How Marcy Martinez Went From 0 to 3 Deals Per Month


increase in deals per month

Marcy Martinez Headshot


Marcy was struggling to close deals consistently. She was generating leads, but was having a hard time getting her offers accepted.


Marcy used REI BlackBook workflows to build long term follow up campaigns to stay engaged with her leads so she was top of mind when they were ready to sell.


Her follow up campaigns started getting traction, sellers began to reply, and she now consistently closes 3 - 4 deals every month and is building a team.

How Marcy Martinez Went From 0 to 3 Deals Per Month

Just a few short years ago, Marcy Martinez was struggling to close deals.

She had taken some classes and attended a few seminars to learn how to invest in real estate, and was working on closing her first deal.

Marcy was drinking from a fire hose, trying a little bit of everything, and running around with her hair on fire.

But nothing seemed to work.

One day, Marcy realized that she had a serious problem.

“I had no systems, no processes. I was just doing this with pen and paper, and my memory. It was really bad.”

She was generating leads, but was having a hard time converting them to appointments and deals.

Her leads were all over the place, and deals were slipping through the cracks.

Most sellers she talked to weren’t motivated enough to accept her offers on the spot.

Marcy had big goals, and wanted to quit her job to invest in real estate full time.

Without a plan, and a clear path forward, she had no idea how she was going to get it done.

On the brink of throwing in the towel, she began the process of cancelling her software subscriptions.

It was at that point she reached out to our team and asked what she could do to “turn this around” because she wanted to give it one more try before she cancelled.

“I knew REI BlackBook was an important part of my business.”

She was directed to some of our training webinars and Accelerator Workshops, one of them talked about the importance of systems, and building follow up in your business.

This was a lightbulb moment for Marcy.

She got her hands on The Seller Acquisition Workflow Map and learned about the 6 stages of the real estate sales cycle.

That was when the wheels started turning in her head.

The training talked about the importance of following up with leads - even if they originally tell you no.

A little skeptical, but willing to give it a try, she took what she learned and got to work.

In one weekend, she built a simple follow up campaign and started adding all of her old/dead leads to the campaign.

To her surprise, people started replying to her emails and text messages!

Leads she thought were dead, all of a sudden had a change of circumstance, and needed to sell.

This was an inflection point for Marcy, and one that would completely change the trajectory of her business.

Fast forward to today…

Marcy has built a thriving business and is consistently closing 3 - 4 deals every month.

Over the past year or so, she’s been sharing her success in the REI BlackBook Connect Facebook group.

marcy-martinez-screenshots of sellers communications

Marcy completely systemized her follow up (and many other functions of her business for that matter), and has a predictable system for generating, nurturing, and converting new seller leads into deals.

How Marcy Martinez Used REI BlackBook Workflows To Go From Struggling Investors to Closing 3 - 4 Deals per MonthHow Marcy Martinez Went From 0 to 3 Deals Per Month

Marcy first asked herself a simple question. “At what point in my sales process am I losing communication with my leads”.

And she started there.

She realized that most of the sellers she was talking to either weren’t ready to sell, didn’t answer when she called, or were flat out offended by her offer.

Realizing her biggest weakness was follow up, she rolled up her sleeves and got to work.

Here's what she did:

1. Marcy mapped out her sales process and identified the biggest “leaks” where she was losing communication with her sellers.

2. Once she identified where her leads were going cold, she built a follow up campaign that would automatically send text messages, ringless voicemails, and emails to these leads for 52 weeks.

3. Once her campaign was built, she added all of her old/dead leads to this campaign.

4. Sellers started to reply who had previously completely ignored her, or told her no.

5. Marcy started booking appointments and closing deals from these leads.

6. Any new lead Marcy generates that does not accept an offer automatically gets added to one of her follow-up campaigns until they’re ready to sell.

Without her systems in place, Marcy never knew how or when she was going to close her next deal.

Now armed with a predictable system for capturing and nurturing her leads, she is confident in her business and knows as long as she continues to supply her business with fresh leads, she’ll close 3 - 4 deals every month like clockwork.

If you’d like to build this level of confidence and predictability into your business, give REI BlackBook a try for free today.

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REI BlackBook is more that just a tool - it’s a better way to work and run your business. Investors that switch to REI BlackBook are more productive, better organized, and close more deal with less stress and frustration. Our premium training courses will help you get the most out of your new account, so you can start seeing results right away.