Nathan Payne explains that real estate investors should target a single "unicorn" cash buyer who sees value others miss and pays a premium, rather than relying on generic cold-calling or broad lists. Success comes from reaching the right audience with the right message, not marketing volume alone.
I know from big deals that I've done, I've explained to people that, hey, you have other options. You can list this thing on the MLS, you can do this or that, and to get more money, I'll help you through that process. And they're like, no, I just want to be— I just want this thing done quick, don't have to hassle with it. So when you bring your cash buyers through and you get all these offers, usually the offer I pick that gets me a big, big payday is usually like a one-off, like a unicorn buyer that's willing to pay a ton more and everybody else, like, just willing to pay way more than everybody else. And they see something that nobody else does, and then it's a big payday, right? All I'm trying to say is your marketing is very important. Your marketing message volume is important. But if you, if you're reaching out to the wrong people, like you're calling the phone book, yeah, you're not going to have a lot of success. You're reaching out to the wrong people. If you're reaching out to a pre-foreclosure list and saying, do you want to sell? You're not going to have that much success as if you have the right messaging. So remember that everybody.
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