What to expect when marketing directly to sellers
Expect competition. Be consistent. Don’t give up early. Conversion = timing + opportunity. You’ll deal with angry and upset people, sad people, desperate people, and everything in between. Be patient, calm, and willing to hear them out. Often times sellers are in tough situations and need help determining their best solution.
Sellers can have a wide range of motivation to sell their property. Your main goal is to uncover their motivation to sell, build rapport through conversation, and present them with a solution and fair offer for the property.
Talking to Sellers
This has been debated for years by successful investors on each side. In our opinion, a higher quality mail piece like a handwritten letter always provides a higher chance to receive a response. However to a motivated seller, you really just need to send them something, but at the right time. Send both postcards and letters to really determine how your market reacts. Some clients have success with an all postcard campaign, and others prefer letters to introduce themselves.
Keeping record of your mailing campaigns performance is critical to improving your results on an ongoing basis. Like any other form of marketing, you need to be creative and innovative to stay ahead of the competition. Let your imagination fly with this. No one likes receiving a classic yellow letter or another spammy pink postcard.. send them something that represents you well.
Just meet with one of our Direct Marketing Coaches to get advice on mailer strategy and content. We can set you up that day with a tailored campaign that fits your needs.Its our job as Investors to help homeowners through the steps of selling by providing an easy process, genuine care, and most importantly, a fair cash offer for their property. Identifying the owners motivation to sell is the key to unlocking the deal.
Here are some helpful tips to get you started talking to sellers and cold calling like a pro.
- Make a connection
- Be transparent about your intentions
- Find their motivation to sell
To get the owner to give up to information you need to qualify the home, you may need to loosen them up a bit first. Engage in some small talk and ask them how their day is going. Be genuine and listen to their response. You can learn a lot from the first minute of speaking with them
Ask them if they were interested in selling before they received your letter. This will help spark their true motivation, or create a chance to go over any questions they have if they were just curious about your offer.
For a complete guide to talking to sellers, check out this comprehensive article published by BiggerPockets:
