Secrets to Success

I've talked with a lot of agents that have been trying to get short sale listings. I have also talked with distressed borrowers that are trying to find the right agent to help them. Based on feedback, what is the best way to market to this group.

Many agents have subscriptions to preforeclosure websites or research homes that are in lis pendins. Then they send them a mailer telling them how they can get their home listed. The problem is the distressed homeowner has received over 100 mailers so what are the odds they are going to choose yours. If you are going after homes in lis pendins, stop by their home in person. Provide them with resources and success stories on how you've successfully closed short sales in the past. The most successful realtors I've talked to, take this approach. However, many of them don't provide resources and visible information. If you provide this then you have a leg up.

Another approach to think about taking is getting the distressed borrower before they go into lis pendins. This is the marketing side of the equation. I have never met a real estate agent that does this personally but I read where a realtor in California is partnering up with HUD approved preforeclosure groups. These groups meet with distressed borrowers before many of them even go into lis pendins. Stop by an office and see if there is a way you can partner up with an individual in these groups. Chances are, they can send you business.

The number one thing to remember is to make yourself different. Provide informational resources and success stories to get the client.