The real estate investment outlook for 2012 is incredibly bright. Between a plethora of discounted properties, easy funding via transactional lenders and buyer confidence rising flipping houses ought to be a breeze this year. However, turning those tasty deals into real cash often comes down to your sales pitch, so what can you do to tune it up a little and cash in bigger and faster?
1. Bring the Pain
One of the most important parts of a winning sales pitch is highlighting the pain people are in and offering them a solution. Many homeowners are now immune to all the pitches about saving their credit or saving face by walking away from their homes. However, you now have a new motivational weapon in your arsenal. Foreclosures are endangering people’s health! That’s right, “sell or get sick”. A recent study in Philadelphia showed foreclosure stress leading to 41.3% of those in foreclosure having high blood pressure, a number approaching 10% for those suffering strokes of related issues like heart attacks and kidney disease rising 2.2% for those fearing losing their homes on top of diabetes issues and depression in general. You aren’t just saving these families from financial ruin, you are literally saving their lives by buying their homes from them.
2. Geek Out Your Presentations
If you don’t love giving long winded speeches let the numbers do the talking in a stunning visual presentation via your iPad or Kindle Fire. It really doesn’t require you to be a technical genius and if you are tight on time you can easily and inexpensively outsource the creation of your presentations, email them, stream them in HDTV and put them on your website too.
3. Practice, Practice, Practice
Practice your real estate sales pitches to buyers, sellers and other investors by yourself or with someone you know. Learn your stuff and be prepared for FAQs. Practice your pitches until they are second nature and you don’t have to think about them anymore.
4. Improve Your Credibility
Half the battle is already won or lost in any type of sale before you even open your mouth. It is about perception and credibility. If you have it then you don’t have to ‘sell’ it is simply about working out the details. If you don’t then you are in for a losing battle and often a lot of wasted time. Rocket your own credibility and that of your real estate investing business by building your own blog, using press releases to get in the news and gathering video testimonials from previous clients.
5. Move the Conversation to a Friendlier Place
Wowing prospective buyers and sellers by meeting them in your impressive conference room or from the security of being behind your grand desk may feel great to you and do wonders for your ego but is it really turning people on to what you have to offer. Isn’t it better to be likable? What about adding everyone to Facebook the first time you meet them so that they already feel like your friend when it comes to deliver your pitch?
Duane Ortega has been enabling real estate investors to increase their volume and make real profits from real estate in both good times and bad over the last 10 years with no hassle transactional funding through www.BestTransactionFunding.com.
{ 4 comments }
This is very nice post for getting some knowledge for improving your sales online. Real estate is an high competitive field. This is quiet sure it has much business as the promotion goes up.
Used to “geek out” my presentations on my iPad. Just found it wasn’t enough ‘real estate’ to deal with for my Prezi listing presentation.
Like the list.
nice tips for for improving your sales online. i think the most important is practice as you can gain more experience, and of course building relationship with your customers as well
Good points . I especially like your point about responding to comments and trying to promote the guest post on stumbleupon and other social media sites. The more you give back the more writing opportunities you will get.