How To Sell Your Houses Super Fast

Finding Unlimited Sources Of   Hungry Buyers With Money!

What I am going to teach you now will ensure that you will never have to worry about finding hungry buyers again.   It will not matter what niche of real estate investing.  Using the techniques I will teach you, will be constantly inundated with buyers – and you can do this for next to nothing!

I want to talk first about the attitude you want to approach every situation with. You must always create a win/win/win relationship by helping the buyer AND the seller make money.

The two basic types of deals we have taught you are:

1.) Houses That You Take Ownership Of

2.) Houses That You Will Assign for a Fee

(If you need to review this, RECAP LINK here)

 

The difference between these two techniques is only in regards to the residual income you will make.

Example #1:   If you are going to take ownership of the house via  Subject to, or a multiple mortgage (MM) then you are going to go for monthly income and a back end pay off on the equity.

Example # 2: If you just assign the deal to another investor or just take the down payment from a lease option tenant and hand everything over to the seller, you will not get the monthly income or the equity payoff.

We will be going into much detail about this later.

We have already learned previously about controlling houses, profiting from selling them and then buying them by taking ownership. But you only want to take ownership if you are going to make money every month and at least $10,000 on the back end when the house refinances. Otherwise you are still going to do the deal, help the folks involved, and make money, but you are going to do it a little differently.

Let’s go through the first type.

1.) Houses You Take Ownership Of

The priority action is to find a lease option tenant for the home. You are aiming to get someone to pay at least $3-$5k down and start making the monthly payments. Your profit will come from not only the down payment, but the monthly income and the purchase price your lease option tenant refinances the home for.

This is very easy to do if the house is empty or vacant.  When the house is still occupied then you are going to have to schedule showings.

Whatever the situation, you need to do is get access to the house.  The best way is to simply get a lockbox, put the key for the house in the box, then hang the lockbox on the front door. (You can get a lockbox for about 30 dollars from Home Depot OR a Realtor will let you use theirs which I will explain later.)

The next step is to put a BANNER in the yard. The banner in the yard moves houses and also helps drive people to look at the creative financing special back to your website.

How To Talk To Buyers

Ideally you will be using your website to qualify buyers, or your virtual assistant to follow up with your prospect.   However, when you do speak with a buyer you NEED to ask them a few questions to qualify them before you let them see the house. The people that call you will fall into a few categories and you want to know which ones they fall into as quickly as possible.

1.) They Have Money And/Or Good Credit (Will qualify for a loan)

2.) They Have Money And Bad Credit (Will not qualify for a loan)

3.) They Have No Money And Bad Credit

There are opportunities to work with each type of buyer but sorting them quickly will allow you to optimize your time and provide them the best solution fast.

Here is a sample script that will help you qualify quickly:

Q: “We are seeking buyers not renters, do you want to rent or buy?”

This question establishing that there is a difference. I always do iterate to them that I don’t care how bad their credit is because I can still get them into their ideal home.  The main thing you want to get an understanding of is the fact that they WANT TO BUY!!

Q: “Do you have any credit problems?”

Let them know that you can tell them in less than 24 hours you can find out exactly what they will qualify for.   If they don’t know then you can pre-qualify by asking:

  • Have you been making on time payments for the last year or two?
  • Any bankruptcies have been discharged for two years?
  • Have had the same job or line of work for two years?

Just asking these basic questions will tell you if it is a waste of your time trying to get them approved for a loan or not. If their credit seems to be “worthy” and they could qualify for a loan then you get them to a lender, I will explain the best way to do this later.

Q: “Have you done a Lease Purchase before? Do you understand how it works?”

This is basically a leading question to see if they have money or not, or if they have credit issues. Their answer will let you know whether or not they understand how this works.  If they don’t understand this then you can explain how they will need a down payment, while making onetime monthly payments, and then refinance the home for the agreed upon purchase price.  You can give them a brief overview, either way you want to get to the down payment aspect.

Q: “How much money would you have for a down payment if you found the right home?”

You need to stay in control.   Don’t let them ask you how much the down payment is ever!   (They probably have access to more)  Always ask them how much they have.   The minimum amount you want to hear is $3,000.00  If their answer is anything less then you tell them that the minimum down payment is $3,000 and ask if that would be a problem.

The purposes of finding how much money they have is to help you create a better deal for them.  You can adjust their payments and the purchase price. You will be rewarding them and giving them back much more than they are paying you.

Q: “How soon do you want to move?”

Prioritize your efforts!  If they don’t want to move now then you can still keep them on your list and explain that your inventory changes every week so when they are ready they need to let you know.

Q: “What type of home are you looking for?”

You want to know exactly what they want, you want to know where they want to be, how big the home should be, the school systems, etc. the more specific you get the better.

I always follow up with probing questions:

  • “If I can find you that home, how much money would you have for a down payment?”
  • “How much do you want to spend a month?”

You want to know where they want their monthly payments to be so that you can find a deal accordingly.

You have to keep track of every buyer that calls you as you want to know what they want, where they want it and how much they are willing to pay for it. This is why I love the bonus internet system we provide.  The customer management system is awesome for collecting this information.   This information is priceless.  You can automate the follow-up and make sure they know that they need to do to work with you. Always make sure your follow up messages give them compelling enough reasons to work with you and they WILL work with you.

Now that we have our buyers list and know where they fall into the segments let’s examine each type and how we can make money with them.

1.) They Have Money And / Or Good Credit (Will qualify for a loan)

If they have money for a down payment, starting with $3,000-$5,000 down, you want to get them a home immediately. If they have good credit as well you send them to a lender.  If it doesn’t look like they are going to qualify that is not a problem because you will still be able to get them into something using their money.

2.) They Have Money and Bad Credit (Will not qualify for a loan)

Whenever they have money (at least $3,000) you want to get them into a house immediately.  Find out what they want and then you keep them on your email list and mail to them until they buy!

If you don’t have any houses at this point for your buyers with money, I suggest that you offer these potential buyers the “Sunday Dream Drive” option!   You tell them to go on a drive and find any home they want to live in.  You want them to give you a list of 10 homes they think they can afford and are willing to pay the down payment for.  It doesn’t matter if this home is listed with a Realtor, for rent, FSBO, it doesn’t matter.

You want to put a deadline on this and you also want to use the word “qualify”, here is an example.

“I can probably get you into your ideal home but I am going to need you to get a list of some homes that are perfect for you.  It doesn’t matter where the house is or whether it is listed with a Realtor, for rent, for sale by owner, whatever, it doesn’t matter. Just get me a list of about 10 homes that you want to get into and you want to put five grand down (or whatever their amount is) on.  Then I will go through the list and see if they qualify for my program. If you send me 10 homes I can usually get you into at least one, so make sure any one of the homes will work for you. So can you come up with a list of 10 perfect homes? I will need it in the next day or two…”

You said the word “qualify” meaning that you will qualify the homes and the sellers to see if your lease program will work. This is an awesome way to get buyers into homes immediately. Plus you are providing them with a huge value by getting them into a home they love. You are the “rainmaker” for these people. You are telling people that you are able to help them when nobody can by getting into their ideal home.

3.) They Have No Money and Bad Credit

These people we are not able to help NOW, but you want to suggest to them to rent awhile longer. This will allow them to save up money and work on their credit at the same time.   Let them know to come back to you when they are ready.

Every time you talk to a buyer you want to keep them on your emailing list, they need to hear from you every 7-10 days. You can go to www.infacta.com and download a free Groupmail program that allows for this kind of emailing capabilities.

Every buyer you talk to should hear from you regularly because as long as they are serious about buying a home they will come to you if you convey the value in doing so.

The fortune is in the follow-up!

Now, lets return to the topic at hand….

1.) Houses That You Are Going To Take Ownership Of :

We previously said the immediate step was to get access to the house and put a banner in the yard, you now want to send an email to everybody letting them know that a new deal has become available.

Your phone is going to start ringing…  You better have you system in place!   Your choices are

1. Voice Automation

2.  Virtual Assistant

3.  Answer the phone yourself… however, you still want to use voice mail initially.

Here is my voicemail trick that makes a real difference…

RECORD A DEADLINE on the voicemail.

Make it clear that you will get back to them “within 2 hours at the very latest” !! (at least until you have too much business to handle )

In my marketing and testing for over 6 years, it has shown me that when I put a definite “deadline” on my voicemail explaining how long it will take me to get back to them, people leave me a message.

Arranging Access to the House

After you ask them when they want to see it, you give them the code for the lockbox and tell them to call you as they are leaving so you can walk them through closing it because it is “tricky” and you won’t be there until later and you want to make sure it gets locked up.

You can tell them to take their time but add “So I will talk to you as you are leaving…”

This way they know to call you. This second conversation as they are leaving does a few things…

First they are much less likely to tear the place up knowing that they are going to have to talk to you, as long as you do this my way this will never be a problem, with your buyers or sellers.

Second, you must make sure the key and lockbox are back in place for the next call, and judging by the time they take to call you back you will know how well the showing went. Thirdly this will give you time to find out what else you have in that area that fits their criteria. As you will soon see I will show you how to get swamped with deals, but you always want to be able to access them from a notebook, a folder, a file on your computer, etc. this way in a moment’s notice you can tell anybody what you have and where you have it.

Another reason for the second call is that you can find out what they thought of the home this will also give you a chance to mention the “Dream Drive” Program. So even if you can’t come up with a home for them right now you can still work with them.

So that is how you show homes without getting off your bum!!!

Now you have a whole new set of items to deal with once your buyer wants to buy the home. Before I get into that let’s talk about the other type of houses that you will be buying and controlling but not taking ownership of.


2.)
Houses You Are Taking an Assignment Fee or Down Payment for:

These are houses you are not going to take ownership of.  You are simply going to make a one-time profit from finding an investor to pay you and take the deal over or you find a lease option tenant and take the down payment.

In this example, we will not be talking about Cash deals as we have learned those earlier.

The other  types of deals I am going to teach you how to make money doing are “for rents” or landlords, listed homes on the MLS that are “lease options”, FSBO’s who need help, sellers that are upside down, sellers whose homes you don’t want, other investors who need help, the list goes on and on.

There are many of these types of deals and they can be very profitable. There are many ways to make money out of leads that don’t look profitable on the surface, but with a little creative thinking, you can make lots of profit.

When you get leads for a house like this where you are simply finding a lease option tenant and taking the down payment you are going to proceed pretty much the exact same way as if you were going to buy the home and take ownership yourself.

Again, you will need access to the house and a sign in the yard.  If there is one always, put up YOURS too because you will get more calls, and you want to go to your list and present the deal.

You will talk to the buyers the same way, you qualify them the exact same way, you deal with them the exact same way. If the house is not vacant then you will have to talk to the seller to schedule a time. You need to explain the importance of getting people to view the house immediately to the seller.

This is also why you want to qualify the buyers that call you so that you don’t show your houses to unqualified buyers.  This is all quite similar to selling the homes that you are going to take ownership of, so where is the difference?

The difference comes when your buyer is ready to buy.

If you are taking ownership of the house yourself you have the lease option tenant meet you with a certified check, never take personal or business checks because they can take up to six weeks to bounce, and then you fill out the lease agreement and the Option To Purchase with them.

Then you take ownership from the seller using whatever method you agreed upon.

This can all be done within an hour of the buyer saying “I want it!”

Now, if you are moving a house and just take the down payment…

You have the owner sign half of the lease agreement and the buyer the other, you use the sales disclosure so everybody knows what is going on, and you use the Purchase Agreement that makes you a principal in the transaction.

You want to make sure you are the principal in the transaction, because you need a real estate license to represent somebody in a transaction so you only want to represent yourself.

You do this by being the principal and assigning your interest.

You must use the Purchase Agreement to document your rights to and control of the home and then the lease agreement and the Option To Purchase as if it was you closing the deal except it is for somebody else.

If your buyer or seller wants to use their own documents let them.

Do you see the difference there? If you are going to take ownership then the buyer deals directly with you, if not then you hand everything off to the seller except the down payment.  Everybody knows what is going on with the “further conditions” in the Purchase Agreement and your assignment forms and disclosures.

Make sense?

So now you know how to close these deals, talk to buyers, work with buyers, get them on your email list, etc. Now it is time to find buyers.

How To Find an UNLIMITED Amount of HUNGRY Buyers

 

Your marketing techniques are going to be dependent on your budget. You don’t need to resort to guerilla marketing with signs, flyers, etc. but you can and it will pay off for you.

One great way to get buyers is by using an ugly neon yellow signs or banner.  You want to put this sign in yards and/or by stop signs and busy intersections. This sign is going to stand out and you will almost always get calls on this type of sign,

NOTE…  You can always find the home after finding the buyer, so there is no reason not to start your marketing today.

The other method we will talk about here is online classified ads. When you run ads you will want to test, test, test. But remember these buyer ads will almost always outdo your ads for sellers, but it won’t really be that big of a problem because you will be able to work backwards and reverse engineer the process to make it work either way.

Here are some proven ads that will get your phone ringing.

7 Rent To Own Homes

No Qual. “You Can Move In Today!”

Call  866- 213-8654  24 hrs.

www.easybuyahome.com

This ad will normally bring you people with credit problems, they may or may not have money to put down but they usually won’t qualify for a loan.   The key here with these ads is to use “You Can Move In Today” because that will qualify everybody that calls so at least know these people would like to move right now. The “quotes” help separate this from the rest of the ad. I prefer to drive people to the website to help sort the people.  If you get too many calls and not enough buyers with money you can qualify the ad and run one like this…

7 Rent To Own Homes

No Qual. “You Can Move In Today”

3% down. Call Tom 888 123 2213

Www.easybuyahome.com

This ad will usually get less response but your buyers will usually have some money down. You can use 1% instead and test that. The key here is to qualify the ad so you get people calling you with money. Some of these buyers will be able to qualify.

Here is another type of ad…

FREE LIST of 14 Rent To Buy Homes.

All Areas, No Qual.
“You Can Move In Today!”

Call  Tom 800 123 1234
www.EasyBuyAHome.com

This will get you responses all across the board. You should also TEST it by adding 1% or 3% down. These buyers will usually have credit issues and not be able to qualify.

When you run the ad you can run it in the generic “real estate housing” section or a particular section of the paper, like the “north” or “south” side if you are trying to focus.

If you know one area is hotter than the other you can run the add in that section.

Another excellent source of buyers is the Realtor you are dealing with. We cover building your “dream team” in the 30 day marketing plan. Realtors can send you buyers they come across that don’t qualify. Lenders are another source of leads. Remember the lender is also making money with you so it is in their best interest to keep you happy. Don’t forget the property management company either.  All in all you should have no problem getting several hundred buyers a week when you implement these models properly.

So to recap…

You want to qualify your buyers and get them into the proper categories, if they have money find them something they love and get them into it, if they qualify get the Realtor and the lender working on it as well, if nothing else have the property manager get them into a rental.  Always find out what the buyer wants, what their ideal home is, never mention the down payment until they tell you how much they have. Once you know what they want and how much they are willing to pay for it you are sitting on a check.

It is your duty as a Rainmaker to make it happen for them, provide them incredible value, and make money doing it.