HOW TO SUCCESSFULLY MARKET YOURSELF

by Michael Carbone, www.naked-investor.com , Lease Purchase

 

1)  Place a newspaper ad in your local, major daily newspaper.  Usually, in the classifieds under the “Real Estate Wanted” section, or something similar.  Take a look at what other ads are running there.  If they are running consistently, week in and week out, then you know they are pulling phone calls.  Consider something similar.  Experiment with your own creativity.  I’ve had good success with something like this:

 

            AAA credit/references.  Family
            needs lease with purchase option
            in good area.  (123) 456-7890

 

Don’t be hesitant to try a few different ads to determine which is the best one for your area.  But, placing an ad is a great way to get your name in front of the very people you want to speak with:  motivated homeowners with a problem.  How much easier do you think it is to close a lease purchase deal when a homeowner calls you?

Try the same, or similar, ad in your local Pennysaver, Thrifty Nickel, etc.

2)  Bandit signs are very effective.  Find a good deal on several dozen signs, (some excellent deals are available online),  and begin to place them all around the areas you want to work.  They need to be highly visible, and to the point.  For example:

 

           We Buy Houses,
           We Lease Houses,
           Make Your Payments,
           No Closing Costs!
           (123) 456-7890. 

 

Or,     Real Estate Problems Solved
          (123) 456-7890.

3)  Flyers.  Get creative and produce an eye catching and informative flyer.  Pay some local school kids, or some individuals you can trust to actually deliver them, (as opposed to putting them in the dumpster),   Perhaps you can offer them an incentive of, say, $150.00, on any deal you complete from a call that comes in off this flyer. 

They are easy to create, and inexpensive to produce in quantity.  Keep in mind that flyers need to be distributed frequently to be effective.  They should be distributed every two weeks or so for you to receive maximum exposure to the motivated homeowner’s you are seeking.  Also, approach local businesses about allowing you to leave your flyers on display, either in a window or on a countertop.  Again, you can offer an incentive to the business owner for any deal you secure from this method.  The flyers can say, for example, all or any combination of this, or something similar:    

                   WE BUY HOUSES
                   We Take Over Payments
                   No Equity, No Problem
                   We Will Buy Or Lease Your Home
                   No Commissions, Fees, or Closing Costs
                   Need to sell your property NOW?
                  Behind on payments?
                  Foreclosure?
                  Need debt relief?
                  Tenant and toilet troubles?
                  Little to no equity?
                  Relocating?
                  Going through Divorce?
                  Making two mortgage payments?
                  CALL US NOW! (123) 456-7890

4)  Call FSBO ads, and call FRBO ads, too.  Old fashioned and low tech, I know.  But, calling on these homeowners will get you a deal.  As a newbie, these calls are an excellent way to practice talking about the advantages of a lease purchase as you begin to learn and understand your new business.  Make a point of calling month old ads, also.  The motivation level of any homeowner increases as time passes. 

5)  Drive neighborhoods with a microcassette recorder in your car.  Look for FSBO signs, record the address and phone number and call.  Call FRBO’s, also.  If you see any houses that appear neglected or abandoned, research the owner through the county records and contact him or her.  Don’t hesitate to contact the owner of a property that has a realtor’s For Sale sign on the property.  As long as the realtor has not shown you that property, and as long as the listing agreement is subsequently cancelled, you can proceed to deal directly with the homeowner.

6)  Have business cards printed and be very liberal with putting one in the hand of most everyone you know and meet.  Get your name out there and become known as a real estate problem solver.

7)  Network with service people:  the mailman, newspaper delivery person, pool service personnel, carpet cleaners, exterminators, etc.  Let them all know what you do.  Offer them a finder’s fee if they direct you to a homeowner who you close a deal with.  Put your business card in their hands.