In this episode, Brandon Bateman sits down with Tulsa wholesaler Mark Gabryel to uncover how he tripled his contracts while cutting his lead volume in half—proving that expensive leads close better when you have the right systems.

Mark shares his journey from struggling with 590 outbound leads yielding just 25 deals to closing 90 contracts from only 250 inbound leads. He reveals the exact mindset shifts, lead qualification criteria, and acquisitions tactics that transformed his business into a lean, profitable operation spending $10-15k monthly with a 6-8x ROI 💰

If you've ever thought PPC leads were "too expensive" or struggled to convert inbound marketing channels, this conversation will completely shift your perspective on lead quality versus lead quantity.

📖 What You'll Learn

Learn why speed-to-lead matters more than perfect qualification criteria when handling PPC leads

Discover the one question Mark asks on every call that determines if he'll book an appointment (it's not about equity)

Understand how to close 1 out of 4 appointments by treating inbound leads differently than outbound

Find out why arguing about price on the first call kills your appointment rate

See how Mark doubled his average assignment fee from $8k to $15k in a mid-sized market through better acquisitions and disposition processes 📈

Master the rapport-building technique that gets sellers talking for 30-60 minutes before even walking through the house

Learn why having fewer, higher-quality lead sources can actually improve your overall close rate

🕐 Time Stamps

00:01 - Mark's Background and Journey into Real Estate 
03:26 - The Shift from Flipping to Wholesaling 
04:52 - Scaling from 25 to 90 Deals Per Year 
08:49 - First Steps with Inbound Marketing 
11:12 - The Mindset Shift for Closing Inbound Leads 
14:09 - Lead Metrics: 250 Leads to 90 Contracts 
16:25 - ROI Breakdown: $150k Spend to $800k Revenue 
19:24 - Why Higher-Quality Leads Trump Lead Volume 
22:57 - Does Removing Outbound Improve Inbound Close Rates? 
27:47 - Lead Qualification: The 30% Equity Rule 
30:47 - Handling Price-Focused Sellers on PPC Leads 
32:18 - The Living Room Strategy: Building Rapport First 
34:42 - Lead Follow-Up Process and Speed to Lead 
36:45 - Final Advice for Struggling with PPC Conversion 
40:54 - Working in Competitive Multiple-Offer Situations

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