Marketing to INVESTORS

<p> <font face="Calibri" size="4"><b>Investor Marketing Tip - NEVER</b> do any of these things</font> </p> <p> <font face="Calibri" size="4">There are many different things that you can do to grow your business with investors. Similarly, there are a handful of things that you can do to blow away your chances. That&#39;s why you should NEVER do the following:</font> </p> <ol> <li> <font face="Calibri" size="4">Be negative</font> </li> <li> <font face="Calibri" size="4">Be late</font> </li> <li> <font face="Calibri" size="4">Give up</font> </li> </ol> <p> <font face="Calibri" size="4"><img height="387" width="296" src="http://www.trexglobal.com/property-management-software/i/images/n-never.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Investors are positive people, and if you want to get anywhere with them, you must have a positive &quot;can-do&quot; attitude. Investors prefer individuals who say &quot;how can I help&quot; instead of &quot;what must I do?&quot;</font> </p> <p> <font face="Calibri" size="4">In addition, investors are professional individuals, and are typically very punctual. They know how valuable your time is, and will not appreciate it if you waste their time. If you are running even 5 minutes late, it is a good idea to call them and let them know.</font> </p> <p> <font face="Calibri" size="4">Lastly, not trying your best is the equivalent of giving up. Investors choose agents who are willing to try hard and make sacrifices for them, and if you can&#39;t show that you are trying to achieve the best for your clients, you might as well just give up on them.</font> </p>

<p> <font face="Calibri" size="4">Communicating hot topics on real estate to investors lets them know that you&#39;re on top of the news. That&#39;s why you should MAIL NEWSLETTERS to clients and prospects, to show them you are a valuable resource that they can come to for their real estate needs. It&#39;s also a great way to gain referral business.</font> </p> <p> <font face="Calibri" size="4"><img height="365" width="415" src="http://www.trexglobal.com/property-management-software/i/images/m-mail.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">In your newsletters, it&#39;s important to have local information about the areas you serve. It&#39;s a also a good idea to write about upcoming events, your experience at a past event, and to make recommendations about venues that your clients would enjoy.</font> </p> <p> <font face="Calibri" size="4">Once you have content that you can mail out in a newsletter, figure out who you should sent it to! Absentee owners are a great place to start. Being that they own investment property in the area you serve, it&#39;s a really good idea to send them information through newsletters.</font> </p>

<p> <font face="Calibri" size="4"><b>Investor Marketing Tip - LOOK</b> FOR OPPORTUNITIES that are right in front of you</font> </p> <p> <a href="http://www.trexglobal.com/property-management-software/i/real-estate-marketing.html"><font face="Calibri" size="4"><br /></font></a> </p> <p> <font face="Calibri" size="4"><img height="195" width="177" alt="" src="http://www.trexglobal.com/property-management-software/i/images/l-look.png" /></font> </p> <p> <font face="Calibri" size="4">It can be hard to see the bright side of real estate when homes are being foreclosed in record numbers. While it is extremely unfortunate for the people who have lost their homes, real estate agents must realize that this is a once in a lifetime opportunity for real estate investors, and it&#39;s important for agents to LOOK FOR THESE OPPORTUNITIES, and take advantage of them.</font> </p> <p> <font face="Calibri" size="4"><img alt="" src="http://www.trexglobal.com/property-management-software/i/images/l-look1.png" /></font> </p> <p> <font face="Calibri" size="4">Real estate cycles through four stages: Expansion, Equilibrium, Decline, and Absorption. There are dozens of absorption markets right now in the United States, and investors know they can generate profits by purchasing foreclosure properties there. Eventually, these markets will shift from absorption back to expansion, and the opportunity to profit will disappear - for you and your investor clients.</font> </p>

<p> <font face="Calibri" size="4"><b>Investor Marketing Tip -</b></font> <font face="Calibri" size="4"><b>KNOW YOUR AREA</b> better than anyone else</font> </p> <p> <font face="Calibri" size="4">We all know real estate is a local game, and that it is important to stand out from other agents - but the question is how? The first thing you need to be able to do is show your clients how much you KNOW YOUR AREA. </font> </p> <p> <font face="Calibri" size="4"><img height="457" width="400" src="http://www.trexglobal.com/property-management-software/i/images/k-know.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Local businesses and attractions, city ordinances and community events, school performance and crime statistics - are all different things that you should know about because it is of interest to your clients. You should also try to find some additional information that your clients and prospects would find valuable.</font> </p> <p> <font face="Calibri" size="4">For example, real estate investors value information that would influence their decision to invest in your area. They are concerned about new developments, population growth, and labor trends. All this information is available to you for free from places like your city planning commission, Department of Labor (DOL.gov), and Bureau of Labor Statistics (bls.gov).</font> </p>

<p> <font face="Calibri" size="4"><b>Investor Marketing Tip - JUST DO IT</b></font> </p> <p> <font face="Calibri" size="4">Many agents do not market to investors because they fear rejection. JUST DO IT! Being afraid of rejection is the same thing as having a fear of success. Many times, the obstacles that we create only exist in our own minds.</font> </p> <p> <font face="Calibri" size="4"><img src="http://www.trexglobal.com/property-management-software/i/images/j-just.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Give it a shot! Focus on the needs of your client, and determine how you can satisfy those needs through your services. Most of the work is already done for you!</font> </p> <p> <font face="Calibri" size="4">According to NAR data, 75% of investors&#39; purchases are single family homes, townhomes, and condos - and you already have this in your inventory. What would make an investor choose your services? What are you doing to stand out from other agents?</font> <font face="Calibri" size="4"><br /></font> </p>

<p> <font face="Calibri" size="4"><b>INVESTORS</b> are accessible to you</font> </p> <p> <font face="Calibri" size="4">Contrary to common belief, investors are not aliens from another planet! They are normal people, in many ways similar to regular homebuyers, and whether or not you realize it, INVESTORS ARE ACCESSIBLE to you.</font> </p> <p> <font face="Calibri" size="4"><img height="229" width="543" src="http://www.trexglobal.com/property-management-software/i/images/i-investor.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Don&#39;t be surprised - <b>many agents have the misconception</b> that investors want to buy cheap houses that they can fix up and flip for a profit - this is not the case! Investors would much rather have nice property in a decent area that can attract good tenants and solid rents - that&#39;s what makes sense to them!</font> </p> <p> <font face="Calibri" size="4">According to NAR data, investors account for at least 22% of all real estate transactions annually, and 75% of their purchases are single family homes, townhomes, and condos. To top it off, they buy property every 2.2 years.</font> <b><font face="Calibri" size="4">This is important to realize, because all agents have inventory available that an investor would be interested in purchasing.</font></b> </p> <p> <font face="Calibri" size="4"><img height="353" width="447" src="http://www.trexglobal.com/property-management-software/i/images/i-investor1.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Current market conditions make now a good time to build a long-term relationships with investors, because retail buyers have nearly disappeared, and low prices are causing real estate investors to go on buying sprees. In some markets, the only active buyers are investors.</font> <font face="Calibri" size="4"><br /></font> </p>

<p> <font face="Calibri" size="4"><b>HOST SEMINARS</b> for clients and prospects</font> </p> <p> <font face="Calibri" size="4">HOST A SEMINAR for your clients and prospects. This will show them that you are a valuable professional who they can rely on for information and resources.</font> </p> <p> <font face="Calibri" size="4"><img height="251" width="335" src="http://www.trexglobal.com/property-management-software/i/images/h-host.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">If you don&#39;t have a network to reach out to, consider joining your local real estate investment club. And don&#39;t just rely on meeting new clients by simply joining as a member. Volunteer to hold a class on estate planning, local investment opportunities, or other attention grabbing topics - like the new tax breaks for homeowners, and increased loan limits for investors. You can attain investor clients much easier when you are presenting information that they are interested in.</font> </p>

<p> <font face="Calibri" size="4"><b>GET REFERRALS</b> from the right places</font> </p> <p> <font face="Calibri" size="4">There&#39;s no reason why you shouldn&#39;t try to GET REFERRALS. For many agents, referrals and word-of-mouth marketing are their primary source of new business. Getting a referral might be difficult if you think it is unprofessional to ask for referrals or if it makes you feel uncomfortable. Try to take yourself out of that frame of mind.</font> </p> <p> <font face="Calibri" size="4"><img height="331" width="300" src="http://www.trexglobal.com/property-management-software/i/images/g-get.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Investors are highly networked individuals, and depend heavily on referrals themselves. GET REFERRALS from people in their network. Attorneys, accountants, tax professionals, and property managers are all good examples of where you can easily GET REFERRALS to investor clients. Network with these individuals, and let them know you are not overworked and would appreciate new business and referrals. Tell them that business is good and you are looking for more. Ask them to supply your information to their network, and do the same in return. You will get exposure to their clients, and you will have a larger network of resources available for your own clients.</font> </p>

<p> <font face="Calibri" size="4"><b>FOLLOW THEM</b> to the places they hang out.</font> </p> <p> <font face="Calibri" size="4">How do you get investors to come to you? Simple - you don&#39;t! You should find out where your prospects hang out, and FOLLOW THEM.</font> </p> <p> <font face="Calibri" size="4"><img height="316" width="462" src="http://www.trexglobal.com/property-management-software/i/images/f-follow.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">This can be applied to both the online and offline world. For example, on the internet, Investors like to hang out in places like RealTown. Having a presence in these areas will give you exposure to investors you can connect with. In the offline world, try showing up at the next investment club meeting in your local area, and introducing yourself as someone who wants to help investors with REOs.</font> </p> <p> <font face="Calibri" size="4">You should have a marketing strategy that allows you to connect with your clients, and you should think outside the box. For example, if you are a Harley Davidson fan, try going to a Meetup for Harley Davidson fans. You can easily connect with these prospects because you have the same interests - consider the competitive advantage you would have against other agents if any of these Harley fans wants to buy a house!</font> </p> <p> <font face="Calibri" size="4">You can learn more at the <a href="https://www2.gotomeeting.com/register/972376170">webinar for RealTown members</a>.</font> </p>

<p> <em><font face="Calibri" size="4"><b>EDUCATE</b></font></em> <font face="Calibri" size="4"><b>CLIENTS</b> to make good decisions.</font> </p> <p> <font face="Calibri" size="4">EDUCATE CLIENTS, so that they can make good, informed decisions. Turn yourself into an asset by providing valuable information that helps your clients make their decisions. This is a fundamental strategy you must use to keep them coming back to you.</font> </p> <p> <font face="Calibri" size="4"><img src="http://www.trexglobal.com/property-management-software/i/images/e-educate.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">Clients need your help to make their decisions - they don&#39;t want you making decisions for them! A good decision is the result of having the right information and making the correct choice. Investors are long term repeat clients who know what they are looking for, and they need you to provide the right information so they can make the right choice. If you don&#39;t provide investors with information that can make them feel confident about the choices you have available, they don&#39;t have a reason to be confident in your services. So its important to EDUCATE CLIENTS, because providing them with good information lets them know that you are there to help them make the decisions that are right for them.</font> </p>

<p> <font face="Calibri" size="4"><b><i>DEVELOP</i> RELATIONSHIPS</b> to last a lifetime.</font> </p> <p> <font face="Calibri" size="4"><img alt="" src="http://www.trexglobal.com/property-management-software/i/images/d-develop1.png" /></font> </p> <p> <font face="Calibri" size="4">Your relationship with clients and prospects should go far beyond real estate. When you DEVELOP RELATIONSHIPS with your clients to let them know they are more important to you than just a real estate transaction, the business opportunities will last a lifetime.</font> </p> <p> <font face="Calibri" size="4"><img alt="" src="http://www.trexglobal.com/property-management-software/i/images/d-develop.png" /></font> </p> <p> <font face="Calibri" size="4">On average, real estate investors purchase properties every 2.2 years, and 75% of their purchases are single family homes, condos and town homes. A real estate investor&#39;s concerns go far beyond the buying and selling process - and investors have a lot pain points surrounding owning and managing their real estate investments. An easy way to DEVELOP RELATIONSHIPS with these clients is by providing them with good resources that can solve these pain points. Develop a long term relationship that benefits your clients, and you will secure substantial recurring business for years to come.</font> </p>

<p> <font face="Calibri" size="4"><b><i>CREATE</i> TAB</b> to attract Investors</font> </p> <p> <font face="Calibri" size="4">Many real estate agent sites are limited because of their &quot;for buyers&quot; and &quot;for sellers&quot; appearance. CREATE an INVESTOR TAB with resources that aren&#39;t focused on an immediate real estate transaction, it will help you connect with clients on a long term.</font> </p> <p> <font face="Calibri" size="4"><img src="http://www.trexglobal.com/property-management-software/i/images/c-create.png" alt="" /></font> </p> <p> <font face="Calibri" size="4">On your &quot;investor tab,&quot; you should provide resources that will help you connect with investor clients. Advertise services that investors might call you for. Even if you can&#39;t help with some of these services directly, you create an opportunity to connect with this client as you point them in the direction of the resource that they need.</font> </p>

<p> <font face="Calibri" size="4"><b>BE <i>KNOWN</i></b> in the areas you want to serve.</font> </p> <p> <font face="Calibri" size="4">Make it your priority to BE KNOWN in your area - you won&#39;t get very far if no one knows about your business. Get to BE KNOWN amongst all the local business owners and group leaders. Contribute to local organizations and participate in venues where you can volunteer your services. The more people who know about you and the service you provide - and the better off you&#39;ll be.</font> </p> <p> <img border="0" src="http://www.trexglobal.com/property-management-software/i/images/b-known.png" alt="" /> </p> <p> <font face="Calibri" size="4">Real estate investors know what they want and don&#39;t have trouble looking for it. Very often, they will rely on their network and referrals. When a client is looking for a service in your area, you want to be at the top of the list of known individuals who can provide it. Think of this as SEO (search engine optimization) - but in real life, not on Google. When an investor wants to purchase in your area, they will search through their network first, and use the recommendation that comes their way. You want to BE KNOWN within this network that they are using to search for results.</font> </p>

<p> To retain clients, gain referrals, and increase recurring business - you need to do something special to set yourself apart from your competition. There are many different ways to ADD VALUE to the service you provide for your clients, and providing resources is one of them. </p> <p align="left"> <img alt="" style="width: 493px; height: 155px;" src="http://www.trexglobal.com/property-management-software/i/images/a-value.png" /> </p> <p> Owning rental property is tough, and real estate investors have a lot of pain points - like finding a handyman and other good resources. One easy way to ADD VALUE to your services is by helping solve these pain points. You can stand out from other real estate professionals by learning about your clients&#39; wants, identifying their obstacles and pain points - and then pointing them in the direction of resources that can help. ADD VALUE to your services by educating yourself, becoming more knowledgeable for your clients, and by exhibiting a &quot;how can I help&quot; mentality that will keep clients coming back to you. </p>

<p> &quot;<strong>How to Market to Real Estate Investors</strong>,&quot; a 30 minute webinar for RealTown members, will be presented by RealTown approved vendor <a href="http://www.realtown.com/members/TReXGlobal" rel="nofollow">TReXGlobal.com</a> on March 18th at 11 AM Pacific Time. Click <a href="https://www2.gotomeeting.com/register/972376170">HERE</a> to register. </p> <p> The program will focus on why real estate investors are important in the current markets and how to be successful with them. </p> <p> <span style="font-size: 9pt;">&quot;<strong>This webinar is designed to help real estate professionals attract business with investor clients</strong>,&quot; said RealTown Publisher John Reilly. &quot;Investors are becoming very active in the current markets and ag<strong><span style="font-weight: normal;">ents who are not targeting them may be missing out.&quot;</span></strong></span> </p> <p> The presentation includes the following: </p> <p> <b>&quot;</b><strong>Why are Investors Important</strong>&quot; - This segment illustrates the size and buyer behavior of the real estate investor market based on recent studies and NAR data </p> <p> <strong>&quot;How can I be Successful with Real Estate Investors</strong><b>&quot;</b> - This segment discusses investors&#39; pain points, and considers ways to solve them </p> <p> The webinar is free for RealTown members, but space is limited and pre-registration is required. <a href="https://www2.gotomeeting.com/register/972376170">You can register by clicking here.</a> </p>