Hi my name is Brian Haskins I am a speaker, author and real estate coach. I have been a full time investor for 8 years closing over 100 million dollars in real estate. I still run a full time wholesaling business and teach my students from my own personal experience and what has worked for me. Introduction Building your buyers list is an important part of your business however it's not nearly as difficult as most people lead you to believe. Today I will show you simple strategies that anyone can use and literally see results in seconds. In today's market there is an abundance of cash buyers because of the decline in housing prices. You may have heard the term "America Is On Sale" It s true we haven't seen prices this low in 100 years. This has brought buyers out of the woodwork from all over the world, which is great for us investors. How to find buyers The goal is to build an active cash buyers list. You don t have to build a large list, and that really shouldn t be your goal rather you should build a smaller more active cash buyers list that you have a great relationship with. One thing you will find is that like anything you will get a list of good people and not so good people. The main goal is to build a strong relationship with 5 to 10 solid cash buyers in your area and 95% of your properties will be sold to these people. I know that may sound odd to you but it s much easier working to build a relationship with just a few cash buyers than trying to build a huge list of buyers that most likely will never buy from you. When building a buyers list I a 3 step approach
Three step formula Using Bandit Signs Online Classifieds Tax Records and Direct Mail Bandit signs What are bandit signs? They are usually 18x24 corrugated plastic signs that you see hanging from telephone poles and on the side of the road. I like to use yellow signs with black text. What to put on your signs? You want to try to make them as appealing as possible so they will catch someone's eye. I like to use hand written font or hand write them myself the goal is to make them look like a motivated seller made them. You want to keep the message simple and short 2 or 3 lines max. You want to use words like: Must sell Motivated Urgent Foreclosure Equity Big house Handyman special Attention investors Here is an example: Cheap House Must Sell Today Make Me An Offer xxx-xxx-xxxx
Where to place these signs I like to place them around your properties that you have for sale because neighbors might be interested or potential buyers looking for houses in the area might see your signs. Do I need a property to sell to be able to use bandit signs? The answer is no. I recommend that you use bandit signs even if you do not have any properties for sale. The reason is because most new investors won't have properties to sell. The good news is that even if you don t have a property for sale it's easy to still build your buyers list with bandit signs. Here is how you can do it. Hang signs up around different areas just don t use an address on the sign. When people call you just tell them that the property was already sold and then tell them you are an investor and get properties like that all the time in this area. You can then ask them if they want to join your buyers list to get notified of other deals like this. Most people will say yes and then you can start compling a list of buyers to contact once you have a property for sale. ***Warning - hanging these signs might be frowned upon in your area make sure that you don t litter an area with signs or you could get in trouble. Classified Sites The next way we are going to talk about is online classified sites like craigslist and ebay classifieds and backpage.com The idea here is to post properties for sale and drive people to a website with information about the properties or have them email or call you so you can contact them.
Again this strategy works really well for people that do not have properties for sale yet but still need to build their buyers list. You can post properties without an address and when people contact you about them you can just tell them that it sold but they can join your buyers list if they want to find more properties like that. Let's talk about what your ad should say Your ad should be simple very similar to the bandit sign text. You want the ad to sound like a motivated seller posted it not an investor. This will get you the most responses. You want to use words like : Must sell Motivated Urgent Foreclosure Equity Big house Handyman special Attention investors Here is an example: 3 bedroom 2 bath handy man special located in the Holly Hills area of St Louis. The house is a fixxer upper and does need some work but is priced right, I need to sell the property asap because I can no longer afford it anymore. $20k or best offer
Here are some screen shots of me posting an ad on craigslist Click post to classifieds Click Housing Offered
Click real estate by owner
Click continue once completed Fill out your information
Select images you want to use It's best if you can automate this process I'm going to cover automation later on in this report but it s a good idea to try and automate this process If possible. The easiest way to do this is to send them to some sort of website where they can sign up for your buyers list. These are usually a simple one page website called a squeeze page. Again we will cover this in more detail shortly Tax records search The next phase of building your buyers list is what you can use to instantly build your cash buyers list. To do this you will need to use one of two websites 1. your local tax record search if its online in your area. 2. listsource.com You can use these websites to search a list of cash buyers in your area. I will show you how to do this with listsource.com since each persons county tax recorders website is different What we will be searching for is a list of people that have bought a property as an absentee owner, which means they have bought a property and they do not live there. The tax mailing address is a different location. Typically that means they are a landlord.
We are going to narrow it down even further and just pull the people that have paid cash. Here are some screen shots of how to do this with listsource.com Go to listsource.com and click create your own list
Select how you want to pull the data I would start with a city search Choose the state
Now choose your city Add the state
Select the options tab
Select absentee owned Go to the property tab and select the equity %
Choose your percent I like 90 to 100%equity which means they bought with cash You will see 13,000 people meet that criteria
Select purchase partial list and select the amount you want Click purchase list
How To Contact these buyers? You have a few options 1. you can in some cases buy their phone numbers 2. you can send them a simple cheap postcard I prefer to use the postcard route its simple and much easier. Here is the postcard I send to them I send the postcards from click2mail.com I like to use the 4.25x6 postcards printed on yellow paper with black ink. Here are some screen shots of click2mail.com
Click get started Select your size
These are the settings you want Select your postcard
Preview the postcard Select your mailing list
Approve them Check your information and pay for them
How to find out what your buyers want? It's important to find out what your buyers want in a property so you can hopefully match them up with properties you already have or so you can find specific properties for them. A good way to do this is through email or for your serious buyers personal meetings. I talked earlier about building a smaller active buyers list rather than a huge list of people that most likely will never buy a property from you. If you do that its best to meet with these buyers to build a relationship with them and find out what they are looking for. If you go the route of building a large buyers list then it will be very difficult to meet with everyone that joins your buyers list. In this case it is much easier to set up some auto responders to send out automated emails to collect information. You can also ask them to fill out a survey. You can use something like surveymonkey.com One thing I have done in the past that has worked well is I have set up auto responders to go out after they have joined my buyers list. In these auto responders I have asked them about their needs and I have even asked them to submit their proof of funds letters. You can even bribe them. Anyone who sends you information can get in on a early notification list. How to build strong relationships with your buyers Having a few serious buyers that are buying multiple properties each month is far more important than having lots of buyers on your buyers list that aren t really buying anything. Don t get caught up in the list. It will only just waste your time. To many new investors fall into this trap. I gave you the one secret thing you can do to walk into any new city and build your buyers list in no time.
Listsource.com You need to leverage this to find and contact the most active cash buyers. Focus on building relationships with them. Here are some tips for doing that. Make it worth their time. No successful investor is going to give the time of day to any new investor if they dot approach them the right way. You have to offer them something they want or you have make it worth their time. Here is what I mean by that. If you say can I take you out to lunch or can I buy you a beer they won't go for it. They don t want to have to go out with a new investor just to have you question them for an hour, it's just not a good use of their time. You will need to go to them with something of value like a property or a lead on a property in their area where they buy. That will get their attention and will most likely get them to give you some of their time. When building these relationships remember to always offer them something first ( Something they have to have) Another thing I wanted to point out is how to approach these buyers. You do not want approach them as a new investor I see so many people that come to me say Hi my name is Joe Blow and I am a new investor I saw that you buy a lot of properties in this area. Do you want to join my buyers list? This will never work. Here is a better approach Hi my name is Joe Blow and I have a wholesale property near one of your other properties. I was wondering if I can meet with you one day to show it to you.
See how much better that is? How to automate the process of building your buyers list and how store your leads If there is any way that you can automate certain parts of your business then you are crazy not to. It will save you tons of time and headaches especially when it comes to building your buyers list. The easiest ways to automate building your buyers list is to have some kind of squeeze page where people can sign up. Here is an example of what a squeeze page looks like What happens with this tpe of a website is people sign up and their information is stored somewhere so you can email them. There are lots of different systems that allow you to do this. For example http://www.cheapreiwebsites.com This is the websites I have created for myself and that I allow my students to use. With this simple system it allows people to sign up on the squeeze page and then it stores them in your backend so you can email them when you have properties for sale.
Now I know what you might be thinking. Maybe you know nothing about websites, you think it might be too difficult for you to do something like this. That s the beauty of systems like this they are so easy to use you don t have to know anything more about a computer than to be able to check your email. The great thing about having a system like this is that it completely automates the process of building your buyers list. You just post the link to your websites any where you are trying to find buyers and they can go there 24 hours a day 7 days a week and sign up How To Manage Your Leads Once People Sign Up? When it comes to managing your leads you have a few options. If you have a website such as http://www.cheapreiwebsites.com then it will store all of your leads for you. Here are some screen shots of the backend features so you can see how it works Once people sign up you can see the contacts right here
You can choose to manage your contacts or to send emails to them Here is what the contact manager looks like
Here is how you can send email to your contacts If you decide to do this on your own without any websites then you will have to manually collect everyone's information and store it in a spreadsheet. Then when you want to email them you will have to copy and paste all of the information. Final Thoughts In wrapping up this report I want to leave you with a few final advice. The biggest advice I can give you is to take massive action. If you do what I say in this report you will find cash buyers and lots of them. If don t then, well you will be right where you are now struggling in your real estate investing. Fortune Favors The Bold. To Your Success, Brian Haskins
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