Words of Wisdom

I ran an ad in one of the smaller newspaper publications. It started running on April 19, 2009 and ran for 30 days. Overall, the ad resulted in 78 phone calls. Out of those 78 phone calls, I was able to collect information from 38 of these buyers regarding their contact info (including email address), their monthly payment budget, how much they have for a down payment, and what they’re looking for in a house.

The prospects are driven to a phone number where a live person answers (between 9 am and 5 pm), or a recorded message (after hours) telling them to leave me their name, phone # and email address.

Once they do this, I add them to my buyers database and begin marketing to them, sending them to my website so they can check out the homes that I have for sale.

Below is a screenshot of my actual email inbox, showing you only a list of the people that have left messages after hours. (Click on the image to see it larger).

This ad really did the trick!! I have 38 more people to sell my houses to, and it only cost me about $2.00 per lead. I think I’ll run that ad again………

Here’s what my ad said:

“OWNER FINANCING

THREE NICE HOMES TO CHOOSE FROM

24 HOUR RECORDED MESSAGE

(904) 555-5555 ”

Of course, the ad has my real phone number for buyers.  I chose a smaller publication newspaper to keep my marketing cost low.  I I had run this same ad in the Florida Times Union, it would have cost me nearly $500 for a month. Instead, I only paid about $80.  Not too shabby…… Now I gotta go…Ive got to get to work on selling some of these houses I have for sale!!

Dear Newbies,

I know the TV and the Newspapers have got you thinking that this is the worst real estate market that you’ll ever see. if you don’t quit watching that crap, you’re going to self combust. There are too many people doing deals right now in today’s market, including myself, and you can do the same thing!! You have to know how to market for these properties, and more specifically, you have to know how to price and sell them quickly.

Fear can overcome your entire being when it comes time to make a decision about getting started in real estate. Coaching can be expensive, and some of these coaches can even make you feel left out in the cold. They’re too busy to take the time with you that you need, and you may never get a deal done. I’m not calling any names out, because there are some really great coaches out there, but some may just want your credit card number.

I’m ready to help some newbies out!! I’m ready to be the one who can help you make it happen. Here’s the deal:

For a LIMITED number of people(5) , I will be your real estate coach/mentor. I will help you get through the hardest part (your first deal), and see to it that you make a big check. Once you get through the first one, the rest will be a piece of cake. I’ll be there to help you overcome your fear and make sure you’re doing and saying all of the right things to your sellers, Realtors, buyers, etc.

I know I will get a huge response from people who want to get on board with me today, so please, please understand that I can’t take everyone under my wing. I am a pretty busy lady, and have a full planner page. I’m going to squeeze my calendar and make time for you!! I want you to do a deal, so I’m going to see to it that it happens for you.

Here’s the scoop on the partnership:

1. You must have some training under your belt and know the technical part of doing a deal. You don’t have to know everything, but some basic knowledge about how creative real estate works is certainly a must.
2. You must be willing to pay for at least 1,000 yellow letters and a mailing list. That is your investment into this deal to show me that you are serious about becoming a real estate investor and being in business for yourself.
3. You need to be open to suggestion and follow the advice that I give you when it comes to deal analysis, making offers, and selling the property. You will also do all of the talking to the seller (of course I’ll tell you what to say and how to say it). If it gets to a point where you need for me to step in, I will, but I want you to get used to doing it on your own (or you’ll always be afraid to do it).
4. We will split the profit on the deal 50/50 at closing (we will sign a partnership agreement for one time transaction agreeing to this).
5. You will provide me with a recorded/video testimonial once the deal closes explaining how I was able to help you and how much money you made on the deal.
6. You will pay me a one time fee in advance of $1,000.00 (that’s it) for my time.  It doesn’t matter how much time it takes me to get you through your first deal, that’s how much of my time you’re buying.  My time is valuable, it’s just not Free………

MAKE SURE YOU READ AND AGREE TO THE ABOVE TERMS BEFORE FILLING OUT THIS FORM!!

Here’s what I’ll contribute:

1. My time and knowledge making sure you know how to pre-screen sellers, how to select the deals that make sense, what to do with the deals that don’t, etc.
2. Walking you through the entire process of getting a deal under contract all the way to closing. This will include marketing, taking calls, making appointments, your presentation, negotiating, signing paperwork, marketing to sell, finding buyer, and closing on the transaction. If it’s a short sale, I’ll help you with that, as well.
3. Being your motivation and your “security blanket” until you get through the deal.

If this sounds like something you’re interested in, you’re going to need to reply in a quick like fashion. I really only have the time to commit for 5 people. That’s it. So if you’re interested, don’t procrastinate!! Fill out the form below and I will be in touch with you shortly. Remember, I’m only taking 5 students, so don’t be upset if I don’t choose you.

Are you struggling with your bank account, but still determined to get started in the real estate business?  I totally understand where you’re coming from!  It’s not easy trying to juggle around all of the expenses that are associated with starting in the real estate business.  After all, you have education and training, travel, hotels, business cards, websites, marketing campaigns, and now answering services.  Gheez….You’d think this is a real business or something. (Who’da thunk it?)

Well, this one is for the aspiring young investors out there who need an inexpensive way to get their calls from sellers answered.  Good luck!!!!

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Sample Craigslist Ad:

I need someone to answer and pre-screen my calls. These calls are coming in as a result of direct marketing efforts to owners of real estate that are in unique situations (foreclosure,divorce, bankruptcy, probate, etc).

Your job will be to answer the call, and ask them a series of questions that will be provided to you by me.  I will pay you $1.00 per call for each pre-screening form that you turn in to me (that is completed) , and $.50 for each call /message that is turned in (or partially complete).

This can be done from your home, but I do need someone who can take calls on the “fly” – and maintain a professional sound to the caller (no TV, dogs, or other noises in the background).  I will forward my own number to you so that you can take the calls.  I will pay you once per week on Fridays – either via PayPal or check (your choice).

Reply to my ad if interested. I will call you to do a a phone interview and a “test run”.

Discover how to talk to sellers of real estate, and find out how to discover the Motivation Trigger Words that always indicate motivation. Save a great amount of time and money by listening to this podcast and using the tips and techniques that are outlined in this podcast!

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One of the most important things that you can use to present yourself to a seller (or buyer) of real estate is credibility. You can talk all you want about how smart, proficient, professional, and helpful you are, but the person you’re talking to may still be reluctant to do business with you.

That is why I want you to start getting testimonials from your clients and start using them in your presentations! There is nothing quite as powerful as the spoken testimonial from someone who has used your services and is pleased. When they are willing to write a testimonial on paper and allow you to share it with your potential clients, that is a powerful recommendation.

Even better than written testimonials are video testimonials. These days, everyone should have a website (or at least a laptop computer). You can easily capture testimonials on video and post them right to your website – or you can keep them on your hard drive and play them for your potential clients during your presentation. This technique will close some deals for you without you having to say another single word.

Here’s what I do: Just as soon as I’ve agreed to terms with the seller or buyer, and the contract has been signed, I pull out my checklist to make sure that everything has been completed. Contract, signatures, email addresses collected, all of that technical stuff. Then I ask the seller, “Have you been happy with the service that I’ve provided”? They have 100% always said “Yes, of course!” I then say “Well, then you wouldn’t mind giving me about 15 or 20 seconds of video that I can use on my website, would you?”

I carry The Flip Video in my bag with me at all times when I’m on an appointment. Then I pull it out and tell them “When the red light comes on, just tell me your name, and how I was able to help you in this transaction”. Then I hold the camera up and hit the Record button.

I have never had anyone tell me “No” to this. Sometimes they are a little nervous because it’s the “camera in their face” syndrome, but with a little help from me about what to say, they get through it with no problem. And then BAM! I’ve got a video testimonial that I can use on my website and in my credibility kit for life.

Check out just a few of the video testimonials that I’ve captured on video:

NOTE: This blog entry is only for fun!  Don’t take it too seriously. Thanks………(Continue reading now)

1.  “Did you just wake up or did you forget to brush your teeth”?

2.  “Ooh, is that an onion I smell?”

3.  “Did you buy your house in this condition or did you tear it up by yourself?

4.  “Quit talking and just sign my contract”.

5.  “I just started in this business and have no idea what I’m going to do with your house”.

6.  “How did your neighbors put up with these dogs?”

7.  “How long has that pork chop been sitting on the kitchen sink?

8.  “Have you ever heard of a vacuum cleaner”

9.  “They sell these little things in the store called roach motels.  They work great. You should buy some.”

10.  “Could you please go put on some clothes?”

Note: The Top 10 list is for entertainment purposes only. Sometimes is does good to lighten up a little.  You’ll see more Top 10 lists coming, no doubt!! Feel free to leave comments with MORE THINGS NOT to say to a seller. Contributions were made available by real people who deal with real people like this! (so there is honesty in humor)……Have a good one!

Start your own business, and soon enough, you find yourself in a situation where there are many things you want to say, all of them unprintable.

It happens to every entrepreneur – a moment of extreme challenge that causes you to wonder why you started the real estate business in the first place. I’ve had my share of those moments since starting real estate investing in 1999.

I started to think about all the moments of extreme challenge I left behind when I decided I no longer wanted to be somebody else’s employee.

That got me thinking about what really matters to me as an entrepreneur and I came up with these six “F” words (and no, it’s not what you’re thinking). They’ve done the job for me so far, keeping me rooted, married and talking to my kids while we build a successful business. I hope they have the same effect for you.

1. Faith: I’m not a street corner preacher, but I have a deep and abiding faith that starting and managing my own business is what I was meant to do in life. I also have a strong faith that I’ve been given the tools to do the job – even in a moment of extreme challenge. Without faith in yourself, in your business and in your purpose, how can you succeed as an entrepreneur?

2. Family: My husband and children are the most important people in my life. Starting my business has enabled me to put them at the center of my life, where they belong. Oh yes, I work long and hard, but today, it’s with a clear purpose. The generations of entrepreneurs who built this country understood this principle. Their businesses often bore the family name, and generations of people who were born, lived and died together managed to build great businesses together.

3. Friends: Fortune 500 companies have boards of directors. Entrepreneurs have friends. When no one else will listen, friends will. When others fail to see the beauty of the product or solution, friends will. And when no one else will talk straight to you about a dumb business move, friends will. And they won’t send you a bill.

4. Focus: It’s nice to say you’re an entrepreneur, that you are your own boss. But do you have the commitment to turn that idea into true success? The ultimate measure is your ability not only to set a goal, but stick with it, despite those moments of extreme challenge. You may have to change course along the way, but like a good sailor, you focus, keeping your business pointed to the right shore.

5. Finances: Let’s face it – most of us strike out as entrepreneurs because we believe we can improve our financial situation. I know I have not missed the constraining limits and minuscule salary increases of corporate America. How much do I want to make this year? There is only one answer: How hard am I willing to work? And there is only one reason to ask that question: to make good on my commitment to all the “F” words that rank ahead of money on my list.

6. Freedom: This may be the greatest gift of entrepreneurship. But it is the one that comes only after you can act on all the other “F” words in your entrepreneurial vocabulary. So many entrepreneurs strike out to find success, which they define as freedom from all the things they hated about working for someone else. Unfortunately for these folks, they lack a true entrepreneurial vision – they’re merely running away from something. True entrepreneurial freedom comes from a vision that encompasses what’s really important to you.

Are these the only “F” words an entrepreneur needs to know? Obviously not. But in moments of extreme challenge, remembering these “F” words may help you weather a moment of extreme challenge without resorting to the unprintable variety. And if you’re like me, they may also help you remember why you started the business in the first place.

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