Bryan Driscoll is the founder of Think Big Marketing, and also Motivated Leads. He strives to help small and midsize businesses keep up with their competitors through creative customized SEO and social media services. He also has a passion for real estate and a passion for getting leads that can be online sourced so you can close more deals. 

Bryan is from Pittsburgh, Pennsylvania. He is a father of three. His focus is in digital marketing which specializes in helping real estate and other real estate investors naturally generate motivated seller leads like distressed property.

 

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Perfect Strategy On How To Manage Your Business With Bryan Driscoll

 

Brett:

I’m excited about our next guest. He’s the founder of Think Big Marketing, and also Motivated Leads, and he strives to help small and midsize businesses keep up with their competitors through creative customized SEO and social media services. He also has a passion for real estate and a passion for getting leads that can be online sourced so you can close more deals. So I’m excited to bring the show with me, Bryan Driscoll. Bryan, how are you doing today?

Bryan:

Hey, what’s up, Brett, how are you doing?

Brett:

Hey, better than I deserve. And you’re calling it out of the great state of Pennsylvania. I’m here in California. And I’m excited to get to know you a little bit more and dive in. So with that being said, would you tell our listeners a little bit more about your story and your current focus?

Bryan:

Yeah, sure. So I’m in Pittsburgh, Pennsylvania. Father of three, I’m a real estate investor, then also in the digital marketing company where we specialize in helping real estate and other real estate investors naturally generate motivated seller leads like distressed property, stuff like that. So I kind of did really well in the real estate investing here in Pittsburgh, and we’re just sharing with other people trying to help them do the same thing in their city.

Brett:

Amazing. You can learn more about Bryan Driscoll at motivated-leads.com.So we’re gonna dive into all things SEO and real estate investing on today’s show. Before I go there, though, I would take one more step back, Bryan, I believe we’ve all been given certain gifts in this life. And these gifts have been given to us to be a blessing and help to others. So as you go back to your high school days, or even university days, and I want you to think about maybe one or two gifts that you believe you were given, and then once you kind of identifies those, how does that help how you help people today?

Bryan:

One of my strengths, I would say is practice persistence, like just getting beat up so many times, failing so many times, and just continuing, getting back up, and keep trying on stuff. So I think that helped get me where I am today. And also, you learn a lot through that whole process, too. So I would say that’s probably one of my top gifts is just keep going. If that makes sense.

Brett:

Persistence, yeah. And then maybe you lead the folks that you coach and help out to keep going to and persist with their marketing efforts. So let’s dive right into that. So what’s the number one secret to achieving more leads in the real estate investment world and more so better at Motivated Leads in the real estate investment world?

Bryan:

I would say the number one thing that I see is being very direct with your copy. So say, for example, on Facebook ads would say, if you’re looking for motivated seller leads, which motivated seller leads or distressed properties, things like those people that want to sell their properties, they’re willing to do it at a discount. But also, they’re want to do that because they’re going to get a cash convenient sale. So on the marketing side, we want to be very direct, like say, we buy houses, if you want to sell your house fast, we’re cash home buyers. walk people through the process, make sure that they know the difference between a real estate agent and an investor, and point him in those directions. And the main thing is just direct, though. So have your whole brand and message follow the whole way through the funnel.

Brett:

Got it. So direct is the key. So clarity, cutting straight to what you’re not, what you are, and what you are therefore. Is that a fair summary? 

Bryan:

Exactly? Yep. 

Brett:

Okay, excellent. So let’s try to apply that a little bit here. So on your cool website, motivated-leads.com. I’m clicking on it. And it’s saying we use Google and Facebook to generate more motivated seller leads for you. So tell us about that. How should people be using Google and Facebook or how do you guys do that? Maybe that’s the secret sauce. But walk us through your secrets there that you can.

Bryan:

Yeah, sure. So we’ll say Facebook, for example, Facebook has two different ways to run marketing. You can do Facebook lead forms, which is running ads directly on Facebook, someone clicks a Learn More button. Facebook automatically pops in their information like the user’s phone and you’re done. We found that usually get a lot of leads for cheap, but they’re low quality just because there’s no intent behind them. A lot of people are confused thinking that’s a real estate agent or if they’re looking to rent houses just because they saw an ad with a house on it and they clicked it and auto-populated. What we find works really well, is to create a very direct ad saying like sell your house fast, people click that it directs them to a website that also talks about, hey, what we can do for you, we can buy your house, we can pay cash, we can make it convenient, close quickly. And then you take them through a two-step form. So first you want to capture their phone number, email, and like an address. After you have that information, then you want to take and ask additional questions like how fast do you want to sell? What conditions a property and how much works? It needs stuff like that. And by the time people go through that process, number one, they know what you’re offering. And if you can help them in it weeded out the people that are looking for something different? And also you can kind of tell they’re semi-motivated because they went through the effort of filling out a 10 or 15 step form.

Brett:

Hmm, excellent. Okay, so instead of doing something that’s maybe not as clear on a Facebook ad, which gets you places people that maybe aren’t your ideal quality, client, or motivated lead, you’re making it more direct, and they go to a form page, and then they’re working themselves patiently out of it if they’re not a staying in? And is that a fair summary?

Bryan:

Yeah. And then on that note, too, like say, for example, with being direct things like that, too. We’re trying to prequalify people because like, I see a lot of people in the real estate industry are doing ads like I get a free home evaluation, stuff like that. So you’ve got a whole bunch of people contacting you but you’re not being direct with them on at want to sell your house stuff like that they’re looking just find out hey, how much is my house worth? So you’re gonna have a really high volume of leads, but a low, low close rate, like a lot of people, are just tire kickers and just curious.

Brett:

Excellent. So by the way, do you find that like Facebook, for residential single-family homeowner selling versus like commercial multifamily? Is it different worlds different social platforms for different product types?

Bryan:

A little bit we have, we have success with commercial, like actual commercial real estate on Facebook plus, also single families Maltais are in the middle. It’s harder to target multifamily owners. But right now especially we’re having a lot of success with commercial field or commercial properties to just with the market right now. A lot of commercial people want to sell to Facebook’s audience like every platform is different. So Google pay per click in Google has a different way of different intent because people are typing into Google Hey, I want to sell my house or sell my house fast. So go buy the keywords versus Facebook where it just interrupting the stream and trying to target them based on behavior versus them type what they type into Google stuff like that.

Brett:

Interesting. That’s the expertise comes in because you’re going to help your clients but they’re gonna go to motivated-leads.com to build out those things, help them with the copy, correct me if I’m wrong, and then basically put it on autopilot and then see what happens. Is that a fair summary?

Bill:

Yeah. 100%.

Brett:

Okay, cool and I’m curious about the costs of like this, A to Z. Someone says, hey, Bryan, here’s what I got. I got 5,000 to spend, what type of timing frame on this what are the steps to getting all this stuff going?

Bryan:

We make it really easy, we kind of do it it’s like white-glove service. And say, for example, we’re doing Facebook and SEO, we’ll write all your content for your website, we write your blogs, we optimize your website, we do your off-page link building. We do all that stuff on the Facebook side, we custom make your ads, we brand them to you, we set everything up. The main job of the investors in that agents we work with is for them to answer the phone. Don’t let people go to voicemail and when leads come in, call them pretty quickly and normally like on the pricing and stuff to like say for example Facebook and SEO, we charge $20 to $500 a month, and then the rest would go to Adspend, push your ads out on Facebook and the platform.

Brett:

Got it. So $2,500 bucks a month is for the service and then anything above is just for ad spin. On average, if it’s probably different for everybody, and depending on their ability to close but what kind of leads are you generating? What kind of results are people seeing?

Bryan:

Yeah, so what I see nationally on average is like 50 to $80 per lead on the ad spend side. And then say for example California was like $125 maybe $150 but on average, $1,580 bucks in most of the states. Pittsburgh, I’m like 50 to 65 give or take, and then we have a 9% close rate on the leads. So it’s a pretty strong close rate I believe. So I almost want to attend one on 11 deals we lead we have coming in were able to walk up and deal

Brett:

Excellent. So, 9% close rate on the leads $50 to $80 per lead in most states. California about $125 to $2500 per month for you guys to set everything up get everything going and keep it going. That’s pretty cool. What what’s been the biggest surprise I guess with COVID-19 and online? Is there been any shift In what you guys are doing, or is it just more of what you already been doing before?

Bryan:

It’s really interesting with COVID because a lot of these investors, I talked with a lot of the guys who were doing foreclosures. And now with all the members and everything that you can’t do, you can’t foreclose, you can’t do any of that kind of stuff. A lot of the guys are losing a deal. So everyone’s looking for online marketing or different areas, some guys are going to mail or some guys are driving for dollar, stuff like that. So COVID had a huge effect. Same on a commercial real estate side, too, a lot of these places are going vacant, because people are working from home now. We’re seeing tons of stuff, which is working well too because we can help with the digital space. If you’re doing looking for pre-foreclosure, stuff like that we can target motivated sellers, you can still continue your same type of business, but it’s a huge swing for a ton of investors that we’re dealing with.

Brett:

Excellent. What’s the most rewarding part of what you do?

Bryan:

We’re helping people crush it as I like mainly helping people succeed from like, what we’ve found already. So mainly just trying to help people that are hardworking people take their business to the next level and focus on what they want, and not get dragged into the weeds on all this stuff that they don’t want to learn about.

 

Perfect Strategy On How To Manage Your Business With Bryan Driscoll

Perfect Strategy On How To Manage Your Business: “Real estate practice is not about selling or buying a home. It’s about representing your client’s greatest asset to your clients greatest benefit.”– Alex Delgado

 

Brett:

Yeah, makes perfect sense. What’s the one thing you think this year, as far as from a marketing standpoint, or maybe put it this way. So we saw capital gains tax solutions, right? So it’s something that’s either pre-sale, they people want to find out about it. And I’ve looked at like, I’ve done some mailers, right, haven’t really run the Facebook ads, and do a lot to do the post. So what’s the maybe the secret and the thoughts on not just getting to the seller, but getting into to them or educate them, not just on the sale of a property bt the sale of a service. Is there any difference therewith with the way you would approach it?

Bryan:

It’s a little bit different, but it’s very similar. So say, for example, with your kind of product, you could do a couple of different things as you do. Say Google pay per click, or even SEO, get people to your website. And then I’m guessing a lot of times it’s not a, they have to come back to the website, or they have to come back, think about it, stuff like that. So what we would do is we have built a fun, first top of the funnel, we’d get people to the website through maybe Google, maybe even Facebook, SEO. And then the people that come to the website, we would track through pixels, go to Facebook pixel or Google tracking, we’d have code on your website and track their behavior. Some people if they added the carton didn’t purchase, we would add them to a list. And then what we can do, it’s similar to like when you go to Amazon or something, you look at a pair of shoes, and then that shoes fall on your own. We can put ads in front of the very specific people that did certain things on your website, and try to push them into the sale process, like get back in front of them be like, hey, here’s a 10% off coupon. We saw you’re interested, but you didn’t purchase. So we and we stay in front of them. And it’s very cheap to do that too. Because you’re only showing ads to the people that already showed already were on your website and had an intent to either learn about it. It’s the same thing with blogs, like people that are looking for answers, stuff like that. You already know what they’re looking for. They were already on your website reading. We could put ads back in front of those people with really relevant stuff and have a high close right there.

Brett:

That’s awesome. Yes, it’s very targeted marketing. It’s your cheek, it’s specific. It’s using pixels. To do that. It’s creating a funnel from the top down. Fair summary.

Bryan:

Yeah. Cool. Definitely.

Brett:

We’re going to focus a little bit on capital gains tax solutions. So, I don’t know if you’ve sold businesses or sold real estate. But I’m curious, Bryan, what’s the biggest frustration for you for your clients, friends, or family when it comes to capital gains tax deferral options, or the 1031 exchange, or something like that?

Bryan:

I actually own a lot of properties. I’ve never sold them. I kind of just hoard them. I was just thinking about, I’m actually dealing with a property right now which I was thinking about capital gains I have a property I’m living in and I’m buying a new property so I’m going to keep my current house as a rental and I want to transfer it to an LLC. So I was talking with the attorneys on hey, what do I want to transfer this to myself for two without also causing like school tax every increase? So I was thinking I want to get the cost basis to this max as I can when I put it in the LLC. So things like that I was going back and forth and then he pretty much said hey whatever it’s assessed that would his transfer it and then that’s going to be your cost basis, which is more than I was originally going to do it. But he said don’t put it to the max value because then otherwise I’m gonna screw myself on property taxes in the future also.

Brett:

So just to clarify, so you have a primary house you want to turn into a rental is that you’re saying?

Bryan:

Yeah, my primary residence I’m turning into a rental. I purchased a new primary.

Brett:

Got it. Then the plan would be to 1031 out of that is what you’re saying.

Bryan:

Now what I’m going to do is I’m keeping the primary residence, I’m going to move it into an LLC. I put all my properties in a separate LLC, so moving it into LLC, but I that’s triggering a sale, you’re technically showing the sale. So I think to determine what’s the sale price, I mean without raising my taxes, like school tax, all that kind of stuff and screw myself there, but I still want to get my cost basis as high as possible, the main server down the road?

Brett:

And did that trigger the capital gains tax to when you do it like that?

Bryan:

No, because my primary residence

Brett:

Yeah, cuz you have the 250, right? The cuz single yet, or 500 married.

Bryan:

Right. Cool. Yes. And I’ve been here a long time too. I’ve been here for two years.

Brett:

That’s creative. Yeah, it’s a creative way to do it. Yeah. And then, and then for our listeners, like we said $8.3 million on Palo Alto. And they had a similar thing said it was even bigger than their 500 exclusion. And so they used the deferred sales trust, we have a solution for that to defer the tax. And then you can invest the back into real estate or money lending or, or put the stocks bonds mutual funds, you can learn more about that at capital gains tax, which is calm, if anyone’s listening and curious about that. That being said, Are you ready for the lightning round?

Bryan:

I am.

Brett:

All right, knowing what you know now, Bryan, if you go back to your 25-year-old self, what’s the one Golden Nugget you would make sure to tell yourself to do?

Bryan:

It would be, don’t drink?

Brett:

Yeah, just don’t drink at all.

Bryan:

Yeah, that was that would probably be the one thing I would tell myself.

 

Perfect Strategy On How To Manage Your Business With Bryan Driscoll

Brett:

Yeah, I had smart that’s wise. The second question is this, the number one book you’ve gifted or recommended the most in the past year?

Bryan:

Richest Man in Babylon

 

 

Brett:

Third question. What’s your favorite leadership quote or theme you strive to live by?

Bryan:

A favorite quote would be, if you can think it, you can, if you can think and believe it, you can achieve it.

Brett:

Beautiful. The biggest obstacle your business is currently facing?

Bryan:

We’re having growth that we’re growing too fast and trying to deal with those kinds of pains and creating the proper team.

Brett:

Excellent, best real estate deal.

Bryan:

You are the best real estate deal I ever did. I got a property for like 30 grand, put like 10 into it. And it’s worth like 140

Brett:

You still have it? Right? You haven’t sold anything?

Bryan:

Yeah, I don’t even know how to sell a house. I just keep them off.

Brett:

Hey, if you never sell I don’t take on, any debt or too much debt, then it’s kind of like you just collecting them a monopoly, pieces along with the board, right? And it’s kind of hard to lose financially. Do you think you’re ever gonna sell?

Bryan:

I don’t know. Because I don’t see a benefit. Because I have a problem. Same as everybody else in the country, finding the deals, what am I going to do with the cash like, I can turn around and get rid of a property, I just got a bunch of cash sitting there. And I need to find something else to put into it.

Bryan:

I just do real estate as a hobby to only do like five or six properties a year. Maybe I sell but I don’t see any reason why. Because the properties I invest in B neighborhoods, they’re paying good rent, I get good tenants and the properties are doubling like they’re going up like crazy.

Brett:

Yeah, we had a client of mine, I just listed a property a $2.6 million multifamily, it’d be the exact same conversation, they bought it like 10 years ago. And the reason they decided was what’s called the return on equity, right? They said, okay, we bought it for 1.2 million. We own it free and clear. Now, it’s now up to 2.6 million. And our rent is only about 3% cash on cash or return on equity is about 3% based upon the $2.6 million value. So if we can capture that value, 2.6 even after closing costs, they’re gonna move into a deferred sales trust. They didn’t want to do a 1031 and overpay for a property and take on all this debt and overpay, they’re gonna put it on the sidelines, and they’re gonna wait. And then what’s neat is we’re gonna put it into multifamily value add out of state. And where there’s scale, meaning you can put small amounts into multiple projects. They can add value, right? Because you’re right, the biggest challenge for people who are doing traditional 1030 ones, especially in their own city, is like, Yeah, I agree. I’m selling for 140. But then I’m buying for 240 doesn’t make any sense, right. Like, it’s crazy. I don’t want to overpay. So the deferred sales trust, again, is another great option for folks. That being said, the next question is this. What are you curious about right now?

Bryan:

I’m curious to see where technology goes. Like, it’s changing so fast. That’s one of the things I’m curious about. I’m constantly thinking and changing, like, what’s going to be happening??

Brett:

Yeah, exactly. Especially the drones and especially with COVID-19 just pouring fuel on a fire technology. And where we’re going is a cool company called DJSI. They’re putting like 5g, for the whole world. They’re trying that’s the goal, right? And just even speeds of things right, and everyone working from home and those type of things. So yeah, I’m with you. I’m with you on the technology. Last question, and then we’ll let you go. After all your success Bryan, and helping people with SEO and marketing, and leads and buying real estate, all of those cool things. How do you stay centered in your values and how do you stay encouraged to reach for new heights 

Bryan:

Yeah, so my family keeps me centered. And I always have that constant battle like a lot of people do on time management, making sure not worrying too much stuff like that. I’m driven just because I like to set goals, I like to set really big goals. So I’m always shooting for further and I even think I can achieve. But then also I figured to when you succeed too, um, I think it’s very important to give back. So so like family and it also says you make some money, you need to pull out for people to less unfortunate or less fortunate stuff like that, too. So I think stuff like that kind of keeps me centered. And I don’t know if I’m necessarily centered, I run super fast. But yeah, there’s the fat families my biggest thing.

Brett:

Love it, Bryan, I appreciate you sharing part of your story and a part of your expertise, gives us some secrets on SEO, and some thoughts on building some funnels. I want to encourage you to keep using the gifts and talents you’ve been given, perseverance, and helping others to persevere, to create, preserve more wealth and serve more and more folks in the real estate world and other worlds. That being said, for our listeners who want to learn more about you or connect with you, Bryan, when’s the best place for again, one more time for them to find you.

Bryan:

Yeah, just go to motivated-leads.com, you fill out a form if you want to chat.

Brett:

Beautiful and also for those who want to learn more about the deferred sales trust, go to capitalgainstaxsolutions.com. We appreciate all of you again, listening to the Capital Gains Tax Solutions Podcast. As always, we believe most high net worth individuals and those who help them they struggled clarifying their capital gains tax deferral options. Not having a clear plan is the enemy and using a proven tax deferral strategy such as the deferred sales trust is the best way for you to exit your highly appreciated real estate By the way, cryptocurrency or other highly appreciated asset and defer the tax and build more wealth. Go to capital gains tax solutions.com payroll or more more about that, please rate review, Subscribe, share this, somebody can help out thanks

 

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About Bryan Driscoll

 

Perfect Strategy On How To Manage Your Business With Bryan DriscollBryan Driscoll is an SEO Expert that brought his team into more than a decade in search marketing, specializing in keyword research, content optimization, and utilizing client data to maximize visibility among every-changing search algorithm changes. He spearheads Think Big’s white-glove approach and is the primary point of contact ensuring our client’s success.

For 12+ years now they have done Facebook marketing and Search Engine Optimization for local businesses, startups, and fortune 500 companies. Forbes, Inc. & all the major publications have recognized us for our skills. They’ve been fortunate enough to spend millions in advertising dollars to learn the game from the inside out. Digital advertising is their craft that they’ve perfected over the past 12+ years but…. 5 years ago after buying a few rental properties from their agency profits they realized where the true wealth is and that was the start of their real estate empire.

 

 

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