CONNECTING WITH MOTIVATED SELLERS

Transcription

1 CONNECTING WITH MOTIVATED SELLERS SAMPLE SCRIPTS 2018 CONNECTED INVESTORS

2 MAKING THE DIGITAL CONNECTION Using Text and Social Media Making the connection with motivated homeowners is made easier than ever using digital connections like text and Facebook. The key to success is sending the right messages and making the most of social media to communicate with new and even potential leads. IN THIS SECTION, WE LL SHOW YOU HOW TO: Reach out to homeowners using effective text messages Connect with potential home sellers using Facebook

3 CONNECT USING TEXT Many of the leads you ll find in your PinPoint Profits searches will have the last known phone number for the property owner. This represents a golden opportunity for you to reach out to the owner to express your interest in purchasing their property. THE TOP THREE BUILDING BLOCKS OF AN EFFECTIVE TEXT 1. THE INTRODUCTION Without a good introduction, you risk DELETE before you can state your business. You wouldn t walk up to a stranger on the street and start shaking their hand without an introduction and the same holds true when you reach out to sellers via text. Hello. This Drew Smith with XYZ HomeBuyers. We haven t met yet, but 2. THE PURPOSE Your first text is essentially like a cold call, so it s important to state your business right away. I m hoping to purchase a home in your area. If you or someone you know is looking for someone to buy their property, I hope you ll contact me. We BUY houses. 3. THE CALL TO ACTION Tell your prospect what to do next. Without a good call to action, your message is likely to be ignored. Include a live link to either your Facebook page or website Reach me anytime at this number or visit my website at xyzhomebuyers.com

4 Pulled all together your message would look something like this: Hello. This Drew Smith with XYZ HomeBuyers. We haven t met yet, but I m hoping to purchase a home in your area. If you or someone you know is looking for someone to buy their property, I hope you ll contact me. We BUY houses. Reach me anytime at this number or visit my website at xyzhomebuyers.com The Do s and Don ts of Text Messages DO: Follow the 3 Building Blocks Keep your message short Use friendly, welcoming language Send your messages at acceptable times each out via text no more than three times. If you get no response R and it s an exceptionally interesting lead, try one of the other outreach methods like a phone call, a postcard or letter, or a direct message via social media. DON T: Mention things like, I saw that your house is in foreclosure. This is a giant red flag for a homeowner and makes you look like a vulture. Let them tell you that they have a foreclosure problem in subsequent communications. verdo it. Don t keep trying if you get no response after three times. O And definitely step back when asked to do so. PINPOINT As you grow your business, you may want to use a text blasting app that auto-sends your messages to multiple recipients. TIP

5 CONNECT USING FACEBOOK Facebook can be a very effective way to reach PinPoint Profits leads, plus you can attract new leads. Here, we ll focus on reaching out directly to PinPoint leads using Facebook messenger. Facebook and Gatekeeping Facebook users are afforded the opportunity to use a variety of privacy settings - and different types of Facebook pages fall under these privacy norms. For example, a Facebook business page CANNOT reach out to individuals and private message them. But a personal Facebook page can direct message. This means you can use your PERSONAL page to reach out to motivated seller leads found in your PinPoint Profits leads. This doesn t mean you shouldn t have a business page - it simply means that your initial contact needs to come from a personal page.

6 Concerned About YOUR Privacy? It s a valid concern. However, if you don t want to connect via your existing personal page with motivated sellers, consider setting up a secondary personal page. A second personal page gives you the opportunity to connect with sellers while keeping your personal life personal. When creating your personal page for using for business, add an identifying title. For example, your personal page might be: Drew Smith. Your second personal page could be: Drew Smith Home Buyer PINPOINT TIP Facebook has extensive FAQs that will answer your questions about privacy settings, names and more. There s a reason you won t find a customer service phone number - Facebook has worked extensively to answer questions through their online FAQ help center.

7 THE KEY MESSAGES Once you have decided to which page to use, it s simply a matter of finding your PinPoint leads inside Facebook and doing some outreach to potential sellers using Facebook Messenger. Remember, you are unknown to your potential seller so it s important to: 1. Make an introduction 2. State your business 3. Give them a next step - or call to action. SAMPLE TEXT TO USE WITH FACEBOOK MESSENGER: Hello [seller s name]. My name is [your name] and I am looking for homes to BUY in and around [your town]. If you or someone you know would like to sell a house without the usual hassles, contact me. We BUY houses. You ll find out more at [website or Facebook business page] or please feel free to respond directly or call me at XXX-XXX-XXXX. Best Regards - [your name] PINPOINT TIP You may want to only offer ONE WAY for someone to reach you. Choose the method that will get you the most direct contact with your potential seller and one that allows you to engage and excite the seller about working with you.

8 MORE SAMPLE MESSAGES You may not get a response on your first outreach. Consider sending subsequent messages that educate and encourage your potentials sellers to connect with you. There are several effective elements you can include: Ask a Question Convey Urgency Pose a Solution ASK A QUESTION Hello [seller s name]. My name is [your name] of [your business name]. Do you know someone who wants to sell their house? We BUY houses in and around [your town] and save home sellers time, money and hassles. To find out more, contact me at [include your preferred contact information]. CONVEY URGENCY Hi [seller s name]. This is [your name] with [your business name]. We are looking for at least three homes to BUY in the next 30 days. Do you have a house you would like to sell quickly and easily? If so, contact us today! In most cases, we can make you an offer in 3 days. If you prefer, you can respond here or call me at XXX-XXX-XXXX.

9 POSE A SOLUTION Hi [seller s name]. I m [your name] with [your business name]. We BUY houses and save the seller time, money and all of the hassles of selling with a real estate agent. If you or someone you know has a house they need to sell as-is, without the hassles and delays of selling with an agent, contact us today. Simply respond here or reach me at [your preferred method of contact]. TIP T N I O P N I P Consider creating a Facebook business page. Even though you can t reach out to sellers directly through Messenger, you can direct people to visit the page. Use it to establish credibility by posting links to useful articles. As you build a following, you ll be able to use your page to attract even more leads.

10 USING TO CONNECT WITH SELLERS HOW TO USE THEM TO CONNECT WITH SELLERS Whether you get potential leads from your PinPoint Profits searches or elsewhere, you will undoubtedly end up with addresses for potential sellers. And those addresses can be worth their weight in gold! Think about it. Companies spend millions of dollars trying to get potential customers addresses. Why? Because marketing STILL WORKS! We re not proposing that you spend millions or that you set up elaborate campaigns like big companies. What we are proposing is that you make the most of every address you get by using effective messages with your potential property sellers. IN THIS SECTION, DISCOVER: Why Still Works The Differences Between Vacant and Pre-Foreclosure and Why it Matters Scripts and Sample Subject Lines

11 WHY STILL WORKS Yes, still works. And it works well. contacts are targeted leads (the best kind!). But you still have to grab the right attention, avoid being viewed as spam and connect with the property owner. In this section, we re going to show you different ways to use , how often to to send it and most importantly...what to say in your s. THE BIG DIFFERENCES BETWEEN PRE-FORECLOSURE AND VACANT OWNERS...AND WHY IT MATTERS Vacant Owners of vacant properties are feeling the pain with every mortgage payment, insurance premium and tax bill. Plus, vacant homes are at risk for vandalism, vagrancy and dilapidation. To top it all off, many insurance companies cancel policies because of the additional risks vacant homes pose. All of this creates urgency for the owner of a vacant home. IP T T N I O P N PI Vacant property owners should be contacted at least once a month. We recommend reaching out around the first of the month when a payment is due or when they would have gotten a rent check. When you are pursuing known vacant properties, we recommend that you create a flyer with key messages that resonate with owners of vacant homes. In the section on using flyers, we walk you through the how to of effective flyers CONNECTED INVESTORS

12 Pre-Foreclosure As painful as it can be to own a vacant house, you ll find that most owners of homes in pre-foreclosure can be even more motivated to sell. When the bank is on course to repossess the home, the owner is very likely to be on a short and more urgent timeline to find solutions. This means more frequent contacts with pre-foreclosure owners - and in many cases, it pays to use multiple points of contact. Consider using in combination with direct mail, social media and a drive by. PINPOINT TIP Since owners facing foreclosure are often staring down fairly short deadlines, we recommend WEEKLY contact. You may want to mix it up and do one week, a postcard another week, etc. until you get a response or the property is repossessed by the bank. If the property is a particularly good potential deal, consider driving by and dropping off a flyer and talking with the neighbors if the property is vacant. SUBJECT LINES AND MESSAGES YOU CAN USE When you are ing new contacts, it s important to be very direct in your subject line and your message. Essentially, it can be like you re cold calling a new contact so the first hurdle is getting the opened. You want to use targeted and compelling subject lines CONNECTED INVESTORS

13 Use a subject line that resonates with your potential seller. If you are contacting the owner of a vacant property, adjust your subject line to appeal to them and their particular set of problems. The same holds true for pre-foreclosure owners - tap directly into their interest in solving their foreclosure problem. SUBJECT LINES Facing Foreclosure? We have Solutions. Behind on House Payments? We Can Help Want to Sell a Problem Property? We Buy Houses Here s How to Sell that Problem Property Sell Your House in 2 Weeks (or less) Cash Home Buyers in the (city) Area Sell Your House Fast to Local Cash Buyer Once they ve opened your , the key is to tap into their issues and interests quickly and get them to take action (call or text you, visit your site, respond to ) You want a message that addresses their problem with a solution and also conveys urgency without being pushy or perceived as a opportunist. You MUST have a good call to action - give them the next step to take to solve the problem. Call Us Today Visit our Website to Get Your Copy of the Special Report Seven Ways to Avoid Foreclosure - or any other messaging that directs them on how to reach out to you CONNECTED INVESTORS

14 IP T T N I O P PIN EFFECTIVE FLYERS, LETTERS AND EVEN S SHOULD INCLUDE ALL OF THESE ELEMENTS IN THIS ORDER: 1. Briefly discuss a specific issue/problem 2. Describe a solution you offer that addresses the issue you raised 3. Share your credentials or advantages of working with you 4. Specify the next action (the CTA or call to action) SAMPLE S Pair any of the Subject Lines above with any of the targeted messages below. Just copy, paste, add your name and contact info...and SEND! 2018 CONNECTED INVESTORS

15 PRE-FORECLOSURE SAMPLE Are you or someone you know facing a foreclosure problem? Though it may be no fault of your own, you may be facing one of the greatest challenges of your life how to prevent your property from being foreclosed on. There are alternatives! We know of at least 7... and one of them may work for you. It s all in the Special Report you can get - but here s just a few of them. Refinance (yes, sometimes it still possible) Create a workout with the bank (many workouts don t work out at all) Declare bankruptcy (last resort) Create shared equity (not for everyone) Or sell the property quickly (you need the right buyer) We understand the foreclosure problem and all of the solutions available. Instead of wondering what will happen if you do nothing, why not contact us today? We specialize in working with homeowners facing foreclosure. Call or text us at XXX-XXX-XXXX or just respond to this . Best Regards, P.S. Click Here to get a copy of the Special Report Seven Ways To Avoid Foreclosure (ADD A LINK TO YOUR SITE)

16 PINPOINT TIP Need to know how to add the Special Report to your site? Check out the section called Using the Special Report for Homeowners in Foreclosure PRE-FORECLOSURE SAMPLE Need a solution to a foreclosure problem? Behind on payments and looking for relief? Most homeowners facing foreclosure don t know all of the alternatives to having their home (and equity) taken by the bank. Navigating the system can be overwhelming. We work with homeowners facing foreclosure and offer alternatives that no one else can. We can buy your house quickly and stop for the foreclosure We can bring your mortgage current and take over payments Unlike the bank, we are flexible and will work with you for a win-win solution to your foreclosure problem Call or text us at XXX-XXX-XXXX or just respond to this and let us help you solve your foreclosure problem today! Best Regards, P.S. Click Here to get a copy of the Special Report Seven Ways To Avoid Foreclosure (ADD A LINK TO YOUR SITE)

17 PINPOINT TIP ALWAYS end your s with a PS that includes a strong call to action with a link. The goal with is to get the reader to take the next step. The PS typically gets read, so tell them what to do next that makes the connection. VACANT PROPERTY SAMPLE Do you or someone you know have a house that s become a headache? Home Sitting Vacant? Rental Property Hassles? Needs Repairs? Behind on Payments or Taxes? Relocated? Inherited a House? Would you like to sell your house without all of the usual hassles? No matter if your house has big or small problems, we can make you an offer in 48 hours And you get quick relief from that problem property!

18 WE BUY HOUSES AND MAKE IT EASY TO SELL YOUR HOUSE! FAST, EASY, FAIR We pay cash and close on YOUR TIMELINE! WE DON T LIST HOMES WE BUY THEM!! ANY HOUSE, ANY PRICE RANGE, ANYWHERE!! Call us today and we can make you an offer in 48 hours (or less!). Best Regards, [ADD YOUR CONTACT INFO] P.S. Visit our website to learn more! (ADD LINK TO WEBSITE) ALL PURPOSE SAMPLE Did you know you can sell your house fast without the usual hassles most home sellers experience? You can! We are local cash buyers of real estate in this area and we take the headaches out of selling real estate. We don t LIST HOUSES, We BUY THEM! And house, any price range, anywhere! If you have a house you would like to sell quickly and easily, we are the team to call. Want to learn more about how we make it easy for you to get the cash you need from your property?

19 Call us today and you could have an offer tomorrow! We make home selling fast, fair and easy. We re waiting to hear from you! [ADD YOUR CONTACT INFO] P.S. See for yourself how easy and fast it can be to get the cash you want for your property. Visit our website or call us today at XXX-XXX-XXXX. PINPOINT TIP We recommend that you review the information in the section on Using Flyers. Those same ideas can be used in your s and can be very effective in getting responses from potential sellers.

20 PHONE SCRIPTS FOR CONNECTING WITH SELLERS Communication is one of the most important aspects of buying great property deals direct from sellers. Think about this...your goal is to get someone to sell you their property in a seemingly non-traditional way. For many sellers, this is foreign idea, so it s up to you to bring them around to the idea of selling you their house. In the section on Connecting with Sellers, we covered your initial outreach to sellers. Your first contact was likely to be one-way (social media, mail or other). The next step is to communicate directly with potential sellers. Your job now is to start the relationship building process, gather information, qualify them as a good potential seller and take the next step. Ultimately throughout your interactions, you want connect with them in a way that makes your interest in buying their property trustworthy, viable, easy and most important, a real solution to their problem property. IN THIS MODULE, WE WALK YOU THROUGH: Your First Phone Contact - Making the Connection and Qualifying the Seller Call Scripts for Outgoing Calls Call Scripts for Incoming Calls Using Voice Mail to Get Results

21 YOUR FIRST PHONE CONTACT - MAKING THE CONNECTION PinPoint Profits provides you with a direct source of motivated sellers. But remember, the idea of selling a house directly to a real estate investor is new for most people. As you begin your communications, remember how important it is to make a great initial impression while gathering key information. The goal in your earliest conversations is to not only establish connection and rapport, it s to gather key information that tells you if the property is worth pursuing. In general on your first phone contact, you ll want to focus on three primary goals whether you are talking to owners of vacant or pre-foreclosure homes. The 3 Building Blocks of Your Conversation. 1. Your Introduction - Establishing Credibility and Interest 2. Discovery - Learning More 3. Qualifying - Is this a Good Prospect?

22 1. THE INTRODUCTION Keep it simple, professional and conversational. Initially, the main goal is to spark their interest in you and keep them on the phone, plus begin to establish credibility. Hello, this is [your name] with XYZ Home Buyers. We re local home BUYERS here in [name your area]. I m wondering if [owner s name] is available? I was hoping to speak with (him/her) about buying property in your area. Use your name and always include the name of your business Give a brief description of what you do - and connect it to the local area to establish familiarity. Include a friendly ask and state your business. When you have a warm lead, your friendly ask will open the door to continue the conversation. 2. THE DISCOVERY Once the conversation is initiated, keep it friendly and conversational, and continue to add to familiarity and your credibility. This is a discovery phase for both you and your seller. There is key information you need to gather, but it doesn t all have to be done in this first contact. Hello, [seller s name]. Thanks for taking a minute to talk to me. Again, my name is [your name]. Do you or someone you know have an interest in selling a house? We re local investors looking to buy several homes over the next couple of months - and we particularly like your area.

23 PINPOINT TIP Important information can be uncovered in casual conversation. In the section called One on One with Sellers, we detail all of the information you ll need to determine if the prospect is a good one from a profitability standpoint. For now, you re simply trying establish a connection and ultimately determine if there is any interest in selling. Interweave a few questions while having a normal conversation. Remember, you re talking to a person who may be very interested in selling their property. Keep the conversation flowing while asking questions and furthering your connection. As you become even more comfortable with seller phone calls, you ll find questions and commentary that work best for you and your style of communicating. Sprinkle in some connections that create familiarity. Oh, sure I know that area well. I went to school near there. How long have you lived over there? Don t be afraid of off-ramps - they can strengthen the connection. If a seller mentions something you can comment or connect upon, do so. For example, sports, hobbies, military service, schools, pets just about any topic can become an off-ramp to further the conversation and your connection to the seller. You want to move to where you ll have more room to roam? I understand that, [seller s name]. I have two dogs who love to play fetch. What kind of dogs do you have?

24 Be complimentary without being condescending. That s a great area. I have rental property near there - it s so close to downtown (or We renovated a house over on 5th St near there. ). Why are you thinking of moving? Repeat the seller s name, but don t over do it. As you become more comfortable with seller conversations, you ll be able to easily flow from conversation to questions. Before you end your call, be sure to qualify the seller to fully determine their interest in selling. 3. QUALIFYING Once you ve asked a few questions about them, their property and their situation, you want to determine their level of interest in working with you - and whether or not your prospect is worth your time and effort. This is called qualifying the lead. Sadly, not all leads are good leads, so qualifying helps narrow your focus on the best leads. If you don t fully qualify your leads early on, you ll waste a lot of time with people who will never sell you their house. But be cautious. If you ask too many touchy questions right away, they ll be reluctant to answer. Listen carefully to how the seller responds and adjust your approach.

25 ASK A VARIETY OF QUALIFYING QUESTIONS Avoid yes or no questions. Instead use open-ended questions that get explanations. This helps clarify their intentions and urgency. CHECK OUT THE EXAMPLES BELOW. How can qualifying questions further your conversation and give you info you need to determine if it s a good fit? What could the seller s answer tell you about their mindset, sense of urgency and willingness to sell their house to you? If I could make you an offer in the next couple of days, how would that work for you? What s prompting you to do something about selling now? What issues are you facing right now that you think I might be able to help with? How long have you been thinking of selling? What held you back so far? What would I need to do to be able to make you an offer to buy your house? If you don t sell, what will you do? In the ideal situation, when would you want to move? We can close on your timeline. How soon would you like to sell? Based on what you ve learned so far, do you think we could be a viable solution for you? When do you need a solution for this? Have you tried to solve this problem in the past? If so, why didn t that solution work?

26 BEGIN GATHERING FINANCIAL INFO When appropriate, it s also helpful to get some background on the financials and the property. When the rubber hits the road, it s the numbers on the property that determine if your prospect has a property worth pursuing. What would you ask for your house today if you could sell it? Is there a mortgage to pay off when you sell it? Is it current? What can you tell me about the house? What kind of upgrades have been done recently? What hurdles could crop up and derail this project? What other options are you thinking of? We walk you through the Seller Info Worksheet and all of the info you need to gather to determine the deal in the One on One section. It s a useful tool for gathering financial and property information.

27 WHAT IF THEY DON T WANT TO SELL? When the owner isn t ready to sell, it doesn t mean they never want to sell. You re well served to follow up with contacts. When a prospect is really good...but the timing isn t right, stay in touch. Add value in your prospects eyes with every follow up - demonstrate your credibility, interest and availability to work with them. PINPOINT TIP VACANT VS. PRE-FORECLOSURE: FINE TUNING YOUR CONNECTION In the section called What You Need to Know Buying Pre-Foreclosure Properties you get the back story on buying foreclosures. It s worth a read. It s also a good idea to check out the One on One section, where we provide you key points for working with the unique needs of homeowners facing foreclosure.

28 CALL SCRIPTS FOR OUTGOING CALLS When you are making outgoing calls, it s important to remember that the person on the end of the line may not be familiar with you, your business or even the idea that they can sell their house without a Realtor directly to a buyer. In essence, initial outgoing calls should be considered a cold lead even though you suspect that they may be a motivated seller. Cold leads require a special touch so you can create the connection and continue the conversation. Get Control of the Call from the Start. Don t state your name and then ask, how are you today? This allows them to interrupt your introduction - and getting a flat fine response won t help you. Make sure you can share your name AND your business. Never Attempt to Close the Deal in your First Call. Selling a house is a big deal, no matter what the circumstances. The goal is to connect, not close. Know Your Target. Before picking up the phone, review the PinPoint information you have on the homeowner. Consider the neighborhood, the house and other factors you can bring into the conversation to connect. Keep the Benefits You Can Offer in Mind. As you are talking (and listening!) to the homeowner, consider their problem and how you can solve it. Prepare and Rehearse your Opening Statement. Before every outgoing call, practice how you will open the conversation when they answer. Also, be prepared with your voic message in case they don t answer the phone.

29 GET CONTROL Hi, this is Drew Smith with XYZ Home Buyers, here in (name town). I m hoping to talk to (homeowner) about the possibility of buying a house in the area. We re looking to buy several properties in the next few months. I was hoping you had a minute to learn more about what we do. Follow up with several benefits of selling a house direct to a buyer like you. BENEFITS OF SELLING TO YOU We re cash buyers of local real estate and we buy homes direct from the owners - which saves everyone a lot of money and hassle. We work with (name your closing agent or lender) to buy homes. For someone interested in selling fast, we can close quickly. But we can also work on the homeowner s timeline if they need more time. Do you or someone you know have a house they would like to sell without the hassles of repairs, showings and all of the other aggravations of selling?

30 KNOW YOUR TARGET Try to connect without seemingly over familiar. This is a cold call after all. Though you may already know their address and more, avoid sharing too much. Instead, get them talking about their house and situation. This is especially important with pre-foreclosure homeowners. Don t say things like, I see you re behind on your payments and the bank is foreclosing. This only makes you look like an opportunist shark. What part of town is your home located in? Be prepared to make a few complimentary comments about the area. Homes in area were built in the 50 s - is that right? When you can, get YES answers to your questions. It s a mindset thing. I ve noticed that there have been a good number of (foreclosures/ crimes/environmental problems) in that area. Why are you thinking of selling? Introduce a negative that could spark their interest in selling. With every outgoing call, you should have basic information on your prospective seller. Take a moment before each call to become familiar with their area, their property info and any other data that might move your conversation along.

31 CALL SCRIPTS FOR INCOMING CALLS The beauty of the incoming call is that the caller has somewhat prequalified themselves as a potential home seller. Incoming calls are considered warm leads because they are following up with you after becoming aware of you and the service you offer. REVISIT THE PRIOR SEGMENT, WHERE WE COVER: Your Introduction - Establishing Credibility and Interest Discovery - Learning More Qualifying - Is this a Good Prospect? This applies for incoming calls too, though your caller may have some background knowledge of what you do- but may have lingering questions. Hello, this Drew Smith with XYZ Buyers. How can I help you today? Typically, the owner will mention their first point of contact. I got your message and want to find out what you re all about. Follow up with establishing your credibility, learning more about their situation and qualifying them as a good prospect.

32 USING VOIC TO CONNECT The right voic message can create more opportunities to connect and follow up with potential home sellers. But there some basic rules to stick to so your message is heard - and responded to. Your name Reason for calling Benefit of calling you back Your contact information Promise of a follow-up FINE TUNING YOUR VOIC MESSAGES Be sure to make the most of every opportunity to reach your potential seller. A well done voic can get the callback. Consider the following: WHAT TO SAY Lead with relevant information: Include a statement about what you do. We re interested in buying houses in your area Provide context: Help them understand more about what you can do. We BUY houses, we don t list them for sale.

33 Offer clear value: People we work with are able to (include the perks of working with you) Ask for what you want: State your Purpose and what they should do. I would like to touch base with you to see if you or someone you know would like to sell their house quickly and easily. Give me a call at XXX-XXXX and I can walk you through exactly what we do. Set the stage for a follow up: this shows that you are diligent and interested in them. Again, you can reach me at XXX-XXXX but I ll also (mention your follow up method) so you can learn more. HOW TO SAY IT Use a calm and reassuring tone of voice. Practice before you begin leaving messages. You want to sound friendly, interested and approachable. Watch the pitch of your voice and keep it at a low tone - many people go fast and high pitched when leaving voic s. Keep it short seconds MAX. People use voic to screen calls. If you leave a minute and a half message, it s more likely it won t even be checked. Again, practice your message, time it and perfect it. It s worth the effort. Leave voic s toward the end of the work day. In general, people are planning and getting their day started early. Voic s can get lost in the shuffle. Consider making your calls and leaving messages later in the day. Leave your telephone number twice. Use the prospect s name often. But don t over do it. People like to hear their name, but when it s overdone, it s a turn off and comes off as an insincere sales pitch.

34 VOIC SCRIPT #1 - GENERAL Hello (Homeowner s Name). This is Drew Smith. We haven t met yet, but I am interested in buying houses in the area. I m not a realtor that wants to list houses, instead my company BUYS houses. It s a great way for any owner to sell a house - no commissions, repairs or hassles. I d like to find out if you or someone you know has a house I could purchase. I hope you ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell a property. Again (Homeowner s Name), this is Drew with (Company Name) and you can call me anytime at XXX-XXXX. VOIC SCRIPT #2 - PRE-FORECLOSURE Hello (Homeowner s Name). This is Drew Smith with (Company Name). My company buys houses and we work with homeowners in all kinds of situations. It doesn t matter if the payments are behind, if it needs repairs or anything else. I m not a realtor that wants to list houses, instead my company BUYS houses. This a great way for any owner to sell a house - no commissions, repairs or hassles. I d like to find out if you or someone you know has a house they would like to sell. I hope you ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell. Again (Homeowner s Name), this is Drew and you can call me anytime at XXX-XXXX.

35 VOIC SCRIPT #3 - VACANT Hello (Homeowner s Name). This is Drew Smith with (Company Name). My company buys houses. I came across your house at (property address) and may be interested in buying it. I m not a realtor that wants to list houses, instead my company BUYS houses. If you would like to sell, this a great way to do it - no commissions, repairs or hassles. I hope you ll give me a call back at XXX-XXXX so I can fill you in on how easy if can be to sell. Again (Homeowner s Name), this is Drew and you can call me anytime at XXX-XXXX CONNECTED INVESTORS

36 SAMPLE FLYERS HOW TO USE THEM TO CONNECT WITH SELLERS Flyers are a great way to reach out to sellers - they can be used for direct mail, on social media, and placed directly at your target properties. IN THIS SECTION, LEARN: How to Use Old School Marketing in a New Way What Your Flyer Should Say How to Use Your Flyer Sample Copy to Use in Your Flyers

37 THE COMPONENTS OF AN EFFECTIVE FLYER The Headline Your headline is the most important piece of real estate on that paper. If you don t grab their attention, the rest of your message is lost. Keep it short, simple, and to the point. It will grab the reader s attention and get them to read on. A subheading is a great idea too. Here are some tried and true headlines and subheadings: Need to Sell Your House Quickly? Ready to Sell? We Buy Houses! Want to Sell Your House FAST and EASY? The Problem Next, you want to describe that itch that needs scratched in essence, point out the problems that could be motivating them to sell the property. HERE ARE SOME EXAMPLES: No cash for repairs? Need to sell quickly? Facing foreclosure or behind on payments? Are you getting a divorce or relocating? Inherited a house that you need to sell? 2018 CONNECTED INVESTORS

38 The Solution Next, offer up solutions. You ve grabbed their interest with your headline and connected with their problem so now it s time to answer the question what s in it for me? SHOW THEM HOW YOU ARE UNIQUELY QUALIFIED TO SOLVE THEIR PROBLEM. Save thousands when you sell direct to us no realtor commissions or fees We can close in days not weeks or months We pay cash and close on YOUR timeline We buy houses as-is, where-is. All cash. The Next Step - A Call to Action Finally include a call to action. You want the potential seller to call you or contact you immediately about their property. Tell them what to do and what to expect. Here are some examples: Call Now No fees No obligation Call Today and get your house sold tomorrow Call to get a written offer in 24 hours CONNECTED INVESTORS

39 P I T T N I O PINP EFFECTIVE FLYERS, LETTERS AND EVEN S SHOULD INCLUDE ALL OF THESE ELEMENTS IN THIS ORDER: 1. Briefly discuss a specific issue/problem 2. Describe a solution you offer that addresses the issue you raised 3. Share your credentials or advantages of working with you 4. Specify the next action (the CTA or call to action) 2018 CONNECTED INVESTORS

40 HOW TO USE YOUR FLYERS We ve included sample flyers at the end of this section that you can customize and use. When you print your flyers, you ll want to use brightly colored paper and you also want to remind them to save this with your important house papers. It s not uncommon to get a call weeks or even months later from those sellers who aren t quick to take action. HERE S SOME EASY WAYS TO USE YOUR FLYERS: Print copies - these can be left at properties that you ve already identified as potential leads. You can mail the flyer to your PinPoint Profits leads, and you can post them in places where homesellers are likely to visit. Take a pic of your flyer...and share it on Instagram and your other social sites. Share digitally - once your flyer is complete, instead of printing, save it as a PDF and add it to your website. Copy and paste the text into an campaign, or create a Facebook ad. Create an image of your flyer and include it in your social media posts. Copy the text of the flyer into a craigslist ad. Create a compelling headline for your ad and include an image or two. Consider using an image of your flyer for the gallery view. Use the names of neighborhoods you re targeting in your ad to get even more targeted views. Flyers can get your message out in a targeted way when left at properties and sent directly to your leads. They can also grab attention online and create new connections. It s old school marketing done in a new way that allows you to reach more sellers faster CONNECTED INVESTORS

41 TIP T N I O P N I P THE PERSONAL TOUCH IT HELPS TO ADD A PERSONAL NOTE WHENEVER YOU CAN. When mailing flyers, include a message like, When you are ready to sell, I hope you ll contact me. I am very interested in buying this house. When leaving flyers at properties, it also helps to add a personal note. If no one is home, leave the flyer with a personal note jotted on it. Sorry I missed you. I stopped by to talk to you about buying your house. Here s my contact information. If I don t hear from you, I ll stop by again soon. Give it the added touch and sign your name CONNECTED INVESTORS

42 Need To Sell Quickly?? OR KNOW SOMEONE WHO DOES? WE DON T LIST HOMES WE BUY THEM!! ANY HOUSE, ANY PRICE RANGE, ANYWHERE!! NEED TO SELL A HOME QUICKLY BECAUSE Behind On Payments? Needs Repairs? Home sitting Vacant? Job Loss? Bad Tenants? Divorcing? Small Equity? Double Payments? Estate Sale? Relocation? Fire Damage? Foreclosure? WHAT CAN WE DO TO HELP? We will lease or buy your house We will make your payments (even back payments) We will be responsible for all maintenance We will handle the paperwork at our expense We will help you find the right solution for your situation ADVANTAGES Your home can be sold in 48 HOURS. NO WAITING while it sits on the market! You know the price you are getting NO SURPRISES!! No chance the deal will fall through It s SOLD NOW!!! No WORRIES about repairs or maintenance! LESS stress! Flexible, Flexible, FLEXIBLE TERMS!! WE PAY CASH!! [insert your contact info here]

43 Want to Sell Your House? WANT IT TO SELL FAST AND EASY? CALL US! WE BUY HOUSES If you want to sell your house, but haven t because of the cost and the hassle, call us. WE DON T LIST HOMES WE BUY THEM!! ANY HOUSE, ANY PRICE RANGE, ANYWHERE!! No matter the condition or situation, we can make you an offer in days and close in as little as 2 weeks. Relocation Rental Property Headache Divorce Too Many Repairs Inherited a Property You Don t Want Upside Down Job Loss Behind on Payments Facing Foreclosure WHEN YOU CALL US, WE WILL WORK WITH YOU TO BUY YOUR HOUSE - HASSLE FREE AND FAST! We will lease or buy your house We will make your payments (even back payments) We will be responsible for all maintenance and repairs We will handle the paperwork at our expense We will help you find the right solution for your unique situation You can sell your house in WEEKS, not months. We are cash buyers - no worries that the sale falls through at the last minute. Consider it SOLD! Flexible, flexible terms. It s a win-win, no matter how bad the house or the situation. CALL US TODAY FOR A NO OBLIGATION OFFER! [insert your contact info here]

44 USING THE SPECIAL REPORT FOR HOMEOWNERS IN FORECLOSURE When you are seeking pre-foreclosure leads, one of the best ways to get direct contact with your leads is through offering a Special Report that can be accessed on your website and through your social media. You can often get direct contact with a potential seller and begin following up on your lead. HERE S HOW TO: Use the Special Report with your website Offer the report on your social media and other online sources Use the Special Report with direct mail Use the Seven Ways to Avoid Foreclosure copy we ve provided 2018 CONNECTED INVESTORS

45 USING THE SPECIAL REPORT ON YOUR WEBSITE As foreclosure clients visit your site, you want them to discover foreclosure options and connect directly with you. We ve provided copy at the end of this section - Seven Ways to Avoid Foreclosure and the process to use it with your DealinSite website (or any other site) is pretty simple. 1. Copy and paste the Special Report into a document. 2. Add your contact information to the end. 3. Save it. You ll need it in just a minute. 4. Create a new page on your website. 5. Name the page Special Report: 7 Ways to Avoid Foreclosure (or whatever name you prefer) 6. Copy and paste your customized text to your new page. 7. The Special Report is now available to website visitors. USING THE SPECIAL REPORT WITH SOCIAL MEDIA Once you have the special report on your website, sharing it on social media is simple. You simply need the link to the Special Report page. 1. Copy the link to your special report from your website. 2. On Facebook, simply paste the link into your status 3. For Twitter, add a catchy headline and paste the link into your tweet. 4. Instagram users can post a relevant picture and include the link in the comments.

46 USING THE SPECIAL REPORT ON CRAIGSLIST Craigslist presents a number of different opportunities to connect with pre-foreclosure home owners. The key with craigslist is to manage your posts regularly. Ads on craigslist are a moving target, so regular renewing of your ad can keep it in results. 1. Simply copy and paste the text of the special report into a craigslist post. Be sure to include your contact information and a link to your website at the end of the post. 2. Always use a picture with your ad. Consider designing your own text image with good strong headlines that will get your ad clicked. Check out the Using Flyers section to get tips on pulling together a great message that gets results. 3. Choosing categories to post in really depends on your area. Do a little research into the categories that get the most activity related to selling a house fast and post there. Consider changing categories when you renew your ads to get additional exposure.

47 USING THE SPECIAL REPORT WITH DIRECT MAIL Direct mail works - but it can be expensive. When thinking about using the special report in your direct mail campaigns, consider: 1. If you are sending postcards or letters to pre-foreclosure homeowners, be sure to direct them to the report on your website. It s a great way to get additional information from them when they fill out the form on your site. 2. When sending letters, consider mailing the entire report to your top priority leads only. The report is several pages long and mailing costs can get pricey. The use of a special report can not only give an additional opportunity for connection, but it also helps to establish your credibility and opens the door for direct communication. Sample copy for your report is included below.

48 SPECIAL REPORT: SEVEN WAYS TO AVOID FORECLOSURE Dear Friend, Through no fault of your own, you may be facing one of the greatest challenges of your life how to prevent your property from being foreclosed upon. Why let the bank take your most valued asset and leave you with nothing? Fortunately, alternatives exist. In fact, there are seven ways you can avoid foreclosure. They are: 1. Refinance; 2. Bring your mortgage current; 3. Create a workout with the bank; 4. Declare bankruptcy; 5. Create shared equity ; 6. Transfer title; and 7. Sell the property quickly. Let s discuss each option what it is, and the pros and cons of using each one: 1. REFINANCE In today s marketplace, there are many different types of financial institutions that lend money. Although you may not be able to refinance with your local bank due to your current situation, there are many mortgage companies and lenders who specialize in creative financing solutions. That s how they can compete with the big banks. They are often able to review your situation and find a solution to your needs.

49 It is true that the loan you get will probably have a higher interest rate than a regular loan. But if you have a good amount of equity in your property, the ability to refinance may be a good option that s available to you. We would be happy to recommend one or more quality mortgage brokers who may be able to help you in your situation. 2. BRING YOUR MORTGAGE CURRENT I know what you are thinking: If I could bring my mortgage current, I wouldn t be in this situation! That may be true, but have you investigated every possible way that you may be able to get the funds? Can you borrow it from a friend, family member or co-worker? Can you sell something? Does your employer have any hardship loan programs? Brainstorm with family members or close friends. The more you think about it, the more likely it is that someone will come across a solution. 3. CREATE A WORKOUT WITH THE LENDER The lender does not want to foreclose. That s because lenders are in the business of having their money at work in loans, and not sitting on a property they have taken back through foreclosure. Not only is that a black mark on the lending institution, but it hurts their financial picture as well. Therefore, in many instances lenders are willing to do workouts. What this means is that they are willing to work out the back payments that are owed, until you become current again. A typical workout would be the lender taking the full amount of your back payments and dividing that number by 12 or 24. They would then add that amount to your current payments, until you are paid off.

50 When considering a workout, you ve got to be able to make that extra payment each month or you will be right back where you started in the foreclosure process for the second time. At that point, the bank will not look very favorably upon your situation. It s best to work with a workout specialist someone who has done workouts before and knows the ins and outs of the lending business. 4. DECLARE BANKRUPTCY Declaring bankruptcy is viable option to being foreclosed upon, but it should be used only as a last resort. Also, use it only if you know that you will be able to keep up with the future loan payments. Otherwise you re just postponing the inevitable, and the longer you wait, the less money you will walk away with from your property. A bankruptcy will be reported on your credit report for seven years. The bankruptcy will also be reported in the financial section of the newspaper it s a requirement from the bankruptcy court. Declaring bankruptcy is also costly. When declaring bankruptcy you will have the option to declare either Chapter 7, 11 or 13 bankruptcy. These refer to different parts of the bankruptcy law, and relate to whether you are somewhat in debt and need to renegotiate with lenders, or whether you truly are going to walk away from your debts. However, be warned that because you can only declare bankruptcy up to every eight years, certain future debts might not be eligible for even bankruptcy protection. The point is that bankruptcy should be your route of last resort. If you truly have no other alternative, call us and we will give you the names of two or three reputable bankruptcy attorneys.

51 5. CREATE SHARED EQUITY To create shared equity, you borrow the money from an investor, in order to make up your back payments. In return for bringing your loan current, you give the investor a certain portion of the equity in your property. You are giving up part ownership, in return for keeping part ownership: That beats giving the whole thing over to your lender. Of the seven methods to avoid foreclosure, this is the most difficult to accomplish, because there are not many investors who are willing to risk money (the back payments) on an individual who has a history of not paying and becoming at risk foreclosure. 6. TRANSFER TITLE This is a form of property sale. It s called a subject to transaction. An investor offers to make up your back payments and take over your property, subject to the existing mortgage. The title of the property goes into the buyer s name, though the mortgage stays in your name until the loan is paid off. This could take as little as thirty days, or as long as three years. You may ask, How do I know the investor will make the payments? The answer is quite simple: He has just made up all of your back payments; he now has a financial stake in the property. It only makes sense that he makes your payments to protect his investment. This type of sale is becoming quite common. The benefits to you: You don t have a foreclosure on your record; You may get some cash immediately to start fresh; You immediately solve your looming foreclosure; and Your credit gets build back up through no effort of your own, because the investor makes up your back payments and begins making your monthly mortgage payments on time every month.

52 Before long, your credit score is once again in good standing. You should look for an investor who s experienced in this type of solution, and who is a member in good standing with the Better Business Bureau. We understand subject to transactions. Call us to discuss the possibility of doing one with you. 7. SELL YOUR PROPERTY QUICKLY Sometimes people just want to walk away from a bad situation, and leave everything that reminds them of that situation behind. In this case, you sell your property outright, collect any equity that you have in the property and start over again. One great thing about time is its ability to heal wounds. Yes, things may be bad now, but as Johnny Cash always said, This too shall pass. It may be time to face what is happening, and act in your best interest right now for a better tomorrow. You can sell your property through a real estate agent or directly to an investor. Selling directly to an investor will save you the commission that you would pay to a real estate agent and more importantly will save you time. A real estate agent can sometimes take three to six months to find you a buyer and close. If for some reason that buyer cannot get financing or close on the property, you might be left in a real bind with a looming foreclosure on your hands. The three to six months that a real estate agent may take to find a buyer could be longer than you can afford. That s because once your lender has set a date for the foreclosure, it will foreclose on that date, regardless of whether your buyer needs more time.