Every real estate investor faces the frustration of generating leads but struggling to close deals, especially in a competitive market. The leads come in, but the conversion? That’s a different story. Whether it’s unresponsive sellers, wasted ad spend, or feeling stuck with underperforming marketing, the struggle is real. In this blog, we’ll reveal proven strategies from Scott Dawson on how to consistently close motivated sellers using PPC and Facebook Ads, turning potential into profit.

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Understanding the Market: How to Compete in Saturated Markets

What should you know about the market before running ads?

Before launching any PPC or Facebook Ads campaign, it's essential to understand your market. In highly competitive regions like Phoenix, where big players like Open Door and Offerpad dominate, real estate investors must be strategic. Scott Dawson explains that it’s about knowing who you're up against and crafting your ads to target specific pain points. Understanding your competitors allows you to position yourself as a trustworthy, reliable option for sellers who need fast, effective solutions.

How to stay competitive in saturated markets?

To stay competitive, Scott suggests focusing on a consultative approach. By acting as a consultant rather than just a buyer, you can offer sellers multiple solutions. For instance, offering not only cash deals but also listing options through partnerships with platforms like Open Door. This flexibility ensures that you can serve more sellers, even if a cash offer isn't the best solution for them.

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Effective PPC and Facebook Ad Strategies for Real Estate Investors

What is the difference between PPC and Facebook Ads for lead generation?

PPC and Facebook Ads are powerful tools, but they work differently. According to Scott, PPC leads tend to be more proactive—they're often searching for solutions and have likely spoken with other investors before reaching you. Facebook leads, on the other hand, tend to be more direct and less competitive, as users are passively encountering your ads rather than actively searching for help. Both platforms can work in tandem to generate consistent leads, but your approach needs to differ based on the platform.

How can you optimize your ad campaigns for better conversions?

Scott emphasizes the importance of consistency and patience. Success with PPC and Facebook Ads doesn't happen overnight. It requires testing different ad creatives, optimizing landing pages, and refining your follow-up process. Using automation tools to follow up with leads who don’t respond immediately is a key part of Scott’s strategy. He also suggests personalizing your follow-up communication, whether through text or phone calls, to build rapport and trust with your leads.

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Closing Motivated Sellers: Scott Dawson's Consultative Approach

How does the consultative approach work in closing deals?

Scott's approach to closing motivated sellers centers around acting as a consultant. He uses what he calls "the W's"—Who, What, Why, When, and Where. By asking the right questions and understanding the seller’s situation, Scott can tailor his offer to their specific needs. This method allows him to build trust and offer solutions that truly benefit the seller, whether it’s a cash offer, a listing, or even partnering with other investors like Open Door.

Why is understanding the seller's 'Why' crucial to closing the deal?

The key to Scott’s success lies in understanding the seller’s “why.” Sellers often have underlying emotional reasons for wanting to sell quickly—whether it's foreclosure, financial stress, or personal circumstances. By focusing on the seller’s pain points and showing genuine empathy, you can position yourself as the best option to help them solve their problem. As Scott says, "The numbers come last—the emotion comes first."

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Using Technology to Streamline Your Follow-Up Process

How can automation help you close more deals?

One of the biggest challenges in real estate investing is staying on top of leads. Automation tools can be a game-changer in ensuring that no lead slips through the cracks. Scott uses automation sequences to keep leads engaged, even if they don’t respond right away. These tools can send follow-up texts, emails, and reminders to check in with potential sellers. The key is to balance automation with personalization—don’t rely solely on technology; be ready to jump in and build relationships when the opportunity arises.

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Key Action Points to Apply Scott Dawson’s Top Strategies

1. Understand Your Market:
   Know who your competitors are and position your ads to target specific seller pain points. Tailor your messaging to stand out in competitive markets by offering flexible solutions that go beyond just cash offers.
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2. Leverage Both PPC and Facebook Ads:
   Use PPC to capture proactive leads and Facebook Ads for direct, less competitive leads. Test different ad creatives, and consistently optimize your campaigns for better results.
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3. Adopt a Consultative Approach:
   Focus on building trust by understanding the seller's "why." Ask the right questions to uncover their true needs and offer tailored solutions, whether that’s a cash offer, a listing, or a partnership with another investor.
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4. Embrace Automation for Follow-Up:
   Implement automation sequences to keep leads engaged, ensuring you stay on top of follow-ups. While automation can handle the heavy lifting, always personalize communication when needed to strengthen relationships.
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5. Stay Patient and Persistent:
   Success doesn’t happen overnight. Be consistent with your efforts, refine your strategies over time, and don’t be afraid to experiment. As Scott emphasizes, patience and persistence are key to closing more deals.

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FAQs:

Q: How do PPC and Facebook Ads differ in real estate marketing?
A: PPC leads are more proactive and often have spoken with other investors, while Facebook leads are more direct and less competitive since users encounter the ads passively.

Q: What is the most important part of closing a deal with a motivated seller?
A: Understanding the seller's "why" is crucial. By focusing on their emotional needs and offering tailored solutions, you can build trust and increase your chances of closing the deal.

Q: How can automation improve lead follow-up in real estate?
A: Automation tools help ensure consistent follow-up, keeping leads engaged with texts, emails, and reminders. This allows you to nurture leads over time and close more deals.

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Conclusion:
Closing motivated sellers using PPC and Facebook Ads requires a strategic, consultative approach. By understanding your market, optimizing your ad campaigns, and using automation effectively, you can generate consistent leads and close deals even in competitive environments. The key is patience, persistence, and building genuine relationships with sellers. By applying Scott Dawson’s proven methods, you can take your real estate investing business to the next level.

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Additional Resources

For more information on scaling real estate business, check out these resources:

• Hesel Media: PPC and Meta Ads Management
• Remote Latinos: Lead Manager Placement

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