well and remember you should also 11:07 focus on what we call the thousand leads 11:09 rule everyone says how many leads should 11:11 I do to get a call or how many calls or 11:12 texts to get a deal just focus on a 11:14 thousand really motivated leads and get 11:16 in front of a thousand people and you 11:18 should get a wholesaling real estate 11:19 deal from that but it’s up to you if 11:21 you’re gonna do the volume the effort 11:22 and the work to become successful in 11:23 wholesaling and that’ll lead you to 11:25 finding your first deal with the power 11:26 of marketing for wholesaling Real Estate 11:28 so guys take what we say do what we say 11:30 and I promise you we’ve helped people 11:32 make millions and millions of dollars 11:33 every single month in wholesaling and we 11:35 want you to be the next success story so 11:37 if you want to be that success story 11:38 start doing these marketing lists and 11:39 channels and you’ll be successful in 11:41 wholesaling real estate so if you got 11:42 any value from this video do me a favor 11:43 make sure you smash the like button 11:45 subscribe for everything we’ve talked 11:46 about we do have step-by-step tutorials 11:48 how to do it at freeholding.com to make 11:49 sure you go to frielson.com we’ll see 11:51 you guys soon this is Zach and signing 11:53 out Rick and signing out have a blessed 11:54 one see you guys