Category Archives: List Building

How to Build Your Prospect List

The Role Of Building Lists In Real Estate Internet Marketing

One of the most important things in your Real Estate Investing business is to build a list of contacts of hungry buyers (retail and wholesale) and private lenders. Just as in any other business, running an online real estate business you need to build the relationship potential. Subscribers are the contacts on your lists that are the most valuable asset of your online business. Therefore, list building leads to building relationships, which in turn encourages prospects to visit your website, sign up and get closer to buying your offer. But people are not just going to flock to a website and leave their contact information! To attract them, they must perceive some value. The first thing they are going to think about is how they will benefit from giving you their contact details. That’s why every business that does online marketing must build its own lists, targeted at specific prospects. It is time consuming. You have to work really hard. But in the end, you will directly enjoy the fruits of your efforts.

 

Lists – The Golden Treasure Box

Everyone talks about his or her ‘optin’ lists. It’s their treasure. They are always looking for new and innovative ways to build their lists to keep visitors coming to heir sites continuously. They offer various things to the prospective customer like free reports, ebooks, services etc. just to get their email address and other identifiable information. It is essential to keep following up with people who might be interested in what you are offering.

Why Have A Growing List? Is it not sufficient to have a few hundred contacts? In online marketing, not every visitor buys from the site he or she is visiting. Sure you may have built a huge database of contacts, but unless each one is a qualified contact, there is no guarantee that they will take any action when they visit. Even in the off line world, you usually cannot get a buying decision out of your prospect right away – it takes not less than five visits unless they are desperately in need. That is why you have to get your visitor’s email id and name a. This will let you plan a frequency at which you can remind them and keep them updated about your services and offers You just use ethical methods to build your lists. The worst thing in Real Estate Internet marketing is acquiring a bad reputation, because that will ensure that you can never do business again.

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Easy Ways to get more leads and buyers on the weekend

I have found that prospective new home buyers that are shopping for homes start to search the web Friday thru Sunday. This alerts me that I want increase my marketing to attack this target market. I am suggesting you increase your use of the below marketing methods to get traffic to your site during the weekends

At the same time, you will find that people are going around town doing social activities . I suggest that you get more “eyes” on the ground and get them working for you. Read below for more

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Turn your Business into a cash machine with other people’s money

Many people start out investing in real estate using their own money and credit. This works fine for the first few deals. But eventually, as you purchased 20 to 30 properties, your lenders  will cut me off from further deals and your personal funds may dry up. I had built up a great deal of real estate equity, but was locked out from doing other deals with my traditional lender and could barely pay for my own groceries.

You will have to find another way to fund real estate deals or your investing career was over.

I discovered private lenders who have funds to lend for real estate deals, but do not want the headaches and paperwork to actually manage tenants or properties. These individuals are generally middle class people, like you and me, who have some extra funds to lend. They can be retired business people, corporate executives, professionals such as doctors, lawyers, or business owners or even blue collar workers all looking for returns substantially above the 3% to 5% they get at the banks.

Let me first explain my definition of “Private Money”. Private money is funding that comes from private individuals, friends, family, IRA’s or any source other than institutional or conventional means. It is sometimes referred to as “Hard Money” or “Flash Cash.”

The question I had to figure out was, “How do I find enough of these folks to run an active real estate business buying 2 to 4 houses per month?” To address this issue, I developed a marketing plan that would allow these individuals to call me and raise their hand to indicate their interest in our lending program.

How Do I find Private Lenders?

Well, frankly, we advertise for them. It’s as simple as that! Finding private money is not nearly as difficult as people think. My simple marketing plan includes many of the following activities:

Network with everyone you know and develop a 60 second “Elevator Speech”: “Are you getting a safe 9 to 12% return on your idle cash or retirement funds? No! Well, we buy houses and pay cash for each house and we use private lenders to fund our deals. We pay 9% to 12% on notes secured by local real estate. If you are not getting that type of predicable return on your money, I’ll be glad to get you the details. We occasionally hold a free small luncheon for potential investors, or I could also sit down with you at your convenience and show you how it works. If you like what you hear, simply let me know how much you’re looking to invest and how long you can have your funds tied up. I’ll put you on my list and look for an investment opportunity that meets your needs. When I find one, I will call you. At that time you can pass or play. There’s no obligation.”

Newspaper Ads such as Private Money Needed, Earn 14% plus 5 points, Rental, 70% LTV $65,000 call xxx-xxx-xxxx or Mortgage Note for Sale: $190,000 1st mortgage at 9% with low LTV. Call xxx-xxx-xxxx

REIA Newsletter and CraigList Ad: PRIVATE LENDERS NEEDED – Earn 9% to 12% hassle free on your idle cash or retirement funds secured by local real estate. I’m a professional real estate investor with over 50 successful transactions completed since 1999. I am not a financial planner, but a full-time buyer and seller of single family homes. We use private funds to pay cash for our real estate purchases and can pay you 9% to 12% when you help us fund our purchases.

To learn more visit us at www.xxxxxxxxx.com or call me at xxx-xxx-xxxx. Invest by xxxx 31, 200x and earn a $1,000 bonus.

Flyers, Postcards, and Speeches/Presentations: We also use flyers and postcards with a similar message using the above examples. Also, one of the best ways to get private lenders is to speak or present to groups. Senior citizen groups are always looking for presenters to attend their meetings and these people quite often have excess cash in CD’s or IRA’s that make them a natural lender.

Having private capital resources is critical to the success of the serious creative real estate entrepreneur. Even if you desire to use your own money, it never hurts to have another source or two available. If your funds are tied up, and a great deal comes along, you can immediately jump on it.

If you follow some or all of the above marketing suggestions, you will have people with money seeking you out to lend you money for your next deal.

 

 

How to get Realtors to send you leads

I have spoken in front of many real estate investor groups over the years. As I talked to  investors I was often asked, “how do you get real estate agents to give you the really good deals?”   Another nuance on this same question is, “why would a real estate agent pass a truly great deal on to you? Wouldn’t they take it for themselves?”

To respond to this question, I must first let you how real estate agents and brokers think. They think in terms of commissions. They are not thinking with the attitude of profit by investing themselves.

Now, there are always exceptions to this rule, but the  majority of real estate agents and brokers that you will find are looking for houses to list or buyers that are looking to buy right now so they can earn a commission from selling a house. They are rarely interested in buying an investment property for themselves and there are more deals than they could take themselves.

So, once we know that, we can focus on helping real estate agents get what they want so that we can get what we want. How do we get them to think of us when they have really great deals? We need to think of them first. Here’s how.

I don’t know how many times I’ve been sitting with some motivated sellers where the offer I was making to them did not quite fit… maybe my price was too low, maybe my terms were too long, maybe I was not offering them enough cash, maybe they thought the house was worth more than what it could be sold for quickly. It really does not matter; here’s how I handle it the overwhelming majority of the time.

Once they express to me that there is something about my offer that will not work for them and after I try to overcome their objection, if they still are not ready to accept my offer I tell them that the next best thing is to have the best real estate agent I know sell their house for them.

And here’s the part where you will have your real estate agent sending you (and only you) all the best deals… I then tell the seller that I’d like to have the best real estate agent I know work up a free sales comps for them and let them know what he could sell their house for. Then, I pick up my cell phone and call my real estate agent. Here’s about what I say (and right in front of the seller)…

Mr. Agent, I am sitting here with Mr. and Mrs. Seller and unfortunately what I can do for them just won’t work for their situation, but I just told them that you are the best agent I know locally that could actually sell their house for them quickly and for the most money. If it is alright with you, would you be kind enough to research what you think you could sell the house for quickly? Would you like to schedule a time to meet with them to show them what you can do?

Then, I pass the phone to the seller so that they can schedule a time to meet.

Do you see the power in doing this? What an amazing referral for both the seller and real estate agent!

And what is great about this for me is that I only get about 1 offer in about 10 accepted, so I am doing this 9 times for every deal I do get under contract.

Would an agent run comps for you if you are referring this many people to him? Yes.

Would an agent send you Christmas gifts if you are referring this many people to him? Yes.

Would an agent send you the best deals he could find if you are referring people to him in this way? Absolutely.

Do you know why? Because if he isn’t you’ll stop and he lose a ton of business. That’s how to get real estate agents to send you all their best deals.

 

 

 

 

 

10 Traditional Powerful Methods of Real Estate Lead Generation

Are you lacking in sources of good quality leads? Even tho I teach guerilla marketing, these traditional "old school" methods still work.

Here are the 11 most profitable o f these old school methods I’ve used  for lead generation

Sphere of Influence

Create a list of at least 100 people you know. Send out an introductory letter telling them about your service. Talk with each person at least every three months. Send them information of interest at planned intervals throughout the year. Consistently ask for and receive quality referrals. Remember, if each person you know also knows 100 people, well you get the idea.  ( Bird dogs, Private Money, )

Cold calling

Using cold calling effectively for sales lead generation requires five key ingredients. Target the market you are going to call. Know your objective (get an appointment, get a name). Have a memorized script. Smile. Be prepared for rejection. Have fun!   ( Motivated Sellers)

Knocking on doors

This method is much the same as cold calling. I used this very effectively in real estate. I used to knock on doors year round. Do you think people would remember someone who knocked on their door in the middle of winter?

(foreclosure marketing)

Farming

This is another technique that is used effectively in real estate and can be adapted to any product or service. Pick a market of 200 homes or businesses and become the only person they think of in regards to your product or service.   ( Pretty Home Selling  – Realtors Use this method still )

Seminars

Seminars are great for sales lead generation. People who attend your seminar have an interest in the information you are presenting and a need your service.   (Motivated Sellers, Hungy Home Buyers – Private lenders)

Mass mailing

Also known as direct marketing. Successful used of this method requires mailing a well written sales letter to a targeted mailing list.  (

Newspapers

Pay attention to the local news, business and announcements sections. Look for the people who get promoted, have babies, buy and sell homes and start up new businesses. There may be leads here for your product or service.

Email publications

Getting email addresses of past and current clients, your sphere of influence and any one else you come in contact with is a great way to keep in touch.

Hairstylist

Most everyone has a barber or hairstylist they use on a regular basis. When ever I’m in the chair the conversation covers a variety of topics.

Offer them a $1 for every card they pass out or motivate them even more by offering a percentage of the sale that result from their referral.

I’ve even picked up business myself while getting my haircut. Keep your ears and eyes open at all times.

Daily Contacts

Every day when you leave the house take twenty business cards with you and make it a point to give them away. That’s twenty cards times five work days. If you’re really ambitious, do it on Saturday and Sunday also.

When you’re looking to generate lots of quality sales leads the more lines you have in the water the more fish you’re apt to catch.

These are all effective methods of sales lead generation and should be used regularly.

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Lead Capture – How To Increase Your Conversion Rates – Part 4

“How To Really Make Your Lead Capture Page Sizzle”

Trust…  It can be the biggest killer on any lead generation campaign or it can be your best friend.  In order to really succeed with a lead capture page your prospects simply have to trust you and the message you put out…

How can you do develop trust with a lead capture page?   It’s really not that hard… The first thing we can do to spice up a lead capture page with a little more personal appeal is to put a picture of yourself on the lead capture page.

A nice warm picture, maybe you’re on vacation somewhere or just sitting at your desk at your home office.  It really doesn’t matter. We are just trying to attach a face to the page.

If you really want to take it a step further we could add an audio presentation as well.  A short 1 minute audio introducing yourself, your opportunity and letting them know how to proceed by directing them to fill out your form for more information either on the right, left, above or below wherever you may have placed it.

When a prospect lands on a lead capture page that showcases the individual alongside their product or opportunity it lets the prospect know that you aren’t afraid to share this with others and you are confident and believe in your opportunity.  Your confidence will rub off and the prospect will submit their contact information because they trust you and want to learn more about your offer.

When you phone a lead that has submitted through a more personal type page there is no mystery to them who will be calling.  They are actually expecting your call and to hear specifically from you!

This is about positioning…  As a prospect wouldn’t you like to see this personal approach more often?  Wouldn’t you like to deal with someone who has positioned themselves as a leader and someone you can trust?