Background on Matt Kamp and DealMachine
Matt Kamp began his career in technology and marketing but has always been interested in the real estate space. Matt Kamp currently works as the Vice President of Partnerships for DealMachine. DealMachine describes itself as “an integrated, mobile-first real estate investor software platform for lead generation.” In practical terms, DealMachine is an investment and wholesaling software. DealMachine helps users organize incoming data, so they can efficiently generate and assess profitable new leads. The company’s CRM helps users organize these leads and analyze their potential profitability through the application of various tools.
These tools include an ROI tracker, direct mail, a marketing calendar, and “unlimited ownership lookups.” DealMachine’s end goal is to cut down on the number of money users would typically spend if engaging in traditional prospecting. Kamp is also the co-organizer of Funders & Founders. Kamp describes Funders & Founders as “a virtual happy hour connecting entrepreneurs with investors and vendors to help them grow.” As VP of Partnerships for DealMachine, Kamp is uniquely qualified to offer advice to investors from a lead and profit growth perspective. Excitingly, it also makes him qualified to advise investors from a team-building perspective.
How to Create Meaningful Business Relationships
#1 Make as Many Connections as You Can
Networking is the lifeblood of establishing reliable, repeatable profitable deal flow. We explained its importance in our recent article “Finding Motivated Seller Data – Tips For Profitable Deal Flow.” As we explained in our article, “focusing solely on marketing and prospecting narrows opportunities to find quality deals.” For best results, investors must widen their net — “and thereby [their] access to quality deals — by enhancing relationships.” Interacting genuinely and thoughtfully with new or established colleagues at networking events allows one to significantly reduce their workload when searching for new deals.
At networking events, all in attendance are searching for ways to expand their circle of connections and increase profit or visibility. The roads to achieving these goals are often paved with the efforts of others. This means that there is much opportunity to form mutually beneficial relationships through consistent and transparent networking. Matt Kamp agrees. Kamp notes that seeking out connections — whether virtually or in-person — is “irreplaceable and priceless in terms of new opportunities coming up.”
#2 Understand the Goals of Others
Understanding what others are looking for in their professional lives — whether for the betterment of their own careers or for that of their current companies or organizations — allows one to turn simple connections wrought through networking into meaningful — and profitable — relationships. Truly understanding the goals and intentions of others is the best way to unveil ways in which you might fit into that person’s life. As such, you have a better chance of forming a productive and lasting relationship. As Kamp notes, make an effort to “connect the dots” when interacting with others.
#3 Figure Out How to Be Helpful
One of the primary takeaways from Connected Investors’ chat with Kamp is that one can never go wrong by simply offering help to others. Kamp refers to consistently seeking out ways to help other people as an essential tool in his “toolbox.” Being helpful is also the bedrock of his mindset when approaching networking. Kamp recommends asking others meaningful questions about the directions of their organizations and what someone with your skills might be able to offer. For instance, you might ask what you can do to help an organization grow. Whether that be through mentioning them to colleagues or through mentoring, all approaches are often welcome. To build successful relationships, all parties involved must feel that they are being considered and their goals are important to others in the relationship.
As such, Kamp recommends constantly keeping in mind how you can add value to each relationship. One should do so even if there is not an immediate repayment of that inputted value. As Kamp notes, “go[ing] into a conversation…hav[ing] that mindset of, of helping them and really be[ing] genuine about it and not expect[ing] something in return” is the best way to conduct oneself when trying to build solid business relationships. If you are helpful, kind, and genuine in each interaction, others will want “to figure out how they can help you as well.” Eventually, “this adds up into something exciting” and often profitable.
How to Build a Successful Real Estate Team
#1 Do It Yourself First and Then Start Small
Before hiring out members of your street team, be sure to fully understand what goes into each element of prospecting, marketing, and closing. In short, make sure you know what to ask of and what to reasonably expect from each team member. This should be established long before committing to any new hires. Building a successful real estate team depends in large part upon establishing realistic expectations based on real experience, notes Kamp. Without this background, it will be difficult to “scale up in a responsible way.” Before adding to your team, you must — as Kamp puts it — “know how to drive dollars for yourself.” If you do not understand a “particular skill yourself,” you create an impediment to truly understanding how to “scale your profit and deal flow.”
After you have done your research, Kamp recommends starting small. Kamp suggests “bringing on one person to drive around…even a couple of hours a month for you.” Starting small helps you build sustainable momentum. Many are reticent to begin the process of building a team because they feel that team must be complete right off the bat. However, Kamp recommends against allowing the term “team” to intimidate you into hiring too quickly or too expensively. Kamp suggests starting out informally, bringing in your “spouse or your family.” Start off with “somebody that doesn’t have to be super formal where you’re actually hiring somebody full time” and taking a real risk.
#2 Make Sure Everyone Knows What You’re Looking For
Ensuring that each member of the team knows exactly what is expected of them is vital to creating an effective and efficient street team. Kamp notes that this is important no matter which position or who fills that position — whether it is “somebody who you hire full-time that you found on indeed and, and have…recruited to be able to drive for you [or] a family member [wanting] to make a couple of extra bucks on the side and spend a couple of hours a week.” Steps one and two of this process ensure that the “initial infrastructure” of your team is properly set up. Doing so before allocating and then investing time and money searching for leads will keep your business running smoothly.
#3 Always Keep ROI in Mind
Always keep return on investment in mind. Kamp recommends maintaining quality records of the performance of each team member and basing your analysis of ROI on realistic expectations. Of course, notes Kamp, the “main success factor is that [each member of the team] is adding a ton of properties” continuously. During this step, Kamp recommends considering hiring an “actual manager.” Ideally, the manager will be able to “hold each of the drivers accountable and understand” what each team member is responsible for. Keeping an eye on ROI will encourage you to optimize each branch of your business, as explained below in Step #4.
#4 Optimize/Streamline Marketing Methods
Generating leads through the efforts of both yourself and your team means little if there is inappropriate or inconsistent follow-through. To avoid this — and thereby get the most out of your labor and that of your team — be sure to establish appropriate drip campaigns — whether via email or snail mail — in order to capture and maintain the attention of potential motivated sellers. Kamp describes sending “three postcards right away” to a potentially motivated seller and then “every 45 days following, sending one more postcard.” Establishing an effective and easily followed campaign will allow for more consistent follow-through. This is all made easier through Kamp’s company DealMachine, which automates much of the process.
#5 Set Reasonable Goals and Offer Reasonable Incentives
Finally, maintain team morale while encouraging more effective and efficient output by setting reasonable goals and offering reasonable incentives to each team member. Kamp recommends — again — starting off small, paying each team member “hourly to drive a couple of hours a week.” Outline how many properties you expect each member to examine within this period of time. Be transparent about your expectations and make it clear that improvement will result in increased income for everyone who contributes. Kamp suggests starting with a steady pay model — either a salary or hourly pay. Then, Kamp recommends adding in bonuses tied to each “qualified lead.” This method basically involves incorporating a “performance-based model” of pay. However, be open about any caps you may need to institute.
All in all, follow Kamp’s advice by respecting each team member, clearly communicating what is expected of them, growing steadily rather than all at once, and constantly keeping profitability in mind. For more about our guest Matt Kamp and how to optimize with DealMachine, listen to the full Connected Investors podcast here.
Transcript
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Speaker 1 (00:00):
Welcome to the exactly how podcasts and YouTube show brought to you by connecting investors. Now,
during this episode, you’ll discover exactly how to drive for dollars the right way. Now, for those of you
who are new, my name is Sean Young, today’s host and proud member of the connected investor
community. Now, before I introduce you to our incredible guest speaker today, I want to make a request
that if at any point in the show you like what you’re hearing, please give us a thumbs up so that you can
subscribe to the show and never miss an episode and take a look in the description of this episode, as
we’ve packed it with thousands of dollars in free resources. Now, guys, today we have the privilege to
learn from someone who took a marketing agency operating with just a handful of people to nearly a
hundred. Now, prior to his career in real estate, he had several random jobs, including a valet driver
playing the trumpet at funerals and a marketing intern, but all that changed when he joined the deal
machine family, and as the vice-president of partnerships, all that changed. So I would like to describe
our next guest as a connector. I like to introduce you guys to the one, the only Matt camp. Hey Matt,
thanks for being a guest on today’s show.
Speaker 2 (01:09):
Yeah. Thanks again, Sean. I appreciate you having me on and, uh, excited to excited to chat.
Speaker 1 (01:14):
Absolutely. Absolutely. Yeah. Dell machine is a great, great tool that I, you know, I’ve been using for
years and, and whatnot. So I’m definitely excited to have you share that with our audiences as well, but
Matt, you know, can you tell our audience, you know, where are you from and what market strain, and
just a little bit about your background?
Speaker 2 (01:29):
Yeah, happy to, I mean, I’m actually, I’m based out of St. Louis. Uh, we have, uh, most of our team in
Indianapolis, uh, you know, in India, which we deal machine started maybe three, four years ago, ish, at
this point, um, David Leko, the, the founder of it is actually a guy I’ve known personally for quite a long
time. Um, the two co-founders were, were actually in my wedding party. So they’ve been, uh, they’ve
been personal friends forever. Grew up with the guys like went to high school with him. I’ve known him
for a long, long time. Um, I actually had, uh, back in 2009, uh, the CTO of influence and co and I, uh, our
CTO of, of, of a, um, deal machine. And I, um, before I joined my pre my prior gig at influencing co, um,
we had an app development firm as well.
Speaker 2 (02:13):
So my background’s in technology, it’s in marketing. Um, so I’ve had professional experience with these
guys. And then again, like I said, they’re, they’ve been good personal friends, my whole life too. So it’s,
it’s been extremely exciting to see deal machines, you know, starting grow and, uh, continue to be, you
know, a, B, B a is as great of a technology as possible within that, that driving for dollars world, um, that
lead gen world for, for real estate investors. But, um, really my, you know, my background was more on
marketing technology on partnerships. Um, and then it’s funny over the years, I had quite a few friends
get into real estate investing and it was an area that I, I, you know, I re I read rich dad, poor dad in high
school. I, you know, knew in the back of my mind like, Hey, real estate is an area that I had always
planned on getting into.
Speaker 2 (02:59):
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Um, I would do quite a bit around, you know, listening to podcasts like this, or, you know, whatever, you
know, really consuming your different articles and newsletters and, you know, really trying to take in as
much information as possible within the real estate investing world, um, which maybe, uh, uh, you
know, a good number of people listening to this, maybe in the boat that I was in as well of like, you
know, passively consuming quite a bit of information, but not quite taking action on it yet. And, you
know, for me, like, you know, it’s been an exciting to, to be able to actually, you know, join deal
machine, take, take action, personally, I’m out there driving for dollars myself now I’m, you know, I’m
really kind of practicing what we preach from that perspective. So, um, I think I fit into a, really a, a
bucket that would be the ideal, you know, uh, deal machine user too. So I can really speak to my
personal experience and, you know, really, uh, getting, getting into a, uh, real estate in general.
Speaker 1 (03:51):
That’s awesome. That’s awesome, man. So Matt now, before we dive into exactly how to build that
team, a successful team and how to drive for dollars successfully, you know, Matt, you said that you
contribute a lot of your success to building relationships, you know, can you tell our listeners why that
is?
Speaker 2 (04:08):
I mean, I, I think, um, you know, that’s the, that’s the skill that I’ve really tried to focus on. Um, you
know, the first decade of my career, it’s like, okay, uh, I, I think no matter what you do, um, no matter
what skill do you bring to the table, uh, your network is something that you, that is irreplaceable and is
invaluable. Like that’s something that, um, I really, you know, have tried to, to, to, uh, take that mindset
of any job that I do, any, any, you know, internship I took on when I was a college student, any, you
know, any company that I joined, I want to proactively make as many relationships with people as
possible at that organization and, and within our overall network, because that’s something you can
always take away with you and it is irreplaceable and something that’s that, you know, uh, is priceless in
terms of, of new opportunities coming up.
Speaker 2 (04:56):
Like, you know, that’s something that as you consistently try to help out other people, which is really the
mindset that I take into networking is, you know, when I get to know somebody, um, my goal is to really
connect with them on a, on a human level, like really get to know them personally and care about them
that way. But then, you know, translate that into really asking them questions of understanding, how
can I help that person and that compounds on itself. Um, it’s really, it’s something that I learned from
my first mentor, like, um, at my previous firm that I was at that, that it marketing agency. You talked
about, um, our, our CEO there, John Hall was somebody that, um, I really got to hang out with quite a
bit. And the main thing I took away from him was, you know, try to try to build as many ways as possible
to add value to others.
Speaker 2 (05:40):
And that means, you know, getting to know people, figuring out what, how you can be helpful, getting,
you know, being creative on how you can connect the dots for them. And when you do that over and
over and over again, that can compound on itself into a network that is, you know, is, is a, you know,
pretty powerful and something that I to continue to do, no matter what industry I’m in, no matter what,
um, you know, what, what my, uh, my next, uh, role is, it’s like, Hey, how do I help continue to provide
value to others and build a network that goes with me,
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Speaker 1 (06:11):
Man. I, I really like that, man. You know, that’s, that’s really important, you know, a lot of folks out here
really, um, they kinda, I think miss the, uh, they missed the, they, they missed the point when, when
folks say, you know, go out there and eat and give of yourself because it’s no way that you’re going to
receive without giving it. It’s just, that’s just how kind of like the laws of the universe work. And if you
observe these principles and laws and, you know, figure out how you can work within those principles
and laws versus trying to change them, you know, it’ll definitely be to your benefit. And not only that,
but I mean, what Matt said is, is super important. Like, I mean, he was, he said, listen, I absorbed
information, but not only do I absorb information from top level folks, but, you know, I’ve felt like, Hey, I
know I’m, I’m, I don’t have maybe much to offer, but what can I do to help you?
Speaker 1 (06:54):
You know, what can I do to help your organization grow? I I’m willing to give of myself in any way. And
people, like he said, we’ll remember that they’ll come back to you in the future when they’re building
something different or going off into something else to say, man, that guy, Matt, I mean, man, he was a
go getter. Not only that, but I mean, he, I mean, he, he really went above and beyond. He’s somebody
who I wanted my team. So guys, how you do anything is how you do everything. So put your best foot
forward when you do.
Speaker 2 (07:17):
Yeah, for sure. And I think, um, you know, I kind of call it my toolbox that I build, but that toolbox would
be D you know, different creative ways that you can, you can come up with ways to help someone that
could be, you know, introducing someone to other people that could be knowledge. Like if you become,
you know, very knowledgeable within a very specific world and kind of give your advice there. Um, you
know, for me that was marketing for long, you know, for, for a long time and now real estate as well of
like, how do I educate people and bring my knowledge to a conversation. Um, and like I said,
connections like that. Um, it can be a variety of different things that you build up over time that if you
can go into a conversation and have that mindset of, of helping them and really be genuine about it and
not expect something in return.
Speaker 2 (07:57):
And, uh, you know, you can, you can very much say if they ask like, Hey, how can I help you make sure
you have a prepared answer for that? So that way, you know, you can, you can guide those people and,
and, you know, the, honestly the more you help others, the more they want to help as well. Like it, it’s
just a natural thing that, um, if you’re, if you’re talking to another, Go-Giver like, they’re very much
wanting to figure out how can they help you as well. So if you have something in mind or if you have,
you know, a strategic direction and can be very, you know, it can really, um, enunciate that wealth for
them. Um, that’s going to compound on itself too, but really the goal is like, come into those
conversations, genuinely, ready to give, ready to care about that person. And when you do that over and
over again, and it adds up into something exciting,
Speaker 1 (08:37):
Great responses, Matt, great response. I really appreciate that. Now, guys, what makes the exactly how
financial freedom podcast and YouTube show unique is that each and every show comes with a detailed
action plan. We pull the steps out of the show, create a blueprint on exactly how to implement what
we’re covering today. Plus you get to get our free training right now. All you guys have to do is text the
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word exactly to (910) 600-0630. To see it for yourself. Now you can find properties in any town for
pennies on the dollar. This is a software that I use each and every day. Guys. Now, all you have to do is
visit connected investors.com forward slash free to get the key takeaways, the resources and access, the
special deal machine link that Matt has offered to our listeners. Matt, what does that link exactly
include?
Speaker 2 (09:29):
Yeah, so I, I know, um, really in general, the, the main thing we’re trying to appreciate people is like I
talked about, it’s about taking action. So, um, that’s phenomenal that you’re listening to podcasts like
this, that you’re, you know, maybe you, you follow Sean, you know, in general and, and, you know, I’ve
worked with him beyond that, you know, with, uh, you know, courses and things like that, any of that
knowledge that’s phenomenal, but the goal is how do you apply that and turn that into real action. And,
um, from a deal machine perspective, that’s our goal. Like we’ve created a technology to help you take
action on, on your learning, on your, you know, any, any other real estate investing knowledge that you
have. Um, that being said, you know, really kind of the, this specific link in any, any kind of a, you know,
link you go through there.
Speaker 2 (10:10):
Um, you know, we want to start off with an easy trial for people, so that way they can take action, they
can actually go and start to try driving for dollars and drive around and find their first deals. Um, but
then also it hooks them up with actual deal credits on there too. So that way, those deal credits apply
towards things like direct mail or, you know, giving somebody a call like there, there are various things
within the technology that are really these marketing channels to get in touch with the owners. So that
way, when you’re driving around, when you’re taking pictures of properties, when you’re starting to
create your, your database of people, that your, your, you know, your own list, that’s original to you and
to you only, um, these marketing channels are the method of you not just building that list, but getting
in touch with those owners. So we try to hook you guys up here of like, saying, Hey, if you’re going to, if
you’re going to go do the free trial and start to take action and start to try to get in touch with property
owners, here are a few credits for you to be able to, you know, not just, you know, add people to your
list, but to really get in touch with them and try to give them a call or send them a postcard as well.
Speaker 1 (11:13):
Man, that is awesome stuff, Matt. So guys make sure you head on over to connected investors.com
forward slash free to take advantage of that offer. I mean, it, it, it is a great, great tool, Matt. I’ve
definitely heard rave reviews about it. I’ve used it myself. And I can tell you guys that is phenomenal
when you’re out there driving around and you see properties that you’re thinking in your head, man,
that looks like something that could potentially be a deal for me. Hey, well, that’s what the deal machine
app is for you snap a picture right there while you guys are out there in the field, get the postcards sent
up, sent out right there on the spot. Like Matt said, if you want to skip trace that those, the owner’s
name, all that stuff is done for you right within the app, pretty much instantaneously. It’s just at the
push of buttons. So, um, all right now, as a new, as nearly a million people out there know connected
investors is a social network of real estate investors. And it’s a marketplace of investment properties.
Now in the description of this video, we’ve included a link to today’s episode and the form in this
discussion. So Matt, before we get into the steps to build a successful real estate team, you know, what
are the most important characteristics or attributes needed for a real estate team to thrive?
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Speaker 2 (12:22):
Yeah. So I think, um, you know, what, when you define team, do you, uh, are you talking about real
estate broadly or are you thinking more actual driving team and, and, you know, street, uh, street team
I’m like that? Yeah,
Speaker 1 (12:33):
Yeah, sure. Well, since we’re talking about the wishing God, for dollars, that let’s make it based upon like
that street team, that could be part of your team if you’re getting started out here. Yeah.
Speaker 2 (12:43):
Perfect man. Yeah. I mean, I think really the key that we, that we, uh, begin to help people to start out
with start off with is, uh, you know, anytime you’re building a team, you really want to experience that,
that particular skill yourself and really, you know, initially start off and get comfortable with, you know,
the idea of driving for dollars. So, you know, step one, you know, for us is, is saying, Hey, you know, start
getting out there and start, you know, physically getting in your car and actually driving around a
particular neighborhood, um, start looking for distress properties. So we really define that, you know, as
a property where it could be literally, you know, something just out of place where, you know, there’s
some kind of signal to say, Hey, you know, this owner may or may not want to deal with this property
any longer.
Speaker 2 (13:28):
Um, you know, the more obvious stuff would be a tarp on the roof or, you know, um, um, you know,
grass growing through the driveway or, you know, gutters falling off or, you know, paint peeling off, or,
you know, things like that where, you know, it’s a little bit more of a, you know, quote unquote, ugly
house, you know, something that needs help. Um, the, the less obvious stuff. I mean, I know our, our VP
of, um, of enterprise on our end, like his first deal he ever got through deal machine was actually, uh,
getting in touch with an owner that had a, it was an absentee owned property and they had a Halloween
lights still up and it was like February. So it was, uh, you know, it was a, not necessarily a super obvious
thing of like, Oh, maybe it’s a distress property, but it was just a signal to say, Hey, maybe this person’s
not quite keeping up with the, you know, they, they blew through, uh, Thanksgiving and Christmas and
new year’s and all that.
Speaker 2 (14:16):
It didn’t ever change it. So something’s going on there. So like, things like that, I would say, getting out of
yourself and starting to identify what a distressed properties look like, what, you know, uh, starting to
get used to driving for dollars yourself is kind of step one and started adding properties there. Um, you
know, once you have that down, we really try to make it very, very easy for you within the deal machine
app, um, to, to kind of scale that team and say, okay, you know, let’s invite other other team members
to my ideal machine account. That would be just what we call deal finders. And those are people who
could be anything from somebody who you hire full-time that you found on indeed and, and, you know,
have, uh, recruited to be able to drive for you. Um, you know, it could be just a, a family member that’s
saying, Hey, I want to make a couple extra bucks on the side and spend a couple hours a week.
Speaker 2 (15:04):
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Uh, you know, I have a couple of hours a week to drive around and, and, you know, help you look for
deals. So, um, kind of, you know, once you’re, once you’re used to being able to drive around and start
adding properties yourself, expand that out, it’s about to add a deal finder or two, or, you know, you
want to long-term. And the goal is to scale that team. So, um, you know, you can do it regardless in deal
machine, within our, our technology. We make that process really simple and easy, and we make it easy
to kind of to manage those people where, um, you know, if you put them in, you can really track their
routes. So you can really, um, you know, uh, see how long they drove around and see how many
properties they added. You can see, um, if you ever close a property, you can see where that came from.
Speaker 2 (15:43):
So you can know, you know, what is the return on investment I’m getting for paying someone to drive
around for me? Um, is that turning into actually any, any properties, any, you know, anything under
contract, right. Um, so I’d say, you know, start driving around yourself, uh, invite other team members
that started doing that to make sure, you know, who’s in charge of that, the success of that team, you
know, initially it’s probably you, uh, but if you start to really scale that driving team and add, you know,
uh, quite a few people that are driving around for you, you might want to consider having somebody
else, uh, you know, remove yourself as you, as you build your real estate investing business, remove
yourself and have, you know, an actual manager to be able to, to hold each of those drivers accountable
and understand who’s driving where and what routes and that type of stuff.
Speaker 2 (16:26):
So that’s kind of the initial infrastructure. Um, I think the next step beyond that would be okay as people
are starting to drive around, make sure that you’re optimizing your actual marketing methods. So, um,
you know, again, like you said, you could be skip, trace and call people on the spot. That’s great. But,
um, I think, uh, the way to really scale this is through automation and, you know, that’s what we’re deal
machine. You know, we built that in mind is as we’re going into it. And, and I know David Leco, our initial
founder, um, when you came up with the idea, it was him driving around and, you know, writing down
addresses and then looking up how to get in touch with them and then creating it, writing a postcard
and, you know, mailing that off. And like, just doing that all manually is just brutal.
Speaker 2 (17:08):
Uh, it took, ’em like 20 to 25 minutes per property. He measured, you know, he figured out, you know,
uh, we did a trial around that, um, a little while back, um, you know, with that in mind, did that through
the deal machine app and through automation, you can actually set all of that up in a matter of like 10
seconds or less. So, you know, you’re going from, from 20, 25 minutes per property to that. And the
goal, you know, uh, the main success factor for that is if you’re, if you have someone out there, whether
it’s yourself or your driving team, adding a ton of properties to deal machine and building that list for
you by driving around, um, going in there and using automation to send, uh, mailers to them, which, you
know, when you go in the app, you can look at each individual property and hit send, you know, start
mail when you do that, you can set up a email or, um, uh, postcard templates that say, okay, here’s
exactly what I want them to say.
Speaker 2 (17:58):
We have, we have default ones to make it easy for you if you want, but, you know, uh, you can go in
there and actually get very custom on that email or on that postcard template, you know, the mail
template, um, you can customize your signature to show, you know, you and your family or unit a pet,
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or, you know, something to really make it a little more personable. So that way, when someone gets this
in the mail, you have a much higher chance of them responding to you. If it’s a, you know, custom and
personable in that way. And then, uh, the third layer, you know, there’s templates, there’s signatures.
The third layer is campaigns. And that’s the automation piece I’m talking about is you can get in there
and customize and say, all right, I want to send this person, you know, uh, a postcard every 15 days for
the first 45 days.
Speaker 2 (18:40):
So send three right away. And then every 45 days following, I want to send them one more postcard. So
you can get really specific and custom to save yourself time and say, okay, I’m going to set up an entire
year’s worth of postcards for this person, um, through one click of a button, you know, go do it at
headstart. And that way you’re initially getting, getting on their radar. And yeah, you could have deals
come from that, like their first postcard they receive, you may or may not have, um, you know, people
that are going to respond to that and say, yeah, I’m ready. I’m ready to have a conversation, but, um,
more likely than not, you’re going to have, we were probably your first deal is going to be from
somebody who, or, you know, your next deal is gonna be from somebody who sees your postcard.
Speaker 2 (19:22):
Uh, you know, says like, Hey, uh, this is something to keep in mind in the future. Maybe they put it on a
stack of mail. Maybe they put it on their fridge, you know, they keep it somewhere. And then six months
down the line after you sent them three more postcards and have continued to stay top of mind when
they’re ready to sell. And they’re like, Hey, I’m, you know, I needed somebody to, to buy, buy my home
or buy a property. I own, you’re the first one they think of because you’re the one that’s been sending
this mail to them over time. Right.
Speaker 1 (19:48):
I can still inconsistent. Absolutely.
Speaker 2 (19:51):
The consistency is everything it’s the follow through. And our goal was to make technology, to make
that scalable, to make that something that you don’t have to sit there every day and, you know, make
another a hundred postcards. Like it’s something that’s automatically going to send out for you. Right.
Speaker 1 (20:03):
So if you have your calendar alarms, all set, okay. Today’s action is send out note. They’re going to be
brutal. Yeah. Yeah. That’s like,
Speaker 2 (20:10):
Yeah, like I said, our, our founder was started, was trying that out. And our goal is like, okay, let’s make
that really simple and easy. So, um, so to create your team, I think you have to understand, like, you
need to set them up for success through these mail campaigns, through this system, have someone, you
know, managing how often they’re driving and that type of thing. But it’s even begin with like, you
know, start driving around yourself, start getting used to this, start setting those mail campaigns. And
then from there, you can go into recruiting and managing those people. So I’m happy to give any other
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strategies on, on those two things, but, you know, I think that’s kind of the foundation of what you
should be thinking about.
Speaker 1 (20:44):
Awesome. Awesome. Great, great response, man. Let me ask one quick question that that came to mind
when you mentioned the team, are, are you, are you paying these folks? Are you putting them on
salary? You know, how do these folks get paid? You know, I’m sure I list those out. They’re like, man, I
don’t have any money to pay for a team. What do you mean a team? Yeah.
Speaker 2 (21:03):
Yeah. See the word team can be a concern intimidating in terms of, yeah. Like, Hey, I’m, you know,
we’re not hiring an entire, uh, you know, a bunch of full-time people to do this. I mean, you know, we,
we can, you know, uh, in, in, in deal machine to begin with you get a, if you’re even on the basic plan,
you get one deal finder to start with. So this could literally be, you know, your, your spouse or, uh, your,
you know, you’re a college student that’s, you know, in your family that, uh, has, uh, you know, you can
find a couple of hours here or there to go out and have them drive around or, you know, that kind of
thing. Like it could be somebody that doesn’t have to be super formal where you’re, you’re, you’re
actually hiring somebody full time, by any means.
Speaker 2 (21:38):
Um, I’d say start small. Um, you know, we, we try to make the technology as easy and simple as possible
to do that and help you take baby steps where you do get to the point where you’re comfortable. Oh,
I’m, I’m actually closing a lot of deals and, you know, I’m now I’m confident in bringing in full-time
people and can scale with you. So we, we try to make the software as simple as in a, to, to approach it
with one or two drivers, but is also extremely complex. So that way it can scale with you, uh, when you
need to hire it, you know, hire, uh, an entire team, actual team, run it, you know, drive it around for you
like that at scale. So, um, from a payment standpoint, like we, there’s the couple of different ways you
can think about that. There’s, uh, you know, I usually recommend in terms of best, best success that
we’ve found is a combination of a performance based model.
Speaker 2 (22:28):
And then also a steady, steady pay hourly model where most people we see them offering like, Hey, I’ll
pay you, you know, 10 to $15 an hour, uh, to go out there and drive around for me. Um, and then, you
know, and, or I’ll pay you a dollar per, per added lead that is a qualified lead that I go in and say, Hey,
you know, um, when, when they go and use the deal machine app, they’re taking pictures of these
properties, they’re, they’re putting them into your, into your system. And they’re, you know, they only
have access to, if they’re a deal finder setup, they only have access to doing that. They’re not going to
actually call the person or send any postcards or anything because that’s going to use your marketing
budget. Right. So, so I’d say if you can go in there and approve those and pay them accordingly to that as
well, that usually goes a really long way because you’re incentivizing them like, Hey, you’re, you know,
you’re going to get paid on how many, you know, how you do on your actions,
Speaker 1 (23:24):
The quality of the leads, you know, the houses out there. Yeah, yeah, exactly. So,
Speaker 2 (23:29):
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So I think if you can, you know, if you can find a way to justify, okay, I’m gonna, uh, I’m going to pay
them hourly, uh, you know, to drive a couple hours a week. Um, I think a reasonable goal for them is if
they can even just do 20 to 30 properties in an hour, like, I think that’s, uh, it’s gonna really fluctuate.
Like we’ve seen people get up to 60 plus we’ve seen people, you know, do a 10 to 15 because there’s
really spending their time, you know, taking their time on it. But if you can at least start and say, Hey,
you know, add 20 to 30 an hour, that’s going to get you up to, you know, potentially a hundred or 200
properties leads per week. Um, and the cost for that would be what, you know, if they’re driving around
for, you know, call it six hours and then you’ve got, uh, you know, those qualified properties that could
be, um, up to, you know, a couple of hundred or a couple of hundred bucks either a week or a month,
depending upon how you’re doing it. You know, um, when you’re closing actual deals from that, that’ll
that that’s an investment. That’s not a cost, that’s an investment in your marketing. So, um, I would say
again, start small, start doing it yourself, start bringing on one person to drive around, you know, even a
couple hours a month for you, but that’s where you’re going to start to build momentum and start to
close those initial properties. And then you can actually scale up in a responsible way and pay, you
know, allocate a marketing budget. That’s going to be actually realistic for you.
Speaker 1 (24:50):
Absolutely guys. Great, great tips, Matt. We really appreciate it. I mean, guys, are you hearing what Matt
is laying out for you? I mean, this is what a lot of folks talking about, you know, how can I get started
with, you know, I don’t have a huge budget, but you know, I, I know I need some tools. I mean, deal
machine is definitely a great tool for you guys. It sounds like, and Matt definitely broke it down for you
guys on how you could take advantage. I mean, he’s almost giving you a step-by-step on what you, what
you need to go out there and do how to get a small team started right away. All this stuff is just geared
towards being able to put you in a position to take action right away. So guys, you know, as a reminder
out there, if at any point in the show, you like what you’re hearing you like stuff like what Matt has given
us today, you know, please give us a thumbs up or subscribe to this show so that you never miss an
episode because it’s your engagement that drives us and keeps us doing this for the community for free.
Speaker 1 (25:39):
So Matt, you know, what do you think your life would actually be like if you never joined the deal
machine family?
Speaker 2 (25:45):
Yeah, I mean, it’s funny, like my, my previous company, I, um, absolutely loved my role there. Like I was
really focused on our partnerships on, um, you know, taking, uh, you know, it was a, it was a marketing
agency. Um, you know, it was, uh, influencing CO’s name of the company really, really enjoyed that
journey. Um, I think, uh, similar to my answer on the networking, um, piece, like I think everything that
I’ve tried to focus on within my career, I want to build on itself and I want to take with me. So, um, you
know, every relationship that I built through through my role at influence and co, um, was, you know,
preparing me in a way for this. And, you know, I, I really tried to try to build relationships that I was
giving and giving and trying to build, uh, a real, genuine relationship.
Speaker 2 (26:31):
So caring about those people personally, that I was talking to, and also figuring out ways to help them.
Um, so it, it is funny. Like I think this came up, um, you know, organically over time. And like I said, you
know, some of my friends started this company, so I, I knew at some point I wanted to work with, uh,
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Dave and David, um, again, but, um, it’s something where I think I’ve really focused on no matter what
or when, or what opportunity, um, I was going to be taking. Um, I really tried to own my current role
and, you know, build, build things and build relationships that I could then take with me, uh, you know,
as I continued in the future.
Speaker 1 (27:07):
That’s awesome as awesome, Matt. I mean, I’ve really enjoyed this episode. You’ve, you’ve given a lot of
great, great content, great information, useful, helpful information, uh, that I’m sure our listeners are
going to love. So definitely thanks for being here on our show today, but before I let you go, you know,
we have, what’s called the rapid fire session in and out of this part of the show. I’m going to ask you a
series of questions and you answer them as fast as you can just say the first thing that comes to mind.
All right. All right. Let’s do it on a scale of one to 10. How strict were your parents?
Speaker 2 (27:40):
Ooh, uh, five
Speaker 1 (27:44):
Get up early or stay up late.
Speaker 2 (27:46):
I’m going to stay up late guy for sure. Nine owl.
Speaker 1 (27:50):
How many hours of sleep do you get?
Speaker 2 (27:52):
Oh, man, I wish it was eight a night. Uh, probably closer to seven, which is, you know, respectable, I
think. Yeah,
Speaker 1 (28:00):
Indeed indeed. Favorite or last book read.
Speaker 2 (28:05):
Oh man. Um, I really liked rich airport. Ed was one that changed my mindset. I really liked, um, four hour
work week. Cause I changed my mindset as well in terms of passive income and things like that. Um, but
then, you know, there’s a classics like how to win friends and influence people and, and you know, a
couple of books like that that are more relationship building books that have really changed my mindset
too. So, um, there’s a couple of books that are a little more like cornerstone Keystone type books for me
that I’ve changed how I think about things.
Speaker 1 (28:35):
Awesome. Awesome. If you could be any superhero, Matt, who would you be?
Speaker 2 (28:39):
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Ooh, that’s a good question. Um, you know, I always liked Batman just because it was, uh, you know,
Superman is great, but he seems almost like cheating where he’s invincible and you know, he’s, he’s not,
it doesn’t seem as human. Whereas Batman is a figure of like somebody who like seems like they really
want to actually help the world and, and you know, you can connect a little bit more with, and it seems
more realistic. So, uh, yeah, I think that’s, uh, you know, probably probably cliche answer, but I always
have loved Batman.
Speaker 1 (29:10):
Ooh. And if you could something everyone should do less of,
Speaker 2 (29:16):
Less of, um, I think, Oh man, um, less of, I think would be freaky, you know, uh, maybe freaking out to a
particular situation. Like if they, if people spent a little more time, um, thinking, you know, trying to, uh,
spend time like focusing the things that are in your control and really try to be, try to proactively spend
time thinking about what you’re grateful for and have gratitude in general of, of, um, your situation and,
um, try to spend mindful time, uh, changing your inner monologue to be positive. Um, versus if you see
a situation that happens and act really a reactionary and, you know, um, really like, you know, have had
those initial negative fonts. I just think if you can change your inner monologue monologue to be, uh, to
react more positively to begin with, um, it can change a lot of things in your life. So, um, focusing on
things like, like gratitude is one way to do that, but focusing on exercises to try to try to help your inner
monologue, um, I think can go a long way.
Speaker 1 (30:29):
Well, you bet you basically answered the next question, which is something that everyone should do
more of.
Speaker 2 (30:34):
Yeah. That’s kind of the way I did. I took that
Speaker 1 (30:36):
Last one. Wasn’t and that was great. So, so we’ll go on right onto the next one, which is Bitcoin bang or
bust.
Speaker 2 (30:42):
Um, I actually am a big fan of it. I really like, uh, I just like the blockchain technology. So I believe that
there’s going to be some winner in crypto, whether it’s Bitcoin or another coin, but, um, I’m a, I’m a big
fan of it, but also I’m not somebody who is saying, Hey, put all your savings into it too. You know, I’d, I’d
say, um, whatever, you see, whatever you’re comfortable with saying, Hey, this, you know, whatever
you’re comfortable with, potentially losing all of, I would say you can think of it that way, but I’d also
highly recommend if, if you have the means at all to do it, to, to really look into it and get into it at, uh,
at least a little bit, if you can
Speaker 1 (31:18):
Good stuff. Well, people live on Mars in your lifetime, Matt. Okay.
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Speaker 2 (31:23):
Live as in, I think people will, will, uh, visit it and which will lead to some people, at least being on there
for extended stays. So I think, I think in our lifetime, uh, that’ll, that’ll happen at some point. Technology
is increasing so fast. It’s crazy.
Speaker 1 (31:41):
So far so fast. Well, Matt, I mean, those are some great answers. And again, I definitely want to thank
you for being a guest on today’s show and all of our listeners out there. You guys have once again, made
it to the end and most people never finish what they start. So you’re special. Now, if you guys got any
value out of today’s show, share this with a friend or on your Facebook page, like this video, subscribe to
our channel and send us topics you want to learn more about. Now, like I said earlier, nearly a million
people use the connected investors, social network and marketplace to connect in the description of
this episode. We’ve included a link to this episodes, forum discussion, tap that link, ask me and other
pros questions and see what investors are saying about this very episode. So guys, until the next time
you can catch me on the inside of connecting investors, see you inside.
Connected Investors
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The post How to Build a Successful Real Estate Team with Matt Kamp appeared first on Connected Investors Blog.
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