Investor Avatar: Paying-For-Phone-Rings Ian Who they are ● Local wholesaler / flipper / small fund doing 5–30 deals/year. ● Spends real money on marketing: mail, PPC, SMS, cold callers, dispo lists. ● Buys at 60–75% of ARV; makes offers all day; most are rejected. Trigger ● Spent $5K–$20K/month on campaigns for months or years. ● Realizes 80–90% of sellers won’t take his cash offer, so those leads get ignored or weakly “referred” to random agents for free. ● Feels like he’s “renting” leads instead of owning an asset. Dream outcome (his words) “I just want every lead I pay for to either turn into a deal for me or a check from someone else, so my marketing pays for itself and I’m not lighting money on fire every month.” Top priorities 1. Lower effective cost per deal by monetizing non‑deals. 2. Keep operations simple (no extra teams, no rehab / retail chaos). 3. Not lose any potential wholesale flips in the process. Main fears ● “If I send leads to you, I’ll lose deals I could have closed later.” ● “I’ll refer and never see money.” ● “This will add complexity and eat time I should spend locking up deals.” Why JCC is perfect ● You don’t compete with his deep‑discount cash offer; you serve the retail‑oriented sellers who already rejected him.
● You can structure performance‑style referral / revshare: “If we don’t make you money on dead leads, you don’t pay us.” That’s exactly the kind of setup described as “most desirable” when outcomes are quantifiable. [$100M Offers, Page 135] ● You handle all construction and retail sale; he just flips a switch in his CRM and gets found money.