All Forum Posts by: Adam Macias

After many years of speaking with sellers I'm telling you this is the best mindset shift I've ever had. That someone can be in pre-foreclosure, the house is going to auction in 30 days, this could be their dream home, they could even have kids living with them and two dogs and a spouse, and they still won't do anything about it. Often times you have to realize unless someone has made the DECISION to sell and find a solution, there's nothing you can do. This may sound strange but it does relate. I have a two friends that work in mental health and addiction. They tell me often they'll go through therapy with someone for 1-2 years, and nothing changes with the motivation that person has to change. That someone people truly gave up, and they actually don't WANT to go back to a sober life. They don't want to let go of the depression. That's the addiction itself is the struggle. To them, working hard, taking responsibility, is just not what they want to do. So what do you do? Do you try and force them to get sober, how long does it take before you realize it's a hopeless cause? It's the same thing with sellers. I'm telling you, numerous times I sat with a homeowner for two-three hours presenting every solution and the consequences of what will happen if they don't do someone asap and they just don't care. This is something sales coaches everywhere won't tell you. That sometimes there's no freaking magic words or stupid script that'll save you. If someone came into a car dealership with a 500 credit score, $100 to their name, no job and on co-signor, are you REALLY going to have that dumb mindset most sales people do and think you can convince them into a sale? Is that even someone you WANT to sell a car too? lol I mean what are we talking about here. But I know many people in real estate who are desperate themselves. Who are starving themselves so they do indeed try to force even the most insane situations into a sale. I'm a deal finder, not a deal creator. Stamp that on your forehead. Put that on a sticky note. Tattoo it on your arm. This is the only motto you need to understand. I swear, the deals I made the most money on were the easiest ones. The deals I barely made anything on were the hardest. FUNNY how that works.

Okay, maybe not "criminal", but a severe hit on any chance of

the average person building long term wealth in homeownership.

Median household income 2019: $83,260
Median household income 2024: $83,730

Median home price 2019: $254,700
Median home price 2024: $407,500

This is why we're in such a tough situation across the country.

I get real estate "always goes up", but at some point you price

out an entire generation.

The best realtors don’t spend all day cold calling cuz it wears you out and don’t get you many deals most times. instead they go after internet leads because people online are already looking to buy or sell so the convo starts way warmer. you don't gotta beg someone to talk with you because they already RAISED THEIR HAND. once you got your system set up the leads just keep comin in while you focus on closing deals and making appointments only with those who have the best possible chance of doing business with you. Cold calling is just not what it was. The new iPhone update proves this. When tech companies are creating this many features along side the carrier networks to make sure unwanted calls don't get through, MAYBE you should figure out how to just get people to call YOU.

 That's exactly why I love regulation and licensing. Because wholesaling, real estate in general isn't suppose to be this "get rich hustle" because it attracts people who are bad with money anyway. The reason "no credit, no experience, no money" is so appealing is because the people who buy into what these gurus preach are bad with being professional to begin with. If you have a 500 credit score and have less than $500 to your name, you shouldn't try to be in wholesaling or real estate in general. Fix that problem first, fix your life if you will, then come into real estate. Approaching a seller who is in probate, pre-foreclosure, relocation, etc. going through a rough time needs a professional who knows the process, they don't need someone who is going to make their situation worse. So I can't wait till regulation gets stronger across the country.

Join us for an exclusive webinar designed for Featured Professionals ready to take their lending career to the next level with BiggerPockets!

This session will highlight actionable ways to stand out as a loan officer, grow your online presence, and convert more leads into closed deals.

We’ll be joined by Jeff Welgan, a top-performing lender known for building authentic relationships, establishing trust with borrowers, and getting results. He's the Vice President of Investor Lending with BluPrint Home Loans.

Mortgage professional for over 20 years and leads a team of mortgage advisors focused on helping real estate investors succeed

Since Q3 of 2025, Jeff has:

*Featured on the BiggerPockets Podcast RE Episodes 1163, 943 & 939 and BiggerPockets Rookie Show Episodes 588 & 409

*Closed 37 deals, with 40% of his business coming from BiggerPockets investor leads

*Converted 19% of his BP leads an outstanding track record

In this exclusive session, Jeff will reveal the day-to-day habits that drive consistent deal flow.

Agenda

-How to build a strong brand as a loan officer in a competitive market

-Jeff's systems for lead management and client follow-up

-How to overcome objections and turn skeptical leads into loyal clients

-Real examples of what's working in today’s lending environment

-LIVE Q&A: your questions answered in real-time

Totally Free to join!

Thursday, September 25, 2025 · 11:00 a.m.Mountain Time (US & Canada) (GMT -6:00)

We'll see you there. 🫶

Register here: https://www.bigmarker.com/biggerpockets1/build-your-presence...

A lot of real estate agents are struggling right now because they depend only on their sphere of influence, or SOI, to bring in business. While referrals and relationships are important, they can only take you so far. If your friends and family aren’t moving, your pipeline dries up. The agents who grow are the ones willing to take a chance with their marketing dollars to reach people outside their circle. Running ads, building an online presence, or investing in lead generation may feel risky, but it creates new opportunities that your SOI alone can’t provide. Sticking only to your comfort zone keeps your business small, while learning to market yourself opens the door to more clients and more deals.

Can you imagine how much faster you'd get deals done as an agent or investor if you just took a chance with your marketing dollars you have? Doesn't matter if it's $200 or $20,000.

 Hahaha especially when a bus is covering the whole ad each stop! 

I noticed this is how so many of us are though today. When we seek information, help or a service, we start with the internet. Bandit signs used to work amazingly 10 years ago but now I don't even think the city will keep them up! Times have changed indeed. Thanks so much for the comment!

@Ryan Spath I've made those mistakes but I learned really quickly that I had to change or I was missing out! That is the beauty of AI! It's not to replace the work, it's just making sure people don't forget about us. I mean what's the difference between AI and a grocery store sending you a weekly brochure in the mail of specials they have this week? Nothing. It's all marketing, it's all making sure people go to sleep thinking of you, even if they don't want to, they'll be forced to haha.

I'm building my own automations right now through vibe coding, honestly, I don't necessarily have a duplicatable system right now as of yet though. Still fine tuning things!

A big reason many agents are suffering right now is because they don’t respond to clients fast enough. In this market, buyers and sellers want answers right away, and if an agent takes hours or even days to reply, that client will move on to someone else. Speed matters more than ever because people have options, and there is always another agent ready to jump in. Investors especially expect quick communication since deals can disappear in a matter of hours.

Agents who are slow to follow up end up losing business, even if they are knowledgeable or experienced. The ones who win are the agents who treat every call, text, or email as urgent and show clients that they are on top of things. Responsiveness builds trust, and trust leads to more deals.

Various studies now show the average attention span of a human is 8 seconds. We're right in line with goldfish now. So imagine, a lead calls or emails you and 5 other people, you think by the next day they even remember contacting you specifically?

Probably not. They probably are only remembering the hour conversation they had with the agent that called right away. If you get a hold of a lead, keep them on the phone for a LONG TIME. You know why? Because they'll be fatigued. They're gonna think, "Geez if this is what it takes to sell a house, I'm not talking to 3 other people for an hour, I'm already invested in this agent."

Probates can be a major ticket for Realtors to find more distressed houses that investors are eager to buy. When someone passes away, their property often has to go through the probate process before it can be sold. Many of these homes have not been updated in years and need work, which makes them tough to sell to a regular home buyer. But for investors, these properties are golden opportunities. They can purchase at a discount, put in the repairs, and either flip or rent them out. Realtors who understand how to connect with probate leads not only help families by giving them a quick solution, but also create a steady stream of deals for their investor clients. This turns a hard situation into win-win opportunities and gives agents an edge in finding inventory that other Realtors overlook. It simply takes just sending some handwritten letters to these folks and spending a couple of hours learning about the probate process. An attorney is assigned to assist helping with the PR anyway so it's not like you have to know EVERYTHING.