Investor Spotlight

Issue #29

Featuring Isaiah Freeman at Sunflower Fields Real Estate

Digging Into The Seller’s Situation

Isaiah has been wholesaling and flipping since 2016.

He started off reverse wholesaling to build his capital — and he was also using direct mail to find these deals!

In this Case Study, we’re going to dive into one of his first deals using Ballpoint Marketing, because it has such a powerful lesson in adapting to a seller’s situation.

Here’s what I mean:

The Seller

At the time, Isaiah was marketing to probate leads.

The seller had an inherited house. She called on Isaiah’s Greeting Letter campaign. 

Here’s the big lesson for you, and I’ll say it in his words:

The seller picked me because she said I was sensitive to her situation, even though she had multiple other offers above mine. I could tell she wanted to talk about her mom and the memories, so on the appointment, I spent time afterward listening and asking questions about her mom.

Lesson: 

In these kinds of sensitive situations… the owners don’t care about the house. They want someone that’ll listen. Be alert when you hear the seller “reaching for a vent“. Sure… it might take an hour of your time, but well worth it if you win the deal at the end of the day.

3 deals from $3,000

I was surprised by his numbers, but Isaiah not only grabbed this deal (which netted him $17k reverse wholesaling it) but grabbed 2 additional deals from this campaign, all because of follow-up (the money is working the leads!)

Does he Reverse wholesaling today?

Isaiah mentioned that he no longer reverse wholesales today.

And that’s because there’s no need to.

By being active in his market and growing his buyer’s list, he can sell off deals from his responsive buyer list fairly quickly.

Let’s dive into the numbers of this deal…

The Marketing

• • • How many mailers were sent: 3,000
    • The list: Probate and inherited house list
    • Mailing piece: Greeting Letter
    • Cost of mailers: about $4,500

Profit Numbers

• Net profit from 1 deal: $17,000
• Exit Strategy: Reverse Wholesaling
• ROI of just that 1 deal (not including the others): 669%!

Check Out The Letter He Used: