If you’re struggling to build trust with sellers in a crowded market, this episode is for you! I sit down with Nathan Payne, an expert real estate investor and coach, to discuss a game-changing strategy: disqualifying your leads. While it may sound counterintuitive, this approach helps you establish genuine trust, stand out from the competition, and ultimately close more deals. Nathan shares his philosophy on ethical selling, why empathy matters, and how focusing on solutions for sellers builds long-term success.

We dive deep into understanding sellers’ needs, qualifying opportunities the right way, and how to follow up with purpose without being pushy. Plus, Nathan explains his hands-on apprenticeship model for new investors and why simple, consistent actions often beat flashy, new marketing tactics. Whether you’re a beginner or a seasoned investor, this episode is packed with practical insights to take your sales game to the next level.

5 Key Takeaways:

1. Disqualifying Leads Builds Trust

Instead of pushing a solution, Nathan emphasizes asking sellers about options they’ve already explored. This approach helps determine if you’re the right fit while building credibility and trust.

2. Empathy and Ethics Win Deals

Caring about the seller’s situation, showing genuine empathy, and offering honest advice often outperform aggressive tactics. People choose to work with those they trust.

3. Follow Up with Purpose

Nathan’s follow-up strategy focuses on picking up where the last conversation left off, ensuring each touchpoint is meaningful rather than annoying.

4. Profitability Over Quantity

Nathan highlights the importance of building a profitable wholesaling business instead of chasing volume. Understanding your process and mastering sales is key before scaling.

5. Consistency Beats Trends

Flashy marketing techniques come and go, but simple, consistent effort in lead generation and relationship-building remains the most effective strategy.

Episode Highlights:

[0:00] - Introduction

[1:05] - The challenge of standing out in a competitive market when sellers have multiple offers.

[2:20] - The power of disqualifying leads and why it creates better trust with sellers.

[5:45] - Why consistency and doing the work matter more than chasing shiny marketing trends.

[10:00] - How understanding sellers’ motivations transforms your sales conversations.

[14:00] - Why disqualifying leads saves time and builds stronger relationships.

[19:30] - Nathan’s purposeful follow-up strategy: picking up where you left off.

[22:30] - What’s next for Nathan Payne: hands-on coaching to guarantee results.

Links & Resources:

• Join Nathan’s Facebook Group:https://www.facebook.com/paynelessflipping

Closing Remarks:

If you enjoyed today’s episode, be sure to subscribe, rate, and review the show! Connect with me on social media and check out my YouTube channel for more strategies on content creation, podcasting, and building your brand.

In this episode of REI Marketing Weekly, we’re diving deep into the world of note investing with Nathan Turner, widely known as “The Canadian Note Guy.” Whether you’re a seasoned real estate investor or someone curious about unique investment strategies, this conversation is packed with insights. Nathan shares his 15+ years of experience in real estate, discussing his transition from fix-and-flip to the more hands-off and scalable world of note investing. Along the way, he highlights the importance of networking, reputation, and relationship-building in the note investing community.

We also explore how note investing offers an alternative path to passive income without the hassles of property ownership. Nathan breaks down the marketing techniques unique to this space, the value of maintaining a good reputation, and how personal connections can lead to fruitful deals. If you’ve ever wondered how note investing works or are intrigued by its potential, this is an episode you don’t want to miss!

Key Takeaways from the Episode:

1. Reputation is Everything in Note Investing

In the niche world of note investing, your reputation is your brand. Being reliable, following through on promises, and maintaining integrity can make or break your success in this relationship-driven business.

2. Networking is the Cornerstone of Deal Flow

Attending conferences, building genuine relationships, and staying active on platforms like Facebook and LinkedIn are essential for sourcing deals and staying top-of-mind for referrals. As Nathan explains, connections often lead directly to opportunities.

3. The Simplicity of Note Investing

Unlike fix-and-flip or rental properties, note investing offers cash flow without property management headaches. By owning the paper (mortgage), not the property, investors enjoy passive income while avoiding maintenance and tenant issues.

4. Personalized Marketing Stands Out

Nathan’s approach to marketing focuses on sharing relatable, personal stories through emails and social media. By connecting on a human level, he stays memorable and builds trust with his network.

5. Diverse Options in Note Investing

Note investing suits a variety of people, from passive investors seeking hands-off income to active investors managing portfolios. Whether you’re leveraging an IRA or looking to diversify, there’s a pathway in note investing tailored for your goals.

Episode Highlights:

[0:00] - Introduction

[1:10] - Introduction to Nathan Turner, “The Canadian Note Guy,” and his journey into note investing.

[4:25] - The role of networking and relationship-building in sourcing deals and maintaining a solid reputation.

[7:30] - How Nathan uses email campaigns and social media to stay top of mind and build trust.

[11:15] - A beginner-friendly explanation of note investing and how it differs from other real estate strategies.

[16:45] - Why note investing offers passive income opportunities without the headaches of property ownership.

[20:10] - The type of personality and professional background best suited for note investing.

[23:00] - Nathan’s Diversified Mortgage Expo and how to connect with him for further learning.

Links & Resources:

• Connect with Nathan Turner: ErnestInvesting.com

• Learn More About the Diversified Mortgage Expo: Diversified Mortgage Expo Website

Closing Thoughts:

If you’re curious about note investing or looking for ways to diversify your real estate portfolio, Nathan Turner offers valuable advice and actionable strategies. Don’t forget to check out the links above for more resources, and if you enjoyed this episode, please rate, review, and share the podcast with your network. We’ll see you next week!

Are you a wholesaler looking for fresh ways to find buyers for your deals? Or maybe you’re intrigued by creative finance strategies like wraps? In this episode, I sit down with Phillip Louden, an expert in creative finance and wraps, to uncover his innovative approach to finding buyers and scaling a real estate business. Phillip shares his journey from wholesaling to building a thriving business that aligns with his vision and lifestyle, offering insights every investor can benefit from.

We dive into marketing strategies for finding motivated sellers and buyers, the importance of commitment in your efforts, and how to avoid common pitfalls. Plus, Phillip discusses how he’s successfully tapped into the Hispanic market in Kansas City and why this underserved demographic represents an incredible opportunity. Whether you’re new to real estate or a seasoned investor, this episode is packed with actionable tips to help you level up your game.

Timeline Summary:

[0:00] - Introducing

[1:15] - Introducing Phillip Louden and his expertise in creative finance and wraps.

[3:22] - The basics of wrap deals and how they differ from traditional strategies.

[7:45] - Phillip’s shift from wholesaling to a focus on seller financing and long-term wealth building.

[12:35] - Innovative strategies for finding buyers, including leveraging Facebook Marketplace and Craigslist.

[17:50] - The importance of knowing your demographic and crafting targeted marketing strategies.

[20:18] - Tips for wholesalers: How to effectively present deals to buyers.

[25:30] - Commitment in marketing—why time and effort are key to success.

[28:45] - Phillip’s free Seller Finance Freedom Academy and how it empowers investors.

Key Takeaways:

1. Wrap Deals Demystified: Wraps are a powerful tool for creating passive cash flow by selling properties via seller financing, especially to underserved demographics like first-generation Hispanic Americans.

2. Finding Buyers Made Simple: Use platforms like Facebook Marketplace and Craigslist to connect with agents and buyers interested in seller-financed properties. Searching terms like “dueno a dueno” can yield valuable leads.

3. Commit to Your Marketing Strategy: Effective marketing takes time and consistent effort. Avoid the trap of prematurely abandoning a strategy before it has time to produce results.

4. Know Your Target Demographic: Understanding the cultural and financial habits of your buyers can give you a competitive edge. Phillip’s focus on the Hispanic community in Kansas City is a prime example of leveraging demographic insights.

5. Align Business with Lifestyle Goals: Phillip emphasizes the importance of building a business that supports your vision and lifestyle, not one that traps you in an endless grind.

Links & Resources: Seller Finance Freedom Academy: https://www2.skool.com/sellerfinancefree/about

Closing Remarks:

If you found value in this episode, don’t forget to share it with your real estate investor friends and leave us a review! Subscribe to the show for more expert insights, and check out our YouTube channel for additional content. Let’s continue the conversation—connect with me, Josh Culler, on Instagram or Facebook!

In this insightful episode, we sit down with Brad Chandler, a seasoned real estate investor and marketing expert with over 21 years of experience and $30 million spent in marketing. Brad shares the hard-earned lessons and mindset shifts that have transformed his approach to both business and life. This episode dives deep into the often-overlooked relationship between your marketing strategies, business goals, and personal fulfillment. Whether you’re a seasoned investor or just starting, Brad’s perspective will leave you with actionable insights and a refreshed approach to building a sustainable business.

Join us as Brad discusses how to avoid common marketing pitfalls, the importance of self-awareness in achieving business success, and why focusing on your “why” is key to aligning your efforts with your goals. From real-world mistakes to invaluable takeaways, this conversation is packed with wisdom for anyone looking to balance business success with a meaningful life.

Episode Highlights:

[0:00] Introduction to Brad Chandler and his extensive real estate marketing journey.

[2:24] The danger of “marketing yourself out of business” and how to align marketing with your infrastructure.

[5:12] Why your self-worth shouldn’t be tied to your net worth—and how mindset affects marketing decisions.

[10:21] The seven-level “why” exercise for uncovering your true motivations.

[16:32] How following your gut can save you from costly marketing mistakes.

[19:36] Why rapport and empathy are the most valuable tools in sales and marketing.

[23:40] The power of removing self-limiting beliefs to create a thriving business and personal life.

5 Key Takeaways:

1. Avoid Marketing Overload: Scaling your marketing efforts too quickly without proper infrastructure can backfire. Align your campaigns with your team’s capacity and systems.

2. Know Your Why: Conduct a seven-level “why” exercise to deeply understand the motivations behind your business and marketing decisions.

3. Follow Your Gut: Trust your instincts when making decisions about partnerships, campaigns, and investments. Intuition often highlights what spreadsheets can’t.

4. Focus on Rapport: Building authentic connections with clients and understanding their needs is far more effective than high-pressure sales tactics.

5. Mindset Over Mechanics: Self-limiting beliefs can sabotage your business. Addressing your mindset not only improves personal happiness but also enhances business outcomes.

Links & Resources:

Connect with Brad Chandler: https://podcast.bradchandler.com/

If this episode resonated with you, don’t forget to subscribe and leave a review on your favorite podcast platform. Share this episode with a friend who could use a fresh perspective on aligning their business and personal goals. Thanks for listening, and we’ll catch you next week!

Ready to take your real estate business to the next level? In this episode, we dive deep into the nuances of marketing and sales delegation for real estate investors. I’m joined by my friend, Matt Paxson, a seasoned real estate professional with over 15 years of experience in the industry. Matt has seen it all—from scaling his business from a few deals a month to managing a high-volume operation, and he’s here to share the secrets of building an effective marketing and sales process. We discuss when to do things yourself and when it’s time to bring in the experts, all while ensuring your marketing investments yield maximum returns. Trust me, you won’t want to miss the invaluable insights Matt provides!

We also cover essential tips for hiring third-party agencies, strategies for lead generation, and Matt’s unique approach to staying hands-on with sellers while balancing team management. Whether you’re a solo investor looking to scale or someone navigating partnerships and growth, this episode is packed with actionable advice.

Episode Highlights:

[0:00] - Introduction

[1:15] - The challenge of deciding between DIY marketing and outsourcing to professional agencies.

[3:32] - Why it’s crucial to hire industry-specific experts for your marketing efforts.

[7:48] - Matt’s journey from managing everything himself to outsourcing PPC and other lead gen strategies.

[14:50] - Building a revenue-first approach and why leading with income matters before outsourcing.

[20:05] - The benefits of being hands-on with sellers and the art of closing deals personally.

[26:45] - Structuring your team for optimal performance and the importance of focusing on your strengths.

5 Key Takeaways:

1. Lead with Revenue: Before outsourcing marketing tasks, ensure you’re generating enough income to justify these expenses. This strategy ensures sustainability and efficient growth.

2. Industry-Specific Expertise Matters: Hiring agencies or individuals familiar with real estate investing yields better results, as they understand the market’s unique challenges and opportunities.

3. Do What You’re Good At: Focus on the tasks that bring you joy and where you excel, like negotiating deals, and delegate areas where you lack expertise.

4. Build Strong Systems: Before hiring, create detailed systems and processes for your team to follow. This approach sets everyone up for success and ensures consistency.

5. Master Lead Generation: Your leads are the gold of your business. Prioritize quality lead generation and have a well-thought-out strategy to convert those leads into deals.

Links & Resources:

• Connect with Matt Paxson on Facebook: https://www.facebook.com/matthewpaxson

Don’t forget to subscribe to the show and share it with your real estate investing friends! If you enjoyed this episode, please leave a review and check out my YouTube channel for more content on real estate marketing and content strategies.

In this episode of REI Marketing Weekly, I sit down with Jaren Barnes from Land Maverick Society to dive deep into the art and science of land investing. Jaron unpacks his strategic approach using the 80/20 principle, revolutionizing how to market and close deals efficiently. We discuss the importance of focusing on what truly drives results and how applying the 80/20 concept can make you unbeatable in marketing and sales. Jaren also shares powerful insights on building genuine connections with sellers and how these relationships can lead to more successful and profitable transactions.

We cover everything from smart compliance techniques for text marketing to a compelling story of how deeper engagement with a seller led to a $5,000 savings on a land deal, despite a competing higher offer. You’ll learn the significance of customizing your communication to match the seller’s personality, using a thoughtful and structured sales process, and leveraging compliant and effective text marketing.

Timeline Summary

[0:00] - Introduction

[1:30] - Introduction to Jaron Barnes and his unique perspective on land investing.

[4:15] - Understanding the 80/20 principle and its application to marketing and sales.

[8:45] - The story of how Jaron’s method saved $5,000 on a deal by building seller rapport.

[14:00] - Breaking down effective and compliant text marketing strategies.

[18:30] - How Jaron structures his business with minimal resources but maximum efficiency.

[23:15] - The critical role of customizing your approach to different seller personalities.

[30:00] - Key takeaways on optimizing your sales process for better outcomes.

Key Takeaways

1. Master the 80/20 Principle: Focus on the actions that yield the greatest impact to streamline your processes.

2. Build Genuine Connections: Authentic relationships with sellers can lead to better deals and long-term success.

3. Practice Smart Text Marketing: Use compliant platforms like Launch Control to maintain ethical and legal standards.

4. Adopt a Structured Sales Process: Qualify leads carefully to maximize efficiency and effectiveness.

5. Adapt Communication Styles: Tailor your approach to each seller’s personality to increase trust and close deals successfully.

Links & Resources

• Connect with Jaren Barnes: Text “Marketing” to (219) 419-7797 to receive a free 30-minute coaching call (mention Josh Culler).

• Books Mentioned: “80/20 Sales and Marketing” by Perry Marshall and “The 10X Rule” by Grant Cardone.

Closing

Thank you for tuning in! If you found this episode valuable, don’t forget to rate, follow, and share the podcast. Stay connected for more insights on marketing and real estate investing, and be sure to check out our social media for extra tips and content. See you in the next episode!

In this episode, we dive deep into an often-overlooked marketing method: TV advertising for real estate investors. Tony Javier, a seasoned expert in utilizing TV ads to generate motivated seller leads, joins me to shed light on why this “old-school” marketing channel still packs a punch, especially for certain demographics. If you’re skeptical about TV’s effectiveness or think it’s too costly, Tony’s insights on reaching the right audience might change your mind. We explore how TV ads can deliver high ROI, the ideal audience for this approach, and Tony’s strategies that make TV ads a reliable lead generation tool in real estate.

From the importance of targeting specific demographics to tips on standing out in competitive markets, Tony shares the formula that’s helped him and his clients succeed on TV. Whether you’re new to TV ads or looking to refine your approach, Tony’s practical advice offers valuable takeaways for real estate investors eager to expand their marketing channels.

Episode Highlights:

[00:00] - Introduction to TV advertising and Tony’s unique approach for real estate investors.

[05:15] - How Tony discovered the power of TV ads through an unexpected encounter.

[12:30] - Why TV ads resonate with the 50+ demographic and how this group consumes media differently.

[20:45] - The credibility factor: How appearing on TV positions you as a trusted, established business.

[25:10] - Common mistakes in TV advertising and Tony’s top tips for an effective campaign.

[30:00] - Standing out with memorable calls to action and easy-to-recall phone numbers.

[33:30] - Best practices for creating a TV ad campaign that drives results.

1. TV Ads Are Still Relevant and Effective – Despite the rise of digital marketing, TV advertising can be a powerful tool for real estate investors, especially for reaching older demographics who still heavily consume TV content.

2. Understanding Your Audience Is Essential – For TV ads to be effective, it’s crucial to target the right demographic. Tony highlights that the 50+ age group, particularly those with a lower income, is a prime audience for motivated seller leads.

3. Credibility Through TV Exposure – Appearing on TV can instantly boost your credibility, making potential clients view you as a serious and trustworthy business, unlike the perception many have of online ads.

4. Memorable Call-to-Actions Make a Difference – A clear, concise call-to-action, including an easy-to-remember phone number or website, can significantly increase engagement and conversion rates from your TV ads.

5. Stand Out with Proven Strategies – Success with TV advertising relies on using well-tested scripts, strategically selecting air times, and crafting ads that capture and hold attention. Following a reliable formula can yield consistent results and reduce ad spend waste.

Links & Resources:

• Connect with Tony Javier and learn more about TV advertising for real estate investors: https://tonyjavier.com/tv

If you found this episode insightful, don’t forget to rate, follow, and share the podcast! Your feedback helps us bring you even more great content.

In this episode of REI Marketing Weekly, I sit down with Rob Swanson, CEO of FreedomSoft, to dive into the world of direct mail marketing for real estate investors. Rob shares the cutting-edge strategies his team has developed to innovate direct mail, using data to fine-tune targeting and improve lead conversion rates. We discuss how traditional direct mail can still drive results when approached with a modern twist and why understanding your prospect’s unique motivations is key to getting the highest returns. Rob’s deep insights into data and customer journey in real estate make this a must-listen for investors ready to elevate their marketing game!

Episode Highlights:

[00:00] – Introduction to Rob Swanson and his background in real estate and data-driven marketing

[03:20] – How direct mail strategies have remained reliable yet improved through targeted innovation

[10:15] – Rob’s data-driven approach to segmenting and sequencing direct mail based on property history and seller motivation

[15:45] – Why timing is crucial: Adjusting messages for new vacancies vs. long-standing ones

[22:30] – How automated, sequence-based mailing can drastically increase conversions

[28:40] – Rob’s insights into making traditional marketing tactics more effective in today’s market

Links & Resources:

• Learn more about Freedom Soft: freedomsoft.com

• Explore Rob’s podcast The Real Estate Mogul: https://www.youtube.com/@RealRobSwanson

If you enjoyed this episode, please take a moment to subscribe, rate, and review the podcast. Your feedback helps us bring more valuable content tailored to your interests in real estate marketing. Don’t forget to share this episode with fellow investors looking to boost their marketing efforts!

In this exciting episode of The REI Marketing Weekly, I sit down with my good friend, Clifford “The Cowboy Closer” Walker, a real estate investing pro known for his unique approach to cold calling. We dive deep into the power and persistence of cold calling in today’s market. Clifford shares why he still believes in this old-school tactic despite the industry’s shift away from it, and he offers a refreshing perspective on building genuine connections with sellers. If you’ve ever struggled with cold calling or felt overwhelmed by rejection, Clifford’s insights on leading with authenticity and serving people rather than selling them will be a game changer for you. Get ready to take notes and learn strategies that will transform your approach!

Episode Highlights:

[0:00] - Introduction to Clifford “The Cowboy Closer” Walker and his background in real estate.

[1:00] - The current state of cold calling: Why some are moving away, but Clifford is doubling down.

[5:30] - Clifford’s personal approach: Building relationships with sellers rather than pushing sales tactics.

[12:15] - The importance of follow-up and how to stay consistent without sounding scripted.

[17:00] - Clifford’s thoughts on the best data to pull for successful cold calling campaigns.

[23:45] - The role of communication in real estate investing: Why it’s the secret to closing deals.

[31:00] - Clifford’s advice for new investors on mastering the art of connecting with sellers.

Links & Resources:

• Connect with Clifford on YouTube: https://www.youtube.com/channel/UC2MoDGK15SWJ4RpT_eS9P6g

• Download Clifford’s free PDF guide: 5 Steps to Getting Started with Wholesaling: https://www.corralnetwork.com/wholesaleprocess

• Follow Clifford on Instagram: https://www.instagram.com/cliffordthecowboycloser/?hl=en

Closing Remarks:

If you enjoyed today’s episode, please rate, follow, and review The REI Marketing Weekly! And don’t forget to subscribe to our YouTube channel for more episodes and tips on marketing and real estate investing strategies. See you next time!

In this episode of REI Marketing Weekly, I sit down with my good friend and real estate developer, Daniil Kleyman from Richmond, Virginia. Unlike the typical wholesaler or fix-and-flip investor, Daniil focuses on larger real estate developments, which leads to a unique approach to business and marketing. We dive deep into how he secures his deals without traditional marketing methods, relying instead on reputation and referrals from key players in his market. Daniil shares how building relationships with developers, real estate agents, and wholesalers has allowed him to establish himself as the go-to person in his region for high-value projects.

We also explore his software, Rehab Valuator, which is designed to help real estate investors with deal analysis, project management, and raising capital. If you’re interested in real estate development or want insights into how to grow your business without relying on cold calling or direct mail marketing, this episode is a must-listen!

Timeline Summary:

[0:00] - Introduction

[2:12] - Introduction to Daniil Kleyman and his business model focused on real estate developments.

[5:10] - How Daniil secures high-value deals through referrals instead of traditional lead generation.

[7:45] - Why networking with the right people is more important than broad marketing strategies.

[12:50] - Daniil’s perspective on efficient marketing and being the go-to person in a niche market.

[16:05] - The power of social media presence in attracting deals and investors.

[20:10] - Overview of Daniil’s software, Rehab Valuator, and its benefits for real estate investors.

Links & Resources:

• Learn more about Rehab Valuator at Rehabvaluator.com

Closing Remarks:

Thanks for tuning in! If you enjoyed this episode, please subscribe, leave a review, and share it with your real estate friends. Your feedback helps us improve and grow the show. See you in the next episode!