Monday, November 23, 2009

Real Estate Investing Marketing: The 2 Secrets to Success

By Nancy Geils

"We buy homes for cash" - Everyone has seen those small signs around neighborhoods. There's a reason why there are so many: It's because they work. Direct mail works, too.

But what if you want to let people know that you are a real estate investor and you'd like to buy an inexpensive home for cash? What should you do? Will your small "we buy homes for cash" sign be seen beside all the others?

Here are 2 secrets that you need to know in order to successfully market your real estate business:

When there are a dozen of those "we buy homes for cash" signs on the street corner, it's hard to see the difference between one and another. But if you have yours in the window of a store or on the side of your car or on a free mug that you fill with candy and leave on the doorsteps of homes in your target neighborhood, you're setting yourself apart. You're being different. When you do that, you're likely to be heard above the noise. It's not that your message is any different, it's just that you're reaching your target market in a way that no one else is.

How else can you be successful in this way? If no one else is doing postcards, do a postcard. If no one else is hiring a clown to go door to door to hand out flyers, do that. Do whatever it takes to look different from your competitors.

When you are marketing your business to people, remember to always keep coming back to the fundamental acronym: WIIFM. That means "What's in it for me?" and the "me" in this acronym is your audience. Don't go to a homeowner who is down on his or her luck and say "I'd like to earn an income by selling your home to someone else. That's focused on you! Instead, say "I'd like to help you get back on your financial feet." Notice the difference?

It works the same for everyone else, too. When you approach a bank, remember that their primary concern is trying to recapture as much of that money as possible. Going through a foreclosure for them is extremely expensive so you can point out to them that you can make it cheaper by taking a property off their hands.

Remember these two important secrets and you'll never miss out on potential business again!

About the Author:

No comments: