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What Do I Say? - Contacting Distressed Homeowners

     There are two important elements in marketing: 1. Making sure your message is delivered to the right audience, and 2. Making sure your message has significance to your audience.

You can't send one postcard and expect good response.

     Dealing with distressed homeowners is different than most forms of advertising/marketing.  You aren't selling trips to faraway lands where you can use images to promote "feel-good" purchases and you're not selling a product where the only customer choice is "which" store should they buy the product from.  You're dealing with potential clients that aren't usually in "happy" mode, but are trying to hang on to something very important in their life.  It's essential to remember that last sentence.  You are dealing with other people's lives, it's important to understand, and make sure, that everything you do will help, and not make things worse in their lives.

     So, if you've decided you can and will do "the right thing" in all your dealings, let's look at what happens when a default/lis pendens is recorded or filed in the public records.  When the notice is recorded, there are companies who collect that information and compile it for sale.  These companies are often referred to as Pre-foreclosure Data Providers.  If you subscribe to a data service, you'll get your data, and like many people who have done it before, you'll mail a postcard or letter to each residence on the list saying " I'll Buy Your Home!!!!!!!!".  It's a concept all right, but does it solve the homeowner's problem?  Does it answer their questions?

You might as well send them a picture of a Vulture.

     Why a vulture?  Because that's the image of you they're getting in their minds.  You want to buy their home under market value, but they don't really want to give anything away right now.  What's the solution?   Try using the concept of an equity purchase.  The next page will explain it. 

EVALUATING INDIVIDUAL PROPERTY
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