After managing over $50 million in marketing spend, Mike Hambright reveals the strategies that are driving lead generation success in 2025. Discover why consistency in lead gen is crucial, how inbound channels like SEO and direct mail yield higher ROI, and why cutting marketing budgets can lead to long-term setbacks. Mike emphasizes the importance of targeting distressed sellers and shares how tools like Investor Machine leverage AI and predictive analytics to identify motivated leads. He also discusses the significance of maintaining consistent NAP (Name, Address, Phone number) across online profiles for SEO benefits. Drawing inspiration from the book Who Not How, Mike underscores the value of building the right team to scale your business effectively. For real estate investors aiming to optimize their marketing strategies and achieve sustainable growth, this episode offers actionable insights. Explore more at Investor Fuel. --------------------- Mentioned in This Episode: Investor Fuel A mastermind community for real estate investors seeking growth and scalability. Investor Machine A full-service lead generation platform utilizing AI and predictive analytics to identify motivated sellers. Who Not How by Dan Sullivan and Dr. Benjamin Hardy A book emphasizing the importance of collaboration and finding the right people to achieve business goals. --------------------- Key Quotes: - “If you don't have marketing and you don't have lead gen, you don't have a business.” - “Consistency is what's important. The last thing you should ever cut is lead gen.” - “Inbound lead generation typically has a 200-300% higher return on investment.” - “Mail tends to be the highest profit deals because you can highly target who you send to.” - “SEO leads are even better than pay-per-click because they’ve come to your site and raised their hand.” - “The best list is mailing to the leads you've already generated.” --------------------- Chapters: 00:00 – Intro 00:10 -- The Hidden Cost of Cutting Lead Gen 02:00 – SEO Basics: Importance of NAP Consistency 03:10 – The Necessity of Consistent Marketing Efforts 05:55 – Addressing Budget Cuts in Marketing 07:19 – Determining Effective Marketing Spend 11:33 – Comparing Inbound vs. Outbound Lead Generation 14:22 – Evaluating Profit per Deal Across Channels 17:13 – The Pitfalls of Inconsistent Marketing 20:13 – Retargeting: Staying Top of Mind with Leads 24:39 – Strategies to Lower Marketing Costs --------------------- ➨Our Evergreen Marketing Podcast: https://link.chtbl.com/gkGhAnYN ➨Our CEO, Trevor Mauch's Entrepreneur Freedom Formula Podcast: https://link.chtbl.com/EFF ➨ Facebook Group for Evergreen Marketing: https://www.facebook.com/groups/officialcarrotcommunity ➨Subscribe to our YT channel: https://www.youtube.com/@GetCarrot ➨Instagram: https://www.instagram.com/getcarrot/ ➨Take a demo of Carrot.com: https://carrot.com/choose-demo/ --------------------- About Us: At Carrot, our vision is to inspire & empower real estate professionals to gain true freedom and make a greater impact with their businesses. We do that by providing industry-leading websites, marketing tools & training that help you generate more motivated seller leads than any other platform.

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

Maybe you're trying to make your first 100K or 300K as an investor. Or maybe you're already crushing it but contemplating whether you should keep scaling your business. In this honest conversation with Brett, who has been in real estate for 15 years, we take a look at the business model, the lead generation, the team structure, and the vision and motivations that allow him to run a highly profitable business (36 deals in 2024) that's fulfilling & meaningful.

What if the key to a thriving real estate business isn't rapid scaling, but intentional relationships and a clear vision? Brett Iwanowicz, operating remotely from Guatemala, shares how he built a lean team executing 30–40 deals annually, netting over $400K last year. By emphasizing trust and long-term connections—like a seller returning after a year because Brett was the only one who truly listened—he's crafted a sustainable model. Dive into his strategies on team structure, marketing channels like SEO and direct mail, and the profound impact of aligning business with personal mission. Discover how focusing on the "art of the deal" and serving others can lead to consistent success. Subscribe now to learn how purpose-driven investing can transform your business.

Mentioned in This Episode:

Brett Buys Roc Houses
https://www.brettbuysrochouses.com/REsimpli+8brettbuysrochouses.com+8brettbuysrochouses.com+8

SEO Meets REI
https://www.seomeetsrealestateinvestors.com/Follow Up Boss+13seomeetsrealestateinvestors.com+13seomeetsrealestateinvestors.com+13

Sharad Mehta – Resimpli
https://resimpli.com/blog/podcast-with-brett-iwanowicz/REsimpli+1frommilitarytomillionaire.com+1

Book: Personality isn't Permanent

Key Quotes:

"I only called you back because you're the only person who actually talked to me."

"Wealth building takes time. It doesn't happen overnight."

"Focusing on the deal means you're focusing on how much money you can make; focusing on the art of the deal means you're focusing on the person."

"Any marketing channel can work. Most people just don't give it enough time."

"I had the money... but it didn't make me feel better about myself."HubSpot+3LinkedIn+3investwisecap.com+3Carrot

Chapters:

00:00 Intro

00:50 Intro to Brett and His Business

03:10 Transitioning to Remote Operations in Guatemala

05:13 Team Structure and Roles

09:49 From Solo Operator to Building a Team

13:29 The Importance of Vision in Business

17:20 Mastermind Insights and Personal Growth

21:03 Marketing Channels: SEO, Direct Mail, and More

28:22 Lead Generation in a Competitive Market

35:56 Disposition Strategies and Tools

39:32 The Art of the Deal vs. Chasing Deals

44:46 Impact Initiatives and Giving Back

50:12 Aligning Business with Personal Fulfillment

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

Email blasts and Facebook groups are flooded with noise, and buyers have tuned out. Daniel, co-founder of InvestorBase, shares how his team scaled to 10 deals a month across 10 states by flipping the dispo process on its head. Instead of casting a wide net, they reverse-engineered exactly what top hedge fund buyers wanted and pre-sold deals before locking them up. After losing $150K in assignments in a single day, Daniel's team built a tool to identify real buyers based on actual flip and rental data—no more guessing. Whether you're using their software or not, Daniel breaks down a proven cold calling script, a high-converting follow-up cadence, and the psychology behind why buyers want to be first in line. Want to move deals faster with less friction? This episode will show you how. Listen in!

Mentioned in This Episode

Investor Base — https://www.investorbase.com

Key Quotes

“Dispo is sales. And calling will always convert higher than blasting.”

“Email’s a noisy channel right now—buyers are numb to 20 deals a day from people they don’t know.”

“Buyers want to feel exclusive. Tell them they’re the first to see your deal.”

“You can do in one click with Investor Base what used to take seven steps and hours of manual work.”

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

Inbound leads for under $20? Cris Chico, the original “virtual wholesaling” pioneer, returns to reveal how he's leveraging AI to transform lead gen, analyze properties in minutes, and craft persuasive seller emails on the fly. With over a decade of nationwide investing experience, Cris breaks down his exact ChatGPT prompt systems for comps, Facebook ads, dispositions, and more. You'll learn how to set up your own custom GPTs, what markets to avoid, how many leads it takes to close a deal, and why he believes now is the best time to double down. If you're tired of cold calling and chasing sellers, and want to generate quality leads at a low cost, listen in.

🔗 Mentioned in This Episode:

Cris Chico's Instagram: https://www.instagram.com/crischico/

Cris Chico's YouTube Channel - FlipAnywhere: https://www.youtube.com/flipanywhere

Carrot CRM: https://carrot.com/crm

Meta Ads Library: https://transparency.meta.com/en-gb/ads/library

💬 Key Quotes:

"With these leads...you're not a pest anymore—you become a welcome guest."

"Leads should be about sifting and sorting, not convincing."

"I built a GPT that can run comps, find Zillow listings, and estimate repairs—all in seconds."

"If you only have one lead this week, you're desperate. But if leads come in daily, you can be selective."

"We're not stealing equity. Sellers are trading equity for speed, convenience, and certainty."

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

What drives a real estate mogul to keep. on. building. after hitting every major milestone?! That's what I wanted to find out in my recent interview with Brandon Turner. Here's what else we talked about:

• The #1 Key to his success & how he's able to own 12 businesses

• How he stays fulfilled, present, & profitable

• How balance & risk assessment has changed as a father vs a new entrepreneur

• What's Brandon Turner's most profitable business & his most fulfilling business

• Which real estate investment strategies he sees crushing it over the next 5-10 years

• The ethics of wholesaling & how much is too much to make

• What fuels Brandon to continue building his empire, how he's wired as an entrepreneur, and the unique calling he feels God has placed on his life.

and much more...

Mentioned in This Episode:

Work with Brandon: FirstDeal.com – https://firstdeal.com

John Eldredge – Wild at Heart – https://wildatheart.org

Brandon Turner on Instagram – https://www.instagram.com/beardybrandon

Get Brandon’s free eBook Cash Flow is DEAD: 20 RE Strategies That Work in 2025 by leaving a review on Apple Podcasts, screenshotting, and emailing it to brady@carrot.com

Key Quotes:

"Success isn’t about adding more, it’s about subtracting what doesn’t matter."

"Risk looks different when you’ve got kids—it’s not fear, it’s stewardship."

"Cash flow is dead. It’s time to think differently if you want to win in 2025."

"The most fulfilling business isn’t the one that makes the most money—it’s the one that aligns with who I am."

"You can be wildly profitable and deeply ethical. The two aren’t at odds."

"I believe God gave me this drive—not just for business, but for building people."

About Brandon Turner: Brandon Turner is a real estate investor, podcaster, bestselling author, entrepreneur, and speaker. He was the previous host of the BiggerPockets podcast which grew to over 100 million downloads, and he is widely recognized as one of the foremost experts on real estate investing.

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

Most real estate investors get this wrong—raising private money isn’t about flashy returns or slick pitches. It’s about trust, transparency, and knowing your numbers. Greg Helbeck returns to reveal the exact steps he uses to raise millions in private capital without crossing legal lines. You’ll learn the key differences between private and hard money, what investors really want to hear, and how to protect both your assets and your lenders. With over 300 deals under his belt, Greg shares the scripts, systems, and mindset that helped him scale responsibly—even in risky markets. Subscribe for more no-fluff strategies from experienced investors.

Mentioned in This Episode:

Nextdoor — https://nextdoor.com

PropStream — https://www.propstream.com

Carrot UTM Tracker — https://carrot.com/blog/utm-tracking-links/

ListSource — https://www.listsource.com

Greg's Site — https://www.velocityhousebuyers.com/

Key Quotes:

"If you're not willing to put your own money into the deal, why should someone else?"

"Raising private money isn't a pitch—it's a relationship."

"You don't want to get too big for your britches and over-raise."

"Hard money teaches you discipline. It’s a safety net for bad deals."

"You can’t publicly offer returns unless you have a fund. Most people don’t."

"I only borrow on deals with enough margin to protect the lender—always."

Chapters:

[0:00] Why Greg Buys with Separate LLCs

[1:06] Private vs Hard Money Explained

[5:20] Risks of Scaling with Hard Money

[9:10] Who Makes a Good Private Lender

[10:24] How to Build Trust with Lenders

[13:34] How Greg Protects Investor Capital

[20:04] Creating a Private Lender Slide Deck

[26:05] Tactical Tools to Raise More Capital

[32:34] Cultural Differences in Deal Making

[37:55] Final Advice: Take Capital Seriously

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

How do the best real estate investors consistently close deals—even in the toughest markets? It all comes down to sales negotiation psychology and a bulletproof lead qualification system. In this episode, Greg Helbeck—a seasoned investor and sales expert—breaks down his six-step seller qualification process, shares his top negotiation tactics, and reveals how to handle objections like a pro. We dive deep into how to get sellers to reveal their real bottom line, the power of consultative selling, and why novations are becoming a go-to strategy. If you're looking to sharpen your negotiation game and close more deals while wasting less time, this episode is a must-listen.

Mentioned in This Episode:

Greg Helbeck’s Website - Velocity House Buyers: https://www.velocityhousebuyers.com/

Carrot’s PPC Report: https://carrot.com/guides/ppc-keywords/

Carrot Marketplace for PPC Vendors: https://marketplace.carrot.com/service%20categories/ppc-facebook/

Open Letter Marketing - Direct Mail Service https://openlettermarketing.com/

Key Quotes:

💬 "If you don't control the conversation, the seller will control you—and you'll never get the deal."

💬 "The best investors don’t convince sellers to sell—they ask the right questions to help the seller convince themselves."

💬 "You need to be consultative, but you also need to know when to walk away. Desperation kills deals."

💬 "A good lead is not just someone who says they want to sell—it’s someone who checks at least 3 out of 6 key boxes."

💬 "If you’re afraid to ask tough questions, you’ll always lose to the investor who isn’t."

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.

If you're doing an automated follow up for seller leads or you have an email list of past leads that you'd like to nurture, this episode is FULL of specific tips on how to close more deals through email! We cover why the Gmail promotions tab isn’t killing your emails (and why 50% of people check it daily), how a one-word reply strategy can increase responses by 15%, and why the real estate industry's biggest mistake is not emailing leads enough. Whether you're a seasoned investor or just setting up your first automated follow-up sequence, this is for you. Listen in.

Mentioned in this episode:

Jay's Subject Line Analyzer – Free tool to test your email subject lines

Do This, Not That Podcast w/ Jay

Carrot CRM – Automate your follow-up sequences

OmniDrip – Done-for-you real estate email sequences

Key Quotes:

💬 "Most investors aren’t emailing their leads enough. If you don’t send weekly, you’re invisible."

💬 "There is no such thing as spam trigger words anymore—stop obsessing over that and focus on engagement."

💬 "50% of people with the Gmail promotions tab check it daily. It’s not hurting your emails—it’s helping them."

💬 "A simple ‘reply with one word’ tactic can boost your lead response rate by 15% overnight."

Auto-generated Chapters:

00:00 - The Email Myth: Promotions Tab

00:53 - Podcast Intro & Guest Intro

03:08 - The Power of Owning Your Email List

04:52 - How to Get Leads to Respond

06:07 - Subject Line Hacks for More Opens

08:51 - The Truth About Spam Trigger Words

11:01 - Why You Shouldn't Fear the Promotions Tab

14:57 - How Often Should You Send Emails?

17:26 - Writing Emails That Actually Get Read

20:06 - The #1 Mistake in Email Follow-Ups

21:28 - Automating Conversations Without Losing the Human Touch

23:06 - How AI Can Improve Your Email Strategy

25:43 - Using Competitor Emails to Your Advantage

27:41 - Why Personalization & Humor Work in Emails

32:26 - Best Practices for Nurturing Old Leads

35:08 - Final Advice: Just Hit Send

***Join us live, Thursdays at 11 AM Pacific for the Evergreen Marketing Live Q&A: https://www.facebook.com/groups/officialcarrotcommunity/

***Need to grow as a leader? Check out Trevor’s podcast: https://link.chtbl.com/EFF

***Learn more at Carrot.com/shows - Carrot, a 5x Inc 5000 company, with millions of motivated leads generated over 10+ years.