Quote from @Ecaterina Katerina Morosan:
1. Cold call the target area
2. Send out letters in handwritten envelops about your intention to purchase
3. Follow up
4. Send out flyers about recently sold/purchased
5. Cold call
6. Follow up
7. Send letters to mailing address instead of property address
etc etc etc
You need to become hyperlocal and more important to reach the person at the right time. Also, don't forget to bring up any off market deals you are aware of in the area. Have a list of them. I personally think it's not just mailers but a combination of actions that works. Good luck!
1. Cold call the target area
The area has nothing to do with people being motivated to sell.
2. Send out letters in handwritten envelops about your intention to purchase
Handwritten letters only TRICK people into OPENING the letter. Tricking them to open the letter doesn't magically transform them from being non-motivated to being motivated!
And even when you TRICK them to open the letter, they will be disappointed right? They will feel like you tricked them and manipulated them into opening the letter. this does the opposite of building rapport, you are pissing them off. Don't do this.
3. Follow up
Following up only pisses people off more. Think about it. If you have to follow up, it means they were not interested right? So you know they are not interested so you bug them with a service they don't want. You are not winning them over.
The danger in this is that you are not there on your own doing your thing. You have competition. If you were competing against us... a friendly respectful, professional-behaving couple that didn't monthly harass them like a desperate maniac you will lose.
4. Send out flyers about recently sold/purchased
You are enticing them to find an agent. Not what you want (if you are looking for motivated sellers). If the recently sold show market value, you are driving their hopes up. Don't want to do that.
5. Cold call
Will piss them off, and you are reaching people that do not want to sell their house especially not at a discount. So I wouldn't do this either.
6. Follow up
Piss them off, harass them. Following up means they are not interested (or you wouldn't have to follow up). Bugging them constantly is not going to make them like you. more. Yes, some do deals with you, but that is all you see. You only see when it worked For every person you made a deal with during follow-up, you pissed 600 people off. That is not the way to run a business.
7. Send letters to the mailing address instead of the property address
See above. Mailers, lists, calls can't target motivated sellers.
You said:
"You need to become hyperlocal and more important to reach the person at the right time."
This is correct, but that is a bad thing. You will NEVER know when someone is about to become motivated. There is no way of knowing
My advice to everyone is this.
Stop thinking with a scarcity desperation mindset.
If you think it is ok to harass 1000 people to death to get one contract signed, you really need to reevaluate your business ethics and principles. You are looking for clients. You are providing a service to your clients. Your clients are motivated sellers.
You can NOT convert people who do not want to sell (below market value) into people willing to sell below market value.
The mistake people make (constantly) is their efforts are based on forcing non-motivated sellers to sell, by constant harassment.
This is wrong.
Instead of mass mailing blanket mailing, and putting your energy in finding random people and forcing them to become motivated by putting a ton of effort and money into follow-up, you need to focus on targeting the RIGHT people.
People who are actually looking for your service.
Hopefully, it changes your perspective and you can improve your business.
