LeadZolo: A New Era of Lead Generation | Drew Carrell

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Speaker 5 All right, science flipping podcast listeners, as always, in this episode is brought to you by Rocketly.ai.

Speaker 5 If you're looking for a seller lead generating system that has automation, an AI bot and has sellers coming to you, then Rocketly.ai is your choice.

Speaker 5 Make sure you head over to the website, fill out an application, and schedule a demo now to see the power. of Rocketly.ai.

Speaker 2 What is up, Science Flipping family?

Speaker 5 We are back with another incredible interview on this podcast.

Speaker 5 I have a new friend, someone who is absolutely an industry leader, and he is changing the game of how we are getting motivated sellers into our business. Drew Carroll at LeadZolo is here.

Speaker 5 What's up, my friend?

Speaker 2 Hey, man. Thanks for having me on.
I really appreciate it.

Speaker 5 Well, you know, as you and I have been discussing, you have a history kind of in the tech space and

Speaker 5 YouTube and so on and so forth. And I think you saw a problem within our real estate space.
And as always, you solve a problem and people are coming towards you. And so that is what you've done, bro.

Speaker 5 And so maybe give a little background on Lead Zolo. I know my community at the science of flipping, many people use you guys

Speaker 5 and they have great success. And

Speaker 5 so talk to everyone about how to find more motivated sellers coming into their inbox, what you guys do, what's different about you guys. So everyone knows to go to Lead Zolo.

Speaker 2 Yeah, well, for sure. I love to jump into that.
I think it's a lot to dissect there.

Speaker 2 So, yeah, just to jump into it, I think what the difference between what we're doing and what everybody else is doing is like

Speaker 2 we're coming at this from the seller perspective, right? Like, our perspective isn't about how do we generate leads for wholesalers and do all this investing, all this kind of fun stuff.

Speaker 2 What our perspective is, like, holy shit, like, there's a lot of people who need this service. I didn't know what wholesaling or real estate investing or any of this stuff was.

Speaker 2 What I knew was there was like this, this huge group of people who were like genuinely in trouble with their homes.

Speaker 2 And they didn't, they had a really hard time figuring out what that solution was. So for us, it was like...
Let's keep it for a second. Let's rewind.

Speaker 5 How the hell did Drew Carroll get into this space?

Speaker 2 Sure. Yeah, that's actually, that's probably a better place to start.

Speaker 2 So a while, probably for the last five years, I've been working with my partner with his agency, which was called AdLag.

Speaker 2 And we ran youtube ads for webinar funnels influencers some big names and stuff like that it was really great we were 100 focused on on marketing media buying um that was our gig so we were you know we had ad editors we had actors we had all that kind of stuff to to create all these ads to drive all this you know all this traffic for all these funnels Then we had just kind of out of nowhere one day my partner's friend came to us and he was like hey can you generate leads for me?

Speaker 2 And he kind of briefly explained what he did. I thought he was like some skeezy realtor trying to like screw people into the deeds on their house.
Like, it's like, oh, yeah, we just need a contract.

Speaker 2 I sent him a doc, you saw it. I don't even see these people.
And we're just like, what the fuck is this? Right.

Speaker 2 I was like, I have no, is this legal? Like, I'm so like unsure of it at this time. Yeah.
So we went, we went through this like. Phase of like, we, you know, we had a little SWAT team.

Speaker 2 So we had some media buyers and stuff, create a funnel and all this kind of stuff to attract motivated sellers to get this guy some leads. And so we did that.
It was kind of a funny story.

Speaker 2 We spent tens of thousands of dollars to generate like 30 leads and we were just like, well, fuck that. You know, we're out of this.

Speaker 2 And then cost per

Speaker 2 astronomical.

Speaker 2 Well, but then Preston came back to us and we were like, you know, we thought we were going to break up because we were just like, man, we spent way too much money. We can't sustain this.

Speaker 2 And he was like, well, I just made 72 grand off of like three contracts. He's just like, so how about we just crank this shit up? Yeah.
So

Speaker 2 that's kind of where we were at, where we were just kind of like, oh, there's something here. What is this? And so we started looking into it.

Speaker 2 And I was just like, I never like, this is a whole side of the world I didn't understand. Right.

Speaker 2 Like, like, you know, I was lucky that I personally am got through this, but like, people are going through foreclosure. Closure.
What do you do?

Speaker 2 People are inheriting a hoarder house four states over and they can barely afford to pay their rent. And now they're going to deal with this taxes and bullshit over there.

Speaker 2 And they can't figure out how to do it. And they're just like, who can buy my house for cash?

Speaker 2 And I'm just like, wow, I guess like I didn't understand that there was this world this whole world and so it really pulled on my heartstrings in terms of like okay like how do we help these people like how do we get like how do we just make it so there's just like oh I know what to do if I just need to get rid of my house how do we how do we cover an entire nation essentially branding or whatever it might be but where it's just like oh right like you don't know something you go google it you know you got to buy something go to amazon like what is like how do we give these people a go-to place so they're not shopping around and like i don't know like getting, getting in trouble, you know, losing their houses or whatever it might be.

Speaker 2 So that was, that was the inspiration to come into it.

Speaker 5 And then I think the reason why I believe that's so good and you have such good traction is because you didn't start the business just to go make money, right?

Speaker 5 You actually found a real problem in the world. Right.
Like legit people have a hard time financially a lot of times and they have to sell their home.

Speaker 5 And many times in those scenarios, investors are the very best people for them because they can close quick, they can close cash. It gets them out of this pain in a minute, right?

Speaker 5 Versus, you know, a traditional buyer. So you came into the business and you were able to create a business that added value.

Speaker 5 And I see it time and time again because of my platform with these podcasts, the very best in the business, they don't go into business because of money.

Speaker 5 They go into business to add value to the marketplace. And when they do that, it takes off.
Totally.

Speaker 2 Yeah. And this is definitely what we've we've found.

Speaker 2 And, you know, we're known as the YouTube guys, but, you know, we try and stay, we're now trying to like get away from this image because we don't want to be the YouTube guys.

Speaker 2 Like, that's, that's the second problem, right? The problem with this industry of wholesalers and investors is that

Speaker 2 as an industry as a whole, we don't understand marketing super well. Like, we, we understand conceptually, like, oh, I need to put up some ads and do this and do that.

Speaker 5 But the problem is when you have an industry that's just like, we're not like 100% in on marketing, what happens is you only like we're only chasing trends we're so man like i tell people this all the time right i hire you because you're my tech wizard i right dude i flip homes i raise money i rehab the damn thing and i either keep it or i flip it right like or i wholesale it so yeah that's why you hire a lead zolo that's why you have them because dude i'm a caveman you want me to go turn on uh or replace a light bulb can't do it right you want me to go put an ad on google or youtube

Speaker 2 literally i just had a conversation with you today, right?

Speaker 5 Like, hey, bro, I'm going to need some help. And you're like, I got you, right? But that's the point.
So keep going.

Speaker 2 Yeah. Well, and that's exactly like us for business too.
Like, believe me, it's so tempting for us not to get high on our own supply and like want to work these leads.

Speaker 2 But like, we know, we like, we know this is our lane. If we start venturing into sales, we're going to lose our shirt because it's just like, it'll take, it'll take me 10 years to figure that out.

Speaker 2 Like, it took me 10 years to learn the marketing side of it. Yeah.

Speaker 2 And so now on the marketing side of it, and this industry is, and again, I don't say this is a bad way, like every, like, I just mean like this industry is not at the level of like Coca-Cola, right?

Speaker 2 In terms of like understanding marketing. And not that I am either, but what I do know is that like us chasing fads and be like, oh, I only want direct mail leads because they're the best leads.

Speaker 2 And it's just like, or, or I don't like Facebook leads and I do like TikTok leads. And this is a lot of the conversation around.

Speaker 2 And a lot of like lead suppliers and aggregates and stuff like that, this is kind of how they brand around, right? Like I've, I have SEO leads and they're great. I think it's all good and interesting.

Speaker 2 But at the end of the day,

Speaker 2 what I see with this kind of amateur approach to marketing is that people are missing the fact that, like, there's somebody in need, right?

Speaker 2 And when that person is in need, it's the same person that goes to the bathroom and goes from Facebook to TikTok to Google to YouTube and hits everything.

Speaker 2 So it doesn't matter where that lead was generated. So long as the lead is genuinely motivated and meets the service in which, you a wholesaler or an investor is providing.

Speaker 2 So when we kind of caught on to that, it was interesting for us because, again, what tipped us off with that is that everybody loves us because we're the YouTube guys.

Speaker 2 And we want to try YouTube leads because they're super high quality. And it's like, interesting.
YouTube's not the high quality part.

Speaker 2 The high quality part is the messaging angles and the form and all this kind of stuff. But people are so attached to this YouTube thing.
And we thought it was super interesting.

Speaker 2 And then it's just like, oh, and then there's this group of people attached to Facebook and this group of people that hate TikTok. And it's just like, oh, this group of people hate SEO.

Speaker 2 And it's like, how do you hate? It's like saying, I don't like, I don't like water so long as it's in this Yeti cup. It has to be, it has to be in my athletic dreams model.
Yeah.

Speaker 2 Right.

Speaker 2 Right. But it's just like at the end of the day, water is water.
So for us, again, that was another major opportunity because all of our competitors are now siloing themselves, right?

Speaker 2 They're going, oh, I do SEO leads. Oh, I do this lead or I do this lead.
And it's fine for in terms of them marketing themselves.

Speaker 2 But in terms of value to industry, like, no, like Amazon figured it out because they had everything. Right.
And so everything in their box, in their lane.

Speaker 2 And so for us, it's just like, here's the opportunity. We can give every wholesaler everything.

Speaker 5 in our lane.

Speaker 2 And for us, that's what exploded us because there wasn't this,

Speaker 2 oh, yeah, you can come in, but I only have 12 leads a day and 200 clients, right? It's like, no, we could turn it up. The more clients we have, the more we can turn it up.

Speaker 2 And then if we have, you know 400 clients in phoenix and we're having a hard time getting volume in phoenix now i have a play where i can go in and buy up the local tv stations i can buy up the local local radio

Speaker 2 so this is how this is what the audience wants to know how are you different why is lead zolo different than all the other ppl pay-per-lead companies yeah what separates lead zolo great so so starting with youtube was was definitely and we still like i would say 50 to 75 percent of all our traffic still comes from youtube it's what we know But this is, this is exactly it.

Speaker 2 So, because we have so many clients now, and I've always talked about this in terms of YouTube. All of our clients are helping us crowdsource, basically, crowdfund the largest ad campaign out there.

Speaker 2 Like, Open Door can't compete with us because we have so many clients and so much ad spend.

Speaker 2 So, now we're able to take that and go, okay, if you are just going to buy up TV in Tampa, it's going to be super fucking expensive, right? But if I go buy TV, I can buy it anywhere, right?

Speaker 2 I can buy Tampa, Tampa, Harris County, like basically all of Texas, basically all of Phoenix, everywhere I have multiple, multiple buyers. I can now make this a huge area.

Speaker 2 I can go to a broker and go, I need these, I need TV in these 465 counties, basically. And I get a wicked deal.

Speaker 2 So I can now get my TV ad spend it, half the price anybody else can because I have the buying power. That's right.
Right. And that's what we're doing with Leed Zolo that nobody else is doing.

Speaker 2 We're using our buying power as if we're one and going in and just kind of taking over. So, TV, TV, we haven't started.

Speaker 2 We're in the middle of negotiations, but TV is going to be next step. Like, we pulled an audit on our data, this is a few months ago.

Speaker 2 And so, we had a bunch of data and a bunch of like closing data and stuff like that. And, you know, again, I'm not.
in your industry. I don't understand your industry, but I understand data.

Speaker 2 And it came back and it was like, oh, every lead that marked tired landlord was the highest converting in terms of to contract.

Speaker 2 And then also the highest in terms of dispoing in terms of assignment fees. So dollar to dollar hired landlord as a reason is highest converting, makes the absolute most money for everybody.
Wow.

Speaker 2 So we went, we found online publications for like the American Apartment Association.

Speaker 2 So this is, this is a company that's basically got an email list of like 50,000 people who own anything from a duplex up to like, I think it's up to like 20 doors or something like that. Wow.

Speaker 2 So we went and sponsored their newsletter. So now like, you know, these are the highest converting leads.
This is a small because we have buying power. We can buy out their

Speaker 2 media basically on their newsletter for pennies on the dollar. And so for us it's relatively cheap.
We're now filling our pipeline and giving our investors some of the highest converting leads.

Speaker 2 And it's all because of buying power. And so now we have now we have that strategy, right?

Speaker 2 So now we're hiring somebody whose job it is to go find email lists of homeowners, basically, or apartment building owners and stuff like that. So this is what we're able to do with our momentum.

Speaker 4 If aliens abducted you, would they be impressed or disappointed by the leads in your CRM?

Speaker 4 Over 850 real estate investors are currently tapping into the gold mine of motivated seller leads from property leads. Guess what? They're not just twiddling their thumbs.

Speaker 4 They're closing deals left, right, and center. And their conversion rates are anywhere from one in eight to one in 15 leads.

Speaker 4 Property leads are the masters of delivering top-tier inbound leads, think SEO and PPC, the kind that make your competition green with envy.

Speaker 5 And did I mention?

Speaker 4 They refund any spammy leads. Talk about a risk-free investment.

Speaker 3 The best part?

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Speaker 5 I think it this goes right back to know your lane, right? To your point, you could easily go get high on your own supply, contract deals, you know, whatever.

Speaker 5 I'm better at that than you.

Speaker 5 I could easily go to Google, look up how to run Google and YouTube ads, and

Speaker 3 be okay.

Speaker 5 You are the expert, right? And what you're now doing is what I actually encourage all of my students to do, which is being what I call dynamic, meaning be the whole tool belt. don't be a hammer.

Speaker 5 Because if you are a hammer, everything is a nail.

Speaker 2 Yep.

Speaker 5 But if you're the entire tool belt, regardless of whatever you come up across, a screw, a nut, a nail, whatever it may be, you have the tool for the issue, right?

Speaker 5 And that's what Lead Zolo is now doing is, yes, great. YouTube got you in the game and is your big 800-pound umbrella for the company.

Speaker 5 But you're, you know, now looking at 50,000 tired landlords because of publication, because of a community of these individuals.

Speaker 5 Yeah, dude, just brilliant business move as a business, you know, the founder of Lee's Ola, just brilliant, in my opinion.

Speaker 2 Yeah, and we could dilute, right? Like, we could take our capital, like we're saying, and go train a sales force. But as stupid as that would be for me, in my

Speaker 2 opinion, it would be just as stupid for you to go and do what I'm doing, right? And like, and that's kind of our mission is to come in here and go, like, guys, you don't need to do this.

Speaker 2 And because we sell our leads on a pay-per-lead model, obviously we have a markup on that so that we make profit and whatnot.

Speaker 2 But it's way cheaper on this pay-lead model than it ever would be if you're paying me a retainer, plus you're paying ad spend and I'm managing your ads. I've done that for years.

Speaker 2 I had a whole agency doing that, very successful agency, but it's just, it doesn't make sense for everybody.

Speaker 2 And what it does this way is everything being one account, machine learning and the AI with Google ads and Facebook ads and everything. I now get to use all that.

Speaker 2 I get to, I get to use the weight of all that. It's like when we go to TV, right? Like everything's tracked in TV.

Speaker 2 I can feed the TV station basically, it basically works the same thing as Facebook and Google. It's got a pixel.

Speaker 2 And TV can now track who's watching the TV versus who went to the website and signed up. And so now we're going to start training that pixel.

Speaker 2 And we get to use all the volume of all the other traffic, right?

Speaker 2 So like if I run YouTube traffic at a landing page, I can still have a Facebook pixel on that and tell Facebook that these are the right leads, even though it's not coming from them.

Speaker 2 So now it's like we can pre-train pixels on different platforms. and we're going to do that with TV and radio and all that kind of stuff.
And it's just like, that's that's where I belong.

Speaker 2 I do not belong talking to a GC about how to flip a house. Hell no.
Right.

Speaker 5 You're the guy that goes and buys a turnkey rental, right? That's 100% you need to be, right?

Speaker 2 That's the least resistance.

Speaker 5 So for all these viewers here on YouTube, Instagram, Apple Podcasts, there's hundreds of thousands of people that are going to listen to this and see this.

Speaker 2 Who is your perfect client? Yeah.

Speaker 5 So that's arguing who reaps reaps the biggest rewards. Maybe it's everyone.
Maybe it's a certain segment of our space. Yeah.
Who is your perfect client?

Speaker 2 Yeah, that's a great question. So when we started this, we were only doing, we were selling 30 lead packages at $300 a lead on one month packages.
So we were basically coming in at 10 grand a month.

Speaker 2 So we're only looking for people who are doing volume and doing a lot of deals and could really afford the service. Because the time our cost per lead was like 300 bucks, like we had to sell for $300.

Speaker 2 Now, since we've grown and we have bigger areas, our cost per lead has come down.

Speaker 2 So instead of us being more wildly profitable, what we've done is just reduce our cost per lead to try and open this up to a small, to anybody who's just starting out.

Speaker 2 So now you can come and you can buy one lead from us at 200 bucks at the time of this recording. That could be different anytime in the future.
But

Speaker 2 so anybody who wants one or two leads can do that. And so we're seeing a lot of success with that.

Speaker 2 What we're actually seeing is the bigger guys who want a ton of leads are actually having a hard time getting as much volume as they can from us because we have so many people on the platform.

Speaker 2 Because we're making it as even as possible. We're doing a round-robin.
You get a lead in the same way that I get a lead. And so it's really, really, really great for these new investors to come in.

Speaker 2 They have their perfect buy box. They've just, you know, spent six weeks with somebody like you.
They know what they want in terms of property and where they want it and how to talk to a seller.

Speaker 2 And now they can just come in and guarantee conversations. And they can just basically come in, get a lead, guarantee the conversation.

Speaker 2 And then, whenever they want their next conversation, they put more money on the platform and get their next one.

Speaker 5 I've been talking about you so much over the last 45, 60 days. I'm sure some of my people, because you can go buy one lead at a time.

Speaker 2 Yeah. Right.

Speaker 5 And the thing that has always been difficult is someone like myself can go hire an agency and give them a $300 or $3,000 a month retainer. And that's not the marketing.

Speaker 5 That's the retainer to run the ads. I could do that at my position in life right now with business.

Speaker 5 But the newer individual, a lot of the the people that I'm coaching, they're like, well, Justin, that's cool that you can do that. What do I do?

Speaker 5 Because I need to, you know, I don't have that kind of cash right now.

Speaker 5 So this is a perfect segue for me to just simply sell you without you selling you. And everyone needs at minimum go to leadzolo.com.
You can spell it right there in the background, L-E-A-D-Z-O-L-O.

Speaker 5 Go check them out, right? Regardless of the market, whether you are in Phoenix, which I would argue, it's probably the most difficult market in the nation at my point.

Speaker 5 I don't know if you agree with that, but I do.

Speaker 5 Or if you're in Oklahoma City, right?

Speaker 5 You can buy leads anywhere. And so now that you said that,

Speaker 5 what is, do you think the Phoenix is the hardest market? I debate this all the time because I spent over a decade going to, I call it a gunfight. Like, that is not a dog fight.
It's not a fist fight.

Speaker 5 It's not a knife fight. That is a gunfight every single day.

Speaker 2 Yeah. I got, I would say there's three at the top of my top of my mind.
And

Speaker 2 again, my perspective is just data in terms of like me and and robert wensley talked about this robert from investor lift we we we talk a lot we're just data nerds right so he like i know where where our paths cross in terms of where i have the most investors looking for leads and he sees the most volume in terms of dispo on the back end there's three markets that really just kind of hit it right on the head well four actually now they say it uh Phoenix,

Speaker 2 I think is number one. I just have an affinity to Phoenix.
Business partners out there. I love it.
I go there like every other month. I just personally love it.

Speaker 2 I have so many investors there, and there's a ton of deals going through Investor Lift there. The second, I think, it's got to be North.
It's got to be like Rally in like NC, North Carolina.

Speaker 2 Charlotte.

Speaker 2 Or Charlotte. Yeah, maybe it's Charlotte.
It's that area.

Speaker 5 Really hard right now.

Speaker 2 Yeah, super, so many investors. Investor Lift is doing a lot of dispos.
So it's like, again, it's not a knife fight. It's a gunfight there.

Speaker 2 And then the other two I'm doing 50-50 would be like Florida and Texas and like some like sub-areas of those. So like Tampa's tough, Tampa's tough.

Speaker 2 And then Texas, like it's the DFW area, is just like rocking and rolling.

Speaker 2 I feel like 85 of investors live in Dallas Fort Worth. Like I really do.
I feel like everybody I talk to says they're from Texas.

Speaker 5 Yeah, yeah. And I'm spending a lot of time in this.
I know it to be true because I want to buy as much as I can in the Dallas area, DFW, Dallas, like Market.

Speaker 2 Why is that?

Speaker 5 Because people want to live there. I mean, I just, you take just the standard economics, right? Like, hey, where are people moving? They're leaving New York.
They're leaving California.

Speaker 5 You know, they're going middle of the country. I mean, I literally, you know, I live in Miami, very expensive city.

Speaker 5 We have a potential opportunity to move back to Scottsdale or, you know,

Speaker 5 and, you know, cost of homes in Miami, cost of homes in Scottsdale, like relative to a Dallas, you can get so much more home. Not even close.

Speaker 2 Close.

Speaker 2 Not even close.

Speaker 5 Like you can spend 750 grand, which will cost you 1.8 million in Scottsdale.

Speaker 2 Really?

Speaker 2 Interesting not even.

Speaker 2 So then let me ask you. I got to spend some time asking you some questions here because I think you're the perfect person for it.
So then

Speaker 2 why is there so much

Speaker 2 interest in Phoenix and Scottsdale?

Speaker 5 Well, because if you get a deal, it'll sell.

Speaker 2 Wow, the assignment fees like triple.

Speaker 2 It's like I don't have a lot of people in Cali, but the people who are in California fucking more love California. Yeah.
Yeah. For sure.
Yeah.

Speaker 2 Like I just, I literally got the phone with a partner last week and he had a $200,000 assignment fee on a deal in California.

Speaker 5 I have never done a $200,000 assignment. I've never, right? But I've done.

Speaker 5 Got it.

Speaker 2 I was just going to say, I think between everybody involved and it got chopped up, I think he ended up netting like $165,000 after he had to pay a finder's fee and stuff like this.

Speaker 2 But it was just like, oh, no, you know? Right. Right.

Speaker 5 No. And so that is really important.
Again, you're, you're being diverse. You're following the trends.
Where can I get more leads? How can I reduce the cost? You're thinking about the customer first.

Speaker 5 You're not just trying to line your pocket. And, you know, what I think everyone wants is actually motivated seller leads

Speaker 5 versus just leads in general, right? Yeah. And so what are you seeing the KPIs to be? That's an industry term.
I'm assuming you know the term, but you know, how many leads to a deal?

Speaker 5 And maybe it's state specific, maybe it's region specific, or maybe you just, you have so many clients, you're able to say, as a median number,

Speaker 5 if you get this many leads, you should be getting a deal.

Speaker 2 Yep. So

Speaker 2 I legally have to say this: that these are, I will, I will tell you, numbers told to me.

Speaker 2 I cannot say that I have verified and have a picture of every odd.

Speaker 2 So

Speaker 2 let me just throw that out there for compliance sake. That's right.

Speaker 2 It's a scary time these days.

Speaker 3 Oh, no doubt. So

Speaker 2 RJ,

Speaker 2 So RJ works nationwide leads.

Speaker 2 And

Speaker 2 he's...

Speaker 2 And like, I'll be honest, like, we give RJ the leads that we can't sell. So, like, RJ is not, like, primo, sniping areas or anything like that.
RJ has a one in seven to contract ratio.

Speaker 2 So, one in seven leads, he has a contract on. Will he dispose? You know, I don't know his dispo percentage, and it is tough because he's taken Leth out in the middle of nowhere.
That's right.

Speaker 2 And so, like, his company has to spend a a lot more time working on the disco side of things because he's just crushes it on the front end. But he's got one in seven the contract.
Now,

Speaker 2 and I think that's phenomenal.

Speaker 5 Now I have a for a second because in our industry, there's one of two things, and most people think it's a lead issue. But the other component is a sales issue.
Right.

Speaker 5 Are you actually good at negotiating a deal? Are you actually good at running comps or in analyzing a deal to get to the right number that works? So everyone's like, I need more leads.

Speaker 5 I need more leads. You know, I need this company sucks.

Speaker 2 No, no, no.

Speaker 5 How many, I say this to my students all the time. How many leads do you have in your CRM?

Speaker 2 I'll have 148.

Speaker 5 Okay. How many offers did you make today? None.
How about this week?

Speaker 2 None.

Speaker 5 Well, this is a lead thing right now. You have 148 leads that you need to be working.

Speaker 2 Yeah.

Speaker 2 And it's interesting to say that. I'll talk about convergence a little bit more, but it's interesting to say that.

Speaker 2 So we get, and again, being fully transparent for everybody to hear, like we get a lot of disputes, right? Because we absolutely allow people to dispute leads. Like it's on the MLS.

Speaker 2 You shouldn't have paid for that. Hell no.
Send that back to us. Let's give you a new lead.

Speaker 2 Or it's a mobile home or something like that. But we'll get people who dispute it saying that the person wanted retail.
And it's just like, yeah.

Speaker 2 Every person wants retail.

Speaker 2 I like like everybody, but your job is to have that conversation with them to see if they value that retail dollar over the timeline it'll take for them to list it and get it.

Speaker 2 So I find that kind of interesting in terms of the sale. And I think you and I could riff on that for a while.
And I think I need to have you on my podcast to help educate my guys a little bit more.

Speaker 2 But yeah, I think that that's super interesting, that perspective.

Speaker 2 Conversion-wise, I have like, I have a company in Dade County. Is that Florida? Yep, that's it.
Dade.

Speaker 2 He's,

Speaker 2 they are, there's group three of them. They're phenomenal.
I just met them at a mastermind, actually, in Boardroom Mastermind,

Speaker 2 which I think you're a part of. Yeah.
So

Speaker 2 they're begging me. They were begging me.
They said they'll pay double the leads. They don't give a shit.

Speaker 2 Because one in five of the leads that they get, now, again, it's in their backyard, but one in five of their leads are converting to contract. Like they get in their car.

Speaker 2 Like if they don't, somebody's an answer on the first ring, like, you know, they answer text, call, whatever the theory might be, they call, text, no answer.

Speaker 2 They drive to the fucking house and knock on the door.

Speaker 2 They're not screwing around, right? And it's just they do such a good job. But I will say there's the other side of things, too, right? There are, there are, there are hard areas like Detroit.

Speaker 2 You're not going to get one one in five or one in seven some of them aren't worth it and some of them are tough and and you know there are areas that you need a little more volume before you start getting contracts well and into the point you know i'm more of an rj i go national and when i say national i'm buying in texas georgia oklahoma toll um

Speaker 5 florida you know so i'm not fully national i'm not buying in north dakota but i say that to say I would rather lead volume and let my salesmen speak for themselves versus the other model, which is the gentleman you're talking about in boardroom, right?

Speaker 5 Which I'm aware of. I love that.
I get it.

Speaker 5 I taught how to go belly to belly and it has such a high or conversion, but there's also a limit of how many you're going to be able to get relative to national, right?

Speaker 5 So, you know, I want to let my negotiating skills speak for me personally, and I will get the low-hanging fruit, which is great. But then, like everything else, you get paid for the value you provide.

Speaker 5 So, if you get the one that's a tough nut to crack, but you get it, you have a strong assignment fee or a great flip or a great, you know, rental because I just let the salesmanship speak for itself.

Speaker 2 Yep. And Josh and Tiff are like that.
Like Josh and Tiff would rather go deep than wide. That's just, and they know that.

Speaker 5 So because they like own Columbus, right?

Speaker 2 Which is great. 100%.
Yeah. Nobody's tentative Columbus.
Yeah. Yep.

Speaker 5 So what is what are some parting words? I mean, obviously everyone needs to go to Lead Zolo. 100%.
Go check them out.

Speaker 5 Get a lead or two and just understand the quality because there is a massive difference than a cold calling lead or a texting lead and an online lead, right? There's just a massive difference. And

Speaker 5 I think that could be part of the parting words that we discussed is just this idea of like quality of lead. And I will tell you, the very best leads I've ever gotten are twofold.

Speaker 5 Online form fills. I don't care if they came from YouTube or Google or TikTok or any form fills and direct mail.
The challenge of direct mail these days, your callback ratio is like a quarter of 1%.

Speaker 5 So you got to spend your way there, baby. So if you send 10,000 mail pieces, you know, you're getting like 25 total calls.
You better convert.

Speaker 2 Yeah.

Speaker 5 You know, so let's talk to talk to that point.

Speaker 2 Yeah.

Speaker 5 Quality of lead and things of that nature.

Speaker 2 I think Wensley like nailed on the head one of the first conversations I ever had with him years ago.

Speaker 2 And he said of any wholesaling company that he knows of that's doing $5 million plus per year, right?

Speaker 2 So, so over like damn near $500,000 a month, $400,000 or whatever it might be, 90% of their marketing budget is on inbound digital leads, right? It's all anybody needs to know, right?

Speaker 2 So if you're starting on your first deal, like we now know that if your goal is $5 million a year, your job is to ascend to inbound.

Speaker 2 I get it, like to start, you're going to be doing cold calls and all this kind of stuff. And it's really important to do some of those things to get your chops.

Speaker 2 But if your goal is to ascend to inbound,

Speaker 2 what you should be focusing myominatically on every single day is how the fuck do I get one step closer to that?

Speaker 2 Right. And I think that people get lost in that.
And what we've allowed everybody to do at any stage in their journey now is to just step into it with a very low commitment.

Speaker 2 You can step in and buy one lead and just be like, okay, I cold call for a week. You know, I went door knocking like Justin said, but it's Tuesday.

Speaker 2 I'm going to drop 200 bucks and have a conversation with a real friggin human today and and go and

Speaker 2 realize that I am building a business. I'm not just trying to build, I'm just not trying to be a salesperson.

Speaker 2 And that's what people need to separate.

Speaker 2 And when you realize that you're not just trying to create a job for yourself and become a salesman, what you're trying to do is build a fucking business and be a business owner.

Speaker 2 That's when you realize, oh, I need eight players. I need an A-player sales.
team. I need an A-player in HR and human and company culture.
I need an A-player in marketing.

Speaker 2 And what we've just, we've just like cut that arm off and gone, you don't have to worry about that.

Speaker 2 You can come, you can pay 200 bucks, which is probably less than you would pay for a lead in most areas. Like, go to SoCal, you won't get a click for 200 bucks, let alone a lead.

Speaker 2 So if you're in California, like it's just a complete no-brainer to come on the platform. But we've just allowed every single person at any level to come in and enter the game

Speaker 2 in a very

Speaker 2 smart way, in a way where you're not wasting time, right? Learn to build a business.

Speaker 2 Don't learn to

Speaker 2 call old lead lists and all that old crap um that's not my

Speaker 5 you know listen there's two things you're going to spend time or money yeah

Speaker 5 newer people money can be a little more difficult but 200 a lead is the lowest lead cost you're going to be finding right

Speaker 5 and so let's just even say even that can be a little tough then generate some leads and get a deal and start getting better leads in right there's there's iterations to the business to your point where Your whole point should be getting up to the level of where you have the most valuable lead possible.

Speaker 5 Because then you don't have to necessarily have the best salesperson on the planet necessarily because the leads are so motivated that you can convert them even if you're not even a salesperson.

Speaker 5 And that's what Lead Zolo can do for you.

Speaker 2 Absolutely. And even for people who have large companies,

Speaker 2 we're not going to be the cut off all your marketing and just spend with Lead Zolo. Absolutely not.
Add us to your stack.

Speaker 2 I dare anybody listening to this who's paying for marketing elsewhere, just add us. Just add us in and then run a report two months from now.

Speaker 2 Even come buy three leads a week from us and then run a report in a few months and see if we stack up. Like, there's no retainer, there's no setup fee.

Speaker 2 There's none of that crap that everybody else charges. So I, you know, I challenge you.

Speaker 5 Leave Zolbo, see how we stack up.

Speaker 2 That's the ad.

Speaker 5 Everyone, and by the way, you're just, you're talking real shit because you know you can deliver, right?

Speaker 2 And yeah.

Speaker 5 Bro, I'm excited to have you on. I'm excited for Lee Zola to be growing.
My community loves you at the science of flipping. There's a lot for us to be doing.
There's no doubt.

Speaker 2 Absolutely. I'm really excited to bring you into ours as well.
Like,

Speaker 2 it's going to be fantastic. And that's another pro to being a Lead Zolo customer is that you get great people like Justin.
You know, we're going to bring on to help

Speaker 2 make everybody better. Be a better salesperson.
Absolutely. Heck yeah.

Speaker 5 Well, brother, thank you so much. Make sure everyone goes to leadzolo.com.
Again, compare them against everything else you guys got going on, right?

Speaker 5 Start with one, go to 10, go to 100, whatever it is. Leadzolo.com.
Drew, I appreciate you, bro. Thank you so much for coming by, the science of flipping.

Speaker 2 Thanks, Justin. I appreciate you being on, man.
Let everybody.

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