Noah Gilliom
Noah Gilliom has been a guest on Collecting Keys, the real estate investing podcast hosted by Mike DeHaan, Dan Austin and Dylan Koch.
Building A Top Notch Acquisition Team with Noah Gilliom
Noah Gilliom, Ryan Dossey's business partner in their Indianapolis-based off-market operation, walks through how he hires, trains and manages a small acquisitions team that does eight to 12 deals a month entirely direct-to-seller. He covers his four categories of seller motivation, his manual follow-up cadence before leads go to drip sequences, list and direct mail strategy, and how deals are handed off to transaction coordination. He also shares lessons from building and then selling a 165-door self-managed portfolio.
Key takeaways
- Sell the solution, not the price: Noah trains his team around four seller motivators — financial, physical, emotional and spiritual — and treats the cash as the byproduct of solving the problem.
- Don't max out your offer on the first call. Start around 80-85% of your max so every follow-up has a new incentive (more money, closing costs, cleanout) instead of just 'have you changed your mind?'
- Their follow-up cadence is roughly eight to 10 manual touches (calls and texts) in the three weeks after an offer, then the lead goes into one of about 24-26 drip sequences based on the objection.
- Their acquisitions team is two to three commission-only salespeople plus a dedicated lead manager who takes inbound calls (via CallPorter) and sets appointments; reps make roughly 50-70 outbound calls a day.