What kind of lead generation methods have you used to successfully scale your business? What strategies should I use if I want the same success? People often ask me about what has worked best for my real estate investing business, and how they can choose a strategy for their business too. So, I decided not to only tell you about four of my favorite strategies, but at the same time, to give you a sneak peek into one of the video modules inside of the 6 Figure Flipper course which gives a you a quick teaser.
First, before you go there, let me tell you about the strategies I mentioned. Most are pay to play strategies, but they are options that often pay the highest ROI on your time and money and allow you a great opportunity to scale your business by getting leads consistently coming in. Let’s take a quick look at what they are:
Direct Mail: This is a great way of marketing, but can be a complete waste of money if it is not done right. There is a science to it if you want to generate leads. The key is to find groups of people who expect or need to be contacted. There are many of these groups to choose from, but 2 of my favorites to target with direct mail, are of out of state landlords and probates. There is generally a large pool of people to market to in these groups, and they most often have a pain point that my services help them solve. Remember, its’ important to understand people’s motivation and what their situation might be before you craft the content and call to action in your letter. The letter or postcard that I have used has made me multiple 7 figures, and it’s quite simple. I list different potential situations that would most likely relate to the one they are facing. Then I go on to talk about my service and what my company does. Last, I have a few calls to action inviting them to reach out to me. Once I connect with them, it’s all about listening intently and helping them find a problem to their solution and how I can assist with that. If you want to see the exact mailers I use and know the entire process I’ve followed for years to keep leads constantly coming in, you can learn more about my Direct Mail Mastery process here.
Pay Per Click: While Pay Per Click can be a very lucrative and consistent way of generating high quality off market seller leads, I don’t recommend you utilize this as your primary focus of lead generation when you are first starting out unless you know what you are doing. It can be an extremely useful tool; however, it can also be a money pit if you don’t do it right. One benefit of this strategy is that it allows you to be in business instantly. The beauty of the online space is that there are always sellers looking to sell their property fast for quick cash in order to help them out of a stressful situation. Another benefit of pay per click is that you can get instant measurable feedback and track your numbers accordingly to see what strategies you get the highest return on investment . By knowing this data, that means you can scale your lead generation efforts accordingly. On the flipside, there is a lot of competition and it can get expensive when you try to compete with some of the bigger players in the space. My recommendation is if you’re planning to utilize this strategy, consider hiring an expert 0r firm out there like Adwords Nerds or OnCarrot if you decide to go into this space. Should you go down this path, make sure to commit to doing this strategy for at least 6 to 12 months so you give yourself enough time to gather enough information to know what works and what doesn’t.
Search Engine Optimization (SEO): This is a cheap and cost effective way to get leads, however, this is an advanced and long-term online strategy. Getting on the first page of Google is a dream, but it can take a lot of time if you want to naturally rank or a lot of money if you want to pay for that placement. With the advancement of technology, the old “game the system” tricks are not as effective as they may have once been. Keep in mind that Google wants to show the best results for the keywords people are searching. So, they will always be looking for the best pages with the best content. This means putting out consistent content on your website that is highly valuable to the people you may be looking to do business with. There are many other advanced ranking strategies you can use in your content to accelerate your website and ranking growth, but just know this is a marathon strategy that requires consistency and patience. If this is something you want to do, I recommend putting out one piece of content a week, link to other resources and pages, and always have a purposeful message and call to action that serves your reader. If you don’t have time for it, feel free to outsource it to companies or freelancers that will do it for you. A word of caution, SEO experts are a dime a dozen, so don’t fall prey to a pitch. In my opinion, you don’t really need an expert for this, but should you want to hire one, writers can be found on website like Fiverr and Upwork.
Signs & Banners: If you’ve followed my content, you may recall that my first deal came from bandit signs so you can imagine why I like them so much. Like many people who are starting out, I didn’t have a lot of money so I began with bandit signs because they are relatively cheap and easy to use. Not only are they a great way to attract motivated sellers in the areas you wish to invest in, they are a great way to build your cash buyers list and get brand recognition in your community. Just go around and tack them up in the areas you are interested in and wait for the calls to start coming in. Beware, however, that bandit signs are illegal in some areas so be sure to do some research in your areas of interest and obey the sign ordinances.
In addition to bandit signs, banners and yard signs are also a great way to generate leads. The second I close on a property, I hang a massive banner and put a sign in the front yard. Trust me, if there is someone in the neighborhood who is thinking of selling their property for cash, you will be the first person they reach out to.
Whether you use these four lead generation channels, or others, you must find a way to consistently generate leads if you’re going to survive and thrive as a real estate investor. If you want some more ideas, you can download my free guide that shows you 100 Ways To Find Real Estate Deals. If you don’t have leads, you don’t have a real business. So, choose a method that aligns with your time, energy, and resources available, build your knowledge on the one you choose, and then become an expert on that strategy.
Don’t forget to check out my sneak peek into a module in the Six Figure Flipper course where I talk more about these strategies and be sure to leave me a comment on what strategy works best for you or question regarding any of the things covered in this video .
Until Next Time,