Prospecting for Deal-seekers

By
Real Estate Broker/Owner with EXIT Four Seasons Realty

Well . . . right now it seems like the "DEAL" is king with buyers.  I've been hearing it over and over - "we just want a deal", or "if it's a deal, I don't care where it is."  And of course the best one is, "do you think they'll take 20% less?"

So now all of my marketing has changed focus as well.  I've gone ahead and put a "featured foreclosure" right on top of my home page followed with an opportunity for folks to order the "free foreclosure list" right below.  And it's working.  I'm getting around 2-3 propects a day asking for the list.  I'm closing in a couple of weeks with one of my clients who we've found a $190,000 home for around $135,000.  We'll be putting a photo of these clients (with their permission, of course) touting the tremendous deal we were able to get them.  In the papers, in our marketing and on our website.

One thing we have found is that if we resubmit our offer as our "highest and best offer" after the bank has countered, the asset manager typically has to submit it directly to their client and more likely than not it's being accepted. 

So it's all "Foreclosures" and "Government owned" as far as my marketing dollars are concerned.

Jeff Knight

The "King of Deals" in Dahlonega, Georgia.

Comments (6)

Robert May
Robert W May - Lethbridge Real Estate - Lethbridge, AB
Real estate consulting

The entire market is like a big discount dollar store where buyers are all shopping for scratch and dent real estate.

Feb 03, 2009 08:09 AM
Jeffrey Knight
EXIT Four Seasons Realty - Dahlonega, GA
Broker, Dahlonega GA, 770-375-6486, www.dahlonegahomes.com

Yeah - and if we don't have the words "GIGANTIC SALE" over every sign and ad, they don't get noticed.  What are other folks doing to bring in prospects using the "deal" idea??  I'd love to hear your input and ideas.

Feb 03, 2009 08:24 AM
Roger Johnson
Hickory Real Estate Group - Hickory, NC
Realtor - Hickory NC Real Estate

I hear the "I want a deal" all the time.  What all too often happens is they go look at the property and respond with "man, this place is a mess!"  Translation:  I want it cheap, and clean and in move in condition.  Even in this market, the "deals" are deals because they do require some work of some type

Feb 03, 2009 08:26 AM
Judy Jennings
Top Agent Plus - Middleboro, MA
Tap into Judy's real estate expertise & resources.

Smart Jeffrey, very very smart move.   That is the absolute most common statement that is spoken in this market. 

Feb 03, 2009 11:25 AM
Chris Oliver
Century 21, Preferred Properties - Reynolds Plantation, GA

I wish there were more buyers who only wanted 20% off. It's being made to write offers of 50%+ off that drives me crazy. That and when you tell a client that a particular deal is now at the right price, getting activity and won't last long and they don't do anything but come back in two weeks and ask if it's still available. Not. When the prices are right they fly off the shelves.

Feb 06, 2009 12:47 AM
Jeffrey Knight
EXIT Four Seasons Realty - Dahlonega, GA
Broker, Dahlonega GA, 770-375-6486, www.dahlonegahomes.com

Results from the first 6 weeks of marketing in this way:

  • 42 leads
  • 5 prospects
  • 3 appointments
  • 1 contract

And I believe this is just the beginning.  I'm averaging 3 leads a day.  I plan to add additional advertising and marketing - including HUD homes and Ugly yellow signs.  I figure, might as well go all out.  It's the only thing bringing results.

JK

Feb 13, 2009 08:19 AM