Are You Making This Common
Mistake When
Trying To Attract Motivated Sellers
By Sean Flanagan
The author has permitted the reprinting and redistribution of this
article.
Regardless of what kind of business you own, if your marketing is
poor… you probably are, too. This is especially true if you
haven’t build up a large list of people who send you
referrals. Since the majority of investors, especially newer ones,
don’t operate entirely on referrals, let’s discuss
marketing.
For all intents and purposes, there are 2 types of advertising.
There’s advertising which establish a brand name and theirs
direct response advertising. Advertising which establishes a brand name
is usually done by large companies with a bunch of money to
“waste”. A good example would be a full page ad in
a magazine by Cadillac that just has a real pretty picture of a car and
then says “in the pursuit of luxury”. Advertising
which has a strong “Call To Action” (referred to as
CTA) is referred to as direct response. A good example of direct
response would be a late night infomercial that is selling a product at
a special price with the speaker on the commercials telling the viewer
to “pick up the phone and call right now while supplies
last” and a countdown timer in the corner of the screen which
counts down the minutes left until the special offer expires.
So which form of advertising is better for the real estate investor
Without fail, direct response gets significantly better results when
trying to attract motivated sellers for several reasons, the biggest of
which is that it prompts immediate action from the seller. For example,
a bandit sign which reads “We Buy Houses Cash
800-555-1212” is probably not going to perform quite as well
as one that says “We Buy Houses Cash- Call Us Right Now For A
Guaranteed Cash Offer 800-555-1212”. Savvy investors compare
results of their marketing campaigns and probably already have found
this to be true. However, far too many investors are content with
advertising that simply says We Buy Houses Cash. Not only are they
forgetting the important Call To Action, but they’re also
using possibly the most “worn out” marketing phrase
in the history of time. I have written entire articles on why the term
We Buy Houses Cash does more harm than good for real estate investors
worldwide, but the main point is simply that it’s very
generic. It’s basically “We Buy Houses Cash
– INSERT YOUR NUMBER HERE”, resulting in absolutely
no reason for a motivated seller to do business with you as opposed to
the other several hundred investors in your area who are saying the
exact same thing in their advertising.
My personal marketing campaign, used by myself and a growing number of
savvy investors nationwide; incorporates a catchy, memorable and unique
slogan combined with a strong Call To Action to drive motivated sellers
directly to me instead of the “We Buy Houses Cash”
competitors in my area. The slogan is Lucky Buys Yucky Houses®
and the Call To Action is “pick up the phone and give us a
call right now at 1-800-22-LUCKY. We have operators standing by 24
hours a day to take your call”. Of course, that statement is
used on TV commercials, infomercials, billboards, postcards etc. but it
can be scaled down to fit on a bandit sign quite easily as referenced
in the above example.
In closing, I would encourage those who are serious about their real
estate careers to either learn as much as possible about direct
response advertising and immediately begin to apply what you learn into
your marketing campaign, or find a “done for you”
type of real estate investor marketing company which uses a
pre-produced marketing campaign to generate real estate investor leads.
Your investment of time andor money will be paid back tenfold by simply
taking these simple steps.
Copyright 2008 © All Rights Reserved
Sean Flanagan went from being a dead broke laborer, living off Ramen
Noodles and gas station hot dogs while selling used wooden pallets from
the roadside for $20 a day, to a self made real estate multimillionaire
in under 2 years time. He has a FREE audio course.
httpwww.YuckyHouseLeads.com.
If
you would like to take advantage of the market and learn how to invest
in real estate and you are local to the Dallas Fort Worth area, I know
a really great teacher and mentor here in Arlington Texas. Please take
a look at his web site: DennisJHenson.com,
Dennis has a great Mentoring and training program, I know because I am
one of his former students. I learned a lot from his one on one
teaching technique. - Michael Harman 817-457-7572
mchfun.business@gmail.com
http://www.biggerpockets.com/articles/