When it comes to leads, how old is too old? Would you believe it that Chris Craddock from REI Revive resurrected five-year-old leads?! It’s true. And he believes that real estate investors have hundreds of thousands of dollars sitting in their CRMs. With a little effort, they can unlock the potential of their dead leads too.
As a kid, the magic word “please” might’ve gotten you pretty far with your mom. For sellers, the magic phrase is “Are you still looking to sell if you got the right price for your property?”. This is the chance for sellers to dream up a number that would motivate them to pack up the old homestead, and it works like magic for Chris and his team.
Chris teaches his students the five reasons why someone wants to sell with an investor. Your job as an investor is to uncover the reason why a seller is motivated to sell with you, and give them a chance to tell you why they want to work with you. Inside every potential seller’s head is some variation on one of these five sentences:
- I don’t want to pay a commission.
- I need to sell fast.
- I’m a secret hoarder.
- I don’t want people running through my house.
- I’m in a distressed situation.
Now, you’re going to come across a lot of sellers who still want to sell with an agent. When you hand off leads that are going to sell for 95 cents on the dollar, how can you still make some money on this lead you chased down? Chris finds agents to partner with, but not just any agent. Some investors might choose an agent whose only qualification is that they breathe. Don’t do that, warns Chris. You want an agent partner that’s happy, hungry, humble, and smart.
Chris brought so much value today for how you can dig into any old CRM and make some money. If you have questions, DM him on Instagram, or check out his course REI Revive for more real estate strategies.
Watch and Learn:
Listen and learn:
- How to improve your cold calling chances with what Chris calls “double-tap text”.
- How do you find old leads if you don’t have any of your own?
- What you want to look for when you’re searching for the perfect agent partner.
- Chris’s magic script for old leads can bring you deals from leads as old as five years!
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