Epic Real Estate Investing - Lead Generation Expert Reveals What's Working Today | Nicholas Nick | 1371

Episode Date: October 25, 2024

In this episode of the Epic Real Estate Investing Podcast, Matt Theriault engages in a captivating conversation with Nicholas Nick from Lead Mining Pros. Nicholas shares his remarkable journey, detailing how he transitioned from managing a bustling restaurant to becoming a leading expert in lead generation within the real estate industry. He emphasizes the critical importance of adaptability and effective leadership in navigating career changes.   Throughout the discussion, Nicholas delves into his evolution as a professional, sharing insights on innovative cold calling strategies that have propelled his success. He candidly addresses the challenges he faced while working in corporate environments compared to the freedom and hurdles of entrepreneurship. Listeners will gain a wealth of knowledge as he outlines detailed methodologies for executing successful cold calls, including the strategic use of domestic callers, the benefits of leveraging local phone numbers, and the value of structured training programs.   Moreover, Nicholas underscores the significance of maintaining a positive attitude and the art of persistent follow-up in closing deals. He provides practical tips, enriched with personal success stories that illustrate how these principles have driven his achievements. The conversation also touches on the unique advantages of lead generation during the holiday season, presenting a timely opportunity for listeners to enhance their strategies.   As a special treat, Nicholas introduces exclusive offers from Lead Mining Pros, aimed at helping real estate investors elevate their lead generation efforts. The episode wraps up with an exciting discussion about the potential for ongoing collaboration, leaving listeners inspired and equipped with actionable insights for their own real estate ventures. Don’t miss this enlightening episode filled with valuable takeaways for anyone looking to thrive in the competitive landscape of real estate investing! Learn more about your ad choices. Visit megaphone.fm/adchoices

This is Terio Media. Hey, strap in. It's time for the epic real estate investing show. We'll be your guides as we navigate the housing market, the landscape of creative financing strategies, and everything you need to swap that office chair for a beach chair. If you're looking for some one-on-one help, meet us at rei-aise.com. Let's go, let's go, let's go, let's go, let's go, let's go.

Let's go. All right, please help me. Welcome to the epic real estate investment. podcast, Mr. Nicholas Nick. Nicholas, welcome. Yeah, thank you so much for having me. I'm super glad to be here. Yeah, I was excited to talk to you. I've got to really acknowledge you on the nice work you're doing at your company at lead mining pros and making real motivated seller leads, really accessible and affordable to the average real estate investor, but also to beginners who are a little bit of scared of budget and spending money on that type of thing.

But we'll talk a whole bunch about that. But one thing I've never asked you as many times we've seen each other now, can you explain to me the name? Nicholas Nick? Yeah. Is that your real name? Is that your God-given name on your birth? That's right. It sure is.

And God-given is the perfect word for it. I'm Greek. Okay. And my grandfather's last name, his full name was Nicholas Sognidis. Okay. And then he went to Egypt, all right? In like the 40s or whenever, sometime he was in Egypt. When he came back from Egypt, Ellis Island was in full effect.

even though he'd already lived here. They don't care. There's only one ship. There was no planes back then, okay? He just taken ships everywhere. So they land in New York and they get off and he goes, I already lived here. And they go, yeah, we don't care. What's your first name, Nicholas?

Like, well, your new last name is Nick. Okay. And they renamed him on the spot to Nicholas Nick. In Ellis Island. In Ellis Island. Yep, even though we already lived here under the last name, Sognetes. Okay? The government being disorganized, you know, who saw that coming?

That don't sound right. It'll sound like the government I know. Exactly. And so then my father was born and his name is James Nicholas Nick. So the Greek tradition is my father's middle name is my first name. And then my middle name is his first name. So my father's name is James Nicholas Nick. My name is Nicholas James Nick.

My son is supposed to be James Nicholas Nick. That's how it goes. Yeah. That's amazing. I never knew that. But it is common for them. to name them after the previous generation. That's amazing.

So when is the sun coming? Do you have one? All police, no, I do not have one. If I find the right woman, I want to name my son, Nicholas Nick Nick. My whole life, everyone's asked me what my middle name was, and I've had to disappoint them by saying James, right? And I'm like, you know, if I have a kid, I want him to give everyone that answer. I want him to tell them what they want to hear.

Right. Yeah. That's awesome. So now I know a Nicholas Nick and I know a John Giann. Really? So it's J-O-N and then G-I-A-A-N. Oh, really? Okay, yeah, yeah.

So if there's any Matt Mats out there, let me know. Anyway, welcome to the show, but I glad we could connect. I have one of my students who was one of my rock star students, and he did like, I don't know, he did 110 deals in 18 months. Okay. Just totally crushed. Yeah. He was a chemical engineer for Chevron for 10 years.

So he's a real engineer-minded. And after 18 months, he's, I don't want to do real estate anymore. I want to really pursue my dream. I want to go start a software company. And so that software company was, he wouldn't put a user interface on the front of the lead generation system he created to do all of those deals, right? Yeah. And so that's kind of a very unique business and generating leads for people, right?

And then when you go to specifically real estate leads, like, so tell me the story about how that all came about for you to start this business. So I was working at a real estate education company. company. And I was a restaurant manager for a long time. And when I quit that, I knew I didn't want to go back to restaurants. So I applied to all these different jobs I thought I could do. And one of those jobs was this real estate education. I didn't know what that meant. At that age at 27, I did not know that real estate was a business. Right. I thought it was a place you lived. I'm raised by baby boomers. My parents aren't entrepreneurs. Right. They're getting up and they're going to work every day. So then I get, I take this. job at this company and it's going pretty well and I'm throwing events for them. Okay, so I

throw all their events. They threw an event for 30 people. You're like the coordinator or? Yep, I was the event coordinator. So I threw all of them. I had like six employees underneath me. I'd have to fly into the event a couple days before, run the checklist, set everything up, make sure the speakers were ready, like everything, right? And I came from restaurants and my theory was, Well, restaurants are just events that run for 15 hours a day. So this is going to be fine. So then I worked there for a little bit and I excel quickly. I was a restaurant manager for 13 years.

So like leadership is just my thing. It always has been people like working with me. They like working for me. They like the results I yield. So within three months, I got three promotions. And now I'm like the manager in this whole area. Then another five months later, I become the executive in charge of fulfillment. So now I'm running the entire fulfillment of this $10 million a year coaching company.

And I now have seven departments underneath me. Throwing events is just one of them and customer service and technology and the mentors and the and the advisors and everything. It was so much fun. I love that shit. I really thrive when it comes to being in charge of a customer's experience. And I think, you know, my 13 years in the restaurant gave me that skill, right? If you think all the customers every day, thousands of hundreds of customers every day pouring into my restaurants. Anyways, so then I'm now the executive and I'm in charge of all the complaints, right? That's what the executive does. He puts out fires out his fire hose and he sprays everything down and it gets some fire.

And so all these complaints are coming to me about lead gen and direct mail and all these issues. And, you know, and then I had a woman call me up crying one day. And she just spent $30,000 on the coaching program. And then after she spent the $30,000, she did a $5,000 direct mail campaign. And she says, Nick, my phone didn't even ring once. And she was devastated. And her brain, she was $35,000 in with zero, with nothing. And that broke my heart.

And I was like, damn, there's got to be a better way. I swear this is real. There's got to be a better way. There's no way that hiring the post office to get employees to put it in everyone's mailbox is the most effective thing to do here. So I'm like, what's free? What's free out there? And I was like, well, we're all already paying for cell phone service. Yeah.

So I started teaching everyone with a limited budget how to cold call. I'm like, okay, well, get you a list. We had access to lists with this company that they hired us to. We'll get you the list. You just have to skip trace it. We're good. So we start getting everyone taking massive action, cold calling, cold calling. People are closing deals.

We threw all these events around direct mail. And I shifted all the events to cold calling. Because you know what else direct mail has? It now has an expense. We have an event. We have to spend $6,000 in direct mail to get leads to work at the event. Well, when I shifted it to cold calling, we're saving $6,000 every two months. That's just one little change.

I'm saving the company. I'm working with a lot of money. I'm making the clients a lot of money because they're now also moving risk-free. They're just making calls. When your direct mail doesn't work, you just lost that money. Whenever you're cold-calling someone at no cost, you're gaining experience, right? So anyways, it blew up, it took off. I did it.

Everyone's life changed. Then that job came to an end, like all jobs do. And I'm a very strong-willed person. I'm not very good in a corporate environment. I definitely tell everyone how I feel, and that is not what they want in a corporate. They want you to tell them what they want you to tell them. They didn't want you to tell them how you'd feel. Anyways, so when that job came to an end, I was like, I'm going to go home and call.

I know this works. I'm going to go home and make this happen. And I go home and I make a commitment. So a part of the job leaving was I agreed to work from home, and they cut my pay. And then I was like, I'm going to go live every. day for one hour and cold call in front of our entire student body. So every day I cold call for an hour for three months. Well, people start calling me going, hey, I see you're doing great. Can I pay you to call for me? And then three clients, four clients, five clients. Then one day I make a post,

this is eight years ago, I make a post on Facebook that went viral because what we offer isn't what everyone offered. Everyone has only heard of foreign cold callers. Right. My post said, I have an all-American cold calling team. And my boss just went viral. And the next day, I signed up 20 people. And then I called my boss and I quit my work from home job. And I was like, it is time for me to be an entrepreneur. And ever since that day that I made that post, lead mining's never done less than $7,000 a week in sales. And right now I do about $35,000 a week in sales seven years later, which is great. That's amazing. Yeah. So that's how I got started.

So you think it was the American aspect of it that made it take off? Yeah. I think only was it an American, but it's ran by an American. You know, when I first emerged eight years ago, it was Filipino ran Filipino cold callers. Right. So even the person selling you is a Filipino on the Filipino. Does that make sense? So it's like, when people call me and I handle all my own sales calls till today, I still do. They get me. They get another American CEO that's a millionaire that knows what he's talking about, as opposed to just another VA. The thing about VA's is I always joke and I say, they say the word yes in perfect English. So you think that they really understand what you're saying.

Do you understand me? Yes. Perfect. You must really understand me then, right? And they don't. You know, they really don't know what you're saying. They just know if they say yes, you'll hire them at the end of the call. So I think that became my biggest differentiator. And I was no contracts, no commitments, and I'm still not. So everyone with me can come and go as they please. So they get my special guidance, they get me on the calls, they get American callers, and then there's nothing keeping them with me. If they don't want to be my customer, they don't have to be. They're not committed to me in any way. So I think those are my three big things that catapult me above the rest. So when I got started as a real estate agent, I was like 20 years ago, which is amazing.

Two decades. You know you're getting old when you start talking in decades. That's, I mean, first day on the job, they hand you a book. And I say start calling that phone book. Does anybody know what a phone book still is? Yeah, right, right? We had these books. They're like three inches thick.

And then you had to go through and just start on page one and work your way to the back. So I did that a lot. And I did a lot of door knocking. And that just wasn't like, that wasn't. That wasn't my thing. It was so incongruent with who I was. But I forced myself through it. I really forced myself through it.

And I did okay. But as soon as I got enough business, was able to work from referrals and learn to have marketing or, you know, I dish the cold calling pretty quickly. A lot of people, they cringe of just thinking of cold calling. That sucks.

As far as you working with having American cold callers, where is this mystery pool of people that you dive into to grab these cold callers that are successful? Honestly, That's not the hard part. See, here's the difference. Now, this is what 13 years of running restaurants does for me. It's hard job to create conditions that work for people.

If the job sucks, like I'll talk about Uber. Okay? So if there was such a thing as an Uber boss, think about that, there's no bosses at Uber. You apply to the app. They accept you. You tell it you start driving. You tell it when you stop driving.

If there was at any point out, hey, Billy, Why didn't you start driving at 9 a.m. today? We told you, 9 a.m. to 7 p.m. That guy quits immediately, right? Because driving people around sucks. And it sucks even more when someone's yelling at you to do it. But Uber makes driving people around awesome. Because you're your own boss.

You're an entrepreneur. You create your own schedule. You have freedom of time. You know, the truth is, it sucks. If someone said to you 20 years ago, hey, would you drive people around for a couple bucks? No. You would say no. You would never do that.

But they made it this simple, great thing. And that's exactly what I do with cold calling. I know it seems like all fun and games to drive strangers around. Wait till one's sick or aggressive or angry or assaulting you or this. And it's like, and I'm not knocking Uber drivers. I think it's an amazing. I don't think that they're doing a shitty job. I think that Uber creates this amazing environment that makes driving people around awesome.

But if it was recrary like a taxi driver, who says they want to grow up and be a taxi drive? Because taxi drivers do have a boss. They do have a schedule. They do have places they have to be. Right. But Uber drivers, they are the entrepreneurs of the taxi world. And my callers, I did the same exact thing. That's why I brought up Uber.

my employees make their own schedule. They work whenever they want to. Now, I do grade their skill level, and if they drop below a certain skill level, they're not allowed to work for me. So it's not just, oh, come and go as you please. It's come and go and maintain this minimum standard. Same thing, Uber.

Anyone drops below four and a half stars or whatever it might be. Uber takes them off the road. And I did the same exact thing. They drop below a certain skill set. I take them off the road. And what I do is I actually give them two weeks of additional training to see if their skills increase. If their skills do not increase, they're out. So I have like this whole process.

So when you say, where's this pool of people? They're all around us. But are you creating a proper condition to have someone do such a shitty job? Because call calling is the worst fucking job. They get yelled at. They get cussed at. I won't say the words. But one of my callers sent me a recording of her.

her call. And it was a nice lady, hi, how can I help you? Yeah, do you ever sell this property? The lady says something extremely vulgar that you would not expect a lady to say. And I could not believe what I just heard from a woman of all things. It sounds like something a man would say to someone. And then she says, you know, this is what we deal with every day. That's a good reminder. That's what I tell people. When someone hires me, it's honestly not just to get leads, it's to protect you from all that negativity that you no longer have to deal with. No one's cussing you out. No one's saying don't quit your day job.

No one's saying, you know, go kill yourself to you. My team's hearing that shit. You're not. You get to hear, yes, I did want to sell. Right. That's what you get to hear. So it's kind of like a double win. But anyways, recreating the job in a way that makes them happy and feel like they have freedom

is the secret to having anyone do a shitty job, not just cold calling. So what type of training do you take them through? Because there is a skill to this, right? So I do like a five-step process. One, I have them watch my cold-calling course online, which is completely free that anyone watching this can get it from my website, lead miningpros.com, free courses at the top. I make them watch my cold-calling course.

That's number one. Anyone that wants the job, watch this course. It's free. Knock yourself out. When you're done with the course, if you still think you want to do this, let me know. That's what I tell everybody. So the first step is watch this hour-long course. Tell me if you're still interested.

Okay. But if they say yes, then I put them on a one-hour call with one of my trainers to gauge if they're really interested in work with them a little bit. If they still want to do it after that, then I'd get them a clock in using my software. I get them to download stuff. I normally buy them a headset and I ship it to them. if they don't have one, most people don't. And then we do five days of training. And on these five days of training, we cover the calls.

The first couple of days, the manager makes the calls, then the new higher shadows. And then the new hire makes the calls the manager shadows. Okay? And that's the whole process. Then we do daily check-ins for the first two weeks, weekly check-ins for two months. And then we go to monthly like everyone else. I'll just get a monthly evaluation. Okay.

where we listen to the calls, we gauge their performance, I'm meticulous. I know how many dials you're making. I know how many people are answering. I know how many leads you're generating. I know when you're screwing me. I know when you're doing a great job. I know when you're pretending to work. I know all of it by gauging these numbers.

So then I then reward them or unreward them accordingly. Right. The world now is very different than when I was pounding the phones. right now and your phone will say spam risk, right? No, well, I ain't answer that one, right? And I think a lot of people, even without that, society has gotten to a point where you're not in my contact list, I'm not answering the phone when it rings type thing. Right.

That's my experience. So I'm not going to assume that's the world experience. But what type of people are answering the phone and what type of people are saying yes to sell in their house? We're getting a higher contact rate than ever right now. I love that you're bringing these points up. So many people think that they're doing everything right on their own, right? Hey, I bought Mojo Dialer.

I bought one phone number. I got this list off Fiverr. I skipped it to another guy off Fiverr. Yeah, you just did so much wrong. So many people, based off of their efforts, and I think this is important, based off their efforts, like, oh, cold calling doesn't work. But there's a lot of nuances that we do. due to our eight years of expertise, and I charge people.

So because I charge people, I have a responsibility to deliver, right? If my reputation is important, if my brand is important, I need to deliver. So I'll give you a couple of examples of things that we do to ensure great results. Not only do I grade my employees how I mentioned, but I also grade the KPIs of our system. So contact rate is a big deal. Every person that hires us, we buy three phone numbers for them, local to their area. And our system automatically cycles those phone numbers and enough. If they re-buy, we delete those three phone numbers. We buy three more phone numbers for them. It's always fresh data, right?

Fresh phone numbers are extremely important. Additionally, my provider gets triple A quality phone numbers. So when we buy a phone number, it's not spam likely. It's already cleaned and skimmed through, and it's not spam likely. So buying the three phone numbers protects you from getting spam likely, and the phone numbers we buy are guaranteed not to be spam likely phone numbers on top of it. So those two strategies. The next thing we do is we take your cold calls and we divide it up over several days of the week. If you buy 2,000 dials, I don't dial 2,000 people on Monday and say sorry about your luck, right? I divide it by four and I call 500 people a day for four days of the week. I just does a couple things.

Number one, our cold calls don't go to spam as often. So we don't get flagged as spam because I'm splitting it up. There's an algorithm in the phone system. They know how many time things are ringing and things are happening and they do it like what. When we split it up, we lie below that algorithm. So we split it up for you. We do it several days a week. And this does two things.

This stops it from getting spam likely. And since we do call people back that missed our call, we're also calling at different times of the day as well. So you get this multiple opportunity to generate leads. Got it. Was there a third one? Oh, and then the other thing is the script that we use. So it's like we've been using this script for seven years.

We have made minor changes to it, but nothing ever major. And I think it's like so many people, they do it wrong. They'll call a lead and they'll, hey, is this Bill? I don't give a shit what your name is. is, hey, do you own 1, 2, 3, Sycamore Street? Yeah, I do. Okay, great. The record I have on file here, is that Bill?

Is that right? Like, do it in reverse, right? You start off, you think you're smooth asking their name. I have a saying, and that is, even if you say the right name but pronounce it wrong, they're going to say, you got the wrong number. Right. Clearly, you don't know me. Okay.

If you knew me, you would know how to say my name. And so we do a couple of tricks like that. Our opener says, yeah, I'm sorry to bother, but I was actually reaching out to see if you've ever considered selling before. So we say ever considered selling before. Right. Is there any moment in time over your entire lifetime as you've ever considered selling? And that's another important tip that we do.

Yeah, a release statement is what I call those. Yeah. And I'd call it casting a really wide neck. right? Like, I don't just want to catch this one little tiny fish. I got to catch all the fish. And there's another thing we do. Even this, no. Like, oh, are you sure? It certainly sounds like you've thought about it. So now we have a whole other jab at them. So those are a couple of things that we do. And someone says, oh, I tried cold calling. We also ask them, I'll give you guys like all my secrets over the next couple seconds. But we also ask them, and no, I'm not interested in selling. Well, do you think something might change in the next three to six months? No, no, I don't think so. Okay, great. Do you have any friends or family or know anyone else you might be interested? Like, we got three Jabs.

Also, if they say we have the wrong number, I'll just give you another little tip while I'm on a roll. Oh, you got the wrong number. Oh, geez, I'm so sorry. Do I even have the right state? Is this Florida? Yeah, it's Florida. Oh, great. Do you happen to own a property you've ever considered selling before in this little private?

It's like, we buy all over Florida, lucky for us. So we have all these little tricks. But this is the beauty of album script and doing it professionally. And it's like, and having an American do it, right? If you said all this shit to a VA to do and, okay, boss, yes. Okay, well, I listened to the Coles and you didn't do any of this, you know. And so when you have an American, too, I always say that they're like Olympians. They're amazing.

They're easy to talk to. They're easy to train. I'll be honest with you, Matt. I can't train a foreign caller like I can train an American. Right? I can train an American like that from my restaurant career and all my experiences and we can communicate a foreign caller. I don't even know if they know what I'm saying.

I'm just, I'm not being rude. I'm just being honest. They often don't know the definition of the words that come out of their mouth. Right. So how deep does that call go to determine that this is a lead worthy of passing on to your client, the investor? So with us, if anyone says yes, they want to sell, no matter what, you're going to get the lead, no matter what. Now, we do ask 12 qualifying questions about that.

Okay? I'll rattle those off quickly. Any general repairs? How old's the roof? When's the last time it was remodeled? Are there any tenants in the property? What's your reason for selling? Is there a mortgage on the property?

How much do you want to sell for? What's your timeline to sell? Are you open to receiving that full of money? out in monthly payments. Okay. Is there a better phone number for you? Is there a good email address for you? When's the best time to follow back up with you? Okay, great. Thank you so much for your time. I'm going to get this over to my partner and he's going to give you a call in the next 24 hours and he's probably going to want to come out and see the house. Got it. And that's our whole script. So you get it no matter what if it's a yes, but then we ask those questions and give you those answers so you can

qualify them. But one thing I'll just share is, no matter what those notes say, if I send you a yes lead, you have to call it. That's my rule with my clients, right? Don't look at it and go, oh, they don't want to do creative financing. I'm not going to call this guy, right? I have another saying about that as in that is, I wouldn't owner finance you a $100 bicycle if I didn't like you. So on a first phone call, why would anyone say yes to owner financing? You need to get in there, talk to them, show them you're a human being, and then make your proposition to them. And then they're interested.

But so it's like, I have all these little sayings. But yeah, that's kind of how the whole process goes. Yeah, no, I agree. Especially, like, getting called initially, like, their guard is probably up at the most, the highest point in that relationship, right? It's exactly right. Hey, this is the first call. Yeah, I don't know.

You, I'm not going to tell you I want to sell my house. Right, that's right. And another saying I have that a lot of people can relate to is I don't even know what my father's going through, let alone a complete stranger. And it's like, how many of us really know what our parents are dealing with or really talk with them, or they don't even open up to us? We expect this perfect stranger to just tell us everything about their life. Come get my house at half us.

Yeah. I write, says nobody ever. You know, I looked it up on Zillow the other day. It said 400,000, I'll take 200 right now. This has been a great three-minute call. Yes. Where have you been all my life, right? Come on over.

Don't delay. I've been looking for who I could give $200,000 to, and you, you're the guy, okay? That is so funny. Great. So if you look at all your clients, especially most recently, say within the last year or so, but it might be all-encompassing.

What are the most common traits are the common actions that your most successful clients have in common? This is perfect timing for you to ask that question because the answer is, it was exactly what I was just coming off of, which was called the lead no matter what. People that have real systems, people that call every lead with a good attitude, with a good attitude,

will absolutely close deals. I had this girl call me. Attitude is everything. I had this girl call me. It's a true story. This girl calls me. Nick, I found you through my mentor, and I know this is going to work because he only recommends shit that works. Okay?

So this is going to work, okay? She hires me. She gives me $1,000. We start the next day, because we're super fast. It's Saturday. We start the next day. She calls me three times. I think she's going to be pissed off.

I'm like, oh, no, is everything I can't pick up? Nick, Nick, you want to buy it? I got a property of a contract, and I have a buyer for it. I was like, what? She goes, yeah, she's in this little town called Muncie, Indiana. She's like, I'm only making $3,000, but I got a property for $20,000, and I sold it for 23. And I was like, did your campaign even start yet? You know, I don't monitor.

She goes, yeah, I just got my first lead in, and I called them, and this happened. And I share that to say that it had more to do with her, I know this is going to work attitude than the lead itself. Yeah. I can tell you my happiest people that are happiest on the phone when they call me always see success. And look, I understand being negative. I can help negative people be positive. If you're going through something, I got it. You can talk to me about it.

But having a great attitude is going to indicate your success. If you get a lead, and I'll tell you another story, I tell the story way too often. But I meet with this client, Nick, these leads suck. Look at this lead. He says he's not ready for two months. Look at his lead. He said he wants retail value. I told him this.

I said, did you know if you were my acquisition manager, I'd fire your ass? That's what I said to him. And he goes, oh my God, he goes, you know what, Nick? I'd fire me too. And I said, well, why did you just say all that to me? I was like, if you wouldn't want your employee saying it to you, you're welcome to share your opinion with me. But I said, where's your problem?

I can already tell. You're talking shit about these leads. You get a lead and you're looking. for something to be wrong with it rather than looking for something to be right with it. And I always say that just like your relationship with your wife, if anyone's ever been in any relationship, if I have a girlfriend and I hate something that she does, if she goes to work and I think about what I hate about her all day long, no matter what next time I see her, there's going to be an argument, okay? It's not going to go well. I'm poisoning myself against the

relationship. But we know not to do that in relationships or hopefully we do. Now, the relationship with the lead, it's the same thing. You get a lead. Don't start talking shit in your head. Don't start giving yourself all these, you just don't want to call it. So you're trying to make up all these excuses on why you don't need to call it. But the reality is you need to have a great attitude. Don't do the negative self-talk. You're going to mess it up. You're going to mess up the cold call. You're going to give the seller attitude. The whole thing's going to fall apart. And you're going to to lose the opportunity. So the great attitude helps us fight the negative self-talk that leads to us ruining deals. Love it. I love it. And I totally believe in that. I would imagine,

also, since most deals, the fortune is in the follow-up, I would imagine you'd have to have a good follow-up system in place as well. So what I tell my clients, I like to keep things simple, but the answer is yes. But here's what I tell my clients. If I send you a little, lead, you call them six times over the next two weeks. Every call, you call, you voicemail, you text every time. Don't text first. Here's what people do, Matt. They don't call at all. They tell you they called and they just text them. Nope. Call, voicemail, text every time, six times, two weeks. Then, honestly, I don't even think that's enough. I'll tell you one quick story. I'm sorry, I have a story for everything. No, this is great. So my very first first,

contract. Remember I told you I cold called every day myself? My very first contract, I sent the contract. He doesn't sign. He told me he was going to sign. Great talk. We spoke for like a week beforehand. Sent it, no sign. They call him every day. No sign. No sign. No sign. Called him every day for four weeks. It became a joke. Hey, let's call Joe today. His name was Joe. Let's call Joe. Let's see if Joe answers. Start making a joke. He doesn't. He doesn't answer every day and I told myself, one day Joe's going to answer and he's going to pick up and he's going to fucking let me have it because I will, I have not stopped calling him. Now, I've only called him once a day. I didn't annoy him. I didn't call him multiple, once a day

every day. Joe picks up the phone. I couldn't believe her. It's Nick. Nick, oh my God. Oh, man, you wouldn't believe what happened. My son was in a car accident. He burned half of his body. We've been in the hospital every day. He's getting all the these treatments done. I'm sorry, I've been so overwhelmed. He said, I'll tell you, I can tell how many times you've called me that you really want this property. Don't worry, Nick. It's your property at the price we agreed on. Give me two weeks. Let me get through this, and we're good. And he kept his work. And so what I'll say is, that's why I said the six times might not even be enough, okay? But I like to create that number six, because at least at the end of those two weeks,

and maybe tell myself I did a really good job trying to follow up with that. Right. But that story of Joe, we closed that deal. It all worked out. That's what happens when you don't stop. In my honest opinion, we don't stop following up until they say they're not interested again because they know they can end at any time. And I've got one more saying, and that is anybody in 2024 who says yes and the answers

no is the biggest damn idiot in 2024. The AI text messages, the follow-up emails, the phone. Who the hell is saying yes when the answers no? In this day and age, you're literally saying bombard me with follow-ups, please. So that's another reason not to talk yourself out of the lead. They said yes. They said it. So even though their actions look like no, all they have to do is answer once and say,

never call me again. and you won't. So my real answer is pursue until they tell you to stop. Got it. I like it. Well, Nate, I'm going on a trip next week. Okay. I've got this every single year.

Last year was the only exception, though. But every single year, Mercedes and I, we always get our biggest deal in November or December, always through the holidays. And I have a theory that, and you might be able to give me an insight on the other side, of this. But I have a theory that most real estate investors will kind of check out because they see a lot of listings come off the market. They think there's not going to be any of, no one's going to want to sell during the holidays. And so I would look at that first of all, okay, there's going to be less competition. Then I see it as, while the only people left on the market

are the old people that really do want to sell. Yeah. Right. And so anyone that's really going to be open to an offer or selling a property during the holidays is somewhere the motivation is high. And the foundation of every deal lies within that seller's motivation to sell. So when I get back, November, I'm all in. I'm going to give you a call and we're going to start working together. We're going to crush some deals here in November and December and we're going to push right through January. And if anyone else wanted to follow along and do that with me and they wanted to hire you as well, how do they do that? Yeah. So they can check out. There's a couple things they can do. They can check out our website, leadminingpros.com.

All of my packages are right there. I have my cell phone number on there. So if you have questions, just call me. And I also have a link to Book of Call on there as well. All right. So we have both those options. Or you could just purchase. You'll see all my packages on there.

And then if you use code Epic, EPIC, Matt here, has negotiated this code that takes $1 off your order. and then we give everyone 10% more of whatever they bought. And most importantly, that's not a one-time code. You can reuse that forever. So just by watching this podcast today or being a part of Matt's program, you get a 10% bonus for life as long as you use that coupon code every time you go to the website. What does a 10% bonus look like in real numbers?

So, for example, I have a $1,500 package called the King Kong. and that comes with 2,000 records pulled and skip traced, 3,000 cold calls, and 1,500 text messages. Okay. Your 10% bonus makes it 2,200 records pulled, 3,300 calls, and 1,750 text messages. So everything we do, we add 10% more onto that. Got it. That's a lot. Yeah, it is a lot.

And that's what some people say, oh, do you have any discount codes? I said, I don't. I have bonus codes, right? And I always say, look, you don't want to give me less money. You want more leads. That's what you want. So I'm going to give you more leads instead of me taking less money. Oh, that's my philosophy.

And that code is epic, just to remind everyone. You could use that right at checkout. Awesome. Well, thank you, sir. Nate, it was a pleasure having you on. Let's stay in touch. I'll call you in about 10 days and we'll get started working together. Well, let's stay in touch and have you back on the podcast soon.

Yeah, I look forward to it, man. Thank you so much, Matt. You bet. Take care. And that wraps up the epic show. If you found this episode valuable, who else do you know that might too? There's a really good chance you know someone else who would. And when their name comes to mind, please share it with them.

And ask them to click the subscribe button when they get here and I'll take great care of them. God loves you and so do I. health, peace, blessings, and success to you. I'm Matt Terrio. Living the dream. Yeah, yeah, we got the cash flow. You didn't know home for us. We got the cash flow.

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