Category: The CarrotCast Podcast

From online marketing to mindset, join us as we unlock the best stories, tactics, and strategies from America’s top investors and agents.

  • EP 226: “I Did 43 Deals with No Internet” | The Habits of Successful Investors w/ Adam Johnson & Brent Moreno

    EP 226: “I Did 43 Deals with No Internet” | The Habits of Successful Investors w/ Adam Johnson & Brent Moreno

    “I Did 43 Deals with No Internet” The Habits of Successful Investors w/ Adam Johnson & Brent Moreno

    Every tool, and everything you do should all lead to you having a great conversation with someone one on one to figure out what their problem is and how you can solve it. 

    – Adam Johnson

    “I Did 43 Deals with No Internet” | The Habits of Successful Investors w/ Adam Johnson & Brent Moreno

    It might seem counterintuitive for me to talk about how to close deals without having the internet, but that is exactly what one of our guests did. In 2017 Adam Johnson was able to close 43 deals without using the internet at all.

    I wanted to have Brent and Adam on the CarrotCast again to share tips, habits, and what they do differently to be successful investors… finding and closing so many deals. 

    Read the Full Show Notes Below…

    Brent and Adam buy and sell homes in Mississippi. They have done fix and flips, buy and holds, wholesale deals, and have offered creative financing for homeowners looking for solutions. Adam has been in the business for 18 years and has learned a thing or two about finding the right solutions for people. 

    6 Simple Things Successful Investors Do

    Keeping It Simple

    Sticking to the fundamentals and keeping things simple have proven to be successful investors for both Brent and Adam. Ultimately, everything they do leads back to creating real, meaningful, and helpful conversations with home sellers.

    They want to learn all they can about a situation so that they are able to offer the most helpful solutions. Adam and Brent have been able to help so many people and are now sharing with others how they do it.

    With a booming Facebook group, awesome podcast, a book, and now even new software, they are helping fellow investors simplify, avoid distraction, and get their deals closed. 

    Simple Methods

    When it comes to finding new leads, they stick to the fundamentals. When it doubt, do some driving for dollars. If you are getting 25 leads per week this way, if you remain diligent, and practice the right follow-up, you will get your first deal faster than you may think. 

    Simple Software

    In 2017, Adam discovered the internet. 

    While this did prove to be a game-changer for finding and contacting leads, it also caused a lot of distraction from the end goal. Being online throughout the day leads to distraction.

    Whether it be the news, social media, or your inbox, the internet can easily pull you away from the tasks you need to complete. In many cases, they found they were wasting money on software they never touched. 

    Creating a Carrot site was able to simplify their online presence, making it easier to focus on the task at hand. As an investor, you are often hit with shiny object syndrome. There are so many different types of software, social platforms to maintain, and ways to reach people, that it can all be overwhelming.

    With their Carrot site, they are able to run a site that produces fresh content, generates high-quality leads, and helps them close more deals than they ever had before – all with very minimal work on their end. 

    Simple Questions

    One strategy that has been proven to be wildly successful for Brent and Adam is to ask simple, yet direct questions. On their contact form, they ask people how much they would like to get for their house. They then repeat and rephrase the question, causing people to lower their asking price by thousands. Their second question sounds something like… 

    If we were to pay you cash, cover all closing costs, and eliminate commissions, what is the lowest price you would accept?

    Most people will come down on their price by $5k, some have dropped their price by $30k+! 

    Simple Processes

    Sometimes it’s so simple, it’s hard. Over the past few weeks, Adam and Brent have made it a priority to simplify and get back to the fundamentals. For Adam, that means getting back into living rooms, talking to people one on one, and getting away from the computer.

    They were able to begin focusing on their strengths, talking to people, getting away from the computer, and helping to find real solutions for those who need it. They delegated tasks and brought in others to make the day to day decision so they could get back to doing what they love – helping people. 

    Simple Solutions

    As their investment journey has evolved, they have discovered other ways they can simplify their lead management process. The soon to be released “Deal Bell” software takes a simplified approach to lead management.

    Basically, it takes the habits Adam has always used and digitized them. Every day you are able to focus solely on what needs to be done that day, without any distraction from other days and deadlines. It offers a simple and concise way to view your leads and quickly get caught up on where you are in the process with them. 

    Adam is also currently writing a book that I am thrilled to be writing the forward for. The book will outline Adam’s entire strategy, showing investors how they can simplify the process. The way you scale in business is by subtracting, not adding. It is about simplifying, not complicating and Adam’s book will show you how to do exactly that. 

    Looking Ahead

    It’s no secret that I think we are in for a big shift in the real estate world. With markets being a bit crazy, the upcoming election, and COVID still impacting the way we do things, real estate is also going to change.

    With more people working from home, commercial real estate will likely take a hit. Evictions and foreclosures have been paused for the moment, but this isn’t going to be the case forever. With people moving away from cities, rural living is becoming more and more desirable. 

    Even with the upcoming market shift, investors and agents can still be incredibly successful. Simple processes, simple solutions, and getting back to the fundamentals will allow you to focus on what is important – helping others.

    As Zig Zigler said, “You will get all you want in life if you help enough other people get what they want.” And while this might sound cliche, I have found that the things that sound cliche usually sound that way because they are true. 

    So get out there and get back to the fundamentals. Be boring. But most of all, be consistent.

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  • EP 225: How Entrepreneurs Can Prevent Burnout: A Candid Convo w/ Pace Morby of SubTo

    EP 225: How Entrepreneurs Can Prevent Burnout: A Candid Convo w/ Pace Morby of SubTo

    Burn-out Prevention For Hardcore Entrepreneurs: A Candid Convo w/ Pace Morby of SubTo

    The path of least resistance isn’t being lazy. The path of least resistance is getting out there and doing things to help. It all comes back to you.

    – Pace Morby

    How to Prevent Burnout For Entrepreneurs: A Candid Convo w/ Pace Morby of SubTo

    There have been a few times in my life where I met someone whom I admired so much that I sought them out. I saw traits and characteristics that I wanted to emulate so I made it a point to get to know and spend time with that person. One of those people is Pace Morby who you may know or recognize from his recent appearance on the CarrotCast. 

    This episode is a little bit different. Instead of talking about creative financing and real estate investment, we dive into how to prevent burnout by giving back, building a team, and learning how to trust and let-go within your business.

    I’m was pumped to dive into these topics with Pace and share some insight from someone who is not just succeeding at business, but at life too.

    Read the Full Show Notes Below…

    In this special in-studio episode of the CarrotCast, I sat down with Pace Morby to dive deeper into how he operates his life and business to prevent burnout. While we recently got into the technical aspects of his business in a previous episode, today it is more about creating the reality you want for yourself and really thinking about the sort of impact you want to make.

    A big part of that is building the right team, trusting them to make the right decisions, and being able to let go. 

    The Art of Letting Go

    Recently I was able to take a one-month sabbatical. A true sabbatical, in which I didn’t check in with the office once. I was only able to do this because of my incredible team and the framework we have put in place. 

    I tried this once before in 2016, however it wasn’t a recharge. I felt more burnt out once I came back. I made the mistake of keeping Slack and Facebook on my phone, constantly checking in to see what was going on. 

    This time I wanted to do things differently. Before I went out of the office, I performed a decision audit.

    Anytime a decision needed to be made, I documented the process and the thinking, delegating a team member with the responsibility. It wasn’t just asking them to do it for me while I was gone, it was teaching them how to own the decision for themselves going forward.

    I also let my team know to only reach out for three reasons.

    1. We couldn’t accept money.
    2. I needed to sign something the team wasn’t able to take care of on their own.
    3. If there was a personnel issue or someone needed to be laid off. (That doesn’t happen much around here.) 

    A knew all of the other decisions would be handled and if one of those three major things happened, my team would let me know. This allowed me to truly disconnect and spend the time with my friends and family that I needed to recharge.

    Most people will take some time off, only to come back on Monday to put out fires. That wasn’t the case with my sabbatical. The company even grew while I was away. 

    Shiny Object Syndrome

    Creating this framework is important not only if you want to take time off, but also if you want to be able to scale your business. In order to grow, the goal isn’t only to remove yourself so you can focus elsewhere but to be able to replace yourself with people who can do the job better than you are able to. 

    So many entrepreneurs try to do it all on their own. They will end up working 15 hour days, getting burnt out, becoming entranced by a shiny object, jumping ship on their current business, then repeating the process over and over again.

    Many entrepreneurs plateau.

    In the beginning, they were motivated by something they were running from – low wages, lack of freedom, people saying they couldn’t do it.

    Once they find success, they forget to find something to run toward. The motivation disappears and they are onto the next thing. 

    At CarrotCamp, we talk about operating the business from the inside out. The team we have in place knows this isn’t just a 9-5, but rather a company dedicated to creating impact and change.

    We know what we are running toward and why. 

    You Have The Time

    Building a team, cultivating a strong company culture, and building the framework you need doesn’t happen overnight. You have to put in the work upfront to get you to where you want to be.

    Pace was recently approached by someone who said there was no way to live as Pace does because his 9-5 took up all of his time.

    Pace’s reply? Get up earlier.

    Pace has been known to get up as early as 2:30 in the morning in order to get the quiet time he needs. He will spend an hour, planning his day on a granular level and another hour educating himself. Then he is able to devote his 9-5 hours to others including his coworkers and family.

    Early mornings may not be for everyone and that is ok. Some people do great work at night. It is about looking at the time you do have and seeing how you are spending it. Instead of going to happy hour after work, maybe go to an REIA meeting. It’s all about how you prioritize your time. 

    Serving Others Is The Path of Life

    When I got out of college I started hustling. I was trying to get mine and found that for all my hard work, I only made $12k. In 2008, I started sharing the things I knew with others who would benefit. I started building a network of entrepreneurs who could learn and grow together. It took a while to take off, but the group got together for 10+ years. 

    I brought people together, I created connections, and I offered to work for free just so I could learn. When you give back, not only do you get a helpers high, but you will also find that what you put out comes back to you in one way or another. I up-leveled my peer group, surrounding myself with people who had the same drive, goals, and values. 

    I watched as my business grew and I was moved to serve and help others without any promise of a return. I challenge all of you out there, even if you are just starting out, to find someone out there who you can help in some way.

    Whether it be offering advice, taking them under your wing, or helping them to get something done, paying it forward will always help you in the end.

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  • EP 224: Marketing for Real Estate During COVID | How to Adjust Your Messaging and Budget Through the Pandemic

    EP 224: Marketing for Real Estate During COVID | How to Adjust Your Messaging and Budget Through the Pandemic

    How to Adjust Your Marketing, Messaging, and Budget through the COVID Pandemic

    If you shut off your marketing, you have no business. Your pipeline is 3-4 months down the road.

    – Gary Boomershine

    Marketing for Real Estate During COVID | How to Adjust Your Messaging and Budget through the Pandemic

    Back in May, I shared the data behind how COVID is affecting motivated sellers and exactly how investors should be adapting through this unpredictable market. Now, this was all on a private Zoom call with our friends at RealEstateInvestor.com.

    I want to share it with you because the concepts and strategies we go over are just as relevant today as they were a few months ago. When others are not willing to change with the times, this is your chance to serve people better than ever, and come out thriving.

    Read the Full Show Notes Below…

    One thing I really love about what we do here at Carrot is the data we are able to provide. When we started, it wasn’t just to help people create pretty sites. It was to help them create sites that perform. Our friends Robert and Gary over at Real Estate Investor have a similar mindset: helping people succeed in this competitive market.

    With an unstable economy, the wrath of COVID, and uncertain sellers, it can feel discouraging to spend your marketing dollars when you aren’t certain about the results. In this call, we talked about why you shouldn’t be pulling back, what you should be doing instead, and the results you can expect from your actions going forward. 

    Shifting Into Opportunity

    With everything going on, many investors are pulling back on their marketing, which in all honesty, is a huge mistake. Here at Carrot, we see about 80,000 leads come through our system each month.

    Since the stay at home orders hit, these numbers haven’t dropped off. What has dropped slightly is conversion rates, and this is exactly where savvy investors and agents will find opportunity. 

    Problems Aren’t Going Away

    There are many homeowners out there who are struggling with a mortgage, repairs, or other financial concerns. However, they are hesitant to make a move because they don’t want people in their homes or they aren’t sure if they can move or where they can go. It is up to YOU to educate them on their options and the solutions.

    Change your messaging and answer these questions for them before they even ask! Acknowledge their concerns and let them know exactly how you will help to keep them safe during the pandemic. As you’ve heard me say before, shake the skeletons, address their concerns, and let them know that you are here to help. 

    Trust The Math

    When you look at your sales pipeline, it could be several weeks or even months before you are able to close a deal. Many statistics show it takes around 6 “touches” to successfully close a deal.

    If you pull back on your marketing today, this affects what you will be closing in 30, 60, and 90 days. Your competition, who stays with it, will reap the rewards, where those who stop their marketing will see their earning potential quickly fade away.

    What you are doing today, creates the results you will see tomorrow. 

    I always advise people to trust the math. I’ve been asked, “What can I do for 5k?” And the answer is that I really don’t know. You need to run the numbers for your market to find out what you are willing to trade in order to generate a profit. Here’s the equation I use: 

    First, I will look at the average profit per deal.

    For this example, let’s say it is $20k. Then I will determine how many leads it takes in order to close one deal. Let’s say it takes 10 high-quality leads to get a deal. Now ask yourself, what would you trade to get that $20k?

    Many people would happily give up $5k in order to get $20k, which equates to $500 per lead. Sure, that may sound high, and you will likely be able to get leads for less, however, don’t give up on your marketing until you have spent that $5k. You can use multiple channels and keep in mind that there is an ebb and flow process to all advertising. 

    FREE TOOL: Carrot’s ROI Calculator

    Setting Yourself Apart

    If you were to Google “sell my house fast” and any given city, you are likely to see Carrot websites dominating the search results. I hear people say that a lot of the Carrot sites look alike, but with our new designs and simpler editing process, it is easy to make your Carrot site more unique.

    We have recently launched several new designs plus a drag-and-drop editor making things easier than ever. We have many clients who have done so much to their site, you would never know it was built by Carrot! 

    Right now, people may seem hesitant to sell, however they are likely going to need more help than ever before. Now is not the time to slow down. It is the time to shift to meet the market demand.

    With iBuyers taking a step back along with many other investors and agents out there, now is your time to swoop in, show people what you can do, and become the solution that so many people need right now.

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  • EP 223: Real Estate Partnerships – How We Closed 70+ Deals Together and Have Never Met in Person, All Part-Time! w/ Keith Sant & Norberto Ponce

    EP 223: Real Estate Partnerships – How We Closed 70+ Deals Together and Have Never Met in Person, All Part-Time! w/ Keith Sant & Norberto Ponce

    We Closed 70+ Deals and Have Never Met in Person, All Part Time! w/ Keith Sant & Norberto Ponce

    Happiness isn’t really reaching your goal, it is the pursuit of the goal. You have to find the joy.

    – Norberto Ponce

    Real Estate Partnerships: 70+ Deals w/out Meeting in Person, All Part-TIme! w/ Keith Sant & Norberto Ponce

    When the right real estate partnerships are formed, the sky is the limit. Meeting someone, clicking with them, and sharing common goals with someone can take you to places you never thought possible.

    Working with the right partner can help you become a better version of yourself. This is true for Keith and Norberto who have never met in person, yet have positively influenced each other both in life and in business. Here’s how they do it… 

    Read the Full Show Notes Below…

    For so many real estate entrepreneurs out there, myself included, we tend to try to do everything on our own. It can be tough to compromise, especially if you have spent sleepless nights growing your business and working on your vision.

    However, we are all human and we have our own strengths and weaknesses. When you find the right real estate partnerships, they will compliment what you have already done, helping you master the areas in which you lack. 

    Less Volume, Less Time, More Money

    In the case of Norberto and Keith, Norberto is the one getting out there and talking to people, while Keith is making more of the magic happen behind the scenes. He handles the marketing, Carrot website, and Facebook advertising for real estate, while Norberto is talking to as many people as he can.

    Keith lives in Washington and Norberto in Texas. They have never met face to face, but have been able to form a partnership that perfectly compliments each person’s unique abilities. 

    When you find the right partner, you’ll be able to save time, money, and having to learn things the hard way. Their experiences, opinion, and feedback will help you to make smarter and more profitable decisions.

    You will be able to get more accomplished in less time while having more doors open to you both figuratively and literally.

    Today, instead of just flipping houses, Keith and Norberto are investing in quads, apartment buildings, development land, and mobile home parks. While they may be doing fewer deals in recent months then they had in the past, the deals they are doing are big ones. 

    Remembering Why You Do It

    When Keith first started in this business, he was working 16 hour days. While this taught him a lot, he realized that it wasn’t how he wanted to spend his time.

    By partnering with Norberto and taking on different types of deals, Keith is now able to work part-time, spending the rest of his time with his fiancee and doing the things he loves.

    His late nights and sheer persistence have paid off for him in major ways. 

    Norberto is not involved in real estate full-time either. In fact, is is a police office on South Padre Island. Putting on the uniform makes him feel like a super-hero.

    It brings him satisfaction and fullfillment that isn’t found in other lines of work. That said, real estate has allowed him to provide for his family and live life on his terms. He has a few non-negotiables.

    No work on Sunday and the mornings are dedicated to working out with his family. Keeping family first and remembering why he is doing it has made him happier and more successful than ever. 

    Bonus Ninja Tips

    Make It Official

    Norberto had a great tip I wanted to share with you and that is to reach out to people using official looking envelopes. Norberto will use a Fedex envelope to drop a letter on someone’s porch regarding their property.

    Most people will open a FedEx sitting at their door, whereas a regular letter can get looked over pretty easily. 

    Build Credibility

    Testimonials can be huge when it comes to building credibility. Don’t just get a few and stop. Every time you have a successful transaction and a happy client, ask them for a review.

    You can lead them to the BBB, Google, Facebook, or all of the above. You can even offer an incentive such as a Starbucks card for an honest review of your services. 

    Before and after photos are another way to build credibility. Don’t be afraid to give out the address so people can drive by and see what you have done for themselves. When people see that it is real, they will know that you are real too. 

    Build Relationships

    Talk to as many people as you can and let them know what you do and how you can help.

    Talk to pizza delivery drivers, the UPS man, and people who see a lot of houses during their average day.

    You can leverage these relationships and offer a referral fee for houses they tell you about that meet your criteria. 

    The partnership formed between Keith and Norberto is ideal. They are both dedicated to what they do, while also being able to remember what is really important in life.

    They have ford a dynamic partnership that is crushing it on all levels and I can’t wait to see them here at CarrotCamp, where they will finally meet face to face, in just a few weeks. 

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  • EP 222: How to Navigate Your Business & Life in an Unpredictable Market w/ Alex Pardo

    EP 222: How to Navigate Your Business & Life in an Unpredictable Market w/ Alex Pardo

    How to Navigate Your Business & Life in a Wild & Unpredictable Market w/ Alex Pardo

    The best investment is the one you make in yourself. Whether it is a coach, a book, or anything in between. 

    – Alex Pardo

    How to Navigate Your Business & Life in an Unpredictable Market w/ Alex Pardo

    I have known Alex Pardo for a long time. He is one of my best friends in the real estate industry and I am always inspired by what he is doing. Alex has been in the game for a long time, fulfilling multiple roles in the industry.

    He has experienced great success, but is only human, so he has made a few mistakes too. As someone who has been through a whole real estate cycle, Alex offers incredible insight into investing and getting very clear about what you want in your life. 

    Over the next few months, we will be speaking to some of the best minds in the industry, tapping into their minds to get foresight on what’s to come. Alex is one of these great minds, and I am excited to have him back for his 2nd appearance on the CarrotCast!

    Read the Full Show Notes Below…

    Alex Pardo is a lot of things. He is an investor, but as he has recently discovered, there is a lot more to his life’s purpose. Above all else, he is a family man. Building wealth through flipping homes and brokering wholesale deals has only been able to get him so far.

    He has learned that it isn’t about what you make, but about what you can give. The talents you can share with those following in your footsteps.

    For Alex, helping others to succeed is what fulfills him and over the past few months, he has put more focus into doing just that. Below, we will dive into why you need to get clear about what you really want if you want to find true success.

    Fighting The Perceived Prestige

    Alex attended school at FIU and during his time there, he realized that he wanted to be a bigshot. A CEO or CFO of a major corporation. A position that would offer his wealth, status, and prestige.

    He was accepted into GE’s Financial Program and believed he was on the path to living all of his wildest dreams. The problem was, he wasn’t. When he saw how much he was working, the stress, and what it would take to provide for his family, he asked himself if this is what he really wanted to do. The answer was a resounding no. He finished the program, left the job, and attended a real estate seminar that would change his life. 

    Being a CEO or a big wig at a huge company always seemed like the definition of success to Alex. luckily for him, he was able to change his personal definition of success, and is now able to find fulfillment in all aspects of his life, not just business. 

    Generating Profits In An Unpredictable Market

    Because Alex has been through a full real estate cycle and has seen a crash first hand, he offers great insight on preparing for the months ahead. While we don’t believe there will be a crash, we do see a lot of change coming to the industry. His advice is to… 

    • Don’t tie up all of your cash, make sure to have some liquidity
    • Understand the market – how long properties are staying on the market and who is buying
    • Invest in relationships – Private lenders and agents for example

    This business can make you look smarter than you are. An accidental good deal can make you cocky, setting you up for failure on the next go around. Make sure to put some of those profits away or invest them into other income-producing assets.

    As Alex says,

    If you can kill a deal don’t do it.

    Meaning, if you are just making out by the skin of your teeth, it’s probably not the deal for you. 

    You NEED A Coach

    Alex has been doing this a long time and has learned a lot about himself and this industry. He made mistakes early on and in his opinion, his biggest mistake was treating a coach as an expense. However, as Alex says, the best investment is the one you make in yourself. Whether it is a coach, a book, or anything in between. 

    Many of us have this rugged individualism, believing we can figure it all out on our own without coaches, mentors, or mastermind groups. The thing is, while the investment may seem like a lot, when you work with the right coach, you will be able to make that money back in spades.

    And it’s not only about what you can make, but it is also about what they will help you avoid and change within yourself and your business. Therapy has you take a look back at your life, while a coach is there to propel you forward. 

    Ascend: To Rise

    Alex runs a great Mastermind called Ascend that offers the benefits of a group session along with one-on-one coaching. This innovative take is helping people get all they need, without having to join multiple groups. He helps his members get clear about what they want and what it will take to get there. 

    A few questions Alex would ask someone new to his program include: 

    • Why do you do what you do? Why does it exist? 
    • How do you define success? What is it to you?
    • What do you want your life to look like and be about?

    While these questions may seem simple, it takes a lot of work, exercises, and getting clear on talent and ability. He helps people define what they want for their life.

    Using a tool similar to the Wheel of Life, Alex has members rate all aspects of their lives including relationships, finances, fun, business, and more. Like me, Alex believes that family and finding fulfillment should come before “work” and his calendar reflects this. He helps people to find the fulfillment they are looking for. 

    Managing The Ebbs and Flows

    Just like Alex was charmed about the prestige of being a CEO, it can be easy as an investor to get caught up in what others around you are doing. What matters is that you are thriving in all aspects of your life, and that isn’t going to look the same for any two people.

    You may see some people thriving in the business world, but at the end of the day, they aren’t fulfilled because other important areas of their lives are lacking. 

    Personally I rank 6 aspects of my life: Faith, family, friends, fun, fit, finances. When I am feeling like I am in a funk or that something isn’t clicking right, I will take a look and see where I could use some work.

    I usually have an indicator when I am slipping into one of these cycles. I will stop waking up early, stop tracking habits, or stop working out. Now I know what to look for, how to diagnose it, and how to get myself back on track. We all have dips. It’s about smoothing them out and making them not as deep for not as long. 

    Not Being Afraid To Change

    All humans are flawed to some extent. People who appear to have it all can be the most flawed. Social media makes it so easy for people to portray themselves in any way they want, that seeing these images can alter your perception of reality. Making decisions based on the perceptions of others isn’t going to get you to where you want to be. 

    After 15 years of wholesaling properties, Alex made a decision to step away from his business. As his coach said to him, not pursuing your talents, is robbing the future of what you are able to offer. It is important to share your gifts with the people following in our footsteps.

    That said, Alex is now focusing on the things that bring him joy and energy. Right now, those things are Ascent and his podcast, Flip Empire, where he dives into all things related to real estate investment. 

    When determining where you want your business to take you, it’s important that you are being intentional about living your best life possible. Be purposeful and ask yourself if what you are doing today is what will get you where you want to be tomorrow. 

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  • EP 221: Cold Calling Methods That WORK w/ Real Estate Guru Beau Hollis

    EP 221: Cold Calling Methods That WORK w/ Real Estate Guru Beau Hollis

    Cold Calling Methods That WORK w/ Real Estate Guru Beau Hollis

    “Competition is irrelevant as long as your skills are better than somebody else’s… I’m not betting on them. I’m betting on me.”
    Beau Hollis, Simply Sold

    Enjoy this Exclusive Episode from Carrot’s Market Leader Summit

    Get the Rest of the Recordings Here

    How burnt out are you from spending so much of your time cold calling while still not closing enough deals?

    We brought on the real estate industry’s cold calling guru, Beau Hollis from Louisville, Kentucky to teach us how he closes 1 deal for every 150 cold calls made when most need about 600 calls to get a deal! Yes, he’s closing 8-10 deals per month, mostly cold calling!

    Listen in now to get his best secrets and his simple foolproof cold calling script that will cut your time on the phone in half so you can make some dang money and get back to spending your time doing the things that you love… which is probably not making cold calls.

    Cold Calling Methods That WORK w/ Beau Hollis

    [podcast-subscribe]

    Follow our guest:

    Beau’s Carrot site: https://www.simplysold.com/

    Beau on Instagram: https://www.instagram.com/beauhollis/

    Mentioned in this Episode:

    https://www.mojosells.com

    InvestorFuse: Real Estate Investor Follow Up on Autopilot

    We want to hear your thoughts on the podcast! Drop them in the comments section below or hit us up on Facebook or Instagram

  • EP 220: How to Master Your Real Estate Follow-Up with Gary Boomershine & Robert Syfert of RealEstateInvestor.com

    EP 220: How to Master Your Real Estate Follow-Up with Gary Boomershine & Robert Syfert of RealEstateInvestor.com

    How to Master Your Follow-Up with Gary Boomershine & Robert Syfert of RealEstateInvestor.com

    What you are doing today will be the results you see in 4 or 5 months.

    – Gary Boomershine

    How to Master Your Real Estate Follow-Up with Gary Boomershine & Robert Syfert of RealEstateInvestor.com

    As they say, the fortune is in the follow-up. Gary Boomershine and Robert Syfert have mastered it. From flipping properties, offering turnkey rentals, and creating some of the most robust software, these guys have done it all.

    Today we will learn about their scripts, sequences, and how creating great habits have improved every aspect of their lives. If you are struggling to convert the leads you’re bringing in, this episode of the Carrotcast is for you! 

    Read the Full Show Notes Below…

    I’ve known Gary and Robert for several years and I have seen their businesses grow and evolve. They have now partnered up to create a wealth of solutions for investors and agents using their incredible software programs.

    For our Carrot members, they will integrate their software into your site without any fees. So what is the focus of their software?

    Follow-up.

    And here is why it is so important… 

    Per Robert, If a phone lead comes in and you don’t follow up within the first 15 minutes, you are 400% less likely to close that deal. They have moved on. The time is even less with online leads. If you haven’t responded within 5 minutes, they are likely on another website, likely speaking with someone else. 

    The Art of Following Through

    What if Michael Jordan quit? What if Bill Gates became discouraged by all of the people saying no, that he just gave up? So many people fail to follow through when they are so close to getting the gold.

    For investors, the follow-through comes in the follow-up. You can’t reach out to a person one or two times and expect a sale. Many people you speak to won’t be ready to sell the first time you talk to them. In fact, most sales occur after the 6th contact or later. 

    Persistence Without Annoyance

    Gary and Robert use a very specific follow-up sequence. They do what works for them, but you will need to set up a follow-up sequence that works for your business and personality. Above all else, it is important to be genuine. 

    Their system involves three key touchpoints to start. 

    They will reach out using all three methods for the first couple days, then sow down a bit. If there is no response, they follow up with direct mail. Everything is massively sequenced and set-up in advance. This is the only way to be consistent which is the most important part of the process.

    Remember, there’s a 90% chance you won’t close the deal on the first call. Following up is the only way you are going to close the deals you want. And keep in mind, it costs ten times more to generate the lead than all of your follow-up combined. 

    Shaking The Skeletons

    Robert and Gary use an overseas call center to manage and screen leads. At first, they didn’t think it was possible. But once they found the right people who were sharp, professional, and determined, there was no stopping them.

    Many business owner feel a call center will turn into an objection from potential sellers. If they hear a foreign accent, they will question the credibility of the company. However, they’ve come up with the perfect solution.

    If someone questions where one of their representatives is located, the rep will say: “Yes, I am in the Philippines. I was hired to help with calls so that we could pay you the most money possible for your property. How am I doing? Is there anything I could be doing better or do you have feedback for my boss?” 

    Once these words are spoken, the potential seller is disarmed. By openly stating who they are and why they are calling, they are building trust and making the call more personal. Once the rep has qualified the lead, they are then transferred to a team member in the US to close the deal.

    These are two different roles that require two different teams. So anything you want to hide about your business, any skeletons in the closet, get them out there and make those skeletons dance. 

    Creating Habits To Improve Accountability

    Just like staying consistent in your follow-up, it is important to stay consistent in all aspects of your life and business. We often talk about staying disciplined and creating good habits and just recently, Gary completed a challenge called 75 Hard.

    This challenge helped him not only develop good habits but to also dive into psychological patterns he didn’t even realize he had. It isn’t about working out, it is about creating discipline and ending your excuses. The challenge goes like this: 

    For 75 days in a row you must: 

    • Work out twice a day for 45 minutes. One of those sessions needs to be outside. Even if you live in Florida like Gary and it’s raining. 
    • Drink one gallon of water every day. 
    • Read 10 pages of a personal development book. 
    • Get on a diet program – any program, and stick with it, no cheat meals. 
    • No alcohol whatsoever. 
    • Take an accountability picture every single day whether you feel like it or not. 

    If you miss any aspect of the challenge, you have to start over. Gary learned that even though he thought he was so focused on growth, he really wasn’t. He made excuses and put things off. Doing this challenge has helped him look within and change those habits. 

    Doing something like this can be difficult without the right support. Getting a coach can be a great way to do it. There are coaches out there that can help you with business, fitness, and personal matters.

    Look around until you find the right one. To gain the support of those around you, don’t tell them what you want. Instead, lead by example. As my coach says… Be the lighthouse, not the tug boat.

    Follow Our Guests: 

    Mentioned In This Episode

    We want to hear your thoughts on the podcast! Drop them in the comments section below or hit us up on Facebook or Instagram!

  • EP 219: 100+ Deals This Year Turning Other Peoples DEAD Leads Into Deals / Tang Nguyen and the “Odd Brothers”

    EP 219: 100+ Deals This Year Turning Other Peoples DEAD Leads Into Deals / Tang Nguyen and the “Odd Brothers”

    100+ Deals This Year Turning Other Peoples DEAD Leads Into Deals / Tang Nguyen & the "Odd Brothers"

    Listen to the CarrotCast Podcast and Subscribe Below!

    When you’re alone you can get down real quick. If some deal blows up in your face you think “forget this, let’s go do something else.” You just want to blow it off. But, now there is a lot of accountablity. You can’t blow it off because you have a guy next to you that is working just as hard. He’s pushing. If he stumbles you got to hold him up and keep going. You have to be there to help.  Tang Nguyen

    About a year ago, we connected with a new member here at Carrot, and he’s one of the most passionate, action-taking, just hustlers, that you’ll find out there.

    I was so impressed. He joined Carrot a week or two later. He was up here in Oregon at our Carrot HQ for the very first CarrotCamp, and it was just really, really amazing, and I was crazy impressed seeing what he had been doing in Dallas, Texas, as a solo operator, using some crazy, crazy, creative marketing.

    You’re going to be hearing about some of that marketing here on this call, but that’s not the end story.

    When I was down in Dallas a few months ago, I met him and his two business partners, and since the time I’d first met him, about a year ago, he formed a partnership with two other local investors.

    Since then, they’ve really scaled up their business in a big way, and they’ve done it by carving out a niche to where they can close deals that most other investors in their market can’t.

    They have other investors sending them deals all the time that say, “Hey, we can’t figure out how to make this a deal,” and they make them deals.

    There’s one deal that he talks about on this podcast where the person was going through foreclosure. He was able to help save the house. They stayed in the house, and he gave them money, $20,000 or whatever it was, for her daughter’s wedding, and not just that, they’re going to end up making a really, really, really big payday at the end of this because they are creative with their deals.

    That was the deal that everyone else looked at and said, “There’s nothing here,” and he turned it into a $30,000+ payday and helped the seller in a big way, and that seller’s just eternally grateful.

    I want to introduce you to Tang Nguyen and his business partners with The Odd Brothers, Fred and Eric. Two amazing dudes, as well, and listen to their story. Be inspired by how they saw collaboration, not competition, with other people in their market. See how they’re being creative and thinking about deals in different ways.

    When entering a tighter market, you need to be more creative with your deals. You need to find ways to collaborate with other investors, not be competing with them, and shift that mindset, you all.

    This is a collaborative industry. When you look at your competition as competition and not as a collaboration, that’s when it gets really, really hard. That’s when you’re out on an island by yourself.

    They get emails and text messages every single day from local wholesalers and flippers who say, “Man, I’ve got this deal. I don’t know how to structure it. Is this something you can handle?”

    Introducing Tang Nguyen, Fred, and Eric from The Odd Brothers, and an amazing, amazing story. Dive in.

    Also, please give us a rating on iTunes and listen to other episodes of the CarrotCast!

    Listen to the CarrotCast Podcast


    [podcast-subscribe]

    100+ Deals This Year Turning Dead Leads Into Deals

    1:25 – The perspective of the “Odd Brothers” Business model.
    2:50 – What is their volume of deals right now and what type of deals are they.
    4:40 – At what point did they decide to become partners and what it looks like now.
    8:30 –  Why it made more sense to combine forces rather than separately.
    10:40 – What types of benefits they’ve found since partnering.
    12:00 – Their breakdown of the mix of deals and their #1 strategy for now.
    16:00 – WILD DEALS AND HAVING FUN. Where the name “Odd Brothers” came from.
    20:00 – Enjoy who you’re serving. How and why they’ve built a business around caring and building rapport.
    24:00 – How they structured on of their most recent “odd” deals. Serving the client and following their core values.
    29:50 – Another example an “outside-the-box” deal.
    32:00 – Do most of their solutions tend to be Sub-2 deals.
    34:45 – How often they get leads thrown there way because others can’t do anything with them.
    36:40 – Breaking down their lead generation. Where they’re getting the most leads and where has slowed a bit.
    39:25 – What is a “Bandit Sign on Wheels?” 
    41:55 – What they’ve struggled with as partners and what advice would they give others.
    47:15 – What market are they currently seeing in Dallas and will they change their strategy.

    LINKS TO ADDITIONAL RESOURCES FROM THIS EPISODE

    • $15M++ Revenue in 5 Years… How Raul Bolufe Has Built the Momentum to Crush Wholesaling in a Very Competitive Market: CarrotCast
    • How RJ Will Do $2M+ Flipping Houses In 2018 In 4 Different States: CarrotCast
    • I Hung Out With 6 People Each Worth $300M+ This Month… 6 KEY Lessons I Learned: CarrotCast

    FREE RESOURCES FOR YOU!

    We want to hear how we can make our products better and what we can do to help you! Drop them in the comments section below or hit us up on Facebook.

  • EP 218: All Radio. All Virtual. How I Used Radio Ads for Real Estate Investing to Build My Business and Lifestyle w/ Chris Arnold

    EP 218: All Radio. All Virtual. How I Used Radio Ads for Real Estate Investing to Build My Business and Lifestyle w/ Chris Arnold

    All Radio. All Virtual. How I Used Radio Ads to Build My Business and Lifestyle w/ Chris Arnold

    Radio is the marketing channel that everyone knows about but nobody is using.

    – Chris Arnold

    All Radio. All Virtual. How I Used Radio Ads for Real Estate Investing to Build My Business and Lifestyle w/ Chris Arnold

    Radio is old-school. Because of this, investors and agents will confuse themselves with their target demographic, avoiding radio advertising altogether. However, if you are an investor looking deals in your area, your target demographic is very likely listening to the radio!

    Today, we sat down with Chris Arnold to learn more about how he had relied on radio advertising to build and grow his multiple companies.

    Learn about what works, what to avoid, and how to build a business that offers freedom and impact. 

    Read the Full Show Notes Below…

    When Chris first started out, he focused on direct mail advertising. This kept him on the hamster wheel, managing campaigns, fielding hate-calls, and trying to manage a team that was dealing with low-quality leads. Then one day it hit him – radio.

    Using radio ads for real estate investing is something that none of his competition was doing. He knew that his target demographic wasn’t listening to Spotify when they got in the car – they were turning on the radio.

    By advertising to them in this manner, he was able to appear less sleazy, build credibility, and create a name for himself and his brand. Today we are going to dive into his ad strategy and how he is running a virtual business that provides him with freedom, flexibility, and impact.

    We love discovering ways to use offline marketing to create online demand and radio does just that! 

    Tips For A Great Radio Ad

    Before creating your ad, you need to make sure it will reach the right people. To do this, reverse engineer the genre.

    There are 3 main genres:

    • Urban
    • Rural
    • Over 50

    Think about who is listening to these stations. If you are looking for deals in a city with younger people, choose an urban station. If your target client is a bit older, look for stations that appeal to those 50+. 

    Many stations have a team in their marketing department who can help you with your ad. While they are there to help, avoid them like the plague. They do not know how to position you to your prospective clients. 

    • Write your own copy
    • Make sure the copy hits a seller’s pain points
    • Start with 60-second spots
    • Start with music stations vs. talk radio
    • Have your ads played during commute times or during prime time
    • Have your CTA lead them to a phone number so you can answer their call live

    Once you get your first ad in place, you can always tweak and perfect it to get the biggest response possible. 

    The Benefits of Radio

    Radio reaches your prospective clients in ways other marketing channels can’t. It can help you build celebrity status by positioning you as the expert in your market. Radio can help you build your brand without having to spam people with letters and calls.

    Instead, they will come to you. Radio will help you to quickly build authority, putting you ahead of the competition. 

    Radio is great because you truly just set it and forget it. With direct mail and other types of marketing, you are always involved, scheduling, looking at reports, and creating campaigns.

    With radio, they have a whole team to manage it for you. They schedule everything. All you have to do it provide your content one time and the rest is handled by them Your only job is to make sure you answer the calls live as they are coming in. 

    Building a Lifestyle of Freedom and Impact

    Chris has always known he wanted to help people. In fact, he possesses a seminary degree and always thought he would work for the church.

    Then one day it hit him.

    He didn’t have to become a pastor in order to positively impact people’s lives. He could build a business that would give him freedom so that he would have the time to help people in the ways he wanted to.

    15 years ago he discover real estate and hasn’t looked back since. Today he runs a coaching business, an investment business in Dallas, and a Mastermind Group. The best part is that he does all of this while working from his home in Tulum, Mexico. 

    Today Chris is giving back through his Mastermind and by coaching others. He has been through a lot personally and has taken these experiences to help others. Chris works with others in similar boats as he is, providing a true brotherhood and comradery, helping other fellow leaders avoid the isolation so many others often face. He has become a true example of someone who has built a business to create impact, freedom, and flexibility. 

    Thanks for listening and be sure to head over to Apple Podcasts to leave us a review! 

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    We want to hear your thoughts on the podcast! Drop them in the comments section below or hit us up on Facebook or Instagram!