The Ugly Truth About Real Estate Marketing

The Ugly Truth About Real Estate Marketing

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What I teach in real estate investing is a simple 12-step real estate investing process that is a step-by-step system that walks you through the beginning stages of real estate investing all the way through being a professional real estate investor.  Today I want to talk about marketing.  For those of you who are not familiar with marketing and what it means as it relates to this business, you better get a pen and paper, take some serious notes and get ready for one of the greatest lessons you’re ever going to learn.

Marketing is the lifeblood of any business.  I don’t care what business you are in, what you were selling or who your potential customers are.  If you don’t market, no one will know you exist.  Think about it.  Take a minute to run a hypothetical scenario through your head with me for just a few minutes so you can get a better understanding of what I’m talking about.

Let’s say you have a life-changing product.  Let’s say it’s the world’s best diet pill.  All someone to do is take it at the right dosage and, boom, they will literally wake up overnight with a six-pack bulging biceps, legs like a gazella, full head of hair and whatever else they feel like they need to change about themselves.  This is literally the miracle they’ve been looking for, the magic bullet, the answer to their prayers and anyone who has a need to achieve these results can have them if they would only do two things.

One is they have to buy your product.  In other words, they have to be willing to do business with you because you are showing them that you have a product that will meet their every need, satisfy their every desire and in this scenario you are only one that has it.  They cannot find it anywhere else.  It is exclusive to you and your company and the only way they can get it is through you.  You have a stranglehold on the market because you and I both know you’re the only one that has this product and no one else has been able to come through and deliver such amazing life-changing results but you.

There’s only one problem here and that is part two of the equation and you must know that no one can exist on a successful and sustainable level without the other part of this equation, which is part two, and that is you have to market to your target audience to get their minds and emotions ready in a state of total desire for your product or service and that cannot ever happen if you do not reach out to them by marketing.

You get this, right?  It’s pretty simple.  If you don’t get your message out there and let the world know that you’re in the real estate business, no one would ever know.  They are not mind readers.

In the real estate brokerage business, we have a saying about people who don’t openly and aggressively market themselves as real estate professionals and we call them secret agents.  Secret agents in the real estate industry tend not to make much money because no one knows they exist.  When you are marketing and you want to generate seller leads, what do you have to do?  You have to let the world or a portion of the world, like your target market for example, know that you are in the business of buying and selling real estate.  Isn’t that an amazing concept?

If you want to sell your properties, you need to let buyers know whether that’s a retail buyer or investor cash buyers, it doesn’t matter.  You need to let them know you have amazing real estate deals for them to buy.  Are you getting the basic idea here?  Is it hard to wrap your mind around?  I know it isn’t.  I know you’re following along here, but I want to make sure the first point of why we have to market is absolutely crystal clear to you.

Let’s break this down into its smallest pieces so you can see the real mechanics about this whole business of marketing in real estate.  What sells?  This is a question I want you to answer.  What sells?  Seriously, I want you to think about that question and I’m going to pause for a few seconds so you can think of an answer.

What sells?  What gets people to buy or bite if you are offering them a service?  Take a moment, write it down.  What do you thing that is?  Why do people choose one real estate agent over the other?  Why do sellers sell me their house for less money than they can get on the market or for less than they’ve been offered by another investor?

You got answer?  It is simple, people.  I want you to remember one word here, emotion.  Emotions are the driving force behind almost everything we do as humans and it is without a doubt, without a question why we buy something, sell something, use a specific product or service and so on.

When we choose our partner in life, it is usually because of emotion and has very little to do with logic.  If we were the other way around, I’m willing to bet that there wouldn’t be so much divorce or bad breakups because of it.  Think about what I’m saying, I have a great point on this one.

When you put out a direct mail campaign that says, “I want to buy your house,” or, “We buy houses,” or anything like that, guess what you’re doing?  You’re doing step one.  You’re announcing to the world maybe just the part of the world that you mailed to, but that part of the world that you have a solution to their problem.

You can’t build enough emotion in a single piece of mail to someone but the fact that they are already in some kind of emotional state regarding a problem property or problem in their lives that might be resolved, if you can help take their problem property off their hands, puts you ahead of the game tremendously.  Don’t think for a second that it ends with a single piece of mail now.

I am going to share some interesting statistics with you that I came across and I share with all of my coaching students because it is so absolutely invaluable.  These are some basic sales statistics.

Here you go.  48% of sales people never follow up with a prospect.  25% of sales people make a second contact and stop.  12% of sales people only make 3 contacts and stop.  Only 10% of sales people make more than three contacts.  2% of sales are made on the first contact.  3% of sales are made on the second contact.  5% of sales are made on the third contact.  10% of sales are made on the fourth contact and 80% of sales are made on the fifth to 12th contact.

As you can see from the sales statistic, you will probably be following up with your leads multiple times in order to work them properly.  Be prepared to make contact with your leads a minimum of 5 to 12 times before getting an offer accepted or under contract.

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                                    If you ask me, I think these steps need some serious consideration when it comes down to building your direct mail campaign and you shouldn’t hesitate for a minute to develop a systematic approach to client followup if you haven’t done so already.

                                    Here’s the thing, people.  You are a problem solver to the highest degree.  These people that you have identified and marketed to should show some indication that they may have a property that they need to get rid off.

                                    You’re not going to send your We-Buy-Houses material to an apartment complex they rent their property.  They rent where they live.  They’re not in any way, shape or form a type of person that would take advantage of your home sale material, your marketing piece.  Why?  Because they don’t own a piece of property.  They don’t own a piece of property.  Obviously, not everyone is going to have that need but the ones that do are going to be so obvious to you that you would have to be a total idiot not to recognize them.

                                    Let me tell you what I have going on this month of February 2013 as far as deals go.  Today is Sunday, February 10th and so far this month I have a beautiful condo I’m buying that is easily worth $150,000 and it’s as is condition that the seller has offered to me at an unbelievable price of only $40,000.  I’m still going to negotiate because honestly that’s what I do and this is what I teach my coaching students in order to truly maximize their deals.

                                    I have another deal.  It’s a single-family home in the western suburb of Chicago that is worth $300,000 remodeled.  It has sustained some fire damage.  It’s minor fire damage but fire damage nonetheless.  The seller just moved out and never came back.  They went out and we’re negotiating the price right now.  We’re around $50,000 on that one.  It’s going to take about $150,000 to fix up and it will get $300,000 after it’s all set and done and on the market.

                                    I have another single-family home in the city of Chicago.  I am buying this one at an outrageously low price of only $10,000.  It needs about $50,000 worth of work and will retail in a heartbeat for $130,000.  There’s another deal in another western suburb of Chicago that I’m buying for $45,000 that I have a wholesale cash buyer lined up for take it from me at $85,000.  One more in the city of Chicago, I will be picking up for $65,000 that only needs about $55,000 worth of work to get back on the market and bring me a sale price of $225,000.

                                    Do the math here my friend.  This is no joke and as I’ve said, I am only 10 days into the month of February 2013.  The total profit on this deal so far this month is $425,000.  You heard me right.  The first 10 days of the month, I have set myself up to make a whopping $425,000.

                                    Are you pulling anything close to these numbers in 10 days?  How about a month?  How about a year?  Are you getting anywhere near $400,000 a year at your current job?  I’m going to say this again and again throughout my podcast.  There is nothing I would rather be doing with my time and my life than real estate.  It has been a blessing to me and I really, really want to share that blessing with you as well.

                                    Hopefully, you get the big idea of why marketing is so important.  If it wasn’t for marketing, I would never have gotten any of these deals.  Obviously, my deal acquisition strategies play a big part in this as well, but you need to understand that marketing is where it all starts.  Without it you’re dead in the water, no chance of success and you would’ve failed at this business before you ever get started.

                                    I want to talk about marketing a bit and the different types of marketing to find motivated sellers.  The first thing I want to talk about is the list that you’re going to want to get or get access to buy, purchase somewhere.  I don’t know how you’re going to do it, but I want you to understand first you need to get a list before you can send mail.  That should be common sense.

                                    I’m going to give you a handful of list.  I want you to write this stuff down.  You’re going to want to get a list of out-of-state owners, people going through divorce, canceled expired listings, pre-foreclosures.  These are people who are behind in their payments but the property hasn’t gone through the foreclosure process.

                                    In some states it actually works in reverse so you’ll have what I would imagine is called a foreclosure list like in some states, like Texas.  I don’t know but they seemed to do everything in reverse.  At the end of the day, it’s all the same time frame.  They have a redemption period, where Illinois typically does not.

                                    Old mortgages, anybody with old mortgages.  What I would consider old would be probably 10 years old or older, anyone with no mortgage.  Then heritance list, a probate list.  Probate and inheritance is not the same thing.  This is not the same list.

                                    Bankruptcies, newly filed bankruptcies and typically newly filed Chapter 13 bankruptcies only.  Why?  Because Chapter 7 is when somebody typically doesn’t own a piece of property.  I’m not saying that’s always the case, but Chapter 13 is a repayment plan and that is a good indication that somebody has a piece of real estate that they’re trying to preserve equity and that’s why they’re going through Chapter 13 because then they don’t have to sell their house if they can stand the payments.

                                    I will tell you, it is not a very good likely possibility that these people will continue to pay under Chapter 13 payments.  We’ll get into that in another podcast.  I could actually do an entire podcast on bankruptcy marketing to bankruptcy clients and the benefits of doing that.  I might do that next week for the podcast content.

                                    Rental properties, anything.  Single-family home are typically going to be the best.  You can obviously do apartment buildings as well, but why is … I’m just going to stick with single-family homes for today’s podcast, but why is it such a wonderful list of potential clients to market to?  Because it’s great for owner financing in lease options.  Guess what?  These are people that are ready willing to let somebody else have possession of their house, of their real estate and make the monthly payments.

                                    It couldn’t possibly be any simpler.  You couldn’t possibly go out and try to get somebody to do a lease option on owner-finance deal with you.  It couldn’t be easier than doing it on single-family residential rentals, especially where there’s no mortgage.  You can ask for a better scenario.

                                    Those are just a few of the list that I market to.  Again, I give my all here in this podcast and I definitely talk strategy with my coaching students.  If you have any interest in getting into the coaching, I highly recommend you go to the website and fill out the application.  Let’s see if you’re a good fit for my program and what I teach.  This is absolutely not for everybody.  Some people just listen to it.

                                    You could definitely make money implementing the strategies that I’m giving away on this podcast and YouTube videos.  If you’re really trying to knock it out of the park, I got to be honest with you I think the best thing you could do is invest a little bit of time and money in yourself and sign up.  See if you’re a good fit for the coaching program so that we can go ahead and get you started in the right direction.

                                    Anyway, let’s get back to it.  Those are handful of the list.  What do we do?  Those are direct mail lists.  Obviously, you’re not going to stick a bandit sign in the front yard of every one of these properties.  Most likely not, so those lists go along with our direct mail campaign.

                                    I use direct mail a few different ways and I have a system for staying in touch with my sellers.  First thing and one of the very basic marketing pieces that I use is what’s called the yellow letter.  I have explained that to you in the previous episode, but I’m going to go ahead and explain it to you again here.

                                    What the yellow letter is is basically a handwritten note.  It’s a yellow piece of notebook paper.  You write on it by hand in red-felted pen and it says, “Hello,” you merge the person’s name in there so, “Hello, Mike.  My name is Mike with New Market Realty.  I’m interested in buying your property 123 Main Street.  If you’re interested in selling, please give me a call.  I put my number above.  Thank you, Michael,” and that’s it.  Off in the mail it goes.

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                                    Very powerful because it looks and feels and smells nothing like junk mail.  It gets folded up, it gets put into an invitation-sized envelop, you use a real live stamp and you send this out to a targeted list.  People open it.  They read it.  It’s a short message.  Again, your entire message gets read and the people understand exactly what it is that you’re sending them a letter for.

                                    I also send out form letters.  Form letter is something that’s a little bit more formal.  You just drop and typed up.  It’s professionally written.  It’s on letterhead.  It’s a little bit more in-depth.  I use postcards as well, We-Buy-Houses postcard campaign.  We do monthly mailing to those who I have met but not signed a deal with and those who never called, so we keep track of our mailing list.  Everything we mail out, we keep track of that.

                                    Let’s say I’ve gone out.  I’ve met with some sellers and I put them on the mailing list.  That condo that I mentioned earlier, $150,000 value I’m getting for $40,000.  Why?  I met with this lady six months ago.  She got a letter from me every single month since the day we met.  A phone call three days after I mailed out the letter just to stay in touch, her life circumstances changed.  She needs to get out now.

                                    Do you think should I have just rolled the dice and hope that she would have called back?  No way, man.  What if she lost my number?  What if she lost the first letter?  I’d be done.  That deal would have wound up in somebody else’s hands.  That money would’ve wound up in someone else’s back account.

                                    The money you’re not making right now in real estate is winding up in somebody else’s pocket because those deals are being had.  You’re wasting time and opportunity.  You really need to get out there and do something about it.  I can’t stress this enough.  Do something.  Find a coach, find a mentor, do something.  I don’t care if it’s not me.  I would prefer that it is me because I think I have more experience and I can show better numbers than anybody else out there for the most part, but find somebody.

                                    I recently was on YouTube and I found a guy that’s offering coaching for $47 an hour.  Listen to me.  If you’re earning $47 an hour coaching people, you’re not a good coach.  You’re not doing well in real estate.  You might have a great idea of how the business works and you might be able to have great conversations with people over the phone, but you are not implementing.  If your hour is only worth $47, people, there’s something wrong with it.  Think about it.  Think about what I’m saying.  Let’s get back to marketing here.

                                    Internet.  What do we do in the internet?  We do We-Buy-Houses type website squeeze pages really and Craigslist, Kijiji, Backpage, other free classified posting site.  What do we do there?  We do pay-per- click marketing with Google and depending on what your budget is you can alter that and also your geographical area of where you want people to be able to search.  Google is super advertiser friendly when it comes to not having people over clicked your site and forced you out of your budget for no reason because some people will do that maliciously.

                                    I know a guy from a real estate company from another company that he was trying to recruit me some years ago and he was telling me when they’re slow in the office that they would go and do a Google search and just constantly click on all the paid ads of other real estate brokerages just to try to push them off and spend their advertising budget for the day so that they would just basically harass.  I thought it was the most childish thing a 47-year-old man was telling me this.  I couldn’t believe it and he thought it was funny.  Everybody in the office thinks it’s real cute.

                                    Do business.  Do something productive.  Why do you have to be an idiot and try to cause people a hard time for nothing.  There’s too much money to be made out there, man.  There’s just way too much profit to be made in this business and I don’t know why people would waste their time and energy doing something so stupid.

                                    You don’t want to use the squeeze page of some sort to get out there and you’ll put your ads out.  The best place to put your We-Buy-Houses ads is not in the real estate wanted section.  I’m not speaking specifically of Craigslist.  It’s not in the real estate wanted.  You put it in the real estate for sale because guess what, everybody that post an ad goes to check to see if their ad is there.  All of the individual owners when they go to post an ad on Craigslist to sell their property, what do you think they do?  What do I do?  I go to check and see if it’s there to make sure I didn’t get ghosted.

                                    Guess what?  If you constantly and randomly put in there WE BUY HOUSES, all in caps, every 15-20 minutes and you got to do it right because Craigslist will ghost you.  You should take some time, Google and research how you can get your ads up there somewhat repetitively without getting ghosted.

                                    Guess what?  Every one of those owners is going to go in there and they’re going to see your ad either above or below theirs at some point and they’re going to click.  They’re going to see your webpage.  They’re going to see your squeeze page.  They’re going to go and fill out their information so that they can get contacted by you.  What do you think they want to do?  They want to sell.  What does your ad say?  We buy houses.  Isn’t that a common sense?

                                    Another thing that’s great with Craigslist, Kijiji, Backpage is all of the For Sale by Owner.  You want to make sure that you read the ad and I’m going to give you some dead giveaways.  If it doesn’t have an address in the advertisement typically, it’s just another wholesaler trying to generate a buyer lead list, which is okay.  You can get on their list because when you have a property, you’re going to want to contact them as well.  We’ll get to that a little bit later.

                                    Bandit sign for sellers.  How do you put bandit signs up?  I’m going to tell you something.  Go to a website now.  I wish I could give you a link to get a discount, I can’t.  I have purchased to Sign Stapler myself and then once I got it I went to Home Depot and put a few of them together myself because it was a pretty easy construction.

                                    I think they were about 100 bucks.  It’s if I’m not mistaken and they will help you get your bandit signs up on wooden telephone posts and fences and things like that, up high out of reach of other people that might be trying to hang their bandit signs as well.  Check that out.  You’re going to want to put your bandit signs up at four corners of any major intersection.

                                    One thing you’re going to want to do is put it out at around any time after 5:00 on Friday.  Let it sit for the weekend and go back and get them late Sunday night, so around maybe 9:00-10:00 at night if you can.  If it has to be earlier, let it be.

                                    Do not leave your signs out, because then you’re going to have the municipal code enforcers coming out and you can get fined, you can get in some trouble.  Not much but you might get to fine here and there and you don’t want to have that happen and be respectful of the community.  Whether that’s your community or not, be respectful.  Show a little bit of tact when you do things.  Put your stuff our there and take it back down on Sunday.

                                    That’s how I would do that.  I would maybe map out a certain area.  If you want to target a certain market, you’re going to want to maybe go to Google maps and input a zip code, for example.  You input a zip code into Google map it’s going to show you your boundaries and you can go to the main intersections in that zip code.  It doesn’t mean a pastor through isn’t going to call you and they might have a property way to heck out in the middle of nowhere.  If it’s a deal, grab it.  That’s what I’ve got to say.  That’s how I would do it.  Generally, I’m going to target and carve out my area as best I can.

                                    Now I want to talk about marketing for cash buyers and investors, other flippers.  You can do direct mail.  I use direct mail a few different ways.  I have s system first thing in touch with my buyers.  I typically will not use the yellow letter for them.  I use form letters that basically say, “Hi, Mr. and Mrs. Johnson,” or, “Hi, ABC Remodeling,” or, “Hi …” whatever, hedge fund.  “I notice you purchase the property at 123 Main Street and I wanted to introduce myself and give a little bit of background about you telling me you’re a wholesaler, telling me you come across great deals.  You get properties of 50 cents on the dollar.”

                                    “All I want you to do is send me an email,” give them your email address.  Also give them your phone number in the event that they want to call, but give them your email address and let them know, “All I want to do is put you on my list so as I get properties I will send an email to you so you can buy them direct.  These are typically properties that are not on the market.  They’re way under value.  I get them for 30, 50, 70 cents on the dollar,” and so on and so forth.  It’s got to be something that is effective, something that’s going to get their attention and you have to do monthly mailing to these people.  These are ones that never called you anyway, the ones that never emailed you.

                                    How do you find cash buyers?  It’s simple.  You got to get access to the MLS.  Again, I told you find a realtor or either become a realtor yourself, which I highly recommend, so we get more dues paying members as realtors out there, paying into the national and state and local boards.

                                    I think if you’re going to be in the real estate business, be in it.  Get a license.  Be a professional.  I’m not saying you ever have to go out and list any properties.  You could only list your own investments, but I still think it would be wise for you to have access to the MLS yourself and all of the other wonderful benefits of being a realtor.

                                    If not you’re going to have to partner up and work with what I’m going to call your realtor associate.  That’s going to be the person that, let’s say, in the event that you can’t deal, you can always refer a deal to your realtor associate.  That way they can make a little bit of a commission and that would be in a little bit of an exchange for the access to the information that you need.  Hopefully, the two of you can sit down in their office one day and you say, “I need a few hours a week for you to help me search the MLS and get some information I need.”

                                    What you’re going to do is you’re going to go basically into the text records or into the MLS records and find out all of the transactions that were purchased for cash.  That’s one way of finding your potential investor list or developing your potential investor list.

                                    The other way is have your realtor or you yourself go into the MLS and what you’re going to do is put in a zip code.  You put in a zip code and you get everything that is every status, except like canceled and expired rented you don’t care.  What you’re looking for is you’re going to get that and then you’re going to organize it by street number.  I’m telling you how my MLS works so you’re going to do that.  You’re going to organize it by street number.

                                    What you’re going to see is you’re going to have a list of properties, so you’re going to have 123 Main Street, you’re going to have 456 Minor Street and 1710 Belmont.  You’re going to have all these different addresses but when you see the same property twice, you’ll see 123 Main Street was bought for $67,000 and then it’s on the market or closed or under contracts at $250,000 within a year.  I don’t care if somebody bought then sold something two years ago.  I want that person’s name and mailing address so I can send him a letter.  Why?  They’re an investor.  That’s how you’re going to find cash buyers.

                                    Finance code would be cash or you can do it by area and organize it by property address so you can see obviously when someone bought something and they put it back out there and either sold it or trying to sell it.  Those are investors so you’re going to want to get their information and go ahead and mail them a letter saying, again, what I told you basically you’re an investor … I’m sorry.  “You’re a wholesaler and you’re out there looking to bring them properties at 30 to 50 cents on the dollar.  If you’re interested, please give me a call or send me an email so I can simply put you on my email list and email you properties as I get them.”

                                    Next step you could do is internet.  I don’t suggest pay-for-click for this.  What I would suggest is doing what we call blind ads, which is, again, you might go to Craigslist, Kijiji, Backpage and you put an ad out there.  Wholesale real estate, get deals at 30 to 50 cents on the dollar, and you have either your squeeze page or you let them email you directly.  Those are blind ads.  That’s when you don’t have a specific property.

                                    If you do have specific property, then you might advertise that property and its address or you might just advertise a neighborhood or subdivision.  There are a lot of different techniques to doing that so really try everything.  That’s what I would suggest, try everything.  If it doesn’t work, you’re going to see what doesn’t and doesn’t work.

                                    Your whole point with your blind ad is not to take an email … When you don’t have a property is not to take an email and get back to him and say, “Hey, I don’t have any properties.”  You don’t ever have to respond.  All you have to do is take the email address, start collecting them and as you get properties you blast them off to these people.

                                    If you have a property specific ad obviously, you’re going to want to try to sell it so you can get your money out of the deal.  Again, let’s say you partner up with your real estate associate.  If you’re not going to become a real estate agent yourself, a realtor yourself, you go ahead and partner up with your realtor associate.

                                    Let’s say, he or she has 2, 3, 7, 10 listings.  They have to give you permission or you should get permission in writing that they’re allowing you to advertise these properties.  You can advertise that out there.  Do you have to put a price?  No, you can say cheap cash it doesn’t matter.  Be creative that’s all I’m going to tell you.  Just be creative.

                                    You don’t have to really get out there and put a price on it.  You can but don’t advertise somebody’s property when you don’t have permission to for less money than you know you can get it for.  People are going to email you about the property.  You’re going to throw them into your contact manager.  I use iContact, but you can use whoever you want, some people use AWeber, things like that.

                                    You can go ahead and put it into your email on your contact database and as you get properties then you’re starting to develop an email list of potential cash buyers, too.  All you have to do at that point, you email blasts to all of your buyers whatever property you have, whatever picture comparable sales so they know what the property is potentially worth so they can make a decision.

                                    The last bit of marketing here now for generating cash buyers, investor, flippers, even rent-to-own buyers would be bandit signs again.  Again, I’m giving you three same things as I’m just telling you step by step exactly what you need to do to really execute every one of these.  You put your bandit signs up, the process remains the same.  You put it up into four-corner intersection of a busy intersection in your neighborhood, your city, your town whatever the case maybe.  Put them up Friday at 5:00 to come down late on Sunday.

                                    Bandit signs you’d simply put out, for example, single-family home, three-bedroom, two-bath, needs work, cash only; or three-bedroom, two-bath home, rent-to-own only $1,500 a month or $5,000 down, $1,500 a month.  Again, remember what you’re trying to do is generate interest.  If you don’t want to take these calls, you can set up like a toll-free number.  I always use local numbers.  I think they’re better personally.  More people will call because they won’t feel like it’s a company and that there’s somebody out there to get them.

                                    I use FreedomVoice, so you can go to  I have actually used them for probably 13 years now.  It’s a great system.  You can get multiple voicemail boxes.  You can get one.  It’s really, really inexpensive.  I think they started either $9.95 a month or something like that.  I have a bigger package, a bigger plan so it’s a little bit more money for me but I do a lot with it.

                                    To get started, you can definitely do that.  It’s got caller ID.  It can’t even block your number.  Even if it’s star 6, 7 and you call, it still unblocks your number.  Don’t ask me how.  It’s just fascinating to me that they can do that.

                                    Again, you’re going to put the bandit signs out so it’s either going to be to attract cash buyers who are investors.  Not everybody is going to be.  Again, you just want that email address and same thing with the rent-to-own buyers.  Those are going to be great when you get properties under a contract, on lease options, wrap-around mortgages subject to where you can say, “They are $5,000 down payment.”

                                    That’s what’s going into your pocket and then we work out the numbers as far as the rent.  Obviously, you want to have something that’s legitimate for these people so that they can afford it.  You attract them, they call, they give you an email address and you can get them on your list.

                                    I hope you understand the importance of this very necessary process of getting your business started.  If you’ve already started, then to get your business to an explosive level of profit and production like you may have never thought possible, this is no joke.  The money to be made here is mind blowing and you just can make it any easier on yourself than starting in real estate right now.

                                    One thing you need to know to save some time is that you should find a great coach.  Again, I can’t stress this enough.  I spent a lot of years, a lot of money and a lot of heartache learning this business.  If I had a coach, somebody that I could go to, somebody that I could send emails to and talk to over the phone, work deals through partner with borrow money from a real great coach, a mentor to walk me through the process, I couldn’t tell you how much further along I would be right now today.

                                    Again, I think you should find a great coach, a mentor, someone that’s going to be able to guide you, help you, partner with you when necessary and help you get moving in the right direction fast.  Believe me if I ever have to get a heart operation, I promise you I will not shop heart surgeons based on lowest price.  I don’t think you should do that when it comes to finding a coach either.

                                    I have a few coaching spot still open and I think it would be a very wise move on your part to go to my website at, click on the Let’s Talk tab, fill out the application and see if you’re a good fit for my program.  I personally review every application to make sure you’re the kind of person I want to work with.  If you are, I’ll get back to you within 48 hours to gather a little bit more information and help you get started right away.

                                    Hurry up and go to my website at, click on the Let’s Talk tab, fill out the application and I’ll get back to you and help you get started if you’re a good fit as a coaching student for my program.  Don’t be cheap and short change yourself.  I offer a full refund on your coaching fee if you don’t get a deal in your first 30 days so in all honesty, you have absolutely nothing to lose if you’re accepted as a student.

                                    That’s it.  I’m going to stop now.  It’s time for us to wrap up anyway.  I want to hear about your successes.  I want to do a phone interview podcast with you when you closed your first deal, so get out there and make it happen.  You can do this.  Believe me when I tell you it is not hard or complicated when you have the right tools, systems and support in place.

                                    I want you to be successful, make more money, help people and change a lot of lives for the better in the process.  I can’t explain what real estate investing has done for me.  It has totally changed my life for the better.  There isn’t a thing on this earth I would rather be doing than real estate investing and helping other people realize their dreams by teaching you what I know and what I’ve learned along the way.

                                    Here’s a small favor I’m going to ask of you.  I’d like you to go ahead and go to iTunes, download my podcasts, leave me some feedback.  I always appreciate the five-star reviews and I’d be happy to announce your name and reviews on my next recording of the Extreme Real Estate Investors Podcast.

                                    As I said, I definitely want to share your success stories with the rest of the listeners out there, so take a little time and go to iTunes, leave a review and I hope you found this podcast informative, inspirational and it motivates you to get out there and make a difference in your life and the lives of other people by helping them get rid of properties that they no longer want or need.

                                    If you have any questions, again, you can email me directly at  That’s, or just go to and contact me through my website.  While you’re there, you can download my eBook, 16 Ways You Can Turn Unleveraged Assets Into Income, for free.  I’m super excited to launch the website and we’ve got it up running officially now and as the weeks to come we’ll show we are going to have all of our podcasts, YouTube videos and a whole lot more to share as time goes on here.

                                    I also want you to go ahead and send me an email or contact me through the website at if you have any subject matter that you specifically want me to cover in the next episode.  I’d be happy to help and do everything that I can to help you in your real estate investing business.

            Thank you again for listening.  I really appreciate you letting me beat you here for so long.  I’ve had a lot of fun and hope you’ve learned a thing or two.  Remember to always pay it forward.  Until next time, happy investing and remember to go big or go home.

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About the Author: I’m Michael Kevorkian and I am a real estate broker and investor in the Chicago area. I own New Market Realty Inc. a residential real estate investment brokerage in the Wicker Park neighborhood.  My blog is here to help spread the word and love for real estate to all who care to know more. Realtors & investors alike, if it’s real estate and it’s good… You can bet I’ll get it on my website to share the awesomeness with you! You can follow me on , Twitter, and Facebook.

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The Blackacre Group LLC

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Real Estate Brokered By: New Market Realty Inc. Realtor – Equal Housing Opportunity