Real estate investors often get stuck in the daily grind, facing challenges like finding leads, struggling with direct-to-seller marketing, and dealing with unresponsive sellers. But what if you could tap into a consistent and reliable source of deals that are already out there, waiting to be closed? That's exactly what Ryan Zolin did—by mastering the MLS system, he turned what most real estate agents overlook into a goldmine. In just three months, he scaled his business to $1.2 million using strategies that can be replicated by any agent willing to think outside the box. This blog will reveal Zolin’s key strategies for leveraging the MLS and how you can implement them to scale your own real estate business.

Who is Ryan Zolin?

‍Ryan Zolin is a young and driven real estate investor who has made a name for himself by leveraging the often-overlooked potential of the MLS system to close high-value deals. Starting his real estate journey at just 18 years old, Ryan quickly realized that traditional methods weren’t enough to stand out in a competitive market. By shifting his focus to the MLS and forming strong relationships with real estate agents, he was able to scale his business to $1.2 million in just three months. Today, Ryan is recognized for his innovative strategies that help agents and investors work together more effectively, proving that success in real estate is not just about hustle—it's about working smart.

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What is the MLS and Why It’s a Game-Changer for Real Estate Investors?

The MLS (Multiple Listing Service) is a centralized database where real estate agents list properties for sale, making it a vital tool for agents to market homes. But for investors like Ryan Zolin, the MLS is more than just a listing service—it's an untapped goldmine of motivated sellers and hidden deals. Here’s why the MLS stands out as a powerful resource for real estate investors:

• Direct Access to Properties Ready for Sale: Unlike off-market deals, every property on the MLS is listed with the intent to sell. This eliminates much of the guesswork, allowing you to focus on negotiations rather than sourcing.
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• Motivated Sellers: By targeting properties that have been sitting on the market for 30+ days or filtering for keywords like "motivated" or "as-is" in the property descriptions, investors can find sellers who are more likely to accept lower offers or flexible terms.
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• No Cost for Marketing: One of the biggest benefits of using the MLS is that it’s essentially free marketing for investors. You don't have to spend money on direct mail, cold calling, or PPC ads—everything you need is already listed on the platform.
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• Pre-Foreclosure and Probate Opportunities: The MLS allows investors to filter by special conditions like pre-foreclosure or probate sales. These properties often come with built-in motivation for the seller, increasing the likelihood of a deal.
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• Easy Access for Agents and Investors: If you’re not a licensed agent, you can still work with one to gain access to the MLS, allowing you to harness its power without needing a license.

The MLS is often overlooked by investors who focus heavily on direct-to-seller marketing. But Ryan Zolin proved that by using it effectively, you can access properties and sellers who are already primed for negotiation—saving you time and money while closing more deals.

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Unlocking the Power of the MLS

How can the MLS system give you an edge in real estate investing?

The Multiple Listing Service (MLS) is often seen as a tool for agents to list properties, but Ryan Zolin took a different approach. Instead of chasing direct-to-seller leads, he identified the MLS as a treasure trove of motivated sellers. What makes the MLS so valuable? It’s a database filled with properties that are already for sale, many of which have been sitting on the market longer than usual—often a sign of motivated sellers.

By leveraging days-on-market data, filtering for keywords like "motivated" or "as-is" in the private remarks section, and focusing on categories like pre-foreclosure and probate, Zolin turned the MLS into his personal lead generator. He went after these properties aggressively, finding opportunities others missed.

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How to Structure Your MLS Strategy for Maximum Success

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What are the first steps to take when diving into MLS investing?

The first step is to shift your mindset—become the buyer. According to Zolin, the key to success in this strategy is to eliminate limiting beliefs. You, as the investor, are the buyer, and you have the power to negotiate favorable terms directly with agents. Once you embrace this mindset, the next step is to set up systems that can identify motivated sellers on the MLS.

Zolin recommends starting by setting up automated email alerts for properties that match specific criteria. He suggests using keywords such as "as-is," "motivated," or "price reduction" to help filter out the most promising leads. Then, get into the habit of reviewing these alerts daily, making phone calls to agents, and submitting multiple offers per day. This level of consistency is critical for success.

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Building Relationships with Agents: The Key to Closing More Deals

Why are relationships with agents crucial in the MLS system?

One of the biggest advantages of using the MLS is that you’re not dealing with unmotivated sellers directly. Instead, you’re working with agents whose job is to sell properties. This makes it easier to establish a win-win relationship. According to Zolin, agents are often overlooked by investors, but they can be your greatest allies in closing deals.

By positioning yourself as an easy-to-work-with buyer, you can build strong relationships with agents, who will often bring you more deals in the future. For example, Zolin’s strategy includes offering quick closes, cash deals, and making it clear that he is willing to waive contingencies like financing or appraisals. By making the process as smooth as possible for agents, he ensures they’ll think of him first when they come across off-market deals or pocket listings.

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Key Action Points to Implement Ryan Zolin’s MLS Strategy

1. Shift Your Mindset to Become the Buyer:
   Before diving into MLS investing, you need to adopt the mindset that you are the buyer. Eliminate limiting beliefs and approach every deal as if you’re in control of the transaction.
2. Set Up Automated MLS Searches:
   Use your MLS access (or work with an agent if you don’t have direct access) to set up automated searches for keywords like "motivated seller," "as-is," and "price reduction." This will help you stay on top of potential deals without the manual grind.
3. Build Relationships with Agents:
   Focus on building strong relationships with real estate agents. Offer fast, cash deals with no contingencies to make the process easier for them. The more they enjoy working with you, the more likely they are to bring you future opportunities.
4. Submit Multiple Offers Daily:
   Consistency is key. Zolin recommends submitting three to five offers per day. The more offers you make, the more chances you have of landing a profitable deal.
5. Leverage Days on Market Data:
   Target properties that have been sitting on the market for 30 days or more. These sellers are often more motivated and open to negotiation.

FAQs

Q: Can anyone use the MLS strategy to find motivated sellers?
A: Yes, whether you're an agent or an investor, you can leverage the MLS to find motivated sellers. You just need to set up the right filters and be consistent in your outreach.

Q: How do I establish good relationships with agents?
A: Make their job easier by being the easiest buyer they can work with—offer cash deals, quick closes, and remove unnecessary contingencies.

Q: What are the best MLS filters to use for finding deals?
A: Use filters like "as-is," "motivated seller," and "price reduction." Also, target properties that have been on the market for more than 30 days.

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Conclusion:

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Ryan Zolin’s success in real estate is a testament to the power of thinking outside the box. By leveraging the MLS system, he was able to scale his business to $1.2 million in just three months. The key to his success lies in consistency, building strong relationships with agents, and staying aggressive in his search for deals. By implementing these strategies, you can unlock the same potential in your real estate business.

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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