Accelerator: 3.3 Lead Generation and Demonstration

Accelerator
3.3 Lead Generation and Demonstration
Cheat Sheet

Resources

1. As a business owner, you need to know a little about a lot. Meaning, you have to be knowledgeable about the many facets of your business:
   • Marketing, Sales, Operations
   • Frugality: Keep track of every dollar spent
2. Once your business grows and your systems are improved, outsource tasks that are too cumbersome for you to handle alone.
3. Recommended resources:
   • Click2mail: Online mailing service for letters, postcards
   • Listsource: Build a list only
   • Reipro: Obtain a list and mail it out
   • Propstream: Real estate data
   • Batchdriven: Drive for dollars virtually
   • Streak: CRM software that integrates with Gmail
   • Vacant Property Tracker
4. Know your KPIs, track them, and work toward scaling up:
   • What is your average profit per deal?
   • What is your cost per lead?
   • What is your cost per deal?
   • What are your leads to closed contracts?
   • What is your profit margin?

Incoming Leads

1. Sellers will call you possibly any hour of the day. Let the calls go to voicemail:
   • Call them back at your convenience using this voicemail script.
2. Store all email correspondence from Craigslist into a Google folder.
   • Create two folders: To Do List Folder, and Waiting List Folder.
   • Update Vacant Property Tracker.
3. Set up a Streak account, install the Chrome extension, and create these stages:
   • Leads, Contacted, Comps, Make offer, Sell property, AB contract, BC contract, Close won, Waiting room, Closed lost
   • Box, Lead source, Priority, Days in stage, Last email from
4. Call back anyone who appears to be a lead and use the Seller Lead Script as a model or create your own.
5. If you’re doing 4+ deals a month, you’ll need a CRM (Flowlu), but use GSuite for now.

Lead Generation

1. According to your budget and time, use any of these list builders:
   • Myreipro, Propstream, Listsource, Batchdriven.
2. Obtain a list of 5000 leads so that you can generate two or more deals per month on a consistent basis.
3. To find the most popular zip codes and to buy a list, use Listsource.
4. Here’s an SOP on “How to Build a List.”
5. Once you have a list built, you will send out letters to the list based on your budget:
   • Handwritten/ typed notes, yellow letter copy, yellow letter copy 2, yellow letter copy 3, postcard, postcard 2, postcard 3, post card front & back. 
     1. Use yellow letters for low cost marketing methods, such as driving by a property, or properties found on Craigslist.
     2. Mail out postcards for high cost marketing methods, such as your list of 5000 every 30 to 45 days to potentially close on one deal a month.

Lead Demonstration

1. If your marketing budget is less than $1,000, then create a smaller list and mail out fewer letters every 30 days for 6 months to that same list.
2. If your marketing budget is $1,000, use Reipro to build and mail out letters to your list: 
   • Create an account with Reipro, select Leadpro to get your list, enter your filters and save your search. 
   • After you create your list, choose the Marketing tab and create your campaign for 1000 leads.
   • Order your postcards, enter the mailing date, select a template and place your order.
3. In time, you’ll want to clean up your list since 10% of mailings will not reach the owner. You can learn to do so by following these instructions: “Wholesaling, How to Scrub a List.”
4. Upload your list to Click2mail in a CSV format for mailing.
5. Create reminders in your OP to mail out postcards to your list every 4 – 6 weeks, and continue to update your spreadsheet; create a new list every 6 months.
6. For any postcards that return to you as undeliverable or owners saying: “Leave me alone,” go into your Reipro account and scrub those addresses from your list.
   • This will reduce your marketing costs.
   • You can add addresses to your list as well.

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