Step 1 Generating Leads List Targeting

Transcription

1 Step 1 Generating Leads List Targeting You ll Discover Why Target Lists Best Lists to Target How Best to Target Them How to Handle Leads Generated from Them Bronze Medal Best Quality (Gold): Intent Traffic Good Quality (Silver): Advertising Decent Quality (Bronze): List Targeting 1

2 How Did You Find It? Question: How did you find that lead? Answer: Direct Mail Why Target Lists Lowest Cost Stepping stone to better leads Generates different leads than intent or advertising. Can be effective in Major Metro Areas Stealth Standard Postcard Use Click2Mail to Send Postcards 2

3 Standard Message Dear First Name Merge Field, Want to sell Address Merge Field fast and easy? We are a local, family owned real estate business that will be buying 3 houses in the next 2 months in your area. We sent this to you because your house has some of the features we are looking for. But this same postcard has also been sent to hundreds of others too. So if you want to be one of the lucky 3 to sell their house fast cash with no commissions, no hassles, no headaches, just quick and easy, CALL or go online to Sincerely, John Smith Handwritten Envelope Handwritten Formatting 3

4 Handwritten Hybrid Handwritten Envelope but Printed Letter Inside Handwritten Font Letter Fedex Copied Handwritten Letter with Handwritten Name at beginning and Address in middle What Mailer to Use PostCard (bigger lists) Automated, Cheap, Fast Hybrid (quality lists) Faster than completely handwritten Completely Handwritten Very small, high quality lists Lists (Good, Bad, Ugly) Mortgage Lates, Pre-Foreclosures & Right of Redemptions Tax Lien & Tax Deed Sale Quitclaim, Post Divorce & Inheritance Post Bankruptcy Expired / Withdrawn Eviction Filers, Code Violators For Sale By Owner Absentee Owner zbuyer 4

5 Foreclosure Process Stage 1: Mortgage Late Stage 2: Pre Foreclosure Stage 3: Foreclosure Auction Stage 4: Right of Redemption Mortgage Lates Prior to Pre Foreclosure 30, 60, 90, 120 Days Late Sourced from Credit Bureaus List Provider (In Vendor Network) 500 Record Count Minimum Avoid 120s in long foreclosure states Instructions in Vendor Network Mortgage Lates MUST Direct Mail Mail each record 5 Times Separate list into 4 groups Mail a group a week Returned letters can be the best ones Disproportionately large amount of 120s can be the reason for lack of response. 5

6 Pre Foreclosures Public Record Mortgage Delinquency Competition (Attorneys, Investors) Accessible Free on Zillow Door knocking these is a tried and true method to dig up a deal if you are broke Pre Foreclosures Don t Call Blast List from LandVoice but you can call or REPhoneBurner.com Door Knocking Hone on Best Ones (Equity, Location) Hire a BirdDog Direct Mail may not work Right of Redemption Michigan, Minnesota, Kansas, New Mexico Getting the List may be manual Pull MLS comps on each one Door knock, Facebook stalk, Skip trace If all else fails, offer to share in the profit Get a Quitclaim Deed recorded ASAP Start at the Pre Foreclosure Stage 6

7 Tax Lien Process Stage 1: Upcoming Tax Lien Sale Stage 2: Sold Tax Liens (Decent) Stage 3: Upcoming Deed Sale (Best) Stage 4: Right of Redemption Tax Lien & Deed Sale Manually create the list from the government posted records. Filters Single Family Homes For Tax Deed Sales, review title to each. Tax Lien & Deed Sale Click2Mail Postcards to Tax Lien List Send every 2 months Use all purpose letter Handwritten Letters to Tax Deed List Send every week Use Tax Deed Letter 7

8 Tax Deed Sale Letters Quitclaim List Recorded Quitclaims to persons (not entities) last 30 days Getting the List Manual (or Atchut Neelam) Reaching the List Direct Mail Post Divorce List Divorce completed. Getting the List Manual (or Atchut Neelam) Reaching the List Direct Mail new owner (or defendant) 8

9 Inheritance List Probate completed. Getting the List Manual (or Atchut Neelam) Reaching the List Direct Mail new owner Post Bankruptcy Divorce completed. Getting the List Manual (or Atchut Neelam) Reaching the List Direct Mail new owner (or defendant) Expired/Withdrawn MLS listings change to Expired or Withdrawn. Getting the List Manual Reaching the List Direct Mail Track Down Owner 9

10 Eviction Filers Property owners who have filed an eviction. Getting the List Manual Reaching the List Direct Mail Track Down Owner Code Violaters Property owners with a building code violation. Getting the List Manual Reaching the List Direct Mail Track Down Owner Bird Dogs Door Knock Pre Foreclosures Call on FSBO / For Rent Signs Investigate Vacant Properties Compensate per lead (not a share of profits) 10

11 For Sale by Owner Great for practice Most are Greedy/Irrational List Provider: LandVoice Call Loop or SimpleBlast May still work in rural areas The Craigslist Effect Messes with your mind Mining Craigslist/Zillow Craigslist Automator Individually ing, texting or calling FSBOs You have to kiss a gigantic amount of frogs to find a prince, but statistically possible. Mining Craigslist/Zillow 11

12 Absentee Owner See ListSource Video Inexpensive Quantity, not quality Competition May Hit List Make Offers to all Leads Target Bread and Butter Areas Drops Leads Generated from Drops Excellent Value, Lower Lead Quality Contact every seller lead several times and those that don t call back Expect long term time horizon on results Ask for Discount because you are in this program. 12

13 REPhoneBurner.com the Old Leads Leads are not exclusive Best in Rural/Medium population counties Not effective in Large Metro Areas due to competition unless dialing old leads. Consistency and Persistence is Key Summary Mortgage Lates, Pre-Foreclosures & Right of Redemptions Tax Lien & Tax Deed Sale Quitclaim, Post Divorce & Inheritance Post Bankruptcy Expired / Withdrawn Eviction Filers, Code Violators For Sale By Owner Absentee Owner zbuyer 13

14 Q&A 14