How Julian Castle Generates $25–$30 Motivated Seller Leads With TikTok Ads

Julian Castle (00:00)

I would encourage anybody who is not advertising to advertise either on any platform. The reason I like TikTok is because it’s a cool platform, it’s a new platform. And right now my cost per lead ranges between $25 to $30. I’m in several different states. So overall, this allows me to take a lot of bats at deals, right? So instead of paying $100, $200 per lead, you can pay a much smaller lead. They’re still inbound. And so overall I think it still becomes cost-effective and worth the time, for sure.

Dylan Silver (02:04)

Hey folks, welcome back to the show. Today we’re joined by Julian Castle, a Miami-based real estate investor and founder of Golden Key Offer, operating across multiple states and specializing in distressed and off-market real estate home selling. Julian, thanks for taking the time today.

Julian Castle (02:23)

Thank you so much. I appreciate it.

Dylan Silver (02:24)

What types of deals are coming across your desk these days?

Julian Castle (02:29)

Well, Dylan, the type of deals that I do come across my desk because of TikTok. I do TikTok ads and so I market to find motivated sellers, and I have a different ways of making money, but it’s usually a homeowner who has a single-family home that wants to sell it reaches out on my TikTok format. And then I give them a call, we talk about it, and we end up usually either wholesaling the property off-market, putting it online on the market and wholesaling it, or doing a novation on it where we find a retail buyer, or we do 3% flat fee listings for his property. I range in very distressed properties to turnkey renovated properties as well. I make money on all kinds of different properties.

Dylan Silver (03:14)

The TikTok method for attracting sellers is quite unique, and I think a lot of folks would be interested in doing that themselves without giving away all of the gold here, but maybe a nugget for our audience: how did the TikTok lead capture come about? Was that organic or was that something that happened very intentionally?

Julian Castle (03:33)

Yeah. So when I got started doing pay-per-lead, I was buying leads from providers like LeadZolo, Property Leads, iSpeedToLead. And I noticed that a lot of their leads were coming from YouTube, Facebook, et cetera. And I had a friend who reached out to me and said that she was doing TikTok ads and she could help me get set up. And so I actually paid her to get set up on running TikTok ads. And then after a month or so, I kind of took over because in the past I used to run Facebook ads—I used to have a social media marketing agency, that was my first business. And so I am familiar with running ads. And so I looked at the platform, and it wasn’t too different, and I realized that this is something that I could take on. And so since then, I’ve been running TikTok ads. It’s been about 18 months since then, and I’ve been running them profitably ever since.

Dylan Silver (04:23)

When we look specifically at TikTok versus Facebook ads or pay-per-lead or pay-per-click, what have you seen differentiates TikTok versus those other marketing channels?

Julian Castle (04:36)

I really don’t think that there’s much of a difference. Like when I was doing pay-per-lead, the leads came from all different kinds of sources, and I was still able to close them. I close, you know, 1 out of 10. And so when I’m doing TikTok ads, it’s the same kind of seller, it’s a motivated seller, he’s just on a different platform. And to be honest, I see really no difference whatsoever. I mean, someone can compare Facebook ads to TikTok ads—they’re very similar, the creatives are similar. And so I would encourage anybody who is not advertising to advertise either on any platform. The reason I like TikTok is because it’s a cool platform, it’s a new platform. And right now my cost per lead ranges between $25 to $30. I’m in several different states. So overall, this allows me to take a lot of bats at deals, right? So I think that instead of paying $100, $200 per lead, you can pay a much smaller lead. They’re still inbound. And so overall I think it still becomes cost-effective and worth the time, for sure.

Dylan Silver (06:23)

Yeah, I mean you mentioned $25 to $30 a lead. I think a lot of people’s jaws drop when they hear that because people understand paying hundreds of dollars for leads, especially if they’re going through maybe some type of broker channel for someone who may be a lead broker, right, or pay-per-click. You mentioned the at-bats and how important that is, right? When these are inbound leads through your own marketing channel through TikTok, that’s of course going to be different than someone who might be doing an outbound approach where many people are reaching out to that same person. What are those initial conversations like when folks are reaching out to you from TikTok?

Julian Castle (07:04)

Well, the most important thing to notice is that when you’re having someone reach out to you on a form, it’s because they’ve already made a decision to sell and they’re just taking a step forward. And so it’s very different from cold calling, because when you’re cold calling someone, they may not have any need, right? And so you’re actually trying to convince them to sell and try to find a motivation. When you’re getting an inbound lead, when you’re calling that lead—which I recommend calling within five minutes of the lead coming in—that lead recently filled out the form and is motivated to sell. And so you just got to talk to them, say, “Hey, I saw you just filled out my form. I just wanted to see what’s got you looking to sell, right?” And then they might tell you the motivation right then and there. And that’s when you can really dig in and say, “Okay, how can I help you? Are you trying to downsize? Are you trying to upsize? Are you in financial distress? Do you have a pre-foreclosure situation?” And so all these kind of different scenarios where at the end, your goal is to really find the motivation and really just discover how you can help them best.

Dylan Silver (08:03)

If you had to break it down like pieces of a pie percentage-wise, what percentage of those sellers that you come across are in financial distress versus maybe urgently need to move, or maybe it’s something else—emotional or death in the family or divorce?

Julian Castle (08:21)

There’s definitely… in the past, I’ve dealt with a lot of people in pre-foreclosure, so that’s a lot of them that come in. And I’ve also dealt with people that just want to sell, that they’re not in any problem or any situation, but they don’t have any use for the house, you know. So it’s quite a bit of a range, you know. But at the end of the day, it’s about really building urgency and finding out what their future state is, because everybody has this picture that they want to paint about what they want their life to be like after the property sale. And you want to really have them understand what that is, plus also kind of really dig into the motivation of what happens if they stay, right? What’s the cost of staying? And so those are things that I say that you should dig in, definitely, and that creates urgency, which then allows them to take action.

Dylan Silver (09:08)

Yeah, we’re talking really granularly about what those conversations entail. And when the seller on the other line is a real person who’s going through—maybe you mentioned a foreclosure, but also some type of wanting to move on, right? They want to sell the home. It might not be a financial constraint, but it could simply mean, “I don’t want to have to deal with the whole rigmarole of realtors and brokers and showings, and I want this to be a pain-free process.” And so going from that pre-foreclosure type of seller to then someone who, as you mentioned, isn’t facing any financial constraint or problem, but simply wants to sell quickly without all the rigmarole, those conversations are obviously different. What’s one takeaway that you’ve had that’s enabled you to have success with that second seller avatar?

Julian Castle (10:05)

Yeah, it’s still about finding the two things that I recommend: future state and costs of staying. So everybody wants to go somewhere, and everybody has something that is painful right now that makes them want to move from that situation. So for example, some of the deals that we do are Subject-To deals, right? And so I have two deals in the pipeline right now. One of them is already assigned, but the seller really doesn’t want any money out of the property—he just wants to sell the house. And so he wants to remove that responsibility of having to pay the mortgage every month. And so that’s not a seller that is distressed, because he’s not behind on payments—he’s up to date with his payments. And so I told him, “Hey look, I’m sure I can sell your house for sure,” and that’s what I’ve been doing. So I found a buyer who’s willing to pay $15,000 above what his mortgage is, and that’s all going to me because the seller doesn’t want anything. And so at the end of the day, it’s just really finding out what the picture is for the seller that he wants and just telling him, “Hey look, you don’t want any money out of this. I totally get it. Let me work out a way that I can help you and get this property out of your name.” And so it really is just about finding what they care about and then helping them achieve that.

Dylan Silver (11:17)

I think there’s a lot of sellers out there who are probably in that same state that that seller is in where they simply want to wipe their hands of this property—they don’t want to have to be responsible for the ongoing maintenance and insurance and mortgage and taxes and everything else that goes along with it, right? But it is a different conversation, right? And you also mentioned the future state and really digging in and extracting that motivation and how important that is. When it’s a pre-foreclosure, it’s of course maybe not easier, but more obvious as to what the urgency would be. When someone’s up to date with everything, it’s a little bit more challenging, right? And so those conversations can be more nuanced. So do you find that that seller is also reaching out to multiple different offers and considering multiple different avenues, or in many cases are you the first person that they’re reaching out to?

Julian Castle (12:15)

Yeah, I would say most times they reach out first and I do get that first bid on it, right? If the seller is really trying to work with different people at the same time, your goal as a salesperson is just to beat out all the competition. So I think competition is good—it makes you better. And to be real, I think that if someone reaches out to me, I’m going to provide the solution and I’m going to make sure that I understand their situation better than anybody else. So a lot of people, they would get into this conversation and they want to know about the property, right? They want to know about the condition of the property, they want to know about all the stuff. And that’s important, yeah, that’s a factor, but I think seller motivation is the main factor that someone should consider when actually wanting to do a deal with them. And if you can understand them better, where you understand their situation, what their goal is, and what the pain is, that’s going to help you actually work out a deal with them better than anybody else can because you understand them better and they feel better with you. And so it’s just about relationships at the end of the day. So I would say that, you know, just really talk to your sellers. Try to help them out. They’re in situations where they do need help, and that dire need of help can help you make money and also make you a better person.

Dylan Silver (13:29)

You mentioned, why would someone select any type of offer? And it’s because of that relationship, right? And in fact, it can be a situation where someone may simply have a better expectation set that they set with that seller, and the seller will trust them and value their offer more than maybe a different offer which, if you’re just looking at bottom-line numbers, might be higher, but they don’t have the relationship with that person—the expectation set isn’t there. So they feel like this is more of a sure thing going with the person that, frankly, they trust. I do want to pivot here though, Julian, and talk about the other side of this equation, which is dispositions, right? Once you have the deal under contract, finding that end buyer, which has been, frankly, more challenging in some cases over the past couple of years as buyers have, let’s say, had some level of trepidation or concern—maybe they’ve been burned in the past, maybe they lost money on a flip. What’s been your dispo strategy over the last year that’s worked for you?

Julian Castle (14:31)

Yeah. So right now I’m leaning more towards doing flat fee listings on the market. And that’s because most properties sell on the market, and really there’s a really small percentage of properties that sell off-market. And so what I want to do is I want to take advantage of all of the resources that are available to me to sell the property, and the MLS is being the best, right. And so what I gear towards now is that whenever I’m talking with a seller, I tell them, “Hey look, what I’m giving you is a guaranteed net price that you can get at the end of the sale, and I’m going to do all the marketing on my own dime to find that buyer who can pay what you want.” And so that’s how I approach things. So at the end of the day, the seller knows what they’re getting, and I know that I’m going to make money because I’ve already found out that the property could sell for more. And so that’s the main dispo strategy that I’ve been using recently this past year, and it’s worked very well.

And when I don’t use that strategy, a strategy that often works very well as well is I use InvestorBase and I use InvestorLift. And for example, I will export all of the buyers on InvestorBase and then I will put them in my CRM and I’ll do a text blast, right. And InvestorBase has a landing page that you can create your deal on, and so I’ll create a deal there and then I’ll do a text blast with this link. And then anybody who wants to see it can go look at the link. And then what I do is I basically set up an open house for the property. So if I’m blasting it today on Monday, I’ll set the walkthrough for Saturday. I’ll do a three-hour window from, let’s say, 11:00 AM to 2:00 PM. And then I just tell everybody, “Hey, if you really want to see this property, this is the only time you’re going to be able to see it, so take a look at it, run your numbers, and then I expect to see you on the walkthrough date.” And then what I do is that because people know that this is an open house and offers are due the next day by 12:00 PM, then they take this deal more seriously and they do their numbers. I’ve had people offer asking price or above even before the walkthrough date. And to be honest, sometimes I’m not in the position to actually see the open house because it’s a lot more work, you know. And so if I do get an offer at my asking price or above, I usually take it, you know. So at the end of the day, I end up selling properties within 24 hours of me doing a text blast, and so that’s also a good way to do it.

I also pull a list of all the realtors in the area who have worked with investors representing their flips recently in the past month or a year, and so I will also do a text blast to them. And so with all these three different methods or four different methods, I usually am able to capture quite a bit of marketing to everybody that should or would be interested in the property, and that’s how I usually dispo my deals.

Dylan Silver (17:15)

I love that. You know, those strategies are excellent—I mean, any one of them can get a property sold for sure. There’s folks that may specialize in one of them. You know, I’ve done the InvestorLift, I’ve done the open houses, I’ve done the flat fee listings, right? What’s interesting is because you have that multi-pronged approach and because you’re setting the right expectations with the seller, I can imagine that this process is really, really smooth. I want to, if we can go back to the beginning: what were some of those growth hurdles along the way when you were getting to your current state where you’re at right now, everything running on all cylinders? What were some of those obstacles that maybe you had to learn through trial and error?

Julian Castle (17:56)

To be honest, the biggest obstacle that every wholesaler faces is just truth and transparency, because we don’t tell the sellers what we’re doing. And so it was a gut moment where I went to this mastermind event, Level Up—I went to Las Vegas and I met somebody who was doing exactly what I was doing on a bigger scale. And his process… he basically told the seller that he was not going to be buying the property himself and that he was going to be marketing it for them. And that was a mindset shift, because a lot of the problems that we face are sometimes because we talk to sellers, we tell them about our process, we tell them that we’re the end buyers, we end up assigning this property, and somewhere along the lines they know that we are essentially assigning it and we’re not the end buyers. And so the same thing happens if you’re flat fee listing the property on the market and you have your contractors coming in to see it when they’re really buyers. Then it’s just really different when, if you set expectations with the seller correctly and you tell them, “Look, we’re actually going to market your property above what we’re giving you, but we’re paying all the closing costs, we’re paying all the commissions, and we’re taking a cut out of it.” And so if the seller is willing and he’s actually… he needs the help and whatever you offered him still works for him, then that’s the best-case scenario because all is out on the table and there’s nothing that could go wrong. The biggest issue that wholesalers face is that the contract cancellation rate—we get 10 contracts and then 5 or 7 of them cancel, right? And so if we’re able to essentially be more transparent upfront, capture the sellers that really want to work with us regardless of how we do things, then we’re able to save a lot more deals and get them to the closing, which enables us to make more money and run a business that is better for us and our lifestyle.

Dylan Silver (19:34)

You mentioned two things that caught my attention. The first was that moment at that mastermind, the Level Up in Las Vegas, where you saw a really transparent, radically transparent way of doing things and a mindset shift happened. And then on the flip side is implementing that, right, and setting those proper expectations. I think a lot of wholesalers have this fear of, “Well, they’re not really going to sell me the property if I don’t tell them that I’m buying it. Like, why wouldn’t they just go to a realtor?” As a realtor myself, I see the other side of the equation, which is a lot of people don’t want to work with realtors. That’s just the honest truth—and I am a realtor, right? And so when we look at the problems that plague the traditional brokerage ecosystem, people have a hard time grasping that and understanding that. And in many cases, they could even feel duped by their traditional realtor, and that’s why there’s real estate commissions and things happen associated with people complaining against their realtor and so forth. So that expectation set is so key and so critical, and I don’t think it’s simply a matter of having the client understand the process better—of course you want that—but I also think it just makes the whole thing smoother, right? If the client’s on the same page, they understand what you’re doing, they understand it’s going to be marked up, they understand that that’s how you are able to make ends meet, there’s no stone being unturned and everyone’s on the same page.

Julian Castle (21:03)

Exactly. Yeah.

Dylan Silver (21:04)

When we talk specifically though about that truth and transparency, I want to touch on this because I have a lot of experience probably with similar aha moments that you had, where doing it one way and looking at it and saying—these people walking through, you mentioned contractors instead of them being your buyers, right? When you had that transition, when you realized there’s another way of doing things, “I can be radically transparent and I can explain the whole process to them,” was there a learning curve associated with that or was it hit the ground running and nothing changed as far as deal flow and closing?

Julian Castle (21:38)

I think from my perspective, the learning curve is just really not knowing what they’re going to say. And that’s always kind of like a risk that you’re taking whenever you say something that is vulnerable or the truth—your heart’s pumping harder, you just feel like you’re about to say something that could blow things up, essentially. And so I think that the learning curve is just understanding that feeling and still just doing the reps. Because if you’re going to tell the seller that you’re actually going to find them a buyer, then make sure that you’re going to take the conversation, right? And that’s where the process really makes a difference, right? Because as real estate wholesalers, that’s what we do—we really sell homes. And what we do differently than a realtor is sometimes we do a lot more, right?

For example, I’ve had a property that I’ve had to put money into. I had to fix the foundation on the property, I’ve had to replace the windows, redo the flooring, I’ve had to basically kind of flip the property, redo the paint, and this was all to find a buyer that was willing to purchase it with an FHA loan and to pass the inspection. And so this is just one scenario where I will put my money on the line just to make a profit on the back end and get my money back. Recently I’ve also had to, for example, hire a cleaning company to come and treat trash and also take care of the odor that a cat had—they peed all over the unit. And so that’s another thing, because the buyer wanted to inspect the property and it was not in condition to be inspected, it was really bad.

And so anyway, these are things that we do. And so what you have to tell them is that, yeah, we are going to find you a buyer, but we’ll do more than that. Obviously don’t promise anything you can’t fulfill, but if you can do that, then for sure. But you’ll tell them, “Hey look, we’re going to market the property, we’re going to pay for pictures, we’re going to clean the place up, we’re going to do any repairs necessary that are not structural or mechanical if we need it to pass an inspection from a buyer that we find, right?” And so these are all things that you can tell the sellers so that they understand that, look, they’re providing a service and they’re going to get this to the finish line, and anything that comes up, they’re going to take care of. So that’s how you under-trust—you tell them all what you’re going to do and how you’re going to market it. You tell them, “Hey look, I have 10.5 million buyers that I work with, these are on-market and off-market, we’re going to market it to both types of people—institutional buyers, all that.” And so at the end of the day, sellers, they don’t know how to market their home, they don’t know the real estate game. And so you just tell them what you’re offering, tell them all that, and usually what that gives them is it gives them the credibility so that they can do business with you. And so that’s usually what I do.

Dylan Silver (24:09)

You know, hearing you explain it, I love the process. And the type of really creative deal where you’re rehabbing the property, getting it to a point where it could pass an inspection and qualify a conventional or FHA loan, is really impressive. Now, when you’re making that type of offer though, I can imagine that that is nuanced, right? Because I don’t necessarily know if you’re going in knowing that that’s going to be the case, right? You may think, “I might be able to do this another way.” How might that conversation go about, and then also, what’s the offer process like? Are you inspecting this yourself and doing your numbers, or are you having a contractor go with you to understand what the total rehab is going to be?

Julian Castle (24:52)

Yeah, so in my current situation, I try not to do any repairs on any property. But if it does get to the point where there is a need for the property, then we’ll first try to do concessions on the property, right? If we find a buyer and we need to replace the AC, instead of us replacing the AC, let’s just give you a credit and you replace it, because we want to take that liability off of us and into the buyer’s hands. And so that’s number one. But if we do have to put some money into the property, then basically we have to underwrite and we have to tell the seller if anything… you know, they understand what we’re doing, right? And so at the end of the day, if we tell them, “Look, we found a buyer, but we had to clean the place, we had to do this, we had to give you money before closing, all this stuff,” then we have to be at a better price. And so usually the sellers understand it. You have to be transparent about it, like we both want to get the deal done, and you’ll find that if you’re transparent enough with sellers, sellers still will work with you and they’ll understand if you need to do a price adjustment because they know the work that you’re putting in, as long as you’re being transparent with them throughout the whole process. Something that I do is that I talk to my sellers every week and I tell them good news, bad news, or if there’s no update, right? And so that allows you as the operator to build trust, and when something does come up, you can proceed to tell them what’s going on and try to find a solution together.

Dylan Silver (26:10)

Once these properties are listed, right, you’ve got the flat fee listing going, how are the showings handled? Are there set open house periods? Do realtors get in and out through a lockbox and it’s pretty much hands-off? How does that side of it work?

Julian Castle (26:23)

Yeah, the listing side is pretty easy. So if the property is vacant, you put a lockbox on it, and then the agents will call you to request a showing or do it via ShowingTime or any similar app and you just accept it, right? And something that I do is whenever I get a showing, I always call the agent right away and I try to do an intake process like, “Hey, I saw that you reached out, you want to see this property. Can I ask you a few questions about your buyer just to see if this is a fit, right?” And then I’ll go through a couple of questions to find out more about the buyer, what they’re looking for, why are they moving, and then I’ll find out what kind of loan they have pre-approved for, and then find out if they need any closing credits and everything. And so this sets up the conversation in a better way, because right off the bat I’m gathering more information about the buyer that’s coming to see it, and I’m providing some benefits if I get the chance to in that first call so that the buyer feels more willing to take on this property. So that’s something that I do.

And yeah, something that I recommend is always have the agent take a picture of the keys back in the lockbox and send it to you. This is just for security purposes, because sometimes agents or inspectors can just go and leave the door open. And you know, I’ve had one instance where there was a door left open on a property that was vacant, and the seller happened to drive by or go see the property and found the door open. And so that’s not a good situation to be in, especially if you’re basically taking responsibility over this property that is going to sell. You want to make sure that it’s in good condition and it maintains that way. So that’s something that I recommend.

Dylan Silver (27:58)

Yeah, I mean, getting those keys back and certainly the door being closed, getting those keys back in the lockbox—these are simple things, but they can go sideways, right? The seller can drive by their house and say the door is open, right? You also mentioned updating the sellers: good news, bad news, no news, right? A weekly update. There’s a lot of folks who shy away from doing this, right, because they maybe feel uncomfortable over-communicating or only communicating when there is good news. What are those conversations like? Is it a short conversation? Is it an email, text message? What’s that like?

Julian Castle (28:33)

It’s usually a call. If the seller is someone that is more willing to do calls, I recommend a call because you can just call them, talk about their day, ask them about anything that was pending. You know, sometimes sellers are doing doctor’s appointments, or they’re moving stuff, or they have things going on in their life, so you can always ask them about what’s going on in their life. And then basically from then, you can tell them, “That’s great to know, that’s great to hear. I just want to give you an update about what’s going on with the property.” You tell them, “Hey look, we had like three showings this weekend,” or three walkthroughs, “we had no one submit an offer,” or “we had one person submit an offer, I’m currently trying to negotiate them up,” you know, and then you just go from there. And then basically you just tell them what’s going on—if you had no interest, then you tell them that there’s been no interest whatsoever; if there was, you tell them that there was. And so usually these conversations are opportunities to just update them, and also if you have to make any price adjustments to the property, this would be the time to do it. But it sets the cadence that you’re not just calling when there’s bad news, you’re calling when there’s good news and bad news. So it’s just like a cadence. Depending on how the situation is going with the property, we’ll have a conversation about that and we’ll go and try to resolve an issue together.

Dylan Silver (29:46)

I gotta ask you about your favorite deals or deal. I’ve got one or two in my mind that come from my history. Is there any one or two deals that immediately come to mind as maybe your favorite deals?

Julian Castle (29:57)

Yeah, I think the most creative deal that I did… I got this property in Louisiana, it was in Baton Rouge, and the seller had inherited it from his mother and he wanted to sell it. However, we found a buyer, right? And it was a very small deal—like, it ended up being like a very small deal. And what happened was that the seller ended up making $3,000 off the sale of the house, really. There was an insurance claim that he had filed that got denied one or two years ago, and so what I did is that I refiled the insurance claim with the public adjuster. And then the public adjuster was working on it while we were closing, and shortly after we closed the property, like a week or two after, they gave me a call and said, “Hey, we want the insurance settlement.” And it was a $25,000 insurance settlement because of a roof. And so basically I was able to get more money, and so was he, out of the sale of his house, which made it a better deal for him. And so I think these are opportunities sometimes that we don’t think about—we just think about selling the home. But sometimes we don’t know if there’s an insurance claim that was filed that was denied, because insurance companies don’t want to pay and a lot of sellers are not persistent enough to continue the claim process if it was denied without really a real reason, right?

And so that’s one deal. Another deal that I did, which was my biggest deal so far, was a mobile home in Chiefland, Florida. This seller had contracted with somebody else—they had put a memo on the property. And the seller called the previous buyer or the wholesale company, and we said that we were doing a survey and he was having a boundary dispute with his neighbor, and essentially he needed to remove this memorandum because he couldn’t refinance. And so the wholesaler, he just ate it up, and he signed a release and gave it to us, and so that was good. And because of that, there was a squatter—it was a family member, so his stepson was living in the property, and he wasn’t paying any rent, he wasn’t paying any mortgage. And so we had to do an unlawful detainer—it’s like a quicker eviction process in Florida. And so we filed that paperwork with the county and we got him out—he got served, we got it posted on the door and everything. And yeah, the buyer on this deal was really… he was awesome. He loaned the seller $2,010 before closing to buy an RV, and then at closing, he brought in all the money and everything. And so the seller was moved out of the property before then, and we were able to do the unlawful detainer, and I made $33 grand on that deal! So it was a good deal—we sold it for like $145k, I think it was. So it was a decent spread on a lower-priced property. So I think that was one deal that was good because a lot of different moving pieces, but we got it done, we got creative, and we got it done.

Dylan Silver (32:38)

Those mobile home deals are interesting, right? There’s so much going on, it’s a different type of process, right? Do you recall if that one was affixed to the land, like set in the land, or was it still considered chattel, movable property?

Julian Castle (32:52)

Yeah, yeah. This one, there was a mortgage on it. So basically, I don’t think the titles were retired—like, the mortgage company still had the title. And so we had to call the mobile home title company and then try to get the title work and all that for the title. And so it was a bit of a process. It was considered real estate because it was the mobile home and the property underneath it that was being sold together.

Dylan Silver (33:17)

Those are interesting deals. I think a lot of people shy away from those deals because they’re unconventional, there’s so many moving pieces, and if you are looking for buyers that need a hard money loan or a loan of any kind, it can be challenging on those deals, and there’s only so many lenders that will lend. If it’s specifically a mobile home not affixed versus permanently affixed, the lenders are worried—I don’t know how realistic this is, but the lenders are worried that someone’s going to remove the mobile home from the land and drive off with it, right? So they are interesting deals, especially those mobile home deals. But we are coming up on time here, Julian. Any new projects or activities that you’re working on these days, and also anything you’d like to mention directly to our audience?

Julian Castle (34:43)

I’m going to continue to build my business, once it gets to the seven-figure mark. And really, I think what I can share with the audience is that one of the tools and resources that I’ve used that has helped me or is going to help me achieve that is TikTok ads. And so I’ve actually created a course on that—it’s a low-ticket product, it’s $99, but it teaches you everything that I do to run my ads. And if you want to check that out, it’s in the link in my bio on Instagram @juliancastlex or you can go to my website, Juliancastlex.com, and check it out there. As home sellers, we have to rally together. So if anybody is essentially doing a home sale and they need any help, reach out to me. You can find my email on my Instagram account or website. If you found value in this podcast, just let me know, I’d love to hear it. And that’s pretty much it.

Dylan Silver (35:32)

Julian, thank you so much for joining us today. Thanks for your time.

Julian Castle (35:35)

Thank you, Dylan.