KGCI: Real Estate on Air - MLS - Lead Generation for Agents & Investors

Episode Date: July 18, 2025

SummaryDiscover how the Multiple Listing Service (MLS) serves as a powerful, often underutilized, tool for lead generation for both real estate agents and investors. This episode explores the various ways to leverage MLS data and access, from direct agent use to investor-agent collaborations and third-party tools. Learn essential strategies to identify motivated sellers, uncover investment opportunities, and streamline your lead acquisition process within this critical database.Bullet Point TakeawaysDirect Access for Agents: Understand how agents utilize comprehensive MLS features, advanced search filters, and marketing tools to list properties, expand reach, and generate buyer and seller leads.Investor Strategies for MLS Data: Learn how investors can gain access to crucial MLS data, either by obtaining a license, collaborating with agents, or using flat-fee listing services, to find distressed properties, foreclosures, and off-market opportunities.Leveraging IDX Feeds: Explore how agents can integrate IDX feeds onto their websites to display real-time MLS listings, offering value to potential clients and capturing leads directly from their sites.Market Insight & Due Diligence: Discover how both agents and investors can analyze historical data, market trends, and property details available on the MLS to make informed decisions and enhance their due diligence.Building Strategic Relationships: Recognize the importance of fostering strong relationships with licensed real estate agents, which can be a key pathway for investors to access and effectively utilize MLS information for their property acquisition goals.SEO Keywords/PhrasesMLS Lead GenerationReal Estate Agent LeadsReal Estate Investor LeadsMLS StrategiesProperty Lead DataCall-to-ActionReady to unlock the full lead generation potential of the MLS? Listen to the full episode on your favorite podcast platform and transform how you find clients and properties!

You're listening to the Investor Agent Nation podcast, empowering agents and investors to collaborate effectively and grow their businesses symbiotically. Your host, Randy Zemnock and Eric Gross, share real-life case studies, trending tactics, and expert strategies that have helped them to accomplish over $1 billion in sales volume. Whether you're a seasoned agent looking to expand your business or an investor seeking to optimize your returns, you're in the right place. This is the Investor Agent Nation podcast. The first thing that we do is we get an MLS search set up. And our MLS, every MLS is a little bit different. So kind of knowing what the MLS is going to have in there, we have a keyword section. And what I did is I spent probably two or three hours.

I put myself my email on there. The areas I was looking in, zip codes, counties, anything that I was looking in. And then I started just typing out what you would see on a normal property that needs work. So a state, probate, seller is motivated. I would do the word like motivated, cash, carpet allowance, fire. I'm trying to think of like what other words I would do. I had so many new paint. We would, and then what we do is we build it out as big as we can. You'd separate every word. And if one of those words popped up in a search, the house would get sent to me. I'm still on that email to this day, investor only, handyman special.

special cash only, special financing, anything. Because on any normal day, I'll get six or seven properties sent to my email, and I can kind of bet through the property. I can click it and say, hey, this one's already rehabbed, not going to be our cup of tea, keep going, and then I'll check all six or seven. When I would do that, I would actually start to find properties that needed work. The seller was motivated. The properties had been sitting.

They've just done a price reduction, or they're listed as a state or foundation issues or fire. And then I would call the agent immediately. And I would just say, tell me more about your property. What do we have going on? And I could almost, you kind of want to vet the agent to begin with. So I'd find out exactly why they're selling. And if they're like, look, they still want top dollar. You know, it needs work.

But it's, you know, just cosmetic. And I'd say, thank you. I appreciate it. See if it sits on the market. I'd save it. But if they were like, this house needs, you know, it needs Jesus. Then I'd be like, perfect. I'm on my way.

I'm driving there right now. then once I walk it, that's when I walk it, get the numbers in, run the ARBs, and do all that as well. So filters are basically going to be what is going to come through on the MLS. And you don't want to see every property on the MLS. So if you have those filters in place for what you're looking for, it works out perfectly. If you can't handle a fire property, don't do it. Don't put it in the filter. But if you can, then that's a great way to kind of see the properties immediately.

Yeah, what I would add is definitely, definitely don't go look at properties without first calling the listing agent and getting in touch with them. Because you might find yourself wasting a lot of time doing that. So first thing I think what hopefully you heard is Eric tries to call that listing agent immediately. But I'll tell you why this is so important. And it's impossible to do if you don't have notifications set up. with filters the way Eric just described, right? Because there's no way you could be sitting on an MLS 24 hours just watching it and refreshing your search criteria.

Like that's stupid. And I'll share a story. So a friend of mine slash now business partner because I also have a land wholesaling business. So when before we had the land wholesaling business, he joined my team here and so Southern California and he was an investor slash agent. So he was attracted to my team because of that's what we do. Like we speak that language, right?

So he wanted to be around the same type of community. But he has not flipped a home when we met. And what got in his way was a lot of fear that he didn't have all his ducks in a row, right? Common, common mindset challenge that a lot of new investors have and realtors, right, to quite be quite frank. Regardless, I told them, you know, this strategy like MLS is your best friend, right? You got to start calling agents, building rapport, finding out the motivation. And the gold is when you find an out-of-area agent, if you see an out-of-area agent, I can tell you there is a high chance that that agent will become very loyal to you, especially if

you do what I recommend in most cases is even though you're a licensed agent calling as an investor in one example, don't try to make the commission on that purchase, waive the commission and let the listing agent represent you if it's allowed in your state, okay? And in most states, it's allowed. Or if you're an agent calling on behalf of an investor, which a lot of, you know, agents that are listening to this that's what they want to do they want to be out there looking for opportunities for investors that they're working with so they can build that business right that repeat business that we're talking about one thing to also consider is to allow potentially the the the listing agent also represent your client or waive your buyer's side commission

because you're going to get that listing on the back end right so it's not that you're not going to make money, it's more about how do you position your investor client to win? Right? That's the mindset. And in this case, this example, my friend Peter, he literally, he was a licensed investor. He called the listing agent. He was the first one to call on this property. And because he was the first one and because he told her he was licensed and that he can go

and look at this property without her. and she was out of the LA area and we're in San Diego. That's a two and a half hour drive in traffic. She was excited to hear that he can go and look at this property without her and that he asked her if she would be open to representing him. So she was all in. She was like, heck yeah. Not only were you the first one, you're a licensed investor.

You don't want to represent yourself. You're going to let me make the money. And you can go to the property. so you're not even going to bother me, right? I don't have to drive down there to open the door for you, right? It was like a win, win, win, win. And for us, that's a huge win because it's an out-of-area agent, and we know that we know the pain points, right?

So she became loyal to us automatically, or in this case, to Peter, because he's the one that built rapport, built trust, went to the property. And because of that, we ended up getting that deal. and we wholesale it or we call it a hotel and we made $53,000 on it and we literally did no work to it, right? Which is a whole other story, which will cover one day as well when we get into like the case study maybe theme for the month because we have a lot of case studies between Eric and I. But the point of that story really was the fact that he was the first one. He allowed the agent to represent him even though he was licensed, right? And because of that, and the agent being out of area, we got the deal.

And those things exist. If you look for them, they exist out there. And filters, filters, filters are so important. So I can't stress that enough. But I think another thing we talked about earlier, Eric, is finding properties that have been sitting on the market. You like doing that a lot, right? Yeah.

So we try to look for anything that's been on. So our average days on market, you need to know your average days on market. it. Our average days on market is four days. So anything that's been on for more than three weeks, sellers start to squirm a little bit. There starts to be a, why is it not selling? Now, if it's been on for three weeks and I know that, I've gotten to the point with our area where I know roughly what the ARV is going to be without even running it. So if I'm like, hey, that ARV doesn't make sense. It's why it's sitting. But if it's price low and it's been sitting, I always call to try and get the motivation. I always try to call, no matter what, if it's on market, you should be calling

the listing agent and figuring out what's going on. Because sometimes the listing agent is just going to be terrible to deal with, you know, hey, we're looking for highest and best. Don't even come at me with a low offer. I've had listing agents who are also like, look, like bring me whatever you have. This needs to sell. It's not selling right now. What do you got for me? And those are my favorite because then I can go, okay, I've got a cash offer. It's going to close quick. No inspections, no contingents. What is your seller need? Because we're trying to figure out what the seller's motivation is. And we've gotten properties where we had a contract that was lower than everybody else's,

but we also let the seller have post occupancy or we delayed closing. Or we've had sellers who are like, honestly, my house is, I'm not cleaning it out. And we've been like, yeah, we're okay with that. That's fine. Is it going to take 10, 40 foot dumpsters to clean this thing out? Absolutely. Do I want to do it? Absolutely not.

But, you know, if that's what's going to get us the property, let's do it. So you want to, and I do the same thing with my retail clients as well. You need to find why the seller is selling, what the motivations are and what's the most important. Because I think you'd be surprised to find out more often than not in real estate, the motivation is not just money. And for a lot of sellers, money is maybe option, like 1A and 1B. Money is usually like 1B and like make sure they move on time. seamless as maybe 1A or making sure that they can get some post occupancy so they're not stressed

out or their contingency for them to find a home. So you need to call that listing agent. It's a huge difference. Hey, Eric, one thing I would say, the best question that we always had our interns or acquisitions guys ask, which they still do to this day, is outside of price, what are the best, what are the things that are the sellers looking for? So always saying outside of price, what terms is your client looking for? And even give an example, like, throw an example, like, does your client want to stay in the home for a week after closing?

Like, kind of lead them. Don't always assume that the agents are going to just tell you. They might even forget, like, what their own client told them until you bring it up, right? So lead them with a good question. If you ask good questions, you'll get better, you know, better questions, you get better answers, which in turns becomes exactly what shows up on the offer. And I can tell you, when a seller sees exactly what they always wished for on paper, they're like, what the hell?

That's exactly what we want it. Well, it's because we ask the right question. That's it. Yeah. Right. And we always, I tell everybody this, I told everybody on my team too, we always stroke the listing agent's ego because I'm telling you, agents have the biggest ego of anybody you know.

Like, I like to think that I don't, but that's probably my, ego getting in the way. I have conversations and I will call them and I'll be like, this is the most beautiful list. You did so good. I mean, yeah, I can see you in the mirror, in the bathroom, in the pictures, but that is, that's professional. That looks great. Like, how is this not? And agents eat it up all the time. Like, they're just like, thank you so much. I'm like, I see your name everywhere. Like, you're just crushing it. Hey, by the way, my client's really interested, you know, we're great to work with. And I cannot tell you, honest to God, how many times we, we have had offers accepted because we make an agent laugh or we like are just like personal.

They want to work with somebody that for the next 30 days, they're not going to be like, every time I have to call this person, I hate them. So we do that all the time. It works all the time. And it's so funny to me. But also so with MLS offers, one of the, our on market properties, one of the other things that we have done a really good job at finding that value add is properties. And Randy, you kind of said this a little bit. If an agent is an out-of-town agent and the property is mislisted,

so our MLS pulls property details from the auditor's website. It's, you know, these properties, some of them have been around since late 1800s, early 1900s. The auditor site is not always accurate. So we'll walk home. Like I just did a house recently this week where the auditor site had the house that I'm listing as a two, one and a half, 1400 square feet. where in actuality, it's a condo, it's a four, three and a half, 2,600 square feet.

If you had an agent that did not know that, and you had a seller, and they listed it, the price would be 150 compared to 300. It's literally double. Wait, let me ask you this. I'm like interested in this because we, on our end, we put in the square footage in our MLS and the bedroom count. It doesn't automatically populate from the tax records. Yeah.

So you're saying, like, when you're inputting. a listing, it automatically takes the information that's on a tax record. So if an agent messes up, it doesn't correct it, then it just stays that way. You can change it as an agent. There's a back door to change it. But when you put a listing in, it automatically will auto-populate with auditor's information. So they'll go through and like, and it's happened on a ton of listings of ours where we're like, you know, this square footage is incorrect or this is incorrect. So we go in and make the changes. But we've walked a ton of homes where it's like one of the best examples I can give people is normally a three bedroom home is going to be minimum 13,400 square feet. Anything smaller, the rooms are going to be really tight.

The living room and kitchen are going to be really tight. It's going to feel really closed off. We get a lot of houses in this area that are two ones that are 1,500 square feet. And you know, you might have an investor and an agent that walks that property and they go, look, comps are 170 for a 2.1. I can't do it. I can't make it work. We go, okay, well, there's a third bedroom right here, and it doesn't feel weird or wonky, and there's an extra bathroom right here. So instead of 170, we're 230. Well, it's a lot better to put in an offer

that's higher than everybody else because we found this hidden value with the property. There's external factors that also affect properties, but functional factors also make a huge difference on that resale. I'm still blown away. So you're telling me if I'm a list, as a listing agent in your area, like there's agents that literally don't change the room count to the correct room count. And it just, they allow it to go active with the tax information. Yeah. That's what I'm saying you got stroke the ego.

Like, oh, man. I mean, I'm not surprised. I mean, I know agents are lazy. I've seen the, the photos of the agents that take photos with their phone and they're all crooked and,

and they're in the mirror. Like, I've seen those. So I guess I'm not surprised. So maybe, maybe like what would be a good way like searching for specifically maybe a property that's 1,300 and higher in square footage and has two bedrooms or less listed it's a great way to find a deal and it's as long as it works if it's a two bedroom and it's like say a tape like capes are

really common up here that square footage the upstairs bedroom is going to count as a bedroom the square footage counts even though it's angled ceilings it's not going to work as well and it's going to take a little bit more digging, but typically a 2-1, that's a minimum of 1,300 square feet, like the house that we bought was a 2-1, and it's 1394 square feet. We came in, knocked down a wall,

and built up a bedroom, and our ARV went from, it's the house we live in now, went from 170 to probably about 240, just with the area we're in. The third bedroom is super important. It makes a huge difference. So it's interesting because, like, in San Diego,

we actually see the opposite. we see agents put more room bedrooms because there is a lot of illegal per uh like enclosures or additions right so we'll see like four bedrooms but on a tax record when you actually look at the tax records it's maybe three right and the square footage is less by 300 so it's backwards in our end but you're saying it's it's somewhat not maybe not that common but in your area it's it's actually the opposite can happen, where agents are lazy and then don't actually change it. Wow. That's huge.

Yeah. And then another thing market-wise, if you're in between two markets, so we're in Cincinnati and Dayton is about 30 minutes north of us. And we're two different MLSs. We have the Dayton MLS and the Cincinnati MLS. I cannot tell you how many times we have had Dayton MLS properties listed in Cincinnati, which means no agent in Cincinnati is received. receiving those properties. None of their clients that are set up on a search are receiving those

properties. And it's very common that if a property listed in Cincinnati is only in the Dayton MLS, that it sits for a really long time and goes for a lower price. So we look for those all the time. And we do that for retail clients as well. So it's like it's mislisted. It should really be in the Cincinnati MLS. It's the Cincinnati region. But some Dayton agent got it. It was like 3% on like 2.5. 50, let's do it, listed it, and nobody's got eyes on the property. Wow, that's good. And let me ask you this, have you ever waived your commission on the front end as an agent representing an investor? I have done it like once. I like it. That's why I like working with investors, because there's a double-dip in commission. I mean, that's just the truth. That's one of the motivations that gets me

to want to work with investors. I love the listing side as well, but it's really nice, too, if it's a $150,000 commission up front. Where that does change, if I call the listing agent and they're like, send us your highest and best and it's a property my client wants, it does stand out and I've done it to say, just waive my commission. They can either go to you or back to the seller. I give them the option. Most of the time, they're just going to say, hey, he's going to have me represent them because they want to 6%. But there has been times where they've said, hey, we'll go ahead and kick it back to the seller. But even in those situations when I've waived it, we've done strong offers. We've done, our market was really crazy. We still didn't get the property. So I think I've waived it once.

And, you know, it just depends. Got it. Okay. Cool. And then I think we also talked about package deals. You've found some of those for some of your clients as well. Maybe unpack that for a it. So we get a lot of investors who are wanting to sell off more than one property at a time. They're selling off four or five, six rentals. So I actually took one of my investors. A house across my in my neighborhood was for sale. I think it was listed at 90,000. So, and then there was a house and liberty township, which anybody familiar with this area will know if everybody else is like, what are you talking about? That one was listed at 200. We had an ARV around 340 on that. So I called the agent. I go, hey, we're interested. We're going to be

putting in an offer. He goes, good luck, got multiple offers. Some of them are a lot higher than I expected. And I was like, cool, glad to hear it, not surprised. Went and looked at the one of my neighborhood. I'm like, it's the one of my neighborhood. Like, I might as well see what's going on. And I noticed it's the same agent. So I call him and I'm like, what's going on with this one? He's like, well, that one has no offers. And I was like, okay, weird that both of them listed the same day. And he's like, actually, it's the same seller. It's in a state sale. He's just looking to sell them both. And I was like, would it help our offer at all if we just did one offer for both of them? And then we have a question. I'll answer here in a second. If I did one offer

for both of them, would it help that, you know, we just do that. So we offered a cash offer offer at ask for both of them. The one in my neighborhood we got for 90, the one in Liberty Township we got for 200. The one in my neighborhood, we wholesale the next day for 115. The other one we got for 200. We were all in at 250 and we ended up selling it for I think 340 or 350 is about a year and a half ago. So all because I called the agent. And I actually had some agents in my office that had clients that have offered on it and they're like, how did you get it? Like your offers lowered. I'm like, well, it's just same seller wants it to be easy. I'm making his life easier and it's cash and he doesn't have to wait and he's getting what he wants.

Hey Becky, so you asked that at EXP because not everybody here is at EXP. So this is open to any agent, any investor. But I'll answer your question real quick. You could waive, you know, technically if you would like to, you could waive your commission, which would net the seller more money. Or what you could do, like we mentioned, is ask the listing agent if they want to represent you, which actually helps the chances of you getting that property dramatically, like by a lot if it's allowed in your state, right?

And I usually would leave that option. I think Eric mentioned it. I would leave that to the listing agent to decide, like, hey, I want to get the property. I want to work with you. I want to work with your seller, provide what I, you know, best terms. If you can help me with that. And you could represent me, Mr. Agent, or I can waive my commission, whatever you think is better, right?

If I weigh my commission, the net to the seller is higher. If you represent me, then you can make both sides. And I leave it to them to the side. Like, are they after the money or are they want to get more money for the seller? Right? Yeah. Let the agent decide, right? You typically find out really quickly that none of them did.

You don't pick the money for the seller. Like it's always like, no, it came to 6% for you. Which now kind of brings me to this next thing. When you are an investor and you're going directly to the agent, or if you're an agent, going directly to the listing agent and wanting to even say, hey, you can represent my client, which this is rare, but I'm telling you, if you need to do it to make the numbers work, it's worth it. As an agent saying to another listing agent, hey, I have a client that wants to buy this house and I'm willing to have you represent my client because I'm going to get the listing on the back end.

And I'd rather have my client have this property. They really love it. So I can also help them on the back end and everybody wins. You win Mr. Agent. So that's one way of doing it. However, if you're an investor and you're going directly to the agent, I can guarantee you there's the good agents. I know I would, right?

And you tell me, hey, I want you to represent me, Randy, on this listing that you have. That's a fixer. And I'll be like, great. Well, let me ask you. I would somewhere into the conversation, I would work in this question. How about on the back end once it's rehab? What is your plan with the property? Are you planning on selling it or keeping it?

Oh, I'm going to sell it. I'm like, great. Is there an opportunity for me to maybe also work and help you on the listing side later? And I'll just shut up, right? Let them answer. Because I as an agent, I want to see. why not? If I can make another commission on the back end, a third commission, I'm going to ask that question every time. But if they don't ask that question, if the listing agent doesn't bring it up,

don't bring it up, right? Unless you want to, because maybe you don't have an agent that you care to give the listing to or you don't want a list to yourself, different story. Then, yeah, of course, use that as a carrot, right, to get that property. But if you want to list it yourself, Or if you're an investor that has a relationship with a good agent and you want to kind of, you know, feed them some business and give them that listing, like we talked about a week ago, don't bring that up, right? And if they do, here's how I always handle it. Like, look, so now I'm an investor, right, calling that listing agent. So I'm changing my hat in this case. And if I called, in this case, let's say Eric is the listing agent, he's got the fixer.

And I called you, Eric. And I told you like, hey, I'm an investor. I want to buy this property. And you asked me, hey, can I get it on the back and enlisted for you? I would say to you, Eric, I would like, yes, look, we're open to that always, right? Bottom line, we have to work the numbers in. I have a relationship with an agent that we pay them a flat fee or whatever the structure is. I don't disclose it, right?

what that is, but we do it for a very, you know, pretty low amount of money because we do a lot of business with that agent. However, if we if we can make the numbers work with you, absolutely. What do you charge? Because I have to put that into my deal calculator to spit out my offer and that money has to come from somewhere. So my offer is going to be lower naturally because I'm going to have to give you a real list based on what the number you want. So what is it? Right. So I'll be very upfront right from the beginning, how it works, right? It's just numbers, right? And I would say that if we need to potentially go up and price, Mr. Agent, in this case, Eric,

if you're that listing agent, can we agree, Eric, that maybe we can remove the realist so I can be competitive on the offer amount so we can at least still close the deal with you representing me as the buyer's agent? Is that fair, Eric? Yeah. I would ask that up front, right? I want him to be on the same page with me that, hey, if you're going to come back, Eric, with a counter and ask me to go up, I can't give you that realist then, right?

Because I'm going to sell it myself. If I'm a licensed investor, I'm going to give it to one of my agents that will do it for, you know, three grand or whatever your agreement is. And then it's easy. If you set the expectations early on from the beginning, then it's an easy conversation to come back and be like, yeah, I can go up another 10 grand. However, like we talked about first time, Eric, we need to remove that realist. Is that cool? And I'll go up 10 grand and let's close this deal.

Will that get me the deal, Eric? Yeah. And now Eric is still motivated because he's representing me and the seller. So instead of making three commissions, he still makes two. That's a win. Right? Yeah, absolutely. And so we're going to do a breakout room here in a couple minutes because I know we're wanting to give more time. And I don't, how many people do we have in that are going to go? We have 17, but really 15. So we'll probably do two rules. Okay, perfect. So building relationships is going to be your most important one when you're looking for on market properties. If you have an agent that can have those relationships, like I, we get an Asian. agents that call us and say, hey, we have a deal. Would you be interested? Because they know we'll close.

We have investors that will close cash. So we're those first people that they're calling because they know that it'll close. But even if you're not in that position yet, as an agent, what you need to do is go around and have conversations and say, hey, maybe it's a property that needs some work and say, hey, we're probably not going to work number wise on this. Do you have anything else that's coming up that needs some work? Do you have anything else that you would want to cash offer on? Like building those relationships and growing it is what's going to get it. I can promise you, we've seen it in this market, especially in the Cincinnati area. If you're just an agent that you think you're going to go around, write a bunch of offers, not build relationships, not appeal to that seller or that

agent, really it's appealing to the agent. That's the person of communication, that listing agent, it's going to be almost impossible to get an offer. I mean, even me, if I'm listing a property, and there's two offers that are completely identical. And I've got one where the agent built connection, had a conversation. I thought this is going to be an easy one to work. or on the other offer, not a single word was said besides sent email, please let me know, receive via dot loop or text. I'm never going to go with that offer. It just doesn't matter because it's like, why would I?

I never talk to the person. I don't know how easy this trend. And I tell my sellers, I had a really good conversation with this agent. They seem like the agent knows what they're doing. We've looked at their transaction history. We know that this is going to go really smooth. So that would be like my biggest thing on market is, you know, you can find deals, you can work it creatively.

There's a million ways to do it, but it's always going to come back in this business to what relationships are you building to make it work. Well said, but I still think you should comment on this last point because I think a lot of realtors don't even know that they're able to do this. And investors, probably many of them don't either, options that you can literally submit a contract with two options or even three options for the seller to pick maybe because we discussed this prior to to the call if you can describe that like you just did for someone yeah so this is it's actually like a it's based off of psychological factors if you just give

somebody a question where they can say yes or no they're going to be more inclined to say yes or no so if you give somebody a question and it's a yes or no question then they're just going to say those two options if you give somebody four different options and you say well you can take a B or C, well, we'll say three, A, B, or C, instead of them thinking no immediately that comes in their mind when you're offering lower on something, they go, A is really appealing, B kind of fits our scenario a little bit better. C, nets us the highest amount. So what we do when we're submitting offers for investors, if they want, we call the listing agent, we put together kind of, hey, they would like more time in the house. So we go, okay, well, we can do a really strong offer. We're

lower on the property, but they get more time in the house. Or we can go a little bit higher on the offer, but it's immediate occupancy. Or we can do where it's even higher or whatever it's going to be. You can kind of throw in a third option. And sometimes you even want to throw in a throwaway option because they immediately look at that and they go, no, I don't want that. And then they go to the other two and they go, but these are a lot better than the option that just tossed out. And it's, we've gotten a ton of offers doing that. People are less likely to say, I don't know and they're more likely to say, hey, option B is really appealing. We think we're going to go with that.

So it's a great way to kind of stand out offer wise. What I heard, I think most common scenario would be is like if someone wants you to take it with a tenant in it, then your investor client might be like, yeah, I'll give them, you know, 200 for it. Or if they deliver a property vacant without the tenant, then I'll give them 220. Yes. to say that example because of course if i'm an investor i'm going to think of the worst case scenario yeah like they're paying now but what if they stop paying right and i have to be victim so it's it's like the tenant might be a great tenant up to that point and everything can change so i think it puts a

little bit you know the ball back into the seller's core like okay well do you want to give the notice now and deal with the tenant that you like you're telling me you like now and make an extra 10 20 grand or do you not care? And then the truth will really come out. Yeah. Yeah. And it's, it's just like, if I asked you something and I was asking you for something, if I gave you a yes or no question, you're more likely to say no. Like if I was like, hey, Randy, would you give me $100 right now? You're like, no, why would I do that? But if I was like, hey, Randy, could you give me $100 and I'll give you a pen or something like that and give you multiple options? When you kind of give multiple options, they think harder into it. If you're giving just one option, it's really,

easy to say no and then move on. So you're kind of already throwing in what your counters would be into it. And then you can shape it where it fits your investor best. Cool. Good stuff. And then last day, I'll finish on this before we do breakout is, I can't stress enough how important it is to track all your offers. Like we have spreadsheets on spreadsheets about everything that we look at from the filters. Like we talked about, it gets dumped, all the properties get dumped into a spreadsheet. The ones we call, we mark it. The ones we offer, we track it.

And I can't tell you how important that is because most of the properties that are investing company that I used to run picks up is on the follow-up because the first offer falls out. And when the first offer falls out, the motivation of the seller goes up. Always. Like in most cases, I wouldn't say always, like 90% of the time, right? Some sellers are so stubborn, they're going to ask for more money. It's crazy scenarios, right?

But in most cases, when the first offer falls out, the seller gets motivation goes up. You can slip in there with your lower offer that was either submitted already because they allowed you to submit it or you submit it or you submitted then because you kept following up. And a little tip for you, there's plugins out there that you can attach to your genie. account that tracks who opens emails. And some are free, some are paid. It's worth every penny. And we will literally get a notification when one of the listing agents opens our email with our offer terms that we, you know, emailed to her or him a month ago. Why would that agent open our email again? Well, because most likely their current escorts falling out or is about to fall out. And we literally would then pick up the phone and be like, hey, Kathy, you know, how is the escrow going?

How are things going? Is everything okay? And the reason we do that is because we got the notification that she just opened our email again, right, from a month ago. And Kathy on the other end, be like, wow, I was just thinking about you guys. This is crazy. Like, they get caught off guard and like, they're like, oh, my goodness. And we're like, no way. Right.

And then boom, you know, then we get the true story. Like, what's going on? Like, why did she really open the email? She was telling you. Right. And I can't stress enough how important follow-up is and tracking. And now the technology is so advanced. Leverage it to your advantage.

Like, let it do the work for you. Like, that's literally an automated follow-up, setting up notifications when someone opens your email again. For more insights and to join the investor, Agent Nation community, visit investoragentnation.com. If you like this episode, please subscribe to the podcast and leave a five-star rating to help Randy and Eric continue delivering valuable content that resonates with you. Thanks for listening to the Investor Agent Nation podcast.