John Martinez is a sales wiz, and has built his career in several different industries, through the use of selling. He helps train salespeople to become top performers, specifically in the real estate industry. John has over 18 years of experience, and has really help Alex and his team, just through the use of a few simple changes. John shares his script, and does a quick unpack as to why it doesn’t sound like your typical sales call.

Key Takeaways:

• Alex started his career in real estate in 2005, but never received sales training for his business … until a few months ago.
• John has been in the sales industry for 18-20 years.
• We all spend a lot of money on marketing, but we gotta be smart with how we spend our money.
• How did John get into sales, and then how did he transition into the real estate industry?
• Very early on in John’s career, he became obsessed with the sales process.
• Because of John’s teachings, Alex had to change his scripts and retrain his team.
• Alex’s results have almost tripled, just by making a few simple changes.
• You always want to be learning about sales, as it applies to all aspects of your life.
• What are some of the major pitfalls real estate guys tend to make on the phone?
• What are some of the elements of a good sales call? Alex and John do some role playing.
• Why are John’s sales methods so effective?
• Your scripts don’t have to sound or feel robotic.
• You don’t need to go too deep into the details. Always aim to get general information from the homeowner.
• Ask the homeowner what houses typically go for in the neighborhood. They’d be much more willing to throw numbers at you, than tell you their asking price.
• How does John make an offer to the homeowner over the phone?
• John breaks down the lessons you’ll learn in his REI Sales Academy.
• Everyone calls it ‘sales,’ but really it’s about learning how to communicate pressure-free.
• Remember, you can download the script (see below) that John shared on today’s episode.
• Make sure to listen to Part 2 which gets released on Monday, March 6th!

Mentioned in This Episode:

Take Action Now on John Martinez's REI Sales Academy. I have personally gone through this training, and have invested for my entire team to go through. I HIGHLY recommend it!

Get the Seller Script Here

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Alex has learned some fantastic things from John Martinez on how to master the cold call. You can look forward to his 2-part interview in the next coming weeks, but for now, Alex shares what he’s learned on how to reach out to that homeowner in a friendly way.

Key Takeaways:

• Alex talks about the masterclass he did with Mark Evans.
• Look out for this week’s episode with John Martinez. You are going to get some valuable giveaways!
• People have so much fear around cold calling.
• When calling, introduce yourself as quickly as possible.
• Always assume you’ve reached the right person when cold calling.
• Alex shares an example of how you could start the call.
• Don’t sound too corporate or too formal. You’re calling your friend!
• Alex shares another example of how to start the call on a vacant property.
• When you cold call, you’re going to get some objections/skepticism/questions. Alex shares some rebuttals and tips on how to stay on track.
• These tactics can apply to any niche.

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Tweetables:

“We get a phone call and it’s obvious that it’s a cold call. What happens? Our guard goes up.”

“Always assume you’ve reached the right person.”

“First thing you want to do is identify who you are and why you’re calling as quickly as possible.”

Ask Alex A Question:

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Mark Evans DM is known as “The Deal Maker,” because he owns a massive real estate empire, and is able to consistently close an average of 30-50 deals per month! Mark has been in the real estate industry for the last 21 years, and it has taken him some time to build the systems and staff in place, where his business thrives while he’s traveling the world. Find out how Mark structures it all on this week’s show!

Key Takeaways:

• Mark not only talks the talk, but walks the walk too!
• Who is Mark and what does his business look like today?
• What is Mark’s unique ability?
• Mark has a virtual office because he knows he’s bad at being in an office physically. Too many distractions!
• You can’t travel the world 6 months out of the year, without having systems in place.
• What has Mark learned over the years about growing and scaling his business?
• When it comes to being a leader, it’s important to help train your staff to think proactively. You want them not to have to rely on you for solutions!
• Having integrity and ethics goes a long way in any business.
• Mark has created an amazing culture where, if he loses one fantastic employee, he knows the business will take a hit, but it will still be okay.
• Why do so many people have a hard time ‘making it,’ as real estate investors?
• How can you begin to find talented and honest people?
• You gotta give to get! The secret to living is giving!
• What’s one piece of advice that Mark would give to his younger self?

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Connect with Mark Evans at Markevansdm.com

Mark on Periscope

Mark on Facebook

Alex discusses how to ‘double down’ on your marketing efforts. What are you currently doing right now to generate leads? Pick a marketing channel and then optimize it to the best of your ability. It’s important to always have a bird’s eye view of your business so you can improve and tweak systems and get more bang for your buck.

Key Takeaways:

• Take one of your marketing channels and double down on it.
• Alex shares an example of how to double down.
• You spot a vacant property, what should you do?
• What are you currently doing to generate leads? How can you add to that?
• Remember, the extra steps you take, are steps your competitors aren’t taking. You have to get that upper edge.
• One of the ways Alex got deals was by literally knocking on doors!

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Batchgeo: Great for pin pointing properties on a map

***Recommended Resource To Receive Automated Seller Leads

Ask Alex A Question:

Have a question you want featured on an upcoming Flip Empire Show?

Head over to the Ask Alex page, and record your question. We’ve made it super easy for you, so let us know what challenges you are having, and Alex will answer it personally!

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Text the word EMPIRE to 67076, and we’ll send you a link to get instant access to the “5 Ways To Scale Your Real Estate Wholesaling Business To Six Figures (In 6 Months Or Less)” video module training course.

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Susan Lassiter-Lyons is an investor, entrepreneur, and coach. She has personally closed more than 600 real estate transactions, and launched a private equity mortgage fund, raising 26.2 million dollars from individual investors. When it comes to getting highly motivated leads, Susan knows her way around. On today’s podcast, she shares some creative niches that you can get into.

Key Takeaways:

• Susan shares some of her main tips on how to get motivated leads.
• Always have at least 5 viable deals in your pipeline at any given time.
• When you force something to be a deal, chances are there are a lot of headaches associated with it.
• What does Susan’s business look like today?
• Between Susan and her students, they have raised $250 million in private money.
• Newbies should focus on specializing. It’s hard to break into the market if you’re too broad.
• If you want to take on the big boys, then you really can’t compete head-to-head with them.
• Wholesalers tend to be a little lazy when they're first starting out.
• Eviction filings basically have no competition.
• Susan shares her ‘tenant from hell’ story.
• What kind of MLS keywords has Susan found that has been effective for her?
• What marketing channel should you keep an eye out for?
• What advice would Susan give her 25-year old self?

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Getting The Money

The Investor Insights

Kick Em Out Quick

Getting The Deals

Eviction Coordinator

Ask Alex A Question:

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Alex spoke about what you should do in the event a seller no longer wants to sell, in Episode 70. Today’s episode covers this topic a bit further, on how you can prevent seller’s/buyer’s remorse. Alex offers his key strategies on how he can sniff out someone who may want to back out from the deal, and what you can do about it.

Key Takeaways:

• Last week’s episode was about how to handle clients who have seller’s/buyer’s remorse.
• There are many reasons why a client may no longer want to sell.
• So, how can you prevent seller’s remorse from happening to you?
• Sounds crazy, but give that homeowner an out.
• You shouldn’t be working hard to get a deal. You should always be people-focused in this business.
• You want to get the seller to sell to you.
• Ask them tough questions, shut up, and really listen to their answers.
• If the seller is sold on a ‘maybe’, you’re in a horrible position. It should either be a yes or a no.
• Please share this podcast to your friends or family!

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Episode 70: Seller No Longer Wants to Sell

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Alex recently attended an event, and it left him with three important takeaways he wishes to share on today’s show. Some of these events can leave you inspired with new ideas, or uninspired. However, even though you’ve might have heard it all before, Alex believes that there’s a time and place for everything, and sometimes we need to hear the same advice again, but just worded in a different way.

Key Takeaways:

• Alex’s got some good news and bad news for you.
• Going to a mastermind event or seminar can really inspire you.
• Sometimes you need to hear certain things repeated more than once.
• Alex wants to build a community of likeminded people through the Flip Empire Podcast & Facebook Group.
• There are three main things Alex took away from the recent event he attended.
• We’re all looking for secret strategies to get ahead of the competition.
• Keep it simple. Don’t overcomplicate things.
• If you haven’t maximized direct mail yet, then you need to get focused.
• Remember to engage with your customers constantly. Sometimes you’ll need to hire out, in order for that to happen.
• Alex is taking a bird’s eye view on his business, and making it more efficient.
• Questions? Reach out to Alex!

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Ask Alex A Question:

Have a question you want featured on an upcoming Flip Empire Show?

Head over to the Ask Alex page, and record your question. We’ve made it super easy for you, so let us know what challenges you are having, and Alex will answer it personally!

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Text the word EMPIRE to 67076, and we’ll send you a link to get instant access to the “5 Ways To Scale Your Real Estate Wholesaling Business To Six Figures (In 6 Months Or Less)” video module training course.

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In this week’s episode, Alex does a deeper dive on his follow-up system. As he’s mentioned on previous episodes, 70-75% of the deals he and his team have closed come from the follow up. This is why you really, really have to have fantastic systems in place, so that you always remain on your customer's mind.

Key Takeaways:

• Alex will show you today what an effective follow-up system looks like.
• If you don’t have your pipeline filled with leads, then you don’t have a business.
• In a previous episode, Alex mentioned that his sales team is going through some intensive training to help them close deals more effectively.
• 3 out of 4 deals that Alex closes comes from the follow up!
• Always be in front of the seller’s mind.
• How can you make your follow-up system more effective?
• Alex has 25 email templates already pre-built to make the process easier.
• How many emails does Alex send to his potential customers?
• Think about a follow-up system that consists of text messages, phone calls, emails, and sly broadcasts.
• You can program your CRM to send your customers a letter.
• So, what does an effective follow-up system look like?
• Ideally, you want this system to be automated.
• The key is to stay consistent. Let them know you’re around!
• Remember, Alex has a private Facebook group that you can join!

Mentioned in This Episode:

FlipEmpire.com

Flip Empire Private Facebook Group

Here is the Email Broadcast & Auto-Responder Service I use and recommend: Aweber

Join The Flip Empire Facebook Group:

The Flip Empire Facebook Group is a community of successful, like-minded real estate wholesalers / entrepreneurs, dedicated to building real estate businesses that support their desired lifestyle while helping others in the process. The purpose of this group (and FlipEmpire.com) is to serve it's members and add value to their businesses by providing free content, training, tools, resources, and most importantly, community, to help everyone achieve FREEDOM through Real Estate Investing.

Click here to request access to this closed Facebook group to connect with our community.

Ask Alex A Question:

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Head over to the Ask Alex page, and record your question. We’ve made it super easy for you, so let us know what challenges you are having, and Alex will answer it personally!

Did you get your FREE Online Course?

Text the word EMPIRE to 67076, and we’ll send you a link to get instant access to the “5 Ways To Scale Your Real Estate Wholesaling Business To Six Figures (In 6 Months Or Less)” video module training course.

Subscribe To The Flip Empire Show, and Leave a Rating & Review!