In the dynamic world of real estate investing, one challenge consistently rises to the top: finding motivated seller leads. On a recent episode of “Raising Private Money,” host Jay Conner, nationally recognized as the Private Money Authority, sat down with Nicholas Nick, founder of Lead Mining Pros, to talk shop on innovative, practical lead generation strategies that can skyrocket your investing business, whether you’re a seasoned pro or just starting.
From Restaurants to Real Estate: The Nicholas Nick Journey
Nicholas Nick’s path to real estate marketing is anything but typical. Before founding Lead Mining Pros, he spent over a decade in the restaurant industry, managing massive teams and enduring grueling workweeks. This experience fostered in him a fearless mindset and a deep understanding of people—two essential skills for real estate success.
His leap from hospitality to real estate came through event coordination at a major real estate coaching company. Here, he discovered all investors’ pain points: wasted money on inefficient marketing, especially direct mail campaigns with little to show for it.
A pivotal moment came when a client, devastated after spending $5,000 on direct mail without a single call in return, reached out for help. Nick realized there had to be a better way, and so he shifted his approach from costly, passive marketing to proactive cold calling. This hands-on shift not only saved money but also began bringing in results.
The Birth of Lead Mining Pros
Starting, Nicholas personally cold-called hundreds of potential leads every day. Word spread quickly among his peers, who soon began hiring him to generate leads for their businesses. This grassroots, performance-driven approach laid the foundation for Lead Mining Pros, which now generates over $38,000 a week in sales, helping real estate investors build a robust lead pipeline.
What makes Lead Mining Pros different?
According to Nicholas, it’s the combination of tailored lists, high-accuracy skip tracing, and a choice between American or foreign cold callers—each ideal for different markets or strategies. “Niche lists or land? Choose an American caller for the best rapport. Saturated markets or high volumes? Foreign callers, at a third of the cost, get the job done,” Nick advises.
Additionally, Lead Mining Pros offers comprehensive, done-for-you texting campaigns and, perhaps most importantly, top-tier customer service. New real estate investors don’t just get leads—they get direct access to Nicholas himself for coaching, feedback, and campaign optimization. Free online courses and weekly check-ins ensure that clients get the most from every campaign, and, crucially, learn how to convert warm leads into hot deals.
What Works Best: Calls, Texts, or Direct Mail?
Jay Conner and Nicholas Nick share a vital takeaway: the most effective lead generation strategy depends on your budget, goals, and willingness to roll up your sleeves. If funds allow, running direct mail, calling, and texting campaigns simultaneously can help you gather invaluable data and maximize response rates. But if you need to prioritize, start with cold calling and texting. These channels not only tend to generate more leads for less money, but they also allow for rapid testing and adjustment.
That said, calling and texting do require real hustle. “You can’t be an armchair quarterback with a calling campaign,” Nicholas stresses. “If you process and systematize your approach, you can outperform direct mail. But you have to be ready to work those leads.”
Converting More Leads: The Secret Sauce
A persistent issue for investors is making contact with a lead after the initial inquiry. Nicholas’s solution: persistence and a structured follow-up sequence. He recommends up to 18 touches (calls, texts, and voicemails) per lead, ensuring no opportunity slips through the cracks. His pro tip? Use the “takeaway” technique in your final message. By letting leads know this is your last attempt, you often spark a response from even the most elusive prospects.
Conclusion
In a market where deals are harder to find and competition is fierce, innovative lead generation and relentless follow-up are non-negotiable. As Jay Conner and Nicholas Nick make clear, success hinges on using the right strategies—and being willing to work the system. With resources like Lead Mining Pros and expert guidance, there’s gold to be dug—even in the toughest markets.
Ready to multiply your motivated seller leads? Learn more at www.LeadMiningPros.com and tune in to the “Raising Private Money” podcast for more actionable insights!
10 Discussion Questions from this Episode:
- How has the landscape of finding motivated sellers changed since COVID-19, according to Jay Conner, and why are off-market deals now more important?
- Nicholas Nick talks about his transition from the restaurant industry to running a lead generation company. What skills did he say transferred over, and how can those be applied to real estate investing?
- What prompted Nicholas Nick to start Lead Mining Pros, and how did an interaction with a distressed client influence his business model?
- What is the “10,000 hours method” that Nicholas Nick references, and why does he believe being hands-on with every client makes a difference in lead generation success?
- Nicholas highlights that his company offers both American and foreign cold callers. What are the pros and cons of each approach for real estate investors, and in what situations does he recommend using each?
- Discuss the importance of customer service in lead generation as explained by Nicholas Nick. How does his personal involvement and free coaching help differentiate his business?
- What are the five core services provided by Lead Mining Pros, and why does Nicholas put a strong emphasis on having ‘no contracts, no commitments’?
- Jay and Nicholas discuss various marketing channels for lead generation. According to Nicholas, under what circumstances should investors use cold calling, texting, or direct mail, and how should the budget affect these decisions?
- What strategies did Nicholas suggest for following up with unresponsive leads, and why is persistence (up to 18 “touches”) crucial in converting those leads?
- In what ways does Nicholas Nick recommend analyzing and troubleshooting a marketing campaign that isn’t performing as expected, and how can statistics help real estate investors improve their lead generation efforts?
Fun facts that were revealed in the episode:
- A Name with a Story: Nicholas Nick, today’s lead generation expert, actually got his unique name because his grandfather, a famous Greek priest, petitioned hard for Nicholas to be named after him at the hospital, in line with Greek tradition. The twist? Nicholas was expected to be a girl!
- Restaurant Roots to Real Estate Results: Before founding Lead Mining Pros, Nicholas spent over a decade managing busy restaurants (like one of the top-grossing IHOPs in the country) and credits that experience with making him “fearless” and giving him extraordinary people skills, which he now uses to help investors find motivated seller leads.
- From Cold Calls to Viral Demand: Nicholas launched his lead generation business almost by accident, charging his first clients just $200 a week to cold call for them. After a single Facebook post offering “all-American cold calling,” he received 350 comments with email requests, instantly launching a successful company that now averages over $38,000 in sales every week!
Timestamps:
00:00 Off-Market Real Estate Leads Solution
04:43 Lead Mining Pros: Marketing Mastermind Success
09:18 Stage Experience to Executive Promotion
10:20 Leadership Hierarchy Challenges
13:03 Cold Calling Revolution
18:04 Choosing Callers for Real Estate
21:00 Comprehensive Client Support Service
23:12 Optimizing Lead Generation Strategies
26:26 Effective Cold Calling for Profit
31:07 Personalized Follow-Up with Video
32:35 Accent Impact on Cold Calling Success
34:07 Connect with Nicholas Nick:
https://www.LeadMiningPros.com
Or Call: 727-877-8772
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