Conversation Marketing For Real Estate Investors – A Unique Take on Content Marketing

Conversation Marketing

Conversation Marketing For Real Estate Investors – A Unique Take on Content Marketing

6 Simple (but powerful) Questions A Six Figure Per Month Wholesaler Asks Motivated House Sellers

Conversation Marketing

 

Conversation Marketing For Real Estate Investors – A Unique Take on Content Marketing

Don’t you wish you could listen in while a 6 figure per month wholesaler talks to a motivated seller? Many real estate wholesalers focus so much on “getting the lead” that they forget that a huge leverage point in closing more deals is the first 3 minutes on the phone with a motivated seller.

bryan harrisBryan Harris, the CEO of  Homes For 10k, a 6-figure per month investor and Carrot member from Memphis Tennessee hopped on and walked us through 6 of his most important questions he asks during the initial motivated seller prospect call.

But first, Bryan wanted to stress the importance of perhaps the single most important (yet simple) thing that most investors just flat fail at that is costing them deal after deal without them even knowing it.

Did You Know, You’re…

Conversation Marketing

Talking with Bryan and several other real estate wholesalers and flippers who do $100k/mo in different markets around the country they always say they’re amazed at how few of their “competitors” call back the leads they get quickly.

As InsideSales study said…

‘It’s like taking all of that money you spend on marketing and setting it on fire.”

The bottom line There is a lot of competition, so call back your leads as soon as you get them in.

There’s no such thing as too fast. Online leads can be a very impatient bunch. Competition can be Fierce.  Leads have many other investors to contact, so they expect a very fast response to their inquiries. Ideally, you will respond to the with a phone call within a few minutes. Always be prepared to respond. Have your questions ready to go.

You can be the best negotiator in the world… but if you’re not following Bryan’s advice above on calling back your web leads immediately… you’re competition could be grabbing deals out from under you before you even get the chance to call the seller.

Quick Tip: Have your web leads instantly sent to your phone with a text message!

Conversation Marketing The InvestorCarrot Instant Text Message Lead Notification feature sends you a text message as soon as leads come in so you can tap a button and call back your web leads immediately.

This feature alone could possibly save you from losing a deal or more every year and pay for your Carrot membership for years and years and years.

Not A Carrot Member Yet? Take a demo to see why the top investors are all switching to Carrot!


6 Simple High-Impact Questions to Ask Motivated House Seller Leads When You Call

house-sellers-script.png 1367w, https://oncarrot.com/app/uploads/calling-motivated-house-sellers-script-300×120.png 300w, https://oncarrot.com/app/uploads/calling-motivated-house-sellers-script-768×307.png 768w, https://oncarrot.com/app/uploads/calling-motivated-house-sellers-script-1024×409.png 1024w” alt=”script for talking to motivated house sellers” width=”1367″ height=”546″ />

So, you got a lead that came in over the web, GREAT! You already know that you NEED to call them back immediately and that every minute that passes your chances at turning it into a deal go down.

Now, let’s dive into what Bryan Harris, a 6 figure per month wholesaler in Memphis says on the phone when he talks with motivated house sellers.

Now let’s turn it over to Bryan! 

Brendan: Bryan, it’s all you man!

Bryan: Awesome, I’ll just go ahead and dive in!

Ok, so when I call back a motivated house seller I like to start the phone call very much like i’d start a call with a friend of mine. You don’t want to go straight to the numbers and the deal.

I’ll dive into my basic structure for talking to motivated sellers in this post. I’m not really going to give a “motivated seller phone script” mainly because I feel that when you use scripts things don’t come off as authentic and real.

So I’d be doing a dis-service to you if I told you to “grab my script and just use this”.

We’ll focus on the overall structure and mindset. Another great resource is my own coach Sean T. and this video he made about the process of talking with motivated sellers. It’s great so couple that with my 6 questions below.

The first thing I ask house sellers when I reach them on the phone is…


 

Question #1: “How are you today?”

I know you’re probably thinking, “Really? That’s one of the 6 questions?”. But it’s an important one. I ask this because I’ve found that people don’t care what you know, until they know that you care.

This question is about the RAPPORT building, that is a must when talking to sellers.

You have to remember that there are hundreds of thousands of people doing exactly what you do, WHAT SEPARATES YOU FROM THE REST OF THE OTHER PEOPLE THAT WANT TO BUY THEIR HOUSE?

People tend to do business with people that they like and a simple THOUGHT FELT QUESTION like “How is your day?” can separate you from the pack.

One particular deal that comes to mind is the one that we recently obtained.

A $170,000 property for $22,000 here in Memphis. (can we get a picture?)

That’s not a typo. 

The seller told me she was bombarded by wholesalers. I asked her what stood out about me and our company and she said, she was about to lose her house to foreclosure and it seemed like I was the one who “cared” the most.

Needless to say. $120,000 profit later CARING IS SHARING…lol.


 

Question #2:  “What’s your reason for selling?”

Knowing the motivation of your sellers is of course a big deal.

I ask this question to determine the motivation. If the motivation isn’t there, when you present your low offer, you have no purpose to reference.

Motivation factor: The dire need for money to pay for college tuition that cost $5500 this semester.

As an example a conversation may go something like this:

Mr. Seller, I know you were asking for $29,000 and you may have others that have promised you more, but I can have $7,500 cash in your hand in 7 days and with that cash you can PAY FOR YOUR TUITION AND have $2,000 left for spending money

And school starts in 3 weeks. I can close by mid next week so that you can MEET YOUR REGISTRATION DEADLINE.

Too many investors discount the value they bring to the table with sellers and buyers and talk themselves out of a great deal. Find the true motivation and biggest pain point that the house seller has, and help them reach that goal as easily as possible. It could be a huge win-win for everyone.

Finding the motivation allows you to take their minds off the low offer you have presented, and focus on being the SOLUTION to their problem.


 

Question #3: “What is your Name, number and email?”

Did you notice this isn’t the first thing I asked for on the call?

A lot of people dive right in and ask for the contact info but what I’ve found is people can see it as threatening and putting the cart before the horse a bit. By this time I of course already have their phone number, but I’ll also confirm if this is their BEST phone number.

The importance of this information is because the FORTUNE IS IN THE FOLLOW UP.

TIP: EVERY SELLER NO MATTER WHAT GETS AN EMAILED CONTRACT OFFER FROM ME. EVERY SINGLE SELLER,  EVEN IF THEY REJECTED MY OFFER.

And for the next year they will receive an automated email and text from me monthly.

Most people do business with you on the 5th thru the 12th contact. So by you following up with leads, you OUT PERFORM 98% of your competition.

Use automated systems such as AWeber or MailChimp for drip systems or do follow up emails for later dates. Or, Callfire for text deliveries.  Find a way to automate your follow up and your life will be much easier.

InvestorCarrot integrates with Aweber and Mailchimp directly and makes it easy to get my leads into Callfire too.


 

Question #4: “Are you the decision maker?”

This is a really important question.

The last thing you want is to get down to it and the person you’re talking too can’t really make the decision on selling their house alone.

I like to always double check to make sure there isn’t anyone else on the title that need to sign in order to sell the property. If there are, find a time to discuss their options with all of the decision makers present.

This helps you avoid the “let me talk it over with my (fill in the blank)” 

Knowing if you are speaking with the decision maker is very important information needed upfront.


 

Question #5: “Are there any mortgages, back taxes, liens etc.?”

In addition to just the obvious reasons, this keeps down surprises… this question is a really great one to continue to build rapport.

You may have made an offer based on the house being free and clear and not knowing there was a mortgage attached, you get to closing table and find out there is an outstanding lien and the seller says, you didn’t ask that question.

Always find out all of the details on the house so you don’t have any last minute surprises when it comes time to close on the property.

You’ll thank me later for this one.


 

Question #6: “How did you hear about us?”

This question is so so simple, but very powerful.

How many sellers have you asked this question to recently?

Not only does this question help them dig through their brain bank to remember what stood out about us… which helps validate their original decision to reach out to us… but this helps me spend my marketing dollars where I am getting the most bang for my bucks.

Knowing where my leads come from is crucial information for any business.

The vast majority of my deals come from my InvestorCarrot websites and PPC marketing

If this question is not asked, you will need review your business weekly.
The majority of your leads may be coming from one specific source and the only way to effectively know is to ask this question.

Now Get Busy + What Do You Ask Sellers When You Call Them?

First, if you have some other things you talk to motivated house sellers about when you’re on the phone with them… let us know in the questions panel below! 

Bryan! Thanks for dropping in here and passing along some simple but awesome advice for the newer real estate wholesalers and flippers out there looking for a script and questions to ask for motivated house sellers! We appreciate it and look forward to bringing you back and diving into even more advanced stuff next time!

But for some inspiration, here is a Facebook post that Bryan recently posted that should get you fired up to achieve at a high level and to focus on what you do best and align with the people and systems that can help you succeed.

bryan-harris-memphis-real-estate-coach

So, given today’s challenging real estate market, you want to treat lead inquiries like diamonds.

When you call your sellers… 

  1. Build rapport at the start
  2. Find out their motivation for selling
  3. Get their full contact info for followup
  4. Dig out any hidden details about the property / mortgage before they bite you
  5. Find out how they found you

I’m sure there are many more questions you could ask, but these 6 should get you started.

Download This Simple “6 Seller Questions”
Checklist For Your Next Call

[Free Download] 6 Initial Questions to Ask Motivated Seller Leads Checklist.
Keep it near you for an easy reminder of the initial questions to ask.

Conversation Marketing


Need More Online Leads For Your Wholesaling / House Flipping Business?

Generate More Real Estate Investing Leads And Cut Through The Marketing Clutter In Your Market.  Download out FREE Marketing Toolkit: Get Access To This Content Marketing Toolkit + Training For Real Estate Investors here!

And take a Demo of InvestorCarrot today to leverage the same system that Bryan uses to generate his online leads and deals each and every month.

See InvestorCarrot In Action 

 

Conversation Marketing For Real Estate Investors – A Unique Take on Content Marketing

Real Estate Lead Generation Techniques- how Do I Find Cash Buyers?

Real Estate Lead Generation Techniques

Please watch: “HGTV Demo:Women Real Estate Investors: Neva Williamson:HGTV Youtube:HGTV Flip or Flop”
https://www.youtube.com/watch?v=_PkH3…
-~-~~-~~~-~~-~-

http://timeforinvesting.com/ When you’re just getting started in wholesale real estate, you’re maybe wondering how you can get a list of people for cold calling or sending postcards. In today’s video, I’m answering one of my Facebook fans’ questions on how to find a list.

Entrepreneurs start your own real estate investing business in less than 30 days? Download my FREE e-book now – http://timeforinvesting.com

Subscribe to my channel click the following link http://www.youtube.com/subscription_c…

Business inquiries contact me at neva@timeforinvesting.com

____________________
FAQ:
Do you provide one on one mentoring? Unfortunately, not at this time. However post your questions on the channel and I will answer. I will also add them in my list of topics to discuss when creating videos.

I’ve read real estate investing books and now I don’t know where to start?
I recommend completing Steph’s Davis Quick Flip Ninja program to get started. She walks you through the process step-by-step and also provides the contracts you need to get started. The price she charges can’t be beat. You can get it here http://timeforinvesting.com/QuickFlip…

Once I find a deal how do I find cash buyers?
Visit your local Real Estate Investing Association. You can usually find cash buyers at the meetings. You can find your local REIA here http://nationalreia.org/find-a-reia.

If you prefer to find cash buyers online I recommend purchasing Steph Davis Cash Buyer Ninja. You can get it here http://timeforinvesting.com/cashbuyer…

How do you find real estate leads?
I mostly cold call property owners, mail postcards and generate leads through my website.
____________________
Resources I Use:
The Rapid Cash Generator: http://timeforinvesting.com/system
Postcardmania: http://timeforinvesting.com/postcardm…
Cash Buyer Ninja: http://timeforinvesting.com/cashbuyer…
Legalzoom: http://timeforinvesting.com/legalzoom
Carrot Websites: http://timeforinvesting.com/websites
____________________
Become my BFF:
♡ BLOG➜ http://timeforinvesting.com/blog/
♡ F A C E B O O K➜ https://www.facebook.com/TimeForInves…
♡ T W I T T E R➜ https://twitter.com/williamsonneva
♡ I N S T A G R A M➜ https://instagram.com/nevaw/
♡ PINTEREST➜ https://www.pinterest.com/nevaw7/
♡ LINKEDIN➜ https://www.linkedin.com/in/nevawilli…

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Photo by Show Appeal Realty

Back To The Future – NYT Article: “‘Hyperlocal’ Web Sites Deliver News Without Newspapers

NYT Article: “‘Hyperlocal’ Web Sites Deliver News Without Newspapers “

internet marketing definition
Image by danxoneil
Great quotes from and picture of Adrian.

www.nytimes.com/2009/04/13/technology/start-ups/13hyperlo…

April 13, 2009
‘Hyperlocal’ Web Sites Deliver News Without Newspapers
By CLAIRE CAIN MILLER and BRAD STONE

If your local newspaper shuts down, what will take the place of its coverage? Perhaps a package of information about your neighborhood, or even your block, assembled by a computer.

A number of Web start-up companies are creating so-called hyperlocal news sites that let people zoom in on what is happening closest to them, often without involving traditional journalists.

The sites, like EveryBlock, Outside.in, Placeblogger and Patch, collect links to articles and blogs and often supplement them with data from local governments and other sources. They might let a visitor know about an arrest a block away, the sale of a home down the street and reviews of nearby restaurants.

Internet companies have been trying to develop such sites for more than a decade, in part as a way to lure local advertisers to the Web. But the notion of customized news has taken on greater urgency as some newspapers, like The Rocky Mountain News and The Seattle Post-Intelligencer, have stopped printing.

The news business “is in a difficult time period right now, between what was and what will be,” said Gary Kebbel, the journalism program director for the Knight Foundation, which has backed 35 local Web experiments. “Our democracy is based upon geography, and we believe local information is such a core need for our democracy to survive.”

Of course, like traditional media, the hyperlocal sites have to find a way to bring in sufficient revenue to support their business. And so far, they have had only limited success selling ads. Some have shouldered the cost of fielding a sales force to reach mom-and-pop businesses that may know nothing about online advertising.

One problem is that the number of readers for each neighborhood-focused news page is inherently small. “When you slice further and further down, you get smaller and smaller audiences,” said Greg Sterling, an analyst who has followed the hyperlocal market for a decade. “Advertisers want that kind of targeting, but they also want to reach more people, so there’s a paradox.”

Still, said Peter Krasilovsky, a program director at the Kelsey Group, which studies local media, many small businesses have never advertised outside the local Yellow Pages and are an untapped online ad market whose worth his firm expects to double to billion by 2013.

One of the most ambitious hyperlocal sites is EveryBlock, a six-person start-up in an office building in Chicago overlooking noisy El tracks, which is stitching together this hyperlocal future one city at a time. Backed by a .1 million grant from the Knight Foundation, it has created sites for 11 American cities, including New York, Seattle, Chicago and San Francisco.

It fills those sites with links to news articles and posts from local bloggers, along with data feeds from city governments, with crime reports, restaurant inspections, and notices of road construction and film shoots. (The New York Times has a partnership with EveryBlock to help New York City readers find news about their elected officials.)

One day last week, the EveryBlock page for Adrian Holovaty, the company’s founder, showed that the police had answered a domestic battery call two blocks from his home and that a gourmet sandwich shop four blocks away had failed a city health inspection.

“We have a very liberal definition of what is news. We think it’s something that happens in your neighborhood,” said Mr. Holovaty, 28, who worked at The Washington Post before creating EveryBlock two years ago.

In some ways the environment is right for these start-ups. In the last several years, neighborhood blogs have sprouted across the country, providing the sites with free, ready-made content they can link to. And new tools, like advanced search techniques and cellphones with GPS capability, help the sites figure out which articles to show to which readers in which neighborhoods.

Unlike most hyperlocal start-ups, Patch, based in New York, hires reporters. It was conceived of and bankrolled by Tim Armstrong, the new chief of AOL, after he found a dearth of information online about Riverside, Conn., where he lives. Patch has created sites for three towns in New Jersey and plans to be in dozens by the end of the year.

One journalist in each town travels to school board meetings and coffee shops with a laptop and camera. Patch also solicits content from readers, pulls in articles from other sites and augments it all with event listings, volunteer opportunities, business directories and lists of local information like recycling laws.

“We believe there’s currently a void in the amount, quality and access to information at the community level, a function, unfortunately, of all the major metros suffering and pulling back daily coverage of a lot of communities,” said Jon Brod, co-founder and chief executive of Patch. This month, the home page of The Star-Ledger’s Web site, based in Newark, twice referred to articles first reported by Patch.

Outside.in publishes no original content. The company gathers articles and blog posts and scans them for geographical cues like the name of a restaurant or indicative words like “at” or “near.” An iPhone application lets users read articles about events within a thousand of feet of where they are standing. Outside.in, which is based in Brooklyn, licenses feeds of links to big news sites that want to deepen their local coverage, like that of NBC’s Chicago affiliate.

Venture capital firms have invested .5 million in the company, partly on the bet that it can cut deals with newspapers to have their sales forces sell neighborhood-focused ads for print and the Web.

One hurdle is the need for reliable, quality content. The information on many of these sites can still appear woefully incomplete. Crime reports on EveryBlock, for example, are short on details of what happened. Links to professionally written news articles on Outside.in are mixed with trivial and sometimes irrelevant blog posts.

That raises the question of what these hyperlocal sites will do if newspapers, a main source of credible information, go out of business. “They rely on pulling data from other sources, so they really can’t function if news organizations disappear,” said Steve Outing, who writes about online media for Editor & Publisher Online.

But many hyperlocal entrepreneurs say they are counting on a proliferation of blogs and small local journalism start-ups to keep providing content.

“In many cities, the local blog scene is so rich and deep that even if a newspaper goes away, there would be still be plenty of stuff for us to publish,” said Mr. Holovaty of EveryBlock.