For many real estate agents, the 2008 housing crash was a disaster. Yet even in the darkest days, there were still corners of our industry that found a way to thrive. Distressed sales, for instance, made up almost a third of all real estate transactions in 2009, with real estate owned properties taking the biggest chunk of that market. And that was good news for Steve Jolly. A former home improvement contractor with a background in selling to businesses, Steve realized in 2005 that the REO market was a strong fit for his experience. Over the next few years, Steve closed hundreds of deals. But as the market recovered, the REO market began to shrink. Today, distressed sales are at a nine-year low nationwide. Yet Steve’s business is still booming, and it’s all thanks to clever marketing. No fan of traditional outbound marketing methods, Steve developed a direct marketing strategy that’s helped him close dozens of REO sales every year. He’s even written a book: “Kill Cold Calls.” In this interview, Steve Jolly explains his system for using digital marketing tools and content to generate and convert more leads, without resorting to cold calls.