Don't Get Lost in the Crowd: How to Stand Out to Motivated Sellers

Selecting the right marketing piece is crucial for motivating sellers who are eager to sell. Marketing poses the number one challenge when it comes to connecting with sellers and buyers. Throughout the years, we have experimented with a wide range of marketing techniques: internet leads, direct mail, PPC advertising, telemarketing, door-to-door visits, cold calling, and more. To determine the best marketing strategy for you, you will likely need to try out various options. This is a process that takes time to understand what works effectively. These experiences are not classified as mistakes or poor decisions; rather, I would consider them educational opportunities. A significant amount of education is involved in marketing. The good news for you is that we have been through it all ourselves. We know what works and how to generate interest from both sellers and investor partners. Marketing is the key to your success.

It takes money to make money! Think about your past or current employer and how much they allocate towards marketing. On average, companies dedicate at least 25% of their net worth to marketing. Therefore, if your net worth is $10k a month, you should be investing $2,500 into marketing. Allow me to ask you a question: If I asked you to give me $2,500 in exchange for $10,000, how frequently would you take that opportunity? And there you have it!

One of the biggest mistakes that I made throughout the years was not marketing enough. My current success is primarily from our marketing efforts. When we don’t market, the phone doesn’t ring. It’s as simple as that. During the worst times, I remember blaming the economy and everyone and everything I could think of. Until I started researching (my favorite thing to do), I would ask myself, 'Why in the world does McDonald's still advertise?' So many people go there across the globe. Then I read something very profound. In 2017, McDonald's spent over $530 million on advertising, down from $645 million in 2016. Is that amazing? If McDonald's spends over half a billion dollars on marketing and everyone recognizes those 'Golden Arches', how much advertising do we need to do if no one knows who we are? You do the math. Get a budget, stick to it, and increase it as much as you can when you can.

When it comes to marketing, a lot of people are simply not willing to put in the time and money necessary to make sure their business stands out from the crowd. It can be frustrating, because you know what works, but have trouble applying it to your business. Fortunately, there is a solution to this problem: Invest in marketing and reap the benefits. 

We have found direct mail to be the best fit for us. I am fortunate to have a wife who enjoys designing, so she can create various postcards for us to use. Choosing the right company for mailing your direct mail is very important. There are plenty of companies that offer direct mailing services, but the goal is to narrow down the best bang for your buck; in addition to mailing a quality marketing piece. This is the first impression the homeowner will get of you and first impressions are everything. Pricing, of course, plays a big factor. You have to be able to afford to market and you don’t want to be taken advantage of.  

Yes, it can be costly and time consuming. However, we believe that the return on investment can be truly amazing. When you implement a marketing plan, you create channels that lead to a higher level of engagement and ultimately, more conversions.  

 Look for more upcoming information on direct mail.