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How to Generate Note Seller Leads with Little to No Marketing Budget by Abby Shemesh This Month We Welcome Abby 1

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How to Generate Note Seller Leads with Little to No Marketing Budget by Abby Shemesh This Month We Welcome Abby 1 How To Generate Note Seller Leads With Little To No Marketing Budget by Abby Shemesh This month we welcome Abby 1. Ways to generate note seller Shemesh as a regular PAPER This is one of very few leads by investing your time (not SOURCE JOURNAL columnist. Abby businesses that can have your money): is the Managing Partner and Loan Acquisition Director of Amerinote small overhead and still I) A tried-and-true way to Xchange, located in San Francisco. turn a huge profit. generate note seller leads without He is a principal buyer of mortgage investing time (for lack of a notes and business notes nationwide marketing budget, etc.) is to scour the and has been in the business for over sound plan-of-attack. Yours will be real estate ads (for-sale-by-owners or a decade. dictated by your budget or the FSBO) in your local Sunday edition amount of time you can put into newspaper, real estate publications or have been operating as a note your do-it-yourself marketing online platforms that advertise for- I buyer (and a note broker) within strategy. sale-by-owner property sales. the secondary, discounted loan market for over a decade. During my career Let’s dissect the two different Once you locate such in the note buying business I have ways to cultivate and harvest note advertising platforms, you must learned (the hard way) what works seller leads: approach the for-sale-by-owner and what does not work when it (FSBO) property sellers and see if comes to marketing your note 1. Spending money on a they are willing or planning on business effectively — and, more marketing/advertising strategy; creating a seller-financed note in importantly, knowing how to get the order to sell their home (or business). note seller to say “YES” to your 2. Spending your own time offers. (otherwise called a time-investment) Once you identify the sellers on finding the leads yourself while that are willing and planning to create Before you can consider you building up your note pipeline. a seller-carryback mortgage note, you note proposal to the note seller and approach them with the idea of getting him or her to say “YES” to So, if you are thinking about structuring the note in a way that your offer, you must find the note breaking into the note business and would allow them to liquidate the seller leads to target. you need to find a way to get note note within 30 to 90 days after the seller leads with little to no money note’s creation in order to receive a Most newer note brokers will out of pocket, then listen up! lump sum now instead of their being not have thousands upon thousands of the bank for the next 10, 20 or 30 dollars to spend on a robust and Finding Note Seller Leads with years. effective marketing campaign, which NO Marketing Budget means a new note broker must do There are many ways to find Keep in mind that this is easier what they have to do in order to get note owners who are considering or said than done. You must consult a their first sale on the books. may consider selling their mortgage master note broker or principal note note or business note. The question buyer before you begin this search, When it comes to a marketing/ is: How do you funnel these leads and explain your intentions pertaining advertising plan for your note your way in order to profit when you to your marketing plan, in order to brokering business, you should have a have no marketing budget? THE PAPER SOURCE JOURNAL, May, 2014 To Subscribe: 1-800-542-2270 or www.PaperSourceOnline.com -2- ensure that you are providing sound DISCLAIMER ON TIME- that you use must be highly targeted. guidelines to the seller on structuring INVESTMENT TACTICS This means that, for example, if you a note. Also keep in mind that you Please keep in mind that the are trying to find business note seller are NOT a licensed mortgage broker/ above-mentioned tactics will not leads it would not make sense for you banker (in most cases), which means yield you results and profits to place a classified ad in the back of you cannot make any guarantees to overnight. When it comes to a bridal magazine (if you catch my the potential note seller on definitive generating leads, money needs to be drift). You want to make sure that the loan structure or pricing until the spent. It will typically take you 30 ads that you are placing are going to note and the characteristics of the to 90 days (sometimes less, be visible to the potential clientele note have been reviewed for pre- sometimes more) to see results with that you are looking to capture. approval. “Time-Investment-Only-Marketing- Tactics.” Another well-tested form of Nevertheless, if performed cheap advertising (in comparison to correctly, this can be an effective and Think of it like growing a other, more expensive modes of FREE way to generate note seller garden. You plant the seeds and it marketing) is a mail campaign. There leads and profits for your note takes time for the seeds to turn a are many different approaches that brokering business (with no money harvest. Some plants will thrive and one could take with the mailer out of pocket). others will wither and die. The campaign strategy such as: same goes for the above-mentioned II) Another way to generate tactics. Not every attempt will be a A. Going to your local county note seller leads without spending home run, although if you plant court house and compiling a list of huge amounts of money on marketing enough seeds, you are bound to note owners that created a seller- is to attend local business functions yield a crop (and not starve). On the financed note (preferably, within the within the industry that you are flip side, if you want to eat past 6 months to 3 years) and sending targeting. This could be a Chamber immediately, so to speak, you them a post card or letter identifying of Commerce meeting, a real estate would need to go to the your services and how you can help. broker convention, a mortgage broker supermarket and spend money — convention, a convention of a law plain and simple. B. Sending letters and brochures specialty (i.e., attorneys specializing to attorneys, CPAs, financial in real estate, divorce, estate The note business is one of planners, real estate agents, planning, business, etc.), as well as the very few that can have very mortgage brokers, business functions surrounding finance in little overhead costs and still turn a brokers and other white-collar general. Your main goal is to rub huge profit, consistently. This is professionals in order to make elbows with professionals that have one of the major ingredients that yourself and your services visible to clients that create notes that they attracted me to the business in the their clients. Many of the above- may want to sell now or in the future. first place. This means that a new mentioned professionals have clients note broker can definitely generate that may have the desire to liquidate I have received countless note seller leads with a small budget a mortgage note or business note. referrals from attending such and small monetary commitment. With mailing to professionals, it is functions. It may only cost you the all about the look and feel of your time to travel, the cost of gas, the One of the tactics that I used marketing material. Do not cheap out cost of admission and some business to generate note seller leads when I here. The more professional and cards (which you can get for about was just starting off in the industry appealing your marketing material $10 at VistaPrint.com). in the early 2000’s was advertising looks, the better chance you have of a in classified sections of local response. For those on a strict and tight newspapers, real estate publications budget, I recommend that you keep it and business journals. This tactic C. Reaching out to loan servicing local to cut way back on out-of- has been used successfully in our companies to ask if they will allow pocket expenses. industry for decades. Even in you to add your brochure or today’s fast-paced digital world it marketing leaflets to their customer’s still works. In order to execute this monthly statements for their seller- tactic successfully, the ad platform (Continued on page 4) THE PAPER SOURCE JOURNAL, May, 2014 To Subscribe: 1-800-542-2270 or www.PaperSourceOnline.com -3- Abby Shemesh your note business (even if you spend This is a tactic you are money), such as: persistence, (Continued from page 3) NOT going to see in wording of your ads and letters, financed notes being serviced. This is call-to-actions on your marketing a great way to earn note seller leads note broker articles. material and letters/postcards, and the trust of the note seller, due to internet savvy abilities, etc. the fact that the note seller is already box. You would be surprised how dealing with the loan servicing many people misspell “Sell Also keep in mind that if you company (having your marketing Mortgage Note” and put instead send out one postcard or mailer to 100 material in their monthly statements “Sell Morgage Note” or “Seel people and no one responds — that is could be viewed by the note seller as Mortgage Nots.” There are literally pretty common.
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