Motivated Seller Blueprint. Welcome, and thank you for taking the time to read this brief report.

Transcription

1 Fellow Agent, Welcome, and thank you for taking the time to read this brief report. I promise you'ii be paid back, both in terms of enlightenment and in terms of realistic next steps to reach and convert motivated sellers into immediate income opportunities. lf you're reading this, I ll assume that you're an agent or investor who wants to find more motivated sellers. Let me tell you right upfront, that's the exact problem you're probably facing. lf you're focused on finding more motivated sellers, I can tell you that you're leaving a lot of money on the table. True, motivated sellers can quickly boost your business. But, as I ll show you in a moment, finding them is the easy part. Here's something you're going to love 01

2 Dialing for Dollars, Knocking on Doors, and Working Home Evaluation Leads is a Fool's Game. That's right, they're a waste of time. Can you find motivated sellers that way? Well, as they say, even a broke clock is right twice a day. But these activities aren't the best use of your time. Spending days trying to orchestrate your ideal direct mail campaign isn't either. In fact, finding motivated sellers is downright simple. I could solve that problem for you in about 5 minutes. And I will. But let me suggest to you that the real problem is not finding them. lt's what you do with them after you find them. For a moment, take me at my word that finding motivated sellers is simple. How? It s just like building a house. A house has a foundation, materials, systems, and finishing touches. All are needed for success. Here s how each of those apply when we think about attracting Motivated Sellers 02

3 The Simple Foundation of Your Success FOUNDATION One of the greatest advertising men that ever lived was Eugene Schwartz. Gene to those who knew him well. In book Breakthrough Advertising, Gene details a very profound message that changed the way successful people think about sales and marketing. Schwartz said that in order for your message to have impact, you have to "enter the conversation already going on in the prospects mind." What that means is this... What you say to somebody - whether in writing or verbally - has to resonate with the dominant thoughts in their life a the time you communicate with them. Your message has to connect with what's already on their mind in the here and now. What are truly motivated sellers thinking day in and day out? What keeps them awake at night? They're thinking things like... "Man, I need to get rid of this house fast. or l'm in trouble. "I don't know where to turn. There s nobody out there I can trust. "lf I can just get out from under this house and at least breakeven, then I can move on and start over. "lf one more real estate agent knocks on my door, l'm going to punch him in the mouth. 03

4 "I don't need an agent. Agents take a huge chunk of the profits and do little if any real work. "lf I don t catch up in 2 weeks, the bank's going to take this place back. The sheriff will lock the door and all of my neighbors will know. I ll be a laughing stock. And so on. Painful. You see, it's not enough that you CAN help these people. THEY have to BELIEVE that you can help them too. And for that to happen, you have to overcome great resistance. Their problem is the house, not finding a real estate agent. At any given time you can go to a grocery store. throw a rock in any direction, and hit an agent, so there s no trouble finding one. They don't need an agent or slick investor They need help. And if you look, sound, or smell like a typical agent or investor, they re claming up. Wouldn't you? Finding these people is the easy part. Getting them to sign is the hard part. So your foundation for success in this business is this... Be a genuine person who truly wants to help motivated sellers. Think about what they want, not just what you want, and you'ii get far more of them to sign on. That leads me to the question 04

5 What Materials Do You Need for Success? MATERIALS You've probably seen this first hand - maybe even done it yourself. At a party; somebody asks the person he's standing next to "Hi, what's your name?" And the guy replies "Joe Schmo. l'm a Realtor with Keller Williams." Then Joe practically breaks his hand whipping a business card out. Who else does that? 1 mean, you go to a party and ask somebody the same question and they reply "John Smith, plumber." Whether you re a real estate agent or an unlicensed investor. this is important... When you're in front of a motivated seller, they're immediately going to think you're an agent. even if you're not. They're going to lump you in with every over-zealous agent they've ever met or had nightmares about. And why wouldn't they? You show up to meet with them and immediately whip out a business card with your pearly whites front and center... you're wearing the standard real estate uniform. slick Daytimer under your arm. And then - and this puts the nail in your coffin - you come out with some fancy Powerpoint presentation in a binder or glossy folder? 05

6 Even the agents I coach somehow think they have to act the same way. l'm here to tell you that the very way you present yourself is exactly what turns motivated sellers off. They don't want an agent - or anything that looks remotely like one. Use rehearsed scripts and you're done. They've heard all the tricks... "lsn't it time you get the right agent to sell your home?" Really? The Sheriff's coming to lock the doors in a week. Bring a CMA (competitive market analysis) and you're finished. What does a CMA have to do with a motivated seller anyway? A house that's falling apart owned by a guy who needs to leave town by Friday is not worth what other "similar houses in the neighborhood" are, no matter what any CMA says. So, what do you do Jim? Show up dressed casually. No suit, but no ripped jeans either. Just be ready to talk; and to help. Bring a simple pad so you can take notes. And this is very important... Have a well-researched presentation in your head, ready to go. Not canned. lt should sound and feel like a conversation among friends. In my coaching group and on my mentoring calls, these are the skills we work on the most - not finding motivated sellers. Once again, that's easy. 06

7 Setting Up Systems for Success SYSTEMS lf I had to narrow it down to one single thing that's helped me be successful in this business, it would be this: setting up automated systems. lt's not 1995 anymore. lf you're dialing for dollars, you're wasting time. lf you re sending out mailers to farm an area, you re wasting time. lf you're following up manually, you're wasting time. And if you re not building a responsive list of clients that will need your help now or in the future. you re leaving money on the table. Just to be clear. l'm not talking about prospecting. As l've been telling you. prospecting is a waste of time. But that doesn't mean I don't have a system for leads. On the contrary, I have a very systemized process where I get leads coming to me, very much pre-qualified. l'd bet my bottom dollar that you ve never heard of this lead source either. In a minute. I ll share with you how you can tap into it too. 07

8 Finishing Touches for Success FINISHES One thing l've been alluding to all along but haven t said outright until now is this... lf you're truly going to help motivated sellers then you can't just be a one-trick pony. You need to get creative. You can't do everything by yourself either, it takes strategic relationships. lf you're an agent. your default might be to sign a listing agreement and stick a sign on the lawn. But that won't help somebody who's out of time. lf you re an investor, maybe you typically fix and flip. But that won t help the seller who's house is in great shape but who has no equity. lf you want to expand your ability to help to these people - and your ability to generate lifechanging income from helping them - then you need to form strategic relationships. You should have a rolodex of other investors who can get the job done in any situation. With the right strategic partnerships, every seller can be helped. Even the ones most agents would run from because they think there s no deal there. And of course, this expands your income generating abilities by degrees as well. Do this right and you become a solutions provider and a trusted advisor. You're perceived very differently than an agent or money-grubbing investor. Wouldn't you rather be a solutions provider anyway? lt doesn't mean you have to work harder for your money - not at all. But it does mean bringing more value to the marketplace. 08

9 Who deserves more money... The agent that throws a sign on the lawn in an over-heated area of California? Or the professional that helps a homeowner leave with their dignity intact before their house is foreclosed upon? I learned a long time ago which side of that equation I want to be on. Let's move on... 09

10 Actions to Take Now for Success I know, there s a lot of mindset stuff in here. And that s because it's so pivotal to your success. Here are some things you can do immediately... Resolve to stop prospecting and start attracting the best motivated seller leads on the planet instead (more on this in a moment). Resolve to think of yourself as a creative solutions provider. Take some time to think about what's really going on inside the minds of motivated sellers - and what you can do to help. Get out a piece of paper and start brainstorming who you could partner with strategically - who can offer solutions to motivated sellers on your behalf, as your partner. ldentify any that you're missing and resolve to fill the blanks. Begin building out systems that nature motivated seller leads while you sleep. lf you're not technically inclined, don't waste the time learning - hire an expert. Send me an to jim@ to let me know what you thought of this blueprint, and if I can help you in any way. Join the like-minded group of agents and investors inside my prívate Facebook group. Despite all of my talk about getting motivated seller leads being the easy part, and mindset being much more important, my guess is that you're still wondering how to get qualified leads without prospecting. Fair enough. None of the rest of this matters if you don't get the leads. 10

11 First let me tell you that l'm not talking about Home Evaluation Leads. l'm not talking about expired listings or short sales. And l'm definitely not talking about Zillow or Trulia. l'm talking about a half dozen or so very specific motivated seller lead companies who are the absolute masters at what they do. They deliver amazing quality leads, like clockwork. Chances are that you've never heard of them because they certainly don't need to advertise for more business. They're the real deal. And l'd like to invite you as my guest to a special online Masterclass where you can learn more. There's no charge for this Masterclass and it's packed with information on finding and closing motivated sellers. You can find out more about the Masterclass by clicking here. I hope to see you on the Masterclass or in the Facebook group! Talk soon, Jim Krautkremer. 11