Deal-Finding Strategies: The Good and The Bad

Good: The Multiple Listing Service. The MLS is essentially a catalog of all the properties listed for sale by brokers. The trick is to ferret out which properties have motivated sellers without making offers on all of them. I’ve honed this skill through years of translating agent lingo like, “Handyman’s special” (looks bad, smells bad, has at least one major system that doesn’t function).Coincidentally, these are the same properties that most agents prefer not to spend a lot of time with.

Bad: Direct mail to real estate agents. In 1994, I had the brilliant idea that I might be able to find MLS-listed properties even faster if I simply let agents know what I was looking for. So I purchased 1,200 agent names from the Board of Realtors and generated a 3-part mailing send to every agent in town.

The theme of this campaign was this: if you, Ms. Agent, have a property listed that fits my criteria, I’ll make an offer and you get to keep the entire commission. Out rolled my brilliant campaign -all mailed first class, incidentally – and in came the phone calls.
first, I’ll target only the 200 or so agents who list the types of properties I buy.

Good: Ads in the Yellow Pages. For 8 years, I’ve had an ad in the “real estate” section of the Yellow Pages. The sellers tend to be motivated, cooperative, and have unlisted properties.

Bad: Advertised FSBOs. Properties For Sale By Owner, a.k.a. FSBOs, are a favorite for some real estate investors. I, on the other hand, have never purchased a property from an owner who advertised his property for sale rather than calling me.
I’ve found several problems with trying to buy FSBOs. If you are buying expensive homes creatively, these sellers are ripe for the kind of solution you offer.
Tags: Business and Economy, For sale by owner, Major League Soccer, Multiple Listing Service, Real estate, Real estate broker, United States, Yellow Pages



The Moral? Stick with What works

Good: Flapping my gums. Luckily, talking – a lot – is something I have little problem with. Laugh if you will, but my willingness to talk about what I do to anyone who will listen – or even pretend to listen – has made me a lot of money. For instance, when my new hairdresser asked me what I did for a living, I responded that I buy and sell houses. His immediate reaction was, “really? How pretty do they have to be?” Long story short: I bought his unwanted junker house for $4,000 and sold it for $7,000 the same day. When my attorney wanted to know what type of assets I wanted to protect, I told him about my house-buying business. Four months later, he referred a client to me who sold me a $35,000 property for $12,000. You get the picture.

Bad: Using only one lead generator at a time. In my experience, it’s best to use at least 3 different ways of finding deals at the same time: preferably two you’ve used before with some success, plus one that you’re testing. Not knowing which of your deal-finding strategies are working, and which aren’t! If you’re going to spend money on flyers or ads or telephone pole signs or whatever, it’s very important that you pay attention to which methods are generating good leads, and which are duds. In looking over my own deals was very surprised to discover how many great deals came from attorney referrals – a strategy that I haven’t pursued aggressively, but will in the future. If you aren’t tracking your lead generators to discover which are working and which you should give up, you’re wasting time and money that could be put to use making you deals.
Tags: Barber, business, Economics, Kids and Teens, Money, School Time, Shopping, Social Studies