Cold Calling Sellers Stinks!!
Let’s face it. Cold calling sellers stinks!! Big time!! (At least MOST of the time anyway. . .)
There has got to be a better way… don’t ya think??
So, what is that “better way?”
Doin’ things to make the sellers call you!!
Here are a few strategies I’ve learned that gets my phone ringing off the hook:
Bandit Signs
Bandit signs are one of my favorite ways to generate traffic. The 18″x24″ size signs are the easiest to read and the best colors to use are either blue on white, or black on yellow. Keep your message short and simple. Use a phone number – NOT a website. This is because people tend to write a phone number down or dial it from their cell phone on the spot. With a website, they try to memorize it, and then by the time they get home they remember only part of it or none at all. A Google Voice number is great to use on your signs. I forward mine to my cell. Google voice will let you use a local number on your signs even if you happen to be marketing out of your local area. How cool is that?
Put out 10-20 signs in the area where you want to market.
Bandit signs ALWAYS get my phone ringing.
Flyers
Flyers or the cheapest forms of marketing you can do for your real estate business! All you have to do is go to your local office supply store and pick up some of the brightest paper you can find (yellow works great).
You can put them out at laundries, convenience stores, anywhere you go. Keep a supply in your car so you are always ready to distribute your flyers wherever you go.
Hire high schoolers to distribute flyers in your target neighborhoods – just don’t put them in mailboxes – that’s illegal!
Door Hangers
Door hangers are an unconventional way to get your message in front of prospects – and force them to see your message! Unlike postcards, door hangers don’t automatically end up in the garbage bin with all the other junk mail. They have to physically remove your marketing message from the door to bring it to the garbage!
Door hangers are relatively inexpensive, compared to other forms of marketing. They will run you a few hundred dollars for 3000-5000 hangers. Google “door hangers” and you’ll find current specials!
The best time to distribute your door hangers is during the day, when homeowners are at work.
Voice Blasts
I LOVE using voice blasts. (This is a tool that sends out a pre-recorded message to a large number of people all at once.) The company I use is VoiceShot.
You simply upload a file of your telephone numbers into the system, record a short message, and schedule the time for your calls to go out. I schedule my “blasts” for mid-morning when I expect my prospects to be at work. That’s because I want my message to be left on the prospects answering machine. In fact, I program my calls so that if someone answers the phone they hear “sorry, wrong number” and the call is disconnected. If an answering machine picks up then a voicemail message is left. You might say something like . .”I’m calling about the house you have listed in the paper . .If it’s still available I’d like to talk to you about it. My name is Bill and my number is . . .”
Post Cards to Absentee Owners
For purposes of my marketing I define an absentee owner as any owner that does not occupy the property. An absentee owner may be 3000 miles away or just one block over from the subject property.
Get a list of absentee owners in your target area. You may get the list from property tax records or a list broker. I use a company called ListSource.
Once I have my list I will upload it to Click2Mail and send out my postcards. If you prefer, you can have your postcards pre-printed and hand address them. I find there is little to no difference in the response rate, so I prefer to save the time and “outsource” the mail function to Click2Mail.
If your postcard is constructed properly, only homeowners that truly want to sell should be contacting you. Certainly, there are tactics and techniques that can increase your response rate, but be careful because you want to make sure that you’re dealing only with people that have pre-qualified themselves.
I direct my sellers to a Google Voice number that is forwarded to my cell.
So there you have it. Five easy ways to get motivated sellers calling you. And we’ve only scratched the surface.
What is YOUR favorite way to get your phone ringing? Share your favorite marketing method in the comment section below.
And thanks for reading BillOnBusiness.net!
Great tips! I love the fact that when you use voiceblast you do the “sorry wrong number” if they pick up. I’ve actually never used it for real estate investing purposes, but I’ve used it for other things. That’s a great idea.
Do you actually find a lot of legit for sale or for rent by owners on Craigslist? I find most of our listings to be realtors (who don’t disclose they are realtors in the ad)
Nice list here. I personally love bandit signs. These are what I get the most bang for the buck from. Go Bandit Signs!
Not really a fan of the absentee owner mailers. There are many variables, but I’ve never had much luck with them and they are time consuming.
Ha! Depends on your definition of “a lot.” I find that problem with realtors in some areas as well. (Sometimes I actually remind them that it is unethical not to disclose their agency, but they don’t seem to be bothered by it.) I don’t use CL (at least for finding sellers) as much as I used to as other marketing strategies keep me busy. I DO use it for finding tenant/buyers.
Thanks for dropping by Danny. Bandit signs are my all time favorite too. I agree with the many variables with absentee owners. I’ve had good success with them but that’s not my only strategy. You have to stick with what works for you 🙂
You made some very excellent points here Bill. If one doesn’t stand out from the crowd and do what it takes to get business and learn the craft of real estate investing then one phone may not ring at all. Thanks for sharing!
Thanks Jo – and thanks for stopping by my blog and taking the time to leave a comment 🙂 What is your favorite way to get the phone to ring?
Hey Bill when you do ur voice blast where do you get ur phone numbers?
Great blog post
Glad you liked the post Sean. I get my numbers from various sources. Landlords may list their numbers in newspaper ads for their properties. Some Craigslist ads have the phone numbers. Lists from brokers such as Listsource will supply numbers if requested.