It’s been a rough year, no doubt.
The stock market is rallying when companies are going bankrupt, the whole tourism industry is shut down and there’s a nasty storm brewing right now in the real estate market.
And it’s got me thinking about how I respond when my world turns upside down.
Sure, I can hide in my home, and bear-hug my toilet paper and hand sanitizer…
While I hope and pray this storm will pass without wrecking my business.
He finds solutions even when the sh*t’s hitting the fan.
Some investors have hit the pause button on ALL their marketing…
Stopped sending mailings, paused their ads, fired their VAs and closed up shop.
While other investors are doubling down because they know in uncertain times like these, leaders and problem-solvers get rewarded handsomely.
Now, I don’t know which camp you’re in?
Either one is cool with me.
But this report?
It’s for those who want to use this market downturn as a springboard to more deals and stable income as things return to normal over the next few months.
If your income relies on finding discounted ugly houses with high equity to wholesale, flip or keep as investments…
What I’m about to share with you could mean the difference between your REI biz going under during the rough patch we’re going through…
Or riding the massive wave of opportunity and coming out on top after this housing storm is over.
And this is not theory …
It’s something that we practice day in and day out in our agency.
“In 3-4 months from online ads we’ve purchased 9 homes and have 4 more under contract. Prior to doing online marketing I was only mailing out postcards to get deals. I felt I had maxed out that channel for my area (Phoenix) and needed a new lead source.”
We gotta keep our eyes wide open and study the markets carefully, so we don’t end up as another statistic.
Here are some things to take note of…
That was the most job losses since the Great Recession and ended the longest employment boom in U.S. history that started in late 2010.
Economic analysts are saying the worse is still yet to come, especially as states start lifting mortgage forbearance. Who knows?
The real question is, what’s this all mean for you?
People are going to be looking for CASH buyers faster than EVER!
With the tourism industry taking a massive blow …
Restaurants, Airbnbs, and brick and mortar businesses shutting their doors to customers and guests, you have people starving for cash and liquidity.
So where are they going to turn for that cash?
Now, I don’t want to come off as Sharky here…
And I would never wish for anyone to lose their job, or have to sell their property to survive…
But in my eyes?
Meanwhile…
Competition among investors seems to be declining!
A large swath of part-time investors and folks who were riding the Real Estate hype train are nowhere to be found…
And the fearful investors afraid of the next market speed bump have slammed the brakes on ALL their marketing for seller leads and have exited the market.
With the competition going down…
And the number of sellers going UP…
Those who continue to feed their marketing machines are seeing far greater returns.
If you go to Google Trends and you type in “sell my house” …
You’ll find the number of sellers looking for cash buyers is at ALL TIME HIGH this year …
See, the number of sellers entering the market has gone up sky high…
And because a lot of folks are locked in their homes, it’s going UP & UP by the day.
So for investors who have their ads running right now?
The same ad budget will bring in MORE seller leads than the months before and at a LOWER cost.
And with the “Beer Flu” in full swing, sellers don’t want a bunch of random people coming into their property and “touching things”.
So they’re looking for serious investors who can pay cash and close fast.
Which is why I’m writing this note to you today…
Who’s going to snag all these deals?
When sellers search “sell my house fast for cash” in your city…
Do you show up first on the page? Or is your website buried at the bottom of the page? (not even showing up at all!)
For most investors, they’re missing out on the Tsunami of “Ready to Sell Now” homeowners who just entered the market.
That’s why one of the smartest moves investors can make right now…
Investors like Nick Perry who are running Google Ads right now and know what keywords to bid on…
The same ad budget can drive MORE seller leads at a LOWER cost.
“We’re up to 190k in gross profits this year mainly from Google Adwords and what you have taught me.”
And the investors that walk through the door now can carve out a healthy slice of market share.
I hope that’s where YOU come into play?
Because what you’re about to find out gives even the smallest investor a HUGE advantage over their competition …
Who are afraid the sky might fall on their heads and choose to wait it out till it all blows over.
More than ever, investors need to be smart about where they invest their marketing dollars.
One wrong move investing $1,000s into the wrong deal source could wipe them out during times like this.
I’m not saying Google Ads is the end-all-be-all, investors do get deals from other sources every day …
But when it comes to putting $1 into marketing and getting $2, $4 and even $6 or more back and saving time talking to just 10 sellers to get a $10,000+ deal …
Nothing compares to Google Ads.
#1: It Doesn’t Matter Where You’re Investing, There Are Sellers Right Now In Your City Looking for Cash Buyers on Google
It doesn’t matter what market you’re investing in, whether you’re in Las Vegas, in Oklahoma City, or in Florida…
… distressed sellers use Google to find cash buyers.
There’s no list or directory you can go to and find cash buyers 🙂
So the first thing sellers do is go to Google.
Let me prove it to you…
Here’s the screenshot of the search volume for just ONE keyword in one small city in the US, with a population of 63,000 — Greenville, South Carolina.
There are up to 100 sellers THIS MONTH looking to sell their house using this one keyword.
If you have at least 10-100 searches for just that ONE keyword, then there are probably over 1000 sellers in that market willing to sell their house THIS MONTH…
Because there’s about 100 keywords you can plug into your account to get your ads in front of motivated sellers.
And this is a small village of about 60,000 people 🙂
We’ve got up to 1000 searches a month for JUST this ONE keyword!
My point here is…
The question isn’t IF you can find motivated sellers in your market on Google …
But it’s WHO is going to get to them FIRST?
Is it going to be you?
Or is it going to be your competition?
“We’ve closed 4 deals this past month from PPC so we see the immediate benefit.”
#2: When sellers DECIDE they want to SELL to a CASH BUYER, the FIRST thing they do is GOOGLE
Get this wrong, nothing else matters.
It’s the difference between getting a YES or NO to your discounted offer from a seller…
And it’s the ONLY thing we CAN’T control but makes ALL the difference…
When it comes to how many sellers you need to talk to in order to get a deal.
Now, if you’re cold calling, sending direct mail, RVM, text blasts etc. you probably already know what I’m talking about…
Investors need to dial 4,000 numbers, talk to 100s of sellers to get ONE deal.
That’s brutal!
Ever wondered why this is the case?
How come investors getting leads from Google only need to talk to about 10 sellers to get a deal…
While investors using other deal sources have to talk to 50, 80 and even 100 sellers to get ONE deal?
It all has to do with timing!
You see, people sell when they are ready to sell.
Not when you’re ready to buy.
Here’s what I mean…
There’s a framework by Eugene Schwartz, one of the most famous advertisers who ever lived, called “The 5 Levels Of Customer Awareness” …
Which basically means is how aware is your prospect of their problem and the solutions available to solve their problem
These would be homeowners who don’t realize or see they have a problem.
An example is a homeowner who just moved out of state for a job and they’re thinking that they can easily rent their house.
There’s no pain, no problem to address. They just don’t want to sell.
Here the seller sees that the house has become a big problem and needs to sell it…
But he doesn’t know that there are investors who’d buy their house for cash as-is.
Continuing on with our example…
This homeowner realized renting out their house is not as easy as they thought…
The tenants have broken their lease, they trashed the house and they’re hundreds of miles away from the property to do anything.
Plus, they tried working with a property mgmt company, but the service was really bad and the quality of tenant they put into the property is even worse.
Now, these sellers have decided they want to sell their house.
They’re considering multiple solutions: listing with a realtor, selling on their own or selling to a cash buyer.
They know there are investors out there who would pay cash, but haven’t decided to go that route (yet!)
These are sellers who have decided they want to sell to a cash buyer, they know what YOU do, but they’re not sold on you being “the one” yet.
So continuing on with the example …
The seller tries listing it on Craigslist and Zillow, but doesn’t get any bites.
He had a lot of problems showing the property, and the few buyers he talked to weren’t even yet qualified for a mortgage.
He had it listed online for over 2 months now, but couldn’t move it.
He then talked to a couple of realtors who want him to fix all the mess his tenants made before they’d even consider listing it.
They want 6% commission, and on top of that they want him to pay for staging and agree to seller concessions.
So he decided he doesn’t want to bother with all of that, and would rather just sell it at a discount as is to a cash buyer.
These are the sellers who know YOU by name and have ALREADY decided they want to work with YOU, and they just need to know what your offer is.
So the out of state homeowner knows your name, likes what you’re about, prefers to deal with you over the other investors and has reached out to you to get an offer.
When Investors use direct mail, cold calling, RVM, bandit signs etc…
They’re mostly targeting “Unaware Sellers” or sellers who are “Problem Aware” but may not have yet decided they want to sell yet.
That’s why it takes cold calling, sending RVM, text blasts thousands and thousands of sellers to just set up one single appointment.
They’re targeting the WRONG sellers from the get go.
God bless their soul, but they’re working so much harder than they need to.
You’re only going after “Solution & Product Aware” sellers.
These are sellers who have ALREADY decided they want to sell their house, and a big portion of them have decided they just want to deal with cash buyers.
With ALL of that said…
Can you now see why TIMING is one of the BIGGEST FACTORS that makes all the difference between getting a YES or NO to your discounted offers?
Can you now see how powerful Google Ads are when it comes to getting in front of sellers who are in a RUSH to sell and are ACTIVELY looking for an investor to help them?
And how instead of talking to 50, 75 and even 100 sellers to get a deal…
Now you only need to talk to just 10 sellers (more or less)?
“3 deals closed. 3-5 deals pending. Not only are the AdWords leads coming in getting better with time (hopefully)… but we’re getting better at turning them into deals and closing them. We started only a few months ago and had a $6k month in June…
Just had a $50K month in August…and looking to go even bigger in September.”
I think Jordan is a phenomenal investor and I have all respect to him.
He’s one of the go getters in our group.
When he says he’s “getting better at turning them into deals and closing them”…
What he’s really saying is the leads he’s now getting from Google Ads are much easier to close than what he was getting cold calling and sending out direct mail.
Talking to Solution and Product Aware Sellers who have ALREADY evaluated all of the different options out there and realized that their only way to get out of their mess is to sell to an investor.
Just think about this for a second…
Of course results vary…
I’m not claiming this is typical or that you’ll make ten times your current revenue in 3 months just like Jordan…
I’m just showing you what’s possible.
#3: Google Ads Brings You Consistent Flow of Sellers Coming to You For An Offer Day In, Day Out
This is a screenshot of one of our clients’ accounts back in 2019…
The graph shows the entire year, from January to December.
And if you look at the month I’m highlighting, August 2019?
We got him 85 leads just using Google ads…
Which is about three leads every single day.
That’s three motivated sellers with ugly houses and high equity ringing up this guy every day…
Without any calling, RVMs, putting out bandit signs, or sending out letters.
They are all clicking on his Google ads, dial his number and say…
“Hey, what can you offer me for my house?”
Now, like any other channel, there are ups and downs…
And not every single lead will turn into a deal…
But as you can see, the seller lead flow is steady and consistent…
And our clients on average turn every 10 sellers leads they talk into into a deal!
This is for the folks who do flips or wholesale.
Those who do owner financing, lease option or got a realtor on board, their deals go up and up, and turn one out of five into a deal.
“We have closed (1) deal, (3) more deals at the title company. Receiving emails and phone calls almost daily. We are in Dallas Fort Worth, Texas. A tough tough market.”
Now, I’m not claiming that you’re going to get 4 deals in two months.
I wish I could control Google and tell you that’s certain but I don’t…
I’m just showing you what’s possible from people who joined us and put this action plan into action.
#4: Google Ads Are Now At A Discount!
Because there’s an uptick in inventory and the competition is lower than ever …
Google Ads are now running at a discount.
We’re seeing the SAME budget can now bring 30%-50% MORE leads.
I can tell you from experience, this has NEVER happened since the 06-07 crash.
The cost to run ads has always been on the rise.
This is the first time we see such a thing happening …
And investors who take advantage of this will get more bang for their buck and have more deals coming into their pipeline than they can handle on their own.
“Hey Dan! I did see the lead and actually had my sales guy call. He talked to the homeowner, went and saw the house and signed a contract to buy it! Not bad for $10. Lol!!!”
Now obviously, $10 leads from Google Ads are RARE.
We don’t see those everyday.
But since it doesn’t take many leads to get a $10k+ deals from Google Ads, the numbers work out great.
#5: Virtual Wholesaling & Google Ads are like Peanut Butter and Jelly 🙂
With many states and cities asking their citizens to stay home and avoid contact with other people …
It closed the lid on a lot of local real estate companies and forced them to close shop.
Because of that, we’re now seeing a lot of investors moving into virtual markets and doing deals outside of their local market.
I don’t know if you’re looking to do deals virtually too?
Google Ads and Virtual Wholesaling go together like peanut butter and jelly 🙂
Now, before I go any further I need to stress that as real estate investors, it’s our duty to be human and ethical with all our efforts…
Solving problems and not taking advantage of people.
With that said…
We are called by sellers with money trapped in their property who are IN NEED of people like us to solve problems for them and help.
And what may excite you about running Google Ads …
Once you’ve your ads dialed in one market …
You can pretty much open up new markets virtually like opening up a can of Coke and close 10k+ across the whole country.
Something else …
I know quite a few investors who can’t stand talking to another seller, looking for buyers and coordinating closings, etc.
I don’t know if this is the case for you?
But what if there was a way to “skip the flip”, running the comps, talking to sellers, marketing to buyers and doing title company work…
…and get to the dough by doing Joint Ventures with other investors?
It’s possible, by becoming the “REI Rainmaker”…
You focus on running the ads and getting the leads all from the comfort of your home and on your computer …
And when you find a seller that’s ready to go, you send them off to an investor who’ll do the legwork and close the deal.
It’s pretty much like all the bird dogs who drive around town looking for vacant properties …
Only with Google Ads, you can do it all while in your jammies 🙂
It’s not uncommon to get a 5k-10k bird dog fee a POP.
“Have been here a little bit over 2 months and I have closed on 2 deals total of 15k and I have one property under contract.”
Again, please don’t take this as some sort of a guarantee of your results.
I’m NOT claiming you’ll make 15k (or anything for that matter) …
I’m just showing what’s possible and what our clients report.
The more experienced clients get better results than those starting out because they’ve got the sales process, cash buyers, funding etc. all in place.
Your results will vary based on your market conditions, experience, budget etc.
There are MORE reasons than I could shake a stick at…
What I really want you to hear is: GOOGLE ADS.
Google Ads is the Ham, smack dab in the middle of your lifestyle REI Business sandwich. It’s delicious too! (for vegans, it’s the avocado 🙂
For example, I just looked up the average mortgage payment in the U.S.
Wikipedia tells me it’s $1,016 per month.
You know what that means from a Google Ads perspective?
ONE! Just ONE deal from Google Ads is enough to cover the mortgage for the next 10 months or so – EVEN AFTER – Uncle Sam takes his bite out of the sandwich.
Because of my Agency, I feel like one of the luckiest men alive. It’s allowed me and my family to spend lots of time together, eat very well, and travel all around the world on tons of life-changing adventures – WITHOUT having to worry about money.
I’ve got folks happily paying me over $30,000+ every year to run their ad campaigns.
And I have the operations, systems and a FANTASTIC team that takes most of the heavy lifting off my back, so I only have to work a couple of hours every day.
Because of that, my clients get results NOBODY else can deliver.
And even though I LOVE running ads for my clients…
I recently made a BIG CHANGE and decided to start focusing on helping OUR STUDENTS and produce more great resources for them to create consistent income and steady flow of deals from Google Ads.
My main reason for this change is (1) I don’t have an ambition to become a 100+ employee big marketing agency (2) I truly want to make a BIGGER impact on people’s lives.
I’m a teacher at heart …
I actually used to teach history before this whole real estate thing 🙂
And I figured the best way to do that is by sharing what’s been working REALLY well for our agency clients.
And with the turbulent housing market, the TIMING HAS NEVER BEEN MORE PERFECT!
Never before have I had so many folks – whose businesses (and lives) rely on direct mail, cold calling and realtors/birddogs- reach out and tell me that despite doing everything they’re doing …
… their income is as wobbly as a 4 legged stool with 2 missing legs .
Their phones are not ringing as often with motivated sellers …
They’re ending more months without closing more than ever before…
… profit margins are anorexic and they’re having to lay people off!
And man, do I feel for them…
I’m getting together with a small group of investors to have sellers with ugly houses and high equity ringing their phones for an offer every day and closing 10k+ deals every month from Google Ads.
No more spending their hard-earned dollars on marketing that doesn’t get their phone ringing with motivated sellers …
No more getting into a bidding war with a dozen investors and chasing over-priced deals …
And no more gluing their ears to the phone dialing 1000s of sellers only to get hung up on.
My team and I will 100% set up all of their Google Ads by next week …
So all they need to do is turn the switch “on” to start filling up their CRMs with motivated sellers.
By Friday next week, they’ll be on top of Google and getting in front of distressed sellers looking to sell their house NOW at a 30%-50% discount for much-needed cash because of what’s going on in the market.
And I got to tell you, from my own experience…
… the online REI ocean is so MUCH smoother when you’re traveling with a “Skipper” who knows how to steer in all types of weather – especially in the kind of housing storm we’re in… you haven’t seen the last of this nasty weather yet.
Some will ignore this message and risk getting crushed by this storm and dock their ships permanently.
I feel I’ve been called to lead a few good men and women through the storm and come out the other side stronger, and better off than ever before.
It’s happening.
Click on the link below to tell me about your business and schedule a call with Lou on my team to map out your Deals on Demand campaign:
And he’ll shoot you all the details.
Thank you for reading this report and I look forward to working with you!
d 🙂