Deals Are Equal To Marketing And Leads
Deals Are Equal To Marketing And Leads
As an investor that makes a living off of closing real estate deals Leads are Monumental! If we have no leads consequently .we have no deals.
Getting real leads
In real estate you want to get a pipeline of leads coming to you on a regular basis. It requires a great marketing plan and action on these plan will get you there. Drive the leads into local numbers even if youre not familiar with them. Local Sellers are going to feel more secure. A prospect list that youre mailing to will be more secure if theyre calling a local number theyre likely to believe that it must be a guy along the street who buys houses versus an 800 number might lead them to believe that its bigger company not in the area. doesnt inspire as much familiarity.
Understand prospect vs. leads
Using answering services is also recommended. If there are sellers calling your voicemail youll lose 50 of callers. You have to understand that motivated sellers are hoping that somebody will answer the phone; you have to hire or have someone to answer the call live. If you have to forward to voicemail 50 of callers wont leave a message. Another thing about answering services is that youre going to have seller phone calls at all times of the day and night. It is not always most convenient for you. You can be in a nice restaurant when suddenly you get a seller call thats not appropriate. Or like me I might be working on something when suddenly theres a seller call and its difficult to switch my mental process to be ready for the sellers call. Its easier when someone else answers it a trained someone else. There are many answering services out there Ive heard of Patlive GotVmail and Onebox to name a few.
When youre ready to train an individual to answer your calls invest in some time to write your scripts with some variations in them and these will become the template that your outsourced hire will use to carry out the call.
Live attendants will answer seller phone calls as if theyre your company. Let us say you are Mike buys Houses. They might answer like this Mike buys houses good day how may we help you?. They can take the vital information for you ask questions from your script and email you details. You could call them back when youre available. Even if youre going to call them back much later the advantage is that you have already obtained the sellers information.
Because this has provided you more information you may already have an address as a result of your live servicing of the call which can be an advantage and timesaver Since theres an address you could pull comps before calling then back. Of course you wont have an accurate assessment of the repairs needed because its been my experience that sellers will minimize the works that really needs to be done on the home that theyre selling.
Remember your purpose when you begin talking to them. Your purpose is not to sell them a service. Your first purpose is to qualify the caller prospects vs. leads.
Youd want to separate prospects from leads. Theyre all leads coming but youll want to separate tire kickers from the real motivated seller. The prequalification process would take not more than 20 minutes but the more information that you have the better solution you can come up with.
The 2 key reasons to take this call
Ask yourself these pointed questions
First are they motivated?
Second are the numbers going to work?
Your first focus should be to build rapport with them in order to discover via your questions if the motivation is really there.
- Why are they selling their house now?
- What will they do if you dont buy it?
- How soon will they move out?
Biggest indication as to whether theyre motivated is if they start speaking about their personal concern telling you that they dont know what to do asking you to come and get the house things of that nature.
Next question for you is whether the numbers will work? Explore if you and the seller are on the same ball field.
Its time to be as creative as you can be and if you cannot come up with a solution or fear that your numbers might be off. you have a network or a mentor so give them a call and ask for help. This is what a mastermind is all about.
Do not be married to this house spend time on the ones that are likely to be a deal. And I mean a winwinwin deal. The Seller has to win. The investor does and so does the end buyer of that house all have to Win.
Karen Roberts.
About the writer: Karen is a realestate entrepreneur investor mentor and REIA Club president. She is dedicated to building financial independence and inspiring empowering others to achieve their financial freedom through http://www.financialenlightenmentclub.com Her office is located at Santa Rosa CA and is reachable at 8888513367. Karen can be contacted at karenfinancialenlightenmentclub.com. Karen shares her experiences through http://financialenlightenmentclub.com/blog/
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