You have probably heard me say; the more offers you make, the more checks you cash.
In this article, I am going to show you how.
The first step in building a list of motivated sellers is to advertise, prospect, or market your message. For the purposes of this discussion we will assume that you already have a way to let others know that you buy houses.
In your marketing efforts, you should have a powerful and concise call to action. This lets the prospect know what to do next.
Here is my process for doing that…
In the ad, I ask them to visit my seller site (included with iFlip).
On the site, they will learn more about me and my solutions.
If they are truly motivated, they will take the next step and call me.
From there, I have a conversation with them to learn more about their situation. If I can help them, I meet them at the property and make an offer.
That is the ideal scenario, but for the most part, this is not actually how it works out…
The majority of people who contact me because they want to sell their house, are not truly motivated.
They may be more motivated in the future, but when they hear my offer, they laugh, say no, or otherwise indicate that we are too far apart in price to make a deal.
These are the types of sellers that I am going to teach you how to work with.
Have you heard the saying “the gold is in the follow-up”?
Most Real Estate investors give up if the seller says no.
But not me… and not you!
60% of my deals come from following up.
That means that I more than doubled my business when I decided to follow up with sellers who were not truly motivated at the time they originally contacted me.
And you can double your business too, if you follow this principle.
Here is how I do it:
- I generate leads
- I screen the leads
- I call sellers that I think may be motivated
- I meet with sellers that are still qualified
- I make an offer
- The offer gets accepted or rejected
- I follow up via phone or email at least once per month
- I wait… and I wait… and I wait… and BOOM, something happens in their life and they agree to sell at my price
This process can become time intensive if you are not careful.
So I built a software called iFlip and automated this process.
As you will notice on the home page of the seller sites available inside iFlip, there is a section where they can “Sell Now” or “Get Your Free Report”:
If they click “SELL NOW”, they will be re-directed to a web form where they can tell me more about their property.
If they are not as close to being ready to sell, they can get some more information by submitting their details to “GET YOUR FREE REPORT”.
In both cases, I have captured their email address.
And when I talk to them on the phone, I try to get their email address as well.
These 3 mechanisms allow me to automate most of my follow-up procedures.
Now if they reject my offer, I can add them to a specific autoresponder campaign and they will get messages with articles and other useful information that continues to foster our relationship while reminding them that I am still out there and ready to make a deal.
Imagine yourself with an email list of 100 sellers that you have made an offer to… and an automated follow-up system like this… do you think you could do more deals with less effort?
I know you can… it works very well for me and my students.
Remember, the fortune is in the follow-up and there’s never been a better time than now to start following up with your “no’s”.
And for a limited time, you can access this automated follow-up system by taking iFlip for a test drive for 30 days for only $1.95. Click here to automate your business and cash more checks with less effort.
Thanks for reading!
Best Regards,
Cameron Dunlap