This was week four, day three of our month long series on aged expired listings. Today was about what happens after an aged expired raises their hand and says yes, they're open to an offer. When there's distress and motivation and a cash buyer is the best place to start, where do you find those buyers, and how do you reach out to them?
I walked through the places I look, showed how simple it is to have AI do the searching, checked in on the bots from yesterday, and then did some live prospecting, first with aged expireds and then with cash buyers about a real motivated seller.
Why cash buyers matter here
Our whole approach is built around one idea. "If we have more reasons to have more conversations with more people who are more likely to transact, we will transact more frequently, consistently, and therefore our gross commission income will increase over time."
A hand raiser who's an aged expired, with motivation and distress, is great bait. It's a real reason to call the active investor buyers in your market. I have one right now. The best option for her is someone who can buy cash, close quick and relieve her of the debt.
Where I look for active cash buyers
First, my own lead data. I start in my LeadDeck account and search for active cash buyers in a city or zip code. The way we define them, they own at least five properties, they've bought at least one in the last three years, and they own at least one in that area. The same filters work for landlord buyers, multifamily buyers and vacant land buyers. "Good people to have conversations with."
Treat these people as valuable, because they are. A good cash buyer relationship can turn into more than one deal, and sometimes into a listing too.
Second, AI. I started a voice chat with ChatGPT and asked it to scour the internet for active cash buyer investors in my area. Then I let it keep working while I moved on. "It's as simple as that. It really is." By the time I checked back, it had a short list ready. That's the kind of tedious work AI can take off your plate so you can buy back time for the higher dollar producing activities.
Third, local Facebook groups. Join the real estate and real estate investing groups in your market, then use the search bar inside the group to search for something like @gmail.com. More often than not, you'll find people posting that they're actively buying, with their buying criteria and a way to contact them.
Fourth, institutional cash offers. We partner with a national platform that aggregates institutional cash buyers. I can pop in an address and get real cash offers in a matter of seconds. These buyers don't have a mortgage contingency and they'll provide proof of funds. That gives me a way to actually deliver the thing I asked about in the first place: an offer.
What the bots did after yesterday's show
Yesterday my AI bots sent our "are you still accepting offers" emails and texts to two decks of aged expireds. The email bot verified the addresses first, sent one email a minute, and was set to send our three question mark nudge the next morning to anyone whose email was delivered but who hadn't replied. "That one simple thing for us has consistently doubled and sometimes tripled the number of replies or hand raisers we get."
But I want to be clear. The bot's results "are not as good as me personally prospecting and following our exact process. Call, leave a voicemail, text, email." AI is something I layer on top to get even more hand raisers. It doesn't replace the work.
The reverse offer strategy, live
Since I hadn't done it all week, I spent a few minutes prospecting live. Find the aged expireds, scrub them for the good ones, then reach out using the reverse offer strategy. Call and ask if they're still accepting offers. If it's a mobile number, text too. If it's a landline, send an email instead. When we do all of those in unison, "it becomes a rising tide that raises all boats."
The first owner I reached already had the property under contract, and it sounded like that deal might fall through. So I told him to hang on to my number, and I'll get to work on a backup offer so I have a solution ready if he calls back. He also looked like he might be a flipper. I love flipper clients, because when I find them deals, it's both the buy side and the list side.
For the rest, I left voicemails, sent the prepopulated texts and emails, hid any numbers that were disconnected so they don't eat up my time next round, and added owners to a direct mail list when I couldn't reach them. That way I've got all the lines in the water I can get.
"This isn't like wildly different or unique strategy, but it's an actual human being reaching out to actually try to solve another human being's problem." I'm starting with curiosity, not ninja sales tactics. They may not want the offer I bring, but bringing one opens the door to propose what they actually need. When you lead by trying to convince them you're better than their last agent, that's where the resistance comes from.
Calling cash buyers about a motivated seller
Then I flipped it around and reached out to cash buyers about one of the aged expireds who raised her hand during this series. Some were pocket buyers I'd talked with before. One had already bought from me. I left voicemails and sent texts asking if they're looking to buy right now and letting them know I have one that could be a good deal for the right investor.
One replied by text within minutes asking what I had, so I sent her the link with photos. I also got a buyer on the phone who I'd talked with over the summer about a different deal. This one is only a few miles from where they live, so I'm sending over the details.
That's the 1 Deal A Week blueprint in real life: buyers, sellers, reverse offers. "We start with buyers because without buyers, nobody's getting paid." The seller doesn't get paid, and neither do we.
Keep going with us
The Thursday stream moved to Friday this week because I have relocation clients in town to see homes. On Friday I'll spend even more time prospecting active cash buyers, using the aged expireds who raised their hand as my reason to reach out. Next week we start a month long series on tired landlords.
If you want help putting this into practice, join our free Skool community, 1 Deal A Week In Real Estate.
Key takeaways
- When an aged expired is open to an offer and cash fits, that's your reason to call active cash buyers.
- Look for buyers who own several properties and bought recently in your area.
- Ask AI to find active cash buyers in your market, and search local investor Facebook groups for @gmail.com.
- Institutional cash offers give you a real offer to bring back to the owner.
- AI outreach is a layer on top. Calling, voicemail, text and email together still get the best results.
- Start with buyers, because without buyers nobody gets paid.
Chapters
- 00:00 How to find cash buyers for aged expireds
- 02:30 Pulling active cash buyers from my lead data
- 04:00 More reasons to have more conversations
- 07:30 Asking ChatGPT to find cash buyers
- 08:30 The Facebook group search hack
- 09:30 Getting institutional cash offers in seconds
- 11:30 Using a motivated aged expired as your reason to reach out
- 13:00 What the AI bots did after yesterday's show
- 15:00 The three question mark nudge
- 16:30 AI doesn't replace the full process
- 20:30 The reverse offer strategy, step by step
- 22:00 Live prospecting aged expireds
- 25:00 Why I love flipper clients
- 29:30 Starting with curiosity, not sales tactics
- 34:00 Calling cash buyers about a motivated seller
- 38:00 The 1 Deal A Week blueprint: buyers, sellers, reverse offers
- 45:00 What's next this week