BEST KEPT SECRETS TO GET MORE MOTIVATED SELLERS CONTACTING YOU KATHY KENNEBROOK
Marketing to sellers is also a numbers’ game. The more motivated sellers you are able to locate, the more motivated sellers you will have contacting you, and the more opportunities you’ ll have to make good deals. The secret is in learning how to find the truly motivated sellers.
Whom exactly are you going to be marketing to? Motivation comes in many forms. Sellers need to sell for a variety of reasons. Some reasons have to do with the sellers themselves, such as age, health status, job situations, personal situations, financial difficulties, change in family size or change in marital status.
Other reasons might have to do with the property itself, such as an estate, a property that needs too much work, or a property that has been vacant for a significant period of time. This would also include land lords who have simply had enough of tenants damaging their properties over and over again.
So how do you find these sellers and how should you market to them? The best way I’ ve found to do this is by using at least three to five different marketing strategies at all times. One of the multipronged marketing approaches is the proper use of direct mail to reach these very motivated sellers. You always want to be reaching your market in a variety of different ways to draw the highest number of motivated sellers to you.
The BIG secret to effective direct mail campaigns is to use them over and over to the same potential sellers. As you will quickly discover, given time, almost every potential sellers’ circumstances change and make them more ready to sell.
I also find that these mailings are very residual. These potential sellers will hold onto your direct mail pieces until their circumstances dictate that they contact you, especially since they probably have not had any contact from anyone else, because usually their properties are not being actively marketed.
Since they are not being actively marketed, there is virtually no competition for these deals. And … if you take the time to actively follow up with your direct mail campaigns and with your sellers, these sellers will contact you first when they need to sell, even if they have been contacted by someone else in the meantime.
This makes it even easier for you to make a good deal. In addition, during the time you have been mailing sequentially to these potential sellers, you continue to build credibility with them. This will give you a significant advantage over your competition, since these sellers feel they already have a“ relationship” with you.
The biggest part of the secret is to find the sellers who really want to sell. I use different direct mail campaigns to successfully locate several types of