Stop Wasting Leads! The Secret Follow-Up System That Closes 40% More Deals

In this episode of The Generations of Wealth Podcast, host Derek Dombeck sits down with real estate investor and copywriting strategist Paul do Campo to unpack one of the most overlooked but powerful aspects of investing: lead nurturing and strategic follow-up. Paul shares how his transition from wholesaling and Lonnie deals to becoming a copy expert led him to build OmniDrip, a proven system designed to transform stale leads into closed deals through value-based follow-up, powerful copy, and human touchpoints.

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Welcome to the Generations of Wealth podcast. I’m your host, Derek Dombeck. And today’s topic is something that really doesn’t get talked about enough. And that’s nurturing your leads, following up with your leads, and staying in front of your leads the right way. So we’re going to have Paul DoCampo come on. But before that, we also in this episode touch on negotiations. Most of you know I do have a negotiations course. It’s at nomeansnotyet.com. go check that out. Part of nurturing your leads and getting those leads is then actually knowing how to convert, how to talk, how to negotiate with the sellers. So check that out. Anything else I can never do to help you, connect you in any way, shape, or form, again, don’t hesitate to reach out. Go to DerekDombeck.com, TheGenerationsOfWealth.com. There’s ways to contact us. So let us help you. And with that said, let’s bring on our guest. and here he is as promised the expert paul do campo mr paul thank you so much for being on the generations of wealth show uh thanks for having me derek appreciate it man why don’t you just start us off tell us a little bit about yourself your background and uh man i’m gonna pick your brain like crazy today because i love your topic yeah so uh appreciate it man so um yeah we’re gonna talking about follow-up we’re going to talk about copy which is not a it’s not really a sexy topic for uh investors they just want to know how to close the deal how to negotiate better etc so but um i’ll tell you that um you know follow-up is uh one of is been my bread and butter as far as winning more deals um bigger deals and just been in creating this product and service that i have called OmniDrip. So I started off flipping a wholesaling property, mobile homes. I was doing line-y deals, buying the trailers, fixing them up. Well, line-y deals, you don’t fix them up, but fixing up trailers, selling them on owner finance. Doing the same with land too. I had a land business called land getaway.

But I sold the URL. And, and that was doing well for me. But I, I kind of got pushed, not pushed, but just fell into the rabbit hole of copywriting. And that happened because accidentally fell and got a little job, little gig with carrot, carrot.com, Trevor Mock. I was working with him in developing copy for their clients until that was my first venture into copywriting. From there, it just kind of escalated. I started diving really into copywriting. Real estate investing is a whole little niche in information. There’s all kinds of information in books. Copywriting is a whole other one too. There’s all these old school guys teaching selling techniques and all that. So I dove into that and started taking on a little freelance work. The most interesting job related to this podcast is I was putting together direct mail packages selling hotel developments, like big hotel developments in Vegas. One of them was just a block away from the Strip. And that was fun. That was cool. But the biggest thing that I saw, opportunity I saw is a lot of investors struggle with the whole follow-up. Like, what do they say besides, hey, are you still interested in selling over and over and over and over and over? You know, you could spin it, you could have chat, you could spin that all kinds of ways, still the same thing. It’s self-serving, doesn’t give any value, you just become more of an annoying pest than anything else. So I developed a whole system based off of copy principles, based off of selling principles of following up with value, bringing up benefits, and getting an investor’s feelings out of the picture. Because I remember when I first started, I was struggling because I remember sitting in my car and I had Podio at the time, the Sierra on the Podio, which I’m not a fan of. It works, whatever. People are using it, it works. But back then, that’s all you had. And I had drip automations or, you know, I had a form of drip automation that they had at the time. And I remember sitting in my car, I had my list of leads that I got from direct mail and, you know, following up with them. But I had my list. And so I’d call Mrs. Sally and right before I call her, I’d say, you know, I think I, you know, she doesn’t feel like selling right now. So I’m just going to move her over for another two weeks. And I would keep doing that, letting my feelings get in the way, not having a organized system of follow up. And I think that’s like if there’s anything that I can bring as a lesson or tip for people listening, it’s and you always hear this cliche of developing systems. I mean, everybody talks about systems, systems. But, you know, if you don’t have something that is like, you know, a way of doing things right. Instead of just, I’m going to get my car and just go down the list, you know, you’re going to let feelings get in the way. You know, you’re going to let, you’re going to bypass. If you don’t have a script or certain quick questions, you’re going to ask the person, not necessarily a script or framework. You’re going to let feelings get in the way and possibly lose opportunities that I lost. So that’s, you know, I saw the opportunity because a lot of people were asking me, a lot of investors were asking me to create some kind of follow-up system. some type of automation, copy-driven text messages, emails, scripts, et cetera, that helps them and their team follow up in a systematic way that actually brings in more responses.

Yeah, and I can tell you from my couple decades in the business, I’m guilty of it just like most of us. We have the best intentions of following up, and then we get sidetracked, whether it’s an email or a phone call or a tenant issue or fill in the blank with whatever sidetracks us. and before you know it that property is gone and you missed out on it what i am curious about is you know you start with podio um i know you know the the crm i’m currently using there there isn’t a whole lot of custom customizable um things that i can do because i’m not a copywriter right and one of the things that that i’m want to know from you is when you’re stuck with a crm and i say stuck i shouldn’t but when you’re with a crm and you just use their canned text messages or their canned email campaigns or whatever and i’ll use the one that i used to use as an example which was real flow real flow you could customize the emails but again i’m not a copywriter. So my drip campaigns were kind of shitty, right? But it was better than nothing. So did you design this to be able to plug into other people’s CRMs? Like I know you’ve got Omnidrip, which we’re going to talk about, but how does that plug into some existing CRM? Right. So, yeah, I don’t sell software, so it’s not another software because I just didn’t.

Yeah, that’s not what I was trying to sell. I mean, I certainly can go and sell a software CRM and say that it’s exclusive. My copy is exclusive to this, but then I want to do something a little different. So, yeah, I look at me and my team and I as CRM experts. All CRMs are kind of similar in a way. They just, it’s how, it’s what nice features and bells and whistles they have and how they lay things out and what they call things, right? So people call it drip campaigns, they call it workflows or automations, et cetera. So it was just a matter of us getting familiar with CRMs. And I’ve been in 25 now, I think, plus CRMs, probably more than that, from the biggest ones to the ones I’ve really, you know, never heard of or anybody else has heard of. And they all function somewhat similar. Some have better customer service, better features. But, yeah, we can plug into any well-nomes as long as there’s good automation in place. I would say what makes good CRM automation is that, obviously, you have the ability to send auto emails and auto texts. That’s, like, number one given. But, surprisingly, I’ve come across that they don’t have that ability. But also sending notifications. I’m a big believer in like still making manual phone calls. Every once in a while, I’ll get people who don’t want that. Like they’re like, I just want to like send a ringless voicemail. They want to like, and it’s like with today’s AI revolution, AI movement, I’m going to say that like all these new AI tools are just making, is raising the bar. And it’s saturating the market already. We’re starting to see it where more people are coming in and it’s easier for them, easier for new people who have like no sales background, no marketing background to go and start calling people, you know, with these AI calls. So I think we have to start adding human elements now to get away from all this tech that people are using to speed the lead, to get to this lead faster for data, for follow up, et cetera.

So I do add human touches to make sure having your team or somebody else making manual calls. But also in between, we’ve got branding emails, branding texts, texts that bring value, texts that mention the reasons to sell to you, mention your unique selling propositions. And we could talk about it. I’m throwing a lot of jargon out right now, I know. But the important part is, look, there’s a seller, you know, 80% of the people, these leads that you have in your database, there’s only a small percentage that are the hair on fire leads, the ones that, you know, they need to sell yesterday. And those are the ones that everybody goes after. Great. Tie those up and they’ll contract. But there is a large percentage of just there’s whatever crap is in their way that they can’t sell right now. And those are the ones that a system, copy-driven, that brings value, that ups your brand, that brings credibility, helps you sell along the way, you know, when they’re ready, when they’re finally over that fence, right? You know, I was just shopping for life insurance not too long ago. And it reminded me of the whole REI industry because I put in my name into a form, like a lot of these homeowners do. They put a name in the form. All of a sudden, I’m getting three to four. I’m getting bombarded by three or four different people, emails and texts from life insurance companies. And they’re all the same mantra, you know, hey, are you ready for that quote, et cetera. You know, just the same. And I’m just like, I had to put it. I got tired of it. I was like, I put that to the side. I just had to escape from it for a bit. And I ended up going with somebody completely different. So somebody that wasn’t, you know, long story short, it wasn’t any of those people. But it really tired me out listening to the same mantra of, hey, are you still want to quote? Hey, we’re still here for you, et cetera. So I’m upping the game here when it comes to a little better copy, a little better value to sellers.

So if we kind of pick apart a campaign, like how long do you run a follow-up campaign? and if that sequence was going to be a combination of text emails um a personal phone call occasionally what do you suggest for a general that that’s a really good question it so i right now in our system we use about 26 different sequences so it may sound like a lot but all of them make sense all of them because um like if a seller says hey i’m gonna fix the house myself okay perfect great great awesome um well we have we have a sequence to put them in because now i have something to leverage i have you know i i have an objection i can leverage and i can subtly make little like with that type of sequence for example i’m gonna fix the house i’m so i’m gonna do tips campaigns. I’m going to send them, hey, make sure that you let your insurance know about this. Hey, make sure you’re using people with the license or insurance, right, are insured, et cetera. Hey, here’s an article on five of the biggest rehab items that give you the most bank of your buck, things like that.

While that one is going to probably go out for, you know, the cadence, you know, I’m putting myself in a seller’s shoe and a seller who tells you that in three months, if they haven’t, they haven’t swung a hammer yet, it’s most likely they’re not going to do it. So, so I am, I’m putting myself in that picture. Okay. What’s happening in that timeline. I got to make a lot of assumptions. Of course, marketing, you do make assumptions. But I’m making estimates because I was a rehabber. I was a motivated seller. I had houses sitting on the market. I’m still paying all the fees and expenses every single month and it’s not selling out. I keep dropping my prices. I’ve had that. So I know what a seller is going through in that, in those different scenarios. So somebody who enters into the timeline or into our database right away, like a brand new lead, I’m going to be pretty aggressive. Like, so I have a digital forms lead or a digital leads sequence that it has like seven steps on the first day. and second day might have five to seven steps and that goes on for about two weeks of every day having a step now that sounds like a lot but everything is conversational right if i send a text i might send another text oh forgot to mention here’s our counter link uh if you if you want to get your quote faster um i might i’ll send oh here’s our here’s our article on how and how we to buy houses or what our price is going to look like. So if you notice, my call to actions are different. I don’t have the same nuance like, hey, reply back to get a cash offer or, hey, call me to get a cash offer. I’m trying to drive different actions, clicking to get it on our website, looking at our seller reviews, et cetera. So I don’t really answer your question about timeline. It all depends. I mean, like that one will go for maybe 45 days, but then this is really important for everybody to listen. You don’t have to make it go three years out. You can just have a task at the end of your sequence, like say it’s a year long. That’s usually like how we said it, a year long. That says, hey, do something with this lead. This lead has been in your system for a year. Check to see if there’s still even a lead, if they still have property to sell, and then put them into XYZ sequence. And you can keep doing that over and over again, but it’s important to put a checkup, a checkup on these leads, because then what will happen is if you have a thousand leads all in automation, getting texts and emails, your deliveries, your deliverability, and we talked about this, your delivery score is going to tank. And then you can’t get anything across because you’re just sending stuff to people who don’t exist anymore.

Well, and that’s something that I’ve struggled with. You and I were actually chatting before we started the show. You know, I’ve had that problem because a lot of my emails that I’ve had over the years, they weren’t double opt-in emails, right? So you can get blacklisted on these email servers. And, you know, we have sending domains and different things that we now can use. But to the average one man or one person operation, if they’re just using their primary email address and that’s what they’ve used their whole career for years and that gets blacklisted, it’s burnt. It’s junk, right? Right. Yeah. So delivery is important these days.

I think a lot I see this misconception and this isn’t true for text message and email. They function under the same rules. So they’re not different. And so I see a lot of people like, well, let me try to finagle here the words to see if my text message gets through. You know, words matter to some extent, but it’s only 20% of your delivery. The rest is your reputation, your domain, your phone number. I’m not going to get into that. That’s like tech dabble. I don’t want to get too deep into it, but I just want to let people know, you know, Don’t worry too much about words. Worry more about how you function. If you have 1,000 leads you’re blasting, that might be a problem. If you have 1,000 leads in your database that are all automations and have been for like two years, that might be a problem.

Yeah. Just to be clear, and we’re not giving anybody legal advice or anything as far as what you should do or how to do it, as far as the laws. Whenever you listen to this show, it could have changed. by then but you have to be careful texting people you have to be careful cold calling people at the time we’re recording this there has been some change to the cold calling there was a court case that came down in an appellate court which sounds like we as investors can call people on the do not call list because we’re not soliciting to sell them something we’re actually trying to buy something from them. But again, this is not me telling you you should do or shouldn’t do it. You know, that’s still a choice. But I guess talk about the texting a little bit, Paul, in your experience. And again, you not telling anybody what they should or shouldn’t do. But if you text somebody without their pre-approval, what’s the penalties of that? Should you do it? Should you not do it? Yeah. So I don’t know the legal ramifications of that. I do know that there’s a lot of CRMs that

It just won’t even allow you to send the text. So I’m going to give you advice. It’s not legal advice, but it’s just advice of what I see to get an actual result, to get a text message through. And so I’m not a cold text SMS marketer. I don’t do any of that because that stuff’s always changing. You know, when we implement our follow-up system, all our content, articles and texts and emails into your CRM, I’m operating under the assumption that these leads that are coming through, they have given some kind of, hey, yes, I’m interested in what you have. Right? So if you don’t, if you don’t do that, like imagine you being put in, you put yourself in their shoes and you get a rant. And I get these all the time. Every single day I get somebody who I have no idea who the heck this person is. I just hit the spam. Okay. Now you can operate in that way. You know, that could be your business model. There’s a lot of business models that way. And then you just go and recycle into a new domain and do the same thing. Right. I do cold DMO myself. I’m not suggesting anybody do that, but I’m doing it. I do it as well. And I get that whole business model. But these are leads that I’m talking about follow-up, which is a whole nother. It’s probably worth the most value to you is following up with leads that have said yes to something. Either you did a cold call to them and they said, yeah, I’m interested. Bam, you have a lead that gave you a permission to further continue the conversation. Those leads are worth the most money. those leads you know it’s far cost you far less to get a deal out of those bundle of leads then blasting out to a huge number of people and granted you still have to do that you still have to cold do cold lead generation you still have to do that but people neglect the back end of it and they keep putting pouring more money and more money into the cold calling the cold taxing direct mail, which is all, again, you do have to do that, but don’t neglect the back end, which has the most value. Those leads are worth a lot more to you. And that’s where you can grab 30, 40% more deal flow from that back end. In fact, if you go to my website, I have Adam Whitney of Seven Figure, or he runs Blackjack Real Estate in Florida. He’s been a customer of mine for two, three years now. And he keeps saying the same thing. He has a video on my website about how 40% of your deal flow, 30 or 40%, I don’t remember the exact number, of his deal flow now comes from the follow-up that we added into his system. So I don’t know if I answered your question, Derek, but I think I shifted over to how important the follow-up, getting the inquiry the yes and then having a system for getting them to respond with that follow-up.

Yeah, I was just going to jump on my pulpit a little bit and preach too, because, you know, I have negotiations training that I put out there called No Means Not Yet. And it’s the same thing. Why spend all this extra money bringing in more and more leads to, number one, not cultivate them and follow up with them. But number two, once you actually get to talk to that human, know how to talk to them. And it pisses me off that people spend no time honing their skills to negotiate. Instead, they’ll just go drop more money on marketing. It doesn’t have to be a big numbers game if you actually take care of the warm leads that you already have and then know how to actually talk to those people. Yeah.

I secret shopped a lot of investors. And 9 out of 10 times, the cadence of things really looks like, you know, speed delete is good. You know, most of them are pretty good. I get an immediate text. A lot of times I don’t get any email at all. I don’t know why they don’t use email. Email is an easy way to put more, to layer in more branding about yourself. I don’t use email so much. See, here’s, okay, here’s, I’m going to transition into difference between marketing and sales and how to utilize it with follow-up. Okay. So most of the time what investors are doing is they’re putting on their salesman hat and then they’re following up as a salesperson. So that means that their emails are all one liners that say, are you selling a direct question of some sort, which, hey, that can work at the right time. Right. I’m not saying they don’t work. But for 80% of the people who just like when I was shopping for insurance and I was getting bombarded, I put my phone, I put it to the side and said, forget about life insurance for now. And I probably went a week or two without even thinking about it. A lot of homeowners are going to be like that. And so what I’m suggesting is get your salesperson hat off, put on the marketing hat instead, and think about how can I add value into this follow-up sequence. Because most of the time what I see when I secret shop is I get a call attempt. I get a text, hey, when’s a good time to speak, right? You know, great intros, but then it stops right there. Nothing else. Unless it’s a, maybe it’s another text, are you still interested? Are you still interested to get a cash offer? Emails, never utilizing them. Email is like a great marketing tool. It’s a place to bring in problems and solutions, to talk about problem and solution. It’s a place for consumer reports, a place for adding articles, etc. I might be throwing a lot of jargon in, but email is really a great place to add information. Not so much text message. I don’t cram, like in a text message, I don’t cram a long paragraph of how we can buy houses. I don’t do that. Text message, generally what I do is I take one benefit, one feature, and that’s what I’ll highlight. For example, if it’s an owner-occupant, you know, I’m going to make assumptions here, but I’m making assumptions based off of the experiences. Hey, you know, I’m just letting you know that with our service or with our offer, you can leave all your unwanted things behind. You know, there was – when I started, I remember I was struggling. I had no sales background. I came from pipeline construction. I was a welder. I dug holes for a living. And so I had no sales background. So I was struggling talking with sellers. And this old school investor pulled me aside. And he said, hey, I want you to write down 100 ways that you benefit a seller. And that was probably the most impactful exercise for me. And I started writing every little thing that we do. Well, I look back today. And that was like perfect sales fodder and marketing fodder for all this follow-up content. Because we tend to assume and take for granted how much we know about what our cash offer brings. But the other person doesn’t really know that. Or they forget all the little things, all the little features and benefits that we can help them with. So my follow-up system reminds them of these things. Brings into the table, here’s what we can do. So, yeah, that’s a little bit about inside look about how I create this content.

Well, and I’ll give it out a couple times, but everybody can go to thegenerationsofwealth.com/Omnidrip and get linked over to Paul’s stuff. And I’m going to kind of go back a little bit in time with your experience as an investor, right? buying and selling because I think that’s important. I’ve hired marketing companies for several years and have been just disappointed time and time again, right? It’s always these empty promises, but they weren’t real estate investors, right? They were just quote unquote marketers. And in everything that they say, and this is more on the front end, this isn’t to follow up, but this is on the front end to bring in leads. And everybody always says, well, it’s going to take three or four months to get ramped up. And by that time, we’ll be bringing in X number of leads and you should be able to convert a percentage of that, right? And I’ve been through at least four companies that you waste a shit ton of money for six months only to find out it’s not working the way they promised. And then you start over with somebody else. And that’s where I like talking about what you do, right? It’s all about the follow-up and we’re preaching a little bit about what we already did. You know, people just go and spending more money to get new leads and not taking care of the leads they already have. But what, as you were, you know, buying land and doing Lonnie deals and everything else. Um, what gave you that, that experience the most? Was it learning it on your own? Was it, was it hiring other people to figure out how to get those leadsin?

How did you actually get your deals? Yeah. Well, back then I, the, I was doing direct mail. I was doing direct mail. Um, it’s, you know, it’s more saturated than it was. This was 2015, 2016-ish when I launched my first direct mail campaign. And I was door knocking. So I door knocked quite a bit of foreclosure houses and probate houses, the executors. And that was a fun journey. So I would say I got my experience as far as, because those, I do make, going back to follow. So I do, some people will ask, well, is there like a tax default sequence? Is there divorce sequence, bankruptcy? I don’t have any of that stuff except for two. And I’ll explain those two. And the reason why is because I’m kind of going off topic here too, but I’ll come back to it. I don’t like bringing up their terrible situation, their bankruptcy, their divorce, kind of weird and awkward. A lot of these things all fall on, Like whatever situation, I can always like bring it down to certain key benefits, certain key features. So, you know, a landlord that has tenants in the house, you know, there’s a lot of there’s a long list. No matter what if he’s in bankruptcy, no matter if he’s what it doesn’t matter. Right. There’s a long list of things how we can help him with that have nothing to do with bankruptcy. So, but there are two, there are two situations in which I do have a specific sequence for, and that’s foreclosures and probate, probate or inherited houses. And the reason why I have it that way is because I, I doorknock those. And those are just a long sales cycle, right? Those are very much value driven, much more tips campaign, much more about giving value throughout the journey, because I know I’m not going to get the deal this week. I’m not going to tie it up this week or even this month. It’s going to be three months from now or more, depending on your state. So, yeah, so I created that sequence for that.

Now, to tie it back, how was I getting my leads? Yeah, direct mail and door knocking and referrals. When I transferred over to doing the Lonnie deals, I would just go to the parks and meet with the managers and, you know, the SEO too. SEO as well. I started getting my hands dirty with SEO. And I had a high ranking site for that as well. but land was for land I was primarily direct mail I think things have changed now last time this was 2019, 2020 so several years ago and direct mail for me was very easy at the time but things have changed we kind of get into the cold lead generation now I do want to say about to tie it into copy and your problem with the marketing especially upfront marketing agencies and I think that i’ve worked with direct mail companies i as a copywriter i i’ve i there’s one in particular that i’ve designed a lot of direct mail um they’re a coldly generation direct mail and um we’ve tested out different things so we’ve tested out like long form uh long for now i’m not saying long form is never going to work but at least at the time we’ve tested it and um yeah and the the short stuff always out beat the long stuff as far as lead generation goes. My theory for that is that, and this is an important lesson for a lot of people, is that when we’re doing lead generation, we’re not looking for a deal. We’re looking for somebody who’s a seller, the bottom line. I think when you start getting this long lengthy explanation of trying to convince them to sell it just it goes over people’s head right we’re just trying to get a seller and then go from there and that’s like i think that’s an important sales lesson because i’ve seen people that say i’m struggling finding a deal cold calling well that’s your problem you’re looking for a deal with cold calling you’re not supposed to be looking for a deal cold calling you’re just supposed to look for a seller and then the negotiation begins then or the actually say i should say the qualification begins then right It’s all these little steps we have to make. Sales call to actions we have to make. Are you a seller? Are you qualified? Now can we start the negotiation? And that’s some things I implement into my copy as well when it comes to follow-up.

Yeah, I agree. And people ask me because I do a lot of creative deal structuring and I love it. And they’re like, well, how do you market for creative deals versus a cash deal? No different. You’re just looking for somebody to start a conversation with. You don’t find creative deals. You build creative deals through those conversations. And I agree with you 100%. To go out there and target people and put them on the spot puts them on the defensive. And they don’t want to call you. Maybe it’s embarrassment. Maybe there’s 100 reasons why they wouldn’t. But keeping it more vague, I’ve found it worked better. For us, direct mail really fell off when COVID hit because most people were on their computers. Digital just became cheaper and a better response. And we still do some mail, but not nearly the amount we did back then, for sure. Yeah. Yeah.

Yeah. People have asked me to like about looking for creative deals. Like, oh, you know, what can I, I want to create a letter. And I don’t really do like freelance work, by the way, for anybody’s asking about doing direct mail, unless it’s with like a print shop or something. But, you know, I want to look for owner finance deals. And so they want to go into this, they want to create this letter that’s really specific. I’m like, I think you’re going to scare off somebody trying to convince them to accept the idea of owner or any kind of creative deal, or it doesn’t matter. And yeah, number one step is find that seller. And you know what? I implement this into follow-up, meaning there’s steps along the way. When somebody’s a lead, they’re in our system, the next step is getting an appointment with them, either on the phone or however you structure your business. But that’s my number one step. So in my call to actions, if there is a call to action in the text, If they haven’t been on an appointment, that’s going to be my next step. I want to get them into an appointment. Wave some curiosity to at least see the offer. I want them to see the offer at least. And then going down that pipeline. We have all these little gates to open. All these little gates we have to, as they progress down our pipeline until finally the deal is closed. And even then, when the deal is closed, we still have more selling to do. I promote always getting a review and getting a referral. I’m a big believer in that because that I if anybody goes on my website I’ll see a huge wall of reviews from people and 80% of the time people do business with me because of that and that’s the same with their sellers the sellers want to know if this is legitimate so I try to promote as much reviews as I can into the follow-up hey this is what a seller said about us see our wall reviews here, et cetera. So, so I, at the back end, I have a system or at least a bare minimum system for somebody to start collecting reviews and referrals, you know, referrals isn’t a big needle mover, but I mean, if you’re doing, let’s just say like at a low minimum, you’re doing 10 deals per year, you know, one per, you know, you might get one out of 20 that has an actual, another seller and, you know, a friend, a family, you know, it’s well worth just adding the simple question, you know, three months, six months from the deals close, you know, anybody else is looking to sell.

Yeah. I’ve had some of my best deals ever came from, you know, a random phone call and they said, well, Susie told me to call you. I don’t remember who Susie is, but I obviously left value enough for her to pass out my phone number. And, and those, those are the ones that are really great. Cause you know, your friends, your buddies will be like, how did you get that great deal? I just left value for somebody in the past named Susie. I have no idea. But you’re right. It doesn’t hurt you to ask the question. And nine times out of ten, it probably will get you nothing. But that one time, if it’s one deal a year and that’s $20, $30, $40, $50 grand, it covers a good chunk of your marketing depending on how big you are. Yeah. Yeah.

And also importantly, to have a system of follow-up. having things tight as far as your conversion machine or system goes is referrals. We all know referrals are the best type of deals, right? But people who are going to refer to you, like I’m talking about agents, professionals, lawyers, et cetera, people who have an interest in referring to you, they might secret shop you, and some of them will. They’re my secret shop to see who this guy is and go through your whole system and see – or maybe they have somebody who went through it. They have a seller that went through it and to see if – how well does this guy do?

Is it a nuisance or does he have actual value behind the scenes? So with what you do, if I’m just a one-man operation or a one-person operation, I’m not techie, right? I’m running a CRM like REI Blackbook or Resimply or whatever. I come to OmniDrip through thegenerationsofwealth.com/OmniDrip to make it easy for everybody. What does that look like for that person that’s going to take you on or bring you on, I should say?

Sure. It could be solo. It could be somebody with a team. I mean, I have a mix of either one. So they’re going to – what we’re going to do is I’m going to talk to them because I’m going to put my copywriter hat on. And my framework is semi-custom. It doesn’t mean that because we have hundreds of pieces of content, articles, text messages, emails, follow-up scripts that we put into the tasks, voicemail scripts. And we don’t go in and write every single one of those. it’d be a different business. But instead, I have, I have, I talked to the person to understand what his business is like. There’s people that are national. There’s people that are agents, local. They all have their own unique selling property or they have their own special specialty sort of a uniqueness that I can use into the content, right? How they buy houses, if it’s face to face or it’s 100% virtual, right? All that has to be congruent with your follow-up. And so they fill out a form. We have a software that matches everything up, and they get semi-custom. If we have to build anything, we’ll build something. I mean, write something. When I say build something, write some new things. And then we go ahead and we install it into the CRM for them, and then we show the team and the person how to use it, which is really simple to use. We’ll actually drop real leads into these sequences, let it see how it works in real live time. and that’s pretty much it. Usually it’s anywhere from two weeks to a month depending on how fast they cooperate with us, how fast they give us login access because we need to get on their website, add content, add special links and everything.

It’s the whole boat. I mean, it’s really, it’s not just, oh, here’s a template for you to add in. No, it’s a whole system so that everybody is on board. Everybody understands the CRM, understands the system and how to use that. I want to make sure that it’s being used and that it’s working as well. Well, probably the last thing I’m going to ask you about is, you know, how are you using AI and what’s your, you know, future outlook for using AI within your business? Like we are trying to embrace that as much as possible. And, of course, it’s ever-changing by the minute, literally. But what do you see? Advantages, disadvantages?

Yeah, AI, it’s going to all destroy us. No, I’m just kidding. No, I mean, I do have like, so AI is interesting. I like it to an extent, but right now, like right at the AI agent, at the time of this video, the AI agent, chat GPT agent has gotten big. I mean, I hear about it. Though I have, you know, right now it’s not like that great. It’s kind of clunky, like from what I’m seeing. so you know there’s always an early you know early setup to these things meaning that like at first it’s really not working very well how I use it for Omidrip is I’ve tried to create my own I’ve tried to create my own like chat GPT or projects cloud user projects and where I have my little mini cop writer though it’s there’s still like issues with it so how I use chat GPT my own business is really just proofreading. It starts to go on its, you know, it starts to go on its own tangents when you make it do large projects. Like if you want it to, if you want it to create a hundred emails you’re going to, what you’re going to find is you’re, you’re going to find it really deviating and really starting. Now it’s like, ask it to be a direct response copywriter, be a copywriter and create a hundred emails for you. You’re going to find the most sell because you have to understand these AI is they scrape the averages. So what is the averages online? What is the copy online? Well, it’s really salesy type of copy. How are you going to apply that to a motivated seller? Hey, act now to get your offer today. Reply text, reply fast cash. That’s the kind of stuff sometimes it does implement. It’ll start deviating and start having that stuff into play. So that’s why I don’t really use it to create copy as of yet. Maybe another year, I don’t know. I might use it for some type of lead manager. I might have my own lead manager type of agent maybe if things are looking good. But right now as it stands, things aren’t as great as social media posts make it to be. I’m not saying it’s not going to be good. I’m not saying that it sucks. I’m a big believer in it. I think there’s going to be a lot of things that personally, this is just my own take, But I think it’s going to disrupt the workforce in, you know, five years maybe. You already see that with Tesla. I love the company Tesla, and they’re doing some big things with it.

Yeah, and, you know, my thing is, like, just within the CRM that we use right now, they just came out with some beta testing on some AI, both on the inbound and outbound side of calling. but it’s not customizable. So I tried it and they don’t say the things I would say, and I can’t change it. So one example, they say, well, we will buy your property and pay all closing costs. So whatever the offer is, that’s what goes in your pocket. That’s not what I do. and I can’t customize it. So now that part of that, you know, CRM that I use is virtually useless to me just because of that one little nugget that I would never say. Now, of course, there’s deals where we do pay closing costs, but I don’t want to be pigeonholed into that every time. So that’s another tangent that I could go off on, but we don’t have time for all that. So, Paul, what’s one question I should have asked you that I didn’t, whether it’s about Omnidrip or investing or follow-up campaigns, whatever you think?

I can’t think of anything besides how to get a hold of me. But if they just go, you can just, you know, my website, you know, you mentioned your link, thegenerationsofwealth.com/omnidrip. Through that link, you can get some samples, a demo of how to properly, like the 10,000-foot view of what that pipeline looks like for follow-up. All the different steps we take, all the sequences you might want or need in the follow-up, and get a sample of what it works. Do what you wish with that. Do it, meaning, hey, use it as a piece for credibility to contact me even further or use it to build your own. It’s up to you. um but uh yeah that’s the easiest way to get a hold of me is through that link okay so

thegenerationsofwealth.com/omnidrip paul thank you so much um you know this is stuff that i don’t think is talked about enough and i appreciate you taking the time today to to uh share your expertise i appreciate being here man thank you awesome well for the rest of you listening. Now you know you have no excuses. If you’re not closing deals, not getting deals, go back and look at your leads. Are you really nurturing the way you’re supposed to be? Maybe, maybe not. So until the next show, go out there, do some deals, live your vision and love your life. See ya. 

Important Links:

• • EliteNegotiations.com
  • derekdombeck.com
  • thegenerationsofwealth.com/omnidrip
  • TheGenerationsOfWealth.com/FBGroup
  • TheGenerationsOfWealth.com/YTChannel
  • TheGenerationsOfWealth.com/Instagram

About Paul Do Campo