Nathan Street teaches how to market real estate deals to professionals like realtors, lawyers, and accountants who know motivated sellers. Skip mass mail; instead call or visit in person dressed professionally, get their email, and follow up consistently to become their go-to buyer for referrals.
Hello, my name is Nathan street with the Dean Graziosi Success Academy. I want to take a moment right now and talk about marketing and working with professionals. Specifically those professionals that will help us in the real estate business. First, who might those realtors or who might those professionals be? The professionals that I'm talking about at this time would be lawyers, realtors and accountants. These people can help us obtain properties. We already know Realtors, so I really don't need to take a long time on that. But finding a good successful Realtor can really help boost our business beyond what we are currently doing right now. And that may create a large opportunity to get you moving forward. So keep that in mind. The other two I want to spend just a minute on, though lawyers. Lawyers would be divorce lawyers and real estate lawyers. Divorce lawyers are the first people other than those that are getting divorced that know about, well, the divorce. Also, that divorce lawyer will know about the assets that are in the middle of a divorce. One of the most common assets that are in a divorce is the property. And many people buy properties on a dual income. However, if they split the income in half now they can't afford the property, so many times they have to sell it. What a great way to get properties. The real estate lawyer they deal with, well, real estate law, it could be title closing or different things like that as well. Another one you may be looking at is a probate lawyer. Probate lawyers are fantastic. Someone has passed away, they oftentimes are going to be the first that know about it. What about accountants? Accountants, the same scenario. If an asset is split, they have to know about it. Or if there's something happening, they very commonly may suggest, hey, why not sell the property? These types of professionals can really create a large opportunity for us to obtain real estate. How do we market to them? Because they're on the professional scale, you want to treat them as they are professionals. If you're working with a lawyer or accountant, generally speaking, direct marketing or contacts through mail such as postcards and letters don't work effectively because it's oftentimes given to a receptionist. Receptionist funnels, it throws it away and then your marketing is done. What we rather do is we'd rather do more of a direct contact specific to something like a phone call or even dropping by into their office to meet with them. Appointments are fantastic because professionals work off of appointments. However, if you can go in, maybe try to set up a time with them or see if they're available at that time, that's great. Let's say you Go in, you talk to the receptionist, hey, is so and so lawyer available? Can I meet with them? Many of the times the answer is no. Then you say, can I set up an appointment to speak with that lawyer about how I can help their clients get rid of the assets of real estate at great prices and then set up an appointment with them. Look to do something like that. In all accounts that would be the same over the phone. You may find a better contact through direct situations where you go to the office. However, you can use the phone and different items like that as well to build that. If you go, make sure that you act and are professional, that you're in a suit, a tie, that you look like you're a professional. The same as well, if you were to go over the phone, act and talk professionally. Speak to them in a manner that's professional. If you go in person again, just one more thing to add to that. Make sure that you're clean cut. For those that are men, make sure your hair looks tidy, that you again look like a professional. But then go in, let the receptionist know who you are. See if you can't set up an appointment. Make sure that you leave a business card so they can follow up with that later. But always try to set up those appointments. Then never miss appointment. And then once you've done the appointment, always follow up. Try to get an email address. Email is one of the most common ways that professionals will work in this business. Right now, if you can follow up through email, you have a large chance of people reading it. So you could say something. A follow up on our 23rd conversation about real estate or something like that in your email heading. This will bring them back to you. These types of contacts. Continually working with professionals, looking professional, meeting with them will help to create more opportunity for you. And that will be with those lawyers, that will be with the accountants or any of the other professionals you might work with to help build a business. Once you have them on your team and they are ready to work with and you've built some good poor, they may give you a call sometime and say, here's a client that needs some help. Or they may have the client call and say, I understand you buy properties. We're in the middle of a divorce and we need to sell it. Can you help us? That can create farther opportunity for you because you have no competition. You will be the only one negotiating and the only one offering on those properties. Keep that type of marketing involved when you're working with professionals and you really can create great opportunities for yourself.
