We all know that the best way to generate short sale leads is to go directly to the source. In judicial states, that source is the county Recorder’s office and in non-judicial states you’re looking at publications or Trustee websites for the information. You know to expect referrals from past sellers that you’ve worked with and you anticipate responses to your newspaper and Craigslist ads. Your direct mail campaign has awesome response rates but how can you squeeze out some additional leads from that majority of defaulted home owners that never call you?
Rent a Convention Booth – Contact your local Realtor ® Association and reserve a booth at their next expo. It takes some planning to pull it off and do it right but you’ll be among vendors, lenders and other professional organizations committed to offering services to Brokers and Agents. You’ll be no different and provide visitors with literature, business cards and assurance that you are available to purchase their short sale listings. Don’t forget to do a “business card raffle” and give something away during or after the event.
Speak to Home Owner Associations – Offer to bring relevant and current foreclosure information to home owner association meetings. Although you’ll be speaking to mostly non-defaulted owners, you know that there will be some in attendance who are having issues with their lender and the rest are concerned with foreclosures affecting their home’s value. Still more will know family or friends who need short sale their house. Stress that you help home owners avoid foreclosure and be sure to provide information relevant to their community and you’ll be their “go-to” person when they need you.
Be THE Short Sale Expert in Your Area – You probably are already the short sale expert in your area, now capitalize on that designation. You have a wealth of knowledge on short sales and how to avoid foreclosure. It’s time to put that knowledge in writing in the form of a brochure and have consistent weekly meetings at your office, your attorney’s office or even your preferred title company’s office. Advertise that you offer a 30 minute weekly session discussing the short sale option. The key is to have them every single week at the same time. Hire a virtual assistant (try guru.com) to call every single attorney in your area and leave a message about your informative meetings. Throw in free coffee and you’re sure to get some leads. Don’t be discouraged if the first few meetings are sparse in attendance. Word will get out that you are the person with the answers.
These are just a few ideas on ferreting short sale leads. To really get your creative juices flowing, take a look at a few videos that we’ve put together. You may also visit, www.MikeBridges.info/agentvideos.
To your success,
Mike Bridges
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