Podcast Summary: The Science of Flipping

Episode: Why You’re Not Closing Seller Leads (Even If They’re Motivated)
Host: Justin Colby
Guest: Jason Sager (MotivatedSellers.com)
Date: March 2, 2026

Episode Overview

In this engaging episode, Justin Colby welcomes Jason Sager, industry expert and key player at MotivatedSellers.com. They dive deep into why investors struggle to close motivated seller leads—even when those leads are truly motivated. The discussion focuses on the realities of online lead generation, crucial follow-up strategies, timing, and how to maximize conversions through data-driven nurturing. The tone is candid, practical, and filled with actionable tips for both seasoned and aspiring real estate investors.

Key Discussion Points & Insights

1. Introduction to Motivated Seller Leads

• Nature of the Business:

  • Jason’s company specializes in delivering motivated seller leads, targeting categories like divorce, probate, pre-foreclosure, tired landlords, and health/safety issues.
  • Main lead source is the Google platform—pay-per-click, YouTube, display ads ([01:00–02:20]).

• What Sets Them Apart:

  • Full leverage of the Google platform, strong customer service, and personalized investor support ([02:24–03:35]).
  • Example: When investors are unsure how to exit a deal, Jason connects them with experts for creative solutions like short sales, subject-to, or novation.

"We want a real person answering the phone. We want to help investors, even pair them with the right people when they don’t know what to do." — Jason [05:22]

2. Differentiation: Customer Service & Relationship Building

• Emphasis on longevity of relationships and supporting investors beyond lead generation.
• Investors return year after year, even after changing strategies or taking breaks ([05:36–06:25]).
• Events and conferences reinforce relationships and celebrate deal wins within the community.

"Treating the people the right way will keep them with you for a very long time." — Justin [06:25]

3. The True Timeline of Motivated Seller Deals

• Lead Quality and Conversion Data:
  • Jason’s team spends nearly $2 million/month in Google ad spend ([07:06–07:15]).
  • 27% of their leads result in a home sale within one year ([07:57]).
  • Crucially, 64% of those sales don't sign a contract until at least 90 days after the initial inquiry ([08:14–08:47]).

"I thought the curve was going down. It's actually going up—two thirds of deals close after 90 days." — Jason [14:14]

• Lesson:
  • Don’t discard leads quickly—the majority convert through long-term nurturing.

4. Nurturing & Following Up: The #1 Reason You’re Not Closing

• Contact Rates:

  • It takes over 30 contacts (calls, texts, emails) on average to close a deal ([09:33–09:46]).
  • Persistence and gentle follow-up, not spamming, are key.

• Creative Touch Points:

  • Personalized touches (birthday cards, holiday greetings) increase conversion ([10:36–10:53]).

"You need to nurture these people for a lot longer than you think you do." — Justin [08:47]

• Lead Cost Accounting:
  • Leads closed months later become "free money" for future quarters, as acquisition costs are already booked ([11:59–13:08]).

5. Systems, Expectations, and KPIs

• Investors need to set proper expectations—don’t judge a campaign by just 10 leads or a single month ([16:00–16:32]).
• Track outreach attempts, contacts, number of offers, and understand each lead’s journey.

"There's so much more that goes into it than just the lead." — Justin [16:32]

6. Speed to Lead & Operational Discipline

• Success Factors:
  • Urgent needs exist—speed to initial contact matters as much as long-term nurture.
  • Real estate investing is a 7-day-a-week commitment, especially for solopreneurs ([19:04–21:59]).
  • Flexibility: MotivatedSellers.com allows investors to pause leads at any time for personal life events ([22:36–23:06]).

"If you’re getting a lead in, you should be calling—excuse yourself from dinner, make the call." — Jason [19:26]

• Competition Insights:
  • Being available when others pause increases your chance to get the best leads ([23:17–24:14]).

7. Diversification and "Shots on Goal" Mentality

• Wide Net Approach:
  • Rather than niche into a single strategy/market, casting a wider geographic and strategic net yields more opportunities ([26:51–27:52]).

"If I’ve got 100 basketballs at half-court, and you’ve got five under the basket, who makes more shots? I’ll take my 100 shots every time." — Justin [26:51]

• Flexibility in Exit Strategies:
  • Being able to wholesale, fix & flip, buy-and-hold, or utilize creative financing increases lead monetization ([27:52–28:50]).

8. Coaching, Mentorship, and Communities

• Success Rates:
  • On average, for newer investors, expect about 1 in 15 leads to become a deal; for "BRRRR" investors, it may be 1 in 40 ([31:44–32:09]).
  • Consider the full acquisition cost, including lead costs, when underwriting deals ([33:11–33:47]).
  • Coaching and community support (e.g., Justin’s REI Live Co.) can greatly boost success rates for new investors ([28:50–30:02]).

"Everyone should get a coach. But you don't have to pay $10–20k. Find a community where you can see live calls and get real-world guidance." — Justin [28:50]

9. Best Practices for Testing Paid Lead Generation

• Recommended Runway:
  • Don’t judge MotivatedSellers (or any system) on just a few leads. Test with at least 30 leads and a 90-day commitment ([37:08–38:06]).
  • Successful marketing requires consistent lead flow and ongoing nurture.

"200 people bought one lead last year. That's not a program! Buy 30, commit to 90 days. That's how you give any channel a real runway." — Jason [37:30]

10. Salesmanship in Real Estate: Problem Solvers Win

• The best deal closers are empathetic, listen well, and solve sellers’ real problems—not slick salespeople ([35:00–35:57]).

"The best sales guys are not the best sales guys. Be a problem solver. Seek to understand before being understood." — Jason [35:00]

Notable Quotes & Memorable Moments

• "Don’t blow up their phones, but check back every month or two… month three, four, five, six, you’re going to see a huge advantage." — Jason [08:35]
• "If you already spent the money on the lead, treat the lead the right way… those late closings are basically free money." — Justin [11:59]
• "Speed to lead—if you’re getting a lead in, you should be calling… I tell my team: I don’t care about weekends." — Justin [19:26]
• "If you’re new, use the $30 nationwide leads—use those as practice… you’re learning for a lot less cost." — Jason [36:48]
• "On average, for the one trick pony, it might be 1 out of 30 leads for a deal. For flex sellers, it’s closer to 1 in 15." — Jason [31:44]

Timestamps for Key Segments

• [01:00–02:20] – Jason introduces MotivatedSellers.com and lead categories
• [07:57] – Data: 27% of leads sell within 12 months
• [08:14] – 64% of leads sign after 90 days
• [09:43] – 30 contacts needed per lead
• [13:08] – The impact of delayed closings on P&L
• [19:26] – Importance of fast follow-up ("speed to lead")
• [23:17] – Outcompeting by not turning off lead flow
• [26:51] – Justin’s "shots on goal" basketball analogy
• [31:44] – Lead-to-close averages for different strategies
• [37:08] – Realistic testing parameters: buy 30 leads, give 90 days
• [35:00] – Best salespeople are true problem solvers

Takeaways & Action Steps

For Investors:

• Be patient—nurture leads for 12+ months, not just a few weeks.
• Set KPIs: Track number of contacts, offers, and true follow-up sequences.
• Diversify your exit strategies and your market reach for best results.
• Don’t judge a lead source by a small sample—commit to at least 30 leads, 90 days.
• Use "speed to lead" as much as nurture; act fast on urgent leads.
• Leverage mentorship and communities for tactical, hands-on support.

Final Advice:

• Motivated seller marketing is a long game—success belongs to those who treat each lead with value, discipline, and reliable follow-up.

Contact & Links:

• Jason Sager: jason@motivatedsellers.com
• Lead source: motivatedsellers.com
• Community: REI Live Co

For more content like this, follow The Science of Flipping and check out MotivatedSellers.com for your next batch of seller leads!