In theory, you need to spend more time on follow up than on leads. In reality, a lot of wholesalers have a one-and-done approach. They make that first initial contact with a lead, and then never circle around to build a relationship and stay on the radar of a seller. I want you to tap into that money by making following up a bigger part of your marketing.

In 2018, I did a study that examined how many of my sales came from follow-ups. 54 out of 58 deals in that year were because I called a seller more than once. Who wants to walk away from 54 deals?! I’m going to teach you how to build rapport with your leads, and why you should offer to take other wholesalers’ “dead” leads off of them. Because there really is no such thing as a dead lead.

We recently closed a deal in Maui, and the seller took 4 months of contact and rapport-building before they were ready to sell to us. This kind of nurturing is necessary when a seller’s motivations are there but aren’t urgent. Listen carefully to the kinds of questions you need to ask to figure out a seller’s motivation so that you can know what kind of creative financing to offer them.

I’ve got a case study coming up where I’m going to work on a CRM that I haven’t touched in two years. We’re going to document how many deals we lost and how many we can close on. If you want in, make sure you’re on my email list so that you can see how I revive this CRM and make money off of incredibly old leads.

What's Inside:

• Why you need to take good notes in your CRM.
• How to dig down and get to the reason why sellers want to sell.
• How to improve your KPI and make your marketing dollars go farther.