Nathan Street (Dean Graziosi Success Academy) presents marketing advice for real-estate investors seeking motivated sellers. He introduces the "four Ds" of seller motivation—death, divorce, disaster (e.g., job loss, transfer, military relocation), and delinquency (foreclosure)—and explains these situations make owners more willing to accept lower sale prices. He recommends marketing that targets those specific motivations (e.g., ads referencing widow/widower situations) rather than purely generic "we buy houses" messages, and cites channels such as newspapers, flyers, road signs, and direct marketing to increase response and profitable opportunities.
Chapters
Hello, my name is Nathan street with the Dean Graziosi Success Academy. I'm going to take some time now and talk about working with and marketing to sellers. Keep in mind that as I give this information, Dean Graziosi is an expert at marketing. He has gotten where he is at right now because he is an expert at marketing. He has marketing that you can use right now that you don't have to put together, that you could market to sellers without difficulty and have them contacting you. But if you'd like further information, I will give that to you now. When we work with sellers, sellers that we want to attract or get involved with have either of four things. What I like to call the four Ds. You may have heard this reference again or before. However, I want to go over it again. The four Ds of a seller's motivation. Death, divorce, disaster, and delinquency. Those four items cause a seller to want to sell the property at a lower amount. I've been asked before, well, why would a seller want to take a low amount? Well, if they're in a situation such as their husband or their wife has passed away, they can no longer hold the property or pay for the mortgage anymore. And it brings up bad memories to stay in a house like that. They want to sell and they don't really care oftentimes what it will take. So we are nice enough to help them to get out of that situation. Now we have to make a profit. So we give them a lower amount. They accept it, they work with it. These items create motivation in the seller. This is also the items that we want to pinpoint when we market to them. Many times as investors start into marketing, they will identify that they have properties in the area or they buy properties of a certain type. The more generic you get, the less contacts you will get that come with that specific to the type or design you're looking for. An example, you may have an ad that says, we buy houses. Now that's a fine ad. It will get some context. The same will happen if you had a road sign. But what if. What if you took that and you said, are you in a death situation or has your partner passed away? Do you need to sell your house? Call now. If someone were looking through a newspaper and they saw we buy houses and right after that, are you in a situation where your spouse is passed away? Call us, we'll help you. Don't you think you're going to be more inclined to want to call an ad like that? Yes. So those types of Specifics, if you're doing marketing, will help. Now, I'm not against doing generic marketing when you're working with specifics in a motivated situation. Do you need to get out? Time is tough, life is tough. Give us a call. Those are great. But if you're looking for more specific, more of an opportunity, knowing exactly what you're getting into, more of a draw, then you want to pinpoint some of those buttons. Hot buttons for these people, the four D's death, divorce, a disaster, which can be a job loss. It could be a transfer, military situation, or delinquency, meaning that they're going into a foreclosure. Keep those things in mind as you start to market for the sellers. That could be again, the newspaper ads, the flyers, that could be direct marketing, and so on. But if you will pinpoint those types of items, it will actually create a large opportunity for you to bring it in. The really biggest part of this right now is to work specifically with the sellers, the sellers that are motivated. If you can keep that in mind. If you market to the motivation and you identify the motivation, you'll have more calls coming in on those sellers, which creates more opportunity for you and frankly, more money in your pocket. Because who can't do with more money in their pocket? Of course, everyone can. So keep those things in mind and you may find that it helps you decrease create better marketing to bring in more people.
