Wholesaling & Real Estate Investing Business Building Training Series.

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2 Wholesaling & Real Estate Investing Business Building Training Series. Processing Buyer Leads Disclaimer This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is distributed with the understanding that neither the publisher nor the author is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Adapted from a Declaration of Principles endorsed by a committee of the American Bar Association Esencia Inc. All rights reserved.

3 The Agenda The 5 Essentials To Success in Processing Buyer Leads Getting Ready to Process Buyer Leads Workflow: All The Steps Managing Your Processes

4 How to learn this best Listen and observe intensely the first time Go back through this presentation at least once more Have each team member do the same Apply what you learn immediately! Don t wait for perfection!

5 What are we learning? Your business depends upon consistently processing buyer leads for maximum revenue-per-lead. Establishing and maintaining effective processes and building a winning team around those processes will ensure longevity. After this training, you and your teams will have a solid foundation for successfully processing buyer leads.

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13 Getting Ready to Process Buyer Leads!

14 Getting Ready to Process Buyer Leads!» Investment Plan & Marketing Plan» Marketing Tools: Ads, Signs, Flyers» Outsource Partners - Lenders, Realtors, Debt Reduction, Credit Management» Transactional Funding, Private/Hard Lender» Any Inventory optional» Ideally: Team Members in Training

15 Getting Ready to Process Buyer Leads! MISSING SOMETHING? Action Steps DO DO DO DO THIS THIS THIS THIS BY BY BY BY

16 Getting Ready to Process Buyer Leads!» Working buyer leads DOES NOT MEAN BLASTING PROPERTIES!!! That is only one aspect of your business model.» CASH BUYERS are not the only source and they are always a small piece of all the opportunity in nearly every market.

17 Getting Ready to Process Buyer Leads!» If you are marketing a property, MOST of your buyer leads will not want the subject property.» You will make more money from ALL your buyer leads than just the ONE BUYER that eventually buys that property!» If you don t sell them a deal, someone else will!

18 Workflow All The Steps!

19 Workflow All The Steps!»»»»»» First Contact After First Contact Follow Up Calls Outsourcing Opportunities Lead Specific Game Plan Continuous Action!

20 Workflow All The Steps!» Forms Section Visual Workflow

21 First Contact» Establish relationship» Understand their problem retail buyer or investor?» Establish as the solution provider» Educate/Explain your process ( detail any specifics )» Give them an opportunity» Get small commitments to lead to larger commitments - Drive by, call you back tonight!!! - Get ; send follow up with more details» Set groundwork for urgency in the future» Optional Outsourcing Steps

22 First Contact Buyer Types» Investor New Or Experienced» Retail Buyer: cash or conventional» Rent-To-Own: owner financed» Rental only» Potential Team Members» Affiliate leads» Other classification: example, debt reduction lead etc.

23 First Contact Understand Purchase Methods» All Cash» Conventional or FHA Financing - IF NOT ALREADY QUALIFIED = OUTSOURCE LEAD ASAP» Owner Financing» Any buyer credits? Example: First time buyer credit?» How much do they have to work with: MUST KNOW!» Comfortable payment range» If investor, what are they planning to do with deal? - What types of properties do they own now?

24 First Contact A Precious Opportunity Questions are the doorway to open and establish a meaningful relationship. Build your questions to both gather important information and get to know your lead.

25 First Contact A Precious Opportunity Understand that everything LEADS to a deal. The true value of a lead won t be known for many, many years! You ve been given an invitation to assist. Step up and take advantage of the moment!

26 After First Contact Update Sales Lead Manager» Update their Status - Are they Ready? If not, why, explain! - What is the next step to get them Ready?» If Ready, create Lead Specific Game Plan» Outsource to any partners! - send any follow up s» Be sure you have a clear idea where the lead is in your funnel in terms of conversion to revenue

27 After First Contact Update Sales Lead Manager» Update their Status & details!

28 After First Contact Update Sales Lead Manager» Ready Buyers are on your Virtual Whiteboard

29 After First Contact Update Sales Lead Manager» Outsource to any Partners!

30 Follow Up Calls» Depends upon first contact» Did you already send them to a property?» Are you waiting on a pre-qualification letter?» Are you following up an Outsource?» Understand your purpose of each call & what you expect to produce as a result.» Design your follow up strategy with intent

31 Follow Up Calls When leaving messages» Express Urgency for contact TODAY» Advise you ll be calling back within the hour» Call back within the hour!» Leave increasingly personal and urgent messages» Follow up a voic with an immediate » Must compel leads to return your calls

32 Follow Up Calls When you have to leave a message If your interaction is ordinary or uneventful and there is an impression that YOU need something from them MORE than they PERCEIVE they need from you, then your chances of getting a return call are near ZERO IF NOT ALREADY ZERO! Learn to capture and cultivate attention consistently. Personalize everything possible when interacting.

33 Follow Up Calls Points to Remember» Teach them how to respond to you» Create and maintain Urgency» Educate/Explain the details on the deal» Listen and overcome objections» Get small commitment to lead to a larger commitments

34 Lead Conversation Training What to say & how to say it!

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36 Investor Leads

37 Investor Leads Conversation Training Are you a new investor or have you been at this a while? How long have you been at it? Is it you or do you also have some partners? What are some of the best deals you ve done? What are some of the worst? Do you do this full time? (If not what else)? Are you working toward doing this full time? What are some of the challenges you are having that keeps you from doing it full time?

38 Investor Leads Conversation Training What do you prefer, buy and hold or buy and sell? Do you have any right now that you are selling? We get a lot of retail buyers calling. Anything for rent? Would you owner finance any of these? Do you have any partners that would lend the money for the buyer on the deal for up to 3+ years? How soon are you looking for your next deal? Tell me about the types of deals you are looking for? We cover several states/countries/towns, in what states/countries/towns do you buy in? Do you already have crews to do the repairs?

39 Investor Leads Conversation Training Sometimes we sell bulk packages at deeper discounts, would you be interested in those deals? What s the average return you re looking for going into the deal not including long term profit? For example, after everything, after the smoke clears you ve got % net profit? A lot of these deals need a lot of work and normal financing won t apply. Are you using cash or do you need financing? Once we find you a deal, how fast can you close?

40 Investor Leads Conversation Training Do you ever use hard or private money for the purchase? Do they include your repairs & closing costs? What are their criteria? Some of my experienced guys that have a lot of loans find it hard to get financing, so they pick up some of my owner financed deals like wrap-arounds, subject-tos, agreement for deed. Would you be interested in those?» If yes to owner financed Sometimes the LTV is not as good, but the terms make up for it because they cash flow. You can be more flexible when it comes to better terms right?

41 Investor Leads Conversation Training» If financing I ve trained my team to work with folks who have all their ducks lined up. Can you fax me your pre-qual letter so I can put it in your file and all my team members know to not call you with anything past that?

42 Investor Leads Conversation Training» If hesitant Getting your money lined up and ready to go is always better than waiting to the last minute. I ve seen too many investors miss great deals and thousands of dollars because someone else was ready first. Having your pre-qual on file is a clue to my guys to zero in on your needs ASAP. It shows everyone you are ready now!

43 Investor Leads Conversation Training» If no lender If you don t have one yet, I have an awesome lender who is good at getting you the money, if I have him contact you, will you get him what he needs to get you pre-qualified so we can start?

44 Investor Leads Conversation Training» When sending to lender When the lender calls, can you get back to him right away? I want him to see you are serious and ready to go so he works on your file right away. If he sees it takes a while to reach you he might think you need a little extra time. Are you ready for him to call you right away? Once the lender has you pre-qualified, tell him to fax me the pre-qual letter automatically. Then my team will start with the ones that fit best. Once you get your pre-qual letter, will you call me immediately?

45 Investor Leads Conversation Training» What we do! Basically I buy and sell properties, a lot of them I wholesale to investors like you. My team already has a presence, we are going through hundreds of properties all the time, looking for the needle in the haystack so we do all the grunt work for you! Once I get control of them, I get them off to my clients who are ready first! Ready just means we are working together and you re able to get there quickly and pull the trigger if it makes sense. So I get paid an assignment fee and that covers me and my team. I try to get everything under your profit percentage you just told me...so if I get it to you at % LTV my fee is in the house.

46 Investor Leads Conversation Training» What we do continued Sometimes I make $5k, sometimes $10k, sometimes $15k..$20k..it doesn t matter if it s a deal! Sometimes I just keep the deal myself and make the $40k, $50k, $60k+..it just depends. So are you ok with me making my fee if I step out of the way and just give you the deal once I find it.if it makes sense to you and your plan? Would you like my team to keep you on the radar for deals that come up that meet your criteria?

47 Investor Leads Conversation Training» Keeping focused on the end result Also when we get a deal done we take you out to eat and celebrate! We want to celebrate the moment plus talk about the next deal etc.

48 Investor Leads Conversation Training» What comes next When me or my team calls, they ll give you the property details and the price. Because it s below market, we don t negotiate the price. We price them to move units. It s also net to seller...do you know what that means.? That means you are paying all the closing costs which for a cash deal might mean around 2-3% or something. It doesn t really matter, you just figure that in your math to see it s still a deal. Sometimes there are taxes that need to be paid at closing that the seller doesn t have so if you want the deal and that s the case, then again, you just figure all those things into the deal.

49 Investor Leads Conversation Training» What comes next continued In fact, that s what my team does. We figure all these things into the deal for you so when we call you, we already know it s a deal that make sense to you because we already did all the math. Does this make sense? When you see the deal you want, we need a cashier s check deposit same day in order to hold it for you. Are you ok with that?

50 Investor Leads Conversation Training» Other ways to work together If I have deals that need funding, do you or someone you know want to have a look at it to see if you want to fund it and make a high return without all the work? Would you want to partner on any deals?

51 Investor Leads Conversation Training» Never inspect alone Hey, we talked last week. I m inspecting a house today, doesn t fit what you are looking for, but thought you might like to meet face to face since you are going to start giving me money and we re going to start giving you deals! I m doing a walk-through at a deal on, do you want to join me?

52 Investor Leads Conversation Training» When sending past a property Here is the property that I mentioned. Now, I really like this one and we are thinking of keeping it, but it sounded a lot like the type of property you told me you d be interested in. Can you do a drive by and let me know then I can get you on the inside. Let me go over the numbers with you. There are sales at per square feet in the past months. The areas is pulling per square feet all day long. This one fixed up is a total of square feet. Even if you only got per square feet, the ARV would be around. Do we agree on that?

53 Investor Leads Conversation Training» When sending past a property There are a couple ways to fix it whether you are keeping it or flipping it. If on the high side you put in, you d still be at % profit after purchase, closing etc. I could probably get the work done for so if you get serious on this one, we can get multiple quotes I want to see you get through it and come get another one!» What s the price? It s net to seller.

54 Investor Leads Conversation Training» If want to get in, but have not driven by This is an awesome deal its so new, I don t have a lockbox on it yet. One of my guys is planning on that next week. If you wait for that, you might miss the deal, I already know people are driving by it right now. If you are telling me you already know you like the street, the numbers look good, you like it and you want me to hold it subject to interior inspection, then tell me to draw up the paperwork...and we ll get you in there ahead of everyone and meet you over there with all the paperwork and pick up your deposit. The inside is going to need at least which still would be within your profit range.

55 Investor Leads Conversation Training» If want to get in, but have not driven by - continued Knowing that now do you want to run your numbers and drive by it first or do you want me to meet you there right now with everything and give you the deal...and start planning where we re eating for dinner?

56 Investor Leads Conversation Training» When they say fax me a list My deals go so fast, there is no list! If a property is on a list, then everyone already looked at it and passed right? That means it typically not a deal right? What my team does is get you ready then, give you a shot as they come in fresh. That s why its important we take the time to get to know each other now so when it picks up and the game is on, everyone knows the play! Does that make sense?

57 Investor Leads Conversation Training» To check on them after you ve given them time to go by I m on my way to open the property for someone else to look at, did you want to see the inside? I might have some bad news on that property, did you check it out yet? My partner is considering not selling it.

58 Investor Leads Conversation Training» If passing on the deal Hey, no problem, tell me what you didn t like about it? What did you like about it? So are you saying that if, you d probably do the deal? Look I can t promise anything, but if you are serious, I can check on that?

59 Investor Leads Conversation Training» Once at the house My partner and I are going to decide today if we are going to keep this home. We really like the area. Now, you ve gone past it, you ve done the math, you already know it s a deal...that s why you re standing in the middle of it with me!. How fast can you close...and where do you want to eat?

60 Investor Leads Conversation Training» When taking the check So we are going to take this off the market. If something happens like title or no fault of yours, we will protect your deposit, is that fair? If we get down the line and then you mysteriously call up and change your mind, then we have to keep the deposit for damages to restart marketing or whatever, is that also fair? Once we close, where do you want to celebrate? Remember we re taking you out!

61 Investor Leads Conversation Training» To convert as an affiliate lead By the way, in your investing, what do you do to leverage multiple niches? We use some great tools...in fact that s how we found each other! What if you could make some extra cash flow with your leads including even some leads with me and my team? Great...I ll send you a link to check out these tools. There might be a webinar coming up where you can check everything out. Plus I can also show you what s your schedule look like?

62 Investor Leads Conversation Training» To convert as a team member Sometimes we have openings where we train you to work with us. Some clients even hire us for more advanced handson training! Would you be interested in making a few extra bucks while learning and earning at the same time?

63 Investor Leads Conversation Training» To convert as a debt reduction lead, credit management etc. You mentioned the financing might be an issue, we ve got some partners that can help you with that would you like me to put you two together to see what options you have? I ll have him contact you, get back to him immediately so he knows you ve got some real interest ok?

64 Investor Leads Conversation Training KEEP THE FUNNEL VISION! Where is your next paycheck coming from?

65 Retail Leads

66 Retail Leads Conversation Training Are looking for yourself to live in, or for an investment? Really, what are some of the problems you ve been finding? Is this your first home to live in? Are you renting now? What part of town are you looking to live in? If it was a little farther out, how much farther do you think you would go for the right property? How soon are looking do get your home? Most people I work with are actually looking right now and getting ready now, are you basically ready to do this?

67 Retail Leads Conversation Training If you had to break your lease for the right deal would you? Most of the folks who buy my houses are investors because I find them and sell them with equity, do you know what that means? If you saw two houses, you liked them both the same, they both cost the same but one had $0K in equity, and the other had $50k in equity, which one would you buy? What could you eventually do with that $50k in equity?

68 Retail Leads Conversation Training You know your first home really should be your first investment. After you get your own home to live in, would you consider some investment properties? Have you ever thought about being a real estate investor? Sometimes we have openings where we train you to work with us. Some clients even hire us for hands-on training! Would you be interested in making a few extra bucks while learning at the same time?

69 Retail Leads Conversation Training If the home needed a little fix-up, but had $30k, $40k, $50k in equity, would that be ok? Because there s so much equity in our houses, they go fast, when one is available, can you get there fast to see it? Most of my buyers put down 5%-10% on a property, have you decided what you can put down? Ok, so you basically have around $5k to work with comfortably? If you needed more to close, do you have access to more?

70 Retail Leads Conversation Training» If hesitant Some of my buyers have a couple thousand and some of them have a couple hundred thousand it doesn t matter to me..i get the deals all in between. To save time, I just need to know where your comfort zone is so I can be of the best help to you. Do you have around $5k and $10k? More? Less? Since you are a first time buyer, are you willing to use the first time buyer credit toward your deal?

71 Retail Leads Conversation Training When you re renting, you re trying to get the lowest payment. When buying, you want something you can afford, still be comfortable, and I recommend have equity in it a literal bank account! What would be the highest possible payment that you could afford and still be comfortable? If that payment went up by $ the following year, would you still be ok?

72 Retail Leads Conversation Training» What we do! Here is what I do, I buy, fix, and sell houses. Mostly investors buy them from me. You are a live-in investor. You re just like an investor who wants a deal but you aren t going to sell it right away, you are going to live in it and keep the equity for yourself! Does this make sense? Because I find deals with a lot of equity, that usually means a distressed situation and it means they go fast. I have to be able to know you are `Ready To Buy` to start working with you so you know what you are looking at and you too can make good decisions, does that make sense?

73 Retail Leads Conversation Training Also...when we get a deal done we take you out to eat and celebrate! We want to celebrate the moment and make sure you are off on the right foot!. A lot of my investors are cash buyers so they make decisions real quick. Are you also buying cash or using financing?

74 Retail Leads Conversation Training» If Financing Can you fax me your pre-qual letter? If you don t have one yet, I have an awesome lender who is good at getting you the money, if I have him contact you, will you get him what he needs to get you pre-qualified so we can start?» When sending to lender When the lender calls, can you get back to him right away? I want him to see you are serious and ready to go so he works on your file right away. If he sees it takes a while to reach you or something, he might think you need a little extra time. Are you ready for him to call you right away?

75 Retail Leads Conversation Training Once the lender has you pre-qualified, I can even give you a shot at some of our custom projects! Some of the properties we buy, we get in early and we can fix it up to your desire or even leave some of the work in it for you to customize.either way we still give it to you with equity. Once you are qualified, we can meet and discuss the projects we re starting and see if anything fits your range sound good? Once you get your pre-qual letter, will you call me immediately?

76 Retail Leads Conversation Training» When sending past a property Here is the property that I mentioned. Now, I really like this one and we are thinking of keeping it, but it sounded a lot like the type of property you told me you d be interested in. If you drive past it today and let me know then I can get you on the inside and see if we ll decide to give it to you.

77 Retail Leads Conversation Training»What s the price? ( Remember that price is the last piece negotiated) I think the price will be within your range. It ll depend upon if you want me to do any work on it first or just give it to you ok? I can also be flexible if we need to help with closing costs. Basically, if you like the area, and the property, then we can talk about how to make it go together for you to fit within your parameters ok?

78 Retail Leads Conversation Training»When they say which parameters? You re pre-qualified up to. Fixed up, this house is worth more than what you are qualified for. So buying it, you are walking into in equity. I am confident I can give it to you for right at or under what you are qualified for and your payments would be at or near what you told me you d be comfortable with? Does this make sense?

79 Retail Leads Conversation Training» To check on them after you ve given them time to go by I m on my way to open the property for someone else to look at, did you want to see the inside? I might have some bad news on that property, did you check it out yet? My partner is considering not selling it.

80 Retail Leads Conversation Training» If passing on the deal Hey, no problem, tell me what you didn t like about it? What did you like about it? So are you saying that if, you d probably consider living there? Look I can t promise anything, but if you are serious, I can check on that?

81 Retail Leads Conversation Training» Once at the house If we could get you the money, and the payments were in line with were you wanted to be, would you like to try to qualify for the house? My partner and I are going to decide tomorrow if we are going to keep this home. We really like the area. If you think you might want to try for it, the next step would be to fill out our buyer application so I can turn it in. Do you have a pen?

82 Retail Leads Conversation Training» Buyer Application» Financing Application

83 Retail Leads Conversation Training» When finalizing the numbers to meet for contract So if we can do. That will work? Can you meet at and we can put together the paperwork. We ll also need the cashier s check for the deposit. Let me tell you what to make that out to, do you have a pen?

84 Retail Leads Conversation Training» When taking the check So we are going to take this off the market and try to get it to you. If something happens like title or no fault of yours, we will protect your deposit, is that fair? If we get down the line and then you mysteriously call up and change your mind, then we have to keep the deposit for damages to restart marketing or whatever, is that also fair? Once we close, where do you want to celebrate? Remember we re taking you out!

85 Retail Leads Conversation Training KEEP THE FUNNEL VISION! Where is your next paycheck coming from?

86 Lead Specific Game Plans What to do next with your leads!

87 Remember The 3 Challenges?» Locate & Negotiate w/motivated Buyers» Locate & Negotiate w/motivated Sellers» Create and Manage a Profitable Transaction!!!

88 Lead Specific Game Plans Retail Buyer: no money rental rent-to-own» Are there any government programs available? - Example: First Time Buyer Credit Types of deals: Owner Financing Lease Options Rent To Own Wrap-Arounds Subject-To Agreement for Deed

89 Lead Specific Game Plans Retail Buyer: no money rental rent-to-own How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications For Rents might be motivated sellers Signs Asking other investors if they have anything Setup and use your Seller Teams! ( Fewer Resources but possible to find.)

90 Lead Specific Game Plans Retail Buyer: no money rental rent-to-own What to do: A) Locate and Negotiate for terms that you know you can make a profit on and still get to your buyer lead. B) Get under contract! C) Get your buyer lead to see the property ASAP D) ASSIGN your contract for fee as normal! E) If they pass, keep marketing the property get more buyer leads repeat the cycle!

91 Lead Specific Game Plans Retail Buyer: cash or financing» Are there any government programs available? - Example: First Time Buyer Credit Types of deals: REOs Deals from MLS Pre-approved Short Sales Owner Financing Lease Options Rent To Own Wrap-Arounds, Subject-To Agreement for Deed

92 Lead Specific Game Plans Retail Buyer: cash or financing How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications For Rents might be motivated sellers Signs Asking other investors if they have anything FAXING Multiple Offers to Listing agents Setup and use your Seller Teams!

93 Lead Specific Game Plans Retail Buyer: cash or financing What to do: A) Locate and Negotiate for terms that you know you can make a profit on and still get to your buyer lead. B) Get under contract! C) Get your buyer lead to see the property ASAP D) ASSIGN your contract for fee as normal or Double Close if needed with transactional money and keep the difference. E) If they pass, market the property more buyer leads repeat the cycle!

94 Lead Specific Game Plans Retail Buyer: cash or financing SPECIAL PROJECT Assumptions: A) You have a pre-qualified retail buyer and you know where they want to live. B) You know they are willing to choose from some of the PROJECTS you mentioned. C) You know you if they pick the right deal, its done! D) You know your profit is greater per deal going into it.

95 Lead Specific Game Plans Retail Buyer: cash or financing SPECIAL PROJECT What to do: A) Fax multiple offers to REOs, approved shorts etc. and get them under contract in the area the buyer wants B) Meet and show them the projects. C) Close, rehab, and sell it to your buyer when completed. Or if not rehabbing, assign or do a double close if needed.

96 Lead Specific Game Plans Investor Buyer: cash or financing Types of deals: REOs Deals from MLS Pre-approved Short Sales Owner Financing Lease Options Rent To Own Wrap-Arounds, Subject-To Agreement for Deed

97 Lead Specific Game Plans Investor Buyer: cash or financing How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications For Rents might be motivated sellers Signs Asking other investors if they have anything FAXING Multiple Offers to Listing agents Setup and use your Seller Teams!

98 Lead Specific Game Plans Investor Buyer: cash or financing What to do: A) Locate and Negotiate for terms that you know you can make a profit on and still get to your lead. B) Get under contract! C) Get your buyer lead to see the property ASAP D) ASSIGN your contract for fee as normal or Double Close if needed with transactional money and keep the difference. E) If they pass, market the property more buyer leads repeat the cycle!

99 Lead Specific Game Plans Other Buyer Leads: team members How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications What to do: Explain and Interview! Get commitments! Start training!

100 Lead Specific Game Plans Other Buyer Leads: affiliate leads How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications Existing Investor Leads! What to do: Ask what they do for Multiple Niches Explain our tools! Send Affiliate & book a demo! Follow up, close, and earn!

101 Lead Specific Game Plans Other Buyer Leads: other outsource leads How to Target: All online resources! Post ads using the Ads Module! Local Paper & weekly publications Asking questions while talking with leads! What to do: If Debt Reduction > Outsource If Credit Management > Outsouce If > whatever Niche!

102 Lead Specific Game Plans Putting the deal together Money up front? - Down payment - Wholesale fee ( some or all ) Money every month? - Wrap payment - Agreement for deed payment - Rent/Lease payment Money at the end? - Profit above expenses - Paid from a note you held

103 Lead Specific Game Plans Closing your Deals Pre-negotiate all the specifics, term, rate etc, Get commitments Give them the name for deposit check Schedule the signing of contract Once signed, get everything to closer right away Communicate Extensively Get closed immediately

104 TAKE CONTINUOUS ACTION! Keep your leads moving!

105 TAKE CONTINUOUS ACTION! Keep your leads moving!

106 TAKE CONTINUOUS ACTION! Keep your leads moving!

107 Managing Your Processes "Winning is not a sometime thing; it's an all time thing. You don't win once in a while, you don't do things right once in a while, you do them right all the time. Winning is habit. Unfortunately, so is losing." ~Vince Lombardi

108 More Buyers Yield More Sellers More Sellers Yield More Buyers

109 Continuous process to find deals for your Ready Buyer Online marketing» Use the Ads Module» Higher market penetration = leads before the competition!» Use the Unlimited Squeeze Page Module» Market specific properties with custom pages

110 Continuous process to find deals for your Ready Buyer Offline marketing» Print advertising/letters, flyers» Signs» Driving for dollars

111 Continuous process to find deals for your Ready Buyer Offline marketing» Direct mailings» Mailing Lists» Click2Mail

112 Continuous process to find deals for your Ready Buyer Sending Multiple MLS Offers» Do you have direct access or a Realtor outsource partner? - Detailed (broker synopsis) - Daily feeds» Check if MLS Searches can be output to Excel - Use Mail Merge to output multiple offers - Send cover sheet giving listing agent full commission - Include Proof of funds letter» More accepted offers can lead to more buyers!

113 Continuous process to find deals for your Ready Buyer Sending Multiple MLS Offers» ed Search Criteria with all listing data» Spreadsheet with same data

114 Continuous process to find deals for your Ready Buyer Sending Multiple MLS Offers» Mail merged with spreadsheet» Form fields filled in» Signature in file!» Merge then print and fax or !

115 Build and educate your Teams» Team members are better than VAs» Give them access to accounts, training» Hold regular meetings» Motivate» Manage through commitments» Continuously improve your processes

116 Daily Tasks» Use the Performance Based Lifestyle!» Use the Daily Task Sheet» What are your minimum daily tasks?» Check your Virtual Whiteboards every day for opportunity

117 Daily Tasks» Using the Daily Task Sheet 1/20/2010 X X 1 X X 1 X 1 X 1 3 X X X X X 3 1 X 4 Check Whiteboard Who s Ready? Buyer Team Meeting Seller Team Meeting Goals? Monthly Leads/Contracts Need Lender Partner in Dallas New Team Member Training Clean the Pool Buyer Team Seller Team New Team

118 Daily Tasks» Using the Daily Task Sheet 1/20/2010 X X X1 X X X1 X 1 X 1 3 X X X X X 3 1 X 4 Check Whiteboard Who s Ready? Buyer Team Meeting Seller Team Meeting Goals? Monthly Leads/Contracts Need Lender Partner in Dallas New Team Member Training Clean the Pool Buyer Team Seller Team New Team

119 Daily Tasks» Using the Daily Task Sheet 1/20/2010 X X X1 X X X1 X X1 X 1X 3 X X X X X 3 1 X 4 Check Whiteboard Who s Ready? Buyer Team Meeting Seller Team Meeting Goals? Monthly Leads/Contracts Need Lender Partner in Dallas New Team Member Training Clean the Pool Buyer Team Seller Team New Team

120 Daily Tasks» Using the Daily Task Sheet 1/20/2010 X X X1 X X X1 X X1 X 1X 3X X X X X X X3 X1 X 4 Check Whiteboard Who s Ready? Buyer Team Meeting Seller Team Meeting Goals? Monthly Leads/Contracts Need Lender Partner in Dallas New Team Member Training Clean the Pool Buyer Team Seller Team New Team

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122 Take action on what you ve learned.

123 Don t stay stuck!» If you get stuck call us!» We are always open to partnering on deals with you!» You can earn and learn at 24/7/365 Contact Us! the same time!» Review and adjust your goals for this month!» Let us know what we can do to help!

124 Wholesaling & Real Estate Investing Business Building Training Series. Processing Buyer Leads Disclaimer This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is distributed with the understanding that neither the publisher nor the author is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Adapted from a Declaration of Principles endorsed by a committee of the American Bar Association Esencia Inc. All rights reserved.