Real Deal REInvestor Network

Develop Multiple Marketing Funnels for your Real Estate Investing Business

How many different sales and marketing funnels does a real estate investor need? I want to encourage you to develop multiple sales funnels. Let's say that your particular niche is buying and selling houses on a lease option. It's very simple; you need people who want to buy a house, but for whatever reason can't afford it, can't get the traditional credit financing or more importantly believe that they can't get the traditional credit financing. 

Trust me, in that particular industry, you're dealing with a lot of people who could get financing they just for whatever reason have priced themselves out of it mentally, they don't believe they can. It's the job of the lease option investor to show them that they can't and to convince them that they'll be able to help them qualify for a traditional mortgage within a specified period of time under which that lease arrangement is working. 

Who else is it you'd want to find? You get those people to raise their hand, you put them on a list, you follow up with them in a certain way; by phone, by email, whatever it is that works for you. I prefer email because a lot of that can be automated. 

Who else do real estate investors need to develop a sales and marketing funnel for? Sellers. People who want to sell their house are procrastinators. People do things for one of two reasons– inspiration or desperation. When the market is up people get inspired – oh, I want to sell my house, I want to cash out my equity, I want to do this and that – those are not your sellers you're looking to deal with for a lease option type business. 

However, those same people who don't sell and the market drops out beneath them in the next market cycle or two market cycles further.  Rick Melero, a good friend of mine does a great presentation on market cycles, and if you get to review that I believe it's within the download now section of the Real Deal Community website. It is a fantastic free presentation you can review on market cycles, not as an aside but just letting you know. 

What I'm saying is that those same people if you follow up with them in the right way, if you tickle them - and by tickle them I don't mean putting fingers underneath their armpits - stay in touch with them in a regular basis whether that's in an automated fashion or giving them a touching base call once in a while, pinging them. 

Pinging is a fantastic way to run a business and stay in touch with thousands of people as I do. I've only been doing it for two and a half years, and there are few things as responsible for as many things as I can keep going, in terms of projects and different opportunities I've got a finger in then pinging.  

What we were talking about was touching those people over time, tickling them if you will, who are sellers that say, “Yes, I want to sell my house,” but have yet to agree to sell it to you who are the lease option buyer who is then going to turn around and sell it to someone with bruised credit. You want to have a follow up sequence and marketing funnel for these people.   

Next, let's say you're still that lease option buyer and seller but you're trying to get to a next level of real estate.  You're finding that you're making a few thousand dollars on an option consideration, you're getting some good cash flow on some of the deals that you're doing that you're renting out to tenant buyers, but your true focus, your true calling, your true passion - your purpose - things you really want to get done is you want to be a commercial real estate investor. You want to buy big deals and you want to do it with other people's money, and you want to own that thing yourself.