{"id":4221,"date":"2022-11-08T13:56:30","date_gmt":"2022-11-08T13:56:30","guid":{"rendered":"https:\/\/imsfund.com\/?p=4221"},"modified":"2022-11-08T13:56:30","modified_gmt":"2022-11-08T13:56:30","slug":"how-to-easily-find-off-market-properties","status":"publish","type":"post","link":"https:\/\/imsfund.com\/index.php\/2022\/11\/08\/how-to-easily-find-off-market-properties\/","title":{"rendered":"How to Easily Find Off-Market Properties"},"content":{"rendered":"


\n<\/p>\n

Finding off-market properties<\/strong><\/a> was much harder a few years ago than it is today. Before you\u2019d have to drive for dollars, mark down addresses, build a spreadsheet, constantly update it, and maybe, just maybe, you\u2019d get a motivated seller<\/strong><\/a> willing to do a deal with you. This process was overly complicated, expensive, and took too much time.<\/strong> Because it was so challenging, many new real estate investors would forego looking for off-market deals entirely and only stick with on-market MLS listings. But things have changed<\/strong>.<\/p>\n

We\u2019ve brought back four-time guest, Justin Silverio<\/strong>, onto the podcast to talk about his new tool, Invelo<\/strong><\/a>. Invelo puts all your lists, leads, and tasks into one place<\/strong>, so you\u2019re not scatterbrained when building an off-market lead flow. This app allows anyone, no matter their experience level, to find owners, phone numbers, and addresses<\/strong> while tracking your touch points in a systematized, automated way, so you always have new leads coming in.<\/p>\n

This software is a game changer for flippers, wholesalers, and <\/strong>any investor <\/strong>trying to dodge the high prices and agent commissions of buying on-market. And Justin assures us, even if you\u2019ve never done an off-market deal, Invelo will give you everything you need to successfully get the first one in the bag. Stick around \u2018til the end of the episode, where we share a special way to start marketing for free <\/strong>with this game-changing tool!<\/p>\n

\n

David:
This is the BiggerPockets Podcast, show 685.<\/p>\n

Justin:
The way that I look at Invelo and what we\u2019re trying to design is, we\u2019re not just trying to create a product, a software product. We\u2019re combining software, education and community. Because I really feel like all of those pieces are really important. Now, on the software side, we are a true end-to-end solution for a sales journey. So you can pull lists, you can manage prospects, you can manage leads, you can manage deals, you can market out to potential home sellers.<\/p>\n

David:
What\u2019s going on everyone? This is David Greene, your host of the BiggerPockets Real Estate Podcast here today with my co-host, Roberto Abasolo, and we\u2019ve got an amazing episode for ya. Today, Rob and I are interviewing Justin Silverio, the creator of Invelo, a software that helps you find off market properties and reach out to the owners to get stuff locked up at well below market rates through the targeting of motivated sellers. Justin explains the system that he created, how it can help you as an investor, and how to use it, which is pretty freaking cool. Rob, what were some of your favorite parts of today\u2019s show?<\/p>\n

Rob:
Well, first of all, I\u2019m hurt that you didn\u2019t notice that I was wearing the t-shirt that accompanies my favorite book in the world, BRRRR, by prolific author, David Greene. But secondly, this show\u2019s awesome. I think it\u2019s a really cool platform for literally any type of investor out there. I think it applies to wholesalers, flippers, short-term rental people. Really, if you\u2019re just looking to acquire assets, and if you want to get them under market, this seems to be a very, very comprehensive tool that can help you do that.<\/p>\n

David:
Absolutely, and if you\u2019re watching on YouTube, Rob and I are both wearing our custom made BiggerPockets t-shirt. His says, BRRRR Recycle with the recycling emblem. And mine says, Will You Be My Mentor? So if you\u2019re not following us on YouTube, consider checking that out. You get to see all the facial expressions, the nuances, and Rob\u2019s coif, which has its own personality, and it shows up differently on every episode. So a matter of time before that coif gets its own Instagram. So until then, check it out on YouTube.
Before we bring in Justin, today\u2019s quick dip is, listen all the way to the end of the show. Because if you want to ramp up your investing success, BiggerPockets can help you do that. We are going to give you a discount code for a Pro membership, as well as explain all the new things that make Pro better that we at BiggerPockets have put into place for you. And I can promise, you will be impressed when you hear about this. So listen all the way to the end and get that discount code if you are not a Pro member. Rob, any last words before we bring in Justin?<\/p>\n

Rob:
Yes, I have a quick, quick tip number two, and that\u2019s, if you want to buy these awesome t-shirts, you can order them. They\u2019re linked on YouTube in the description of this video, so be sure to do that. Which one you\u2019ll get, that will be up to you. But they\u2019re both great shirts, very comfortable, very soft cotton on my skin, Dave.<\/p>\n

David:
That must be why you are in such a good mood today. Makes sense. If you want to be in a good mood like Rob, get one of these t-shirts. All right, let\u2019s bring in Justin. Justin, welcome back to the BiggerPockets Podcast. How many times is this now? How many times have you been on?<\/p>\n

Justin:
This is three. This is three. Very exciting. Each one of them is all very exciting to be on.<\/p>\n

David:
And they go back pretty far. So you were on episodes 58 and 194, you must have just been a puppy back then in episode 58. What was going on in your life when you did your first BiggerPockets interview, and what\u2019s going on now?<\/p>\n

Justin:
It\u2019s funny. At the time, I didn\u2019t think I was a pup, but now looking back, yes, absolutely. Back then on the first one that I was on, I was still building out my investment business, and flipping homes. And trying to get into the routine and just learning through the process of buying properties, the right finishes to do, the renovation, selling. So still really learning and growing the business.<\/p>\n

David:
I don\u2019t know that we\u2019ve ever dug super deep into your story. I\u2019m curious though, what was going on in your life that made you say, I\u2019m going to do this crazy, beautiful, frustrating, no idea where it\u2019s going to take me journey of real estate investing, and then what made you stick to it?<\/p>\n

Justin:
Yeah. Growing up, I was always around entrepreneurs, my father, my brother, my uncles. I always knew I wanted to do something on my own, but I didn\u2019t know what that was. And it was when I was working at my accounting job in a private equity venture capital shop, that I got a lot of exposure to larger companies. And I always wanted to be on the deal side, but I just didn\u2019t know what it was. And then I came across, it might have been HGTV, flipping properties, and looking at it and saying, \u201cYou know what? This is actually really interesting.\u201d Growing up, my father was in construction, so I always thought construction was amazing. There was an art to it that he was building these properties from raw materials, and I loved that, but I didn\u2019t have exposure to it, knew how to build, but I knew numbers really well.
So I said, you know what? This kind of combines both aspects of what I enjoyed, numbers and learning more about construction. So I asked my father, I said, \u201cHey, you want to team up and start buying properties, renovating them, and then selling them?\u201d And he agreed. And he was always very supportive in the fact of, hey, let\u2019s try something out that you enjoy. And if you love it, take over and keep running. So that\u2019s really was my first step into entrepreneurship and I absolutely loved it. I just fell in love with real estate, just the ways that you could structure deals, how you can help sellers in really challenging situations. That aspect, I only learned when I started to buy properties of how much I can help a person\u2019s life out by doing this. And that is I think what really got me invested even more and excited about the industry, and then it just kind of spiraled from there.<\/p>\n

Rob:
So now since actually developing your real estate portfolio, would you say\u2026 Because you started a couple of companies, so you were developing your real estate side of things, that\u2019s probably crazy. And then you\u2019re like, hey, you know what? I should make my life a little crazier, I want to start a company. What led to that decision?<\/p>\n

Justin:
That\u2019s just how I am. And it\u2019s funny, my wife always says that. She\u2019s like, \u201cFor as long as I\u2019ve known you, you\u2019ve always had two things going on. You\u2019ve been working or you\u2019ve been studying for this and studying for the CPA. You\u2019re working and then starting real estate business. And then when you left your full-time job, now you opened another business.\u201d And for me, it\u2019s more, I love business and working, and identifying challenges and trying to solve them. So as I was going through my real estate investment journey and purchasing properties. And the tactical way that I would always market is I would send direct mail. And that method of marketing worked really well for me, and I really understood the strategy behind it, how to stand out from your competition, and really looking at all the numbers.
And I did it in a way that was very unique to anything else that was on the market or offered to real estate investors. So that\u2019s when I said, you know what? I see a huge void in the market of how to market properly to home sellers and help other investors become more successful. So that\u2019s when I started my other business, my marketing business, Open Letter Marketing. And really it was just solving an issue or a big void in the market that led me to that business, and now ultimately to Invelo on the technology side, solving another huge need in the industry.<\/p>\n

Rob:
So yeah, you build this company, because Open Letter Marketing is rather successful. One would most of the time think, I\u2019m good, I did it. I\u2019ve built a great company and a great real estate portfolio, but you did it again. So from an entrepreneurial standpoint, when you\u2019re starting companies, do you feel like you want to fulfill a need for a large group of people, or is it just an internal desire to also do more? What actually drives the idea of starting completely fresh when you\u2019re already pretty established?<\/p>\n

Justin:
Yeah, I think it\u2019s a little bit of both. For me, once I have a company up and running, and it reaches the level of I guess \u201csuccess,\u201d or the company is systematized and you have people running the business. For me, I can never really sit back, I always want to do more, or get into something different, or add onto that. And that also kind of combines with, if there\u2019s a huge void in the market, and if I\u2019ve had a challenge going through that, and I see that other people have that same challenge, I want to create a solution. And I will not stop until I find that solution. And if I can help other investors or other people in the industry out by solving that problem, then that\u2019s kind of what I\u2019m looking to do. And that\u2019s where I find the most success is when I can see that people are becoming successful because of either using our product or service. That makes me so happy to be able to offer that, and to share those successes with other clients and customers.<\/p>\n

David:
You know I love that. I love that your motivation is to help other people win, and that you understand business in America is accomplished by creating something that helps other people do better in life. It\u2019s not accomplished by taking something away. It\u2019s this opposite of the predatory education person that says, \u201cPay me a $100,000, I\u2019ll teach you how to flip a house.\u201d You\u2019re like, \u201cHey, one of the hardest parts of flipping a house is finding a deal. You can find better deals if you go off market. Here\u2019s the system that you can use to go there.\u201d And I wish we had more people in the space that took that approach. I\u2019m curious, before we move on to more about your system, just about the motivations itself. Do you find yourself frustrated with elements of our business, and that frustration is what motivates you to create the solution to the problem? Or is it a different motivation that\u2019s driving you?<\/p>\n

Justin:
No, I think it comes from the frustration within our industry. Our industry has skyrocketed since I started investing, there are so many more people, and technology has grown and things have shifted. But I would still say that technology, while it\u2019s grown, it still hasn\u2019t had a huge effect on us, and people haven\u2019t leveraged it to the point that they should really be able to utilize. And for no other fact that there\u2019s just not a lot of companies coming into this industry and really trying to take that on. But seeing from the front line with a lot of our customers at Open Letter, just the frustrations that they go through in their day-to-day lives, and their business, and even same with me. And I can easily relate with them, and we can talk about the nitty gritty of how much time it takes to do such a simple task, and why that is, that shouldn\u2019t even be around in 2022. And making sure really if all these other people have these issues, it\u2019s keeping them back from really truly getting to success where they want to be.
So just trying to get through those struggles, and give them a little bit more of a direct line to success. Rather than going up and down and trying to figure out how things are working. So for me, it\u2019s always, again, it goes back to education. I can provide anybody the same tool, but everybody\u2019s going to use it differently. It\u2019s providing them with the education and the best practices of what I\u2019ve learned through my journey, and even a lot of other investors through their journeys, that we connect with our customers. I always want to provide that education and the best practices to get people to their goal faster.<\/p>\n

David:
Can you give me an example of a problem you encountered, a frustration specific to the business, that you then said, okay, I\u2019m going to figure out how to solve this and then make it part of one of my companies?<\/p>\n

Justin:
Yeah, I would say the first one with Open Letter Marketing is direct mail. Most everyone was utilizing yellow letters. That was the biggest name, that\u2019s what everybody used when they started. So I said, all right, well, everybody\u2019s using that product, that\u2019s awesome. Because I\u2019m going to use something completely different. And I\u2019m going to stand out from everybody else, and I\u2019m going to understand not only the strategy or not only what to send people, but the strategy behind it. How we can send specific pieces in different messaging to get people to call us back. And I\u2019m going to do it in a way and test and try, and track, and adjust until I feel like I have a really solid strategy down. And only at that point when I fully understood that I did, and tested it against other competitors and what other people were using, that\u2019s only when I started to form Open Letter Marketing.
And really it transpired into the same thing with Invelo. Hearing a lot of people talk about how challenging it is to manage their databases, to make sure that they remove people that sold their homes out of their database so they\u2019re not marketing to them, or people that say, take me off your list. Or when they refresh your list, how do you update all your records in your databases? And if they have multiple databases that they\u2019re managing, how do you get these all in sync? Just hearing that over and over and over again, I was like, there has to be a better way. And not seeing that solution out there, I said, I\u2019m going to make sure that I solve that, not only for myself but just for the real estate investor community.<\/p>\n

Rob:
That\u2019s awesome, man. I have been workshopping, and I know you probably don\u2019t want to give too many tips to a competitor. But I\u2019ve been workshopping like a marketing company where I send letters out, but they\u2019re all printed on headshots of Dave, but I\u2019m still kind of wire framing what that could look like. Dave won\u2019t sign over the rights to his headshot to me yet. But moving on here. So we\u2019ve kind of established you were kind of a pup getting started out, and now you\u2019re a bit of a Rottweiler here in the service industry. And then now you started Invelo. You started talking about some of those frustrations that led to why you started that company. But can you just give us an overview of what it is? And then from there, I want to dive in a little bit more behind some of those frustrations that you\u2019re solving with your service.<\/p>\n

Justin:
Yeah, sure. So the way that I look at Invelo and what we\u2019re trying to design is, we\u2019re not just trying to create a product, a software product. We\u2019re combining software, education and community. Because I really feel like all of those pieces are really important. Now on the software side, we are a true end-to-end solution, for a sales journey. So you can pull lists, you can manage prospects, you can manage leads, you can manage deals, you can market out to potential home sellers. So you can do all that within the database. Now the unique thing that we do is, we offer that complete package under one umbrella, which gives you so much more than just the one off those individual components. From there, you have one database to manage, everything\u2019s in sync. You can understand analytics and KPIs from beginning to end.
So I\u2019ll give you an example. Most investors that market direct-to-seller, they usually have different phone numbers for each list that they market to. And they do that because they want to understand when somebody calls me on this phone number, they\u2019re an absentee owner, or they\u2019re driving for dollars, they\u2019re on my driving for dollars list. With our system, because it\u2019s all in one, you don\u2019t need those additional phone numbers because from when you started to pull the list all the way to when you have a deal, that list is always attached to it. So now you don\u2019t need to purchase different phone numbers just to identify the list that they\u2019re on. It\u2019s done for you all in the system. And right now, because most investors have to manage their whole sales journey through multiple databases, they don\u2019t talk to each other and they\u2019re not in sync. So they still need those kind of little nuanced issues and complexities in their system. So that\u2019s kind of what we\u2019ve been working on to solve.<\/p>\n

Rob:
Yeah, I think that this would really hit home for\u2026 it hits home for me because I remember getting started out, there really was no level of organization, not even a little bit. So most new investors are very frantic, frenetic, they\u2019re just trying to figure it out. They\u2019ve got like a notepad. I probably have notepads on my desk here with information. So purely from an organizational standpoint, I could see how this could be a game changer for having an actual system. I guess what would you say, how could a newbie getting into real estate? What would probably be the game changer here for them? Is it just giving them a system and a CRM to actually get started on? How would this really be a game changer for someone starting today?<\/p>\n

Justin:
Yeah, so going back to how we developed the system, we always wanted to help walk the user through best practices. So whether that\u2019s from pulling a list or creating a prospects database, we are guiding them through the process. And we do that on the technology side with giving them easy preset list that they can click one button, enter in their geography, and then they can see a list of all those records that meet that criteria. And these lists that we\u2019re providing, they\u2019re not just the basic lists that you can pull anywhere else. They\u2019re done over the years. They\u2019re implemented from experts analyzing and making sure that we have the right criteria for them. Very unique lists that other people aren\u2019t using. We do all that, so the user, really the goal is for them to navigate the platform and think, oh my God, I am the smartest person. I know exactly what I\u2019m doing. But really it\u2019s the intelligence and pushing people through that process.
But also, it\u2019s from the education standpoint. So we have created many, many videos that teach people from step one all the way through putting a deal together. So we talk about all the things, like where should your farm area be? What should you look at? What are the stats that you should look at to identify if it\u2019s the right area? How do you pull lists? Why is it important to pull lists? How do you market to sellers, how do you talk to them? How do you put a deal together? So we walk through everything and share all of the tips and best practices, so they can really go step-by-step, and utilize the education with the platform, so it\u2019s a much easier and straightforward process.<\/p>\n

David:
All right. I have two questions that I\u2019m just chomping at the bit to ask you. The first, because I just don\u2019t want to forget, is going to be, how do I want to phrase this? I\u2019ve noticed anytime there\u2019s a system, there\u2019s two components to a system, and we tend to only focus on the first one, which is the actual steps that are needed. So oftentimes when someone is given a system or taught a way to do things, it\u2019s very similar to a checklist. Here you go, here\u2019s your system, just go do this. But the second part of the system is even more important, and it\u2019s the skill in the execution. If it was so simple that it was just a bunch of checklists, a monkey could do it, and then everyone would be successful. But there\u2019s actually a skill that is necessary to be able to accomplish whatever the said system would be.
So the first question that I\u2019m going to want to ask is, what skills do you find are necessary to make a system like this work? Because you got to have some ability to talk to people, you got to have some creativeness in your brain to be able to put these things together. And the second question, which is what I\u2019m really getting at, is for someone like me, a little bit more established of an investor, I\u2019m probably not going to send out letters and talk to every incoming call myself, right? I\u2019m going to want to leverage this out to other people. Is there a way that this could be implemented, and what would be the pieces that I would need if I wanted to add this to my ecosystem for investing? So we\u2019ll start with what skills are needed and then could this be leveraged?<\/p>\n

Justin:
And on skills that you needed, you\u2019re talking from a user standpoint, from an investor standpoint or?<\/p>\n

David:
If somebody says, hey, I want to take Justin\u2019s system and I want to go put it into place and execute it, what are the skills they need to know walking in, that they have to be able to perform?<\/p>\n

Justin:
With our education, we really look at this system as anywhere from a new investor to an intermediate, to experienced investors. So we try to identify and outline all of the different pieces. And our plans are even outlined that way. So for our free plan, that is mainly used for beginners. And we give them a path that\u2019s going to be much easier and kind of more of the starter plan, where there\u2019s presets, they don\u2019t really have to do much kind of thinking through the process, like what lists, what marketing to be able to pull, it\u2019s done for them. So with that, I would say that investor has to understand the process of a real estate deal. How to make offers, all of that, those tactical skills. We do provide that education along the way. But really if somebody\u2019s new coming into this, and they have never done any direct-to-seller marketing or used Excel spreadsheets or anything like that, from a fundamental understanding standpoint, they have to understand how technology works and how a CRM works.
And we try to do that through the onboarding process of teaching them the different aspects. But we try to guide them through that process of step-by-step. But I think from a technology standpoint, that\u2019s probably the biggest thing that they have to learn or understand. From a real estate investor perspective, they should understand the whole acquisition side. So they should understand how to put a deal together and structure. And really the path that we have them go through in the system is very much in line in a seamless process.<\/p>\n

Rob:
That\u2019s really cool.<\/p>\n

Justin:
Again, our plans offer, you can have teams in place. So for instance, as you\u2019re going through and if you have somebody that just does your marketing or just works on pulling lists, or you have an acquisitions manager. You can actually create a team and assign different records to different team members, so they can make sure that they\u2019re going after the right properties that they\u2019re assigned to. You can have notes back and forth to your team members, so you have different pipelines. The system is really broken down into three main kind of databases, prospects, leads, and deals. Prospects are the people that you have a property that you want to reach out to. Leads are people that raise their hand and say, hey, I might be interested in selling. And deals are the one you purchase, but now you need to do something to make money.
So when I break it down like that, the prospects and the marketing are really your marketing team. Your marketing team, they would be pulling the list, they would be managing your prospects database, they\u2019d be marketing to those prospects. And then your acquisitions team would be only looking at your leads pipeline. And the leads pipeline can be broken out. So people can be assigned different records, you can make sure that they\u2019re communicating with those prospects. And if they\u2019re not, you can get updated the record or the lead has gone stale. So you can send followup marketing to them.
And then the deal is you can have a dispositions manager. So if you have a dispositions person and you just purchased a property, and now maybe you want to assign it or you need to renovate it, you can still bring that property through the deals pipeline, and have your dispositions manager manage that aspect of the system. So we broke it down into three main pieces of the system, because that\u2019s ultimately how much larger investment companies are built out. You have your marketing team, and you have your acquisitions people and dispositions people.<\/p>\n

Rob:
Let me see if I\u2019m understanding this, because it seems like a relatively\u2026 When you lay it out, it seems very straightforward in a good way. So with the first bucket, you\u2019re saying that, that\u2019s your marketing and outreach. Are the actual tools in there\u2026 You\u2019re saying you\u2019re pulling lists. And when you say pulling lists, you mean lists of properties and everything of people that you want to reach out to?<\/p>\n

Justin:
Yes. So motivated tellers. Yeah, and the features. So we broke it out into those three sections, because there\u2019s features and functionality that are going to vary based on where your property is in that pipeline. So for prospects, we have a list builder aspect, so you can pull lists and bring them into your prospects database. And when you have prospects, before you start to go market, really the skill behind that and what we train people and show them in the platform, is to really understand their prospects before they even spend any marketing dollars. And we see this from investors that are even doing tens or hundreds of thousands of dollars of marketing a month. We see this all the time with Open Letter Marketing, that they\u2019re still not really understanding their prospects before they go to market. And what that creates is they spend a lot more money than they need to, to get a conversion on their marketing dollars.
And just to give you an example, we\u2019re able to identify in your prospects database, which records are high, medium, and low quality, right? Who\u2019s more motivated to sell? And we can do that through sifting and sorting, and understanding, list stacking, all those kind of segmentation filters. But the importance behind that is because if you have a marketing budget, and now you spend 70% of your budget toward your high quality records, 10% to your low quality, 20% to your medium quality, you still have the same marketing budget, but you\u2019re allocating your funds much more appropriately, and you\u2019re going to actually increase your ROI by doing that.
So that\u2019s just one aspect of the prospects database that we really hone in on because we don\u2019t want to just offer a prospects database, we want to show you how to maximize your dollar, your marketing dollars. So helping people through that and getting them to understand that, there\u2019s a lot of education in it. But that\u2019s the big piece, we want to educate people. We don\u2019t want to just give them the tool and say, here you go, good luck. We want to help guide them through that.<\/p>\n

Rob:
And by the way, for everyone at home, we\u2019re actually going to do a product demo where we show you the tactical aspect of the platform. So stay tuned for that. Because it\u2019ll help visualize what we\u2019re talking about. But Justin, when you\u2019re talking about the list, I want to make sure that I\u2019m clear. Because you\u2019re saying a lot of the times people are just burning cash because they\u2019ve got, let\u2019s say a 30,000 person-list, and so they\u2019re marketing to 30,000 people. When in reality, if they just really shaved down that list to people that actually might convert, they could spend way less money just focusing on a much smaller set of people?<\/p>\n

Justin:
That\u2019s correct, yes. And the way we do that too is by pulling different lists in our list builders. So we have the ability, really we have hundreds of different filters, but we narrow it in and offer seven different lists that people can just basically click one of the presets, enter in their geography, and pull that list so that it comes into your prospects database. And if they pull all those seven different lists and bring them in, one of the tactics that we use is saying, hey, which properties are on two or three or more lists? And by doing that, we can identify which records are on multiple lists because they\u2019re potentially more motivated because maybe they\u2019re an absentee owner, their property is vacant, and they have a lot of equity in their house.<\/p>\n

Rob:
Okay, that\u2019s what I wanted to know because you mentioned that you can find the motivated sellers. Is it simply because they sort of check the box on a lot of things that might be criteria for what\u2019s considered a motivated seller? So I\u2019d even imagine something like, and maybe this is a feature, maybe it\u2019s not. But someone who\u2019s delinquent on taxes for example, is that a filter that would tend to show someone is a bit more motivated or would be a more motivated buyer?<\/p>\n

Justin:
Yes, absolutely. So as you pull in lists into the database, you can specify the quality of the list that you\u2019re importing because for tax delinquent, vacant properties, driving for dollars, to me, those would all be high quality lists because they\u2019re generally more challenging to pull. So it thereby would make it a little bit of a better list as well as it\u2019s more situational. If somebody has tax liens on their house, then they have a more desire or more of a need to sell. Somebody that just has equity in their house. I don\u2019t see that as a high quality, that\u2019s more of a lower quality list. But then if you start to stack all these lists together and identify which properties are on one of these high quality lists and multiple other lists, and then you can segment all those records into a high quality or your high quality records list, and then you can start creating a marketing campaign specifically for those people.<\/p>\n

David:
That is a principle that I find\u2026 I\u2019m really glad to hear that you\u2019re incorporating that. It works in many ways, in many forms of business. In general, what you\u2019re looking for is, each of these lists have some properties that are more likely to be a motivated seller than other lists. And by combining them all, and what\u2019s that graph where there\u2019s circles that intersect, there\u2019s a name for that.<\/p>\n

Rob:
Like a Venn diagram?<\/p>\n

David:
You know what I\u2019m talking about?<\/p>\n

Rob:
Yeah.<\/p>\n

David:
Is that what this is, a Venn diagram? Where it\u2019s like you\u2019ve got this and you\u2019ve got this where they intersect-<\/p>\n

Rob:
Big circle and then there\u2019s like a little middle in there.<\/p>\n

David:
Yeah, yeah.<\/p>\n

Rob:
Yeah.<\/p>\n

David:
There we go. Thank you Rob for being a nerd.<\/p>\n

Rob:
You\u2019re okay.<\/p>\n

David:
A Venn diagram. The more list that you add into this and the more intersection points are, the higher the likelihood starts to become that you\u2019re going to get the motivated seller, which is the deal. It\u2019s very similar when you\u2019re looking at a property itself, where I\u2019m looking at, okay, I\u2019m probably not going to get a house for a 50% of what it\u2019s worth, but can I find a house that has several elements that all come together in the same property that are all base hits? So is there a way I can add value? And then can I get it for less than market value? And then can I get some perk from the seller that\u2019s going to make this deal better? Is this in an area that\u2019s going to appreciate more than other areas?
Is this in a tax advantaged strategy that\u2019s going to save me money somewhere else? And if you put six of these things together in the same deal, what looked like a boring deal that was in plain sight to everybody is actually very, very exciting because they didn\u2019t see all the different elements of it. It almost sounds like you\u2019ve created software that\u2019s doing the same thing with finding motivated people. Any of those properties on a list on its own doesn\u2019t necessarily jump out, but when you combine it all together, you start to get a very attractive asset to pursue.<\/p>\n

Justin:
Absolutely. And that can vary depending on your investment strategy. And at one point, there was a time that I was doing wholesaling in suburban areas, and then I was doing infill new construction in the city where I was doing multifamily condo conversions and whatnot. So in the suburbs, it would be looking at absentee, they have tax delinquents. But in the city, it would be a house or a property that was one or two units, but was on a lot of over 5,000 square feet. And if it was, that means that I can convert that as well as it was on a specific zoning, but I can convert that to a three or a four unit now. They\u2019re completely different strategies, but really understanding where the threshold and what you can actually do with the property that\u2019s on different lists, was the key to everything.<\/p>\n

Rob:
Oh, I actually had a quick question on your list. You find it, you find the prospects, and then when you reach out to them, you\u2019re saying that, that\u2019s your first set of people, that\u2019s your first someone on your team that could do that. Is that then done through another platform, or is it still, can the outreach actually happen from Invelo?<\/p>\n

Justin:
Yeah, the outreach can still happen through Invelo. So we have direct mail, we have ringless voicemail, we have email that is offered within the platform. And then if you are using a system outside, we do offer integrations and exporting from the system into other databases. But the important thing is you\u2019re still capturing the cost to do that marketing outside of the system. So again, we can still funnel back the KPIs and record that information in our system, so you know which marketing activity is actually performing the best.<\/p>\n

Rob:
Okay, that\u2019s very cool. So you\u2019re saying the integrations, if there are other tools that are part of your ecosystem, they can possibly be I guess connected or integrated like you said?<\/p>\n

Justin:
Yes.<\/p>\n

Rob:
So that you don\u2019t have to actually walk away from a current ecosystem that you\u2019ve worked. Because that\u2019s always a hard thing for me. I do different tech stacks and everything like that. So whenever a new software that seems cool comes about, I\u2019m always like, oh, can it actually connect with everything? And when it does, I\u2019m like, oh. It\u2019s a pretty easy sell for me whenever I do that, because I\u2019m like, all right, I get to keep everything in my dashboard and then connect all the tools and make my life a little bit easier.<\/p>\n

Justin:
Yep, absolutely. Absolutely. And that\u2019s a big thing. We\u2019re working on the Zapier connection as well as direct connections to many different platforms that investors use. And that\u2019s really critical for us, like you mentioned, is for it to be a very simple integration, so people can access different platforms that they use for maybe different segments of their system. So it\u2019s really all contained within Invelo, but then it can talk to all those other platforms.<\/p>\n

Rob:
I see that. Okay, that\u2019s cool. Yeah, I\u2019m in now because\u2026 Oh, I was in before, but let me just say I am a big fan of Zapier because I\u2019m an automation nerd. I am trying to automate so many aspects of my business and of my life, and Zapier\u2019s what I use to literally, it automates with my Slack channel, with all my CRMs, with my emails, with my payment channels. It really does help connect the ecosystem. So that\u2019s cool. All right. So it is a way of even adding to automation if that\u2019s what you want in your business.<\/p>\n

Justin:
Yes.<\/p>\n

Rob:
Which you should, if you want to scale up. Automation is king.<\/p>\n

Justin:
Yeah, automation is critical. Automation is critical, and we really try to leverage that within the platform. So the complexities that I was mentioning before, if you\u2019re marketing to a bunch of records or sellers, if one of them sells their home, you don\u2019t want to continue to market to them. And neither should the investor really have to go back and scrub all of their records to see who sold their house. The system can just do it for them. Our database, our properties database that Invelo holds, is updated every single day. So if a house sells, we immediately get notified, and then we move their record out of the marketing for the user. So really you don\u2019t have to think about that stuff.<\/p>\n

David:
So you\u2019ve been in the game for a long time, Justin. In your opinion, what\u2019s the right avatar of investor, the person who\u2019s listening to this, how does someone know if this strategy is the right strategy for them?<\/p>\n

Justin:
So as far as strategy, I mean this system can be utilized for anybody that\u2019s going direct-to-seller, that is marketing off market, or even people that are working with other wholesalers or real estate agents, and they want to manage all of their leads and records into one database, it could be used for either one. But the real value comes on the direct-to-seller marketing. And we really look at people that are doing single family, to small to mid multi-family, that\u2019s kind of the investment focus that this system was built out for.
And anybody that\u2019s either a newbie to an advanced investor, the newbie investor, we have a lot of that education to help train them or educate them on best practices. And the functionality and features that we have in the system will work not only for beginners, but also advanced investors. So when they really get deep down to understanding, hey, I want to be able to skip trace my records or find other people because this person hasn\u2019t called me back. And I want to find who else owns the property or is associated with the property, they can even do that in the system as well.<\/p>\n

David:
Now what about geographic locations? Is it going to work the same in Manhattan, New York or San Diego, California as it\u2019s going to work in Columbus, Ohio? Or do you find that certain price points of certain areas have more success than others?<\/p>\n

Justin:
No, I would say this system will work\u2026 Again, this system is for management of records. So we have access to all properties throughout the whole United States. I believe it\u2019s over 155 million records that we have access to. And we have data points on all of those properties. So anyone who\u2019s doing it in Manhattan or somebody else who\u2019s in Ohio, the system will work for them. Now, with data, there\u2019s always going to be, as you get to the larger commercial size properties, the data\u2019s a little bit more challenging when they\u2019re going and standardizing all that data. So that\u2019s why I look at our system as really single family to mid level multi-family owners, or investors.<\/p>\n

Rob:
Yeah. I\u2019m wondering about the use cases for this, because we talked about the size of the homes that really thrive within the platform, but the actual type of investor as well. Outside of the experience level, are you seeing a correlation between wholesaling or flippers, or are there even opportunities for people in other more niche areas like short term rentals for example? Is this something that can work for basically every type of asset class?<\/p>\n

Justin:
Yes, absolutely. So it\u2019s a lot on the acquisition side. So when I look at what people are doing or what the investment focus is, or strategy is, whether it\u2019s wholesaling, rehabbing, short-term rentals. I look at that more of what you\u2019re going to do with the property afterwards. So in order to acquire the properties, you still need a system and you need a proper process in order to go through to acquire those properties. What you do with it on the back end, that can be anything that you want, but you can still manage everything within the system.<\/p>\n

Rob:
Okay, that makes total sense. I think I really am so curious about getting into this world because I do typically get stuff off the MLS, and so I\u2019m often paying market prices. I mean, obviously of course it\u2019s possible to get below market prices too, but I\u2019ve been really giving a lot of thought to basically my acquisition strategy, and if there is a way to get in the door for less than market, especially right now. So that\u2019s really cool. Effectively, it\u2019s a kind of pick your poison afterwards. You find the house, you acquire it, and then however you actually want to use it, that just depends on your individual investment strategy.<\/p>\n

Justin:
And I\u2019m really excited to go through the demo with you guys because that\u2019s going to help clarify because there\u2019s so many points and so many details that go along this process, that sometimes it seems like it\u2019s over complicating things, or it\u2019s really confusing. But the way that we designed the platform, it\u2019s extremely intuitive, and the step-by-step process is actually much easier than you think. The system does a lot of the complicated pieces in the back end, so the user doesn\u2019t even have to think about it, like those automations that I mentioned before.<\/p>\n

Rob:
Very cool. Well, if you\u2019re cool with it, I\u2019d love to actually jump in and check it out.<\/p>\n

Justin:
Absolutely.<\/p>\n

Anson:
All right. So we\u2019ve learned a bit about how Justin created Invelo and the whole process of that. I\u2019m super excited to have a demo of the entire thing and how it works. Again, if you don\u2019t know me, I\u2019m Anson Young. I wrote Finding and Funding Great Deals out through BiggerPockets, I\u2019m a rehabber, a wholesaler, a BRRRR investor. And technology, CRM, list building, skip tracing, marketing. All of these things are so integral to my business and how I can be successful and how I\u2019ve been successful, that I\u2019m very excited to learn how all these kind of snap in together and hopefully make my life easier. I think we can start there, and get this demo rolling.<\/p>\n

Justin:
Awesome. Yeah, I\u2019m excited to show you what we have going on with Invelo. So we\u2019re first going to start off with the dashboard. You jump into Invelo, and this is kind of your home screen of where you land. So you get some basic KPIs about what\u2019s happening in your database through the different aspects of prospects, leads, how many records are in your database. You get this nice product navigation over to the right for a little help desk, academy and education. And then you can also see any tasks or marketing campaigns that you have currently going on. So again, just a step back, this platform is a true end-to-end solution.
So you can build your lists, you can manage prospects, leads and deals, you can market out of this platform. So it really can do everything. So you can house all the information in this one platform, so you\u2019re not going back and forth between multiple software platforms or databases. So this is the primary spot. And then I\u2019m really just going to take us through the natural progression of a sales journey, from building lists to managing prospects, leads and deals, and also show you some marketing and some additional bells and whistles that we have with Invelo.<\/p>\n

Anson:
Nice. I like that you land just right on the screen, and you can see all kinds of things. I like that.<\/p>\n

Justin:
And the big thing to call out here that you don\u2019t really see if you just land in here, is the sold records and the vacant records. So Invelo will automatically update this information every single day, because our prospects database is updated daily. So any properties that sell or go vacant in your prospects database, we will actually identify those. And not only that, if you\u2019re marketing to those prospects and those houses sell, we\u2019ll actually push them off of your marketing campaign so you don\u2019t continue to market to them. And they\u2019ll actually land on a sub database called Removed Records, which I\u2019ll show you in a little bit. So let\u2019s start off over on the left hand side. If we click on List Builder, now you can see the screen of how to pull list. So we make this very easy for people either starting out with real estate investing, and we also have the flexibility to get really advanced functionality and criteria.
So just starting out on the easy side, you can see down here we have these Invelo presets. These are all presets that we have identified to be the very best list that you can pull from this system. And there might be some that you recognize and some called related party, and some other ones that you might not recognize. But we actually have found through our own research that these lists perform exceptionally well. So really to get started, all you have to do is click the button, and you can see on the left hand side we have all of this criteria.
Now you can go into this criteria and you can just remove anything that doesn\u2019t meet what you\u2019re looking for. And then the only other thing that you really have to do is you can add a geography. Now you can do this based on city, state, and county or ZIP code. I\u2019m just going to click on a city here. And then if you do want to get a little bit more advanced, we can go into the properties, MLS and owner info to really scale down and look at other filters like vacancy or owner type. Under property, you can see we have tons of different filters that you can really utilize.<\/p>\n

Anson:
So if you\u2019re just starting out and you just need one of these seven or six quick starts, you can just click on one of those, then put in your geography, your ZIP code or whatever, and it\u2019ll just basically kind of get you a good place to start.<\/p>\n

Justin:
Yeah, exactly. Because the two biggest things that new investors and even some experienced investors have, is they don\u2019t know how to pull a list properly, and they struggle with creating a really good marketing strategy. So in this system, we really set everyone up for success by creating these presets. So you really don\u2019t have to think about what to pull. And we just automatically have them here, so it\u2019s basically a one click away.<\/p>\n

Anson:
Yeah, it\u2019s great.<\/p>\n

Justin:
Once I click to apply filters, we have a list of all the properties that meet the criteria, and we also have this map. And within the map you can see the different colors. And this shows you the saturation of properties that meet your criteria in the specific area. So if I actually click on this, we can zoom in, and then we can get down to where we see the individual properties and see some basic information about the property. From there, we can actually import the list.
And the great thing with Invelo is that, you can see up here, you already have 47 out of 50 records. So when you have Invelo, you can import records into your database and you get a quota every month. But if we find that you already have the records in your database, we\u2019re not going to apply those against your quota. We\u2019re already going to identify you have 47 out of the 50 that meet this criteria. So we\u2019re only going to import three of them, and we\u2019re going to apply the lists and tags, whatever we select here, to all 50 records, whether they\u2019re already existing in your database or you\u2019re importing them new.<\/p>\n

Anson:
So if you\u2019re doing list and tags, is that just a way to organize this, or does it serve some other function?<\/p>\n

Justin:
Yes, the list will always identify. When you\u2019re selecting a list, you\u2019re telling the system where these records are on which list. So because we pulled an absentee list, we\u2019re actually going to go in and as you saw, I just clicked absentee from the dropdown menu to acknowledge that these records are part of an absentee list. And then tags, there\u2019s various tagging strategies, which probably would take another video to shoot that. But we\u2019re basically just identifying where these records came from, they came from the Invelo database.
And also if it\u2019s in a specific area, what my investment opportunity or objective is. So I can select both of those. The only last thing that I want to show is the auto ad. So this is a really unique feature to Invelo, where you only have to pull a list one time, and Invelo will automatically add new properties that meet this criteria to your database, anytime a new property meets this criteria. So again, because our database updates daily, your absentee list that you\u2019re pulling here will always be up-to-date. And you don\u2019t have to do anything else but enable, name it as a preset, save it and import the records. And in the future, your database will always be up-to-date.<\/p>\n

Anson:
So you\u2019re not just scrubbing these lists, now you\u2019re automatically adding new prospects to your database. So if a new absentee owner pops up, you don\u2019t have to go search for it, and then add it to your marketing list or something.<\/p>\n

Justin:
That\u2019s correct.<\/p>\n

Anson:
This just automatically adds it in.<\/p>\n

Justin:
Yes, yes.<\/p>\n

Anson:
What in the world?<\/p>\n

Justin:
As you know, pulling lists and refreshing lists, and making sure that you\u2019re not duplicating those records that are already in your database. A lot of people struggle with that. And this solves that issue.<\/p>\n

Anson:
Yeah, that is so much work saved. And then automatically just adding it means that you can just market. You market to that same audience so to speak. And you know that it\u2019s the most up-to-date, your solds are knocked off of there, and then you have new ones added to it. Yeah, that\u2019s pretty crazy.<\/p>\n

Justin:
And when we get into marketing, you\u2019ll see how this whole system is automated from when it gets into prospects to when you actually market to them, everything is actually automated. So I\u2019m going to just cancel out of here and just jump into our prospects database. So over here on the left hand side, I\u2019m going to click on Prospects. And you\u2019ll notice that the left side menu is in the order in which your sales journey generally moves, right? You first have to-<\/p>\n

Anson:
Yeah, you build your lists.<\/p>\n

Justin:
Yep. Build your lists.<\/p>\n

Anson:
You push them into your CRM or some sort of database, and then you\u2019re off to the races, right?<\/p>\n

Justin:
Exactly. And we break it down by prospects, leads, and deals. You\u2019ll notice that there\u2019s different database for each of the three. And that\u2019s critical for us because we understand that there is different features and functionality that you\u2019ll need throughout the journey. And I\u2019ll show you a couple of those when we jump into prospects here. So here is our prospects database. You\u2019ll notice on the left hand side, we have active and we have removed. And again, this is what I was talking about. If any record is identified that it\u2019s sold, then they\u2019re going to be pushed to the removed database. And by them being in the removed database, you will not be able to market to them.
You can only push them manually back into active in order to get them back on your marketing. So let\u2019s jump into one of these records. You\u2019ll see anytime that you import, whether it\u2019s through List Builder or through your own CSV, your own list, whether or not you just use your property address to import. And again, importing can just be done by a single click. Selecting one of your lists, and quickly importing the list. You can go through this process, you just add the lists and tags, and you can import.<\/p>\n

Anson:
Because a lot of times, you might have a driving for dollars list or something that you want to add into your marketing. And this is just telling Invelo like, hey, this is my list. You\u2019re tagging it differently from maybe the Invelo list. And then now you can differentiate, you can sort it, you can organize it.<\/p>\n

Justin:
Exactly. Exactly. And the cool thing is Invelo uses its properties database. So if you only import the property address, we\u2019re actually going to fill in all the details relating to that property. So here\u2019s an example of what you can see. Just by using a property address when you import, we\u2019re going to tell you all of the different building details, property characteristics, land info, estimated value, tax info, last sale date.
And if it is on the MLS, we\u2019ll actually show you listing price, listing date. In addition to that, we\u2019ll also show you the contact that\u2019s associated with this property. And with Invelo, you can even skip trace. So we can skip trace not only this person here, but we can actually skip trace additional people who may own this property. So you can see I just skip traced, and it just added a number of records. And at the top is going to be the best match that we found.<\/p>\n

Anson:
So it\u2019s got a star next to it, so you know-<\/p>\n

Justin:
Exactly.<\/p>\n

Anson:
Okay.<\/p>\n

Justin:
Yes. So as you start to market to this person, and let\u2019s say that you send a direct mail piece to this address here, but it kicks back. So we\u2019ll even show you that it is deliverable, but let\u2019s say that it gets kicked back. You can click on Don\u2019t Mail, and you can change the primary mailing address to the next one. So there\u2019s always opportunities to continue to market, and use different details within the record. Again, the phone numbers, we\u2019ll provide you with the phone numbers if they\u2019re on the DNC or do not call list, we\u2019ll give you email addresses if we have them on the person. And we\u2019ll also identify if they are a litigator. So a potential person that can potentially sue you for soliciting to them, which is really, really important.<\/p>\n

Anson:
That\u2019s very important. So it automatically tells you basically, hey, this is DNC, do not call list. This is a litigator list. It also tells you if it\u2019s deliverable or undeliverable based on the USPS records or however you guys do it, right?<\/p>\n

Justin:
That\u2019s correct. Yep.<\/p>\n

Anson:
Wow.<\/p>\n

Justin:
So again, the litigator list is really identifying which people are either attorneys or have litigated against other people who have solicited to them in the past. So this tells you do not market to them because they could potentially sue you if you cold call or send them a text message. So that\u2019s really important information, because it can save you thousands or tens of thousands of dollars so you don\u2019t market to those people.<\/p>\n

Anson:
Makes sense.<\/p>\n

Justin:
And then if we have any marketing related to this person, the marketing campaign would show up here in this record as well.<\/p>\n

Anson:
Very nice.<\/p>\n

Justin:
Now, just going back again, the prospects database, the important thing with prospects that many investors don\u2019t do that really need to understand is being able to segment your prospects. So you can see we have this Quality column here, and what we\u2019re trying to do is we\u2019re trying to really show people that they should narrow their records down into their highest quality prospects bucket, so that they can actually send out more marketing or be very focused on the marketing to those specific people. So for instance, I have 17,000 records in my database. I can come in here, and I can just manipulate with some filters, and pluck out the top quality records based on either by lists or by list count.
So right here, I\u2019m just creating lists saying, I want to see all the records that are on my tax lien list, or driving for dollars list, because I know that those are two of my best lists. And anyone that is on three\u2026 Actually, let me slide this up, three or more lists. So you can see there\u2019s 2,300 people out of 17,000 people that are on my two best lists, and that are on three or more lists. And again, that\u2019s critical that they\u2019re on multiple lists, because they potentially have a higher need to sell because they\u2019re on an equity absentee and tax lien list.<\/p>\n

Anson:
Wow. So it\u2019s automatically list stacking for you.<\/p>\n

Justin:
Yes.<\/p>\n

Anson:
Just by moving the slider over, telling you, hey, if I want two lists, three lists, four lists, these people who\u2019ll show up on multiple lists, it\u2019s just automatically stacking them and telling you these are the highest priority, right?<\/p>\n

Justin:
That\u2019s correct. Yep, that\u2019s right.<\/p>\n

Anson:
Okay.<\/p>\n

Justin:
So we can even save this highest quality. I could share it with my team if I\u2019m on a team plan, and I\u2019ll show you what we can do with this list in a minute when we get to marketing. So those are some of the features and functionality. There\u2019s a lot more features that go into prospects and automations, but I\u2019m going to continue to move on so we can show you a little bit more of the platform. Moving on to leads. So once you have a prospect that you\u2019re marketing to, raise their hand and say, hey, I\u2019m interested in selling. Now, you convert them to a lead. And the leads pipeline you can see is set up a little bit differently, although you can always get back to your list view. But the card-<\/p>\n

Anson:
This is like a CardView, right?<\/p>\n

Justin:
Yes, exactly. CardView, Kanban style view. So you can actually move your records along the natural pipeline or path. We always have the ability to change the column headers, move them around, add new ones.<\/p>\n

Anson:
Oh, so it\u2019s not set, you could customize it.<\/p>\n

Justin:
Absolutely, yes. You can customize it.<\/p>\n

Anson:
Yeah, that\u2019s huge. Wow.<\/p>\n

Justin:
So let me take you into one of these records, but before actually I do, you can see the organization of all these records. On the top right hand side, I could actually change this so I can say, show me all the people that have the highest motivation to the lowest motivation. So these are the ones that I really want to focus on. Or I can say, let me see all of the people that have the oldest activity, I haven\u2019t touched them in the longest amount of time. So now your acquisitions team or even yourself, can really start from top down and make sure that you followup with the records that you haven\u2019t communicated with in the longest time.<\/p>\n

Anson:
Yeah, that makes sense. You got to prioritize that.<\/p>\n

Justin:
Absolutely. So if we jump into one of these records, you\u2019ll now see that the lead tab is available, and the lead tab allows you to provide a little bit more information in the logical progression of communicating with the person, the seller. So we can identify motivation, last time you contacted, occupancy, reasons for selling. So really everything that you\u2019re naturally going to ask them from your first conversation about just getting a sense of how motivated they are, and what the potential repairs are, condition of the property and their situation. You can even identify or put in a projected analysis, so you can enter in all the information about what you can sell the property for, your construction costs, and come back to a projected profit. And you\u2019ll see why that is going to be a nice feature for when you actually convert them to a deal.<\/p>\n

Anson:
So it\u2019s like a little calculator based on what you put in there.<\/p>\n

Justin:
Yes. Yep.<\/p>\n

Anson:
Awesome. Yeah, that\u2019s great.<\/p>\n

Justin:
So as you move these records through and you can convert them to a deal, you can actually even call out who is the owner for the deal. So you can actually have an owner for a lead, you have a lead owner, and you can have someone for a deal. Basically, your acquisitions and your dispositions team. So if you\u2019re in a team plan, you can assign people different properties that they\u2019re focused on.<\/p>\n

Anson:
Yeah, that\u2019s great. Yeah, take ownership of it, and it\u2019s up to them to followup or sell that deal.<\/p>\n

Justin:
Yes. So I\u2019m going to convert this. I\u2019ll say that I am the owner, and now I\u2019m logged into my deals. And again, you\u2019ll see that the deals section has kind of its own information. And again, we\u2019re trying to identify and provide you with all the information that you need for purchase when you purchase the property, any terms, your closing agent who you\u2019re using, your holding costs. And eventually when you sell, you can enter in the actual costs. And then we provide an analysis down below. Now, before when we were in the leads, we showed you our projected profit. So even here, we show you a projected profit. So we can show you an actual budgeted versus actual profit.<\/p>\n

Anson:
So you\u2019re moving from traditional CRM to now you\u2019re analyzing KPIs, and being able to really break down numbers inside of your business, inside of just the one platform.<\/p>\n

Justin:
Yes, that\u2019s right. That\u2019s right.<\/p>\n

Anson:
Okay.<\/p>\n

Justin:
So just going back out again, you can see the deals board looks very similar to the leads board, but now you\u2019re managing what happens after you purchase the property or after you get it under contract. Because as we know as investors, we don\u2019t make our money once we purchase the property, we have to do something to it to actually make the money. Whether that\u2019s selling it, renting it, building, and then selling. So you can manage your deals through this pipeline as well. So again, just going back to the dashboard over on the left hand side, you can see that there\u2019s additional tabs here that are grayed out, which we will be exploring and adding more KPIs. Because as the system we add\u2026 And we\u2019re adding features all the time, but we will be able to go really deep into the analysis of every step of your journey to show you and highlight areas of improvement or different KPIs that you really need to keep an eye on.<\/p>\n

Anson:
And if you\u2019re following along, you don\u2019t know key performance indicators, KPIs, basically all the numbers that are attached to your business. If you want to know cost per deal, basically there\u2019s a hundred ways to break that down. But if you\u2019re looking at your business as an overview, KPIs or key performance indicators are probably the best way to know what you\u2019re doing and the best practices to get there. So yeah, just wanted to clear that up.<\/p>\n

Justin:
Thank you. So the last piece that I want to go into, and again, there\u2019s other parts of the system that we could go into, but these are kind of the top ones. This last piece here is marketing. So if we look at marketing, and I\u2019m just going to show you the active. We have two ways to market. We can market to prospects and leads. So prospects, think of it as you\u2019re blasting your marketing out to all of your prospects, or at least the highest quality prospects and leads are more like a followup.<\/p>\n

Anson:
So that was the list that you pulled through Invelo, and then the list that you uploaded for driving for dollars or wherever you\u2019re getting your lists, those are your prospects that you\u2019re kind of blasting out a bunch of marketing to. And then your leads are the ones that they\u2019ve already raised their hand and said, I might potentially be interested in selling. And then you\u2019re just following up with them or you\u2019re touching them with a different piece or something, right?<\/p>\n

Justin:
That\u2019s right. That\u2019s right. Yes. Yes. So when I click on ad campaign here, again, you\u2019ll see that we have a number of presets for both prospects as well as leads. And again, we\u2019ve created these based on a lot of testing and functionality through my investment business and many other investors around the country. So we know that these ones, these marketing campaigns are the best of the best. We know they work, we understand the strategy behind them. So for a lot of investors that are coming into the platform that might not have done marketing before, they can really just click one of these, and move forward. And we actually take them through the steps of how to create this campaign.<\/p>\n

Anson:
So it\u2019s all in one.<\/p>\n

Justin:
Exactly. And again, if I just go back out. You have the ability to send direct mail, ringless voicemail, email, and you can also create custom sequences within a marketing campaign. So you can actually take the list that\u2019s in your marketing campaign of those records, and upload them to a cold calling platform or a ringless voice, or text messaging platform. So there\u2019s many various ways that you can do that. But again, all of the data, all of the information is stored within Invelo, so we can provide you with those KPIs.<\/p>\n

Anson:
Which is huge. Because even if you\u2019re not using something that you don\u2019t provide in here, like texting. You could still track those KPIs inside of here, which is huge. It used to be a huge pain in the butt to try to do this with any other CRM that I\u2019ve used anyways.<\/p>\n

Justin:
Right. And with our Zapier connection that we\u2019re adding into the system, you\u2019ll be able to actually send those Zaps to the third-party platform, so it\u2019s a lot more seamless and automated.<\/p>\n

Anson:
So from the very top, you\u2019re automatically adding things to your marketing list and you\u2019re automatically scrubbing them, which is awesome, which then go into your prospects. But now you\u2019re continuously updating your marketing if it meets those same criteria, and then starting them the right way inside of the sequence. So if something becomes vacant two months into the sequence, it\u2019ll automatically just put them to the top, and send them the first thing instead of the third thing.<\/p>\n

Justin:
That\u2019s correct.<\/p>\n

Anson:
Is that-<\/p>\n

Justin:
Yes.<\/p>\n

Anson:
Does that make sense?<\/p>\n

Justin:
Yes.<\/p>\n

Anson:
Wow. So yeah, that makes sense. That\u2019s like all the way down, making it super easy for you because this used to be crazy to try to do multi-touch campaign. And then you had a bunch of new leads that come in or a bunch of new prospects that you\u2019re pulling in, and then you\u2019re trying to start them from the top while you\u2019re trying to keep these at the third one. Oh man.<\/p>\n

Justin:
And this is a huge issue for a lot of people that are doing driving for dollars and getting a couple of 100 a week, or they have tax liens that they pull every month, and they\u2019re like, all right, well, I have a new list and I want to put it through this campaign, but how do I? Do I create another campaign with just a couple of 100? Or do I put them into the existing campaign and inject them into wherever they are in that campaign in the sequence? So it was always a struggle for investors on how to figure that out and make sure that they were moving it along the same flow as any other record that would be in this campaign.<\/p>\n

Anson:
Yeah, that\u2019s a huge headache. I mean, especially on that driving for dollars example, now all you have to have is just the address. You push it into Invelo, it automatically fills in the mailing address info and any of the other information that you would go manually look up. But now all the way down to marketing, the new ones that you\u2019re adding are in the correct sequence, and they\u2019re automatically just being pushed into your marketing funnel.<\/p>\n

Justin:
Again, there\u2019s a lot more features and functionality behind marketing. It gets pretty advanced, but we can also keep it very simplistic so the user can go through nice and easy, select which preset they want, follow the prompts, and start the campaign very quickly.<\/p>\n

Anson:
Just go do one touch postcard or set up a three mailing sequence to see how their driving for dollars list is performing.<\/p>\n

Justin:
Right. And as you can see, if I click this drop down here, we can also get access to all of the active leads\u2019 followup campaigns. So you can also-<\/p>\n

Anson:
Oh, that\u2019s right. Because the leads had a different sequence or a different set of marketing just automatically in there.<\/p>\n

Justin:
Yes.<\/p>\n

Anson:
Okay.<\/p>\n

Justin:
You can even set it up so you can create a status that says followup needed. And any time a record goes into that status, it automatically triggers the followup campaign.<\/p>\n

Anson:
Oh wow. Okay. So you don\u2019t even have to think about it, you just move the card over, and then they\u2019re just added to the marketing. And you don\u2019t have to really think about it as long as you\u2019ve set it up the way that you like it.<\/p>\n

Justin:
Absolutely.<\/p>\n

Anson:
Oh wow. Okay.<\/p>\n

Justin:
So again, there\u2019s a lot of functionality that goes behind the marketing, but we try to make it and automate it so it\u2019s very easy. So the things that most investors have to really think about and the inconvenience or inefficiencies of thinking about, did I remove the solds? Which campaign do I add these people to? We really try to take that away from the investors, because we know you\u2019re busy doing other stuff, you shouldn\u2019t have to be thinking about this. We really automate the whole process for you.<\/p>\n

Anson:
Yeah, my brain\u2019s already turning because I can see a bunch of time is saved through this system. And then also where you can scale a little bit quicker and not have to maybe even hire somebody to watch your marketing like a hawk. Because if you set this up, you can get pretty far with just automation, and having it scrub your list, and then having it automatically send out mail based on followup or based on added prospects, you can actually save a bunch of time and money by just having this already set up in here.<\/p>\n

Justin:
Yes. Yeah, there\u2019s countless times where I hear investors talking about hiring virtual assistants just to scrub the sold properties off of their database, and this just does it automatically for you. That\u2019s just one little area-<\/p>\n

Anson:
Yeah, I\u2019ve been there.<\/p>\n

Justin:
\u2026 of where the automation can take over, and really help out and save a lot of time.<\/p>\n

Anson:
Yeah, I think anybody who\u2019s done any kind of amount of marketing has been there, where they\u2019re trying to hire this out or trying to beat up an Excel spreadsheet to do it for you. But none of us know how to program those things.<\/p>\n

Justin:
The only one last area that I just want to show you is our education portal, because this is something that we are truly passionate about and really try to provide additional value to our users. Because the goal for us is to provide best practices, and help them through the platform through education. So we\u2019re not just giving everybody a software and say, hey, good luck. We really want to provide them with the education and understanding of how the logical step should be to go through and be as successful as they possibly can. So within the academy, we have Invelo training, that really goes through every aspect of starting out, to mindset, to how to find properties, how to talk to sellers, how to put deals together. So we go through all of these, we have all these videos. In addition to that, we have industry experts teaching all master classes.
We have new master classes coming in the pipeline every single month, from people within the real estate investment industry and even outside. So we know that entrepreneurship, it\u2019s more than just focused on real estate investing, it takes over your whole life. So we really focus on, and we have fitness experts, health experts, psychologists coming in, people talking about how to manage being a great parent and a spouse while trying to start a business or run a business. So we understand that people have all those challenges and we really try to get advocate and show people that these are how people get through it. These are how really successful people that have built amazing businesses have done it. And you\u2019re not the only one. Other people have these challenges, and you are within the community that people really value this.<\/p>\n

Anson:
Yeah, I see just a ton of names, big names here. I think that, that\u2019s what a lot of companies are missing is this holistic approach to not only teaching the platform, which is a no-brainer, like this is how you use Invelo. But now you\u2019re talking about how to talk to sellers, and then how to keep talent. How women in investing, the different roadblocks. It is this whole thing where, yeah, you just going through these master classes alone is totally worth it. That\u2019s crazy.<\/p>\n

Justin:
You nailed it. Holistically, our approach is a holistic approach. We\u2019re not just really honing in on just real estate investing. There\u2019s so many other aspects to entrepreneurship, so we really want to provide that value. And that\u2019s the approach that we take is, how do we get all the users successful? And that\u2019s really where we hone in on for our Invelo training is, this is how to become a successful investor, and here\u2019s how Invelo can help you get there faster. So we always try to provide that value first and foremost, and then how the platform can help you get there.<\/p>\n

Anson:
That\u2019s huge. Not a lot of companies think about that whole investor, because it\u2019s not just sending out mail, it\u2019s all those other things, like you\u2019re also a parent and you need to go work out or do whatever you need to do. And then if the investor is successful, of course you as a company\u2019s going to be successful because you\u2019ve helped them get there, and they\u2019re going to remember that of course.<\/p>\n

Justin:
So that\u2019s everything. That\u2019s the demo that I wanted to take you through. Hopefully you enjoyed that, and you got a lot from it.<\/p>\n

Anson:
Yeah, absolutely. This is crazy. So just from A to Z, just the little bit that you showed me, and I\u2019ll be going back through the Invelo training too, to learn how to do some of these other things. But I\u2019m super excited because this solves a lot of problems that I didn\u2019t even know I had, and now I know that they could be solved. All right, Justin, thanks for that demo. That was hugely helpful. Where can people go to find out more about you and contact you?<\/p>\n

Justin:
The best area is to go to our website, inveloapp.com. And it\u2019s I-N-V-E-L-O A-P-P.com. That is the best place that they can go to learn more about Invelo.<\/p>\n

Anson:
Nice.<\/p>\n

Justin:
How about you Anson? How can people get a hold of you?<\/p>\n

Anson:
You can find me on BiggerPockets, Anson Young there, or on Instagram @younganson, or on YouTube or wherever else you can find my name. So I\u2019m out there somewhere.<\/p>\n

Justin:
Awesome.<\/p>\n

Anson:
All right, so back to you guys over there, and we\u2019ll wrap up here.<\/p>\n

Rob:
Okay. Well, that\u2019s a really cool tool, man. I feel like I\u2019m ready to go out and get really just discounted off market deals. That\u2019s legitimately my new mission for 2022. So this comes at a pretty good time.<\/p>\n

David:
I\u2019ll tell you what, BiggerPockets is getting\u2026 we\u2019re getting better and better at finding the tools that somebody needs to achieve what they want. I remember a couple of years ago, just only a couple of years ago, we were having these conversations with people to say, how are you doing this? And they were just grinding their way. They were calling the city and requesting a list of people that were in violation of not paying their taxes, or had unpaid utility bills or something, and they were physically calling those people. And then we had a robo dialer for the first time ever, they could automatically dial, and it would save you time. And that was amazing technology. And now, we\u2019re putting together a list that you have the highest likelihood of hitting a motivated seller, and the software\u2019s doing all of it for you. It\u2019s almost unfair how easy this is becoming compared to how people had to do this five or 10 years ago.<\/p>\n

Rob:
That\u2019s right. Yeah, technology makes things a lot easier. And a really cool thing, probably the coolest thing about Invelo is that it is now included in the all new BiggerPockets Pro membership. So if you sign up for BiggerPockets Pro, they just supercharge it with all these insane benefits. And you\u2019ll get free access plus $50 in marketing credits to in Invelo, which is awesome.<\/p>\n

David:
When it comes to real estate, I live my life one quarter mile at a time, and BiggerPockets is my 10-second car. That\u2019s exactly right. People thought if you\u2019re not being teased by what everything Invelo can do, you can get access to this if you become a BiggerPockets Pro member, as well as several other cool things. They have a rehab estimator tool that\u2019s simply fantastic. That\u2019s one of the number one questions that we get asked is, how do I calculate the cost of rehab? There\u2019s now a calculator that can do that for you. So you can go find the deal, you can put the deal under contract, you can close on the deal, you can estimate it, you can get all the numbers that you need for what the rehab\u2019s going to cost, what the rent\u2019s going to be, all within the BiggerPockets ecosystem.<\/p>\n

Rob:
But wait, David. But wait, there is more. I know you were like, are we done? I\u2019m like, no, there is more my friend. You also get Rent Ready\u2019s property management software with the all new BiggerPockets Pro, which is awesome too. So you\u2019re getting a ton of value. And if you use promo code New Pro, you\u2019ll actually get 20% off your first year of the Pro annual membership, which again, supercharged here and it\u2019s now your one stop shop to get to start scale and manage your whole real estate portfolio, which is, that\u2019s a dream come true for all of us just getting our start here, man.<\/p>\n

David:
It\u2019s a dream come true if you want a better life. That\u2019s absolutely true. If you want the same life you have. If you want a boring life, if you want to be grinding away at a job you probably don\u2019t love until you\u2019re too old, and bent over, and aged to enjoy life, well, hey, keep doing what you\u2019re doing. But if you want a better life and if you want to have a haircut like Rob\u2019s, this is how I\u2019d recommend you get there.<\/p>\n

Rob:
That\u2019s right. So again, so if you use promo code New Pro, N-E-W P-R-O, you\u2019ll get 20% off your first year of a Pro annual membership. Other than that, Dave, where can people find out more about you online?<\/p>\n

David:
Well, they can use that promo code at biggerpockets.com\/proupgrade, and you can get all the information there. And then like Rob said, use the code New Pro. And then once you do that, go online and tell me that you signed up for a Pro. You can find me on social media @davidgreene24, LinkedIn, Instagram, Facebook, everywhere. And you can find me on YouTube at David Greene Real Estate. This is David Greene for Rob Headshot Abasolo, signing out.<\/p>\n

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