| "In Real Estate Investing, Like All Other | | | | work in my area." This, of course is absurd. |
| Businesses, The People Who Make The BIG MONEY | | | | What I usually say to them is "What's the |
| Are Better At Marketing" | | | | difference between a 1 dollar bill and a 100 |
| | | | dollar bill? It's the message on the paper! |
| | | | |
| | | | So many people send out $1 messages and |
| When meeting other investors, one of the most | | | | expect $100 results. It just doesn't work |
| frequent questions I am asked is how is it | | | | that way, and it never will. The $1 message |
| that I manage to buy up to 5 properties a | | | | screams out to your prospect all about you, |
| month when they are struggling to find one. | | | | and how you will buy their house sight |
| | | | unseen. |
| It only takes me a few questions to get to | | | | |
| the problem. Their marketing doesn't make the | | | | First, an ugly truth: Your prospect doesn't |
| grade. It's either haphazard, inconsistent, | | | | care about you. He cares about someone who |
| or nonexistent, and instead of facing that | | | | has a solution to a problem they are having. |
| they want to tell me that it's the economy, | | | | When you take out al the I, I, I, of your |
| or it's different where they live. | | | | direct mail pieces, and replace it with |
| | | | possible solutions to their problem, then you |
| Here is what I counsel all the people who | | | | have a far better chance of having them |
| want to make wheel barrels full of money: | | | | contact you. |
| "Don't ever forget that above all else you | | | | |
| are in the marketing business. The extent to | | | | No one is born a terrific marketer. You would |
| which you embrace this fact will ultimately | | | | not believe some of the mistakes I made when |
| determine your success or failure in this or | | | | I started out. But I got the education I |
| any business!" | | | | needed, and was never afraid to invest in |
| | | | seminars that ultimately got me to a position |
| A bold statement, I admit. Now obviously you | | | | of making over $1 million a year. You can |
| need to know the basics of the business, how | | | | become a great marketer too, but you must get |
| to buy and sell homes for a profit, but | | | | the education on how to do it right, and the |
| beyond that, your marketing will be the | | | | system to execute it all. |
| difference between you and all the other | | | | |
| investors out there. | | | | I know that marketing will make the |
| | | | difference between an investor who does 3 |
| Why is it such a difference? Because when you | | | | deals a year, and the ones who are doing 4 or |
| market well, people come to you to help them | | | | 5 a month like I do. |
| solve a problem, and that makes all the | | | | |
| difference in the world. Yes, you can go | | | | Proper marketing will produce truly motivated |
| knock on doors of every FSBO or foreclosure | | | | sellers which are the best prospects in our |
| in town, but the positioning is terrible. | | | | real estate business. This will make a |
| First, you were not invited, and the prospect | | | | difference between making $50,000 per year or |
| is likely to be so defensive or angry, you | | | | $50,000 per single month! |
| are not going to get very far. Unless you | | | | |
| really like rejection and a very low return | | | | To summarize, you need to become good at |
| on your effort, this isn't the way to go. | | | | marketing, that's the first step! The second |
| | | | step is for you to realize that you need a |
| I send postcards and direct mail to my | | | | motivated seller to create huge profits. The |
| prospects all the time. Sometimes people say | | | | first step will take care of the second one! |
| to me: "I tried direct mail and it doesn't | | | | |