 President's
Corner
Last
week I started to explain the general process of the note business
as it relates to a note broker. The
process is to Find them (the note holders), Expose them, Educate them and
Support them. If you are able to
complete the entire process you will then earn your F.E.E.S.!
This week we’ll deal
with Exposing Note Holders to your services.
Each component of the process is interconnected with the previous
component. When we are talking about
Exposing Note Holders to our services what is the first thing that comes to your
mind? Well, it should go right back
to your marketing. Once you’ve
found them you need to show them how you can assist them in getting cash now for
the promise of small monthly payments in the future and spark their curiosity.
You might expose them by using your marketing materials and the content
of your letter, postcard, classified ad and/or your website.
You will peak their curiosity with phrases like:
“We
can buy all or part of your note today!”
“Wouldn’t
it be nice to be rid of this headache?”
“Couldn’t
you use $__________ right now?”
“Wouldn’t
it be nice to sever all emotional ties to the property?”
“Contact
us today and receive a $500 bonus!”
Of course you don’t want to use all of these "one-liners" at
once. You’ll put one or two of
these "one-liners" in your marketing materials to peak their interest
and curiosity so that they will take the next step of calling you or visiting
your website to get more information. (FYI
- There are dozens and dozens of these “one-liners” in my
Scripts
and Tips
book.) Once
you have gotten the Note Holder to contact you or visit your website half of the
process has been completed! Exposing
the note holders to the idea of selling their note for a lump sum of cash is the
objective of this component in the process. If
you direct them to do so, those note holders that have a need or want will take
action and contact you or visit your website.
Those are the fundamentals of Exposing Note Holder’s to your services.
Next week we will tackle Educating them, the third component in the
process of earning F.E.E.S. in the note business.
Remember, Success Demands
Action!
Keep on marketing, it’s going to
work! TWITA!
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