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Success in real estate investing often boils down to one key factor: the ability to generate motivated seller leads consistently. For Will Denis, a self-made real estate entrepreneur, that principle propelled him to an astounding $7.3 million in assignment fees within a single year. His journey from corporate burnout to real estate success is a testament to the power of execution, grit, and leveraging opportunities effectively. This blog delves into Will's actionable strategies, mindset shifts, and the lessons he’s learned along the way.
From Wall Street to Real Estate: Will Denis’ Start
Will’s story is one of resilience and grit. After being fired from Merrill Lynch on Wall Street, he returned to his mother’s house with no clear plan. He describes feeling lost and angry, determined to never work for someone else again. While helping a friend with a business venture, he stumbled across a podcast that changed his trajectory.
The pivotal moment came when Will cold-called a successful Miami investor, lied to the secretary to get through, and boldly offered to split his first five deals 50/50 while funding the marketing costs. The investor agreed. Within 91 days, Will closed five deals and embarked on his real estate career, proving that relentless execution and leading with value can create massive opportunities.
Key Lessons for Real Estate Investors
1. Execution Beats Perfection
Will didn’t waste time overanalyzing or worrying about failure. His Wall Street training instilled in him the importance of acting decisively. “I just picked up the phone and asked,” he says. Whether cold-calling a mentor or potential sellers, taking imperfect action was the cornerstone of his success.
2. Learn Through Doing
Will learned real estate on the job. His first deal ended in a lawsuit, but he didn’t let setbacks discourage him. Instead, he focused on the lessons and kept pushing forward. This "learn as you go" approach allowed him to build confidence and momentum.
3. Add Value Before Asking for Help
Rather than asking for free advice, Will offered to split his profits and take on the risk of marketing costs. This proactive approach built trust with his mentor and provided him with invaluable knowledge.
4. Mindset Over Skillset
Will overcame his fear of rejection through repetition. He admits to initially hating cold calling, even feeling physically sick at times. However, his fear of staying broke outweighed his discomfort, driving him to persist.
5. Consistency is King
For Will, success in marketing channels—whether cold calling, direct mail, or PPC—comes down to consistency. His advice: stick to a method, refine it, and scale it over time.
6. Leverage Sweat Equity
For beginners, Will emphasizes the value of hard work. “If you’re broke, your biggest strength is your time,” he explains. Focus on activities like cold calling or door-knocking to gain experience and start building a foundation.
Turning Challenges Into Opportunities
Overcoming a Rocky Start
Will’s journey wasn’t without challenges. His first deal fell apart due to legal issues, but his third appointment resulted in a successful transaction. By using a $30,000 credit card limit to fund marketing, he took significant risks that ultimately paid off. This ability to push through difficulties set the tone for his career.
Building Resilience Through Cold Calling
Despite despising cold calling, Will knew it was the fastest way to generate leads without a large budget. Over time, the experience taught him valuable lessons about sales, rejection, and perseverance. His first $10,000 deal, split 50/50, proved to him that this approach could change his life.
Shiny Object Syndrome and Staying Focused
Will admits to chasing shiny objects early on, such as attempting to transition from wholesaling to flipping. However, he realized the higher risks and longer cash conversion cycles of flipping didn’t align with his goals. By refocusing on wholesaling, he scaled his business to over 100 deals annually.
Lessons from South Florida: Adapting to a Unique Market
Operating in South Florida presented unique challenges, including language barriers and cultural nuances. Will estimates that 35% of his business came from Spanish-speaking clients, forcing him to adapt:
- Hiring bilingual team members across all roles, including cold callers, transaction coordinators, and acquisition reps.
- Partnering with bilingual title companies to ensure smooth transactions.
- Creating innovative marketing materials, such as dual-language postcards with separate phone numbers for English and Spanish speakers.
These adaptations not only expanded his market reach but also sharpened his ability to solve complex business problems.
Marketing Strategies for Every Stage of Your Career
For Beginners:
- Cold Calling: The most cost-effective way to learn the ropes and generate leads quickly.
- Bandit Signs: A simple yet effective method when done consistently.
For Scaling Investors:
- PPC (Pay-Per-Click): A higher-cost channel that delivers qualified leads.
- Targeted Direct Mail: Focus on ROI over contact rates for maximum impact.
Pro Tip:
Will emphasizes the importance of frequency and consistency. Any channel can work if you commit to it and track results diligently.
The Importance of Mentorship and Masterminds
Will credits much of his success to mentorship and networking. Whether cold-calling a mentor or investing $50,000 annually in a mastermind, he consistently seeks to surround himself with high-performing individuals. His takeaway: learning from others’ mistakes accelerates your own growth.
Key Takeaways from the Blog
Execution Beats Perfection: Take action without overthinking or waiting for the "perfect" time. Imperfect action leads to faster learning and results.
Lead with Value: When seeking mentorship or partnerships, offer something of value upfront instead of asking for free advice or favors.
Overcome Fear Through Action: Fear of rejection or failure is natural, but persistence (e.g., cold calling despite discomfort) builds confidence and resilience.
Consistency is Crucial: The most effective marketing channel is the one you commit to consistently. Regular efforts yield better results than sporadic attempts.
Adapt to Your Market: In diverse areas like South Florida, being bilingual and culturally aware can open up significant opportunities and make your business stand out.
Start with Sweat Equity: For beginners, time and effort (e.g., cold calling, door-knocking) are more valuable than money. These activities build foundational skills.
Learn by Doing: Will emphasizes on-the-job learning and embracing mistakes as part of the growth process. Early challenges (like lawsuits) taught him invaluable lessons.
Avoid Shiny Object Syndrome: Focus on your core strategies and resist distractions. Evaluate opportunities based on scalability and alignment with your goals.
Invest in Mentorship and Masterminds: Surrounding yourself with successful people accelerates growth. Will highlights the value of paying for access to experienced professionals.
Leverage Marketing Strategies Effectively
For beginners: Cold calling and bandit signs are low-cost, high-value methods.
For scaling: PPC and targeted direct mail work well when budget and processes allow.
Mindset is Everything: Shift your mindset to prioritize results over fear of looking foolish. Success often requires pushing past personal discomfort.
Think Long-Term: Whether it’s investing in better tools, mentorship, or higher-quality leads, prioritize long-term value over short-term savings.
Spanish-Speaking Market: Catering to bilingual clients in diverse regions can significantly boost your business and provide a competitive edge.
Build Your Real Estate Business Today!
Real estate investing rewards those who act decisively, learn from mistakes, and consistently generate motivated seller leads. Whether you’re just starting or scaling your business, focus on execution, add value to others, and stay consistent. Ready to take your business to the next level? Start generating motivated seller leads today and transform your real estate journey.
