The Surprising Truth About Why Most Inve...

Howdy Moguls! We have a great lesson for you today from one of our newer expert advisors, Brecht Polambo. In fact, this is just Brecht’s second lesson, and boy is it packed with good stuff! Also, make sure you check out his awesome training call we recently did too.

In case you’re wondering about this dude, here ya go…

Brecht started his first company at the spry age of 15, and since then, he’s created several more successful businesses. With a background in real estate as an investor selling more than $250MM in assets and a licensed broker and auctioneer, he founded a software company and quickly became known as The Guy to turn to for expert insight into the banking industry in relation to real estate investment opportunities.

And that, friends, is why we are happy to call him a faculty advisor here at Mogul.

Without further ado…

From Brecht…

Hey Moguls, want to join the top 1.4% of investors who are generating online real estate leads with ease?

A large, recent survey we conducted shows exactly why the vast majority of real estate investors are failing to get anywhere near the goal they set for themselves. The truth surprised me. And it might shock you too.

Here’s What You’ll Get in this Lesson

The surprising truth that our extensive survey revealed about the real estate investor community at large.
A proven 5-step action plan for getting and converting more real estate leads online.
Six ‘hacks’ to get you started.

This lesson is by no means the “end all, be all” of online real estate lead gen. It’s meant to be an overview of the strategies and tactics that I’m going to dive MUCH deeper into in future lessons – so keep an eye out for that.

Allow me first to make sure you and I are on the same page. I’ll let you “behind the curtain” (under the kimono?) and make sure you and I have the same data.

How I Can Afford to Turn Down Leads Every Day

Once I cracked this lead generation secret, my business grew by more than 394%.

leads I have multiple businesses (as I’m a bit addicted). At least one of them predictably grows and throws off six-figures in cash each year, on autopilot, reaching the exact same target market you need to reach in your business.

When I’m not in-house running my business or mountain biking across the U.S. with my family, you’ll find me giving in to interview requests or writing or talking about things to help folks like you be more successful with less effort – I want to get you systematized...

In addition to helping banks, special servicers and lenders liquidate more than $200MM in distressed assets, I also created BankProspector a “sales intelligence software” (prospecting tool) that provides data for all U.S. banks and credit unions, and serves it all up via easy-to-read dashboards but that’s another story.

Some might call me data obsessed. But the data is where I’ve always found the big dollars and consistent revenues hiding.

From frontline and online experience, I’ve learned how to turn the numbers into actionable strategies and tools for real estate entrepreneurs…

So, please allow me to walk you through the reasons why you should finally get serious about automating your lead gen and conversion online - and I'll even give you an introduction of how to do it.

Why 98.6% of Real Estate Investors Fail

You might want to sit down for this.

A new 2015 survey of real estate investors and professionals revealed that 98.6% were completely dropping the ball when it came to consistent lead generation.

I shouldn’t have to tell you the perils of lack of consistency in income. If you’ve been in this business for any length of time, you’ve experienced the wild swing in income.

That’s what you get when your leads aren’t consistent.

When you don’t have a consistent stream of leads, you don’t have a pipeline of deals providing consistent closings. When income gets wacky, so do your thought processes and reactions. If you are always only focused on earning enough for your next meal or this month’s bills, you are going to be in trouble.

survey It’s a vicious cycle.

You must think a little bigger and longer term. At least, if you want to enjoy the time, monetary surplus and peace of mind that you got into real estate for in the first place.

If I accuse you of doing NOTHING right to generate leads online... without having met you... I’d almost always be right.

I really couldn’t believe the survey results and data myself at first either.

Just 2.9% of real estate pros surveyed were doing any real online lead generation at all.

HALF of the folks who have a site have confused it for a digital billboard…

And yet...

Everyone surveyed said they could double their business if they had just 3 things:

Buyer leads
Funding for deals
Seller leads/access to real deals

SO what’s being done to close the gap?

11.8% have registered a web domain name, but haven’t set it up yet
79.4% HAVE NO WEBSITE or professional email address
49% of those few with a website don’t have any lead generation or follow-up system in place

Almost 100% of all home buyers now start their home searches online. More than 60% do so on mobile devices.

Let’s agree that these figures are indicative of all types of consumer and business real estate activities today. So it is just common sense that if people want to be doing any business that you:

Need a professional presence online
Need to have a way to capture those who need what you offer

How to Replicate Success (Hint: Don’t Reinvent the Wheel)

So what are the 1% doing that is working?

They are creating or implementing systems of repeatable, scalable, machine-style marketing – marketing that actually captures leads.

Funnel > Capture > Repeat

wheel After 14 years of working in this space, consulting and surveying others, and testing and proving it with my own cash and time, at scale, I’ve boiled the blueprint to success down to these five steps.

Your Five Step Action Plan to Lead Generation Success:

Narrowly define your target customer
Create a lead magnet that they absolutely can’t resist that promises to educate or inspire
Start with a low barrier ‘Email Only’ landing page
Follow up, follow up, follow up... with email till they ‘buy or die’
Get your offer in front of the right people with highly targeted direct response marketing

This isn’t just a blueprint for real estate leads. This is how top earning professionals from nearly every industry are approaching their marketing today.

(In the follow-up series to this lesson, I’ll dive into specifics for each of these steps. Stay tuned.)

5 Quick Tips for Real Estate Lead Generators

Always start at the beginning; know and define your best possible prospect – your customer in a very specific way - build a prospect Avatar
Use whitepapers, hot-lists, “secret info” and ‘the numbers’ to boost email opt-in conversion
Once you’ve started collecting emails, hitting them with anything less than highly targeted, personalized email marketing, isn’t email; it’s spam
Outsource everything you aren’t getting done (today) – writing, design, technical services – You’re the CEO… NOT the Chief Cook and Bottle Washer – every minute you spend doing something that isn’t core to your business is wasted money, every hour of research you devote to something that doesn’t directly put dollars in your pocket is a waste and should be delegated to a lower dollar teammate or contractor (much more about this later)
Automate your marketing and follow up or you risk leaking profuse amounts of cash. You cannot be everywhere you need to be all the time. You need systems to go to work for you; they’re cheaper than people, and they’ll ensure that the leads you generate are not going to waste. Nothing will kill your business faster than investing in acquiring leads that you can’t afford the time to sell and service.

To Sum it Up

The 80/20 rule no longer exists in real estate. It’s really the 99% and the 1%.

You get to choose which you’ll be in. Commit today to moving out of the pack. Most people are so busy working in their business that they’re not working on their business (I know you’ve heard it before and it’s true) – and the results from the survey prove it.

In the next lesson, I’m going to go DEEP on how and why you need to narrowly define your target market and how this one act alone will do miraculous things for your business. See ya then.