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The Top 3 Real Estate Marketing Strategies For New Investors

Regardless of which real estate investing avenue – rehabbing, wholesaling, or buy and holds – you decide to take, I can guarantee that you will need to implement some kind of real estate marketing campaign in order to be successful.

What is real estate marketing? In its simplest form, It is the act of creating a strategy that entices people enough to want to further explore your services or that allows you to find more deals. Keep in mind that you are your marketing campaign’s biggest resource. The moment your business is up and running, you are creating a brand. The way you hold yourself, the way you communicate with clients or other investors, and even the way you design your business cards all say something about the way you run a business. Have integrity, be honest, and act professional at all times, and people are guaranteed to notice.

One common misconception that tends to give real estate marketing a bad wrap is when people say that marketing campaigns are expensive. The truth is, you can put as little – or as much – into your marketing efforts as you want. Social media and networking for example, are two free ways to get the word out about your business, and word of mouth is crucial. Your marketing efforts can only take you so far. Creating an impactful brand identity for your business, cultivating an articulate marketing campaign, and continuing to maintain meaningful relationships with past clients should be enough to develop a strong word of mouth network, which is every investor’s best asset.

Real Estate Marketing Campaigns That Will Generate Endless Leads

real estate marketing campaign
For a real estate marketing campaign to be successful, it must either leave a lasting impression in people’s minds or target a specific demand. For example. If you decide to launch a social media marketing crusade, you need to do more than simply advertise your business. Instead, you must offer something of value, whether it be comedic, uniquely insightful, or legitimately helpful. On the other end of the spectrum, some real estate marketing campaigns focus on silent attacks. Finding off market properties or targeting a distinct set of individuals are marketing strategies that allow an investor to ensure him or herself deals without launching a full advertising operation.

If you want to propel your business to the next level, consider one of the following real estate marketing strategies:

Find Off-Market Properties. In case you aren’t familiar with the term, off-market properties – also known as “pocket listings” – simply refer to deals that are not listed on the MLS. If you choose to target off-market properties, performing market research and completing your due diligence are musts. Off-market properties are great for investors – especially those who focus on fix and flips – because they are typically priced below market value. However, if they aren’t listed on the MLS, how do you find these types of properties? Networking. Rigorous networking – and more importantly, networking with the right people – is the key to obtaining off-market deals. Network with everyone, but especially focus on estate attorneys , local builders, and wholesalers. Estate attorneys are beneficial because they almost always have a slew of properties, with title issues or tax liens that need to be paid, that will be on the market soon. Wholesaler’s are great because they allow you to not have to do any of the work required for acquiring the property. They act as middlemen in a transaction by selling you the contract to a property. Befriending local builders is valuable because they are typically “in the know” about unfinished properties that you can swoop on, finish up, and profit from.

Attending auctions is another way to procure off-market properties. Both online and traditional courthouse auctions are great for finding short-sale, foreclosure, and bank owned properties (REOs). Keep in mind however that auctions have a tendency to conjure up excitement and eagerness, which might cause an investor to get overzealous with his or her bidding. So be sure to have thoroughly researched the property and surrounding neighborhood before making an offer.

Target Motivated Sellers. Motivated sellers are individuals who, for whatever reason, need to sell their properties as quickly as possible and are therefore willing to agree to even the most outrageous of terms. Sounds like every investor’s dream, right? Motivated sellers do have the potential to make investors big profits, but they can be difficult to find.

The very best way to find motivated sellers is by acquiring your county’s “delinquent tax list”. This minute-by-minute updated list catalogs every individual who is behind – from two weeks to two years – on their property tax payments, giving investors the first look at properties that will eventually become foreclosures. The individuals behind on their payments are typically willing to sell you their properties for next to nothing due to the fact that they are in a desperate situation. If they allow their properties to be taken away by the county, they receive nothing; which is where you come in and act as their knight in shining armor, offering to give them at least something (even 10 to 30 percent of the market value). These lists are public information but can cost anywhere between 100 to thousands of dollars, depending on the county. However, this is a great investment that will bring a generous ROI.

Once you’ve targeted your set of motivated sellers, you should proceed as follows: First, make sure that the individual is fully aware of his or her circumstances and understands exactly what will happen if they continue to not make punctual payments. Then, explain who you are, an investor who buys properties in the local area. Finally, leave them your contact information and let them know that you are willing to take the financial burden off of their hands AND give them cash in return. Ultimately, it is crucial that you act like you are there to help, not just to make a profit out of someone else’s misfortune.
There are other ways to locate motivated sellers, like working with a data provider; however, your county’s delinquent tax list is the fastest, cheapest, and most rewarding way to acquire great deals.

Utilize Direct Mail. Did you know that 92 percent of shoppers say they prefer direct mail for making purchasing decisions while 56 percent of customers find print marketing to be the most trustworthy type of marketing? The statistics proving the benefits of direct mail marketing are unparalleled. Not only does direct mail allow you to stay away from complicated analytics, it helps you and your business stand out from the crowd. Direct mail is physical. It is something that can be felt. A consumer who opens your piece of mail – as opposed to an email or social media post – establishes an immediate tangible bond with your business and is therefore more likely to utilize your service.

The first step of launching a direct mail marketing campaign is choosing your target audience. Are you a landlord looking for properties in a specific zip code that are less than 2,000sq ft and built after 1975? Or are you an investor looking for probate, absentee-owner, or pre-foreclosure properties? The point is, you want to get as specific as possible when you create your list. Next, it is time to create your mail. When creating your mailing piece, it is essential to keep in mind that direct mail is not to inform, it is to create action. It is fun to get creative and clever with your mail design, but the most important part of your flyer should be the call to action component. Once you’ve created your list and piece of mail, you can officially run the campaign. The most critical part of launching your campaign is tracking your results. Once you start receiving calls, you’ll want to know which lists they came from in order to note which campaign is most successful. Not tracking your results, so that you can better improve your next campaign, would essentially be the equivalent of throwing darts at a dartboard with your eyes closed.

Remember to keep your first campaign modest. The only thing worse than no calls is too many calls that you are unable to keep track of, which can ruin your reputation. Begin by sending out a percentage of your mail, track your results, handle the clients who call, and start the process over.

There are a number of real estate marketing campaigns that will help your business reach new heights, but off-market properties, motivated sellers, and direct mail are great a great place for new investors to start.

Which strategy will you choose?

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