It is our job to get of our funks so we can bring other people along… we can not accept negative energy around us.
Trevor Mauch, CEO of Carrot
We all have bad days. Stuck in a funk, bummed out, just not feeling it… this was me last week. But, I realized something needed to change. I needed to deal with my A.N.T.S – Automatic Negative Thoughts.
This episode isn’t about real estate, ya’ll. This is about how to be happy, how to amplify others and how to show up every day giving your absolute best.
I’m going to share with you how I went from being reactive to being proactive, took control over my thoughts, flipped the switch, and regained my momentum.
Listen to the CarrotCast Podcast:
[podcast-subscribe]
The A.N.T.S. in your P.A.N.T.S Conversation
2:49 – Recognizing that you’re in a funk.
6:53 – If you’re like me – ambitious, but low on willpower, you might need habit triggers.
9:35 – What are A.N.T.S… Automatic Negative Thoughts? And how do our thoughts affect how we feel physically? We can do everything to make sure we show up our best every day, but sometimes forget to care of our minds.
11:07 – P.A.N.T.S: Positive, Aspirational, New, Thoughts inject positivity into your brain! “This is easy!” “I can do this forever” “My energy is high!”
15:03 – Stop letting the negativity around you weigh you down. Use your energy for positivity, add value, add growth, and get excited about what you’re doing!
16:37 – Own your thoughts with affirmations for specific situations and tell your thoughts where to go.
22:32 – Future pace: Be grateful for what you have at the moment and have a vision for where you are heading.
28:32 – Create a culture of energy within your business. Become a power plant for energy. What companies like Dutch Bros and Carrot are doing in rural America to make an impact on millions of people.
33:20 – Wrapping it up… We’re launching ASK CARROT! A weekly Live Q&A with Trevor. Head over to Carrot.com/ask or YouTube.com/InvestorCarrot starting February 14th at 1 PM PST to ask him anything!
The Secret To True Happiness For Ambitious Entrepreneurs w/ Seth Buechley: CarrotCast
My Struggles And 8 Success Lessons Learned… From Paying Taxes With My Credit Card To Multi-Million Dollar Businesses:CarrotCast
What’s Your Credibility Score? The Top 5% Of Earners Are Doing These “Simple” Things To Build More Credibility In A Cluttered Market w/ Trevor Mauch: CarrotCast
We want to hear your thoughts on the podcast! Drop them in the comments section below or hit us up on Facebook or Instagram
What’s up, everyone! If you’ve listened to the CarrotCast in the past, you’ll know that we’ve done a few episodes on flipping land and how beneficial it can be. I don’t think most investors recognize the value of vacant land.
You won’t have to physically visit the site, there aren’t any plumbing, roofing, or heating systems to maintain, and best of all, the competition is usually much lower.
Willie Goldberg has been a real estate investor for only 2.5 years.While most people are throwing away land deals, he’s made $1.6 million gross in the last 12 months!
Using his Carrot sites, he’s been able to generate 60 deals in the past few months alone!
Today I’m super excited to sit down with Willie to discuss how he first got into land, what he’s doing to capture his leads and to learn his strategy of how he plans to close 500 land deals over the next 12 months!
Read the Full Show Notes Below…
How I Grossed $1.6 Million Flipping Land Using Leads Other Investors Are Ignoring w/ Willie Goldberg
What do you do when you get a land lead? While many people throw these leads away, for Willie Goldberg, it is how he has built his business. After learning about many types of real estate investment, Willie settled on land when he realized there was incredibly low overhead and he could buy and sell from anywhere.
Will Goldberg first started his business in April of 2017. Since college, he had worked in finance, but he knew it wasn’t the lifestyle he was after. Becoming an entrepreneur through real estate became his goal, and in May of 2018, he was able to quit his job to pursue it full-time.
Today, Willie lives in Chicago, but his primary market is in Southern California. He is also buying and selling land in other places such as New Mexico, Arizona, Florida, and a few other states. His current team consists of a partner, a salesperson in the Chicago office, a Transaction Coordinator, and a VA in the Philippines.
Finding Land Sellers
Even with an excellent Carrot Website for your land business, you’ll need to have a way to direct them there. For many land investors, direct mail is how leads are initially activated. That initial piece of contact will direct them to your site.
For Willie, hisdirect mail piece is a simple and to the point offer letter. He mails to micro-geographic areas with blanket offers for vacant lots.
Determining Offer Prices
The first recommendation Willie has when it comes to creating his offers is to not overthink it. His strategy is to use Datatree while pulling comps from Zillow, Realtor.com, and Landwatch. He will determine an offer price that is fair and will still get him a deal, and out the mailers go.
Of course, if someone calls in and their land is actually valued much higher or much lower, Willie and his team will present a counteroffer that makes more sense.
Finding Land Buyers
For Willie, as with many other real estate investors, Facebook Marketplace has proven to be an excellent place to capture leads. He has a VA who manages Facebook, answering all of the inquiries from ads they post. Their emails are collected to create a huge potential buyers list.
Willie also offers to his buyers is owner financing. This has been monumental in his success. By offering owner financing, he is able to get the lots sold faster, all while creating a guaranteed monthly income for himself, something many real estate wholesalers often lack.
Another great way to bring buyers in the door is through videoposts. I am always a big proponent of video to build credibility and connection with potential clients. Your videos don’t have to be complex. A quick cell phone video of you in front of your computer can be very powerful.
You can take your videos one step further by using our awesome video post feature, which will allow you to shoot and post a transcribed video in less than 10 minutes!
Building Credibility As A Land Seller
Right on his website, Willie allows buyers to use a credit card to purchase a property through owner financing. But in order to covert, he has to make sure people realize that his company is real and that they will actually receive the land they are paying for. To do this, it is important to build trust and credibility as a land seller.
Willie has done this through video, email campaigns, and with the information provided on his about page. He has done a very good job of this too. Willie landed on our radar after we saw his site was generating 3,000-4,000 leads!
His customized Carrot site was generating high-quality leads that he is now helping others do the same with his Land Flipping Course. He now has over 75 coaching students, with more and more learning his methods by the day!
If you are a current Carrot customer who is interested in land, head over to Carrot to check out our land sites. You can get one up and running without much customization or effort! Stop throwing away your land leads, follow in Willie’s footsteps to start generating revenue from an often overlooked niche!
Almost 6 years ago, we founded Carrot based on a single huge frustration in the market. The traditional website builders were built to launch and edit a site easy, simple, and cheap… but they all sacrificed the most important thing to you.
Performance and results.
That means getting more qualified people to your website, converting them into motivated leads at a higher rate, plus building trust and authority. Hence, they want to work with you over your competitors.
Performance & Results or Easy Editing? The Choice…
Like anything in life, there are trade-offs. The “big” low-cost website builders out there (think Wix, Squarespace, and WordPress themes) chose to go all-in on “ease of use” and sacrifice performance for their clients. You’d save a bit of time, but it could cost you tens of thousands of dollars (or more) in lost revenue from underperformance.
At Carrot, from the beginning, we’ve gone all-in on performance and, until now… had to choose to limit your ability to have an easy, drag-and-drop editing experience on your websites.
Over the years, our members have raved about the results Carrot has helped them get.
You control MORE top Google rankings than any other system in the real estate industry for phrases your best prospects are typing every month.
You’ve converted over 3 million inbound online leads from your websites.
And today, we’re proud to introduce that now you can enjoy all of the performance the Carrot platform is known for with the visual editing experience of a slick drag-and-drop editor.
Introducing… the all-new Carrot Visual Editor
This is where it gets exciting! The new Visual Editor offers a simple way to create, edit and add content to your posts and pages without sacrificing the performance you expect from your Carrot site.
Once you get the hang of it, [the Visual Editor] makes customizing the site a breeze! Saved me so much time as compared to the original format.
– Tyrone T. (Advanced Marketer Beta user)
What will the new Visual Editor help you do?
I’m glad you asked :-)
A few benefits you’ll enjoy with this powerful FREE upgraded Visual Editor include…
No more switching back and forth from editor to page – now see all of your edits in real-time, including your hero section, forms, and more!
Use Drag and Drop tools to easily create and edit pages with movable and reusable content blocks!
Make your website stand out visually without having to use any fancy code.
Enjoy the new “Full-Screen Mode” to have the most beautiful, clean, and simple editing experience possible… without the distractions (try this mode, you’ll love it!)
SEO Grader updates: 1) Your SEO grade for the page will update in real-time without you having to save the page, and 2) Now get SEO grades for multiple keywords for the same page! (this is huge)
No loss of page speed – yay!
… and more
How does the Visual Editor work?
The Visual Editor uses intuitive drag and drops content blocks to speed up the creation of pages and content within Carrot.
You can now add blocks for headings, videos, paragraphs, images, tables, and so much more. There are also several pre-built blocks that are created specifically for your site.
Blocks are portable, making it super easy to insert and rearrange any content. Plus, you can save your favorite blocks and use them again later.
Choose from several block types and styles
With the Visual Editor, you will be able to create and edit pages more quickly and see those changes in real-time right on the page! You can further customize your experience with full-screen mode – a personal favorite of mine. Give it a try when you have a chance.
Check out the new Full-Screen Mode In Action! Clean eh?
Bonus! Upgraded SEO Tool
While we’ve been building you a state-of-the-art editing interface, we uncovered an opportunity to upgrade the SEO Tool – so we did that too! Our updated SEO Tool provides several nice benefits:
Smart auto-generated post descriptions
Rank better by auditing and updating your content with multiple keywords
New options for social sharing
And.. much more. If you’d like to know more about it read here!
How do I start using the Visual Editor?
Advanced Marketer members always get exclusive early access to new features, so the Visual Editor began rolling out to them a few weeks ago. The feedback and response have been amazing!
“…the Visual Editor just flows so much better when making edits and new pages. I like the flexibility of the various blocks and formats which we can use to differentiate our Carrot site and cater to our personal look and feel while still keeping all the Carrot awesomeness!”
– Shaun K. (Advanced Marketer beta user)
Access is now in existing Carrot member accounts.
This will be a completely new editing experience, so those comfortable with the old editor will likely experience a small learning curve. The Carrot Help Center has already been updated with tutorials and FAQs to help guide you as you make the transition.
We are confident you are going to love this new editing experience! And we want your feedback! Members can contact our support channel for help, provide feedback, and ask questions.
Here’s to amazing future innovations to help you stand out, build authority, and grow a business that helps you get more freedom, flexibility, and finances… so you can make a greater impact.
But it’s also one of the strategies that top investors like Max Maxwell and Tom Cafarella swear by.
Establishing fruitful connections and securing promising deals often hinges upon effective communication. Among the diverse array of strategies utilized, cold calling is a stalwart method for initiating meaningful dialogue and fostering mutually beneficial relationships within the industry.
Explanation of Cold Calling in Wholesale Real Estate
Cold calling within wholesale real estate involves contacting potential buyers, sellers, or other industry professionals without prior contact or established rapport. It is a proactive approach to engaging with prospects, presenting opportunities, and navigating the intricacies of the market landscape. Unlike warm leads or referrals, cold calling requires a deliberate effort to capture attention, convey value, and, ultimately, pave the way for productive transactions.
Importance of a Well-Crafted Script
Central to the success of any cold calling endeavor is the utilization of a meticulously crafted script. A well-structured script serves as a guiding framework, ensuring that each interaction is purposeful, persuasive, and poised for success. From the initial introduction to overcoming objections and securing commitments, a thoughtfully devised script empowers real estate professionals to navigate conversations with confidence, clarity, and compelling persuasion.
Overview of What the Blog Post Will Cover
This comprehensive guide will delve deep into the intricacies of cold calling within the wholesale real estate sector. From understanding the fundamental principles to crafting compelling scripts and mastering the art of effective communication, this blog post aims to equip you with the knowledge, strategies, and tools needed to excel in your cold calling endeavors. Whether you’re a seasoned veteran seeking to refine your approach or a newcomer eager to make an impactful entrance, join us as we unravel the secrets to unlocking success through cold calling in wholesale real estate.
Understanding the Wholesale Industry
In the intricate tapestry of real estate, the wholesale sector serves as a vital conduit for transactions, facilitating the movement of properties between various stakeholders. To navigate this dynamic landscape effectively, it’s essential to grasp the fundamental aspects of the wholesale industry, from its definition and scope to the key players shaping its trajectory.
Definition and Scope of Wholesale
At its core, wholesale real estate involves acquiring and subsequently assigning or selling properties to end buyers, often without extensive renovations or holding periods. Unlike traditional transactions, where properties are purchased for personal use or long-term investment, wholesale deals operate on a distinct model focused on swift turnover and profit generation.
Wholesale transactions typically involve three primary parties: the wholesaler, the seller, and the end buyer. The wholesaler acts as an intermediary, sourcing properties at below-market rates, negotiating favorable terms, and subsequently assigning or selling the contracts to interested buyers for a profit. This process enables wholesalers to capitalize on opportunities swiftly while providing sellers with a hassle-free exit strategy and connecting end buyers with lucrative investment prospects.
Key Players and Their Roles
Several key players drive transactions and shape market dynamics within the wholesale real estate ecosystem. These include:
Wholesalers: Individuals or companies specializing in sourcing and negotiating wholesale deals, often leveraging marketing strategies, networking, and market expertise to identify lucrative opportunities.
Motivated Sellers: Property owners seeking to offload their assets quickly and efficiently, often motivated by financial distress, inheritance, or a desire to liquidate investments.
End Buyers: Investors, rehabbers, or individuals looking to purchase properties for rental income, fix-and-flip projects, or long-term appreciation.
Real Estate Agents: While not always directly involved in wholesale transactions, real estate agents may serve as valuable resources for wholesalers, providing market insights, networking opportunities, and access to potential deals.
Service Providers: Professionals such as attorneys, title companies, and inspectors play crucial roles in facilitating wholesale transactions, ensuring legal compliance, and mitigating risks for all parties involved.
Trends and Challenges in the Wholesale Market
Like any segment of the real estate industry, the wholesale market is subject to evolving trends and inherent challenges. Some notable trends shaping the wholesale landscape include:
Increasing competition: As the allure of wholesale real estate grows, new entrants have increased competition for deals, requiring wholesalers to differentiate themselves through innovative strategies and value-added services.
Technological advancements: Technology integration, including online platforms, virtual tours, and digital marketing tools, has revolutionized how wholesalers source, market, and transact properties, streamlining processes and expanding reach.
Market volatility: Economic fluctuations, regulatory changes, and unforeseen events such as the COVID-19 pandemic can impact market dynamics, presenting opportunities and challenges for wholesalers navigating uncertain terrain.
In addition to these trends, wholesalers must navigate many challenges, including legal complexities, market saturation, and continuous adaptation to changing market conditions. By staying informed, remaining agile, and leveraging strategic insights, wholesalers can overcome these obstacles and thrive in the ever-evolving landscape of wholesale real estate.
Preparing for Cold Calling
Before embarking on a cold calling campaign within the wholesale real estate sector, thorough preparation is paramount to maximize effectiveness and efficiency. From researching your target market to fine-tuning your workspace, each step plays a crucial role in setting the stage for success.
Researching Your Target Market
Effective cold calling begins with deeply understanding your target market’s demographics, preferences, and pain points. By conducting comprehensive research, you can identify potential leads more strategically and tailor your approach to resonate with their specific needs and motivations.
Key aspects of research include:
Geographic area: Determine the regions or neighborhoods with high investment potential and align your efforts accordingly.
Property types: Identify the properties (e.g., single-family homes, multi-unit buildings) in demand within your target market.
Market trends: Stay abreast of market trends, such as property appreciation rates, rental demand, and economic indicators, to anticipate opportunities and challenges.
Segmenting Your Leads
Segmentation is a critical component of effective lead management, allowing you to categorize prospects based on criteria such as readiness to sell, investment goals, and budget constraints. By segmenting your leads, you can tailor your messaging and approach to address each group’s unique needs and preferences, increasing the likelihood of success.
Common segmentation criteria include:
Motivation level: Determine the urgency and motivation of each lead to prioritize follow-up efforts accordingly.
Investment criteria: Segment leads based on their preferences, such as fix-and-flip opportunities, rental properties, or commercial investments.
Communication preferences: Identify whether leads prefer phone calls, emails, or other forms of communication to engage with them effectively.
Setting Specific Goals for Your Calls
Clear, actionable goals are essential for guiding your cold calling efforts and measuring success. Before initiating calls, take the time to define specific objectives that align with your overarching business objectives and desired outcomes.
Examples of goals for cold calling in wholesale real estate include:
Securing a certain number of appointments with potential sellers or buyers.
Qualifying leads based on predetermined criteria, such as property condition, price range, or timeline.
Gathering market insights and feedback to refine your approach and strategy.
By setting specific, measurable goals, you can focus your efforts and track progress over time, enabling continuous improvement and optimization of your cold calling strategy.
Preparing Your Workspace and Materials
Creating a conducive environment for cold calling is essential for maintaining focus, professionalism, and productivity. Ensure your workspace is organized, free from distractions, and equipped with the necessary tools and materials to support your calls.
Key considerations include:
Comfortable seating: Invest in ergonomic furniture to support good posture and reduce fatigue during extended calling sessions.
Reliable technology: Ensure your phone, computer, and internet connection are reliable and functioning optimally to minimize interruptions and technical issues.
Script and talking points: Have a well-crafted script and talking points prepared to guide your conversations and maintain consistency in messaging.
Call tracking system: Implement a call tracking system or CRM software to record call outcomes, track follow-up tasks, and capture important lead information for future reference.
By proactively preparing your workspace and materials, you can streamline your cold calling process and maximize your effectiveness in engaging with prospects within the wholesale real estate market.
Crafting Your Cold Calling Script
Cold calling in real estate wholesaling demands a strategic and persuasive approach to engaging with prospects and navigating toward positive outcomes effectively. Crafting a compelling script is the cornerstone of this endeavor, guiding each interaction with purpose and finesse. Let’s delve into the essential components of constructing a powerful cold calling script.
Introduction: Making a Strong First Impression
The opening moments of a cold call are crucial in capturing the attention and interest of the prospect. Begin with a confident and friendly greeting, followed by a concise introduction that communicates who you are, your affiliation, and the purpose of your call. Keep it brief yet engaging, setting the stage for a fruitful conversation.
Establishing Credibility and Rapport
Building trust and rapport early in the call is essential to foster a productive dialogue. Share relevant credentials, experiences, or success stories that showcase your expertise and credibility in the real estate wholesale market. Additionally, demonstrate genuine interest in the prospect’s needs and objectives, listening attentively and empathizing with their situation.
Identifying Needs and Pain Points
Effective communication hinges on understanding the prospect’s unique challenges, goals, and motivations. Ask probing questions to uncover their specific needs, pain points, and aspirations related to real estate investment. By empathetically acknowledging their concerns and objectives, you position yourself as a valuable resource capable of addressing their needs.
Presenting Solutions and Benefits
Once you’ve identified the prospect’s needs and pain points, articulate how your wholesale services or investment opportunities can address their concerns and fulfill their objectives. Highlight the unique benefits and advantages of working with you, emphasizing favorable terms, swift turnaround times, and lucrative returns on investment.
Handling Objections Effectively
Objections are a natural part of the cold calling process and present opportunities to address concerns and objections proactively. Anticipate common objections such as pricing, timing, or skepticism, and prepare persuasive responses that alleviate doubts and reinforce the value proposition. Approach objections with empathy, understanding, and confidence, reframing them as opportunities to provide clarity and reassurance.
Closing the Call with a Clear Call to Action
As the conversation nears its conclusion, transition seamlessly into the closing phase by summarizing key points discussed and reaffirming the benefits of proceeding with your proposed solution. Clearly outline the next steps and guide the prospect towards a specific call to action, whether scheduling a follow-up meeting, exploring available properties, or committing to a purchase agreement. End the call positively, expressing gratitude for their time and reiterating your commitment to their success.
By meticulously crafting each element of your cold calling script, you empower yourself with the tools and strategies needed to engage prospects effectively, build trust, and ultimately, drive successful outcomes in the wholesale real estate market.
Tips for Effective Cold Calling
Practice Active Listening
Effective cold calling relies on more than just delivering a scripted pitch; it requires active listening to understand the prospect’s needs and respond appropriately. Focus on the prospect’s words, ask clarifying questions, and demonstrate empathy and understanding. By actively listening, you can tailor your approach to better resonate with the prospect and build a stronger connection.
Tailor Your Script to Each Prospect
While having a structured script is essential, it’s equally important to tailor your message to each prospect’s unique situation. Research your leads beforehand to understand their preferences, pain points, and objectives. Personalize your approach by incorporating relevant details into your script, demonstrating that you’ve done your homework and are genuinely interested in addressing their needs.
Keep the Conversation Natural and Engaging
Avoid sounding overly scripted or robotic during your cold calls. Aim for a conversational tone that fosters engagement and encourages open dialogue. Be genuine, enthusiastic, and personable, allowing the conversation to flow naturally. Remember to smile as you speak – it can be heard in your voice and help convey warmth and sincerity to the prospect.
Stay Persistent but Respectful
Cold calling can be a numbers game, but balancing persistence and respect for the prospect’s time and preferences is essential. If a prospect expresses disinterest or requests to be contacted later, respect their wishes and follow up accordingly. Persistence can pay off, but it should never come at the expense of alienating potential leads.
Continuously Refine and Improve Your Script Based on Feedback
Regularly solicit colleague, mentor, or prospect feedback to refine and enhance your cold calling script. Pay attention to what resonates with prospects and what doesn’t, and be willing to adapt your approach accordingly. Continuously refining and improving your script based on feedback ensures that you stay relevant, effective, and responsive to the evolving needs of your target audience.
Cold Calling Wholesale Scripts – Free Templates
Here are a couple of short and straightforward cold calling scripts for you. You can use these for your cold calling process and tweak them to fit your personality.
Remember, different strategies work for different salespeople, so change them as you use them and learn more about your tone of voice and how prospects respond to you.
We hope they help!
Cold Calling Motivated SellerWholesaleScript 1:
Hello, my name is [NAME] and I’m with .
[PAUSE]
How is your day going?
[PROSPECT RESPONDS]
Sorry to bother, but I came across your contact information when I was looking for people who might want to receive a cash offer for their home.
How does that sound?
[PROSPECT RESPONDS]
I’ll tell you what; let’s schedule a time to chat and I can do some research on your property. I’d be more than happy to make you a fair cash offer as soon as possible.
What’ya say?
Cold Calling Motivated Seller Script 2 CashHomes:
You: Hi, (Seller) this is Anthony, I’m wondering if you could help me for a moment?
Seller: Sure
You: I represent a cash buyer who’s looking to purchase just one house in your area. Would you happen to have any interest in selling?
Seller: NO!
You: Okay, well since were looking in your specific area would you happen to know anyone that might have any interest in selling?
Seller: Yes, how much will you pay me?
You: Well my finance director will give you a call shortly, I’m here today to gauge your motivation and to gather accurate information on your property so he can give you our highest and best offer.
Seller: Okay
You: Tell me a little bit about your situation? What would you like to get for the property?
(Trial Close) are you living in the property or is it rented out? What would be your timeline on moving out? • Month to month lease or loan lease? • How can I fulfill your obligations to sign on this deal today? (Try and figure out a situation and HELP THEM OUT) • Have you changed anything within the house? Any upgrades to the property? (Gather all info on the property)
If the shell isn’t cracked yet ask these questions: A. Why are you selling? B. What’s the most important thing to you about selling? C. What’s the most important thing you wanted to get out of this call today?
Tools and Resources
List Building
Before you can call anyone, you’ll need to get the motivated seller’s phone number.
It’s one thing to pull a mailing list with addresses and names; it’s another to find the phone numbers for those same people.
(If you do need help pulling a list, check out ListSource — that’s a common tool that real estate investors like to use for creating lists and finding potential leads)
Maybe you have a list of absentee owners, or maybe you have a list of people going through probate. Whatever the case, you have a list Now you need phone numbers.
(You can also consider driving for dollars to add more unique addresses to your list that other market competitors might be overlooking)
To get the phone numbers of people on your list, you’ll probably want to pay for an online tool to help you out (or a cost-free way is to go scrounging through an old-school phone book and match up names with numbers).
You can use a tool like Zabasearch. Just type in the name of the person you want a phone number for, specify which state they live in, and then use their middle initial and other unique identifiers to determine which profile is the right one.
Then click “View full profile” and sign up to get all the info for that person. Zabasearch charges $0.95 per profile that you access.
But that’s just one of many tools that help you find phone numbers for your motivated seller leads. There are many others, and it’s worth your time to research and figure out which service will provide you with the best bang for your buck.
Software and CRM Tools for Managing Cold Calling Campaigns
Dialing systems for increased efficiency and productivity
Analytics tools for tracking and analyzing cold calling performance
Training Resources for Improving Cold Calling Skills
Online courses and webinars on cold calling best practices
Sales training programs focused on effective communication and persuasion techniques
Workshops and seminars led by industry experts and seasoned professionals
Books, Podcasts, and Courses on Effective Sales Techniques Explore a wealth of resources, including books, podcasts, and online courses, that delve into the art and science of salesmanship, offering valuable insights, strategies, and tips for mastering the craft of cold calling in wholesale real estate.
Conclusion
Throughout this guide, we’ve explored the essential elements of cold calling in wholesale real estate, from crafting compelling scripts to implementing effective strategies and leveraging valuable resources.
As you embark on your cold calling journey, remember that success comes from knowledge and consistent practice, adaptation, and refinement. Implement the strategies discussed in this guide and adapt them to suit your unique style, market, and objectives.
Even If You’re Only Cold Calling – You Still NEED a Website! All marketing drives online demand.
You waste time and money if you don’t have a website. Even if you do, it must be appropriately optimized for success.
The more real estate marketing opportunities you use, the more you need to build your credibility and trust.
When you’re cold calling, people have no idea who you are. They’ll need somewhere to go to validate and verify you.
If you want to stand a chance, you need a website where you can not provide the necessary information to build credibility and trust. You’ll need a perfect about page, testimonials, core values, and a mission statement.
If you don’t, leads will bounce to your competitors, leaving you with lost time and money.
Leave us a comment below with your thoughts on cold calling. What you like, don’t like, might do differently, whatever. We’d love to hear from you.
Growing and scaling a business can be a huge challenge for some entrepreneurs.
You can be pouring your heart and soul into something and still feel as if you are dragging your feet through the mud.
In this Truck Talk, I wanted to share some thoughts on mindset, thinking bigger and knowing how to shift within your business without losing your focus. Growing your business, and reaching the next level is 100% possible when you take the time to follow these steps.
Listen in!
Read the Full Show Notes Below…
Playing Bigger | My Massive Mindset Shift From Russel Brunson’s Mastermind
Hey everyone! It’s 12:09 am, and I am just getting back into town after attending Russel Brunson’s Mastermind out in Boise! When I started my business, I knew I didn’t want to have to travel in order to grow my business. I wanted it to be by choice, for things like this event, which can completely change the way you see things.
I’ve talked about MasterMinds in the past, along with my journey with them. A great one we did was with my friend Jason Medley, founder of Collective Genius. While there are numerous Mastermind groups out there, investing in the right one will change your business and your life.
Limiting Beliefs
Looking back to only about 3 years ago, I was feeling a bit dragged down. I wanted to grow my team but I didn’t know how. I doubted my ability. I thought about hiring a CEO, and I even thought about selling the company and starting over with something else. I never thought I could lead a team of 20 or grow my company to over $10 million.
However, by changing my mindset, thinking bigger, and surrounding myself with people who had been there, we were able to grow Carrot into something truly awesome. We now have 27 full-time employees, with 30 on the books by the end of the year!
Scaling and growing a company can be a huge challenge for entrepreneurs. Let me know in the comments if growing your business, scaling, and building a team are things you would like discussed on the podcast as we move into 2020!
You can also check out Episode 66 of the Carrotcast in which I discuss the 8 steps I had to take to become successful in getting over the hurdles I was facing within my business.
Playing Bigger
Back around 2010, I wanted to figure out what it was I wanted to do. I was fortunate to attend one of Gary Vaynerchuk’s first speaking gigs, which challenged everyone in the room to do something bigger.
Some friends and I ultimately started a Mastermind group called the 100,000,000 Mastermind. Did I really believe I would build something that big? Probably not. It was an audacious goal. At that time I was doing a couple of hundred grand a year, which was great, but I needed to take several steps before thinking about $100 million.
I use the analogy of a seed quite frequently in that when you have a seed, it is just a seed. It is not an apple tree, it is not an apple, but it has everything within to become a massive, sprawling tree if taken care of properly. By watering, feeding, and nurturing the tree, it will grow into something huge. Now if you are always planting seeds, forgetting about them, not taking proper care of them, nothing is going to grow. The same holds true for your business.
At the time, I didn’t know how hard getting there would be. The first million took a lot of work, however, the second just sort of happened. It took some more work getting to 5, and getting to 10 required a new marketing strategy and technique. I had to shift my mindset and what we were doing.
I’ve learned, that the people with the most success didn’t get where they are from that first initial goal. Over time, their goals, priorities, and methods shifted. It’s about taking the next step, nailing it, and moving onto the next step.
Choosing Your Number
Dan Kennedy always talked about the importance of having a specific number in mind for your financial goal. Without a specific number, you will always be chasing, looking for more, and never happy with what you’ve achieved. That is… unless your number changes as you blast through your limiting beliefs.
As you grow, take a look at the companies you admire most. Take a look at what is working for these companies, and model what you can. If you are a brand new agent, it doesn’t make sense to model the biggest agent in town. Look for an agent doing 10-15 deals. Look at how they are doing that as the strategy will likely be different from the big guys down the road.
Finding Your Niche
There is a great book by Al Ramadan called Play Bigger. In his book, Al talks about the importance of finding your niche, and becoming a “category king.” If you are an agent who handles luxury properties, niche down and become the absolute best, go-to source for luxury property in your area. Go all-in with your message so everybody thinks of you before any of the competition.
My final takeaway is this: As my business has grown, I’ve learned not to ask what do I need to feel happy. Rather, how much do I need to do to make the biggest impact as possible? Today, I want to use my money to do things to positively impact the community where I live. I want to invest in local businesses that help to touch people’s lives. Money is no longer a need, it is a tool.
Let’s bring the humanity back to business guys!
We have some great training here at Carrot to help you build credibility, niche out, and reach the goals you have set for yourself. Check out our webinar here or sign-up to take our 30-Day, Authority Building Challenge!
All everyone is talking about is content and technology to grow your business, but it’s nothing without the ability to effectivly communicate and convert the attention you are generating.
– Sam Khorramian
Within just a few years, Big Block Realty has grown from a small one-room office to the fastest-growing brokerage in the state of California! By focusing on what the agent needs to successfully sell real estate, Big Block is able to attract some of the best talent in the game.
Today, Sam Khorramian breaks down their insanely-effective real estate content and sales funnel strategy for both real estate agents and investors.
Ready to stop chasing business and instead learn how to have it chase you? Sam’s here to teach you exactly how.
Read the Full Show Notes Below…
100% Commissions and 100% Support for Agents | Welcome to The Netflix of Real Estate w/ Sam Khorramian, CEO of Big Block Realty
Hey guys! I am really excited about this week’s podcast. I got to sit down with my good friend Sam Khorramian, one of the founders of Big Block Realty. I first knew Sam from another one of my companies, then I came across his name again while flipping through Inc. Magazine. His company was listed as one of the fastest-growing companies in the US! Not just the fastest-growing brokerage, but #26 on the fastest-growing list of companies! This happened year after year as the success of the brokerage took off.
Big Block was founded in 2012 by Khorramian and Oliver Graf with the desire to build a brokerage that was for the agents. By being so agent-focused, they have been able to grow their team to over 100 agents, doing about 3B in volume.
It is only just recently that Sam and I have gotten to know each other and I am excited and inspired by the work he is doing. The way they are marketing and using content is truly amazing. They are truly adding more value for the agents as the market is beginning to change. Currently, we do some work together through The Closing Table Mastermind Group.
The Convergence of Retail and Wholesale
Retail and wholesale have always been very separate. But nowadays, the customer is ultimately just looking for a solution to their problem. They want to sell their house, it doesn’t matter if it’s to an investor or a private buyer. The way the market is going today, the same company should be able to offer multiple solutions for buyers. Investors should be agents and agents should be investors.
Sam and his partners have been able to grow their business so quickly because of the amazing value they are able to offer their clients. Not only does their business serve buyers and sellers, but they also offer investment, marketing, and long term wealth creation services. As more and more tech companies and iBuyers come onto the scene, agents and investors will need to find the best ways to set themselves apart. By adding the additional services, Big Block is able to better present themselves as the authority to monetize the agent’s commission and ensure that their team is seeing as much of the commission as possible.
Making the Shift
For Big Block, they look at market shifts as places where they can thrive. They look at where things are now as well as where they think the market will be 5 years for now. No matter what the market is doing, they want to make sure that they are seen as the authority. This will ensure their agents are the ones being sought after, not having to do the chasing themselves.
Sam and Oliver want to support agents by doing more investing through the brokerage, helping agents to build and maintain wealth during the downturn. Their desire to remain agent-centric will continue as they will continue to offer 100% commission and support to their agents. Currently, Big Block operates in California, with plans for national expansion!
The Importance of Being the Expert
I always tell the real estate agents and investors that I work with that becoming the expert in their field is the key to building credibility and authority. And the only way to get there is through content. Big Block has been using content to position themselves as the expert for first-time buyers, as a resource for tired landlords, and as the place for investors to work and attain greater profits.
As the expert in their field, they have a greater influence and can ask for a greater commission uncontested. As the industry changes, your business isn’t going anywhere, but you will need to change how things are done.
Content That Works
Branding yourself with great content will help you to draw in more business. Whether you are a veteran to the business or just getting started, excellent content creation will help to build your influence and ensure your success. Big Block has an entire team devoted to video marketing and creating content funnels that work.
Their 3-step funnel looks something like this:
The first videos are for awareness, letting people know you exist
The next step is the consideration stage, letting people know they offer the solution
The final step is conversion – helping people become comfortable with the process and ready to pick up the phone
Everything they do falls into one of those categories. At the bottom of the funnel, they offer case studies and testimonials. Every post includes a CTA, taking them to the next step of the process.
Big Block is a great fit for solo agents who are actively producing, teams of 4-10 people, and investors who are working on the retail side of things as well. They offer 100% commission and 100% support. Along with many other benefits such as free training, free coaching, brokers who are also attorneys, an office that is open 7 days, and much more.
For Sam, his focus is and has always been, to solve the customer’s problem. By creating a brokerage of flexible agents with the ability to offer numerous options, I have no doubt that he and his team will continue to ride the next wave as it comes.
Follow Our Guest:
Check out Big Block Realty, California’s fastest-growing real estate brokerage
With less than 10 minutes of effort, you’ll have video and real estate content for your blog that will boost your SEO, help you stand out with more credibility, and convert more visitors into leads.
Featured Resource: Our Free Video Marketing Playbook For Investors And Agents!
Cool update, the videopost we walk you through within this blog post actually ranks in Google for the phrase we went after. It took a month, but it’s ranked #1 now!
Video Transcription
What’s up y’all. Trevor here with Carrot
Creating content for your real estate website as an agent is easier than you think. Today we show you how to shoot videos without any fancy cameras or lights, or scripts.
Many of you guys are not doing what I’m asking you to do and doing video posts.
Putting content online is critical for standing out and building expertise, building authority, and our tool called VideoPosts turns your short videos into written content that ranks.
In this video, I’m going to actually do one in real-time, show you how I ideate, find the idea, research it, do the video, get it uploaded, and optimize it, all in one. It’s a real video. I’m putting it on my own site.
So first thing right here: doing a videopost in real-time. I’m going to go through it really quick.
First of all, we’re going to pick the topic based on the niche that you’d like to own.
Next, we’re going to research it using Google suggest; it’s crazy, easy, free, simple, cheap.
Number three, shoot the video, under three to five minutes using this fancy, crazy expensive tool called a cell phone.
Number four, upload the video to YouTube from your cell phone.
Number five, optimize and create the videoposts in Carrot, all in under 10 minutes.
All right. The first thing we’re going to do here is … I’m in Roseburg, Oregon. I have an entrepreneur cowork space called The Loft.
I want to rank a video there for people that are looking to find a cowork space. I’m going to go to Google right here. I’m just going to type up phrases that I think someone might want to search if they’re looking for a cowork space.
So Roseburg co … We’re at Roseburg cowork … Right there: Roseburg coworking space. Cool.
So that’s my title. I’m going to click this and see what’s ranking here. We’ve got this. The Loft Roseburg is there, but I want my personal website rank in there.
Okay? I want my personal website rank in there. So I’m going to create a video. I’m going to upload it. I’m going to optimize it for Roseburg coworking space.
I know that’s the phrase people like the search. I’m going to scroll down to see if there are any suggested searches at the bottom. That’s a pretty obscure search phrase so there’s not any there.
If there were, you can use those search phrases at the bottom.
Here’s an example. Let’s say it was North Umpqua river homes … Homes for sale.
You can use the suggested searches for ideas right here. These are ideas you can work into the words of your video.
One of the keys here, one of the keys right before I start to record this is you need to be saying the types of words in your video that people are going to be searching in Google.
So whatever you say is actually going to then get put in the video, which we’re going to yank the words out and put it in writing.
The way that you rank well with videoposts is to localize all of your content. I’m going to do it in real-time right here, doing a videopost to rank really high. We’ll show you the real results later for Roseburg coworking space.
[VideoPost Script Now Ranking #1 in Google]
Hey, this is Trevor Mauch here in Roseburg, Oregon. And I’m actually in The Loft in Downtown Roseburg right now: 950 South East Oak Avenue.
And I’m shooting this non-professional video on my cell phone, just to kind of give you a little tour of The Loft, of this space. So I just came out of my office right there. I’m going to flip the lights on here in a second, but this is our kind of general gathering room.
We have our gym right here. We have about 13 different companies all doing amazing things, innovative things here in Roseburg, a lot of people probably don’t know about.
Here’s our awesome content studio where Born And Raised Outdoors does podcasts. I do podcasts. Other people do videos and podcasts in this studio, available for Loft members.
Popping over here now, flip on some lights, we’ve got our kitchen. We’ve got our lounge. I’m going to take you over to the actual office space on the other side.
If you’re looking to get a cowork space here in Roseburg, Oregon, if you’re looking for an entrepreneur workspace, you want to have a space to work with other amazing people, The Loft is the heartbeat of entrepreneurship in Roseburg, Oregon.
We’re growing our company here, Carrot, a fast-growing software company in Oregon right here. This is our lounge, kind of a break area. Over there we have a lot of cool parties, lots of fun stuff. You can lounge right here and hang out.
I’m going to take you over to this side now and show you some of the more offices.
So what do we have here at The Loft? We have a gym. We have a studio. we’ve got our lounge, our bar, our kitchen. I think it’s about 13 offices, I should have flipped the lights on before I did this video also, of amazing people. Now currently, as I speak, we don’t have any availability but there might be availability. Or at the very least come and visit us and see what we’re doing here at The Loft.
Taking you in the boardroom now.
This is our boardroom, so if you are going to be working and you want to do meetings, you’ve got the white board, you’ve got the big meeting area right here. And I’m going to be coming in here and kind of showing some of the other Loft members.
We’ve got a one of our offices here. I’m interrupting my team. Mr. Josh back there. This is one of our offices here at Carrot. Right over there is where my office is, where I started this video.
And then we’re going to take you over here by the rest of the offices, then take you out front so you can see what our building here in Downtown Roseburg looks like.
And if you’re looking for office space in Roseburg, this is a good fit. Once again, we’re currently full right now but we have amazing offices all over here, a historical building.
And most of these people here in Roseburg, in The Loft, are creatives. It’s people who are creative. They’re doing marketing. They’re doing video work. Once you move into The Loft, you’re going to get a sticker up here to be able move in and out at your leisure.
And I’m going to take you out front. You’re going to see where we are here in Downtown Roseburg. And once again, if you’re looking for downtown office space, we are so passionate about, and we so love the Roseburg community here.
But this is where you’re going to see right here. We’re in beautiful Downtown Roseburg. We have the coffee shop right across the way. We’re there quite often. This is The Loft, right here. You’re going to see it. This is Oak Avenue. Right up here you Have Main Street.
And so I’m going to finish it with this. If you’re looking for a coworking space here in Roseburg, if you’re looking for an office space here in Roseburg, if you’re looking for a place downtown to call home, to grow your business, to have fellowship, to be there with other creatives that are doing amazing things from software, from graphics to IT security, marketing, YouTube stars, the whole thing, come down here to The Loft and check it out.
So what are some other things if you’re looking for food? We have a lot of amazing food down here. We’ve got Brix down there, we’ve got Old Soul right there. So that’ll kind of give you an idea of where we are.
Check us out at theLoftroseburg.com or come down here to 950 SE Oak Ave. There’s one of our downtown residents right there, the owner of Umpqua Sweets and Treats.
Come down here to 950 Southeast Oak Avenue and join The Loft and check us out. Even if you don’t want an office, just come visit us.
If you’re looking for an entrepreneur coworking space and if you’re looking for a place to rent an office here in Roseburg or whatever, you just want fellowship, come check us out.
Cool. So, you see, it wasn’t perfect. I stumbled a bunch, I didn’t know what words I was going to say sometimes, but you make it through it.
And while I’m heading back to the office, I’m actually going to upload that on YouTube in real time.
So the title for this one is just going to be Roseburg Coworking Space, probably put a “dash, The Loft.”
I’m going to click “upload.” It’s now uploading on my phone. It’s going to take them a minute or so. And then from there, I can take that and I can put it directly inside of my Carrot site.
So I’m now logged into my Carrot site, over here, and I’m going to show you where to go for video posts.
So right here I’m going to log into my account. I’m going to click “content.” And we’re doing some things to make this even simpler and quicker. And then we go to “posts.” Okay, and then just go ahead and click “add new.”
Just go ahead and start a new post.
And there’s this little option right there that says “video,” okay? And what I’m going to do is I’m just going to go to my YouTube account … So YouTube.
So go to my channel. I’m not a professional on YouTube. I’m working my way through this as well. Okay, so right now this video is uploading. It’s crunching. It should end up here in my account here in a bit. I did mark it as unlisted, but you can see right there it’s still uploading right now. It’s about one minute remaining.
Once I get this video, what I’m going to do is I’m going to put it inside of video posts. I’m just going to take that URL. I’m going to paste it right there. It’s going to import everything in.
The title for video posts should be the keyword that I typed up into Google, which was Roseburg Coworking Space.
I’m going to maybe put a little bit of content on the back end of it so it’s not just this boring short title. it’s probably going to be Roseburg Coworking Space – The Loft.
Let’s go and do this. Roseburg Coworking Space, downtown offices at The Loft workspace.
That’s a long title. You have to make it like that. But you can see, I put my title right there. I’m waiting for my video to upload and start crunching.
Once I get the video in there, I’m just going to go ahead and paste the URL straight in there. Okay, I’m going to do it right there and then there’s going to be a button right here that you click and that’s it. That’s all you’re going to do.
So I’m going to take a video right now just for sake of time on this particular video, and I will put in my old Loft video.
I’m just going to go edit right there, copy and paste the URL. You can see our system imported the whole thing in there. And then if I was logged into an actual Carrot account, there’d be a big callout there that says “embed video” add your YouTube video, and click next.
So I’m going to do that. We’re going to check back in in a couple of weeks and see where that video post is ranked in Google.
That’s it. The steps were this, let me review them:
Pick your topic, whatever your topic is going to be. In this case, I want it to rank well for coworking spaces. That’s one of my niches.
Research using Google Suggest to peg a title, just like I did. Just go to Google and start typing in what your prospect might type in, find other suggested phrases. That’s now you’re going to be your title. Pick the best one of those for your title.
Make sure you say those words in your video in natural spots multiple times. Say different words that are related to that.
Okay. The next step here is you go shoot the video. Make it a three to five-minute video. That video I shot was four minutes. Upload it to YouTube straight from your cell phone.
The title of that should be the word that you grabbed from Google. Throw that now into videopost with Carrot and you’re done.
All right, I want to challenge you to make your first video post. You saw this whole video, including flub-ups, including us, walking around, actually not producing the video post, is right around 10 minutes.
We know that you can do the same thing. My videopost was four minutes. It took me three minutes to upload it to YouTube, a minute to research it, four minutes to walk around filming myself, flubbing up words.
The people are going to love it and it’s going to rank well on Google. Do the same thing. Use videoposts!
When it does launch, you want to collect clicks from motivated sellers or interested buyers, and you want your cost-per-click to stay within budget.
Easier said than done, of course. You might think that a campaign will convert like a million bucks, but then you launch it… and it doesn’t.
(You’ve been there, right?)
How can you possibly know what will convert well and what isn’t before you even launch the campaign? Well, ultimately, you can’t. But you can use a few simple copywriting tricks to increase the chance that your ad is a winner.
When it comes to platforms such as Google Ads, it’s just words on a page, no images or video allowed. So let me walk you through 8 ad copy for real estate PPC campaigns tips that will have you lowering your cost-per-click and increasing your conversion rate in no time.
But before we dive in, you need to be aware of the different ad platforms’ character limits. Character limits can make crafting ad copy a little difficult, so you’ll need to have an idea before writing.
Google Ads:
15 headlines with 30 characters for each headline. 4 description lines with 90 characters for each description. Option to pin your headlines and descriptions in specific positions of your ads. Set your display URL path. Set your final URL like a normal expanded text ad.
Microsoft (Bing) Ads:
Titles 30 characters each, up to three ad titles Ad text 90 characters each, up to two ad descriptions Final URL 2048 characters, including prefix (e.g., “www.”), suffix (e.g., “.com”), and tracking templates
Facebook Ads:
Facebook ad specs for single-image ads are:
Text: 90 characters Headline: 25 characters Link Description: 30 characters
8 Tips To Write High-Converting Ad Copy For Real Estate PPC Campaigns
Tip #1: Write 3 Ads And Choose The Best One
Writing three ads from the get-go rather than one can help get your creative juices flowing and give you more ideas for connecting with your audience and getting them to convert. I do this for many different ad copy, and I find that the last one I write is usually the best, because you start getting in your flow, and the ideas become more solid as you write them down.
Try this: write down three complete ads, headlines, and descriptions, and see which one you like the most. More than likely, one will stand out among the rest. This is a quick way to ensure you’re not running an ad just because it was the first thing that came to mind. Your brain needs to simmer a bit before it comes up with high-converting ad copy.
Let me give it a swing to show you what I mean…
[Headline] Need to sell your home fast for cash?
[Description] Foreclosure? Probate? Divorce? We can help you through your difficult life situation, putting a fair cash amount in your pocket faster than anyone else (within a week).
[Headline] Need to sell your house for cash in one week?
[Description] Foreclosure? Probate? Divorce? Whatever you’re going through, we’re real estate investors who buy properties fast for cash to benefit sellers like you.
[Headline] Sell Your House For Cash in Just One Week (1,257 Properties Purchased)
[Description] Foreclosure? Probate? Divorce? Whatever you’re going through, we’re real estate investors who buy properties fast for cash to benefit sellers like you. We’ll make your difficult situation easier.
Tip #2: Run Consistent A/B Tests
If you’re in the real estate business for the long run, which you are, then you will be doing a lot of marketing. And the more you learn about what makes motivated sellers and buyers tick, the better ads you can write.
Perhaps the best way to learn more about your target market — what makes them click and convert — is to A/B test pieces of your sales copy.
Do not, though, A/B test two totally different ads. While that can be interesting anecdotally, you can’t possibly pull any quantitative information from those tests since there are too many differing factors.
Instead, choose which part of an ad you want to test, and then create two identical ads, save for the one element that you want to test (headline, for instance).
Here’s an example of an A/B test where the marketer tested the description (pretty significant difference in results for such a small change).
If you’ve spent any time as a copywriter, then you’ve heard it a million times: the headline is the most important part of your ad. It’s what people see first; in the case of Google ads, it’s often the only thing they look at before they click.
If that doesn’t illustrate the importance of your headline, I don’t know what does.
Make sure you dedicate a little extra time to brainstorming a title that resonates with your target market.
First, you want to start with a basic ad headline.
Sell Your House Fast For Cash!
Then, you want to look for places to add specificity to the title (specificity is enticing, vagueness isn’t). Here’s an idea.
Get a Fair Cash Offer On Your House in Just 24 Hours!
That’s a little better. We can make it even more specific if we’re willing to do more targeted advertising.
Going Through a Divorce? Sell Your House Fast For Cash
Or…
Dealing With Foreclosure? Sell Your House For Cash Now!
You can see how each title gets better as I spend a little more time thinking about it. The same will be true when drafting headlines for your Google ads.
Google Ads Tips: Including your keyword within your title can help increase your Quality Score.
Tip #4: Try Using These Power Words
Different words trigger different thoughts and different emotions. Fortunately, most people are very similar, and certain words trigger similar emotions. Using words that evoke the right emotion can be extremely effective at making your copy more enticing.
What words should you use? Here’s a list of power words for any sales copy you write.
You/Your
Because
Introducing
Welcome
Unique
Announcing
Secret
Hidden
Truth
Temptation
Now
Discover
New
Win
Cheap
Free
Lazy
Humiliation
Alone
Reject
Stress
Here are a couple of examples of these and other similar power words in Google Ad campaigns:
Here are a couple of examples of these and other similar power words in Facebook Ads:
If you’re a Carrot member, don’t miss the opportunity to learn from the industry’s top Facebook marketers. Check out the Facebook Leads Masterclass today!
Tip #5: Touch On The Prospect’s Emotional Pain Or Desire
When you’re writing sales copy, you aim to connect with your prospect’s emotional pain or desire (depending on whether you’re trying to attract sellers or buyers). No one buys anything or commits to anything without first seeing a vision in their head — a vision for how that product or service might solve their problem or give them something they desire.
No one buys a car without first imagining owning it. No one buys a house without first walking around and imagining living in it. And no one will work with you unless they can see the tangible benefits of doing so.
Your copy should wise up to that and try to get the prospect to imagine what it’ll be like to work with your business.
For example…
[Headline] Get Your Life Back — Sell Your House Fast For Cash
[Description] Sick and tired of dealing with the demands of foreclosure, probate, or divorce? We can’t solve everything, but we can make you a fair cash offer on your home and close in just one week… Can you imagine no more worry?
[Headline] Reduce Stress — Sell Your House For a Fair Cash Offer in One Week
[Description] Stressed from difficult life situations? We’ve helped hundreds of people sell their house fast for cash and regain their lives. Ready to start enjoying life again?
Tip #6: Try Statistics or a Case Study
One of the best ways to make your Google Ads copy more enticing is to use statistics or a case study. This builds credibility for your business and makes your promise more believable.
Here are some examples of what I mean… notice how the data makes them far more enticing than some previous examples.
[Headline] Need to Sell Your House Fast? I Just Handed This Person $50,000… Cash (Case Study)
[Description] Let me tell you a quick story about someone who just sold their house to me in one week for $50,000. You can do the same thing… but first, I need you to understand this simple process…
[Headline] Need Quick Cash For Your House? We Can Help (1,500+ Offers Sent)
[Description] When you need to sell your house fast for cash, we’re the people you come to. We’ve made over 1,500 cash offers and helped hundreds of people out of difficult situations. Are you ready?
Tip #7: Respond To Common Objections
If you know what objections people will have when they read your ad, why not deal with them right from the beginning? Maybe not in your headline… but definitely in your description.
Here are some of people’s most common objections about working with real estate pros…
Can I trust you? — First and foremost, people want to know that they can trust you and your business. Real estate is a big transaction, the biggest transaction that most people will ever deal with, and it’s for that reason that people so carefully try to vet who they’re going to work with to ensure that they’re the real deal.
Can I buy or sell fast? — Speed is important if you’re dealing with motivated buyers or sellers. No one wants to wait forever to get their pain or desire fulfilled.
Will it be difficult? — People want to know that you will do all the legwork. They don’t want to have to do anything difficult themselves.
How much will it cost me? — No one wants to be nickel and dime’d. Tell people how much it’ll cost them and move on with it.
What’s the catch? — Most people think that everyone is trying to manipulate them, especially marketers, so indicating that there are “no strings attached” can be a helpful sales strategy.
Tip #8: Study Your Competition
A great way to get ideas for your own Google Ads campaign is to spy on the competition and see what top agents and investors in your market are doing. Then you can either copy them, try to do better than them, or do something completely different. Either way, you can make more informed decisions when you know what the competition is doing.
You can use a tool like ChatGPT to do competitive keyword research. Or you can keep it simple and type your target keyword phrase into Google and see what ads come up.
Conclusion
You can’t know whether an un-launched ad will perform as you want it to. Only once you hit the big red button can you measure your ad campaign’s cost-per-click and ROI.
But these eight PPC Ads copywriting tips will give your ads a far better chance of winning the click and the day. Give them a try, and let us know how it turns out!
YouTube star, Real Estate DO-RU, and friend of Carrot, Max Maxwell is back on the podcast to share exactly how he’s built a wildly successful wholesaling business from scratch and what he’s doing to crush his revenue numbers year after year.
You’ll get to hear: Max’s RVM and cold calling strategies, but more importantly why he’s shifting away from it and putting more energy into his biggest lead source.
What you need to focus on as a one-man-shop, and the keys to growing your team.
The #1 tool his team is using that creates more inbound opportunities, more intelligent conversations, and builds trust and credibility with sellers.
How to stay consistent with your marketing in order to catch sellers at the perfect time.
How to cold call without getting hung up on.
And where he’s finding cash buyers… Listen in!
EP 159: Building a $1M+ Wholesaling Business w/ Max Maxwell
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