15 Ways to Generate Motivated Seller Leads: #1

Let’s start this by reminding everyone that I am an investor turned agent.  So, I tend to go at things with a harder foot.  Not to say that agents are soft or ‘lazy.”  No offense to my dear agent colleagues.  But, as being an agent that started with a rose-colored REIA inspired idea one day combined with having no resources and having not been jaded by any up or down market, I was willing to try just about anything.

Over the years I have tried and failed at more than just a few campaigns.  I am not afraid to fail.  After all, only through falling on your face can you sift through the million-and- one ideas that gurus throw at you to find the methods that are most effective in your market.

#1  (not in order of importance) REFERRALS REFERRALS REFERRALS From Fellow Agents

It is amazing how many agents in this market still refuse to work with short sale listing.  I hear from agents daily that simply do not want the hassle.  Maybe they simply do not see how to monetize a short sale lead like I do?  I can monetize a short sale lead in more than one way.  The more leads I have the happier my team.

I suggest, first, finding agents that love to prospect expired and FSBO leads.   Some of these agents spend considerable sums on programs to generate and mail to these leads.  In this market, they are going to hear from sellers who have tried and failed to sell at a price-point that would cover their mortgage debt.  Now, these sellers may be facing a must sell situation that requires a short sale.  These agents should be trained by you to effectively present you as the best solution.  Provide the agents support materials and have the follow-up with each lead via email that copies you.

I suggest, second, that you seek out veteran agents that have a large personal referral network.  Work together.  They can promote short sale services to their list and send leads that respond to you in exchange for services or a referral.

But what is in it for them?  The ole “me-me” question.   You may be surprised to hear that we generate leads daily from fellow agents who don’t want a dime in commission.  Honestly, they are happy to rid themselves of the lead and trust that we will honor one of their referrals with the best service possible.

For those agents that expect something in return for providing business, here are some ideas to consider.  Obviously you can supply them a standard 25% referral commission.  But, consider some of these ideas as well.  We will often promise to supply any unrepresented buyer sign calls to the agent that supplied the listing for the first 60 days of the listing period. Sometimes we offer closing coordination services or marketing services in exchange for a steady flow of leads.  You can also offer a flat amount per lead paid as a referral at close.  The point is to get creative.  We all know that commission is precious, but generating leads can be costly too.  The challenge is to find a comfortable compromise to work with these agents to get the most leads for the least moola.

To Your Short Sale Success!

Amy Ransdell ~ Your Atlanta Short Sale Sweetie