|Real Estate Information|
The Key to Real Estate Investing Success Revealed!
How did you get into real estate investing? Did you read a book on it? Was it a seminar? A meeting of some sort with speakers dispensing real estate investing information, but really selling courses? Did you get really, really jazzed and pumped up by these simple ("not easy") concepts that were delivered to you in parable form from the stage by a charismatic speaker?
Did you find yourself levitating to the back of the room, powerless but to slap down your plastic to buy the kits that were being sold there? Like, "Yes Mr. Ker we do take traveler's checks. Yes, cash is OK too. "HEY BARNEY DO YOU HAVE CHANGE FOR A HUNDRED??" There's your kit Mr. Ker. Good Luck!"
I have to admit that's where I began. I attended a "conference" and dropped over a grand in two days. What I ended up with was a very funny course about Paper (i.e. discounted mortgages) and a more somber account of making a million five in eighteen months buying and rehabbing multi-units.
I listened to tapes for about four days straight, then went out and bought an HP12C financial calculator. I loved paper (the units can wait a while). I really got my head around it. I loved discounting on the calculator, I loved calculating yields. And the guy on these tapes was so funny!
I spent a fun couple of weeks learning the courses and I knew more than most bankers because the guy on the tapes told me so. I wanted to get started and get a note-closing-sweatshop going just like he described. I knew this stuff inside and out.
Two deals a week would be OK with me you know, I'm not greedy. Now where was it in the book that it showed how to find the deals. OK...here we go ... Look up names at the courthouse, call Accountants, call Contractors, call Attorneys......hmmm.
To cut a long story short, I looked up five hundred names at the courthouse and sent letters to them, I made about five hundred phone calls to Accountants and Lawyers (setting up my "network"), and finally I found one note holder who was interested in selling. I made an offer, he said "no", and I went home and went to bed for two weeks... too depressed to function.
All that work, and this guy just said "no".
That was my introduction to the wonderful world of real estate investing. From there, I got into low income apartments and completely flushed myself down the toilet!
Five years later, after buying and giving back about 50 units, newly penniless, I discovered this thing called creative real estate. Control without ownership, solving people problems, use your brain to buy property - not your cash.
I had an acute appreciation for it, given my (expensive, and painful) landlording odyssey, but it seemed even with all this wonderful real estate investing information, I was still in very much the same position I had been in when I first got started.
The same position I stayed in, until I wised up, and the same position most real estate investors struggle with year after year because they don't know any better.
That is: "I know all this real estate investing information inside and out. I know 100 different creative ways to buy a property. But I've got to suffer through things like lackluster advertising results, cold-calling, talking to hundreds of testy uninterested people, and dead ends, before I even get the chance to talk to someone who is half way motivated to sell.
This is a crossroads. The proverbial "brick wall" for most of us.
And this brings up an important point. Possibly the most important point to really "get" here. Knowing how to find motivated sellers is far more important than knowing 100 different ways to buy a house. You see, your business (and therefore your life) is going to be frustrating, stressful and unfulfilling unless you find a way to create a non-stop flow of motivated sellers calling you, every day.
Now, that's obvious isn't it?
Well it can't be that obvious because not many people actually do it. You see, what I'm trying to point out here that there is a mental shift that needs to occur in your mind, a paradigm shift if you will, before you are going to make any serious money as a Real Estate Entrepreneur.
And what is this shift? It is: Instead of being a real estate entrepreneur, you must become a marketer of your real estate entrepreneurial business. That's what it comes down to.
If you are in business, you need to make this shift in your thinking. Because no business is going to prosper, or be successful without a lot of customers.
Making this shift in thinking, in orientation, about who you are, focuses you on the singularly most important and financially rewarding aspect of business: marketing. The money is in marketing the business, not in doing the business. It may take a while before you really absorb this. You may have to think about it for a while before it really sinks in. Read it again. Take a minute.
Once you change your thinking to accept that you are a marketer first, and a Real Estate Entrepreneur second, you'll finally be able to start making the kind of money you really want to make.
Accepting your role as a marketer is the thing that will move you out of the rut of occasional mediocre deals and up into a level of sustained success that would not otherwise be possible for you (although this is not what is taught in how-to-do-it real estate investing information).
And this is true of anyone in any other business or industry. The person or company who is most on top of their marketing, makes all the money, and dominates their market.
Look at Domino's. A marketing machine! Very average pizza. But aggressive marketers, and they virtually own their market.
Look at Bill Gates (yes, I know, everyone cites BG). If you saw Accidental Empires though, a PBS documentary by Robert Cringley, you'd know that Gates was just one of hundreds of fanatical "techies" who were trying to make this computer thing work somehow. With his astute positioning and relentless marketing he rode Microsoft up over IBM to the $243B company it is today.
Of course this doesn't mean you just market better and let your buying, negotiating and selling skills go to pot. You've got to be the very best property buyer you can be and run your office well too.
After all, your sellers and buyers deserve the very best treatment from you. But more importantly, doing what you do so well that people can't resist telling others about you, is the purest type of marketing in and of itself.
Remember, it doesn't matter how good you are if you have no Motivated Sellers to talk to.
Buying houses from Motivated Sellers with little or no money out of your pocket is the name of the game, and marketing is the thing that brings in the Motivated Sellers.
OK, so, marketing. Really fabulous! But, what does it mean? So far it's just a word I've said 10 or twenty times, right?
Well, there are two types of marketing people typically use.
The traditional approach which, for want of any better way to go, usually involves just going out after randomly selected sellers. They haven't been screened or qualified in any way. We just know they have a house to sell. We run up big phone and classified ad bills to get to talk to them. In communicating with them we usually talk to them about our financing, and how great it is, and if they will just sell to us their "problems" will go away. We do it manually; call by call, door by door. We talk about us, rather than inquire about them. We chase, they run. When we stop, the marketing stops. The cost per deal is very high, both financially and emotionally.
The second approach is the targeted, low-cost, systemized, response-oriented approach that, through a variety of media (such as direct mail, lead generating classified ads, flyers, signs, radio, cable TV) states or implies a benefit for the seller, calls for a response from them, and positions you as "the solution" for the sellers who want that. The sellers step forward and select you. The marketing is automated, and it is an operating system that works whether you are there or not.
I don't want to shock you, but we are not going with the first choice here.
Pick up just about any book or course with real estate investing information or that is about creative real estate and you'll find the choice #1 approach to finding motivated sellers, if any.
What you won't find anywhere in those books, courses or real estate investing information is the choice #2 approach, which is direct response marketing.
Direct response marketing targets a specific group of most-desired prospects that you have defined as those most likely to respond to your offer (e.g. out-of-state homeowners, or expired listings), then it advertises for or delivers a message to only those people via a media (e.g. personal-looking hand-addressed #10 envelope mailed first class) that will reach them and get their attention. Once in front of the target, direct response delivers the following:
- A benefit-telegraphic headline
- A true marketing message
- An offer, or offers
- A reason to respond immediately
- Precise response instructions and mechanisms.
With these five elements in place, you set yourself up to be called only by motivated, partially pre-sold sellers, continually, day after day! So now you can be freed to do the most productive thing possible for you as an investor: make offers to motivated sellers!
Hopefully you can see the picture here. Direct response marketing cuts your advertising expense in half. It sifts, sorts and screens your prospects so that only the most qualified and most motivated respond and get to talk to you. In short, it allows you to make more while working less, with more predictability, consistency and control than anything else you could do to find deals.
Is that something you want? Think about it. Is there anyone you know of who is buying and selling a boatload of houses every month?
They are still doing a ton of business. Now, why is that? They don't offer sellers anything more outstanding than you, do they? They are not privy to any real estate investing information that you are not. They certainly don't offer sellers anything more creative than you are capable of offering. They don't have any better phone manner than you.
Not at all. The only thing that very successful Real Estate Entrepreneurs do better than anyone else is: Create a reliable, consistent flow of motivated sellers calling in each day! That's it! That's the difference.
So did you get the message here? I hope so.
If you want to change your experience in real estate investing from one of anxiety, frustration and disappointment to working less and making more, you'll make the change.
Ben Innes-Ker is a father, best-selling author, and real estate investing warrior. He has developed the "Motivated Seller Magnet" to help real estate entrepreneurs attract more motivated sellers with less effort and increase profits. To receive your 23 page special report that reveals real estate investing information anyone can use to achieve this too, visit: http://www.motivatedsellermagnet.net
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Listings prepared for Times Review Media Group by Suffolk Research *Service*, dated Dec. 17-23, 2018.
Real Estate Fresh Finds: Feb. 13 PoPville
Real Estate *Fresh* Finds is a weekly selection of newly-listed properties in the District, brought to you by Real Living At Home. Featured Property of the Week: ...
The Best Emerging Real Estate Markets In Europe For 2019 Forbes
As Europe watches the clock tick down to Brexit in a mere six weeks time, all eyes are on the property markets in the major European cities. With companies ...
The Green Rush: Real Estate Frenzy For Medical Marijuana Properties Traverse City Ticker
The “green rush” is on – a mad race among prospective marijuana businesses that's having dramatic effects on the local commercial real estate market.
Ocean County’s real estate values back to pre-Sandy normal Asbury Park Press
TOMS RIVER - Ocean County's real estate values have returned to pre-superstorm Sandy assessments for the first time since the Oct. 29, 2012, disaster, ...
Real Estate Is The New Gateway To The Ivy League For International Parents Forbes
Gaining admission to the nation's most elite universities is only growing more competitive, as the number of qualified applicants, and the number of schools ...
Beat the Crowd when Investing in Real Estate
We all are thinking about it and some of us are actually taking action and getting their hands on real estate investment properties. The longer the NY Stock Exchanges doesn't produce desirable returns the more people are starting with real estate investments.
Invest In Real Estate - But Where?
Where should you invest in real estate? If you know an area well, and have enough experience investing in real estate, you can make money almost anywhere. However, there are always places that are better or worse for real estate investments - places that have a better demand/supply ratio.
3 Mistakes to Absolutely Avoid in a 1031/TIC Exchange
We've all made bad decisions in the past. Don't you just hate to hear "I told you so" from your friends and family? Or, maybe you catch yourself saying "If only I'd have.
Conventional Financing For Wholesale Deals
This info is very important for both new and experienced wholesalers, AND buyers of fixer-uppers, to carefully read and understand. We learned it painfully, hopefully you won't have to :-)Often times we are asked by investors about using conventional financing for their investor deals.
Budgeting Your Log Home - Creating a Checklist
If you've read my first article, BUDGETING YOUR LOG HOME: Where do you start?, you've got a very basic overview of the process. However, there are still a number of questions I'd like to address.
When Showing Your Home
Here below are some of the reasons why buyers may be put off when visiting your home.1.
Real Estate Investment - One Simple Formula
I saw the ads in our small-town newspaper for years before I realized exactly what was going on. They were always the same: A house for sale with 5% down and payments of 1% of the purchase price.
The Devine Secrets Of The Ya Ya Lease Purchase Hood
The biggest secret of conducting a successful lease purchase business is to have a plan. I know don't grown.
Foreclosure Home Deals
Did you know that you can save tens of thousands of dollars on the purchase of your home by investing in a foreclosure or preforeclosure property? When you are trying to purchase a home for the first time, and you have limited resources and limited funds, it is particularly important that you get the most "bang for your buck".One way for a young family to get the most home for their money is to purchase a "distressed" property.
Big Discounts With Property Investment Clubs?
A stagnant stock market, low interest rates and booming property prices over recent years have lead to more and more personal investors deciding to join property investment clubs.Property investment clubs are organisations that either buy property in volume and resell it to their members at discount prices or negotiate the purchase of large numbers of properties from developers, again ensuring discounted prices.
Buying a Home with Zero Down Payment in Irvine, CA
Years ago, the only person that could buy a home in Irvine with zero down payment using a new purchase money loan were Veterans of War (called a VA loan). In the past several years, there has been an explosion of new loan programs designed to fit most any buyers circumstances.
Sell Your Home Without Paying Any Commissions
All of us know that real estate commissions can work out to quite a bit of money - anything from a few thousand dollars with discount brokers to 6% in commissions with full-service agents. That's a substantial sum of money to be paying for something you could very well do on your own.
How Professional Property Investors Interpret and Use Capital Growth Statistics
Understanding and using yearly price growth statistics in an area of interest is critical to making successful property investments decisions.Property price growth is usually expressed in terms of a percentage i.
Why Should Sellers Be Absent During Showings?
If only there were a way to sell your home without letting all those people come through. Unfortunately, the reality is that homes must be shown in order to be sold.
Why it is Important to Hire Just One Real Estate Agent to Buy a Home
In our fast paced and frantic real estate market, buying a home takes quick action and strong representation. Some buyers decide to involve several agents in their search for a home, assuming that there is strength in numbers.
How to Get Started in the Real Estate Game Fixing and Flipping Houses
If you're looking to get started investing in real estate by fixing and flipping houses, you'll want to know what to type of property to buy. Many real estate investors make millions turning ugly houses into dollhouses.
Practical Advice for Finding Irish Castles for Sale
Have you ever wondered what it would be like to live in a castle?Have you ever dreamed of dancing in a grand ballroom that at one time was filled with princes and other nobility?If you find yourself dreaming of this lifestyle, you're not alone. Celtic castles, and all things medieval for that matter, have gotten very popular in recent years.
5 Hot Tips for Successful Real Estate Investment
The last downturn of the global stock market saw millions of 'every day' investors having their fingers badly burned. Overnight life savings were eaten away, retirement funds went into decline and the economic forecast for all of us who had any money invested in stocks and shares was gloomy to say the very least.
Tenant/Buyers Have Multiple Options
Lease Purchasing affords the tenant/buyer a wonderful opportunity to get into a home today, that he or she can buy tomorrow. But what options are available at the end of the contract? Fortunately, Lease Purchasing provides multiple options here also.
Selling Your Home In The Winter
In many parts of the country, selling a home during the winter months can be a challenge. Dreary, cold weather and the end-of-the-year holidays can keep buyers away and heighten fears of your home staying on the market longer than expected.
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