Summary

Three Reasons Why Realtors Need Real Estate Investors

1. Investors buy and sell real estate all the time. No matter the market condition, most real estate investors still buy and sell property. 
2. Investors are not emotional. They don’t allow fear or uncertainty to rule their business decisions. Once they decide to buy, they close & get you paid.
3. You can learn from investors. Because owning real estate is one of the best ways to get financially free & create cash flow, an investor is the best person to learn from.

WHERE TO FIND REAL ESTATE INVESTORS

1. Meetup.com. Join 2-3 real estate investor meetup groups, and meet with them in person once a week. Don’t introduce yourself as a realtor right away & offer your services, because this tends to turn them off. Instead, be genuinely interested in learning more about real estate investing from them.
2. On your MLS, look up all the cash closings in a specific market area in the last 3, 6, or 12 months, six months, or 12 months. Pull up the tax record to get the tax billing address, and send a direct mailer to that investor. Or, do skip tracing to find their phone number and call them. 

The key to success with real estate investors is to connect with & build a relationship with them. They will become a source of business for you over and over and over again. 

If you want to learn the whole strategy of how to find them, get them to trust you and do deals with you over and over again, join me for Agent Mastery Live 2023. 

That’s 3 days of live training on where to find the best opportunities for leads and how to convert those leads into business right now, so you can make 2023 your best year ever. Click here to register.

Full Transcript

Most investors don’t like working with realtors, and, ironically, most realtors don’t like working with investors. I know I didn’t, and yet I’m going to tell you right now that real estate investors are a magic key for you in this market to double your income in 2023. It’s not the only key, but it is definitely important. In this video, we’re going to talk about why you need real estate investors and how to find them.

Hey, there. It’s your coach, Kevin Ward, the founder of YesMasters Real Estate Success Training, helping you get more yeses and more successes in your business and in your life. 

With all the changes we’re seeing happening in the market, real estate investors are a path to deal flow and cash flow in any market. Now, I’m going to tell you, most brokers don’t want their real estate agents working with investors, and most realtors that I’ve ever seen don’t want to work with real estate investors because they’re like, “Yeah, real estate investors are always wanting to low ball everything and they’re not loyal,” and all kinds of stuff.

And all that’s true. But when you understand real estate investors and you understand the power of having them and working with them, everything changes. This is a time, my friend, when real estate investors are super and powerful. Let’s talk about why realtors need investors. 

I’m going to give you three reasons…

Three Reasons Why You Need Real Estate Investors

1.Number one is because they buy and sell real estate all the time. In every market, in this market, in good markets, in bad markets, in ascending markets and descending markets, real estate investors are buying and selling, and they buy and sell all the time.

Now, that doesn’t mean every investor is buying right now. It doesn’t mean every investor is selling right now. Right now there are a few that are buying and there are lots that are selling. But there are still some that are buying, even though it’s like most real estate investors right now have slowed down. They’re like, “Not going to buy anything right now. Everything is too expensive. Interest rates too high, too volatile. I don’t know what’s going to happen.” Most of them are holding off. 

But there’s a lot of investors that have been investors, that are mom-and-pop investors, they’re in their sixties and seventies, it’s time to get out.

Here’s the deal, in a shifting market, real estate investors will give you deal flow. Now, they may not be the high end, but they’re easy to work with because they know what they’re doing. 

2.And the second reason that you need investors is because they’re not emotional. In a market where people get afraid and they’re uncertain and there’s just this sense of uneasiness, which is what’s causing about 20% of our real estate transactions to fall apart right now, with investors, that doesn’t happen. Why? Because it’s purely numbers. They’re not emotionally attached. They’re not worried about stuff.

If it’s a good real estate investor, and not all real estate investors are good, but once you get a seasoned real estate investor that knows what they’re doing, they’re not emotional. They make business decisions. Once they say, “Yep, I’m going to buy it,” they do it. They go and they close and you get paid. 

3.Now, here’s the third reason, the third reason you want real estate investors is because you can learn from them. Almost every real estate agent I know wants someday to be able to be financially free. One of the best ways to get financially free is by owning real estate, creating cash flow. Why not learn from a real estate investor that’s actively in the game and actually doing it?

What I’m sharing with you is what I’m sharing with my coaching members and seeing today is where most of my coaching members are getting most of their new business, a big percentage of that is coming from real estate investors. 

There are those out there that are buying right now and there are those out there that are selling right now. There’s tremendous opportunity. 

If you want to get the best training on full strategies to find leads and convert the best leads in the shifting market in 2023, I want to invite you to join me for Agent Mastery Live. It’s three days of deep dive training on how to build a business in these crazy times we’re in, in 2023 and beyond.

Go to AgentMasteryLive.com and get your tickets right now. 

Okay, so now we’ve talked about why you need real estate investors and why they’re valuable and beneficial to have in your pocket. Now, let’s talk about how you find them. 

Now, I want to just say a couple of things about finding them is

One, do not expect a real estate investor to only work with you. Now, once you’ve earned your stripes with them and you’ve earned credibility and trust with them, they are real estate investors, they will use only you. But real estate investors are looking for a deal, they’re not looking for an agent.

If you find a good real estate investor, they will use you when you find them a deal. When you bring them a deal, they’ll use you. If they’re ready to sell a property and you are the one that knows how to inspire the hire, they will use you. 

But it doesn’t mean forever from now on, they’re going to only use you. You have to make that adjustment. In your head is that I don’t need them to be totally loyal to me. I only need them to be honest with me. Most of them, the good ones, will be okay. 

The second thing is you’ve got to understand that real estate investors think different than traditional buyers and sellers, because traditional buyers and sellers are primarily looking for a place to live.

They’re looking for a house. They’re looking for a home. They’re going to be the owner occupant. Real estate investors are not looking for a home. They’re looking for money. They’re looking to make money. They’re looking for cash flow. They’re looking for profit. For them it’s a numbers game. 

One of the reasons I did not like working with real estate investors when I first started out was because they always wanted to low ball the offers, right? It’s like, “Oh, they’re going to write low balls and it’s going to piss off the sellers. I’m not going to mess with it.” But guys, here’s the thing, investors don’t care.

They’re willing to write 10 or 20 or 30 offers to get one accepted. Why? It’s a numbers game. They’re looking for a deal. That’s what they’re looking for. When you understand that, you just simply understand where they’re going with it. 

Once you get how they write their offers, you can just write and write and write them. With DocuSign, it’s a piece of cake, or with ZipForms rather, it’s a piece of cake to just have the template ready, put in the new address, new details, and boom, it’s ready to go. You have to understand, they think different than you and I, regular home buyers, homeowners, or regular real estate agents think.

With that being said, now, where do you find them? How do you find real estate investors? I’m going to give you two strategies right now that you can implement this week that have helped some of my coaching members literally find deals within a week when they do these strategies. 

Where & How Do You Find Real Estate Investors?

1.Number one is Meetup.com, go to Meetup.com and find local real estate investor meetup groups in your market. That’s it. Real simple. Go find them. You want to find large real estate investor groups that have been around for a long time and that meet in person.

Because then you have the opportunity to go and meet people and let them know, “Hey, occasionally I run across a house that looks like crap and smells worse. If you like those kinds of houses, make sure you meet me or connect with me or give me your card before you leave tonight.” 

You will have people lining up, real estate investors that’ll come talk to you. Don’t tell them, “I’m a realtor. I’m here for all your real estate needs,” because then they just dismiss you. Most real estate investors are not crazy about most realtors because most realtors do not understand real estate investors. Part of this journey is you’ve got to get committed to learning and understanding real estate investing.

Probably the best way to do that is by going to meetup groups for real estate investors by real estate investors and learn from them. You’ll find clients there and you’ll also learn there. That’s one place you go. I recommend you join two or three. I recommend you go to one every week. If you have four different ones, you go to one every week, you are going to get business. You’re going to find clients. It is going to be a great source of business for you going over the next 12 months and beyond.

2. Second way you can find real estate investors right now, this is insanely powerful, is just get on your MLS and look up in a specific market, whatever areas you’re looking at, look up all the cash closings in the last three months, six months, or 12 months in an area. In other words, how many buyers closed on a property and paid cash for it? Because you have to put in there what kind of financing was involved in the MLS and you’re looking for the ones who were cash. That means the buyer paid cash for that property, and most of the time a cash closing means it was or is an investor. And then you find those, click on the tax record.

You pull up the tax record. You’ve got the tax billing address, which is the actual address where you would send a mailer, send direct mail to that investor and tell them, “Hey, if you’re looking for more investment properties, let me know. I’ll look for investment properties.” Or you can just skip trace their contact information. You got their name and their billing address. You do skip tracing online and you find their phone number and you can call them directly. You can call them and say, “Hey, I noticed you bought a property on 123 Beach Avenue for cash three months ago, and I just wanted to touch base and see if you were actively in the market buying investment properties.

If you are, I’m constantly looking for them and occasionally I run across them. Would love to be able to send you good listings or good properties for sale when I find them.” You will connect and you’ll get these people in your personal circle and now you build a relationship with them, you find the deals, and these become a source of business for you over and over and over again. 

Now, if you want to learn the whole strategy of how you find them, how you build credibility and trust with them, and how you get them to do deals with you over and over, again, join me for Agent Mastery Live. Go to AgentMasteryLive.com. Three days in January where we’re going to train you on where to find the best opportunities for leads and how to convert those leads into business right now so you can make 2023 your best year ever. 

What are your thoughts? What has been your experience working with investors? Type it in the chat. If you’ve liked the video, make sure you give it a thumbs up. Have a great rest of your week, play to win, and always expect yes.