Have Faith In Finding That First Deal And Start The Snowball

Will I ever be able to find a good deal on a house? And if I do, will I be able to find more?

These are questions I struggled with when I got started and I am sure that 99.9% of investors go through this doubting stage. It is very important to keep the right mindset. The mindset that you will find a deal.

The deals are out there and are waiting to make their presence known to you.

At the very beginning, your marketing efforts are only allowing a small amount of people to get your message that you buy houses. It takes a while for the marketing to start to reach enough people for there to be a possibility of getting the message in front of the right person at the right time. The right person being anyone that has a house to sell and is willing to sell at a deep discount in exchange for a fast, hassle-free sale.

Real Estate Investing is Purely a Numbers Game

Get your message in front of enough people and you will get that first deal. Most investors agree that a very basic rule of thumb is that out of 100 calls from sellers, 10 will be possible deals. Of those possible deals (deals that have enough meat on the bone) you should be able to buy 1. Following this rule, you should be buying 1% of the houses you are told about.

So if I told you that I get 15 calls every time I put out 25 bandit signs [signs people post on utility poles], it would follow that I should have a deal after putting out roughly 167 bandit signs. If I were to go out and put up 167 (over time of course - don't want to piss off the county too much), I should land a deal. It's not guaranteed, but you sure have a better chance than if you were to go out and put up 50 and complain that it didn't work because you didn't land a deal.

You have to give your marketing enough time to really build. Some of the signs you put up will stay. Some people will write down your phone number or keep your letter and call you a year from now. This all adds up over time and starts to allow you to generate those 100 calls a lot faster and even to increase the percentage of deals you get from those 100 calls.

Keep Track of Your Marketing

I am amazed at how many people don't keep track of their marketing and the results they are getting from their efforts. Simply ask each person that calls you how they found about you and write it down. Keep a spreadsheet with how many calls came from each of your marketing efforts. Also, make sure to keep track of the amount of offers you made and deals bought for each marketing strategy.

In the beginning you will be tempted to review your results every couple of months, but keep in mind that it takes time for some marketing strategies to start pulling. Give them time (at least 3-6 months). Every year I review my marketing numbers and determine where the best bang for the buck is coming from and adjust my strategy for the new year. Put more money and time into the better producing strategies and dump the poor performers.

Have Faith and Know That You Will Get Some Deals

You have to believe that you will find a deal. Otherwise, you will likely quit after minimal effort, like 95% or better of new real estate investors. Knowing you have done a deal makes it much easier to have full faith another deal will come. With this mindset, you will attract more deals and in shorter amounts of time.

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  • Latest_posts_thumb_avatar-free2rhyme214

    Peter Haymond — almost 3 years ago

    Good post. Lets not forget business systems and growth management from Michael Gerber's "The E-Myth" or it doesn't matter how many marketing pieces you put out there if YOU are the one doing the technicians work then your business will never scale. I do agree that evaluating your marketing pieces is important and worth your time. Although the extremely successful investors are running 16-17 campaigns at once instead of a few bandit signs and some direct "me-to" mail marketing campaigns. It's much more then having faith that you will find some deals in my opinion. Since you know the numbers from # leads to # deals closed you also should know that as time goes on, so should your communication skills with buyers, sellers, and other professionals you work with. Financing is huge & what strategy you pick is also important. There are so many factors but I know from experience that good deals only last about 24 hours & then their gone. Although just like buses, there's always another one coming as long as you are consistently marketing & eventually outsourcing this to employees in your firm.

  • Latest_posts_thumb_avatar-cliffordstewart

    Cliff Saunders — about 3 years ago

    Good and timely advice, thanks.

  • Latest_posts_thumb_avatar-dannyj

    Danny Johnson — almost 3 years ago

    Peter, That sounds great and I know Than Merrill says [u]exactly[/u] the same thing with every interview, but my wife and I don't have plans to manage a bunch of employees and grow our company in that way. Some people want to grow a company that can later be sold or managed by someone else and some people want to keep things simple and still make a ton of money. We find that we do just fine without the added complexity. Thanks for your input.

  • Latest_posts_thumb_avatar-dannyj

    Danny Johnson — almost 3 years ago

    Don't get me wrong. I do feel that systems can be beneficial and should be employed, but this article is really about starting out. Systems are not so important in this stage in my opinion. Most people struggle to just take action and this is what I hope this article helps people do. Take action. Thanks for the comments.

  • Latest_posts_thumb_avatar-evansbrothers

    Brian Evans — almost 3 years ago

    It was posts like this that helped me get through the rough period of just starting out. Appreciate it.


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