About this episode:
Jason Lewis spends less than 5 hours per week running his wholesaling & flipping business but managed to wholesale or flip 149 houses for $3 MM in profits in 2021 alone. It was possible because he learned how to hire & train the right roles at the right time. Today, we’re going to get a glimpse into how he did it. Listen in.
About this episode:
Part 2: Agents, are you taking a random approach to follow-up? Does it feel like you’re doing all the right things but still have clients leave to work with another agent?
30 yr real estate veteran Tyler Ford along with our brilliant and spunky friend Shemeika Fox are sharing exactly what they’re doing to build trust and keep their clients motivated, resulting in a steady stream of transactions.
Dive in as we transform your follow-up!
Get the free scripts at Carrot.com/follow
Anthony’s most successful and most creative Facebook ad landed him a deal that ended up burning money in more ways than one. We’re breaking down the creative marketing, the profits, and the strategy behind this unique double closing in this episode of Behind the Deal.
Join us live every other Thursday at Carrot.com/deal
![EP 338: Follow-Up Mastery #1: Investors, Stop Losing Deals to Bad Messaging [Free Scripts]](https://image-cdn.carrot.com/uploads/podcast-blog-feat-guest-13.png)
New mini-series! If you know your follow up stinks, this episode is for you. Part 1 is all about how to talk to your prospects with an uncomplicated, human approach — one that builds trust and converts prospects into sellers. We’ve brought on two of our experts in follow-up to share how you can shift your mindset around follow up to make it more effortless, whether you want to close 1 deal a month or 10. Listen in!
Get the free scripts at Carrot.com/follow 👈
Besides being a professional violinist for 15 years, Al is great at solving messy problems to make lots of money. He’s an expert in probate.
In this episode, we find out how & where to generate quality probate leads, how to work the leads faster, and pro tips for working with title companies and attorneys. Join us :)
Mentioned in this Episode:
Connect with Al
Listen to Al’s Podcast
Follow Al on Instagram
Check out Al’s Youtube Channel
Al Nicoletti is a Florida Real Estate/Probate Attorney known throughout Florida as the “Prince of Probate” a/k/a “The Probate King.”
As a Probate attorney extraordinaire, Al has carved out a unique niche in probate real estate issues for inherited property and is dominating the Florida market solving simple and complex probate matters that once stalled real estate deals.
Al developed a strategy to structure probates so they are fast, efficient, and can wait to get paid at the title closing.
Al’s law practice is strongly focused on Probate, Quiet Title, Partition, and Trust Administration (the real estate title fixer). He has a no-nonsense approach and is dedicated to positive quality results, done fast, efficiently, and the right way, working with real estate investors, real estate agents/brokers, and other real estate professionals.
In addition to managing his law practice, Al has a live weekly podcast show, is an educational speaker, influencer, and social media content creator, and enjoys traveling the State of Florida speaking at real estate investor association meetings, boot camps, and masterminds to educate audiences on unique real estate niches.
Nobody who is wealthy is keeping their money at the bank.
– April Crossley
Bank loans don’t let you build relationships OR scale your business. Not to mention all the deals they won’t even touch!
That’s why today we’re covering: How to create a deal package that lenders want to see, what kind of terms to expect, how to network and find the right lenders when you should use your own private capital.
Our guest is April Crossley. She started as a teenage mom with Zero financial education and dove into real estate working full time, raising a family, and with NO money.
Fast forward to today- in 12 years of investing she’s never used a dime of her own money to buy any of her flips or rental properties.
So whether you want to become a private lender or you just need to be able to close more deals, She’s about to teach you how.
April filmed this episode of the CarrotCast from her truck, somewhere out in Arizona. She recently sold her house in PA and hit the road in her RV with her husband.
For April, experiences are more important than things, and she has deliberately built her business with this lifestyle in mind.
She currently operates two flipping companies, holds about 35 rental properties, is an active private lender, and spends her days chasing good weather.
We often look at people like April with her multiple properties, companies, and endeavors, and can’t imagine ever getting to where she is. But the truth is, with the right goals, planning, and willingness to learn, goals like April’s can be achieved.
What you are seeing now is this moment in time, not the 10+ years of learning and sweat equity that got her here. Every empire starts with just one deal.
By sticking to a budget and knowing where she wanted to be, April has not only attained financial freedom, but she has also discovered what fuels her.
Having a hand-off business is something that is very important to April at this stage of her life. After stumbling into private money lending a few years ago, she realized that it was much easier to review a deal and write a check than it was to chase leads and talk to sellers.
As such, this is where April now spends much of her time. Networking and partnering with other lenders, raising money, and investing in rock-solid deals is what is driving April today, and we completely see why.
In order to become a private lender, April needed the capital to do so. Since day 1 of her career in real estate, she had utilized the bucket method to keep her finances in check. Right off the top, she will take 25% of any earnings and allocate it to taxes. She takes 10% and allocates it to charity.
Another 10% goes to a financial freedom fund which is only to be used for reinvestment or private lending. And lastly, another 10% goes to long-term savings to fund things like personal home renovations and family vacations. The rest of her earnings goes toward everyday bills.
By being strict with her money in this way, April has been able to build her wealth over the past few years.
In the beginning, all of April’s deals were done with private money. Her first deal was a JV where they brought the money and she did all of the work.
Now, several years later, April will still use private money to fund a good portion of her deals. As a lender herself, she knows the importance of a clean presentation.
Lenders don’t analyze the properties themselves because they don’t have time. If you are seeking private money for a project, be sure to put all of the data together in one neat package.
Many people think they can just search the internet and find a hard money lender. While this is completely possible, working with private lenders to partner on deals will help you form incredible relationships.
When the right match is formed, they will be eager to lend to you time and time again. They may even refer you to other lenders who want to get in on the deals you are finding. With her strong relationships, April is able to raise cash to fund almost any real estate investment.
April has put in the work and built the relationships that are helping to fuel her lifestyle. She has gotten to where she is by not becoming distracted by what other people are doing. She’s kept her blinders on and built the business that gives her complete and utter freedom.
What’s up y’all?
So you’re a real estate investor. You’re a wholesaler. You’re a flipper. You might be doing some cold calling, direct mail, but you’re going, “I need to get leads online now.”
Demo Carrot: How many deals are you losing to your competitor’s website?
Take a Free DemoWell, you might not know how to do that, or what you put on the website, what do you say, how do you structure it so it actually performs well for you and you stop losing leads and deals. How can you finally get consistency?
Well, we will show in this series how to do that, from start to finish. How to make your website finally perform for you, grow momentum, and get you more deals. So, let’s dive right in.
My name is Trevor Mauch. I’m the CEO of Carrot, where we help thousands of real estate investors, and agents generate hundreds of thousands of motivated seller leads online every single year.
There are a couple of things I want to go over first because we have a lot of misconceptions about online marketing when it comes to building your website.
The first one is, do you even need a website to be a real estate investor? Do you need a website as a wholesaler? Do you need a website as a flipper? As a land investor, do you need a website?
I’m going to say right now the answer is no, you don’t need a website to do deals.
Now, we have many clients who do deals before they make it over to Carrot. And you can do deals. You can drive for dollars. You can cold call. You can do all kinds of things and get deals.
The question is…
How many leads and deals are you losing because you don’t have a website or what we call an authority hub, as we’ll teach you in this series?
Imagine you put out the direct mail piece. You send your nice, pretty fancy postcard or the letter out to 5,000 addresses.
They get it in their mailbox, and they pick it up. What do they do next?
Well, the very first thing that a lot of people do in this age of credibility, in this age of, honestly, mistrust, where people are skeptical, they pick it up, and they want to Google you to figure out if you’re legit.
They’re going to Google your phone number. They’re going to your company name. They will Google anything identifiable to find you and see if your service is real.
Same thing with cold calling. Same thing with text message marketing. Same thing with radio and TV advertising. All offline marketing drives online demand.
So if you’re doing offline marketing, you can close deals without it.
But I can guarantee you that you’re losing deals because you don’t have a website or the right structured website to win those deals, win those leads, and grow that credibility.
All offline marketing creates online demand. Your website can actually help you get a higher ROI from all of your offline marketing.
Quick story: Carter Steph, is one of the largest home buyers in America, the largest home buyer in Oklahoma City. And he does a lot of radio and TV advertising. He had a pretty website. It was a custom-developed WordPress website.
He was getting some leads through it, but after he switched over to what we’re going to teach you in this series, he showed that he was losing about $20,000 monthly in lost deals because his website was not structured correctly.
“Since switching to Carrot… the leads are converting to purchases at a MUCH higher level.”
“We couldn’t be happier with the site so far…What we have seen is a DRAMATIC increase in web leads. Since switching to Carrot, the leads we are getting are converting to purchases at a MUCH higher level.
Things have been moving so fast that we haven’t had the opportunity to accurately determine the lead-to-purchase ratio, but I would estimate it is in the 25 to 35% range, which means the leads we are getting are significantly better than our historical average.
Thanks for everything, and we are now looking at expansion because of the success we have had in such a short time.” – Carter Steph, 18002sellhomes.com
So, do you need a website? No, you don’t, but you are losing leads and deals every single month if you don’t have a website or have the right website structure.
I want to ask you this question before we dive into the five real estate website design ideas…
How much is your business losing each year because either you don’t have a website or you have an underperforming one?
As we go through this series, I want it to be interactive. I want you to write down things.
I want you to write down what’s your average profit per deal. In many markets, let’s say it’s $20,000. It might be $10,000 in your market, or let’s say it’s $30,000 in your market. Write down your average profit per deal.
Keep that in mind throughout the entire series as you build the website to operate correctly and perform correctly because you want to prevent yourself from losing any of those deals. If your average profit deal is $20,000, how do you now prevent losing a $20,000 deal this year?
How many of those leads and deals are you okay with losing from an underperforming website?
We’re going to help you win back those deals and put that money in your pocket rather than in your competitor’s pocket.
We’re going to dive into those five points right now to ensure that you go from just a website to a high-performing website or no website to winning back more deals with the right website as a real estate investor.
Point #1
The first point is your website has to be structured the right way, or what we call a tech stack.
This is all the geeky technical stuff.
Can you use a Wix website or something built on Fivver to really get real performance? Or do you need to have something that’s built for performance rather than prettiness?
We’ve got an entire video that walks you through performance, not prettiness, to win back more deals and structure your website correctly.
Point #2
The second thing that we need to do is move from no website to the right website or the wrong website to a high-performing website. Honestly, I want to ensure it’s optimized to rank well on Google. One thing that we’ve been talking about for years and years and years is what we call Evergreen marketing.
Evergreen marketing is getting in front of the flow of your most motivated prospects.
I was on a call yesterday with one of the biggest home buyers in Baltimore, CR of Maryland. They were reporting their numbers from this past year, their number one, highest profitable, most profitable marketing metric, and they’re a multiple seven-figure a year business.
Their number one, most profitable marketing method was SEO.
They spent about $20,000 in SEO in that year, and they brought in $700,000 in gross profits with that one channel. By far the highest, most profitable deal.
So that’s why we need to ensure that our websites today are not just online. They don’t just look pretty, but they actually have an amazing chance to rank really, really well on Google.
Go check it out in the series when you’re ready. It walks you through the four main points you need to focus on when setting up your website correctly for SEO.
Now, am I qualified to talk about that? Well, if you guys were to Google, “Sell my house fast,” or “We buy houses,” or “Cash home buyers,” in any city in the country or any motivated house seller phrase, you’re likely going to find somewhere between three and eight Carrot sites controlling page one in Google in almost every city in the country.
The number one lead generation source of the 400,000 plus leads that come into our system every single year with our clients is search engine optimization. So, we know a thing or two about this topic.
Point #3
The third thing that we need to focus on is once someone comes to that website, its structure is credibility. We need to build credibility massively and insanely quickly right now in this market. It’s a cluttered market. It’s a busy market. We need to build credibility.
Check out that video on how to build credibility, start to finish, and win more deals to pre-frame the person who wants to work with you versus your competition.
Point #4
Now, number four. Number four is that once they’re there, we now need to make sure that we’re converting them into a lead.
This is the thing that we really pioneered in this industry. And you’ll see a lot of people in the market have emulated what Carrot pioneered, and we’re going to continue to stay ahead of that game is we change the industry from just getting a website online to making it perform and convert.
We run what’s called split tests each and every month with dozens of websites that test little elements like the size of a button or the placement of something. Or we test something, “Is this going to work better on mobile or not?”
And it goes back to if you lose one lead every single month, and the average number of leads it takes to close a deal in SEO is about 10 to 15, which means you lost 10 to 12 leads that year. And if you lost one deal and it’s a $20,000 deal, you could be losing $20,000 or more every single year at minimum, just because the website isn’t optimized for conversion as well as it could be.
So we’ve got an entire video to show you exactly what you need to do to put on your website to make it convert your visitors into leads at the highest rate possible.
Point #5
Number five. This is one of the most important things that we need to focus on as real estate investors when we’re setting up our website or what we call an authority hub is when you’re doing it, just work with your cousin Eddie, who can set up a website for a couple of hundred bucks, that’s not going to cut it.
Once again, how many leads and deals are we okay with losing every single year from an underperforming website?
We must focus on working with people or a team that has done this before in this specific market.
We’ve worked with agencies that have been really, really good at generating leads for plumbers or attorneys, but then they move into the investor market, and they struggle because it’s a completely different dynamic.
It’s a high-margin service business. Motivated sellers and buyers search for different types of things than other types of prospects do.
So, number five is we need to make sure that we’re focusing on working with people or a tool that is specifically focused on generating motivated seller and/or buyer leads for investors specifically, for you specifically as a wholesaler, a flipper of land, or houses.
All right, guys, let me run through those five real estate website design ideas really quickly again.
So those are the five main chunks, the five main things that we need to do to set up a website, to make it perform the right way, and to stop losing leads and deals from an underperforming website.
Now, there are a lot of things you can do and that you should be doing in between those as well. While you’re going through that journey, you’re going to have to pick and choose where you are going to go to get the website set up.
You can use a system like Wix or WordPress or go hire a custom web developer. They all have pros and cons. In some of them, you will make big trade-offs between speed and performance, or you might lose leads, but this will be cheaper for you.
We work with many of the top investors in the entire country, and we work with a lot of newer investors as well. And we’d love to work with you if it’s a fit.
The thing that I’m most passionate about here at Carrot, and it’s actually our stated mission in the business, is to help you build a business of freedom and impact. And we’ve done that with so many of our clients.
We really think that our tool, Carrot as software, our training, our support, and the ecosystem we put you into, just like with thousands of other successful clients of ours, is the right tool to help you get there.
But guys, don’t take our word for it. One of the biggest things I want you to do is go out there, do your research, and find information online.
Take a demo of Carrot today!
Also, we’ve got an amazing set of videos that can walk you through many of the most successful clients and their stories, that probably are pretty darn parallel to yours as well.
So, do your research!
In this no-negotiation, no-nonsense episode of Behind the Deal we’re covering:
Principles for Dealing with the Changing World Order: Why Nations Succeed and Fail by Ray Dalio
Beau’s cash buyer site:
Beau on YouTube
About this episode:
Enjoy this exclusive interview from Carrot Summit 2022. We had a chance to sit down with Tom and find out his outlook on the real estate market for 2022 and beyond, learn what roles to hire if you’re an agent looking to grow your team, and how to a crazy strong create a sense of urgency and motivation.
Get access to all the recordings from Carrot Summit 2022 for only $199 before they go away on April 7th at Carrot.com/Summit
0:00 – Teaser Intro
02:19 – Tom’s real estate story
07:36 – How to prioritize your top ideas to move the needle
11:08 – Tom on the first hires to make to grow your team- personal assistant, operations, and a marketing manager
19:55 – 2021’s 9% increase in RE transactions and where the market is headed in 2022
25:00 – The highest-converting traffic for motivated sellers from across all Carrot sites
27:00 – Tom’s chilling and heartwarming story of his 10 yr old that sparked a deep motivation