#008: Real Estate Marketing, Sales, Mindset, and Raising Capital - with Greg Helbeck!

 
 
 
 

Greg Helbeck is highly recognized in the industry for his scientific approach to real estate investing, which he shares in great detail. He is the host of the Pave the Way podcast dedicated to uncovering the principles of success and also just launched his high-performance habits course, Pave The Day, which you can access in the show notes below! Greg discusses his strategies and systems for generating seller leads through cold calling and direct mail, while giving powerful reminders on sales and marketing, explaining how typically only 1 out of 20 sellers are going to want to sell today. The rest are going to be closed through follow up campaigns. Direct mail campaigns have a cash conversion cycle of 6-12 months.

That’s why Greg chooses to flip properties or wholetail properties rather than wholesale them. He’s going to spend at least a month on the deal anyway, he might as well capture all the available equity. Wholetailing houses is a form of flipping in which you generally close on the property, unlike wholesaling, and address the crucial cosmetic updates that will increase the value of the property, without delaying your payday with major renovations.

Key Takeaways:

  • Always identify your top 10 prospects and follow up with those ones.

  • Don’t be afraid to throw away leads (don’t try to force deals).

  • Productivity simply means focusing on the things you can control.

  • Check in constantly to ensure you are being productive rather than busy.

  • As an entrepreneur, you get compensated based on the results you produce in the marketplace. Your time is not a direct correlation of your income as it would be with typical 9-5 jobs. We have to recognize this and increase our value… what we bring to the table… not just doing more volume or working harder.

FEATURING: Greg Helbeck

BOOKS RECOMMENDED IN EPISODE:

  • DAN KENNEDY: No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing for Non-Direct Marketing Businesses

  • DAN KENNEDY: Magnetic Marketing: How To Attract A Flood Of New Customers That Pay, Stay, and Refer

  • PERRY MARSHALL: 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More

  • MATT FAIRCLOTH: Raising Private Capital: Build Your Real Estate Empire Using Other People's Money

  • JOE FAIRLESS: Best Ever Apartment Syndication Book

Interviewalex donnolo