The Complete Guide to Finding Real Estate Deals
Source: www.REISkills.com
Program Goal: To equip real estate investors with a systematic, multi-faceted approach to finding and acquiring profitable investment properties.
Executive Summary
This training program provides a complete, actionable roadmap for generating a consistent flow of real estate deals.
It moves beyond theory, emphasizing a disciplined, numbers-based approach that combines foundational mindset, traditional networking, modern marketing, and specialized niche strategies.
The core philosophy is that deal-finding is a systematic process of proactive lead generation, where the investor positions themselves as a professional problem-solver.
Detailed Program Breakdown
Module 1: The Investor’s Mindset & Foundation
This module establishes the psychological and strategic base for all deal-finding activities.
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Abundance Mindset: Overcome competition fear; there are enough deals for everyone.
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Clarity of Purpose: Define specific investment criteria (e.g., cash flow, equity) to focus efforts.
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The Numbers Game: Internalize that success is a direct function of leads generated and contacts made.
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Focused Execution: Start by specializing in one or two techniques rather than diluting efforts across many.
Module 2: Building Your Professional Identity
Focuses on creating a credible and compelling market presence.
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The Business Card as a Key Tool: Stresses professional design, a clear “problem-solver” message (e.g., “I Buy Ugly Houses”), and using both sides of the card effectively.
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Aggressive Distribution: Advocates for distributing cards everywhere and to everyone to maximize visibility.
Module 3: Leveraging Your Local Network
Teaches how to build a powerful ecosystem with other investors.
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Collaborative Philosophy: Embraces joint ventures and wholesale deals under the principle “There Is Money In It For Everyone.”
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Finding Investors: Methods include responding to “I Buy Houses” ads, joining local REIAs, leveraging existing contacts, and identifying rehab projects while driving.
Module 4: Mastering Newspaper & Online Ads
A tactical guide to using both passive and active advertising.
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Finding FSBOs: Instructs on identifying all local papers, knowing which days and sections to read, and targeting specific For Sale By Owner ads.
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Placing “I Buy Houses” Ads: Covers crafting compelling ad copy, strategic ad placement to filter low-quality leads, logistical planning (days to run, using an answering service), and crucially, tracking results to measure ROI.
Module 5: Working with the MLS & Real Estate Agents
Demonstrates how to effectively use the Multiple Listing Service and partner with agents.
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Agent’s Role: Highlights their value in finding Lease Option and Short Sale deals.
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Selecting an Agent: Advises finding agents who specialize with investors or are new and highly motivated.
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MLS Search Strategies: Teaches using motivated seller keywords (“estate sale,” “must sell,” “as-is”) and searching specific price ranges and areas.
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Expired Listings: Provides a script and method for contacting sellers whose listings have expired—a highly motivated group.
Module 6: The Foreclosure Process Demystified
A comprehensive breakdown of acquiring properties through foreclosure at all stages.
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Pre-Foreclosure: Covers finding leads (courthouse, newspapers), sensitively contacting owners with scripts, and structuring deals (including “Subject To” and short sales).
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Auction: Explains finding notices, auction procedures (cash requirements), and understanding redemption periods.
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REOs (Bank-Owned): Details locating REOs through banks and agents, and the advantage of making all-cash offers.
Module 7: Driving for Dollars & Finding Vacant Houses
A proactive, offline method for discovering off-market deals.
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Strategy: Systematically driving through target neighborhoods (lower-income, multi-unit) to identify vacant properties using visual cues (overgrown lawns, piled mail).
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On-Site Process: Keeping a detailed log, taking photos, and leaving notes on the property.
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Skip Tracing: A multi-layered approach to finding the owner, starting with county tax rolls and progressing to phone directories, neighbor interviews, and professional skip-tracing services.
Module 8: Niche Deal Sources
Explores specialized, high-motivation sources for deals.
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Condemned Properties: Accessing public lists and contacting owners facing code enforcement fines.
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Tax Sales: Differentiating between tax certificate and deed sales, and strategies for contacting owners pre-sale or bidding at auction.
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Probate Properties: Learning local probate law, searching court records, and contacting heirs or estate representatives.
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Eviction Listings: Finding filings at the courthouse and contacting landlords to offer a quick sale solution for their problematic property.
Module 9: Modern & Creative Marketing Techniques
Covers a range of low-cost, high-impact marketing methods.
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Internet & Bandit Signs: Leveraging investor websites and local online resources, plus the effective (and legal) use of “I Buy Houses” yard signs.
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Car Signs: Turning a vehicle into a mobile billboard.
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Bird Dog Network: Recruiting a team of people (postal workers, process servers, etc.) to find deals for a finder’s fee, creating a powerful source of off-market leads.
Key Training Principles & Conclusions
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Action Over Theory: The program relentlessly emphasizes execution. Knowledge is only valuable when applied. Investors are urged to pick a method and start immediately.
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Professionalism Builds Trust: Every touchpoint—from a business card to a phone call—must position the investor as a credible, professional solution-provider.
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Data-Driven Decisions: Tracking the source of every lead and deal is non-negotiable. This allows the investor to abandon ineffective methods and double down on what works.
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Persistence is the Engine: Finding deals is not a one-time event but a continuous process of consistent, daily effort.
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The Problem-Solver Frame: The most successful investors win by focusing on the seller’s problem (foreclosure, vacancy, repairs, evictions) and presenting themselves as the clear and easy solution.
Final Assessment: This outline is not merely a list of ideas but a cohesive, battle-tested system. It provides a true “complete guide” that, if followed with discipline, can build a sustainable and profitable real estate investing business by mastering the most critical skill: creating consistent deal flow.
