079: Tom Wade returns to talk lead generation, deal sourcing, negotiation tactics and systematising your property business




Listen to this episode below:

Tom WadeSo Tom is the first ever guest to return for a second interview on the show. He was first on back in May in episode 35 so if you want to go back and find out more about his background, how he got started and some of his biggest successes and difficulties then it’s definitely worth going back to check that episode out as it’s one of the top 3 most popular episodes we’ve ever done.

Back in that episode this is how I introduced him:
Until about 4 years ago, Tom was working in a job for a boss he didn’t like earning less than £1,000 a month.

With entrepreneurialism burning in his heart, he stumbled across creative property investing in the United states and found people doing 30 deals a month wholesaling below market value properties, and doing lease options.

He quickly did the maths and realised if he could do even 10% of that he’d be making up to £10,000 a month, so he started applying what he’d learned to the UK market and made £40,000 in his first 4 months.

He now does 4-6 deals a month, only works when he wants, and is planning on getting up to 20 deals per month by the end of the year.

So like I say, that was back at the start of the year, and to be honest, before I recorded the interview with him I didn’t really know much about Tom other than the bio he’d sent me. He’s not a regular speaker at property events, he just gets on with his business and enjoying life from his base in Barcelona.

But you’re probably wondering why I’ve brought him back for a second interview. Well as I said, he’s in the top 3 most popular episodes we’ve ever done so I know we all got a lot of value from what he had to share last time, but more than that I’ve been keeping an eye on Tom closely since we last spoke and what he’s achieving and how he does it just blows me away.

I won’t go into too much detail here, but during the interview Tom shares a deeper dive into some of the investing strategies that are really working well for him and how he is able to run his business and do so well without working 40 hours a week.

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Rather than the usual show notes page, we’re providing links to some of the resources and links Tom and I chatted about during his interview:

Free Lease Option Webinar with Tom and Joe McCall

If you’re lucky enough to listen to this the day it’s released, there’s still time to sign up for the webinar tonight (Wednesday 26th August) with Tom and Joe. Sign up here.

Land Registry Price Paid Data – Find negative equity properties

Tom discusses how to use the Land Registry Price Paid Data to find potential motivator property owners to target with direct mail.

Negative Equity Heat Map in the UK

This article from the BBC shows how the half million homes in negative equity across the UK are distributed region by region. BBC Negative Equity Heatmap Article

Direct Mail Provider

One of the main things Tom discusses is systematising his business. To make his life easier when it comes to sending direct mail, he uses iMail to print and distribute his direct mail letters and postcards. During the interview he talks about who he sends them to and how frequently.

Improve your team communication

Tom uses Voxer to keep in close contact with the various members of his team, regardless of where he is or what he’s doing.

Manage your leads and contacts

When you start getting any volume of enquiries coming in, you need a system to track them, and perhaps share them with your team. Podio is one of the best resources (and recommended by Tom) for keeping your leads organised.

Helping you brush up your sales skills

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Influence: The Psychology of Persuasion – Robert Cialdini

Weekend in Barcelona with Tom & Joe?

If you’re convinced the way Tom works is going to change your life, then find out more about his weekend event in September with Joe McCall. All details are being posted on this event page.

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