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Do You Know What Business You Are Really In? The Answer May Surprise You!
| | Monday, September 19, 2005 @ 09:38 AM EDT
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Contributed by: Jason Van Orden
Jason Van Orden Properties
Read more archived articles about Marketing
What business are you in? Sure you are a real estate investor. Sure you probably buy and sell houses. But what is your business really? What is it that you really offer? It might not be what you think.
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When it comes to marketing, you need to powerfully communicate what it is that you offer. Your offer needs to be something that a motivated seller (or buyer) desperately wants. It had better be something that others can’t offer or that you offer better than anyone else. So what does your prospect think your business offers?
You are not in the business of buying and selling houses. You are not in the business of renting.
You are in the business of stress relief. You are in the business of solving an impossible problem.
To the homeowner in foreclosure, you have the ability to negotiate with the banks for them and greatly relieve their stress. You can save some of their equity. You can keep them from having a big fat “FORECLOSURE” on their credit report.
To the buyer who has no credit, you have the ability to get them into a house that they can enjoy “owning” now until they can get their own loan.
To these people, these situations seem like huge & impossible problems. Just about anyone in one of these situations could be experiencing a lot of stress.
You are a not just a creative real estate investor. You are a creative problem solver. You have resources and techniques at your disposal that allow you to offer your prospect what no one else can or will. Make sure your prospect knows that. More importantly, make sure your prospect “feels” it in your marketing message or when you talk to them in person.
So next time you go to negotiate or to write a marketing message to motivated sellers….remember what business you are really in.
Note: Jason Van Orden was President of the Salt Lake Real Estate Investors Association. He also teaches investors marketing systems to find more deals and make more money with a minimum investment of their time and money.
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