Maximize Each Lead by Sean Terry

Restored from the Empower Network archive (2011–2017), lightly edited to meet our current advertising standards. Views are the original author’s.

We’re going to talk about the different ways to maximize all the leads to get deals. The mentality  of structuring a potential deals is the only thing that you should be thinking is exit, what is the exit, how are you going to exit the property. If you think the exit then you’ll know exactly how to structure the deal for your property. There are a lot of different leads that comes in. You need to choose the high equity leads. You’re selling the deal below market that’s one of the high equity deal.

First thing you have to gather all the information that you need. The most important thing to also consider is you have to have a motivated seller. This whole structure will not work if you don’t have the main ingredient (in this case a motivated seller). It has to be a motivated seller because they understand. Once you have motivation it’ll be easy to structure the deals because these people wants out. There are tons of ways to get leads. The top three are Internet Marketing, Direct Mail and Bandit Signs.

Always remember that the number one thing you’re looking for is motivation. How do you test motivation? You can ask them what their situation is or you give them an offer and see if they’re willing to grab it. Then relate with them. Put out 20 letters or 20 Bandit signs to see what happens and test the market. It works, the only question then is do you work?

There are three categories namely:

• High Equity– Do the formula ARV x .70 = P – Repairs = Amount you can sell the property.
• Little Equity– Go for a cash investor.
• No Equity – Buy a property with the current market value.

Never go to a meeting if you don’t have any idea of the property that you’re selling. You have to keep this in mind to offer the motivated sellers the assurance. Knowing what’s the current market trend and the latest things about the property you are selling makes you appear more impressive and you can gain their confidence in that way too.

Basically in maximizing your leads, first you need to identify in which category they belong and after that, you then apply the different techniques in dealing with different kinds of equity. Then before going to an appointment make sure you do your homework and that’s researching things about the property you are buying including the current market trends. It’s also very important to determine how motivated the sellers are, it’s the key to your successful transactions. It’s also an important factor for you to determine the structure you’re going to use in closing the deal. Another thing to consider when thinking about the structure is the exit, how you’re going to exit the property.

When you keep all these things in mind, it will definitely work. It always does, if it doesn’t it means you don’t work. So make your mind set that it will definitely work, if it works for others it will definitely work for you.