| Pre-Foreclosure Leads Inexpensive but Affective. |
Written by Jamie Dietrich
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Realtors everywhere tell their clients location, location, location and I tell my realtors market, market, market! Real estate is a tough and competitive industry, considering referrals are great but are not going to keep your sales funnel strong. In this time and economy short sales are the trend and a large percent of our nation currently. Take some of that percentage, learn it, grow it, and perfect it! The key to the short sales is a combination of finding them first and marketing to them. Pre-foreclosure leads are where you’re going to find them first and still relatively unsaturated.
Let’s talk strategy! The first place you’re going to want to start is the “who” - who are you targeting; you’re bread and butter client. I have many people that try to start with massive loan balances because the commission is higher. I’m not trying to discourage anyone, but most wealthy people have contacts. I’m not saying don’t try, but also don’t count out your middle class. Next is loan status - how late should they be? Look around your area. How long is the foreclosure process taking, do you want them early and completely unsaturated or late where they are down to the last straw? Once you’ve figured out your target market it is time to start the mail piece. At this stage you should really try to be creative and get in your prospect’s head. What would attract you to take the time to truly look at a piece of mail? Let them know who you are and the goal you’re trying to accomplish.
Last but most certainly not least is finding the right pre-foreclosure list. You may want to call a couple of places to get the right feel for a sales rep, and also look into their website for details and accreditation. When you talk with someone make sure you let them know exactly what you’re looking for and give them a realistic time frame so you’re not rushed. Talk to them about strategy and if they may have any ideas to help on your marketing campaign. Once you have all your ducks in a row keep marketing beat up those pre-foreclosure leads and truly get your money’s worth!
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