Marketing For SellersMarketing For SellersGetting Started and Finding Motivated Sellers
Alright, this is where the rubber meets the road. You have the strategies and you know the many ways to make money. But where do all the sellers, investors and tenant buyers come from? The answer is marketing, and your business is dead with- out it. Fortunately I am going to turn you into a five-figure paycheck marketing power- house. Don’t let the term “marketing powerhouse” intimidate you. You will be a marketing powerhouse, but you won’t need to be a large Fortune 500 company to do it. With a little organization, a telephone line, a computer, an internet connection, and some stamps, I am going to show you how to leave the amateurs in your dust. One of the most common comments I hear from people who step up and join my one-on-one mentoring program is, “I feel like I am really building a business.” To that I say, “Of course you are!” Building your business is what it takes to become successful. Even if your company consists of you and your dog, you need to get marketing today. I wrote this course to help you change your financial path forever, and now I am go- ing to take you step-by-step through marketing. Getting StartedWhat’s necessary:
___________________________________________________________________________ Discipline to Take Action Many people have the ability to generate ideas, to be an entrepreneur or to network with others. However, they wait for opportunity to find them instead of aggressively seeking it. You will never achieve your dreams by sitting on the couch watching the next episode of “Survivor.” I can enjoy a good television show every now and then (I love football on Sundays). However, if you are not spending time on your business, prepare to fail. Knowledge Many people have knowledge, but never take action. Some people take action, but don’t have the right knowledge. I fell into the latter catego- ry when I initially got into real estate. Fortunately, I will be your guide into finding sellers who want to do business with you in the next 30 days. I will give you the knowledge, but taking action is up to you. For instance, I have a telemarketer who makes calls for me, sends out mailings, and sends out information. At this point in my investing career, my time is more valuable than the $8-$12 an hour I pay somebody else to complete these tasks. When you start, you may have to work the free or low-cost sources. This is okay. I did my first few deals like this, and you may need to do the same. If you work hard, you will get there. The second half of marketing is designed for those who have more money than time. Mail- ings, signs, postcards, and door hangers are all great ways to find motivated sellers. If you are making good money now, consider leveraging your efforts for maximum profit. The more you delegate, the more money you will make. Are you ready to generate five-figure paychecks in the land of lease purchasing? Let’s Go! ___________________________________________________________________________ Start Marketing Today! Marketing is the key to any successful business. If you are marketing effectively and con- sistently, you should have a number of calls coming in and going out of your home office. You will not have to beg people to do business with you. You will choose with whom you would like to do business and avoid those who are “wasting your time.” Not only will you make a heck of a lot more money this way, but it is a heck of a lot more fun when you can just “walk away” from an undesirable situation. You need to become a marketing powerhouse! At this point you may be wondering, “How can I become a ‘marketing powerhouse’ with little or no lease purchase experience?” Don’t worry, it is not as difficult as it sounds. In the next chapter I will tell you about the time-tested ways of generating solid lease purchase leads. In addition, I will share cutting edge techniques that use technology and automation to blow your competi- tion out of the water. How can I become a ‘marketing power- house’ with little or no lease purchase experience? If technology scares you, it’s time to push yourself outside of your comfort zone. If you are stuck performing the same old tasks, you will certainly get the same old results. I know I may be pushing you, but being challenged is the only way you will grow. Being challenged does not mean you have to work 50 hours a week. However, you have to work smart and get the most out of your time and marketing dollars. The biggest mistake I see beginning investors make is a failure to market consistently. You can read this course from front to back, but without marketing, your business is dead. If you don’t market, the deals won’t magically appear at your doorstep, and you won’t make the fat paychecks that I have been speaking about. My goal is to see your real estate business flourish and to see you take massive action to achieve your dreams. It’s time to become the marketing powerhouse you were meant to be. Marketing with Little or No Money Fortunately, some of the best marketing is free or costs very little. Some marketing takes some advertising dollars. However, with a little creativity, I am going show you how to drastically reduce or eliminate your advertising costs and leverage your efforts in every way possible. ____________________________________________________________________________ Rule #1: GET A DATABASE SYSTEM One of the best ways to separate yourself from the amateurs is to have a database of sellers and buyers. Since you spend so much of your pre- cious time marketing for leads, you should store your leads in a format that will be accessible for years to come. A database is a simple tool to keep track of names, phone numbers, email addresses, mailing info, and so on. You need one of these to func- tion. On a budget? Go to eBay right now and purchase a copy of “My Database.” You can get it for less than $10 with shipping and it will save you hours of frustration. You can create custom categories for your different lists; send quarterly mailings to your possible sellers and buyers; send Christmas cards to all the realtors in your network; let all the mortgage brokers in your network know about your new properties. Be a professional and stay organized. There are several other programs you can use like ACT, Goldmine, Outlook, and others. I will talk more about this later in this manual, but don’t wait on getting a data base system. Take a break from reading this and get a database system. Alright, I am assuming you have acquired your database, so let’s hit the ground running. On the next page you will see a form called the “Cash Flow Lead Tracker.” Use this form to collect information from all of your prospects. __________________________________________________________________________ Cash Flow Lead TrackerSUBJECT PROPERTY: ADDRESS: ASKING PRICE: MARKET PRICE: ASKING RENT: MARKET RENT: HOW DETERMINED: Agent Comps Guess Appraisal CITY: SQUARE FOOTAGE: GARAGE: STATE: STORIES: YEAR BUILT: ZIP: NOTES/REPAIRS Needed: PROPERTY OWNER: Name PHONE: ADDRESS: Financial Info on Property: 1st Mortgage 2nd Mortgage 3rd Mortgage Payment Payment Payment Total PITI_ CITY: Payment current: Yes/No If no, how much behind: STATE: Lease TERMS DISCUSSED: ZIP: EMAIL: NOTES: LEAD SOURCE: ____________________________________________________________________________ Marketing Materials Sent: Letter Brochure Website Dates of Contact: Database Entry: Yes/No PHONE: Lead Rating 1?10: EMAIL: ____________________________________________________________________________ (1-6 Don’t waste your time, 7-10 Move forward) Your Referral NetworkFinding motivated sellers is half the equation in a lease purchase deal. We will create a marketing system that will reach out to moti- vated sellers. Once we find a motivated seller, we can start negotiations for a lease purchase deal. Enticing a motivated seller to call you will always put you in a better negotiating po- sition, but don’t sit in your office and wait for the phone to ring. We gotta make it happen! Right now, your first or next deal may be sit- ting right next to you. Have you ever heard of the “six degrees of separation”? The premise of the theory is that any one person can be connected to any other individual by a con- nection of six people. This same theory ap- plies to real estate. As of this moment, either somebody you know, or somebody that they know has a real estate problem that needs a lease purchase fix. If a stranger asked ten of your relatives or friends what you do for a liv- ing, the answer should come to them quickly and definitively. If the answer isn’t real estate investing, something has to change. “Sometimes telling friends and family that you are taking on a new business venture can be a little intimidating. Some people will discour- age you or make a negative or judgmental comment. However, the people who are clos- est to you also have the potential to offer the deepest support. Tell your friends and family what you do and ask for their support. I feel more empowered when I have my friends and family behind me. If you don’t feel supported by them, surround yourself the kinds of peo- ple who will encourage you.”If somebody isn’t excited about you and your services, don’t waste your precious resources trying to convince them. Plenty of other peo- ple would love cash or a nice dinner for simply handing out your business card. Try the con- versation above. Afterward, follow up with a thank you card and put this person in your database under “referring partners.” ____________________________________________________________________________ Business CardsBusiness cards are a necessity. They are the single most important piece of advertising for your business. They tell people how to get in touch with you, what you do, and they are an- other sign you are in business. In addition, people will often keep your business card in their wallet or purse and can refer to it quickly. It is a traveling sales tool that works for you well beyond the moment you hand it to someone. Put these cards everywhere. Hang them on bul- letin boards, send them with your other marketing material, leave them at the post office, leave it with your dinner bill – heck,give one to the homeless guy on the street corner when you hand him your leftovers from P.F. Changs. Hand them out with reckless abandon! Your cards should say what you do in clear, concise terms. SUCCESSFUL BUSINESS CARD TAG LINES We will Lease Purchase your home No Commission/Fees I’ll buy or Lease your house today! Can’t sell your home? Try Rent To Own! Let’s put together a win-win deal. Rent to own your next Home (front) We buy and lease houses (Back) Cash Paid for Referrals. We buy houses for full price with Flexible Terms Fast offers! No Commissions or Fees _____________________________________________________________________________ 24 hour message Your business card should have your contact information such as name, phone number, P.O. Box, and website (more on that later). The key here is to get your business cards out of the box. I don’t really care how fancy your logo is. I want these in your customers’ hands and making you money! A great place to buy business cards for an outstanding price is www.vistaprint.com. Visit the “links” section on www.toddtoback.com and click on www.vistaprint.com for up to 50% off their published rates. Also, try your local print shop. Ask for a discount of at least 20%. Internet AdvertisingThe internet has really changed the way we do business. If this was the late 1990s, you could get away without doing business on the internet. I used to hear comments such as “I’m a dinosaur” and “I can do business without computers and the internet.” To some extent that was possible before. However, times have changed. If you are not advertising on the internet, you are missing out on serious customers. If somebody is looking to sell their home fast, where do you think they will look? You guessed it, the internet. Fortunately, there are many free ways to advertise on the internet. __________________________________________________________________________ FREE INTERNET ADVERTISING www.craigslist.org:This is the granddaddy of all free internet ad- vertising. This website is growing every day so it has a ton of traffic, including a “housing wanted” section. You can try other areas, but the ads may be removed for being in the wrong category. www.backpage.com: This is very similar to craigslist but doesn’t have as large a following. However, you can buy spon- sor ads and have your ads reposted for a reason- able price. I get business from this site every day. www.kijiji.com: Newer website, very similar to craigslist and backpage. www.oodle.com: Place your ad under “services.” www.livedeal.com: Place your ad under “services.” www.facebook.com: Networking site where you can buy ads targeted towards a specific population. _____________________________________________________________________________ Classified ads can be a daunting process. Is your time worth $8 an hour or $308? When you first started, you may not have budget to have someone else these ads for you. However, you want to supercharge your here are some options leverage your time and energy. Don’t let it take away from actually calling sellers and phone calls. Here are suggestions: Have a spouse regularlyplace ads for you. Go to www.elance.com and find provider who will place ads for for unbelievable prices. Hire your son or daughter to post ads and then make their al- a tax deduction (consult tax professional). would place ads as frequently the website will allow. Most of sites I listed to the left are so experiment with differ- ads and see which ones pull for you. Internet AdvertisingStart with these ads. They work! _________________________________________________________________________ SAMPLE INTERNET ADS We Will Buy or Lease Your House Fast! Are you trying to sell your house with little to no results? Discover a win-win alternative known as lease purchasing. A lease purchase is a lease in which the buyer has the right to purchase the property during a specified amount of time. Here are some benefits of doing business with us: You can receive an excellent sales price on your home without paying a real es- tate commission! We will take care of all the day to day maintenance on the property = No tenant hassles. Keep the tax benefits of owning a property = More money in your pocket. Have somebody in your property with an owner mentality and not a renter. Reduce or eliminate your negative cash flow. Experience positive financial and emotional benefits of getting your property handled. Get fast results. We can give you an offer within 48 hours. Pay no hidden fees. Call us today at (xxx) xxx-xxxx or visit our website www.yourwebsite.com ______________________________________________________________________ Email is a great way to contact sellers. It takes very little time and you have an unlimited amount of space to tell your story. Use the websites I mentioned to contact sell- ers. You may also find the FSBO (for sale by owner) sites beneficial. Craft a nice email and save it as a document. You can “cut and paste” this document numerous times without having to rewrite an email. I would consider hiring a virtual assistant, spouse, or child to send these emails. I currently have a mentee that has a college student place ads and send emails on a 100% commission basis (closed deals). Now, that is working smart! Although email is an excellent form of marketing, your time is worth more when you are speaking with buy- ers and sellers. In addition, send people to your website where they can get even more information about you and your company. You can have a link on your website where your potential clients can leave their information and it will be stored on an online database or sent to you via email. _________________________________________________________________________ Millionaire Tip Avoid getting into an email negotiation with some- body. Usually these people just want to pick your brain and waste your time. Once somebody initiates contact, ask for a phone number. If they won’t give it, they are not serious. Move on. How do you think I learned that? I learned this after a lot of wasted typing and valuable time. --------------------------------------------------------------------------> SAMPLE EMAIL From: Todd Toback To: Potential Seller Subject: Your Property Dear Friend: Dear Friend: My name is Todd Toback and I may be interested in doing a “Rent to Own” on your property. If you are not familiar with a “Rent to Own,” it is a lease in which the tenant/buyer buys the property during the lease. I am looking for nice properties in which the seller is open to a win-win deal. If you are interested in getting a fair price for your property, your rent guaran- teed on the 1st of the month, an offer within 72 hours, and all without paying commission or fees, then give me a call. My direct number is (619) 464-2232, or you may call a 24 hour recorded message (619) 464-2232, or visit our website at www.yourwebsite.com. For Sale by Owner Websites ______________________________________________________________________ FOR SALE BY OWNER WEBSITES • www.forsalebyowner.com • www.fsbo.com • www.owners.com • www.forsalebyownercenter.com • www.ebay.com • www.homesbyowner.com • www.zillow.com Contact sellers through dozens of “for sale by own- websites. Pick up the phone and give them a or send them an e-mail and get them to your website. You will find some hidden gems on these are not meant to be all inclusive. Search the internet and see what else you find. New websites are popping up every day! Although these websites deals, be careful not to waste your time with sellers. If they want to know more, are not ready to do a deal today, then send something in the mail and move on. Get a Website, Get a Website, and Get a Website!Did I mention to get a website? It used to be acceptable to do business without a website ad- dress. Nowadays, if you don’t have a website, people will not take you seriously. It is a great place to tell all of your potential sellers and buyers about all the benefits of doing business with you. If I am going to do business with a vendor, and they don’t have a website, it tells me that they are an amateur. Do you want your investing business to look like a part-time hobby, or a reputable business with expertise and integrity? If it doesn’t look like you’re in business, you’re not. Look the part and people will believe you. ____________________________________________________________________________ Getting a Website Getting a website may seem intimidating, but it’s not difficult. Here are three options for you. 1. Go to www.godaddy.com. They have a prod- uct called “website tonight” that allows you to design your own website in a day or two. You have to do the work and come up with the wording and content of your own website, but this is the most economical. My mentees say it is very easy to design a site this way. Go to our links page on www.toddtoback.com and click on the www.godaddy link for special pricing. Cost: $5-$20 a month. 2. Have a website built for you by a profession- al website designer. This will cost more, but you can enjoy freedom in your design process. Before you go this route, ask to see a portfolio of previous work and ask for references. Esti- mated Cost: $500-$2500. Try www.craigslist. org or www.elance.com to find a provider. Another advantage to having a website is that you can keep an online database (a virtual file cabinet), of all the people who have visited your site. Using a service such as icontact.com, you can capture relevant information such as name, mailing address, phone number, property info and much more. The same goes for your tenant buyers. Your prospective sell- ers and buyers will go to your website, read all about what you do, and then fill out a form with all of the relevant information. This is without you having to lift a finger! Further- more, you can send emails to all of your po- tential clients from iContact or another pro- vider using an automatic series of emails or a general email to all of your prospects. You can print this data to paper or export the data into the database on your computer. For special pricing using icontact.com, visit our website and click on the “Links” tab. The price is very reasonable and is based upon the size of your customer list. This is automation and leverage at its fin- est. Evolve with technology and you will have more business than you can handle. Avoid it and expect the same results as the amateurs. Don’t be an amateur! If you are scared of the computer, it’s time get over your fear! take one step a time. A website a great place to Contact my office if you are interested in a lease website. ____________________________________________________________________________ Newspapers: Turn Ads into Cash It’s not sexy, but the newspaper is my favorite. If you want to do a deal this week, find- ing leads in the newspaper is the way to do it. Start by “aging your ads.” Call ads that are two weeks old for rental properties and at least one month for properties for sale. Save the newspapers for a couple of weeks and then call them. Don’t waste time trying to find repeat ads from week to week. Just call the ads and if it’s sold or rented, move on to the next one. You can experiment with the “aging” but never go shorter than one week on the rentals or one month for the sales scripts. You will have the best results with the Sunday paper. Here are the top five rules on calling ads from the news- paper: Get off the phone quickly with un- motivated prospects. Have a ton of fun. Make the other party work to do business with you. Spend time with motivated sellers who are ready to a deal today. Don’t be a walking brochure. If some- body wants more info but doesn’t want to move forward today, get off the phone and mail them something. (Put them in your database). ____________________________________________________________________ Millionaire Tip Calling out of the newspaper is a great way to find leads. However, hiring a telemarketer is a great use of your time.
Place Ads in Your Local Newspaper This can be your major newspaper or you local penny saver, thrift nickel, or other local publi- cation. Below are some sample ads that I would run consistently. Your phone won’t ring off the hook but expect the ads to trickle in. These are more expensive to generate but can pay big dividends. One deal can pay for a year’s worth of ads many times over. I’ll Buy or lease your house Fast! Win-Win Deals! No Fees! Call 24 hour message. Can’t Sell your Home? Try Lease Purchase! Call 24 hour message. Millionaire Tip I Buy Houses. Any Situation! No Equity? No Problem. Call 24 hour message. Long term leases wanted with option to buy. Guaranteed rents! Never act subservient to your prospects. Most beginning inves- tors are intimidated when they think of talking to a realtor. If you act as if though your prospect is better than you, they will believe you. Even if you have never done a deal, you gotta act as if you are successful (and you are!). You are going to poten- tially put thousands of dollars into this realtor’s pocket. They are lucky to be working with you! If you believe in yourself, they will too www.bbbbbbb.com (xxx) xxx-xxxx __________________________________________________________________________ Flyers Put flyers like the one below everywhere: stores, cars, post office, pack-n-ship! Create little tear-offs so that your prospects can call you later. Use a 24-hour recorded message or voice mail so that your prospects can call without feeling they will be “sold” on something. We Buy and Lease Houses……fast! Do you have an unwanted property that you need to deal with right away? Our company can help! We specialize in a win-win solution known as Lease Purchasing. We also buy houses for cash. You can expect the following: • Written offer within 1 business day • A fair sales price with no fees or commissions • A fast transaction with Instant Debt Relief To learn more you can call us direct at (619) 464-2232 or Call 24 Hr. recorded Message: 866-202-xxxx X22 __________________________________________________________________________ Homeowners in Foreclosure Knock on doors and ask homeowners if you can help them with their own homes. You can have success with this strategy, but you will be competing with every Tom, Dick, and Harry. You can also send mailings to these individuals. To get this list you can either sub- scribe to a service like Dataquick, or your local title and escrow office should be able to help you. In my area, Chicago Title provides free lists for investors. Here is a sample list. You can’t see all the info because of the width of the page, but you get the idea. What is great is that you can also mail to these individuals by just creating mailing labels from Microsoft Excel in seconds. For Rent or For Sale SignsHouses for rent and for sale in your farm area. I like to call this “deal driving.” Get in your car or on your bike and take a look for the FSBOs or For Rent signs in your neighborhood. Advertising with some money if you have more cash then time Bandit signs will be your best advertising for the money. You can purchase these signs from www.supercheapsigns.com or www.witnessdesigns.com. You can also do an internet search for other sign companies. Printed signs will cost between $2-$3 each. However, if you want to get really cost effective, you can go to a Corpolast dealer and have them cut 18×24 sheets into sheets of 12×18. These will cost around $.50 each once you get them cut. You can write your signs or buy them; it depends on your time and your available cash. Whatever you choose, get them out. Make sure you check your local ordinances before putting out signs. ______________________________________________________________________________ For Rent or For Sale Signs “Just cleaning up these pesky signs, Mr. Police Officer……” When you are first getting started, you can do this yourself. However, once you get going, you should consider hiring somebody else to put these out for you. Post this job on craigslist under “Labor Gigs.” Keep a database of sign hangers, and give a bo- nus if you do a deal as a result of a sign. As you can see in the above photograph, there is another sign in the background. I took turns with a non-competing business putting our signs out. You can do the same thing while paying somebody. Split the labor with the other business and cut your labor costs in half. Letters to out of TownersSend letters to out-of-state owners. Call your local title company and make friends with them. Ask if they can send you farming lists. A farming list is a list of names and proper- ty info in the area you are targeting. Target your area and ask for a list of people who own property locally but live out of state. This is a great list. I am amazed at how little mail I get from investors from my out-of-state in- vestments. Take this one seriously and reap the rewards. Send them letters or postcards. Sometimes the phone number is even on the farming list from the title company. This list will probably be in Excel format, which is great because you can sort it by address, square footage, loan balance, year built and so on. If you don’t know how to use Microsoft Excel, it’s time to learn. Here is a sample letter you can use to mail to out-of-state owners ______________________________________________________ Letter to Send Your Name, Address Phone and Email Dear Friend, It has come to my attention that you may be considering selling your property at soon. I am a private investor who may want to buy or lease your rental property in ___. One of the ways that we buy properties is to lease it from the owner for a period of time, and then buy it at the end of a 2-3 year term. The owner will usually get to enjoy benefits such as: 1. An excellent sales price with no real estate commission to pay 2. Maintenance and repair handled by buyer 3. A fast written offer 4. Rent guaranteed on the first of the month 5. Possible tax benefits (talk to your accountant of course) If you are flexible on the terms of the sale, then I can get very close to or even meet your full asking price. If you want all cash then we’ll have to settle on a cash price where I could conservatively expect to resell the property at a profit. I have set up a toll-free 24 hour recorded message that gives the details of what type of properties I am looking for. Simply call in and listen through the detailed message. If you like what you hear, then leave a message and I will contact you at my earliest convenience. To contact me you can call my 24hr Recorded Message at (866) 555-1212. If you want to call me direct, my cell phone is Your Phone#. Sincerely, Your Name PostcardsPost cards work great too! As you can see below, when I first got started I combined my postcard with another business (front/back). We cut our mailing costs in half and generated some great business! ___________________________________________________________________________ Mail postcards or letters to expired listings. Contact a realtor with whom you have a great relationship. Ask him/her to send you a list of expired MLS listings in your area. Send the property owners a letter or a postcard and wait for a response. Put these people in your database and be consistent with your mailings. Door HangersHang these in your farm area. Don’t even think about putting these out yourself. Place an ad on craigslist and have somebody place these on doors for $8 an hour. These generate a great response. I would put out at least 300 at a time. It should cost you around $100 for 1000 door hangers. Ask for a discount and split the labor with another business if you need/ want to. Google Ad WordsThis is a more advanced strategy but should generate serious results. You can buy adver- tising on the internet that coincides with your prospect’s search parameters. Have you ever typed anything in the search bar of Google or Yahoo? Do you know those little advertise- ments that appear on the side of the page? Those ads appear because that particular busi- ness has paid Google for advertising space. The advertiser is not charged unless the prospect clicks on the advertisement. Go to this website and check out the program. http:// adwords.google.com. Just make sure that if you do decide to go with ad words (Pay-Per-Click), you customize your ads to the area you want to invest. If you get responses from other areas, offer to consult with those people or send those leads to other investors who reside in the area and get a referral fee! |
Explaining what your doing.
Scripts
Close Friend or Family Script Investor:
Hi, Cousin Jack, how Is every- thing? I was wondering if you could do me a favor? I am investing in real estate and I was wondering if you might ever run into anybody who would need my services? Jack: What do you mean? Investor: Well, if you know anybody who might need to sell their house fast and needs a quick solution, I may be able to help them. Jack: In what way? Investor: Well, it would depend on the situation. I would have to ask them ques- tions about the property and see if we could put together a win-win deal. I can’t buy every property; it would have to be a fit. Would you be willing to let me know if you hear of any such situations? My com- pany also pays generous referral fees. Jack: I would be glad to, but you wouldn’t have to pay me. Investor: Well, if you refer me a deal, I would still like to send you and your wife out to Fleming’s Steakhouse; I’ll even pay for the sitter. Sound fair? Jack: Sounds great! Investor: Great! Here is my card. Send them a copy of your latest marketing piece to gain credibility and to keep your business fresh in their minds. Sending some- thing in the mail and following up will give your tremendous “street credit.” Be a profes- sional and look the part. Remember, do what others don’t and you will reap the spoils. _______________________________________________________________________ SCRIPT FOR SELLERS “Hello, my name is ___________________ . I work with _________ Now that you have the newspaper, begin by writing down the numbers from the ads. Start at the bottom of each ad and look for any warning signs of a realtor or a broker. Calling these people will drain you and frustrate you to no end. It’s just like they used to tell me in elementary school. “JUST SAY NO!” It may be tempting, but move on to the real decision makers I am an investor who is looking to do a rent to own on his next investment prop- erty. Are you interested?” If they say yes, have the telemarketer mail out info, put info in database, and then send the info to you. Now you are dealing with the best prospects. Un- leash the marketing beast! Amateurs don’t do this - you are a pro! You are a marketing powerhous Later in the training, I will talk about how to make a killing with realtors, but not in this capacity. If you see any initials or “broker” or “realtor” at the bottom of the ad, ignore it. Remember rule #5. Write the phone numbers on a sheet of paper until you exhaust the ads in the paper. You will find more numbers in the “for rent” section than in the “for sale” section. After you have written down all the numbers, you may go back to the paper and look for any ads that show signs of motivation. Such ads may say, “Must sell”, “Make Offer”, “OWC,” “Transferred.” Give ‘em a call and see how it goes. Just make sure you are talking with the decision maker. Hire a telemarketer to use the script below with motivated sellers. While you are on the phone with a seller, go through the script. At the same time, fill out your “Cash Flow Lead Tracker.” The first thing I would do is write down the phone number of anybody who sounds interested. I have been guilty of set- ting up an appointment with a seller while forgetting the phone number. If the seller is ready to go, then meet with them. If they are not, put them in your database and mail them info. _______________________________________ SCRIPT FOR SELLERS – LANDLORD Hi, This is _____, I am calling about the house? Have I caught you at a good time? I was calling about your home for rent/sale. (Pause for a moment.) I am an investor and I am possibly looking to do a rent to own on your property. Is that something that you would be interested in? (If they don’t know what a rent to own is, you can use the sentence below.) Well, what if I could lease your property from you for a period of time and then buy the property at the end of that time? That probably wouldn’t be a fit for you, huh? (If they don’t say yes, get out of the conversation.) I don’t know if we could make the numbers work, but if we could come together on the numbers, could we put a deal together in the next day or two? (You have qualified them. Take them through your prospect form.) Sir, you have explained to me that your house is worth $ and that your pay- ments are nbsp; . If one of my buyers or I could help cover your payments, guarantee your rents on the first of the month, take care of all the day-to-day maintenance, and buy the property at the end of that time without youpaying a real estate commission, what would you want to do then? (Use the information from the Cash Flow Tracker for to sell them here.) Great what time would you like me to meet with you and your wife (partner, husband, mother, etc.). Sir, just more thing I would like to talk about before we get off the phone. Before I come out, I want you to know that I am extremely busy. If you love the ideas that we talk about, and I hope you do, I want you to be able to say yes, let’s do business. If you don’t like the deal we come up with, I want you to tell me no. There is no pressure whatsoever if this is not a fit; we are looking for a win-win deal. What I don’t want to hear is “I am going to get back to you.” Most people usually just don’t like the deal when they say that, and in my opinion, it’s a waste of my time and yours. Sir, can we agree that we can either move forward today or if it’s not a fit, just tell me it’s not a fit, agreed? Great, see you then! More Marketing with Joe Bodek...WHERE TO FIND SELLERS & MLSWORKING WITH REALTORSHOW TO TALK TO SELLERSHOW THIS DEAL THAT I HAVE WORKS |