Dec. 9, 2020

How to Get Property Owners to Call You


You've spent marketing dollars and haven't seen a great return.

Or you haven't even started marketing yet because you don't want to "waste" money.

Or you're struggling with perfectionism and you want to know it's going work, and you want the "right" words and the "right" font size and the "right" postcard color and...

These 6 steps I share with you are the keys to marketing that works. The only way marketing doesn't get the results you want is if these things are ignored. 

This is how you stand out from the herd of real estate investors sending the same junk mail.

This is how you serve more sellers, and bring more houses back to life.

GOODIES

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"Leave people and places better than you find them." - Debbie DeBerry | The Flipstress®




Transcript

Unknown Speaker  0:01  
You're listening to the flip houses like a girl podcast where we educate, empower and celebrate everyday women who are facing their fears, juggling family and business embracing their awesomeness and wholeheartedly facing their dream of flipping houses. Each episode delivers honest to goodness tools, tips and strategies you can implement today to get closer to your first or next successful house flip. Here's your spiky haired breakfast taco loving host house flipping coats the Debbie DeBerry.

Unknown Speaker  0:39  
Hey, how are you? Like, really? How are you? I think it's important that we answer that question, honestly. Because, you know, it's one of those questions that we throw around, and we hear thrown around. And we typically answer with, Oh, fine. Oh, things are fine. I'm good. And sometimes we're just not, and it's okay. To just not be okay. All right. So let's practice answering that question. Honestly. Let's just see how that goes. All right. So honestly, I'm doing okay. So for me, things are busy right now, in a good way. I love buying houses this time of year. I love buying houses all times here. But for some reason, this part of the year has always been my busiest buying. I don't know why it's been like that since I bought my first investment property in 2005. so busy with that busy with the kid busy with sports, all the good stuff, and getting to support the women in the coaching program, and celebrating their wins. And it's just so fantastic to see so many women, not just doing this, but thriving, and saying things to me like, Oh my gosh, I finally for the first time in my life feel totally aligned with what I'm doing professionally.

Unknown Speaker  2:24  
Wow. Right? Like that's powerful. Okay. Before we get into today's episode, I want to do a listener shout out. This one is Tammy from Naples, Florida. Hi, Tammy. Thank you for this review. She says Debbie does a great job walking you through all the crucial steps of flipping a house. She's an awesome teacher and mentor. And I would highly recommend her podcasts and training program to anyone getting into the business. Thanks, Debbie. Tammy, thank you so much. You are awesome. You've been such a wonderful support, and you're engaging in the community. And I'm just so glad that we crossed paths. Thank you for taking the time to leave a review. And not just about the podcast, but about the training program too. I'm super grateful. Thank you. Thank you. Thank you. Alright, so today's episode, I want to talk about marketing, and specifically, six things that you need to do to stand out six things to have your marketing be more effective, six things to separate you from the herd of other investors that are likely marketing to the same potential sellers. So one of the things that I get pushback on or people have objections around is direct mail, right? They say, oh, it doesn't work. Well, we all know that it works because we get it in our mailboxes every single day. Huge national companies would not spend hundreds of 1000s of dollars on direct mail if direct mail didn't work. Okay, so it absolutely works. But there's a better way to do it. And there's a way to do it, where you blend in with the herd. So in this episode, we're talking about six ways to not blend in with the herd. Let's get into it. Alright, the first thing you have to make sure whatever kind of direct marketing you're doing, whether that's direct mail, or Facebook ads, or online marketing, whatever you're doing, you need to make sure that your marketing is targeted. What do I mean by that? I mean that you Want to make sure that you are reaching people who are more likely going to need your help need your service, right? Need a solution you offer, for example, I wouldn't spend time or money marketing to somebody who just bought their house last month, and it's brand new construction, right? That's not the target. That is not at all the kind of house you're going to buy and fix up and sell for profit. Right? That doesn't make any sense. So make sure the audience that you are sending mail to marketing to online, whatever is targeted.

Unknown Speaker  5:51  
Okay. Number two, make sure that the messaging is relevant to the audience. All right. Here's an example. If I'm sending letters to let's say, a list of probate properties, right, if I'm sending letters to that audience, my messaging is going to be sensitive to that. Right? It's going to be relevant to the audience. So I'm not going to send letters about foreclosure prevention, to somebody who's not on the foreclosure list or pre foreclosure list, that's not relevant. So immediately, you've lost every possibility of that person saying, Oh, yeah, this person gets what I'm going through, and can help me the best, I'm going to respond to them. No, all right. So number one, is it needs to be targeted. Number two, it needs to be relevant. And three, it needs to be personal. So when you're sending out letters, when you're sending out postcards, you need to make sure that you aren't just saying all the things that the herd of investors say, because they're just saying it because others aren't saying it right. So quick, closing, all cash, no repairs needed, avoid realtor fees, add more than that. You can have those things on there, that's fine. However, dig deeper, get a deeper understanding of what the seller really needs, really wants, because those things are fine. But those are superficial, it you can get deeper, and use words that the seller might not even know to use about their situation. But when they read those words, they're like, Oh, my God, Debbie gets me, wow, it makes me the no brainer choice for them to reach out to, they are going to follow through on whatever that call to action is, we'll get to that in a minute. You've got to know them better than anyone else. That's the secret to marketing. Alright. Number four, be different. Okay. And that is really, I mean, that plays into number three as well. Right? So, being personal is absolutely being different, be different. Don't just do the same thing that everyone else is doing. Be different stand out. If you send a letter, make sure that it's lumpy, right, make sure there's something in there that gets the person to open the letter, because you are already putting yourself at a disadvantage if you're sending a letter, right because the postcards easy to read, it's right there. I don't have to take the extra step of opening. So if somebody is going to take the extra step of opening an envelope, make it worthwhile. Have something lumpy in there, get them curious so that they'll open it. Alright 100% of lumpy mail is going to get opened. Because we want to know what's in there. Alright, so be different. Use a different color envelope, use a different size envelope, use a stamp hand write your letters, write handwrite. Okay, be different. Number five, is be solution oriented. So, don't so much focus on Problem problem problem, let them know why you are different than the herd. All right? Let them know that you have solutions, you have multiple solutions that you can offer. Not every solution is right for everyone. If you have a toolkit, so to speak of solutions that you can offer, you're the no brainer choice. All right, all of our marketing needs to do a couple things, let the person know, on the other end, let your audience know, let that receiver of that marketing know, you understand them better than anyone else, you are their clear choice to work with. And number two, that you have multiple solutions. You can help them whatever their problem is, you're not just a one trick pony, so to speak. Alright, so be solution oriented. And then finally, number six. Without this, you are throwing your money away, you have got to have a clear and easy call to action. What does that mean? So a call to action is what do you want them to do? Do you want them to pick up the phone and call you? Do you want them to go to a website? Do you want them to text you? What is the call to action? make that very clear, make it very obvious and make it easy for them to do. If they have to click through 14 different things to get to the form you want them to fill out? You're going to lose them after the first click OK. Make it easy, big, obvious, clear and easy call to action. What action Do you want them to take? And you better have an action on there. Every marketing has to have a call to action, it has to tell the person what is their next step. lay it out, text me at this phone number. I will respond within a few minutes. And we'll set up a time to meet whatever it is tell them what to expect. Those six things will absolutely, first of all, not just amplify your marketing and magnify your results, they will set you up as the clear and obvious and only choice for that property owner to want to work with. Alright, those six things. If you can nail those things, you will get to help more sellers, help more property owners and help more houses. Right? save more houses bring more houses back to life. That's what we're here for. All right, that was a super actionable episode. So go do the things, right. And if you're sick of being on the sideline, and not taking action, because you're scared, and you don't want to do this alone, you don't have to. Alright, get on my waitlist, because the women inside my program. First of all, the community is unbeatable. The place is awesome. All right, I guarantee you you've never experienced anything like it. Secondly, we are closing on deals left and right. We have so many first flips happening right now. Yes, in the middle of a pandemic right now. And they're smart flips and they're doing good in their communities. If you want to be part of something really incredible, we would love to have you if you resonate with my message if you resonate with my vibe, I know that you're going to love the other women inside the community. All right, go to first flip done right comm get on the waitlist, and you'll have first dibs on the next opening. Because I give so much personal attention to people inside my community. I don't let a ton of people join at once. So it's on a rolling ongoing basis. Alright, so put your name on that list. You will be notified within a week or two of your chance to join. Alright, first lift on right calm. Until next time, go out there flip houses like a girl leave people in places better than you find them and make it a great day. Bye, y'all.