Marketing is crucial to a strong, healthy, successful investing business. It doesn’t matter if you’re doing postcards, yellow letters, direct mail or ads — whatever method you choose — none will be effectual if you’re not conveying the right message.
Hey Moguls, Jamel Gibbs back with you again, and in this lesson, we’re going to be taking a close look at the 5 points that you want all your marketing to convey. If you are not emphasizing these 5 strong messages, it’s possible you could miss out on pulling in those motivated sellers that you need for your deals.
If your marketing has been falling flat, perhaps this lesson will pinpoint why that’s happening.
Always remember, if your phone is not ringing — if the motivated sellers are not contacting you — then you’re really not in business. Check out these 5 points, then review your marketing to ensure that you’re using all 5.
1. Pay Cash
Think for a moment about the circumstances in which a motivated seller might find himself or herself...
Many are in a desperate situation and they want to sell as quickly as possible. Your strongest message to that seller is that you are on the scene to put cash in their hands.
Cash is king – and it speaks volumes to that desperate homeowner. This means your readiness to pay cash should be the foremost message in all your marketing.
2. Close Quickly
Again, because of their desperate situation, a motivated seller is nearly always in a hurry to get this deal closed and over with. This means the 2nd strong point in your advertising should be that you can close quickly.
It’s one thing to offer to take their house (which has now become their problem) off their hands, it’s yet another to offer to get it done quickly.
You are the problem-solver in their world, and you can solve their problem in a hurry.
3. No Closing Costs
The motivated sellers that you are attracting with your marketing are nearly always strapped for cash. That’s why they’re in this desperate situation.
The 3rd point to emphasize in your marketing message is that you will pay all the closing costs. To many, this is like a dream come true… their only other alternative at this point may be to just walk away and take the hit of a foreclosure.
But now you’ve come along and you let them know they will have no need of out-of-pocket expenditures for the closing. This makes them even more willing to work with you on terms or a deep discount.
They are happy to let you take the problem off their hands, and you end up with cash in your pocket.
4. Buy As-Is
Because this seller is cash-strapped, there’s no way they can make the needed repairs that would even allow them to put the house on the market. This is another huge stumbling block for this person.
Now you come along and let them know they don’t have to worry about making any repairs. No painting, no carpet cleaning, no landscaping — nothing.
You’re ready and willing to take the house just as it is. Yet another reason why they are willing to work with you on a discount or on really good terms.
5. No Realtor Fees
What other expense is keeping this seller from selling the house on the market? It’s the Realtor fees.
If they’re already behind on their payments, what Realtor is going to want to take on the deal? And even if they did, this homeowner would be unable to afford the 6% fees.
So, the next strong point in your marketing message is that there will be no Realtor fees. You will quickly let them know that you’re not coming to them as a Realtor, but as a buyer for their property.
They’ll be happy to know that they will not have to list their house and then wait for weeks for some action to take place. You’re not there to list the house, but to buy the house.
Draw the Attention of Motivated Sellers
When you are careful to implement all 5 key points in your marketing message, you will be much more likely to draw the attention of many motivated sellers.
You can…
-
Pay cash
-
Close quickly
-
Pay their closing costs
-
Buy the house as is
-
Help them avoid Realtor fees
That’s a winner for sellers who find themselves in a desperate situation, and this is how you drive motivated sellers to your business.
As you begin to use this marketing strategy, you’ll find you’ll be getting more leads, you’ll be closing more deals and you’ll be making more money. Your business will grow exponentially.
Your Turn
Which of these marketing messages have you inadvertently omitted? We love hearing back from you in the comments section below.
Always think about the seller’s circumstances — their needs.
Address those needs in your marketing message.
Include all 5 points in all marketing materials.
Jamel Gibbs
is also a mentor for other real estate investors helping them to achieve their goals. He is the owner of Mill Street Properties LLC and he invests in real estate all over the United States. Jamel's skills and drive were the winning combination to develop his efforts into a repeatable system. This system is now making him as well as many others tons of money.