This is the continuation of the Flip2Freedom podcast transcription. In this episode, Sean interviews the nation’s #1 wholesaler, Kent Clothier, and finds out how he created a wholesaling empire – averaging over 50 deals a month.
Kent: Again, in fairness to everybody here, the idea was we just wanted to make our own investing easier. It’s a lot of work to do this, but quite frankly, it’s a heck of a lot better than if we were trying to do it by sending people to every courthouse in every city, in every state, sitting down and doing it one by one.
Sean: For me to build a cash buyers list, I bid on Google ad words, on specific keywords, we post on Craigslist, which get a lot of tire kickers every single day. Then we have got other realtor’s that we build relationships with that bring us types of transactions, then we do direct-mail pieces out to some buyers. But, I think that alone, it literally gets rid of all that, to where you know the people who have purchased cash, and you can access them immediately.
So, for a person that is brand-new. Let’s say, they don’t have the cash buyers list, maybe they have like 10, 15, 20 people and they really want to ramp this sucker up. How would a brand-new person in Nevada, for an example, use this list database to really scale their business?
Kent: It is all about positioning. Now, I’m going to give you my two cents here; I think it is all about positioning. If I was starting any new market, what I encourage everybody to do is, you go in and you locate quickly all of the people in Nevada, or in Vegas that are paying cash right now. In our system we can even break it down and show you who the biggest buyers are.
So, who are the people who are buying more than two properties in the last 90 days, paid cash over $100,000? You can put all of the search parameters in, and you narrow it down to 250, 300 people, and we include a direct mail piece in there. I can’t even tell you how much money we have spent over the years in perfecting this little piece.
We call it our challenge letter, basically we send this letter to those buyers, and we would tell you to go send this letter to the buyers on your behalf, and your phone will absolutely ring with cash buyers. And, when that happens, you’ve got the people, keep in mind, who are on the other end of that phone. A paid cash, multiple properties, over $100,000 in the last 90 days, in Clark County in Nevada. . .
Kent: It’s the real deal at that point.
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