You want to find more motivated sellers.
Because the more motivated sellers that you can get on the phone, the more deals you’ll close every month, the faster you’ll close those deals (because the sellers are motivated), and the more successful your business.
Which, in turn, means more personal, financial, and entrepreneurial freedom.
You get the gist: finding more motivated sellers can create a lot of opportunity.
And the good news is, the motivated sellers are already out there, just waiting to be found.
That’s right — tons of investors are finding those sellers and turning them into deals every single month. You can do the same thing: find them, attract them, and close them.
But, you might be asking, How am I going to do that??
Here are 8 ideas.
Idea #1: Send eye-catching direct mail.
Not all direct mail is created equal. As you already know, much of the direct mail that you receive every day goes straight from the mailbox to the trash with nothing more than a quick glance.
It’s called junk mail.
And neither you nor your ideal prospect (the motivated seller) are going to give junk mail any attention whatsoever. If your mailers look like junk mail (even if they’re not), if they are deceptive, too salesy, or downright gimmicky, many people are going to throw it right in the trash.
That’s the hard truth.
The good news is that you can make your direct mailers wayyy more effective with just a little bit of intentionality (it doesn’t take that long to change your mailers. And the pay-off can be massive).
Well, one sure-fire way to make your direct mail stand out from everyone else’s and ensure it at least gets opened is to use hand-written text rather than printed text.
And thanks to Ballpoint Marketing (another company founded by Ryan Dossey), it is totally possible to mass-produce hand written mailers (with real ink that smears and indents the paper!). You can learn more over here — right now, though, they are sold out except for one option. But they expect to be up and running again soon!
Idea #2: Answer the phone when it rings.
The phone rings…
Maybe you’re at dinner with your family. Maybe you’re at the movies. Or maybe you’re trying to enjoy a round of golf with friends.
Whatever the reason, you don’t answer it.
And who can blame you!?
The whole reason that you started on this entrepreneurial journey, anyways, is so you could enjoy more free time with your family, with your friends, and with the hobbies you really enjoy — not so you could be tied to your cell phone 24/7.
Unfortunately, though, not answering the phone when it rings might be costing you a lot of money.
The data agrees…
…and so too does cold, hard logic.
Think about it…
If a motivated seller — someone who really needs to sell their house as soon as possible — calls you and gets sent to voicemail, what are they going go to do next?
Well, they’re probably not going to patiently tap their knuckles on the desk and wait for you to return their call — they’re going to call your competitors. And if your competitor picks up the phone, they just got the deal that could have been yours.
But I’m not telling you to quit spending time with your family or to prioritize answering the phone over stuff that really matters to you… I’m just illustrating that you do need some sort of solution if your business is going to grow and thrive.
And at Call Porter, we have that solution. Learn more about us over here.
Idea #3: Follow up at least 10 times.
Most leads aren’t going to agree to work with you after the first phone call (even if they are motivated).
And that’s because of one simple psychological fact: humans don’t trust someone they just met.
Which is reasonable… isn’t it?
After all, you probably wouldn’t sign a contract after just one phone call with someone, would you? You’d want to discuss the logistics of the agreement and get to know them as a person before you put pen to paper.
The same is true for all of your prospects, no matter how motivated they are to sell their home.
Which is exactly why you need to follow up, follow up, and keep following up.
Here’s how Ryan Dossey explains the power of follow up in his own marketing strategy.
So you know you need to follow up more with your prospects and that that’s a sure-fire way to close more deals. But how many times should you aim for?
Check out these stats for an answer to that question.
And here’s an article that Ryan wrote which argues that 10 follow-ups is ideal (he ran a test on his own business).
Idea #4: Ask past clients for referrals.
Perhaps the most under-utilized strategy for finding more motivated sellers in the real estate investing world is asking for referrals.
I’m not totally sure why that is…
…but it is.
And that’s an unfortunate fact — because a whopping 91% of people said that they would give a referral if the salesperson asked them.
What an easy way to find more motivated sellers for your business!
All you have to do is call up past clients on the basis of your already-established relationship, and ask them if there’s anyone they know who would benefit from your services.
Yet, only 11% of salespeople do this.
Which is a fact that’s ripe for exploitation in your own market. Most of your competitors probably aren’t asking for referrals. So who knows? This might be the strategy that makes you surpass your most aggressive competitors.
And it’s so darn simple that you have no excuse to not at least give it a try.
Idea #5: Post once a day on social media.
Speaking of under-utilized strategies for finding motivated sellers, here’s another one: consistently posting on social media.
Most real estate investors either completely ignore the potential that social media represents for their business’ lead-gen, or they exclusively run paid ads, but never post organically.
But the truth is, social media is a freaking powder-keg of potential for generating leads and finding motivated sellers!
In fact, salespeople and sales teams that use social media are fare more likely to hit their quotas every month.
That’s great and all.
But I know what you’re thinking…
What am I supposed to post about??
And the answer is pretty simple: anything that interests you.
Have a strong political opinion? Talk about it on social media (just don’t get in a fight). Find something that made you laugh? Share it. Just put a property under contract? Celebrate.
The fact is, the more that people see you on social media, the more that they’ll feel like they know who you are, the more they’ll trust you, and the more motivated sellers you’re going to find without even trying (they’ll come to you before anyone else if they’re in need of selling their house fast).
Idea #6: Drive for dollars.
Have you heard of driving for dollars before?
If you haven’t, it’s basically just a not-so-fancy way of saying… you drive around in a car, look for distressed properties, write down their addresses, and add them to your mailing list.
This can be a phenomenal way to find leads and motivated sellers that your competitors are overlooking.
Because when you pull a mailing list, you’re probably pulling the exact same list that your competitors are pulling. But when you manually go look for distressed properties, you might find some leads that no one has reached out to yet — a powerful advantage.
And this doesn’t have to take a lot of time or effort out of your day.
Just pay attention whenever you’re driving around town — going to the grocery store, taking the kids to sporting events, or heading into the office, for example — and write down the address for any properties you see that might benefit from your services.
You can mail or cold call them once you sit down at your desk.
Idea #7: Cold call.
Look — I’m not going to lie to you.
Cold calling is hard. It’s uncomfortable, it’s nerve-wracking, and it takes a lot to find someone who won’t hang up on you after just a few seconds.
Some stats estimate that it takes somewhere between 100 and 200 calls just to find a single motivated prospect.
But the good news is, you can greatly increase that ratio by focusing your cold calling efforts on people who are likely to be motivated about selling their home — people on the probate list you pulled or owners of properties you discovered while driving for dollars, for instance.
The only other things you’ll need to tackle are the discomfort of calling someone you’ve never spoken to before (it can be scary!) and figuring out exactly what you’re going to say when they answer the phone.
For that, check out comprehensive guide to cold calling motivated sellers. Hope it helps!
Idea #8: Work on your website’s SEO
Since you’re a real estate investor and entrepreneur — not an expert digital marketer — you might not even know what SEO is.
That’s okay — let me explain.
SEO stands for Search Engine Optimization and it is a term which describes the process of trying to get pages of your website to rank in Google.
That is, one of the first things that many motivated sellers do when they need to sell their house fast for cash is go to Google and search for… “Sell my house fast for cash in [market city].”
This is what I mean.
And here’s the kicker. Even though that search brought up more than 27 million results, only 10% of people go to the second page, and even less to the third, fourth, fifth… you get the point. Similarly, 33% of searchers (the biggest majority by far) click on the very first result.
Imagine, then, if your website came up on the first page — or better yet, as the first result — of Google when a motivated seller went searching for someone who could purchase their home. How would that affect your lead gen and your business growth?
It’d be pretty awesome, right?
Here’s a basic outline of how you can optimize any page for search engines.
- Choose your target keyword (what phrase do you want you page to rank for in Google?) — only choose one phrase to target per page.
- Aim for about a 3% exact match keyword density on your page (that is, if a page has 1,000 words, it’d have 30 occurrences of your target keyword phrase).
The fact is, finding more motivated sellers and turning those leads into deals can skyrocket your business growth.
Which will provide you with more entrepreneurial freedom, help you build the business you set out to build, and give you more time for the things in life that really matter to you.
But it all begins with finding more motivated sellers.
And make no mistake, the motivated sellers in your market are just waiting to be found.
They already exist and they already need your services. You’re not creating new motivated sellers, you’re just working to find the ones that are already there!
And to do that, you can use the above 8 ideas I outlined above. Some will work better than others. But so long as you’re moving forward — so long as you’re consistently working to create the business of your dreams — you’ll eventually get where you’re going 🙂