Buyers List

Property vs. Buyers

• Think like an investor

– Begin with what ever you

have the least of first

• Fast moving market

– Property then buyers

• Slow moving market

– Buyers then property

“If you build it, they will come.”

Advantages to Having a List

• Buyers determine target market

– Property type, price, neighborhood, size & repairs

• Faster turnaround time

• Multiple people to take property – leverage

• Make more money per deal

• Remove the guesswork

Efficient & Effective!

Buyer Types

Wholesale - Investment• Type of property

• Cash or Financing

• Multiple properties

• May refer to others

• May help educate you –

mentor

• Relationship – long term

Exceed expectations

Retail – Owner Occupied• Specific property

• Financing

• One property

• May refer to others

• May need you to educate

them

• Relationship – short term

Meet expectations

Building the List

• Marketing

– Pro-active

• Reaching out to buyers and others through networking

– Re-active

• Sending out a message and waiting for others to respond

Marketing Techniques

Pro-active• Online search

• Real estate investment club

• Real estate auction

• Network w/real estate

professional

• Absentee owner

Re-active• Online Advertisement

• Flier

• Vehicle Advertisement

• Bandit sign

Removing the mystery of contacting buyers

PRO-ACTIVE MARKETING

Online Search

Online Search

• “We buy houses” + “Albuquerque, NM”

• “We buy ugly houses” + “Kansas City, MO”

• “We stop foreclosures” + “Baltimore, MD”

• “Sell you house fast” + “Salt Lake City, UT”

• “Behind on mortgage?” + “San Diego, CA”

Real Estate Investment Club

Real Estate Investment Club

• How to find?

– Look online

• Websites – www.creonline.com

• Web search –

– Real estate agents

– Lenders

– Appraisers

– Home inspectors

– Newspapers

Introductions

• Show up early

• Listen for anyone who says they are buying property

• Write names down

• Consider how much time you have and how many

buyers you could speak to

• 3-5 minutes average, 10 minutes max!

You need time to meet others and so do they

Introductions

• Introduce yourself to buyers

• Exchange business cards

– “Hi (their first name), my name is (your full name), it’s great to meet you. I’m just getting started with real estate investing and am currently looking for property for other buyers. Now, you mentioned at the beginning of the meeting that you’re buying houses, and I’m curious as to what you’re picking up right now?”

Introductions

• Get personal criteria

1. “What kind of deals are you working on right now?”• Buy & sell/buy & hold/lease

options, etc.

2. “How often do you buy?”• Frequency

3. “How fast can you close on properties”?• Cash buyer, has financing lined

up, etc.

Introductions

• Get property criteria

1. “What kind of neighborhoods do you buy in?”• Low, middle or high

2. “What’s your price range?”• 100k-125k, 250k-275k, etc.

3. “How much equity do you need”?

4. “What size of homes do you buy?• “sq ft, # of beds & # of baths

5. “Do you work with rehabs?”• If so, what type and how much

Introductions

• Close conversation

– “Hey, great to meet you. As I’m out looking for property for other buyers, and see some that match your criteria I’ll give you a call.”

Real Estate Auction

Real Estate Auction

• How to find?

– Call County Courthouse

– Look online

• Websites – County

• Web search –

– Real estate agents

– Newspapers

• Legal section

Introductions

Investors are buying homes right in front of you, often times with cash!

• Introduce yourself

• Get their contact

information

• Personal criteria

• Property criteria

Networking w/Real Estate Professionals

Networking w/Real Estate Professionals

• High profile

– Real estate agent

– Lender

– Attorney

– Accountant

• Low profile

– Handyman

– Sub or General contractor

– Home Inspector

– Appraiser

Introductions

• “Hi (their first name), my name is (your full name), I was looking online and saw that you are a (name their profession) is that right? Great! I’m just getting started with real estate investing and am looking for investors in our area.”

Introductions

• “In addition to (name their profession) do you also invest? Have you worked with investors in the past that you can refer me to?”

• “Do you know of investment clubs in our area that I could attend?”

• “Thanks so much for your time/help, have a great day.”

Absentee Owners

Absentee Owners

• How to find?

– County Courthouse

– Title Company

– Property Management Company

Get a list with phone numbers if possible!

Introductions

• Don’t make assumptions

– “Hi, is this (their first name), my name is (your full name). I’m just getting started with real estate investing and saw in County records that you own multiple properties in the area. I was calling to see if you are still investing? (If yes) Great, I’m glad to hear that. I’m currently looking for great deals for other buyers and was wondering what kinds of homes you might be looking for?”

• Personal criteria

• Property criteria

Re-active Marketing

Online Advertising

Online Advertising

• Craigslist

• Backpage

• Upillar

Ghost Ads

• General ad

– More calls

– Less qualified

• Specific ad

– Fewer calls

– More qualified

Handyman Special

3 bed/2 bath

Owner desperate!

XXX-XXX-XXXX

Home in Pelican Bay

3 bed/2 bath

2200 sq/ft $325K

XXX-XXX-XXXX

Regular Ads

Attention Investors!!!Stop spending your time looking for great deals; let us do the work for you.

We find great properties for investors!

Call today XXX.XXX.XXXX

Buyers Wanted!Buyers needed for multiple investment properties that cash-flow.

Call today XXX.XXX.XXXX

Cash Buyers Wanted!!!Buyers needed for fast closings on multiple investment properties.

Call today XXX.XXX.XXXX

Re-active Advertising

• Flier

• Bandit sign

• Postcard

• ¼ Flier for counter

• Walking billboard

• Vehicle

– White lettering, magnetic sign

& wrap

• Plastic sign

– Shopping cart

Physical Ads

• Newspaper

• Free merchandise

– Hats, t-shirts, etc.

• Door hanger

• Movie theater ad

• Online ad

• Flower cart

• Bench

• Radio ad

Fliers

Flyer Locations

• Grocery store

• Community center

• Athletic club/Gym

• Country club

• Convenience store

• Small business

Any Flat Surface!

Considerations

• Pre-printed vs. hand written

• 800 # vs. local #

• Picture vs. no picture

• Profession vs. hometown

Bandit Signs

3 bed 2 bath

Great Neighborhood

Call Today

XXX-XXX-XXXX

Must Sell Home!

Great Neighborhood

Owner Desperate

XXX-XXX-XXXX

Bandit Sign Locations

• Busy intersection

– Stop light

– Stop sign

• Freeway entrance

• Freeway exit

• Grassy median next to

shopping area

• Well used roads

Playing the Odds

• Online ads

– Go to specific site, look in that section & have interest in

what you are offering

• Fliers

– Hundreds of people may walk by on any given day

• Bandit signs

– Thousands of people may drive by on any given day

Use both Pro-active & Re-active techniques

to cover all your bases!

Conclusion

• Build your buyers list 1st!

• Minimum of 10 buyers

before looking for

property

• Ideal: 20-30 buyers

• Wholesale to Retail

ratio: 8/2

• Tip: Use investors to find

investors