Hey Moguls…we got such excellent feedback from y’all about Part 1 of Mr. Erik Stark’s “Go Deep, Not Wide” lesson that we decided to invite this smart dude back for more helpful info.
Erik is most definitely a market expert who knows a ton about deal-getting. He and his business partner, Steve, are at the helm of the Michigan Property Superstore – the most successful real estate flipping business just north of Detroit. They’ve flipped hundreds and hundreds of homes and easily earn in a month more than most people do in a year. Erik has also taught local hobbyists to flip on a professional level and currently teaches in an REI coaching program.
We think it’d be a good idea to listen to what he has to say. Others already know how awesome Erik’s advice can be…
Here’s what one Mogul member had to say about Part 1, which you should definitely go check out:
“LOVE THIS!! It fits with similar advice I’ve heard, ‘Fish where everyone else isn’t,’ and ‘Head in the direction the herd is running away from.’ In my area, one General Contractor has a contract with the city to board up all the vacant houses.... Guess whose office I visit every two weeks? :-)”
I bet now you wanna hear more from the master deal-getter, huh?
Well here we go, let’s let Erik take it away…
Follow me down the rabbit hole.
Today, I’m going to dig in and share a few more of our go deep not wide strategies.
This is a rather deep rabbit hole and I want to give you the essential ingredients that tie all these strategies together – the one thing that gives flavor to all this mumbo jumbo…
Quite honestly, you just have to devote the time to uncover and implement the strategies that create the real estate success stories.
These strategies are available to everyone and rarely are they anything new. We still use all of the same methods of marketing and acquisition as we did when we first started. We’ve just improved the way those messages are communicated and processed.
So here is the biggest secret I could ever give to anyone looking to succeed in real estate:
Become a pig-headed-but-pleasant, surprisingly persistent, unashamedly relentless, take no prisoners action taker.
We have a motto in our office and it goes like this: “Where most stop, we just get started.” The fact is, a good handful of our deals come from situations that we just flat out never gave up on.
This is how Sam Walton (ya know, Walmart’s founder) explained the secret to his success: “I just never gave up. When I got knocked down, I got back up.”
Think about that. I mean, really let it sink in for a minute. Do you have that kind of attitude? About anything? You need to.
Well, here are a few more of our favorite key strategies that get us healthy results in our real estate business.
Write more personal letters.
Have you seen the videos on Facebook that show how connected, yet disconnected we are in today's world? I heard a quote a few weeks back and it struck a nerve with me: “I’m well-known but nobody knows me." WOW. Sounds like my Facebook life.
I want to encourage you to get in the habit of carrying with you a yellow pad of paper, a box of envelopes and 100 stamps. And use them…
People LOVE to be recognized. As humans, we yearn for personal connection. It’s what makes us want to engage with people. That’s what direct mail is all about – engaging.
One of the ways we do that is to write handwritten letters. Don't spend your whole day doing it… but when you get a gut feeling, have an awesome meeting, stumble on a fruitful lead or get introduced to an outstanding relationship, write them a personal note.
A coaching student of mine once said to me that had difficulty writing letters because they are so used to just quickly typing something on a computer…
Let me be clear here – stop brain vomiting on your relationships. Slooooow down. Become genuine.
I send personal notes to a handful of sellers and my personal mentors. I send these same people postcards when I travel; it lets them know that even though I am out enjoying life, I’m still thinking of them and cherish the relationship.
I usually write a note a day, but every other Saturday I do 10 notes. I get up early, grab my coffee and begin writing. Most people just can't ignore that level of persistence forever. Picture your handwritten, hand addressed letter arriving next to a yellow, pre-printed, mail merged postcard. Which is more authentic?
How clean are your lists?
Not only do we obtain our lists from sources that very few people know about, but I personally am a freak about managing my lists. I clean every one myself, study the names (especially repeated ones) and get very personal with them.
At times, I'm not so sure I like being as close to them but I do see and reap the benefits. Talk with any internet marketer and they will tell you, the money is in the list.
This is no different than your mailing. Maintain your lists and keep them clean by asking the following questions:
How are you handling return mailers?
Does each caller get removed?
Does each caller get placed into a follow-up schedule?
Are you still mailing people you have already bought their houses from?
Are you mailing one landlord 10 postcards?
Make sure you clearly understand what happens in your business when a seller contacts you. Know how returned mailers are handled. Success is found right here in these situations...
Think of how many investors are too busy to discover why postcards get returned. I would personally rather work 100 returned postcards than 1000 absentee owners. Know why? Very few, if any, are doing it. We’re all too busy fitting in with the rest of our industry and well, just being busy in general.
Are you marketing or prospecting?
(NOTE: Want the absolute EASIEST way to find houses at 50% off their value? Learn more with our latest this special report.)
In today’s market, you must know the difference and have an active workable plan for both marketing and prospecting.
For us, our marketing is set up and operating in-house quite efficiently. Prospecting is always something we are doing… very few things take precedence over a good lead.
After a lead becomes a deal, it gets placed onto a conveyer belt and processed: start escrow, open title, verify values, confirm bid quotes, rental rates. Keep and rehab, keep and rent, live in it or wholesale it.
It's the part that leads up to signing that is different every time. All sellers have different situations and different needs and it’s hard for me to leave most anyone in charge other than myself. This is just my personal preference but also rather critical. The rest, however, is a teachable, manageable process.
For marketing, build yourself a true mailing schedule. Go through one campaign in its entirety on a calendar and know the dates it's getting fulfilled, getting dropped, when to expect calls, how many went out, postcards or letters, cost for both stamps and fulfillment and then do the next list.
Mail 4+ times per year. Stats show that the fifth mailer returns up to 80% while everything below never achieves 7%.
Make sure all your lists operate on a schedule. Leave someone in charge of that. But…
Check the operations often.
Have your returns followed-up on.
Know what day your probates are pulled, printed, fulfilled and mailed.
Know when your code violations come out.
Know what happens when a random lead comes to you.
This is a deep rabbit hole, yet you have to create a process for your campaigns so your marketing is truly done for you and essentially by you, without being directly done by you.
I focus on prospecting the better part of 3 hours a day. I enjoy a Monday driving all day putting leads into a funnel to make a prosperous week ahead.
Make sure you have a way to "touch" people or houses you come in contract with. Be as indirect as possible in your ability to buy their property and you'll score some of the best leads you can get from any market.
Leaving handwritten yellow letters is sure to get you a call rather than using a door hanger flyer or postcard. Tape it to their front door to be sure your message is effective.
Prospecting is all about you being the message people need to respond to… it takes a lot of your time, but if you’re doing deals on a budget, you can definitely use time instead of money to get results.
Lead your market with marketing.
And the best way to lead is to serve.
When you mail, regardless of our thoughts on it, it looks desperate. Cash for homes. Cash in 3 days. We buy houses.
In its own sense, most people have become numb to marketing as it can be perceived with a negative connotation.
Some great seeds get planted in marketing indirectly. Some of the best marketing you can do is when it's informative or beneficial to the area.
If you just purchased a property in an area, why not tell your list? Let them know what you bought, where and how much. Tell them that they can get involved by coming to see what you plan on doing in their immediate neighborhood. Let them know it will be rehabbed and you'd love to show it to them.
Do you ever host an open house neighborhood BBQ? It’s a great way to let people know you've already done good and you’re not asking them for anything. You’re telling them to come experience why you do this – to give back. Order a bounce house and put up signs all over inviting everyone in the neighborhood. This builds a brand and is the exact opposite of the ‘We Buy Houses’ messaging...
By doing this, when someone on your list is talking with a friend or neighbor about selling, they’ll say: “Hey, call these guys. I saw their project the other day and man, they really are doing good for the area. And they are good people.”
We have put these 3’ x 4’ signs at EVERY property we have bought in the past two years. Even if we wholesale or assign it, we put it in the yard for 7 days to let people know. After a while, you notice the presence this has on your market. You bump into someone or meet a realtor who says: “Oh, you're the guy with the signs all over.”
Bonus Round
I hesitate releasing this as I know how much leverage this has given us in our market…
Build a swipe file of other people’s marketing.
A few hundred deals ago, we did a deal with a seller who mentioned they had received multiple notices from people who wanted to buy the property. After I built some rapport with the seller, I asked why he chose us…
He simply said, “I called every one of them and you’re the only one who answered.”
We got to talk about how common it is for people to send mailers about buying a house and then never respond to the seller. That led us to talk about all the promises made on the mailers and so on. Eventually, I asked if I could see the mailers he was talking about and he handed over every mailer he received.
From that day forward, I made it a point to ask every seller if they would be willing to let me have the other mailers. One of my mentors is a landlord in town for a bunch of properties and literally sends me huge envelopes every month with every mailer he receives.
I cannot tell you how powerful this is and how much it has improved our ability to buy more properties in our marketplace. Start gathering your mailers from your closed deals and study them.
Holla at us
So that wraps up part 2 of this series. Was it helpful? Got any more follow-up questions for me? I’d love to hear from you in the comments section below.
(NOTE: Want the absolute EASIEST way to find houses at 50% off their value? Learn more with our latest this special report.)
Learn the strategies that make REI successful and implement them.
Never give up. If you get knocked down, pick yourself back up.
Write handwritten, personal notes to your sellers and mentors letting them know you value them.
Maintain your list and keep them clean and organized.
Know the difference between marketing and prospecting and have an actionable plan for both.
Use indirect marketing to provide helpful, beneficial information to neighbors in an area you’re doing business in.
Collect other mailers and use them to your advantage.
Is there a topic you'd like to learn more about? Request a Lesson
Erik Stark
operates the most successful real estate flipping business just north of Detroit Michigan. Founded in 2008 with rehab extraordinaire Steve Mills, Erik operates the wholesale, marketing and acquisition side of Michigan Property Superstore. Having done over 100 homes in two years, Erik has taught local hobbyists to flip on a professional level and currently teaches for Preston Ely's REO Rockstar coaching program. Erik is the epitome of a Market expert.
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Trademarks, service marks, and logos appearing in this site are the property of Company or the party that provided the trademarks, service marks, and logos to Company. Company and any party that provided trademarks, service marks, and logos to Company retain all rights with respect to any of their respective trademarks, service marks, and logos appearing in this site.
Information You Provide
You may not post, send, submit, publish, or transmit in connection with this site any material that:
you do not have the right to post, including proprietary material of any third party;
advocates illegal activity or discusses an intent to commit an illegal act;
is vulgar, obscene, pornographic, or indecent;
does not pertain directly to this site;
threatens or abuses others, libels, defames, invades privacy, stalks, is obscene, pornographic, racist, abusive, harassing, threatening or offensive;
seeks to exploit or harm children by exposing them to inappropriate content, asking for personally identifiable details or otherwise;
infringes any intellectual property or other right of any entity or person, including violating anyone’s copyrights or trademarks or their rights of publicity;
violates any law or may be considered to violate any law;
impersonates or misrepresents your connection to any other entity or person or otherwise manipulates headers or identifiers to disguise the origin of the content;
advertises any commercial endeavor (e.g., offering for sale products or services) or otherwise engages in any commercial activity (e.g., conducting raffles or contests, displaying sponsorship banners, and/or soliciting goods or services) except as may be specifically authorized on this site;
solicits funds, advertisers or sponsors;
includes programs which contain viruses, worms and/or Trojan horses or any other computer code, files or programs designed to interrupt, destroy or limit the functionality of any computer software or hardware or telecommunications;
disrupts the normal flow of dialogue, causes a screen to scroll faster than other users are able to type, or otherwise act in a way which affects the ability of other people to engage in real time activities via this site;
includes MP3 format files;
amounts to a 'pyramid' or similar scheme;
disobeys any policy or regulations established from time to time regarding use of this site or any networks connected to this site; or
contains hyper-links to other sites that contain content that falls within the descriptions set forth above.
Although under no obligation to do so, our Company reserves the right to monitor use of this site to determine compliance with these Terms of Use, as well the right to remove or refuse any information for any reason. Notwithstanding these rights, you remain solely responsible for the content of your submissions. You acknowledge and agree that neither Company nor any third party that provides Content to Company will assume or have any liability for any action or inaction by Company or such third party with respect to any submission.
Security
Any passwords used for this site are for individual use only. You will be responsible for the security of your password (if any). Company will be entitled to monitor your password and, at its discretion, require you to change it. If you use a password that Company considers insecure, Company will be entitled to require the password to be changed and/or terminate your account.
You are prohibited from using any services or facilities provided in connection with this site to compromise security or tamper with system resources and/or accounts. The use or distribution of tools designed for compromising security (e.g., password guessing programs, cracking tools or network probing tools) is strictly prohibited. If you become involved in any violation of system security, Company reserves the right to release your details to system administrators at other sites in order to assist them in resolving security incidents. Company reserves the right to investigate suspected violations of these Terms of Use.
Company reserves the right to fully cooperate with any law enforcement authorities or court order requesting or directing Company to disclose the identity of anyone posting any e-mail messages, or publishing or otherwise making available any materials that are believed to violate these Terms of Use.
BY ACCEPTING THIS AGREEMENT YOU WAIVE AND HOLD HARMLESS COMPANY FROM ANY CLAIMS RESULTING FROM ANY ACTION TAKEN BY COMPANY DURING OR AS A RESULT OF ITS INVESTIGATIONS AND/OR FROM ANY ACTIONS TAKEN AS A CONSEQUENCE OF INVESTIGATIONS BY EITHER RealEstateMogul LLC. OR LAW ENFORCEMENT AUTHORITIES.
Miscellaneous
These Terms of Use will be governed and interpreted pursuant to the laws of Florida, United States of America, notwithstanding any principles of conflicts of law. You specifically consent to personal jurisdiction in Floridain connection with any dispute between you and Company arising out of these Terms of Use or pertaining to the subject matter hereof. The parties to these Terms of Use each agree that the exclusive venue for any dispute between the parties arising out of these Terms of Use or pertaining to the subject matter of these Terms of Use will be in the state and federal courts in Tampa, Florida. If any part of these Terms of Use is unlawful, void or unenforceable, that part will be deemed severable and will not affect the validity and enforceability of any remaining provisions. These Terms of Use constitute the entire agreement among the parties relating to this subject matter. Notwithstanding the foregoing, any additional terms and conditions on this site will govern the items to which they pertain. Company may revise these Terms of Use at any time by updating this posting.
Your privacy is very important to us. We want to make your experience with our company as enjoyable and rewarding as possible, and we want you to use our vast array of information, tools, and opportunities with complete confidence.
This Privacy Statement explains our views and practices concerning privacy, and how they may pertain to you as a user of our website.
“You” or “Your” means you as a participant in or as a user of a Real Freedom Inc website. “We” or “Our” or “Us” means Real Freedom Inc. “Our site” means realestatemogul.com or any of our other websites on which you found this privacy policy.
All information transmitted, printed or otherwise submitted to Real Freedom Inc via this website shall be deemed to be the property of Real Freedom Inc and Real Freedom Inc shall be free to use such information for any lawful purpose as detailed herein.
This site contains links to other sites and we are not responsible for the privacy practices or the content of such sites.
We reserve the right to release such information to law enforcement or other governmental officials as we, in our sole and absolute discretion, deem necessary to comply with the law.
Section 1: Collected Information
We automatically collect and/or track the following:
Webpage http headers (home server domain names, IP address, type of client computer, and type of Web browser);
information knowingly provided by you through on-line forms, registration forms, surveys, and/or other entries, such as email addresses, personal, financial or demographic information;
information, user specific or aggregate, on what pages our visitors access; and
E-mail addresses of visitors who communicate with Real Freedom Inc via e-mail.
Section 2: Use of Data Collected
We use your personal, demographic and profile data to enhance your experience at our site and to enable us to present content we think you might be interested in. We use your contact information to send you information about our company and promotional material from our partners. We may also use your personal, demographic and profile data to improve our site, for statistical analysis, for marketing and promotional purposes (both via email and through using your email address for targeting on sites such as Facebook.com), and for editorial or feedback purposes for our advertisers. Information collected by us may be added to our databases and used for future telemarketing, SMS text-messaging, e-mails, display and native advertising or postal mailings regarding site updates, new products and services, upcoming events, and/or status of orders placed online. By using this site, you agree that you may be contacted in any manner contemplated in this section even if your number is found on a do not call registry, in-house list or similar registry.
Section 3: Disclosure of Data to Third Parties
If you choose to provide personal information, it will be used for the following purposes:
considering you for a Real Freedom Inc product;
as required by law; and
for marketing products and services which we determine, in our sole judgment, that you might find of interest. We reserve the right to share, rent, sell, or otherwise disclose data we collect to third parties. Any third party we share, rent, sell, or otherwise disclose data to will be prescreened by us, determined by us to be reputable, and will use the personal data for marketing products and services which we determine, in our sole judgment, that you might find of interest.
Section 4: Your Opt-Out Rights
You may opt-out of receiving communications from us and/or our partners by not submitting your information. We also allow you to remove your information from our marketing lists. If you remove your information from our marketing lists it will no longer be used by us to send promotional correspondence to you. You can remove your information from our marketing lists by clicking on the “Unsubscribe” link at the bottom of every email we send you, or by sending your request, in writing, via email to: supportATrealestatemogulDOTcom (Please replace “AT” with @ and “DOT” with .)
Section 5: We Do Not Intend to Collect Data from Children
The information and services provided to us or our affiliates, sponsors, and advertisers are not intended to be viewed by children (under 18 years old). No information collected from children is knowingly used for any marketing or promotional purposes whatsoever, either inside or outside Real Freedom Inc. No part of Real Freedom Inc’s website is structured to attract anyone under the age of 18.
Section 6: Our Right to Contact You
We reserve the right to contact you regarding your account status and changes to subscriber agreements, privacy policy, or any other policies or agreements relevant to you.
Section 7: Our Right to Change
We reserve the right to change this policy at any time by notifying you of the existence and location of the new or revised privacy policy or by posting the changes online at our site.
Section 8: Our Contact Information
If you have any questions about this privacy statement, the practices of this site, or your dealings with this website, you can contact us via email sent to: supportATdigitalmarketerDOTcom (Please replace “AT” with @ and “DOT” with .)
Section 9: Anti Spam Policy. Can-Spam Act Compliance
Real Freedom Inc is dedicated to ensuring compliance with the ‘Can-Spam Act’, which took effect January 1, 2004. You may receive email from Real Freedom Inc in the following circumstances:
Acknowledging your application has been received and requesting additional action
Requests for additional information to support your current application
Response to your inquiries regarding the status of your transactional requests
Thanking you for your valued business
Advertisements for our products, services, changes in services, new product availability
Advertisements for third party products and services where we have determined that such product or service may be of interest to our customers
Section 10: Information for ISPs
Real Estate Mogul LLC
5023 W. 120th Ave, #102
Broomfield, CO 80020
United States supportATrealestatemogulDOTcom
(Please replace “AT” with @ and “DOT” with .)
Real Freedom Inc understands consumers’ concerns over the use of their personal information. We hope this information will relieve any concerns you may have regarding our email policies. Real Freedom Inc and its affiliated sites use only an “opt-in or opt out” method of obtaining customer information, and it is not our policy or desire to send unsolicited email. We obtain email addresses and personal information from third parties that follow the same set of policies. Real Freedom Inc email messages sent always include information about the origin of the emails and instructions on how recipients can unsubscribe from receiving future email messages.
From time to time, Real Freedom Inc will enter into an arrangement with a third party website to allow individuals to opt into our marketing program on those third party websites. In each case the third party websites have represented and warranted to us, among other things,
that the data was collected voluntarily from individuals on website registrations and co-registrations,
that the sellers have a right, under any applicable privacy statements, to transfer the data to us, and
that Real Freedom Inc has the right to send marketing offers to the individuals.
We hope this information satisfies any questions or concerns you may have regarding the email practices of Real Freedom Inc. If you have additional questions or wish to discuss this matter further, please contact us at: supportATrealestatemogulDOTcom (Please replace “AT” with @ and “DOT” with .)
Hi - we do everything in our power to run a good, clean business and help people succeed.
We've been in business for nearly a decade. Our mission is simple: help 1,000,000 people live lives of greater freedom. That's what gives us juice and passion.
Unfortunately, there are people and companies who do bad things and make products that don't work at all or don't work as advertised. That behavior hurts everyone.
The bottom line is there is no such thing as magic. There is no magic unicorn that will appear on your doorstep and start pooping gold bars or giving you free money.
Just because people in this program have made lots of money doesn't mean or imply the same will happen to you. In business, and in life, there are no guarantees.
Any one of the people who we happen to feature in this program have a BIG WHY - they want to make a difference and help themselves, their families, their employees and customers succeed. They want more and they apply themselves, they get outside of their comfort zones, acquire new skills, work like crazy, make mistakes, and fail, BUT THEY DON'T GIVE UP.
They implement. They don't quit. They serve. They didn't blame someone or something else for their mistakes or failures - instead, they do the HARD WORK that it takes to make a difference.
They use our tools, systems, psychology, mindset, training, community and events to succeed.
If you're the type of person that isn't willing to roll up your sleeves, learn, explore, grow and focus on helping other people succeed, our programs aren't for you.
If you're a blamer, whiner, malcontent, or just downright lazy, our programs aren't for you.
But if the content is this program and our videos resonate with you - and you can see the possibility and potential that this can work for you, then WELCOME HOME. You're in the presence of REAL PEOPLE who are helping REAL BUSINESSES succeed, thrive and survive.
It would be both mine and my team's pleasure and honor to serve and support you so you can EARN MORE, LIVE MORE and GIVE MORE.
Sincerely,
Preston Ely, CEO
RealEstateMogul LLC
FULL EARNINGS DISCLOSURE:
RealEstateMogul LLC. (The Company) does not guarantee income or success, and examples shown at RealEstateMogul.com do not represent an indication of future success or earnings. The Company declares all information shared is true and accurate, and any claims made of actual earnings or examples of actual results can be verified upon request.
The earnings, revenue and profit results that a customer will generally achieve in circumstances similar to those depicted in the endorsements and testimonials on this site depend on many factors and conditions, including but not limited to, work ethic, learning ability, use of the products and services, business experience, daily practices, business opportunities, business connections, market conditions, availability of financing, and local competition, to name a few. Because of impediments due to any one or more of the foregoing and other factors, it is generally expected that no earnings, revenues or profits will be achieved with the use of any products or services advertised on this site in circumstances similar to those referenced in any endorsement or testimonial.
Each of the purchasers of our products and services who have provided their endorsement or testimonial for use on this site have received a refund in the amount of the cost of the product and service in exchange for their endorsement or testimonial.
Hey Moguls…we got such excellent feedback from y’all about Part 1 of Mr. Erik Stark’s “Go Deep, Not Wide” lesson that we decided to invite this smart dude back for more helpful info.
People LOVE to be recognized. As humans, we yearn for personal connection. It’s what makes us want to engage with people. That’s what direct mail is all about – engaging.
Not only do we obtain our lists from sources that very few people know about, but I personally am a freak about managing my lists. I clean every one myself, study the names (especially repeated ones) and get very personal with them.
For marketing, build yourself a true mailing schedule. Go through one campaign in its entirety on a calendar and know the dates it's getting fulfilled, getting dropped, when to expect calls, how many went out, postcards or letters, cost for both stamps and fulfillment and then do the next list.
We have put these 3’ x 4’ signs at EVERY property we have bought in the past two years. Even if we wholesale or assign it, we put it in the yard for 7 days to let people know. After a while, you notice the presence this has on your market. You bump into someone or meet a realtor who says: “Oh, you're the guy with the signs all over.”
We got to talk about how common it is for people to send mailers about buying a house and then never respond to the seller. That led us to talk about all the promises made on the mailers and so on. Eventually, I asked if I could see the mailers he was talking about and he handed over every mailer he received.
