LeadZolo: A New Era of Lead Generation | Drew Carrell
Today we welcome Drew Carrell from LeadZolo.com, a trailblazer in the real estate investment sector. The discussion delves deep into the innovative ways LeadZolo is transforming lead generation for real estate professionals, focusing on providing high-quality, motivated seller leads through sophisticated online marketing strategies. We highlight the importance of adding value to the marketplace, not just chasing profits. Drew’s parting thoughts stress the significance of understanding marketing nuances in real estate and how LeadZolo empowers investors to focus on their business strengths.
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Justin: All right, Science Flipping podcast listeners, as always in this episode is brought to you by Rocketly.ai if you’re looking for a seller, lead generating system that has automation in AI Bot and has sellers coming to you, then Rocketly.ai is your choice. Make sure you head over to the website, fill out an application and schedule a demo now to see the power of Rocketly.ai. What is up? Science flipping family, we are back with another incredible interview on this podcast. 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 Carrell at LeadZolo is here. What’s up my friend?
Drew: Hey man, thanks for having me on. I really appreciate it.
Justin: Well, you know, as you and I have been discussing, you have a history, kind of in the tech space and 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. And so maybe give a little background on LeadZolo. I know my community that Science of Flipping many people use you guys, and you know, they have great success and so, 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 LeadZolo.
Drew: Yeah, well, for sure, I love jumping into that. I think it’s a lot to dissect there. So, yeah, just jump into I think the difference between what we’re doing and what everybody else is doing is like, we’re we’re coming at this from the seller perspective, right? Like, our perspective isn’t a bit like, how do we generate leads for wholesalers and do all this investing, all this kind of fun stuff, what our perspective is like, holy crap. 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. What I knew was there was like this, this huge group of people who were, like, genuinely in trouble with their homes, and they didn’t. They had a really hard time figuring out what that solution was. So for us was like…
Justin: Let go back for a second, let’s rewind. How the hell did drew Carroll get into this space?
Drew: Sure, yeah, that’s actually it’s probably a better place to start. So a while, probably for the last five years, I’ve been working with my partner, with his agency, which was called ad leg, 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, that was our gig. So we were, you know, we had ad editors, we had actors, we had all that kind of stuff 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? And I kind of briefly explained what he did. I thought he was, like, some, some skeezy realtor trying to, like screw people out of the deeds on their house, like, like, oh yeah, we just need a contract. I I sent him a DocuSign. I don’t even see these people, and we’re just like, what the heck is this right? I was like, is this legal? Like, I’m so, like, unsure of it at this time, (Yeah). So, we went through this like, phase of, like, we, you know, we had a little SWAT team. 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. We spent, you know, tens of thousands of dollars to generate like, 30 leads. And we were just like, Well that. You know, we’re out of it. And then (cost per, astronomical) no well, but then Preston came back to us, and we were like, you know, thought we’re gonna break up because we’re just like, man we spent way too much money. We can’t sustain this. And he was like, Well, I just made, I just made 72 grand off of like, three contracts. He’s just like, so how about we just crank this crap up? Yeah, so that 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. I was just like, I never like, this is a whole side of the world I didn’t understand, right? Like you know, I was lucky that I personally had gone through this. But like, people are going through foreclosure closure. What do you do? 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 these taxes and bullshit over there, and they can’t figure out how to do it. And they’re just like, who can buy my house for cash? 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 caught on my heart strings 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. You go to Amazon. Like, what is like? How do we give these people a go to place so they’re not shopping or. Around and, like, I don’t know, like, getting getting in trouble, you know, losing their houses, or whatever it might be. So that was, that was the inspiration to come into it.
Justin: 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? 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. 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? Versus, you know, a traditional buyer. So you came to the business, and you were able to create a business that added value. And I see it time and time again because of my platform. Of these podcasts, the very best in the business, they don’t go into business because of money. They go into business to add value to the marketplace, and when they do that, it takes off.
Drew: Totally, yeah and this is definitely what we’ve found. 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. Like, that’s, that’s the second problem, right? The The problem with this industry of wholesalers and investors is that the as an industry as a whole, we don’t understand marketing super well. Like, we understand conceptually, like, oh, I need to put up some ads and do this and do that. But the problem is, when you have an industry that’s just like, we’re not like a100% in on marketing. What happens is, you only, like, we’re only chasing trends.
Justin: Like I tell people all 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 or replace a light bulb? Can’t do it, right? You want me to go put an ad on Google or YouTube? Literally, I just had a conversation with you today, right? Like, Hey, bro, I’m gonna need some help. And you’re like, I got you, right? But that’s the point. So keep going.
Justin: Yeah, well, and that’s exactly like us for business, too. Like, believe you me, it’s so tempting for us not to get high on our own supply and, like, want to work these leads. But like, we know we like, we know this is our lane. If we start venturing into sales, we’re gonna lose our shirt. Because it’s just like, it’ll take, it’ll take me 10 years to figure that out. Like it took me 10 years to learn the marketing side of it, yeah. And so now on the marketing side of it, and this industries, and again, I would say, is a bad way, like, like, every like, I just mean, like, this industry is on the level of like Coca Cola, right? In terms of 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, and it’s just like or I don’t like Facebook leads, and I do like Tiktok leads. And this is a lot of the conversation around 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. But at the end of the day 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? 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. So, it doesn’t matter where that lead was generated, so long as the lead is genuinely motivated and needs the service in which you know the a wholesaler or an investor is providing. So, when we kind of caught on to that, it was interesting for us, because again, that what tipped us off with that is that everybody loves because we’re the YouTube guys 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. 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. 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, group of people hate SEO. And it’s like, how do you hate? It’s like, saying, I don’t like, I don’t like water, so long as in this Yeti cup, it has to be in my athletic green bottle, (Yeah), right. (In glass), right. But it’s looking 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? 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, 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. And so for us, it’s just like, here’s the opportunity. We can give every wholesaler everything in our lane. And for us, that’s, that’s what exploded us, because there wasn’t this, this, 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. 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.
Justin: 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 leads Zolo.
Drew: Great. So, starting with YouTube was, was definitely and we still, like I would say, 50 to 75% of all of our traffic still comes from YouTube. It’s what we know. But this is, this is exactly it. So, because we have so many clients now, and we, I’ve always talked about this in terms of YouTube, all of our clients are helping us crowd source, basically crowdfund the largest ad campaign out there like, open door can’t compete with us, because we have so many clients and so much ad spend. So now we’re able to take that and go, Okay, if, if you were just going to buy up TV in Tampa, it’s going to be super expensive, right? But if I go buy TV, I can buy it anywhere, right? I can buy 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. 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. So I can now get my TV ad spend at half the breaks anybody else can, because I have the buying power (That’s right), right? And that’s what we’re doing with LeadZolo that nobody else is doing. 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. We’re like, we’re in the middle of negotiations, but TV is going to be next step like, we pulled an audit on our data, this a few months ago, 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 I don’t understand your industry, but I understand data. And it came back, and it was like, oh, every lead that marked tired landlord was the highest converting in terms of to contract, and then also the highest in terms of dispo in, in terms of assignment fees. So dollar to dollar, tired landlord as a reason is highest converting makes the absolute most money for everybody. (Wow). So we went, we found online publications for like the American Apartment Association. 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. So we went and sponsored their newsletter. So not like we know these are the highest converting leads. This is a small because we have buying power. We can buy out their their media, basically on their newsletter, or 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 (Yeah), and it’s all because of buying power. And so now we have, now we have that strategy right? 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.
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Justin: I think it this goes right back to know your lane, right? Yeah, point, you could easily go get high on your own supply contract deals, you know, whatever. I’m better at that than you.
I could easily go to Google, look up how to run Google and YouTube ads and be okay. 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, because if you are a hammer, everything is a nail, yep. But if you’re the entire tool belt, regardless of whatever, you come up across a screw, a not a nail, whatever it may be, you have the tool for the issue, right? And that’s what LeadZolo is now doing. Is Yes, great. YouTube got you in the game, and is your big 800 pound gorilla for the company. But you’re, you know, now looking at 50,000 tired landlords because of publication, because of a community of these individuals. Dude, just brilliant business move as a business, you know, the founder of LeadZolo is just brilliant, in my opinion.
Drew: Yeah, and we could dilute, right? Like, we could take our capital like we’re saying, and go train sales floor. But as stupid as that would be for me, in my 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. And because we sell our leads on a paperly model, obviously we have a markup on that so that we make profit and whatnot, but it’s way cheaper on this pay per lead model than it ever would be if you’re paying your retainer, plus you’re paying ad spend and I’m managing your ads. I’ve done that for years. I have a whole agency doing that, very successful agency, but it’s just it doesn’t make sense for everybody. 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 can now get to use all that. I get to, I guess, use the weight of all that. It’s like when we go to TV, right? Like everything’s tracked in TV. I can feed the TV station basically. It basically works the same thing as Facebook and Google. It’s got a pixel, and TV can now track who’s watching the TV versus who went to the website and signed up. And so now we’re gonna start training that pixel, and we get to use all the volume of all the other traffic, right? So like, if I run YouTube traffic at 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. So now it’s like, we can pre train pixels on different platforms, and we’re gonna do that with TV and radio and all that kind of stuff and it’s just like, that’s, that’s where I belong. I do not belong. You’re talking to a GC about how to flip a house, right?
Justin: Hell no, right. You’re, you’re the guy that goes and buys a turnkey rental, right? That (A100%) you need to be right? Like resistance. So, if for all these viewers here on YouTube, Instagram, Apple, podcast, there’s, you know, hundreds of thousands people are gonna listen to this and see this. Who is your perfect client? Who reaps the biggest rewards? Maybe it’s everyone. Maybe it’s a certain segment of our space, yeah, who is your perfect client?
Drew: 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. So, we’re only looking for people who were 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, like, we had to sell for $300. Now, since we’ve grown and we have bigger areas, our cost per leads come down. 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 to anybody who’s just starting out. So now you can come and you can buy one lead from us at 200 bucks at the time of this recording. That can be different anytime in the future. (Sure) So anybody who wants one or two leads can do that, and so we’re seeing a lot of success with that. 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 in the platform, 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. 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. And now they can just come in and guarantee conversations. And they can just basically come in, get a lead, guaranteed conversation, and then whenever they want their next conversation, they put more money on the platform and get their next one.
Justin: 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. (Yeah), Right? 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. That’s the retainer to run the ads. I could get that at my position in life right now with business, but the newer individual, a lot of the people that I’m coaching, they’re like, Well, Justin, that’s cool that you can do that. What do I do? Because I did. You know, I don’t have that kind of cash right now. So this is a perfect segue for me to just simply sell you without you selling you. And everyone needs at minimum go to www.leadzolo.com, you can spell it right there in the background, L, E, A, D, Z, O, L, O. 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. My point. I don’t know if you agree with that, but I do or, or if you’re in Oklahoma City, right, you can buy leads anywhere. And so now that you said that what it what is, do you think of 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. It’s not a knife fight. That is a gun fight every single day.
Drew: Yeah, I got, I would say there’s three of the top of my top of my mind, and again, my perspective is just data in terms of, like me and Robert Wensley talked about this. Robert from InvestorLift, we talk a lot. We’re just out of nerds, right? So he like, I know 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, but four actually now they say it. Phoenix, I think is number one. I just have an affinity to Phoenix business partners right there. I love it. I go there, like every other month. I just personally love it. We I have so many investors there, and there’s a ton of deals going through InvestorLift there. The second, I think it’s got to be North it’s got to be like, rally in, like, NC, North Carolina (Charlotte?). Yeah, maybe it’s Charlotte. It’s that area (Really hard right now). Yeah, super. So many investors. InvestorLift is doing a lot of dispos So it’s like, again, it’s not a knife fight, it’s a gun fight there. And then the other two, I’m doing 5050. Would be like, Florida and Texas, and like, some like sub areas of those. So like, Tampa stuff. Tampa is tough. And then Texas, like it’s the DFW area, is just like, rocking and rolling. I feel like, I feel like 85 of investors live in Dallas Fort Worth like, I really do. I feel like everybody I talked to says are from Texas,
Justin: 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, (Why is that?) Um, 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, you know, they’re going middle of the country. I mean, I literally, you know, I live in Miami, very expensive city. We have a potential opportunity to move back to Scottsdale or, you know, 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, not even close, like you could spend 750 grand, which what will cost you 1.8 million in Scottsdale.
Drew: Really? Interesting. (Not even so). So then let me ask you, I gotta spend some time asking you some questions here, because I think you’re the perfect person for it. So then, why is there so much interest in Phoenix and Scottdale?
Justin: Because if you get a deal, it’ll sell.
Drew: Wow. The assignment fees, like triple. It’s like, it’s like, I don’t have a lot of people in Cali, but the people who are in California Love California, (Yeah), yeah, (For sure), yeah. 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.
Justin: I have never done a $200,000 assign I’ve never right, but I’m done got.
Drew: I was just gonna say, I think between everybody involved and it got chopped up, I think he ended up netting like 165 after like, you had to pick a find your speedy and stuff like this, but it’s just like, oh, no, you know?
Justin: Right, right, 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. You’re not just trying to line your pocket. And you know what I think everyone wants is actually motivated seller leads 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, and maybe a 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, if you get this many leads, you should be getting a deal.
Drew: Yep, so I legally have to say this, that these are, I will tell you numbers told to me. I cannot. I cannot say that I have verified and have a picture of every odd. So let me just throw that out there for compliance sake. (That’s right). Um, it’s a scary time these days. So RJ works nationwide leads, um, and, and he’s 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. 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 leads out in the middle of nowhere. And so. Like his company has to spend a lot more time working on the dispo side of things, because he’s just crushes it on the front end, but he’s got one in seven to contract now, and I think that’s phenomenal.
Justin: for a second, because, yeah, 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? Are you actually good at negotiating a deal? Are you actually good at running comps or analyzing a deal to get to the right number that works? So, everyone’s like, I need more leads. I need more leads. You know, I need this company sucks so that no, no. How many I say this to my students all the time. How many leads do you have in your CRM of 148 Okay. How many offers did you make today? None, how about this week? None, well, this is a lead thing right now. You have 148 leads that you need to be working.
Drew: Yeah. And, and it’s interesting you say that. I’ll talk about conversions a little bit more, but it’s interesting to see that. 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 you shouldn’t have paid for that. Hell no, send that back to us. Let’s give you a new lead, 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, every person wants retail (That’s right). I 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. 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. But yeah, I think that that’s super interesting that perspective. Conversion wise, I have, like, I have a company in Dade County. Is that Florida? (Yep, that’s right it’s Miami Dade). He’s, um, they are. There’s group, three of them. They’re phenomenal. I just met them at a mastermind, actually, in boardroom, mastermind, which I think you know you’re a part of (Yeah). So, they’re begging me. They were begging me. They said they’ll pay double the leads. They don’t give a crap, 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, like, if they don’t, somebody’s an answer on the first ring, like, you know the answer, text, call whatever the theory might be. They call text, no answer. They drive to the house and knock on the door. They’re not 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 hard areas like, like Detroit, you’re not going to get one in five or one in seven. Some of them aren’t worth it, and some of them are tough. And, you know, there are areas that you need a little more volume before you start getting contracts.
Justin: Well, in 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, Florida, you know. So I’m not fully national. I’m not buying in North Dakota. But I say that to just say I would rather lead volume and let my salesman speak for themselves, versus the other model, which is the gentleman you’re talking about in boardroom, right? Which I’m aware of. I love that. I get it. 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? So, you know, I want to let my negotiating skills speak for me personally. And I will get the low hanging fruit, which was great, but then, like everything else, you get paid for the value provide. 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.
Drew: Yep. And Josh and Tiff are like that, like Josh and chip would rather go deep than wide. That’s just and they know that.
Justin: Because they like own Columbus, right? Which is great.
Drew: 100% Yeah. Nobody said Columbus, yeah.
Justin: So what is, what are some parting words? I mean, obviously everyone needs to go to LeadZolo a 100% go check them out, get a lead or two and just understand the quality. Because there is a massive different than a cold calling lead or texting lead in an online lead, right? There’s just a massive difference. And 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 two fold: online form fills, if they came from YouTube or Google or Tik Tok or any form fills and direct mail. The challenge of direct mail these days, your callback ratio is like a quarter of 1% so you gotta 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, you know. So let’s talk to talk to that point. Yeah, quality, elite and things of that nature.
I think, I think Wensley, like nailed down the head, one of the first conversations ever had with him, years ago, and he said, of any wholesaling company that he knows of that’s doing $5 million plus per year, right? So, so over like damn near $500,000 a month, 400 or whatever it might be, 90% of their marketing budget is on inbound digital leads, right? That’s all anybody needs to know, right? 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 inbound is to like, 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. But if your goal is to ascend to inbound, your what you should be focusing my monotically on every single day is, how do I get one step closer to that 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. You can step in and buy one lead and just be like, okay, cool, go for a week. And, you know, I went door knocking like Justin said, but it’s Tuesday. I’m gonna drop 200 bucks and have a conversation with a real freaking human today and go and realize that I am building a business. I’m not just trying to build I’m just not trying to be a salesperson, and that’s what people need to separate and when you realize that you’re not just trying to create a job for yourself and become a salesman, you’re what you’re trying to do is build a business and be a business owner, that’s when you realize, oh, I need “A players”. I need an “A player” sales team. I need an A player in HR and human end and company culture, and an A player in marketing. And what we’ve just, we just, like, cut that arm off and gone. You don’t have to worry about that. You can come. You can pay 200 bucks, which is probably less than you would pay for a lead in most like, go to SoCal, you won’t get a click for 200 bucks, little lead. So if you’re in California, like it’s just a complete no brainer, come on the platform. But we’ve just allowed every single person at any level to come in and enter the game, in, in a in a very smart way, in a way where you’re not wasting time, right? Learn to build a business. You know, don’t learn to, you know, call old lead lists and all that old crap.
Justin: You know. Listen, there’s two things you’re gonna spend time or money. (Yeah) Newer people money can be a little more difficult, but $200 a lead is the lowest lead cost you’re gonna be finding, right? 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 where you have the most valuable lead possible, because then you don’t have to necessarily have the best salesperson on the planet, necessarily, because the leads are so motivated you can convert them, even If you’re not even a salesperson, and that’s what LeadZolo can do for you.
Drew: Absolutely and even for people who have large companies, you know we’re not going to be the cut off all your marketing and just spend with LeadZolo. Absolutely not. Add us to your stack. I’d like, 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. Even come by 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 retainers, there’s no setup fee, there’s none of that crap that everybody else charges. So, I you know.
Justin: You need LeadZolo, see how we stack up. That’s the ad, everyone. And by the way, you’re just, you’re talking real things, because you know you can deliver, right? And (Yeah), bro, I’m excited to have you on. I’m excited for LeadZolo 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.
Drew: Absolutely, I’m really excited to bring you into ours as well. Like, it’s gonna be, it’s gonna be fantastic. And that’s another pro to being LeadZolo customers that you get great people like Justin, you know, we’re, we’re gonna bring on to help make everybody, make everybody better. Be a better salesperson. Absolutely
Justin: Yeah, well brother, thank you so much. Make sure everyone goes to www.leadzolo.com. Again, compare them against everything else you guys got going on right. 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.
Drew: Thanks Justin, appreciate being on man.
