When you are speaking with a prospect either on the phone or in person what you say makes all the difference. Saying the wrong sentence, word, or coming off the wrong way can destroy your conversion rate.
Short sale prospects should convert to a signed agreement 90% of the time provided you use the right scripts. Keep in mind there are a few items that you must avoid at all costs. Before we get into short sale scripts let's look at what to avoid.
"3 Phrases That Will Kill Your Chances of Getting the Short Sale Listing You Desire"
These 3 phrases will kill your opportunity so study them carefully. Also note that anything even remotely close to these phrases will cause the seller to have a negative opinion of you.
- Why did you buy a home with a mortgage that had an adjustable rate? Did you know there were fixed rate options?
- Is that nice car out there something that was bought with the money you owe to your second?
- These pictures look like you went on some nice vacations I bet you wish you had the money from those back.
While these phrases may sound extreme even slight variations of these can lead to a sour taste in the clients mind.
With the above in mind to ignore and remove from your vocabulary let's look at scripts that will set the client and ease and have them demanding to use your services.
"3 Short Sale Scripts That Have Clients Demanding to Use You"
- "Would you like to know the different options available to you to avoid foreclosure?"
- "Would you like to know how to avoid foreclosure and save your credit at the same time?"
- "How soon would you like to move from your property?"
Sellers who are considering a short sale want to know (and desire) that someone cares about them. They do have options. Providing each seller with options allows them to choose you because you will be the only one providing them with the information they need to make a qualified decision.
Discover short sale listing letters that will generate listings for you in the next 72 hours @ www.ShortSaleMasteryProgram.com .
Source by Joseph Bridges
Why should you focus on digital marketing rather than traditional forms of marketing? The answer is simple Digital marketing provides better returns than traditional advertising methods, better customer retention and enables you to communicate with customers in an environment they feel comfortable in.
Digital marketing combines traditional advertising such as television and radio with online advertising PR, social media and mobile technology. Technology has had an acute impact on people's lives and dramatically shifted the way we live and work. This also applies to advertising and marketing.
Research shows a large number of people do not trust advertising and do not believe what companies say about themselves. Traditional advertising is increasingly ignored. In contrast to this Facebook has over 400 million active users and Twitter has over 105 million users. YouTube boasts over 2 billion views per day. Three quarters of adult Internet users utilize social media and time spent on the Internet is up two-thirds from 2009. Many Internet users who may spurn traditional advertising will become a fan of the brand on a social network and it is now commonplace for consumers to begin their research by using social media.
New technology impacts traditional real estate advertising in other ways. While there is a heavy focus on local press advertising to show off properties, this type of publication is decliningly viewed by young professionals. As more and more news content is accessed through the internet, less local press ads are seen with readers simply skimming the ads.
Traditional advertising that focuses on television, radio, print media and direct mail operates by sending your message out to as large an audience as possible. This is done in the hope that someone will receive the message at the exact moment they are considering a purchase. Since all your competitors have adopted the same strategy your only option is to shout louder than they are, and as often as you can afford.
Digital marketing techniques do away with this problem as it allows you to communicate with your potential buyers in their own environment. Your presence can be ongoing without being obtrusive, and you can build a relationship with customers before they are considering buying. When the time comes for them to buy you already have a relationship in place.
Since social media has potential to reach more real estate buyers than Google, it allows agents a great opportunity to find potential new customers. As a result it can be tempting to advertise heavily here. This can be off-putting to users and is likely to be viewed negatively. As people can be suspicious of corporations let your happy customers do the talking for you. Allow customers to post unedited content including reviews and responses. Use different social media channels as this will enable you to target different groups and also create buzz. Running social media-based competitions is a great way to enhance brand awareness. Use your social media presence to show the human faces behind your executive team and board of directors.
Source by Scott R McCluskey
Many people are overwhelmed when they look into real estate as a possible income stream. Aside from the nervousness hesitation to put out legal contracts constantly, there is an obstacle before they are even able to make an offer on a single property. That obstacle is in the pursuit of actually finding motivated sellers.
Leads are the bread and butter of any successful real estate wholesaler. Without leads, the wannabe investor will spin their wheels. You will find that cash buyers are pretty easy to find when compared to getting motivated sellers to contact you.
Lead generation is your answer. For the next few minutes, you will discover some incredible ways to pull in those motivated seller leads. You will discover the trade secrets of a 20+ year internet marketing veteran that just so happens to be a real estate wholesaler. Let's get started!
Do you find sellers, or do sellers find you?
There are many methods wholesalers use to reach motivated sellers. Many of them require you to reach out to them. Others will allow them to reach out to you. I am a huge fan of having the motivated seller contact me. Why? Because if they are contacting me, then I know they are more likely to be motivated in the traditional sense. They will be much more open to a discount offer, or even creative financing terms, or subject 2 if there is little to no equity on the property.
While I prefer that the seller contacts me, I am not one to close a door on a gift horse. Every lead is a good lead, and a potential assignment fee. This is why I am going to recommend that you employ as many of these techniques as your time, budget, and determination will allow.
Before you begin, you will want to follow a standard format for your ads. Here is an example …
We Buy Houses
ANY Area, ANY Condition.
Zero Closing Costs, "AS-IS"
Call Now! (555) -555-5555
This will not necessarily be the case for post cards and letters however. You can find that format by searching Google for "yellow letter".
- Yellow letters and post cards
The "yellow letter" or post card are excellent sources of done deals. The problem is that a mass mailing can be expensive, even at a single piece cost of $ .40 cents per post card. You will need to send between 1,000 and 2,000 to secure a couple of deals. On top of it, the best method is to send it 6 times to the same people before moving on to the next list. That's about $ 400 to $ 800 per mailing times 6. When you are already established in the wholesale game, that cost is easy to absorb thanks to the many assignment fees you've collected. When first starting out however, you may not be able to manage that.
The yellow letter is targeted towards a direct mailing list of homeowners with equity and other factors. ListSource is a popular provider of such lists. I have obtained 'small lists' of about 180 addresses and names for about $ 50 or so. You can import the list into a yellow letter or post card mailer service such as BigYellowLetter or any of the various others.
- Lead websites
As someone who started in the website design and internet marketing business way back in the teen years, I am always creating websites whenever I get an itch to start a business or collect leads. One of my favorite website backbones is WordPress due to it's ease of use, ability to optimize for search engines, and the mere fact that I can create multiple variations of lead pages targeting different campaigns.
A wholesaler without a lead website is not a wholesaler at all. Not everyone wants to, or has the option to call you. Just providing a phone number on your ad materials is not enough. A URL should always be provided as an option, and the visitor should be able to reach you through an intrict contact form that collects information about the house that they want to sell you.
When creating your lead site, make sure that you ask all of the appropriate questions so you can analyze the deal ahead of any discussions with the seller. I have an example down below. I like to collect the address, contact info, property type and info, description of needed repairs, etc. I even include an option for them to tell me whether or not they would be willing to hold a note for all, or a portion of their equity. This leaves the option for creative financing in the event that the property is not ideal for a cash offer (low to no equity).
- Social media
I spend hours every day on Facebook, Twitter, and other social media websites interacting with others, promoting, and just trying to drum up traffic to my website and lead conversions.
Be careful to provide the right ratio of content vs ads however. Over posting ads can be annoying to followers and friends. It would be a good idea to provide fresh articles, resources, ideas, quotes, and other goodies to keep a follower interested long enough to convert them down the road.
As an internet marketer, I know the value of building a list. But who is going to want to just hand over their name and email address to a stranger? Someone who is getting something for free of course!
To build a newsletter, you first need to offer something of value for free in exchange for their name and email address. This is often an eBook, or even something smaller such as a 10 page 'report'. Your report would contain some simple information that teachers them something that they want to know. In order to get access to the report, they must first submit their name and email address. They can then download the report via a confirmation email you send them automatically afterwards. This is email list building 101. Follow this blueprint, and you can have a massive list in 30 days or less.
Do not just have a lead site. Blog on it regularly. You can write articles ahead of time, and schedule them to publish week after week. This way, they are getting new content on a regular basis.
In addition to value for your readers, blogs are great for search engine traffic. Content is king. This means that every time you publish a new article, you run the risk of showing up on the first page of Google or another search engine for your target search terms. This will bring in motivated sellers to your lead site (if you convert them), and it can also attract cash buyers if you are targeting them as well.
As before with social media, I have to warn you not to spam forums either. But forums can be excellent sources of leads if you are smart about it and actually contribute. Forums provide a place for you to add your URL and contact information in a signature. This signature would show up whenever you post on the forum, and interested parties can follow you.
I like to join credit repair forums, bankruptcy and back tax forums, and give advice. You can get motivated sellers who are in preforeclosure this way. Just avoid posting urls while giving your advice, as that is considered spammy. Rely wholly on the signature you be your golden goose, and you can not fail!
You can also join real estate investment forums like EquityPaper or BiggerPockets , and interact with other investors. This can be a chance to co-wholesale deals with other wholesalers who may not have a cash buyer for a certain property. You may be able to help them, and share in the assignment fee.
I'm sure you have seen a newspaper before. They still exist, and many people read them. In the classifieds section, you will see other ads just like the one I mentioned earlier. Give it a shot, and see how fast you get calls or leads through your website.
Newspapers can be expensive, but there are some smaller ones with more manageable fees.
I have gotten quite a few commercials done and played on live and recorded podcasts. They were bought and paid for through Fiverr, and certainly affordable. You can get an ad ad played for $ 5, or a little more for larger podcasts. You can get gig extras which also have your ad mentioned on the podcast's social media accounts, permanent links on their podcast website, and other goodies.
You can also create your own real estate podcast, and gain a bunch of new listeners to promote to here and there.
YouTube channels have to be one of the greatest methods of generating a following, and converting to leads. You can manage to do a simple 15 minute video every week, and publish it can not you?
It can take some time to build a following, but soon enough you will see thousands of new followers ready to absorb what you are putting out there. They will share your content and spread the word. Do not fall sleep on YouTube marketing. It truly is a heavy hitter.
Put your creative juices to work, and come up with some excellent lead generating ideas. You may be surprised at what you come up with!
Source by Brandon Connell
Many real estate agents feel a little uneasy about calling people since the Do Not Call List was established in 2003. Even though it has been 5 years, some agents are still unsure about how to call prospective clients and remain within the guidelines of the Do Not Call List's regulations. Many real estate agents relied on cold calling to generate leads and drum up new business. With the Do Not Call List in place many agents believe that they can not call anyone that they have not actually spoken to face to face before. But in reality, that is not the case.
The law states that a company may call a consumer for up to three months after the consumer makes an inquiry or submits an application to the company. That being said, all a real estate agent has to do is get that prospect to contact them first. They are then free to call them for up to 3 months. (If the caller specifically requests that the agent not call them back or put them on their do not call list, the agent must complain.) Now some agents may say that if all the prospects were calling them, they would not have to worry about not being able to call people on the Do Not Call List. Well, the reason prospects are not calling those agents and making inquiries is because the agent is not giving them a reason to.
Agents must provide prospects a compelling reason to call. There needs to be something in it for them or they will not pick up the phone. So you have to ask yourself, what is it that people in the market to either buy or sell a home need? The number one thing they need is INFORMATION. Information is a powerful thing. Without it everything is a guessing game. How are people to make an informed decision without educating themselves? As a real estate agent, you are in a unique position to provide them the information they need. Becoming an information provider is a great way to generate leads and have those leads call you.
A real estate agent can establish themselves as an information provider by offering people free reports about a variety of subjects that would be helpful to prospective buyers and sellers. For example, if an agent is looking to attract sellers a report on "How To Sell Your Home In A Down Market" would be especially helpful to a seller right now. Time To Purchase A New Home "would be equally popular. You can even be more specific with your reports. Offer reports such as" Buying A Retirement Home In insert your area here "to generate leads in that market. Go From A Renter To Owner In 90 Days "will generate leads of a different kind.
- Getting people to call you so you do not have to worry about the Do Not Call List.
- Generating leads.
- Gathering very specific information about those leads.
- Positioning yourself as an information provider and someone that is there to help.
- Building a rapport with prospects.
Now all this is fine and good but, if you can not track these prospects that are contacting you to get information, it is a worthless effort. One way to do that is by using a toll free number call capture system. A call capture system is going to allow you to capture their name, address, phone number and the report requested by your callers – vital information on how to get back to them and what you will say when you do. Here are 2 aspects of a toll free call capture system that will help you generate leads without fear of the Do Not Call List, as well as track where those leads are coming from:
- The toll free number itself is an important part of the system. Unlike a local number, a toll free number can not be blocked. So that means even if your caller has a blocked or unlisted number, you will still capture it. A toll free number has also been proven to increase your advertising response by up to 30%. They offer prospects a no hassle, free call to get their free information and people like that.
- A call capture system uses tracking extensions. By adding a different extension to each of your advertising pieces or sign riders, you are able to gather information on you caller's needs before getting back to them. As an added bonus, you will be able to determine which of your advertising pieces are generating leads and which are sucking money down the drain.
The Do Not Call List definitely changed the way real estate agents generated leads. However, it does not mean that they are unable to generate just as many – if not more – leads by calling people on the phone. The key is getting those people to call you first and you can take it from there.
Source by Brandi Armstrong
As a Agent, Investor or a Homeowner that's looking to sell your home or investment property, you need superior marketing material. What marketing materials do you use? Do you outsource your marketing? Is it time consuming and Costly? If you answered these questions with a YES or would like to take more control of your marketing campaigns to maximize your profit? Well, for myself as a Real Estate Wholesaler, I'm always looking for new and innovative ways to marketing my properties especially if it's economic and I can have creative control over my marketing tools. For the past couple of years I've been using free software like Word, Publisher, Gimp and others to create flyers, email newsletters and updates. It was average but it worked.
This method worked but I wanted my properties and ads to stand above novice or even experience investors. I wanted something new, so one day doing a basic search on the internet I came across Turn-Key Flyers (Professional Real Estate Templates) which is PDF base templates that allow you to have professionally designed PDF Flyers for marketing. Real Estate flyers are the cornerstone to any complete marketing campaign to promote, advertise, and sell properties. Colorful flyers add integrity to your marketing efforts and business. Creating your own Real Estate flyer with Turn-Key will help you to display the advantages and benefits of your primary residents or investment properties in a visual manner.
· Directly Edit on the Flyer
· Point & Click: Add / Replace Photos
· From Start to Finish in Minutes
· Unique and Creative Design
· Add Pazazz with Styling
· Open, Edit, Save As … PDF Advanced Template Technology
· You can Send via Email
· You can Print for: Open Houses, REI Meetings, Trainings
· Re-Usable, Versatility
· Works on BOTH Mac and PC
With Turn-Key Flyers they generated instantly and they can be fully customizable in Adobe. It's Fast and easily editable templates to use over and over again. Simply fill out the form and upload your property photos. You can also plug-in your contact information, your business name or affiliation, and services you offer. For any flyer you choose it will always have an elegant and professional design while maintaining ease of use as a priority. For my investment properties I wanted potential homebuyers searching online or visiting an open house to go home and have something they could refer back to and helps them to remember what property they saw, not just throw my flyer away.
Do you use Email Marketing? It's perfect for email marketing to attract potential buyers and sellers. In such a competitive market, it's challenging to stand out from your competitors. Real estate flyers are printer friendly and have all the property information you would like potential buyers to view. Turn-Key flyers are ideal for anyone looking to market real estate; fsbo's (for sale by owner), realtors, wholesalers, etc. Using flyers is easy and inexpensive and can be done for almost any type of property. So if you want to upgrade from unprofessional promotion and step up to the next level of Real Estate marketing then Turn-Key Flyers are a great one-time investment that you would see a serious return on money time and time again. Thank you for reading, Good Luck on Real Estate marketing future.
Source by Terron Dancy
There are two different types of cancer that may affect the lungs:
1. Primary lung cancer is categorized as either small cell, or non-small cell, and usually begins in the lungs before it spreads to other parts of the body. Small cell is commonly associated with heavy smokers, where non-small cell may include other types of cancers such as squamous cell, large cell carcinoma, and adenocarcinoma.
Symptoms may include a persistent cough, coughing up small amounts of blood, wheezing, shortness of breath, chest pains, a dull aching pain in the shoulder that may move down the outside of the arm, a noticeable weight loss, and recurrent chest infections or pneumonia.
Diagnosis of lung cancer is not usually found until after a doctor has ordered a chest X-ray which is usually associated with another illness. If lung cancer is detected by the chest X-ray, a CT (computer assisted tomography) scan, or a MRI (magnetic resonance imaging) scan may also be ordered to further confirm both the diseases diagnosis and staging.
Staging includes a limited Stage, where only one lung is affected together with the surrounding tissues, and an extensive Stage, where the cancer has spread to either the chest tissues outside the lung of origin or to another part of the body. Staging begins with Stage 0, where cancer cells are found to be in the lining of the lung; Stage 1A, where the tumor growth is no more than 3mm across in diameter and continues through stages 1B, 2A, 2B, 3A, 3B, until Stage 4 is reached. This is where the lungs or other parts of the body have multiple malignant growths.
2. Metastatic lung cancer, is categorized as either Hodgkin's or non-Hodgkin's, and begins in another part of the body before it spreads to the lungs. Metastatic lung cancer is a cancer of the lymphatic system.
Symptoms may include fever, fatigue, itching, swollen lymph nodes, and sweating during the night while sleeping. The lymph nodes can be found in clusters in the pelvis, neck, under the arms, and in the abdomen. When non-Hodgkin's lymphoma is present, it is common for its reason to be unknown.
Diagnosis includes blood tests, and a biopsy of the lymph node tissue for examination under the microscope.
Staging is based on the extent the tumor has spread.
Stage 1. Where only one lymph node or area is affected.
Stage 2. Where two or more lymph nodes are affected on one side of the diaphragm, or a single lymph node where the tumor has affected a nearby organ.
Stage 3. Where lymphoma is found in the areas above and below the diaphragm, and is considered to be advanced.
Stage 4. Where the lymphoma has metastasized to other parts of the body such as the liver, brain, or bone marrow. At this stage the disease is considered widespread.
Source by Philip A Edmonds-Hunt
Recently, after talking to a group of professionals in the construction business, the local distributor of Tyvek handed my colleague his card. Among its many purposes, Tyvek is used to wrap buildings at construction sites. The card was itself made from Tyvek, which makes for a fun, tactile, brand-reinforcing experience. I do not doubt that many conversations have started with, "wow – what's that card made of?"
A business card is a specific example of a brand touchpoint, a place where your brand as a real estate agent and your target home buyers meet.
Experienced marketers often say "Everything Communicates." That's a broad concept, but brand touchpoints bring it down to reality. Everything, from your business card to your actual product or service, says something about your brand as a real estate agent – and it's your job to know what it's saying.
Effective marketers know that they have to be intentional about everything that they do. In other words, you have to decide what you want to known for before you brand yourself. A message is crafted about why you are the best choice for the home buyers you want to work with. The voice, personality, and look-and-feel have to be right. After that, you can express that message using all of the channels of communication available.
Those channels are your brand touchpoints. They can include advertising, marketing collateral materials, web site and stationery. Those are the obvious ones. The touchpoints you do not think of, though, are the ones that are likely cause you problems. These are things like voicemail messages, phone manner (of everyone who answers the phone on your behalf) and the appearance of coworkers, car, or office.
To expand on this, you want to ensure that each of these touchpoints is actually building up the "know, like, and trust" factor with your ideal clients. If you want to be known for being extremely businesslike, then your voicemail should be very to-the-point and your dress more sophisticated. If you wish your brand to be more folksy, then your voicemail can include a more friendly or inspirational message, and your dress may be more casual.
The most important thing is consistency. You want each brand touchpoint to be reinforcing the same message. Do not let hidden brand touchpoints ruin your real estate agent marketing. Remember that everything communicates. That abrupt voicemail message or dirty car could have undo a lot of hard work.
Source by Andy Riegler Andrews
Like any other entrepreneur, you are also quite ambitious about your work and want to increase the turnover of your corporation. Therefore, you must be looking for the some important tips to improve the condition of your organization. To give a boost to your work and to make your flourish it, you will not only have to collect information about your own profession, but have to acquire information about the other businesses that are directly or indirectly related to your venture. You can check out the news to know the present condition of the enterprise sectors. However, for a detailed analysis, you should check out a renowned corporate magazine. There are several advantages of reading such magazines.
By reading a business magazine, you will be able to get a detailed analysis of trends and cycles various businesses follow. In such magazines, you can find experts’ opinions and tips regarding some intricate issues of a particular type of profession. As you will get the tips and suggestions on intricate issues related to the enterprise you are dealing in, it will be easier for you to improvise your works condition, which in turn will increase the profit level of your enterprise.
Expert consultation and advices are never available for free. You will have to pay a fee for each consultation and this might incur a huge cost at the end of the year. However, if you check the corporate magazines to get the advice of the experts, you will be able to get the advice of the experts without paying the fees. You just need to pay the price of these magazines. To reduce your expenses on the account of corporate magazines and to get the issue of your favourite magazine on time, you can opt for a subscription. Such publications offer different deals on the subscriptions of corporate magazines. Therefore, you will be able to get the best value of your money.
In the newspapers, you can find detailed report of the conditions of different sectors of the economy. But, all reports might not be related to your profession and you might not be able to get the best help from these reports. However, if you opt for corporate magazines, you can purchase the magazine that focus on the aspects of the work you do. By opting for such a magazine, it will be easier for you to get the advices that are related only to your field and thus you will be able to use the tips for the improvement of your business.
Such magazines are of great importance as they give a detailed report and analysis of the economic sector. Reading the corporate magazines regularly will help you understand the market condition and you will be able to conduct the business activities in a guarded manner. The economic recession has affected almost all the economic sectors of the world. Now, each and every corporate owner, whether small or large, is making his deals with carefully as they do not want to incur any loss. If you always want to make profits from your corporate, you can read the business magazines.
Source by Marth Fionna
In today's competitive real estate marketplace, I still am amazed at how few agents know how to communicate their real estate business story to a home buyer and seller. First impressions count, and you need to be prepared verbally and visually to tell your story and why the consumer should use you and not the competition. Soon after I started in the business I developed for lack of a better name, my brag book, that take on all listing appointments and first meetings with buyers.
My books' contents are always evolving and are constantly updated with current information and examples. The first section has as many active, pending, and closed listings as I can fit in. I include property brochures, postcards and virtual tours on CD-ROMs. Include a variety of price points and locations.
The second section has examples of newspaper advertisements, magazine features, and screen prints from my and my brokers web site to illustrate what types of marketing I do for a specific property.
Third in my brag book are the actual cards, letters, and emails that have testimonials from clients, both buyers and sellers, about their satisfaction with my real estate business.
Lastly, any awards or non-profit work I do in the community, I like to point out that giving back to the community is an important part of my business. After a client goes through my book, they have an comprehensive idea of what benefits I bring to the table. Let your brag book help tell your story to prospective clients.
Source by Mark Nash
Real estate leads are vital to any agent or brokers business. Home sale and home buyer leads have always been an important part of keeping a real estate business moving forward. With the advent of the internet and more than 80-percent of home buyers going on-line to look for their next home, internet leads are one of the most important marketing avenues realtors and brokers need to be using to increase their listings and income.
What many real estate agents do not know is that there are a handful of real estate lead generation companies that generate the majority of leads on the internet. In fact they generate so many leads that they do not have enough real estate professionals to sell them to. In order to help the home buyer or seller who went to the businesses website the lead generation companies have been giving the leads away for free, at least no up-front cost.
To get the free leads the real estate agent has to agree to pay a referral for any closed translation. The reason many agents do not know about these leads is because only one or two of the large on-line lead generation companies offer this free referral service because it requires them to have a licensed broker within the company.
These business leads are very helpful for a realtor starting in the business or a broker who has multiple agents under them. Also, agents who want to increase their marketing and number of closings each month can use these leads to increase their business. Typically the lead generation company wants 1 to 2 years of experience representing home buyers or home sellers but if they do not have any agents in your area then they will most likely take any agent. For home seller leads it is helpful if the agents have a network of investors who can buy houses fast. Many home sellers who go on-line and complete home seller forms need to sell a home quickly for many reasons. Some have large amounts of equity which allows them to sell price their home for a quick sale. Others are behind on their mortgage and would love to have an investor buy their home so they do not lose it to foreclosure.
If you are a broker or realtor and looking to increase your business I suggest signing up with one of the lead generation companies who offers a no cost real estate referral program. Typically these companies do not charge you any sign-up fee, monthly fees or cancellation fees, just a fee for closed transactions.
Source by Shaun Greer