Transcripts
1. Introduction - How To Find Discounted Off Market Real Estate: Do you understand
that real estate is the surest and most reliable way to reach financial freedom, but you can't find
any good deals to buy. My name is Gabe. I'm a commercial real
estate investor, the host of the real estate
investing Club podcast. In the last year, I bought
for self storage facilities, did over $400 thousand in active income
through wholesale fees. And in this course I'm
gonna teach you how to find discounted
properties off market. If you've spent any
time online looking for commercial or
residential investments, you understand that
the hardest thing about real estate investing is actually finding a good
deal that will cashflow. Anything that's on market
usually doesn't cash-flow. And that's why the single
most important skill you can learn is to find those
off market properties. I want this course to be
as actionable as possible, which is why I set it up
as a 14 day challenge. This course is intended
for both beginning and intermediate real
estate investors who want to gain access to the deeply
discounted properties that are only found off market. I'm gonna run you through
the nuts and bolts of setting up an
acquisition system, the best methods of filling or pipeline with off
market properties, and then how to
automate that process with virtual assistance. At the end of the
14 day challenge, you should have at least
five valid commercial or residential leads
waiting for your offer.
2. What Is Off-Market Lead Gen and Why Do It?: All right, The first
thing we need to cover is what is off market lead generation and why would you consider doing it? So there's basically two ways to find deals in all
the real estate. You can either go
through a broker and find a property that
is listed on market, or you can speak directly
with the seller off market. And the only way to
do that is through off market lead generation. And really off market
lead generation is just the fact it's the act of finding real estate deal that's
not listed with a broker. It's talking directly
with the seller. So why would you
consider doing this? It is common knowledge
that you're gonna make most of your
money on the purchase. And what that means
is if you buy a property that only makes $100 thousand a year
and you buy it for $10 million, that's
not a good deal. That's not, that's not
gonna make you any money. But if you buy that same
deal for $10 thousand, that is a great deal and it's going to make
you loads of money. You really do make
your ROI on purchase. However, 95% of
all the deals you see online listed through a
broker are not great deals. Current cap rates are
in the fives and sixes. That is not a great return on
your money, in my opinion. And so the only way to really increase your cat cap
rate and get a better, a better deal is to speak
directly with the sellers, to negotiate directly
with the seller. So that's really why
you'd want to do it is you're gonna find better
deals off market. Sure, you can find the occasional really good
deal through a broker. But the majority of deals are, the majority of the really
good deals that you close. They're going to be
found off market by talking directly
with the seller.
3. Setting Up Your Systems: The first step to
generating off market leads before you even pick up the phone and talk to a seller is to set up your
acquisition systems. Of course, obviously
you can just pick up a phone and
start calling people. But what happens is you
have all these numbers down on piece of paper and you
just start losing track. You never know when to
call somebody back. It just gets really
chaotic and hectic. And you're just going
to start losing deals that way because
it's not organized. There are three small
systems we have to set up to make this the
most efficient possible. And that is your CRM system, your website, and
your masking number. Three simple system, that's it. Then we can jump in
to the fun part, which is actually
talking to sellers. Let's start at the beginning
and that is the CRM system. This is the most important
one for organization. And it is what keeps
everything together. This is where you're
gonna put all of the information that you have
about every single seller, including their
name, phone number, what you talked about, when you're going to be
contacting them next, that stuff. So there's a bunch of CRM systems out there that
you can possibly use. I started with polio. Polio is a great free option. What I use now is
called monday.com. I'll put a link
below if you guys want to deal on that one. And let me just grab it here. If I can find it. Here we go. Monday.com. Monday.com is the CRM system
that we use over here. It is a fantastic system and I would recommend
it to anybody. You can see I run pretty much my whole business
through Monday. I got my operations over here, my acquisitions
when disposition, everything that I need
is through monday.com, but we only care about right now is the acquisitions pipeline
is your sales pipeline. This is our real sales
pipeline up here, but I made a clone
down here that's claimed so we can use
it for demonstration. This is what you're going
to want to set up is just one board with called the acquisitions or
whatever you want to call it, call it a sales pipeline. And then fill out these
columns that you see here. And I'm gonna put an Excel
in this course section. And wherever they
call it in there, you can download this
Excel and it will, it'll have all these columns
for you so you can just upload it and create
your board that way. But the most important
columns here is the location obviously because the address
of the property, the first time you made
contact with the seller, the next time you intend to
make contact with the seller. And you can see this
little bell here that notifies me when the time has come that I need
to call them back. This is the most important because you're
never going to get the sale on the first-time you talk with an individual seller. Usually it's about, I think it's like five to seven is
the actual statistic, but I see it to be
true about it takes me about 55 times of reaching out, talking with the
seller before they actually decide to sell
their property to me. Property to mean, in fact, I'm doing one right now. It's a seller out in Oklahoma. I've been talking with him
for over a year and a half. His property has
been in litigation. There's been a bunch of stuff, but I'd developed this rapport
over the year and a half, the countless times that are
called him once a month. And over that time, he decided that he does want to sell once he's able to sell
and they will sell it to me. The next contact
is super important because that tells you when you need to be
contacting them. Next. After that, we've got
the next step notes, this is just a
really easy column. It just tells you it tells
me what I need to be talking to talking with about
on the next call. And so if it's just a check-in, I just put in checking
on status. So that's it. Next step, notes or four. Then this is all pretty
self-explanatory. So you've got to sell her name, your cell phone, and your email. After that. These are all Status columns.
We use four of them. You can make it a little
less complicated, but I do deal quality. This is if I think it's a big badass deal and it's going to, we should definitely,
definitely buy it. The next one is the status. And this might be a little
complicated for most people, you can just do hot, hot, warm, cold is fine, but we do if we close it hot, extra hot, which is the
ones that we're super, super excited about,
warm and cold. And then if it needs
data validation. Next one is the stage, and this was the stage
that we actually are at. So if we're just in
the follow-up stage, if they've given us the input
and we're just a waiting, waiting that input input
to make the offer. If we've made the offer
and they've accepted it, if we're actually in
contract negotiations and down down the line. So your PSA sent PSA sign, your escrow is paid
and it's purchased, then they'll very last one is just the strategy that we
intend to use on this one. So with every property
we speak with, the our initial strategy
is always buy and hold. But along the line,
sometimes it changed, changes, sometimes we'll
want to wholesale it. Sometimes we want to refer
to a broker flipping. We don't we don't use this anymore because we're
not in single-family and we intend to buy and hold the properties
that we purchase. And then these two
columns over here, this one is the property type. If you're in one asset class, if you're just dealing
with multi-family, just dealing with
commercial strip centers than or just single-family. You're not going to
use that column. We use it because we deal with a whole bunch of different
types of asset classes. And finally is the where
how you found that lead. Did it come through a cold call? Did it come through a text
marketing, whatever that is. All of these columns over here, this is additional information
that I liked to capture, but it's kind of not
relevant to acquisitions. Specifically. You can capture it if you want. It is in the Excel
that I'll put in this column are in this section, but it's not necessary. What you really need is all of these columns over
here, location, contact, next step, cellular
information and the status. Again, this is the Monday, this is your CRM system. This is where you're
going to capture all of the information that you get when you talk
with the seller. And it's where
you're going to put. Every time you talk
with a seller, you're gonna be updating
updating it here. So I spoke with Joe. He isn't ready to sell yet. Callback. In a month. Every time I speak
with a seller, I put in a little
note here and tells me what I spoke with him last time so I can bring that
up in conversation. All right. So that is the CRM. Next up we are gonna be
talking about the website. So why have a website if all you're gonna be
doing is calling sellers? Great question. The
main purpose of your website is just to give you authority when you're
talking with sellers, when you're calling
off market leads, they're gonna want to
know that they are speaking with someone
that they can trust, someone that is actually
going to be able to follow through on their words. And the first thing most
of them asked for is, Hey, can I see your
company website? Can I see your website? So again, even if
you don't intend to do off market marketing online, so like PPC ads, social media ads,
stuff like that. You still need a website just to show that you are legitimate. So it doesn't have
to be complicated. You don't have to have a
crazy complicated website. You can just use a
WIC site if you want, just super basic,
but you do need one. What we use as Cartwright, I'm gonna show you
that real quick. If I can find it there it is. This is Cartwright the site. Why like Katara is, there are so many things
you can do with it. There is a ton of stuff. It's a great platform. I would highly recommend it. Again, if you don't
want to use cartridge, you can use something
super simple like Wix. But here's our website. We, the important thing about your website
is it needs to, first of all, seemed legitimate. It needs to be professional. And it needs to just have
an About You section, something and the
contact section. Those are the most important
things about the company. How they can get in contact with you and it needs to
seem professional. The other things
that we'd like to have is just a process that they understand
what the offering processes like a FAQ page. And then at the very beginning, we'd like to have
a place where we can capture their information. But again, the main point of your website is
just to convey that you are legitimate company that they should be
doing business with. Before we get off the
subject of websites, I want to talk about
the non techies. If you don't like tech, I
don't really like tech. I'm good at Tech unfortunately, but I don't really
like doing it. If you're like me
and you don't like dealing with the
technical side of things. Just hire it. You
can get it super, super, super cheap.
Go to Fiverr. See, I just clicked
in website here. And you've got a whole
bunch of people that can create a website for you
for relatively inexpensive. In fact, we can just do Wix website because those are
usually the most cheapest. This, this guy can make you
a website for 50 bucks. So if you don't have a website, don't worry, get on here. Get this guy to hire you, or to make your
website from 50 bucks, all you needed something
is super cheap, super simple, and you
can call it good. That's it for website. The next one up is
the masking numbers. All right. So what
is a masking number? I'm asking number is just a
number that people can call, but it doesn't go
directly to that number. You can route that number
to something else. So why would you need that? Because you don't want to put
your own personal number on all the marketing and teal or material that you're
sending out there. The reason being is if you decide that you want someone
else to be taking the calls, say a VA, you can't change that in marketing
that's already gone out. So you want to be able to be able to change the direction, change the routing of a call. Willy nilly, however you
want, as time flies. And so that is why
we use coal rail. Call rail is a great
routing software. We recommend it. Just get a call rail account.
It's pretty cheap. I think it's like ten bucks
or something like that. Then all you want to
do is you want to go up to workflow right here. Create a workflow. Let's see ours.
You just do blank, but I'm gonna go
to ours right here for the acquisitions line. So ours is a three-step process, super simple, but you can get pretty complicated
with this stuff. What you really need
is just a greeting. The important part of
the greeting is that it says This call will be recorded
for quality assurance. And the reason is a lot of
times you're gonna be taken calls while you're driving and you can't you don't
have a pen handy, you can't take notes. You want to be able to
reference that later on. That's why you have
this so you can record the call and
reference it later. So you got your greeting. I'll just play it real quick
so you guys can hear it. Thank you for calling
Kaizen properties. This call will be recorded
for quality assurance. It's a robot voice
and even works. If that didn't come
through the mic, then it just says
thank you for calling Kaizen properties is called. A record will be recorded
for quality assurance. After that, insert a step and just have it
dial your phone, make sure that it prevents the voicemail automated
systems from answering. I usually do about 30
seconds and then add a step. And if you don't pick up, and then it'll just
go to voicemail. There's a ton of different
steps you can add in here. You can do simul call. So
if you've got a bunch of people on the team
that you want it to. You want the call to be
routed to, you can do that. Round robin allows them to
evenly distribute their calls. Tons of different options. But you do need a
call system here. And once you do that, this is the number that
you're gonna be using. Let's see if I can
go to my tracking. So here's our number, that
is the number that we put on the marketing
material that goes out. And so we can change
wherever that goes, editing time we want. And again, I'll put
that note in the, I'll put that link in the course so you can guys
can get any of these systems. I think we have
deals because we're affiliates for all these guys. So you guys can jump on that. That rounds it out. Those are the
acquisition systems that you need to be set up. First, you need your CRM
system super important to keep organized to make
sure that you're doing the tasks that you need
when you need to do them. After that is the
website really the only important piece of the
website is just authority. You need to seem like you're
a legitimate company. And that is why we have the
website. We love Cartwright. I would highly
recommend car trip because it's super robust. And I'll put the link here down below so you guys can use that. But if you don't want cartridge, use any system out there, use Wix, it's the
cheapest one around. And then get somebody on
Fiverr to build that for you. Once that's done, just go
get a masking number for Paul rail that rounds out
your acquisition system. And we'll be on to
the next section.
4. Gathering Data & Creating Your List: All right, so the majority of the most effective methods of generating leads off market. The majority of
them require data. It's not like online
marketing where you can just flip and add and leads
start coming in. You actually need
data to work with in order to start doing
your outreach. So the first step in all of
this is to find the data. I guess it's not the
first step, but it is. One of the most important steps, is creating a list and
finding that data. I'm gonna walk you guys
through it here real quick. The data that we need, obviously it's pretty simple. Oops, I forgot one right here. You want the property address? The property address,
the owner address, the owner phone number,
and the owner email. Those were the four data
points that you want for each property that
you're going after. And they're not just out there willy-nilly ready to pick up. So you're gonna have to do
a little bit of digging. First, you need to come up
with a list of properties. Just what properties
are you going to be marketing to, to do this? There's a lot of really easy
way is to go out there. There's a bunch of
lists out there that you can work with that are pre-made property radar.com
is a really good source. Just to come up with
your first basic list, I'll show you here
property radar. Property, radar. There we go. Property radar.com. It's a really good
tool to use just to, just to create your basic list. And they have commercial
on there as well. But the best way
if you are really looking at a specific market
is to just hire a VA. Va. There's tons of VAs
that are out there too. I think I feel like you've
probably found a theme here in the coursework is that
most of this can be done through a VA and that is super important because
it saves your time. So you can go through Upwork or Fiverr and they can help
find a list for you. You can hire a VA to find list, or you can hire the
VA to actually go through an individual city
and individual state and find the exact address of all
the different properties in there for the property asset type that
you're looking for. I recommend starting
with property radar, just getting a basic list
and going from there. And then if you want to get
really nitty-gritty into it, if you really want to
focus on just one city, hire a VA and start hiring them, start digging into that data of the individual properties
in that Metro. All right, so once you have a list of properties that
you want to market to, the next step is to find
the owner information. This can be a little
tricky because a lot of the lot of the
commercial properties out there are held or actually most of the commercial properties
out there are held in LLCs. Llcs needed to be scripts
skip traced individually. They can't be
blankets skip traced. What we'd like to do is twofold. First you're going
to want to just do a blanket skip trace to see what you can
pull out of there. And the best tool that I've
found to use is not crypto. Is like we lost it and where
to go. I think that's it. Okay. All right, So the
best tool that I've found to use is
batch skip, trace. Batch script days
is really good. It's relatively cheap per lead. And so what you want
to do is you want to upload your file, your list of properties
that you have that you got from property radar
or you got from your VA, upload it to batch script trace. And then they will, Let's see if I can just
pull up one of the Come on. How do I just go
to the standard? Okay, So the best you
can get back to it. Alright. I haven't done one
recently. There we go. You see here I had 4
thousand addresses in a costuming 600 bucks. That's pretty cheap compared to the amount of data
that I'm getting. And so you just
upload it and it pops out something like this. That's going to have all of your information for all the different
types of addresses, tons of different
LAM phone numbers and e-mails that you can use. And that is where you're
going to get most of your information is
through batch skip, trace. Once you complete do that, let me just grab
the there it is. Once you have put the
information through bats batch, that's a hard one to
say batch, skip, trace. The next step, if you
want to go farther, you can just move on
from bats gets batch, skip, trace with
that information. But you can dig further
into those LLC. One's the hard ones to crack by hiring a VA to skip trace
those for you because they're going to
have to go in into each individual county record
to figure out the owner. That's the owner information. The next step is to protect yourself in scrubbing the data. All right, so the last step. In creating your list of data is to make
sure and scrub it. This is something that
not a lot of people do and it can end them in hot water if you market to people who don't
want to be marketed to. So there are two steps here
that you want to follow. If you plan on doing
email marketing, which I would recommend you
do because it's super cheap. If you do that, first
scrub that list with e-mail list verify and
let me just grab me, show you that here again, it's not the Bitcoin. Where to go. I got to watch out for
these. Here we go. Alright, so first you want
to do e-mail this verify, and really all you
do is you upload it and then it will get rid
of anything that's spam, anything that's invalid, all the the e-mails from
your list that don't matter. As I go through this process. Remember, this entire
thing can be done by a VA. I stress the importance of VAs. Vas are crucial to running, to generating off market leads because they can do all
the stuff that will just drive you insane if
you do it all on your own. But this is the next step
that they'll have to do is to do email us, verify to make sure that your emails that you send out
our valid after that, you want to run it against the Do not contact
list, the DNC registry. This is super important
because some people are on the DNC registry and that prohibits you from doing
any marketing to them. So to protect you legally, you really want to be, make sure that you're not
marketing to those people. Unfortunately, and
crazily, you can't just go against lookup
the DNC list for free if for some reason there is no way that I've found
to scrub against the DNC list for free blows my mind that
it's not a free thing, but you do have to pay for it. It's really cheap. It's only, however, a fraction,
fraction of a cent. That is, it's relative. It's very cheap to do this. But you do have to pay for it. So my free DMC is
the one that I use. There's also, I think it's
called the DNC project. Let's double-check here. The DNC, the demag
National Party project. Let's see here. Yes, this is another
one DNC project do not call instance scrubbing. That's really
important is to scrub your data to make sure
that it is valid. And that will, at
the end of all this, you will have a
list of data that you can begin marketing to. It's gonna be, you're gonna have all of the
properties that you want marketing by getting
those lists through proper odd property
radar or through your VA to find a list for you. You're going to have
found the owners by using batch skip trace and, or using a VA to skip trace
the properties for you. You will have scrubbed the
data through e-mail us verify, and my free DNC to
make sure that you're not marketing to people who
don't want to be marketed to. That's it. And we're gonna move
on to the next course.
5. Marketing Method 1 - Direct Mail: Alright, so we are into
the first method of direct response
marketing to generate leads for off market
commercial properties. And this method is the oldie
but goodie direct mail. Direct mail is probably
the most known type of off market marketing that
investors do out there. It's also one of the
most reliable and it's just a very good tool to have in your tool belt when
you're trying to decide which method to start with.
It's a very good one. The unfortunate part is it's
a little bit more expensive. So before we get into it, Let's just go over the
pros and cons here. The pros, it is kind of
a set it and forget it. And I'm starting at the bottom, moving my way up. It's a set it and
forget it method. So really I'm gonna take you
into the tool that we use. But all you have to
do is just upload your upload your list
that you created earlier and just click Send and the accompany
that you'll work with, they'll send all the letters. Then you just kind of sit back and you wait for the
calls that come in. So it's relatively easy in that sense and that you
just send the letters. The other pro is that it works long after you actually
send the initial letter. So most of the calls you get, it's gonna come in
maybe one to two weeks after you send
that first letter. However, you'll still
get calls one month, two months, a year
later after sending the mail because people just have that stuff
laying around. So if you send 10
thousand letters, you might get a call
one year down the road from somebody who just happened to have your letter
still and said, Hey, I'm looking to sell now. I just saw your letter. Let's talk. So it's kind
of like a long burn. It'll you'll have the fire
at the very beginning, but then it'll be a slow
burn for awhile longer. The last pro is that it is
effective with owners who do not respond to texts or calls or who don't
go on the Internet. And there's actually a
lot of them out there. It's surprising how
many owners are out there who are not
good with technology. Their properties aren't up on the online or
anything like that. They just don't trust calls
that they don't recognize. They don't trucks trust texts, messages from numbers
they don't recognize. And they just don't
want to deal with anything outside
of physical mail. For these type of owners, this is very effective. It's very effective to
get in contact with them. So the cons, as I mentioned, it can be expensive if
you're doing postcards, it's generally around
forty-five cents per postcard. And for letters, this
shouldn't say letters, this should say postcard. There should say letters. For letters. It's about
seventy-five cents per letter, so it can get expensive. I mean, if you're sending out, Let's just say you do
ascend of 2 thousand. I should be able to
do this in my head. And you send the letters
that is 15 or 1500 bucks, so it can get a
little expensive. What the thing to
remember when doing direct marketing is
you need to send a mail to each individual
owner at least three times. It can get expensive, but you're gonna be doing
this over a series of months. When you send the
letter, you're going to send the first one. Then four weeks later you're going to send
another letter. And then eight weeks after that you'll send the third letter. And we'll get into
that in just a second. But as you can see, it can get expensive. So up next, let's go over the actual tools that we'll
be using the send these out. Alright, so this is the
tool we use to send out direct mail to our
to our owners. So I use yellow letter services. It is really good. They're reliable,
they're letters look good and they're
relatively cheap. All you have to do is with the list that
you created earlier, the dataset that you have. You just go here and you
upload it and send it. It's really that simple, I know. Shouldn't be, but it
is you go up here, go to shop, and go to letters. You can do a letter
or a postcard. I mentioned earlier,
it can be expensive. So we're on letters right here. Actually, I'll just click
it so you guys can see. We'll do professional
style letters. So it goes down by quantity. I want you to send at least a $0.00 thousand per per batch. That'll get you
down to the $0.75 mark and that'll make it a
little bit cheaper for you. And if you want to go
the postcard route, that's even cheaper. So again, we're
probably going to want to get around if
you're doing postcards, do at least 2500. That'll get you down to
the forty-five cents per per letter. And they look just like this. I'll show you what it
looks like when you actually go through the flow. You get to decide how it looks. I always change the change the content of the letter and the letter all I say is just. Hello, my name is
whatever your name is, I work for this company. I'm part of Kaizen properties. I noticed you had a property
at this location I by self storage
facilities and I was wondering if you'd be
interested in seeing an offer. If you are interested
in seeing the offer, give me a call at this number. So it's super simple. They don't have to
think about it. It's just them calling a number. I'm interested in
buying your property. If you're interested in
seeing an offer, call me. That is how you do it. You just select it and then except for I do create your own. You can use one of
their pre-filled ones. I don't recommend it. Do create your own and then just upload the texts that
you want in there. I'm going to grab one
of their pre-filled ones so we can move forward. Yeah. Quantity we want to do 2500
in order to get the 2501, I believe actually, in order
to get the cheaper price. There we go. Alright, you can just choose
your font, all that jazz. And then here's where you
upload your mailing list. Once you upload the
mailing list and you click Next and
you pay for it. They'll send you a proof, you prove the proof, and the letters
will start sending. That is how you do your sand
use yellow letter services. I'll put the link below. Next up we'll go through
the cadence of direct mail. Alright, I mentioned before direct mail is not a
one and done thing. It is a set it and forget it, but it's not one and done. So whenever you do a campaign, when you do a marketing
campaign with direct mail, you're going to be sending multiple letters to
the same address. What I like to do,
I'd like to send three letters over the
course of three months. However, there is
sometimes I will do four letters over the
course of six months. So this is what the
cadences looks like. The first day when you
first start the campaign, you'll be sending
your first letter. Obviously that's day one. Then you're going
to wait 30 days. You're going to
wait one month and you'll send your next letter. And the letter will say the exact same thing
that you said before. You're not going to
change anything about it, then you're going to wait
an additional 60 days. So this will be on day 90, you'll send your third letter. And on that one I usually say I've sent you a few letters. Are interested interested to see if you'd like to
see an offer from us, if you are, please give
me a call at this number. That's the third and
then the last one. I just I just send the very first letter that
these two same letters, I keep the same prompt
I'm interested in. I saw you own a property
of this address. I'm interested in
make you an offer. If you are interested,
please give me a call and that I
send on day 180. You'll be sending three or four depending upon how
hot the list is. If you don't if you don't
find that you're getting a lot of calls back
then, just do three, but a minimum of three letters
you'll be sending out to the same 11 other tip that I like to I like
to throw in there. I do change it up between types of media that
I'm sending out. So the first send, I'll usually do a postcard. Second one, I'll send an actual letter like
the physical letter. The third one, I'll go
back to the postcard and the fourth one maybe I'll do windowed letter or a
different type of letter. Just change it up as you go
to make it to make it varied. That's direct mail, so
it's really effective. I would really
recommend trying this. If you have the budget for it.
6. Marketing Method 2 - Ringless Voicemail: All right, We are into the next marketing method and
that is rimless voicemail. I have a lot of
experience with this one. I've generated a lot of leads. It's also the one that I
at least recommend just because I'm on a
more ethical level. I don't think it's the most it's the most
intrusive type of marketing in my opinion, So I don't do it any longer. However, I'm still
gonna cover it here because it is
very effective. Ringlets voicemail. What is it? It's basically just use
sending a voicemail that bypasses their
phones ringing system. Basically, if you've ever had your phone up
and then all of a sudden you see a voicemail there but you never saw it ring. That's a ring of this voicemail. It goes straight to their to their voicemail and they get
a voicemail automatically. However they do
see a missed call. And so that is the most, That's the reason why I
don't really like it is because people see these missed calls,
they get all worried. Anyways. So we're gonna move on. I'm gonna start with the cons. As I said, it can be intrusive because people see missed calls. They get worried, they think, and you just start getting
calls from everybody and their mother about what
you just called me. Why did you call me? You get a lot of those calls, a lot of confused callers, which means a lot
of wasted time. It's also has a major
problem of influx. So when you send the
ringlets voicemail, they're all gonna go out
at once and you are just going to get bombarded
with calls all at once. And that is one of the
reasons why I don't like it is there is a huge influx
of calls all at once. It also has a very low
response rate in terms of the quality leads
that come from it. As I said, this is
not my favorite one, but it is super effective
because it's very cheap. Ring those voicemails, I can't remember how
much they cost, but it is absurdly cheap compared to other
methods of marketing. If you do volume, if you've
got to have a lot of numbers, then it can be very,
very effective. And so that's why I decided
to include it here. I'm gonna show you the
system that I used to use when I did bring
those voicemail. It is calleds. Let me bring it up here. Slide broadcast, live
broadcasts, really easy to use. All you gotta do is just
charge the account. I still have stuff
leftover there. As you can see, it's
super, super, super cheap. So 400 bucks for 10
thousand messages. That is a lot of messages that you're gonna be
sending out there. And they only
charged for message, messages that are effective. So if you have a
list of 2500 owners, probably about 40% of
those are gonna be, have active numbers
that are real, actual numbers that you
can leave a message too. Not all of them are
gonna be dinged on this this $10 thousand limit. It only charges you
for the ones that a real voicemail lands in
their voicemail box. You just charge it
up there and then you create a audio message. And in the audio
message, Mine just says, let me just grab
one of these old ones and see if I can play it for you. Hi. My name is Gail Peterson. I am a self storage
facility owner and operator based out of
Washington state up here. I thought you guys are facility online in an area that I'm
actually looking to buy. So I thought I would
give you a call. And if you may be
interested in in an offer from me. That's it. I just say, Hey,
my name is Gabe. I own self storage
facilities and I saw you owned one in the area
that I'm looking to buy. If you're interested in
selling, please give me a call. And you can do this for
any type of facility. You just record
the audio and then you go back here and
you start a campaign. Just campaign name the
caller ID that you want to show up on the call. And this is the number that
you're gonna be you're gonna be had from your, um, that you created in
your call rail account. You put that there, you choose your recording, you add in all of the numbers
that you're sending to, just the numbers, that's it. And then you set a time and
you click Submit campaign. When that time comes, it will schedule all of those calls and they'll
they'll go out. This is one that I had
scheduled a while ago. And then once it goes, you'll see here the
campaign results usually, I think if I remember
right, it was about 20, 20% to 40% are real,
they actually land. And so it's not gonna
be your full list. That is ringlets voicemail
at slide broadcasts. And I'll put the link below. Let's go on to the cadence. Alright, so ringlets voicemail. Again, I didn't do it as
often as direct mail, just thought it was
a little intrusive. So I, when I was running
this, it is very effective. You can do it as
much as you want. But again, you only do it twice. I used to do it only twice. On day one, I'll run a
campaign to the numbers. And then I'll run that
same campaign or I'll run a campaign to the
same numbers on day 90. So the first message
was say, Hey, my name is Gabe saw
you in a facility. You might be
interested in selling. If you're interested in seeing
and offer, give me a call. Second messages
will just be hey, I just wanted to check in. I sent you a message while ago if you are interested
in seeing them, seeing an offer from
me, give me a call. So really simple. First message, Day One, second message, day 90, and that's it. That's your ringlets voicemail. Next one up we will
go onto the best one, in my opinion, text marketing.
7. Marketing Method 3 - Text Marketing: All right, we're
on to the third, and by far my favorite way to do off market marketing
in commercial real, in the commercial space. And that is through
texts marketing. Yes, this is my favorite one. I love text marketing
for a lot of reasons, but mostly because
it allows people to respond on their own time so people aren't as
annoyed with you. I know it sounds
like a small thing, but it really does
matter because it means less time that you have to
spend weeding through garbage. Let's go through
the pros and cons. I'm gonna start with the cons. It can be time-intensive. You're gonna be
sending out messages and responding to those. It can be time-intensive. However, the good thing, you can push this off
to a VA like that's that's the answer
that I have for everything is pushed
it off to a VA. My VA does this. I just sent him
the list and he'll load it up to my platform. I use r4, usefully use lead
Sherpa, but now I use R4. And then he just sends them off. If anything has,
anybody responds with even the slightest
hint that they may be interested in selling, I have him upload it to my my CRM system to the Monday
that we set up earlier. So that's the cons. It
can be time-intensive. It also can be a little bit expensive in terms of
just the platform itself. Sending texts is
generally cheap. So sending a text
message is pretty cheap. But platforms like lead
Sherpa costs quite a bit. I think lead Sherpa costs
about $400 a month. Grand scheme, a theme that's
things That's not a lot, but it adds up the pros, the prose is the actual send of the expensive and cheap on here. But the pros is that the individual send of a
text message is cheap. So text mark marketing
itself is cheap, but the platforms tend
to cost quite a bit. It is very effective because people respond
on their own time. What this means is
that you don't have to speak to people who
don't own property. Somebody might text you back, they'll be like f off or
I'll buy your property for $1 or a cellular my property
for a billion dollars, whatever it is, wherever
their responses, the people who are tire kickers, who are just BS saying, you don't have to do
anything about that. You just see it. You're like **** it, whatever. I don't have to respond. So
it's really good because it does have pros and cons
on both sides here, it is time-intensive, however, it saves your time because you are not having to deal
with those tire kickers. And it's really effective in that people can respond
in their own time. And it's as easy. As I said, I have this
all done by my VA. He sends them all out. If somebody responds
with any sort of positive interest in
selling their property, I have him upload it to the CRM system and then I
will give that owner or call. So that's how that works. Let's move onto the
actual platform itself. Here is lead Sherpa. This is a really
popular one out there. Again, this costs
$400 a month now, so it's a little bit
expensive on that end, but the sens
themselves are cheap. It is easy in that you
just upload it and send. You do have to click
each individual send. And that is the downside. But it's a great platform
other than that, I don't want to talk to poorly about it because
it does work very, very well. That's
lead Sherpa.com. I'll put that link below so
you guys can jump on that. And it's just like the
other platforms we've used. You just upload your list, create a message,
and I'll see if I can find my message here. Where are my messages? Here they are. Create a
message and they're all, they're all pretty simple. Let's see If one that has
a good response rate, this one has a pretty
good response rate, 13%. You can see the response
rates here are pretty low, but that's normal in
this type of marketing. We'll check out these 13%. Well, I say as
high, my assistant, I'm my assistant at the
company sent me your info. She said you may own a self
storage facility in the city. Would you be interested
in an offer if I sent you one and they'll
respond yes or no. Mostly, usually
they'll say like screw off, but really simple. I'll show you another one
here. Let's go to this one has 12% response rate,
so that's decent. That's almost the same
message is just my assistant. It whatever company
sent me your info. She said you may own a
facility in this city. Had loved to make an
offer, Would you consider selling along the same lines? Simple to the point. There's no fluff, it's
just right to the point. I'd like to buy your property. Are you interested
in seeing an offer? That's that. And
then once you get, once you finish it, you can just upload it and start sending. And people will respond when they respond
in the positive, you just put it right into your CRM system and
you're good to go. So moving on to the cadence, text marketing is great because you really only
need to do at once, once, once you do it once. And those people who respond, you already have the
people that are, are ready to sell. You can just upload those
to Monday to your CRM. Sometimes I do two sends per
batch of data that I get. And I do that over the
course of three months. So the first one will
be on day one and then I'll wait three months
later and then I'll send again just to make
sure that I get all the potential
sellers from that data. That's it, that is
text marketing, in my opinion, again, this is the most effective one. This is the one I really enjoy. If you're interested, I would highly recommend doing this. Get your data upload it to
roar upload it to lead Sherpa, and just start texting away.
8. Other Marketing Methods: All right, we're onto the final, final versions of
off market lead gen and methods of offline market Linda
and these ones I'm all going to bucket together because these ones
are the ones that I I'm not gonna recommend
in this bout right now. The three ones that
I just covered, direct marketing, rimless
voicemail, text marketing, those are highly effective and those are the ones
that I would recommend you going forward with if
you're just getting into this. These are other methods
that are also effective, but they, are, they for
one reason or another? I'm not gonna recommend them be the ones
that you start with. However, I'm still going
to go over them just so you kind of have a breadth of experience as to what
methods are out there. The first one we have up
is cold email marketing. This is a really good method. It's cheap. The issue with cold email
marketing is that you have to warm up your e-mail address. And there's a lot of
things that you need to do in order to make it so your message actually gets sent. And that's why it can
be ineffective is because a lot of
times you're just gonna go straight to spam. But it is relatively cheap. And so that's why I
wanted to mention it. I'm just going to show you the
platform I use to do that. It's called male shake email marketing is or
cold email marketing. It's pretty simple. I mean, it's just
what you think. You're just creating
a message and you're sending it on a cadence. And so let me just
show you here. Let's see one of my lists. Here's a self storage
list that I sent out. You can see the stats here. 5 thousand emails were sent. We had a thirty-three
percent engagement rate and we got a 148 leads from it. So that's a decent campaign. You can see the stats there. And so the sequence, I usually do a five-day send
and I do it every 30 days. Once you set it up,
you just click, click Start and it'll keep
going. It's pretty simple. It just says, Hey, I saw you own a self storage
facility in this area. I'm looking at purchase
purchasing facility. Please give me a
call at this number again, really simple. Next message, pretty
much the same thing. Hey, I'm checking in
regarding my last email. If you'd like to see an
offer, give me a call. Same thing high, is it
a right time to sell? I'd like to make you an offer if you're ready, give me a call. The last one just says, Hey, if you're not
interested, that's all good. I'm loved to make you an
offer, give me a call. And that's it. It's just a 1234 step sequence, at least this one was. And that's how it works. And so again, it's cheap. It is hard to get it
to go into their, into their inbox and not
into their spam folder. That's why I didn't
recommend it. But if you aren't,
shouldn't email marketing, this is a good method to go
with, go with male shape. After email, we
have pay-per-click. Online marketing is a
very effective method, is extremely expensive. And so if you don't
know how to do it well, you're gonna be wasting money. However, if you did, if you do become good at it, it's a very effective method. But the reason that I
don't suggest it is just because its effect
area, it's expensive. I'm gonna go ahead
and show you guys my Google Ads account here. So Google Ads is just what
you think it's pay-per-click. It's those ads that you see when you when you which
one of these was it? I don't remember. It's the ads you see when
you search something online. So it pops you at the very
top of the search list. And maybe this isn't
gonna load for us, which is okay because we
don't really need to see it. Okay, so here we are. Let's just see, I haven't
done Google ads in awhile because they're just not as effective as other
methods of marketing. However, if you do have a
good website, google ads, pay-per-click ads, they
do work as you can see, you got, we got quite a, quite a few clicks, but it costs $1000 to get
that amount of clicks. And so I can't, in good heart recommend
this unless you do are very good at
marketing already. And that's pretty
much all I'm going to go into it for this just because I can't
recommend that one. The next one is social
media marketing, that's Facebook ads,
stuff like that. Tiktok adds anything like
that. Those can be effective. Again, they can be very expensive unless you
know what you're doing. So I'm not going to super
recommend that one either. And the very final
one is banded signs. Oops, were there,
it was there we go. Super cheap signs is what I use. Banded signs. The reason that I don't
recommend band at signs is that it just
takes a long time and I was frustrating for me and it pollutes
the environment. Not in the sense that if you pick up your signs after awhile, there'll be picked
up, that's good, but it pollutes the side of the road to the sense that
it just makes it kinda ugly. I don't really
like bandit signs. A lot of people
have a lot of good, good experience
of bandits signs. So if this is the route
that you want to go, just go to super
cheap science.com. All it is is you buy
one of these signs, you put them into the ground and then you wait for a week, pick them up, see how
many calls you got? Pretty simple. Again, I don't recommend it
because I did do it once. It wasn't very effective. And it just, as I said, kind of polluted the
environment out of this list. If you're gonna do any
of them, I would highly recommend going with
cold email marketing. It's probably the
best out of these. These are very effective
pay-per-click and social media. However, they can be expensive if you don't
know what you're doing, bandit signs not very effective. So that's it. That is all of the methods. Now we're gonna kind
of button it up and go into the action section.
9. Tips on Hiring Virtual Assistants: Alright, so throughout
this entire course, I have mentioned
VAs many times and the reason is it is
how I run my business. I love using virtual assistance. It takes a lot of the headache out of actually
running your business and allows you to free up your
mental space to work on what really matters
and what really turns the dial in your favor. I can't I can't
recommend VAs enough. If you guys are interested, I'm gonna do a real quick
segment on hiring a VA. So where do you
actually find VAs? The only two places that I usually use our
Fiverr and Upwork. There's a lot of different
sources out there, but Fiverr and Upwork, they've worked for me every time and so I don't have a
reason to go out of them. Fiverr I use fiverr are used
for smaller one-off tasks. If I need like a
creative done or I need a process doc made
or something like that. One-off task, I'll go to Fiverr and hire
someone from there. But if I'm doing
like a recurring almost like somebody
who's on my team, then that is what
I used Upwork for. That's what I would recommend
hiring a VA for lead gen. It's really simple and
there's a lot of good, good VAs out there who can
help run your business. The only hard part
is just getting them onboarded and
really getting them in line with what
you want them to do. There are VAs who
already do this kind of stuff and you can just
hop into their processes. But I recommend creating your own process documentation,
that kind of stuff. So that leads us to
the next question. How do you get results from a good VA. How did you
get results from VAs? And that is all
about documentation. You need to be recording. You need to be documenting
exactly what you want the va todo in order to
get results from them. Because if you don't tell them exactly what
you want them to do, they're just going to create their own process and it's not gonna be as good as
what you're thinking. Again, recording, That's the
first step that I do is I record exactly what I want
them to do step-by-step. I use Zoom, I just
click, click, click. This is what I want
you to do is step two, this is what I want you to do. Step three, this is
what I want you to do. And I send them that Zoom
video as an overview. After that, I actually
create a process doc and I have all the resources in there that there'll be using, including the CRM
system scripts. And let me show you real quick. So this is the questionnaire that I sent them and they get their script just follows
this exact exact process. What's your name, what's your
you have your phone number. How many units as
a facility have approximate net
rentable storage space, how many are occupied, et
cetera, et cetera, et cetera. So they can just go
down this list and answer the questions and then it'll automatically be
uploaded to an Excel sheet, which they can then transfer
into the CRM system. Whoops, documentation recording, that's the most
important step to get the results after that, it's all about meeting with your VA every once in a while
just to check in to make sure that they know
that you're still watching you appreciate
them on your team. When you begin,
it's once a week. So the first one or two months meet with them every
single week to make sure they understand the process to address hiccups as they arise. After that, you can
dial it back a bit. I do once a month I meet with my VA just to check in and say, Hey, you
guys are doing great. Thank you very much,
I appreciate it. And I usually send them
a bonus At that time. Das are extremely cheap
just because the difference in countries and what
people expect to be paid. Philippines is usually
where I hire because their English is one of
their main languages there. In fact, I think it is
their primary language. So they're good at
speaking English. That's it. Expects issues to happen, expect problems to
arise that is totally normal when they do just
be gentle with the VA, realign them to what they're
actually should've done. And just say, Hey,
this is the problem. This is the new process or the process that you
should have followed, update the documentation, and
you can move on from there. That's it. Again, VAs lifesavers definitely hire them if you guys are so inclined to the next course.
10. Review of the Course: All right, That
concludes the course on how to find off market properties in
commercial real estate. I hope you guys learned a ton
and I hope you are taking action because that is all that matters here is
getting out there, getting dirty and getting
those leads coming in. Let's go over what
we learned again. We are only focused on
the first step here. This is the commercial
real estate sales cycle. We are generating those leads and that's gonna be
generating leads, convert to contract and close. So the next step you
guys can go on to converting that those leads to a contract and there'll be a course here that you guys
can follow up with there. But right now it's
just generating leads. And what you guys learned, you set up your systems, which is you bought your domain, you set up your website, you've got your
call rail number, and then you source that data so you can start
marketing to it. And then in week two, you
guys have generated leads. So you've chosen one
marketing method. You set up your
first campaign and then you started
feeling that pipeline. If you guys have any
questions at all, please reach out
to me and gave it the real estate
investing club.com. I want to hear success stories. I want to hear how
this went for you. And I love feedback, so I wish you guys the
best I know you can do it. Just keep powering through
and have a good week.
Gabriel Petersen, Commercial Real Estate Investor & Podcast Host
