In short, my main suggestion is to print out a map from Google of where you live and draw a 1 square mile box around it, this box will represent your farm territory. Get to know this 1 square mile like the back of your hand and make sure this 1 square mile knows you. Research it from top to bottom. Build rapport with everyone!
Long drawn out...if you have the time version:
General contacts: Talk to everyone about what you do including the US postal workers, crossing guards, UPS/FEDEX guys as these people seem to know everything going on locally. Right now everyone wants to “yap yap yap” about the foreclosure buzz so talk to them—and pass them your business card! Go to your local sheriffs sale auctions and get to know the players. Who are the regulars—these guys could be your buyers on the back end. If you specialize in the preforeclosure market you are different…your not the average agent selling the same bag of tricks anymore.
Residential: You must track all real estate activity in your square mile because your goal is to be the go to person for your farm market—nobody should know more than you. Plot out all homes that are listed through a traditional agency/brokerage (track data such as: how many days on the market, how many expired, average sq. footage, difference between asking price and sale price, concessions, etc.), plot all FSBO’s, plot all homes using budget-non full service listing companies (these guys usually end up on my website as preforeclosures), plot any new construction going on, plot property looking distressed and/or abandoned, but most importantly for you must plot the homes coming up as in default. The preforeclosure/notice of default category will be your most motivated seller in your farm territory…websites like www.njlispendens.com are good sources for preforeclosure/notice of default data.
Commercial: Talk to all business owners and find out how you might be of service to them. Tell them that you work the preforeclosure market and that you specialize in working with homeowners facing foreclosure. Give them data on how many preforeclosures have been filed so far this year in town, this will generate conversation. Tell them you can help sell houses even if the amount owed is more than the value or if repair costs exceed the homes value. They will listen, and in turn they very well might tell you about their Aunt Peggy Sue who cant seem to make a mortgage payment and needs to sell.
Remember right now, everyone wants to talk about preforeclosures. Visit all mortgage companies, lending institutions, credit counseling service agencies, attorney specializing in divorce, probate, and even bankruptcy and tell them to refer difficult clients to you. Also visit all your competition to tell them to refer their preforeclosure clients to you (remember, most agents do not know what to do with people in preforeclosure and especially if they need a short sale done, even attorneys don’t know how to do these).
Anthony
anthonyh@gardenstateinvestors.com
Comments(4)