How To Market To Sellers Facing Foreclosure | Real Estate ...

by Tricia Andreassen on March 27, 2012 in Advertising, Blog, Marketing, Sales, Strategy

How To Market To Sellers Facing Foreclosure

1. Get Certified!? Because of today?s real estate market conditions there are many out there who say they can handle a short sale.? What will set you a part is the expertise you have in this niche.? Courses such as the CRDS designation will prepare you to handle the details of the transaction and understand how there may be options for sellers.
2. Acknowledge the emotional mindset of the seller and make sure to tailor your marketing to their needs.? 50% of homeowners in a distressed situation do nothing to stop their foreclosure.? Many feel embarrassed, overwhelmed and don?t even realize that their may be options.? This is critical in understanding how you must market to them.? Traditional sellers want to know who you are and your results.? Sellers in a distressed state are seeking answers with autonomy so that if they feel there is a way out, they know what questions to ask?. It is then that you should be positioned to help them in a confidential way.
3. Create a consumer-centric (stealth) website that is non-branded to your particular brand.? Remember distressed sellers are looking for answers! Make it easy for them to come to get information, FAQ?s, free reports, and downloadable worksheets.? When you do this, then you will be positioned to help them with their questions.? Also, by focusing in a non-branded stealth strategy people will not be attached to you as forever being the foreclosure expert or short sale Realtor? because when the market corrects you don?t want to be typecast in that role.
4. Once you have the website built with the seller in mind with lead capturing tools, now it?s time to drive traffic to the site.? Contact your local newspaper and distribute a press release to the media.? The press release can spur local media to interview you and help you get the word out.
5. Develop small classified ?stealth? ad that are small and inexpensive to run in the paper.? This allows a seller in need to know that there is a site to help them get more information and it allows gives them privacy to look at the information on their terms?without feeling pressured.
6. Seek out specific neighborhoods that may be experiencing a high amount of foreclosures vs. other neighborhoods.? Run queries on new home communities where buyers might have possibly had a high % of adjustable rate mortgages.? If you are in a title state, work with the title company to run searches on specific zip codes and notices of default.
7. Mail to these neighborhoods with a specific postcard to engage the homeowner and let them know that there is a site that is built to help them avoid foreclosure.
8. Ad a button on your flagship website that allows people who visit your site easy access to click over to your informational website.? For those of you who are ranking highly on the search engines this will really drive additional traffic.
9. Create a sphere of influence letter that goes out to your database to let your clients know that if they or a family member or friend is in need that you have resources and the education to help them.
10. Understand and embrace the synergy of print and web to generate business for you in this market niche.? By helping sellers in your market today, you will create clients for life.

Written By: Tricia Andreassen
Tricia Andreassen is the CEO/Founder of the number 1 web strategy company for the Mega agents in the industry, Pro Step Marketing, Tricia has inspired and trained thousands of Realtors on how to market themselves effectively through shifting times. Click Here to visit Pro Step Marketing and Join the ranks of leading real estate professionals who Step Out From The Ordinary to achieve exceptional results.

Source: http://www.realtybizcoach.com/how-to-market-sellers-facing-foreclosure/

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