We Are GaREIA Jan/Feb 2015 | Page 12

Have you ever wondered why some investors have more deals coming in than they can handle while others struggle to pay the bills? If you're struggling in this business, it's one of two things...

- You're NOT properly educated in the 5 profit centers of real estate investing.

- You're not marketing your real estate business properly.

The biggest mistake you can do is to market your business like everyone else. What do I mean by that?

You have to create a unique selling proposition that allows you to stand apart from the "We Buy Houses" ads signs and letters. I'm not going to sit here and tell you that using the ‘we buy houses’ ads, signs and letters doesn't work, because they do to a certain extent.

I'll also tell you that by lumping yourself along with a hundred other ‘we buy houses’ ads, signs and letters is a wasteful expense of your marketing dollar. Your marketing must be unique in a way that stands out among all the other copycat marketers. How would you feel if you received four letters that basically said the same thing? How would you determine whom to call? How about if you received four letters that were basically the same and then received a fifth that was completely different? Which one would stand out and have staying power?

If you never want to worry about competition again, you must come up with a good reason for why a seller or buyer would want to deal with you over every other option available to them.

It's what we call a U.S.P. (Unique Selling Proposition)

Sellers want to know what's in it for them; not how good you think you are or how special your service is over everyone else.

So here are the 7 basic secrets to creating marketing that gets results:

1- Start with a powerful headline. The headline must be a benefit to the reader in order for the reader to want to continue to read. Otherwise your marketing dollar just went into the circular file. (Garbage Can)

2- Make it personalized. Your letters should all be personalized. Personalized letters pull 3%-5% better than a letter not personalized.

3- State the problem and agitate the reader. This way they feel a strong need for what it is you're offering.

4- Create a solution to their specific problem with benefits of how you can help. Try to create vivid word pictures that appeal to the senses. This is also known as an Irresistible Offer.

5- Have a call to action. What do you want the reader to do? Call this number, go to this website, or fax in your information to this number. Make sure your call to action is precise and crystal clear.

6- Include a P.S in every letter or postcard. The P.S. is the first thing most people read when they look at a letter or a postcard. The P.S. should also re-state the benefits to the reader.

7- Have a deadline in your letters and postcards as well. A deadline gives the reader a reason to act NOW!

About Glen Andrews

Glen Andrews is a speaker, author, teacher, coach and mentor to thousands of students around the world. Glen has been investing in real estate for 13 years and now teaches marketing and sales strategies. His objective is to help as many people as possible become financially free and reach goals they only once dreamed about. He’s bought well over 200 properties, specializing in "Subject To" purchases. He still buys 2-5 properties a month, including multi-family and commercial properties. He currently owns over 62 properties in North Carolina and Florida.

12 we are GaREIA Jan/Feb 2015

Marketing That Gets Results

...Guaranteed!

By Glen Andrews