Everyone's chasing "motivated sellers." The data says less than 1% actually fit that label.

In this episode of the We Buy Ugly Houses Podcast, Mike Oberholtzer sits down with Eli Fisher, Managing Director at Collective Genius and reformed data guy with 26+ years in tech, to bust one of the biggest myths in real estate investing. If you've ever felt like you "just need more leads," this conversation will change how you look at your business. What you'll learn: Why less than 1% of investor deals are truly "motivated seller" transactions The case study where 70% of an operator's revenue came from follow-up (not new leads) The difference between a hustle mindset and an operator mindset Why hustle doesn't scale — and what does How to know if you have a lead problem or a funnel conversion problem The exact follow-up mistakes costing investors 6 and 7-figure deals sitting in their CRM Why this is a people business, not a real estate business Chapters: 00:00 Intro — Meet Eli Fisher & Collective Genius 02:15 Busting the Motivated Seller Myth 05:40 Why Less Than 1% of Deals Are "Niche" 09:20 Hustle vs. Operator Mindset 12:45 Systems & Process: The Unsexy Truth 16:30 Knowing Your Numbers (Gross Leads → Net Profit) 21:00 The $1M+ Goldmine Sitting in Your CRM 25:15 What Robust Follow-Up Actually Looks Like 29:40 One Thing to Change Right Now 33:00 Final Takeaways About the guest: Eli Fisher is a Managing Director at Collective Genius, a national community of 750+ real estate investors focused on scaling beyond seven figures. About the show: The We Buy Ugly Houses Podcast brings you real conversations with the operators, leaders, and investors building the largest cash home buying franchise in America. 🔔 Subscribe for more episodes 💬 Drop a comment: What's your follow-up process look like? #RealEstateInvesting #WeBuyUglyHouses #HomeVestors #MotivatedSellers #RealEstatePodcast #CollectiveGenius