Rant – Part II: The Answer Isn't More...

Did you know that you’re not actually in the investing business?

Yep, it’s true. We’re actually in the business of marketing.

And if you’ve been struggling in your business, this could be the very reason.

See, as I covered in my previous lesson, in this mini-series, I’m going over 5 things you need to focus on to gain some traction in your business so you can do more consistent deals.

In Part I, we talked about how if you’re not seeing results and profits from wholesaling, you’re probably focusing your time and energy on the wrong things. My first tip was twofold: (i) stop everything else you’re doing and focus on creating a solid list of truly motivated sellers, and (ii) you must believe in yourself and conduct everything you do with a positive attitude.

Without positivity and seller leads, you have no business.

And how you get those seller leads brings us to today’s tip #2…

REI is a marketing business

You find those sellers through marketing.

You need to start marketing – right now, today, this instant. No, really, I’m serious.

Golden Tip: You’ve got to being marketing to motivated sellers daily.

Most people SUCK at marketing. I know I sure did when I first started. Heck, I sucked at it for a long time. I simply didn't know what I didn't know.

But, don't beat yourself up. You don't know what you don't know.

But now you know. (LOL)

I'm going to rip the band aid off and tell you there is a very good chance that you suck at marketing! :-)

Luckily for you, I’m going to help you become a warrior in this area. And you need to be or you will never make it.

Couple of questions first:

Do you think you are good at marketing?
How long have you been relentlessly marketing your services?
Do people in your area know about your solution that you and your partners have to buy their house?
Would you do business with YOU if you came across your marketing?

If any of this scares you. Don't let the fear creep in. I'm going to show you how to do this in a very relaxed way. There is no need to pressure people or to be uncool. But, of course, sellers need to know about you.

mkt You can do this even if you are a shy introvert. Remember what I said in Part I about belief? You gotta have faith.

Stick with me. Don't let those negative thoughts creep in.

And just like this series’ title, the answer isn’t more work…

Golden Tip: You need to be marketing to sellers where they already are. (I'm going to show you how to do this later. No reason to reinvent the wheel.)

Zig zag

To standout from all the marketing competition, I say we zig when everyone else zags.

Golden Tip: With marketing, it’s generally a good idea to do the opposite of what everyone else is doing.

Let me ask you… are you sending out yellow letters or postcards to absentee owners and not getting results?

This is what most people learn from seminars, and then they just go do what everyone else is doing.

So the single most important thing you can do to begin getting results is to become better at marketing. Thankfully, this is skill that you can learn. If you are willing to.

Are you willing to learn this skill? To put in the work?

Golden Tip: Start reading every book you can find on direct response marketing and copywriting. Do this, and a year from now you will be one of the most successful investors in your area.

The main ways you will market to motivated sellers is to send them letters, email, call and text them. This can also be done through video, in a newspaper, on a sign, a bench or an online ad.

Golden Tip: People need to first know about the service and solution you offer. But remember to keep it about THEM. Not you. They don't care about YOU. They care about their problem and your ability to solve it. So speak to their pain point.

Let them know you and your partners are interested in making an offer on their house. A cash, as-is, direct offer on their house. At a fair price.

quote Your entire target market needs to get the message and know that YOU (and your partners/buyers) buy houses with CASH… that you do not need a loan… that you cover all the closing costs… that there are no Realtor fees… and that you can close quickly.

Let them know that you always do your due diligence and that you are not some crummy investor who is going to low ball them.

And, we want to stay in front of them and top of their minds often, because most people will want retail prices or simply aren't motivated enough - yet.

Follow up is very important.

When my students begin crushing it, I ask them what changed after months of no results. They usually tell me 2 things:

They took on a new positive attitude
They began following up like crazy

Simply put, now they’re positive people with belief in themselves, and they do wayyy more follow up.

You have to follow up on your all your calls, emails, letters and on every offer you make.

Golden Tip: Make a commitment that NO ONE is going to follow up more than you do. That sellers are going to have you TOP of MIND and they are going to know about you. You don't have to do this in a uncool way. Very simple check-ins are all you need.

effort So before you do anything else in your business, your objective is to first get the leads in front of you.

And you do this with a positive mindset and through marketing.

No leads?

Then you are not marketing or you are not very good at it. Or you are simply not following up enough or in a cool enough way. Again, these are all things I am determined to help you get better at.

The key to being a successful wholesaler and real estate investor is understanding that first and foremost you are a marketer and you must believe in yourself!

Next time

Okay, in my next lesson in this series, we’ll switch gears a bit and talk about making offers. Good stuff still to come. See you then.

Do you believe in yourself?

How do you stay positive? Share how you maintain a positive mindset in the comments section below.

Say daily affirmations; take 5 minutes out of your day to be thankful; read books with positive messages – whatever you need to do to maintain a positive mindset.

Conduct your investing like a marketer – you are in the marketing business.

Market daily.

Follow up with every seller lead.