Why You’re Not Closing Seller Leads (Even If They're Motivated) | Jason Sager
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What does it take to convert motivated seller leads?
What's up, the Science of Flipping family? I am back with another incredible guest. Now, it's important because we all want motivated sellers. That is what we are in the game of. It doesn't matter if you're single family, apartment, storage. We want motivation and we want a seller. I have Jason here with me from MotivatedSellers.com and they're the leading industry expert on trying to find motivated sellers for us investors.
Justin, first off, thanks for having me. Excited to be here. But yeah, motivated sellers, that's all we do. Motivated single family or, you know, four and under real estate people looking to sell. We target the top five categories as our main thing. You know, everything from divorce to probate, pre-foreclosure, tired landlords, and health and safety issues. People need to move. That's what we're targeting. And it's so exciting to see how our investors are converting. But all we do is leads. It's mostly from the Google platform, whether it's pay-per-click, YouTube, some display ads. But everything's going through our Google platform for the most part. And we bring the leads in for the investors.
So there's plenty of competition in your space, just like mine, right? As an investor, I have a lot of competition. And no difference in your space. You have other competitors that, you know, do what you do. What separates you in general from the competition?
I'll give you a little example on this with the competitors, right? A lot of our competitors, I know them. They're good guys. I look at it as you go to a street. And if you're going out for a drink, you can go to a place where there's a lot of bars. And everybody wants to drink. There's more people who want to sell, and there's more opportunity in real estate and investors than there is. So we can't provide our investors enough leads. We send out about 500 leads a day, and we're asked for probably about double that. What makes us different? We use the entire Google platform. Our leads start at $150 per lead right now. We just started a national promo for leads just across the country that are $30. That'll probably go up to $50 pretty soon. But we do that.
We have exceptional customer service. I'm proud to be a part of that as well. You know, I'm going to toot my own horn there a little bit, but we try to be super helpful for investors. Whether it's, hey, you know, I need help with the lead. I don't, you know, maybe it's give me a credit from a dispute policy or, hey, I got this lead and the person is motivated. I have no idea what to do. And I'd be like, hey, you know what? I have the perfect guy for short sale, for subject to, for just give them a call and work the deal together, work something out.
So you really are like helping even your clientele. Like, you know, I did a training last night to about 55 investors. And one of the things I talked about is being able to diversify the asset. Because if you only are a one-trick pony and do one thing with it, then you might spend $150 on a lead and it may not work for the one trick you do, right? So let's just say you're the BRRRR investor. You buy it, you rehab it, you rent it, you refinance. And if that's your one vertical, the lead you just bought may not fit for that, right? It may be a better short-term rental. It may be a better novation. It may be a better just straight-up listing. But if you aren't diversified in how you're exiting, there's a lot of people out there spending a lot of money
But they don't have the skill set to diversify that.
Yeah. And that's exactly it. And, you know, for the big time investors, we have a lot of big guys. They can teach me way more than I can ever teach them.
Sure.
You know, I might give them a little hint like, hey, you should organize this in Dropbox or use, you know, talk to this guy. But by and large, they're going to teach me way more.
Yeah.
But some of the smaller guys, I can give them a lot of tips and put them in the right place. It's just when you talk about differentiation, we're just going out of our way to help people.
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