Episode 191:
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In this episode of The Mentor Podcast, host Ron LeGrand sits down with Jason Palliser, a 30 year real estate veteran, former real estate investment funding expert, and one of the country’s leading specialists in off-market lead generation. Jason digs deep into what is consistently the number one or number two lead flow in every city he tracks: tax delinquent homeowner properties.
Jason reveals why leading as a tax advocacy company, not a real estate investor, is the key to getting homeowners to open up, trust you, and choose to work with you. This episode is packed with practical strategy, scripting philosophy, deal structure examples, and a clear framework for how investors at any level can tap into this largely overlooked opportunity.
Topics Covered:
- Tax delinquent leads consistently rank as the number one or number two lead source nationwide
- Reaching homeowners before tax sale, not bidding at auction
- How tax sales work, states sell properties after years of unpaid taxes
- Leading with tax advocacy instead of an investor pitch
- Educating homeowners on the process builds trust competitors dont get
- Three options offered, straight purchase, sale leaseback, or buyback agreement
- Real example, 100K unlocked now, 40K more for the homeowner later
- Getting paid by structuring deals and reselling them to landlords or buyers
- Why front end lead generation beats competing at the auction
- The importance of scripting and talking tracks when engaging homeowners
- Why homeowners three plus years behind likely have other financial problems
- Dont ask why, ask what and when, Rons negotiation philosophy
- Applying the same advocacy approach to foreclosure leads
- Multi step closing process, written offer, review call, title verification
- Lending homeowners money for taxes at high interest, only with an attorney
- Warning against learning real estate from unreliable online sources
Resources:
- RonLeGrand.com — Additional training, tools, and information.
- Our NEW Closers Club membership with Gold Club, DREAMS (CRM), Group Coaching, and more – Ron LeGrand’s Closers Club