The Science of Flipping - Episode 47 – Want to know how to find deals online? | Real Estate Investing Podcast

Episode Date: September 23, 2014

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Welcome to the Science of Flipping Podcast. I'm your host, Justin Colby. Welcome, welcome, welcome everybody to the Science of Flipping Podcast. I'm happy to have you back. It is an amazing week here in Arizona. The weather has finally calmed down slightly and is temperate to some extent. We're not quite in the hundreds anymore. We are still in the high 90s. But anyways, I'm in a great mood because of that. Very excited about today's podcast because we have a super, super special guest. He's a friend of mine and he does a lot of business. He is going to come on and we are going to jump right into how to market online, rank your websites, capture people's information, both buyers and sellers. We're going to get right into that. Before we do,

if this is your first time to the podcast, I highly recommend you get over to thescienceofflipping.com and get your free e-book, The 15 Most Costly Mistakes You Can Make in Today's Market. This is the e-book I personally wrote, not only because of the mistakes I and my colleagues have made, but because it's something that I really felt most young and even seasoned veterans are making these mistakes in today's market. So I wanted to make sure to help you avoid those. So go over to thescienceofflipping.com and download this free ebook. If this is your first time to the podcast, This is all about creating a business that you don't have to be

doing everything in, about scaling your business, systemizing your business, creating a business that you could run from the comfort of your own couch or on vacation or even out of the country from anywhere because you created the systems and processes in your business that you were able to replace you and make the type of income that you want to make by flipping homes, wholesaling homes, all in real estate. This is what you will hear each and every week on this podcast. So without further ado, I want to make sure I get right into this because time is of the essence. He's a very busy man.

This is the guy that does our SEO and online marketing. Let me introduce everybody to Mr. David Brown. What's going on, brother? Hey, Justin. What's going on, man? Thanks for having me on the call. Yeah, you're very welcome I think this is something of great importance

as this is the wave of the future so to speak and I'm an absolute nitwit when it comes to how these things work I leave it up to the experts like yourself but I'm happy to have you on because I think all of our students all of our listeners need to learn how to market themselves online, whether it's ranking their current websites, building a website, and or even just creating lead flow through capture pages, whether you're doing pay-per-click or Craigslist or whatnot. And so I think this is a perfect topic for our listeners and our students to get a hold of and really utilize your knowledge and what you do each and every day in your real estate business, but what you also do as a side business. And you actually do this actively for other clients as well as for yourself in your real

estate business, correct? Yes, I do. Yes, I do. Yes, I do. As Justin was stating, his podcast and Science of Flipping is all about building leverage in your business. That's exactly what positioning yourself online will do for you. Now, you know, the whole goal of getting online, obviously, is to be able to generate additional lead flow, close more deals. But what gets lost a lot of times in the process that I think is the most important thing about

getting online is the authority and credibility that it will give you in your local marketplace. So in other words, when you're doing your traditional type marketing, the bread and butter type stuff like direct mail and networking, passing out your business cards at real estate investor events, re-events, people want to know who you are. And in today's age, people are gravitating towards search, right, to look people up, see whether they're legitimate, to see if they want to do business with them,

see what kind of person they are, what kind of business they are. It's kind of like the new Yellow Pages. So when you're doing your direct mail material and you're sending out there and you're you're getting out there you're marketing getting the word about it word out about your business and what you do you know you want people to be able to find you and once when someone can go to the search bar for instance like Google maybe they just saw a bandit sign on the road or maybe they just got a direct mail piece,

and they can go to the Google search bar and they can type in, you know, sell my house fast, or we buy houses, or cash for my house, right? And then there's going to be a lot of different search results that come back, right? And you've done this yourself probably, and if you haven't, you can probably do it so you can see what's coming back in your

local market. See who your competition is. Absolutely. Yeah, totally. What happens is if they do that search and you're coming up on that first page, you're coming up in the top few results. That builds a tremendous amount of authority and credibility for you and it positions you as the expert right as the

ones that they should be doing business for so getting found online is you know a bit of a science right it all starts predominantly with I mean there's a lot of free free ways to the market online you can do Craigslist ads you can do Facebook marketing right Facebook is still kind of unproven untapped in our industry I do know some people that that it works for but that's going to work more on a paid route, doing paid ads in the sidebar. But really, you need some type of website, right? And so oftentimes, investors getting started, they'll have maybe some type of lead capture page that they have and one of their contact management systems that they bought.

And that's a great way to capture leads and that's a good process to use say like on Craigslist right you can post local let you know ads in your local market so you buy houses or you can post a property on Craigslist and you know have a lead capture page tied to that and that's just simply about one page where you ask for someone's name and email, right? And then so they go,

they say, yeah, I want to sell my house. They hit your capture page, they enter their information and now you have a lead to follow up with. Right? But that kind of process

takes work. But you have to constantly be posting ads and redoing ads. And so what I teach is how to position yourself on the internet organically and organic means free like free position where you don't have to save for it

Dave let me slow you down because I want to make sure everyone is understanding because there's listeners of all ages and all different types of listeners. Even myself, I don't consider myself an old man at 33, but it took me a long time to understand what you do because it's not part of how my brain thinks, especially online. So let's talk very quickly about pay-per-click advertising versus organic advertising or ranking on search engines. So one of the things that I had to learn a lot about because of our business, both for the coaching and mentoring business that I run, which again, if you guys are interested in something of that nature, working closer

with me, being mentored by me or coached by me, please feel free to shoot me an email personally at info at thescienceofflipping.com, info at thescienceofflipping.com. I'll reach out to you personally on but again I'm working with students in even myself I had to figure out this difference between this organic on ranking in search engines versus me going out just pay per clicking it right just paying for the ad every time the ad gets clicked I'm paying per click and it's usually a small

amount of cents. But if you're good at it and you're ranked number one on Google and you have several ads running at Facebook, that can become very costly very quick and ask me how I know that. So that's what I really want to hit home right this second is I want to slow you down just simply to say, okay, describe for our listeners the difference between the pay-per-click and organic rankings in search engines. Okay. The first thing about pay-per-click, just as Justin just mentioned, unless you know what you're doing, it can get very expensive very fast, right? Because it's, you know, if you're coming in here wet under the gills and you really don't know what you're doing, there's going to be a lot of trial and error. And a lot of that failure is going to mean a lot of dollars coming out of your pocket.

Again, you know, ask me how I know too, right? I mean, Tristan and I have both been there. But it's a good process if you can learn it, right? But my point of view is when you pay for traffic like that, pay-per-click, say, with Google AdWords, and you're trying to get that top paid position on Google, you're only getting a very small percentage of the actual traffic that comes across that page.

And it's actually less. It's like 6% or less. So organically, it's a way to get on that first page without paying for the traffic. And the first page of Google that aren't paid ads get 94% of the traffic. The other big difference is consumers are smart today, right? They know the difference between a paid ad and an organic ad. That's why the traffic is scaled so much in the organic favor, in the natural ranking favor, right?

Because they see that it's a paid ad, and they're going to gravitate away from that and go to the search results that are appearing there naturally, right? I think it's just that comfort level, that trust level that's there. I hope that makes sense. Yeah, and one of the things I was going to, you know, I have a bunch of these questions here on my question pad, I like to call it. One of the things that I wanted to make sure everyone understood is, you know, you can build, and whether it's you, Dave, or someone else builds a website, relatively inexpensive, right? And so what we're talking about really is how to leverage online marketing and what the best way to do it is. Because I went in and I've spent a ton of money

on our Phoenix Wealth Builders website. But that's not what I would necessarily suggest for all investors because the reality is for us real estate investors, we're looking for two things. One, buyers to buy our homes and two, sellers that we can buy the homes from. So we're really kind of focusing on how to drive people to your website, which doesn't necessarily have to be anything extensive. What I always like to tell our listeners or my students that I teach is you're not trying to become Apple or Nike or this incredibly large corporation. You're trying to flip homes. And if that means you can flip one home a month, that's often awesome.

If you can do 10 a month, even better. But you don't need to be this huge overarching company with this incredibly detailed website, right? And so what Dave and I want to kind of put forth is, you know, whether it's Dave who builds your websites or you have your own guy who does it, it can be relatively simple. You just want to make sure you're capturing their information so you can follow up with them. And Dave, I'll let you kind of go back into,

you know, the rankings on Google or Yahoo or Bing or any of the other search engines versus something like a pay-per-click. The question I'll get to is, can you rank a simple capture page website on Google? Is that something that's possible? It's possible, but it's difficult to do. And the only way, it could possibly work with the right, with enough content, targeted keyword type content, right? Keyword is like the search term that someone might be typing in to Google, right,

the service or the product that they're looking for. That, you know, there's got to be a certain amount of information on that single page that's going to warrant you getting high rankings. And that's all dependent on Google's, you know, algorithms and things. You know, I'm going to keep using Google because,'re the 800-pound gorilla in the room. So yes, it's possible, but it's not the best course of action when you want to appear online. One thing to keep in mind with that is the search engines rank pages. They don't rank websites so to Justin's point you could rank you

know a single page a squeeze page on the internet you know on the first page but again gotta have a lot of content built into it that's specific to the industry and specific to what the goal of that page is. My recommendation for a website would be to build your website on something called WordPress. WordPress is the most widely used platform on the planet. Any real estate investor guru that you've seen, training site that you've seen,

99.9% chance that site is on WordPress. It's user-friendly. It's SEO-friendly. And it enables you to publish content very easily, fresh and original content, right? That's what the search engines love. And you can do that through something called blogging. and that's kind of the core of what i teach it takes some time right something could totally outsource but if you could figure out a way to start publishing fresh original content about what you do on a daily weekly basis the compound effect of that is going to is going to mean higher search engine results, more traffic, traffic equals leads, leads equals deals. Absolutely.

And David, what I want to kind of put a little twist on this, what type of clientele come to you and what things, what do you do for your clientele? What would be a typical clientele for your business? A new or experienced investor who has not the slightest idea of how to get a website up, what kind of content they should be putting on their website. They have no clue or little knowledge about SEO. You don't know what you don't know, right? And so I know both of us, Justin, have gone through some training where you do what you do best

and you outsource the rest. And so that's what I do. I'm here for people who don't want to deal with that, who don't have the time to learn it, and they just want to come to me and they just want to get it done. So you're full access. So if a client came up to you and said, I need a website built, I want it ranked on Google, can you do that? You would just say yes. You'd do all that.

Yes. Awesome. Yes. Awesome. Awesome. Now, what I want to change directions is, and I know we only have about another 10, 15 minutes here. Yes. 10, 15 minutes here. I want to change directions in how you've been able to take that side of your business and capitalize it on your real estate investing business because that is what this

podcast is about, right? Is taking something that cool. I think it's very cool what you do, right? Because my mind doesn't really think that way. I don't know how to build a website. I don't know how to rank it. I don't know how to look at the, I don't know how to analyze it. I don't know how to build a website I don't know how to rank it I don't know how to look at the I don't know how to analyze it I don't know how to test and measure it I don't know how to do all those cool things that you're able to do but you've been able to take that and create a very successful real estate investing business and I wanted to kind of bring up how you've been able to kind of do that very specifically the avenues that you use to find the deals and to find the buyers that go along with them.

Yeah, I've been in real estate for 14 years. Started as a real estate agent but I started like building our our own websites for a real estate brokerage and started getting some leads coming online and then I kind of just tell about hey Dave like development need pages generating traffic free traffic pay traffic traffic, and tested and tweaked a lot of things. And I saw Internet marketers, per se, having a tremendous amount of results, selling products and building lists online through SEO and rankings and things like that.

And what I asked myself was, well, if they can do it for that. And what I ask myself is, well, you know, if they can do it for that business or that niche or that industry, you know, I should be able to replicate the same thing, you know, in real estate investing into wholesale houses. And so my process is like this. If someone is going to the search engine to type in a very specific keyword term, right, and you can download a free keyword report

that I have on my website. You can go to reiblogclub.com and there's a free report there that I give you about 52 keywords that you can use. But if someone's going into the search engines and they're typing in a very specific, like, for instance, seller keyword term, sell my house fast, we buy houses,

this is cash for my house. The fact that they're typing that into the search engine, that is, they're already telling me that they're an extremely motivated seller. Otherwise they would not be talking about it. So when someone takes that in, and they find me on the first page, and they fill out my form, right, that is a highly targeted lead.

That's going to be one of the best leads that you're ever going to get in your business. They basically raise their hand by typing that into the search bar and then they fill out your form. I would say 7 out of 10 of those leads that come through my website, I end up monetizing one form or another because they're ready. They're motivated. They absolutely want to sell. With direct mail, you're doing a little more efficient. You're looking for that needle in the haystack. Positioning yourself online,

sort out all the other pieces of haystack. Positioning yourself online, right? Stores have all the other pieces of hay for you, right? And then they get your website and they fill in the form, you got a golden lead. And so that's my whole thought process in this and why it works, why I've had so much success with it. And you're talking very specifically about organic rankings on Google, people putting in key terms. Yeah. Do you do any pay per click at all to drive in sellers? I don't.

Do you do it for buyers? I don't. Okay. So, and you and I were, I think we were just discussing yesterday or a couple days ago when you were talking about how your most two recent deals, when were those deals done? The last two wholesale deals over the last 45 days are directly from specific positioning that I have for one of the main areas that I work.

So I'm ranked on the top three spots for that city. Perfect, perfect. And so, you know, I love my list. Go ahead. Oh, here's the thing. I'm ranked three different ways. So I'm ranked once with a video. I'm ranked twice with my primary company site, which I call my money site.

And so that's where I drive all my leads to. And then I'm ranked third with a viral blog that I use that links back to all those different positionings. So everything funnels to that main site, but I'm on there three different ways, which is really interesting and really cool. That's awesome. That is absolutely awesome. And I live and breathe real estate and everyone's always trying to come up with new and better ways to find more deals. For everyone out there listening right now, A, I appreciate you being an absolute loyal listener, but this is a real strategy for you to find deals that are motivated deals. Dave just did two deals

in the last 45 days as wholesale flips based off of his rankings of his websites and videos. That's really the point I wanted to get across today is there's a lot of real estate investors that really only kind of know one way, which would be kind of offline marketing, right? Direct mail, bandit signs, billboards, radio, you name it. There's a whole section of this world that can do deals just by getting ranked on search engines like Google or possibly even doing pay-per-clicks on Facebook and testing and measuring those pay-per-clicks, what marketing is working because deals absolutely happen through online marketing.

So, yeah. And here's one last point that I'll make is, right, there's a lot of competition in our business, okay? And a lot of people are putting offers in on the MLS. A lot of people are going after foreclosures. Everyone's doing direct mail. You need to set yourself apart. And this is one way to do that because I guarantee you, your competition is not doing what we're talking about on the call tonight. Absolutely. And Dave, if you can give our

listeners your information or the best place to find you. I'm sure you're going to get contacted by people saying, I need to talk to Dave. I need to get going with this. So why don't you send, why don't you tell everyone the best place for them to reach you? Yeah, my website is realestatevisionaries.com, right? Or you can go to reiblogclub.com to get that keyword report. You can always find me on Facebook.

I have no problem giving out my cell phone, 845-853-2583. If you want to contact me personally, I'm a hands-on type guy, always willing to answer any questions, and I'll get back to you within 24 hours with how I can help. You can actually get a free consultation too on my website too at realestatevisionaries.com. That's awesome, man. That is awesome. I think you scare me by passing out your phone number, but hey, that's your call, brother. That's your call. Your phone might be blowing up here very shortly. Hey, listen, again, thanks for the time today. I know this audience needed that information. It's incredible information. You can use it today in

your real estate business. If this is your first time listening to this podcast, or if you just happen to be caught in a position where you would like to speak a little bit more in depth with me, I'm happy to give you a free consultation and talk a little bit further about how I could be of help. If you're interested in mentoring or coaching, again, email me directly at info at thescienceofflipping.com and we can continue to talk a little bit further about me coaching or mentoring you. Today's guest has been Dave Brown, the one and the only, and I appreciate your time, brother. Yeah, man. Thanks for having me. It was fun.

All right. We'll talk soon. All right, guys. That's all we got today. Peace!