All Forum Posts by: N.A N.A

Quality! :clap: :clap:

I have too many scripts (including Como's)
To be honest they all are cheesy.
If you can get them to call, and know your business then answering the phone is butter...

In case its not pm me and i will help you out with a script or 10

Not sure if what works for my market will work for your but:
From my marketing related research which I feel every investor needs to be performing while in every clients home (assuming it’s a local deal).
I have found my responses where highest in two distinct categories.

Early stage NOD/Preforeclosure

These people for the majority have several months and feel less impending doom than the below group.
Many are still in denial and don’t even think they are even in foreclosure yet..
My highest responses here are with the glossy, professional designs with simple call to action statements and we can help statements.
(I have found they don’t like the word Foreclosure posted on their card either)
I have been told repeatedly that they choose me because this type of card looked professional…
They seem to not like to plain text postcards.
My numbers here are smaller and take multiple mailing to get their attention.
Usually between 4-7 mailings (different cards over several months)

Later stage (sale date assigned)

This group has a sale date, let them know what the sale date is in the first sentence..
This alone has garnered me business.
More times than not I beat the sheriffs notification to the homeowner by a week to several depending upon municipality.
This creates an instant conversation or foot in the door so to speak very often translating into a deal..
This group responds less to picture and more to text.
They are facing imminent problems if they don’t act.
They want to know; what and how your going to help.
**Hint** Most investors are lazy, if the deal doesn’t have any teeth their done with that client.
Let them know you'll work to find solutions that wont leaving hanging.. (This is their fear on top of their “losing their home fear”.
Many investors are not truly part of the solution. (I should know I was one of them)..
Sometimes I end referring out to a lawyer just so they can buy time.
Make it official if you do..
Create a relationship via paper work so when and if they file your ready to work if/when they dismiss/discharge.
Of course if they file a 13 and are successful then your job is done and you have helped. (they may be back anyway, sad but very very true)

Well that’s all my brain is allowing me to type for now..
It Monday AM and time to dial for dollars…

Thank you DFW but,
I used to market just that way..
Hiding my guarantee with performance clauses..
(knowing they would probably fail just by the fact their prior habits would sabotage things).
Were my numbers higher..You bet!
But my headaches were innumerable…
I had more issues with clients than I had solutions to problems…

So today I choose not to do all that.

My mail pieces are specific to their general situation.
In them I provide:
•What they want / want to do

•What can really be done.
(dependant on timeline and group “NOD, mid stage, sale date pending” sent too)

•What cannot be done…this I feel is what separates me from all comp.
(By the time my mail piece reaches clients they are usually somewhat to very educated. If you don’t know 100 time more than them it’s over quick)

So in all this I now have less client volume but higher referral ratios and less stress (priceless), better informed client and smoother transactions…

Ahh the psychology of marketing :wowo:

Just my experience: when I market locally and include my web address my numbers are down. Not sure why they just are..
So I have several formats for different campaigns. The local crowd loves, local numbers and a touchable business ..Hence my prime reason for having a brick and mortar office space...

The long distance clients; they love the web, emails, forms and toll free...

On the toll free VM, I love it.....
Do give away the farm in the VM though.
I give them some features and benefits and an general outline....
My conversion here is pretty good. Be sure to call back even the hang-ups....I convert 25% of those or 1 in 4...

Creative minds think alike..No spying here Eric. :whistle:
My 800 line has 10 ext.
Note: on the extensions: Keep updated messages, callers do notice and many call back multiple times to just hear the info..
On holidays I like to switch up my messages identifying the holiday.

Another item i thought about after I posted that has bee huge:
Most of the areas I market to the civil notice sent out is a postcard.
I work very hard to have my piece look just like that notice. In areas where the notice is a letter, I work very hard at recreating that mail piece as well. This single fact I feel contributes a great deal to my response rate. Of course content helps but if they open it or flip it over to look I know I gottem (I hope).

My 2pennies from the land of Lots-O-foreclosures..

Postcards work best for me
Inside the postcard a few things I found that make a difference:
The sale date. (I am constantly told I am 1st to inform them)
Use spell check!
Do note make guarantees/promises.
If only going local do not add your web/email to postcard (my conversion dropped when I did)
Flat rate live answering service (unless you can hire)
Services provides a tollfree number. I work multiple prefixes.
I have also found great success with a toll free voicemail.
I have found those whom call this first leave a message versus the service.
I also like the 24info line beacuse it captures hang ups and I love calling back folks and answering their questions. Its worth the time for sure.
Lastly, (call it marketing research) if we do business I request all previous/future media be given to me..
It will amaze you the poo-poo investors send.. :shock:
These are just to name a few..Gluck

A quick follow up since a year ago..
I was so interested with the idea of commercial real estate and financing I decided to learn all I could. Today I am a funding agent for a commercial financing corporation. Commercial is much less complicated than I would have ever thought, much more under serviced than I would have thought and just as lucrative as I hoped it would be....

I read through every post and can say the two that most inpired me are:

Buy It Fix It Sell It : Profit By Kevin C Myers
This book prompted to by Kevin's Buy It Fix It Sell It : Profit course back in 97' which brought me 1st 10 plus wholesale deals...

TIME: Make time for time by Jose Melero
(This book helped me put a lot of what I do today into perspective)

mnmoney that post reply was like a mini-blueprint for trusts w/short sales.. :clap: :clap: :clap: :clap: