Maryland, DC & VA Real Estate Investors Need Help Closing Deals - Valarie Jacobs, DMV REIA

Maryland, DC & VA Real Estate Investors Needs Some Help!

"I Have A Real Estate Lead Now What Do I Do?" Part 1

Real Estate Agents and Investors are saturated with "Marketing for Real Estate", "Internet Marketing for Real Estate Investors", "Marketing 101 for Real Estate Agents", etc. While marketing is extremely important, if you master the marketing and don't know what to do with the lead...You don't make any money! Many of you go from tape to class, from class to seminar, from seminar to bootcamp, from bootcamp to webinar, from webinar to blog... When are you gonna go to the bank?

Do you know why most of you have not done a deal or enough deals? You are afraid of this step right here! The rest of you are not afraid but you don't know what to do next or haven't been taught properly. So let's talk about what to do when you get a lead.

Many of you get to this step and lose the deal. What is your closing ratio? Do you know? Do you document when leads call in, where they call from and how many calls end with a deal? This step is not fun but it is very important. Again, I want to move past this step as well.

THE LEAD IS ON THE PHONE!

Let me get some very basic marketing key points out of the way.

You want your leads to find you. It is much easier to get a deal when your client has raised their hand and said "Please help me". Just imagine...when you are at your house and you hear a knock on the door. If you are not expecting company....you may be asleep, you may be afraid...most of us peek first or if you are like me I just don't answer the door; however, if you have invited someone over...you are dressed, the house is nice and you are happy and ready for their arrival. This is the same for your leads when you call them. Find a way for them to call you. I will give you ideas in a future note.

Ok, so you got the lead to call you. What do you want from this call?

The first step is to prescreen the lead:

Your reasons for prescreening are:

1. Ask the RIGHT questions
2. Get basic info regarding the property
3. Determine their true motivation
4. Determine your next step

Confidence is the most important characteristic to exhibit over the telephone. Confidence not cockiness. Many of the people who are calling you are ready to do something now. If they don't choose to work with you, it's because of one of two reasons:

1. they didn't like you
2. they didn't trust you

So how can you show confidence if you don't have it? Or maybe you do have it but you aren't organized so something just doesn't sound quite right to the client.

You need a basic property information sheet. Don't try to remember all the questions. It doesn't work. Veteran investors often get tired of this step but inevitably you forget to ask something. The property information sheet will keep you on track and in control of the conversation. If you don't have a property information sheet, call me and I will send one to you.

Now you may have to take a moment to build a little rapport with the lead before you dive to deep in the questions. Feel your client out. If they are more of a slow paced person, then take it down a notch. If they are spitting the information out to you, then write it down and then just go back and fill in the blanks. Remember in real estate you are in sales. You are selling yourself to sellers and hopefully as time goes on you will be selling the idea of creative financing, owner financing, taking a price less than they expect, etc...so this first contact is crucial to closing the deal.

The main thing that helps is to always put their needs first. "How can you solve their problem?"

This is why you must find their true motivation!

Is it debt relief?
Is it peace of mind?

Everyone is not selling their home because they need money right away. If you are suggesting solutions to the wrong problem, then you will lose the deal.

"I Have a Real Estate Deal Now What?" Part 2 will cover:
How to find true motivation of sellers
Different type of deals
The next step based on the deal

Valarie Jacobs
http://www.valariejacobs.com
http://www.dmvreia.com
301-476-8005 office

Come and Network with Valarie Jacobs and Other Maryland DC and VA Real Estate Investors at the Top Real Estate Investor Club in the Washington DC area.

DMV Real Estate Investor association Meets Every 1st Saturday at 9am at the Greenbelt, MD, at the Hilton Garden Inn (Right behind Fridays). Tons of Information and free membership! For more information go to http://www.dmvreia.com

You can also find Valarie on Tweeter and Facebook.

DC MD & VA Real Estate Investing Club Grand Opening was Awesome!

DC Maryland and VA Real Estate Investors had and Awesome Time at DMV REIA!

Hello Everyone!

I am still so pumped about yesterday's grand opening. It was absolutely amazing! I want to thank all of you who came out and made this such a wonderful event.

We had over 125 real estate professionals show up and everyone who was there was ready to network, share and learn. From day one, all of you fully accepted the motto"Where Real Estate Investors Work Together For The Success of Us ALL!" People were sharing marketing ideas, rehabbing ideas, exchanging contact information, etc. It was as if, this was what we were all waiting for...an open forum to network, share and grow where everyone is welcome!

Dante and I may not have said it yesterday but we consider this REIA to be all of ours. We may organize it but everyone who was there made it the great event that it was. We want your suggestions, we want you to participate and share your deals, we want you to work with the DMV REIA investor agents. We want everyone to come to the meeting ready to support their fellow real estate professionals. If we all have this goal, the growth in our businesses and OUR REIA will be phenomenal!

If you were not there, you truly missed something special.....but don't worry....EVERY DMV REIA meeting is going to have this spark and energy.
I won't miss the next DMV REIA meeting!

We collected over 50 blankets for the Covenant House! Isn't it wonderful that DMV REIA members were able to help homeless youth and we can't wait to do it again in June?

We have 80 new DMV REIA members ready to "Work together for the success of us ALL!".

We received so many compliments from all of you. We are so happy that you were pleased and your needs as a real estate investor are going to be met. This is the only thing we ask of you. The more real estate professionals that we have in our network the more support for all of our businesses. We need you to spread the word about your new REIA...bring a friend or forward an email. When you receive the ratings email, let everyone know about the wonderful experience you had at the meeting in the comment box. Investors are looking for a place like this and just don't know where to find it.

We can't wait to see you next month. You can RSVP now by clicking the link below if you'd like to.
Dr. Cashflow is coming to town!
I want to see Dr. Cashflow!

Thanks again. I truly appreciate all of you.

Valarie Jacobs
DMV REIA President

PS. Photos will be on the site next week

DC Maryland and VA Real Estate Investor Association DMV REIA
I want to be a part of ths group!

What do other people have to say who where there: