Fixing Your Motivated Seller Leads Funnel with 7 Key Metrics with Joe Cipollini
Episode Description
In this episode of REI Marketing Weekly, I sit down with Joe Cipollini, co-founder of The Ramp Skills Academy, to have the no-fluff, tough-love conversation that real estate investors desperately need right now. If you’re struggling with inconsistent closings, underperforming lead pipelines, or a sales team that feels out of sync, Joe breaks it all down—why it’s happening, what you’re doing wrong, and how to fix it.
We dive into the philosophy and tactical execution behind becoming a true professional in this industry. Joe shares insights from working inside Eric Brewer’s high-performing operation, which consistently brings in $1 million+ in wholesale revenue per month. He also breaks down the “seven numbers” you must be tracking, how sales and marketing can (and must) work together, and what separates the top 1% of investors from everyone else.
Timeline Summary:
[0:00] – Introduction
[2:22] – Why most real estate investors are struggling to stay in business
[4:45] – How top performers are weathering the storm by aligning sales and marketing
[8:15] – Pipeline health: Why what you do today affects your revenue 150 days from now
[10:34] – The “Mamba Mentality” and how Kobe Bryant’s attention to detail applies to sales
[15:16] – Delivering Mercedes-level customer service in your seller conversations
[18:00] – What messaging works in today’s trust-deficit market
[20:15] – Why the first 90 seconds of a call can make or break a deal
[25:06] – The 7 sales metrics that diagnose any bottleneck in your funnel
[28:11] – Why relying too heavily on AI can kill your business if fundamentals aren’t in place
5 Key Takeaways:
1. Pros vs. Amateurs – Professionals thrive by obsessing over the details in sales and marketing. Amateurs blame their leads and coast on past momentum.
2. Your Pipeline Is 150 Days Old – Revenue issues today stem from poor marketing and sales execution months ago. Track it and fix it before it’s too late.
3. Fix the Funnel with 7 Numbers – Gross leads, quality leads, appointments set/held, contracts, closings, and profit are the only metrics that matter.
4. The Power of First Impressions – The first 90 seconds of a sales call can determine trust, rapport, and the outcome of the entire deal.
5. Excellence Isn’t Optional – In today’s trust-deficit market, delivering a high-touch, personalized experience is your competitive edge.
Links & Resources:
Cullermedia.com
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