Marketing Strategies for Creative Real Estate Investing
Email eCourse Lesson 3

Following Up With Semi-Motivated Sellers Can Make You Millions!

By Kathy Kennebrook®
"The Marketing Magic Lady"

One of the easiest ways to make a fortune in the real estate business and gain the advantage over your competition is to take the time to follow up with motivated and semi-motivated sellers. You’ve already got the seller in your pipeline, you’ve already done the marketing to find this person, now all you need to do is to follow up with them until they either sell you their property or tell you to go away.

There are two types of sellers we are going to follow up with, those we’ve already made offers to and those who have not made any decision after our initial contact with them. Quite often, you will need to make multiple contacts with sellers before their situation changes and dictates that they sell their property to you. If you stay in touch with these sellers, you build credibility with them and when it comes time to sell they will contact you first.

Many of the sellers you will be dealing with have a variety of problems they aren’t sure how to solve. Some of those may include divorce situations, estates or health issues where there may be emotions tied to the property. With these sellers it may take a little longer before they make that final decision to sell. Most of your competitors will simply throw these potential deals in the trash when they don’t get the property under contract after the initial contact or offer is made.

These are the types of sellers I will place in a follow-up system and follow up with at least every thirty to sixty days if not more often. I have made thousands of dollars on deals other investors would simply have thrown in the trash because I took the time to follow up with a semi-motivated seller.

Example : I contacted a seller who had inherited a property in Florida where I live and he lived in Michigan. The home belonged to his aunt who had pretty much raised him his whole life. When she passed away the home was left to him and he just couldn’t bring himself to sell it right away. I actually met with the seller and made an offer on the property. He decided to hold onto the property for awhile and use it as a vacation home. After two years, he got tired of having to deal with all the maintenance issues on the property and ended up selling the property to me for the initial offer I made because I took the time to follow up with him every sixty days or so. I actually ended up making even more money on this deal than I would have in the first place because the house had appreciated in value during the two year period that he kept it. Most investors would have thrown this deal in the trash as soon as the seller said no to their initial offer, but because I took the time to follow up, I purchase the property and made a significant amount of money on this deal.

It only takes a few minutes each week to follow up with these sellers if you have a good follow-up system in place. I use a follow-up system to follow up with sellers I have made offers to but who haven’t said yes or no to my offer, and with sellers who own homes in areas where I want to buy.

With sellers who have properties in areas where I want to buy, I do repeat mailings to a specific list with specific parameters in mind such as out of state owners, quit claim deeds or old sale dates. Each time I do the mailings I continue to clean the list I am using by taking out bad addresses, deals I have purchased or folks who tell me not to mail to them again. The more I mail to these folks, the more credibility I build with them. If you are using a follow up system in your business it is very easy to track these mailings. This is an absolute marketing machine because not only are you doing deals day after day, you are constantly planting seeds for future deals.

If you take the time to follow up with motivated and semi-motivated sellers, you will make more deals and buy more properties with absolutely no competition for these properties whatsoever.

Sincerely,

Kathy Kennebrook

Schedule repeat follow-ups to semi-motivated sellers
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your competition doesn't know about!

What are you currently using to keep track of your follow-ups? Some crazy folder system, post it notes stuck everywhere, several “neatly” separated piles of papers on your desk?

I was doing something similar to all of those which led me to the development of the RealProspect™ activities list, that will simplify your ability to…

Easily view your follow-up activities: View your follow-up activities that are due today, this week, this month, and that are past due, all in one central location Print your follow-up activities: Print your activities to take with you when you leave home or the office, or to give to an assistant, partner, who-ever so they can handle it for you. View the details of a prospect record with one mouse click: Click on any follow-up activity in the activities lists, and you will see the details of the prospect record for that activity. Then you can quickly schedule another follow-up, or print the prospect details before you contact them. View a summary of the total number of active prospects: The activities screen displays your total activities, and active prospects to give you a snapshot of your prospect management and scheduled follow-ups.

(Activities list screenshot - click to enlarge)

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