Nathan Payne argues pay-per-lead beats cold calling and texting for real estate deals. He cites three advantages: refundability if a lead is bad, high intent from form submissions, and a streamlined sales process since sellers have already decided to move. Higher costs pay off with better conversion rates.
Number 3, this is my favorite, favorite, favorite, and I think it beats all of them, okay? And I waited the last bit because best for last. So working pay-per-lead, okay, that's the best way in my opinion to find profitable deals. You can do cold calling, you can do texting, you can do all these other marketing channels, but pay-per-lead is money. You know why? Because you can spend money on these leads, and if they don't connect, if it's the wrong number, if it's for any reason the lead is not good, you can get your money back. You can get a refund, okay? Tell me any other lead strategy, any marketing strategy out there where you can get your money back. I don't think there is one. Anyway, paper leads, great, because the intent— they're filling out a form, you're getting their information. When you call them, there's just more authority. You can say, hey, I got your information, I noticed that you want to sell, do you have a couple minutes to talk? And then you take them through the process, your sales process. Now, the thing with paper leads is it can be expensive, but if you have a money sales process, it's the best way to go. Because again, these people are not like normally shopping their options. They're not usually like, I'm thinking about selling or not, like when you would reach out to someone that's a cold call lead or a text lead where you have to kind nurture it a lot. These people have made the decision. Now you just need to be the best at gaining trust, negotiating. So that's my favorite.
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