879 How To Do More Deals By Finding The Buyers First with Justin Van Riper
With a response rate of 0.5%, seller leads require a lot of energy to chase down. Rather than expending energy on finding seller leads, Justin Van Riper is laser-focused on finding buyers. This approach means he can keep his team lean, and hone in on an approach that consistently works for him. Not only is the response rate nearly ten times that of seller leads, but buyer leads will purchase more than one property from him.\nInstead of letting the buyer set the criteria, Justin flips that on its head and tells the buyer what he can provide. He looks for buyers who are purchasing in a like-market. And he prefers buyers who are already buying out of state because then he doesn\u2019t have to sell them on the concept.\nThe more value you provide for your buyers, the more repeat business you\u2019ll do with them. Whether you choose to provide them with a list of local lenders, local contractors, or property management companies, the relationship you build with them will, in turn, bring you more businesses as they continue to invest in your area.\nHow much information should you give your buyers about where your fee is coming from? I\u2019ve had a buyer upset with me because the house was listed for less on Zillow than what I was selling it for. Justin stresses that honesty and transparency will serve you well in this.\nWhen the deal goes bad, and the rehab costs more than expected, Justin tries to give them good referrals to avoid that in the first place. Above all though, investors need to remember that there is a risk, just like any investment.\nIf you\u2019re interested in buyer-first wholesaling, Justin\u2019s offering a free five-day course on his website that teaches these same principles he talked about today.\nWhat\u2019s Inside:\n\u2014How Justin finds buyers and sellers, and why he prefers direct mail.\n\u2014Sticking to smaller rehabs is a less risky strategy Justin recommends.\n\u2014The benefits of double closing and then double closing on top of that.\n\u2014As long as you have some sort of MLS access, you don\u2019t need a Realtor\u2019s license.\n\u2014Transparency is key in the kind of deals Justin prefers.
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