The
more educated a note broker is, the more successful they will become in
the note business. The key to financial success is to "target"
your marketing...
Learn how to
"mine" the Professional vs. the Private Market
Marketing is the lifeblood of the cash flow business. Market correctly
and you will be successful; do not market properly and you have no
business. Marketing can be broken into two components: to whom do you
market, and what do you market with. This article will focus on whom you
should market to.
There are two primary target markets: these are the individual market
and the professional market.
The individual market consists of people, businesses or entities
that hold cash flows (payees). The professional market consists
of the financial professionals (attorneys, accountants, financial
planners, etc.) who advise and represent individual payees.
Would you rather market a note holder with one cash flow or one
who has many cash flows? The answer seems simple and obvious and
it is. You would choose the latter.
There is an old and very true marketing principle - your best prospect
is an existing client. All successful business people understand and
abide by this powerful principle. Most new and intermediate brokers
choose to ignore the obvious.
If you want to dramatically increase your cash flow, start
marketing to financial professionals such as attorneys, accountants,
financial planners, realtors etc. The simple fact is-- your individual
note-holding clients are seeking the advice of these people anyway. What
is the old proverb about "going straight to the horse's
mouth"?
When you market to professionals, there is the possibility of endless
transactions. What I am talking about are referrals - repeat, on going,
non-ending leads, which lead to substantial profits. This strategy
accomplishes some other important objectives:
(1) Your marketing costs are slashed by up to 80%,
(2) Your closing ratio increases dramatically,
(3) The whole wrestling match regarding the "discount" usually
disappears because the financial adviser has already educated the
client, and
(4) You make more money. Sound good?
Financial professionals are easy to find - much easier than finding the
individual note holder. There are associations and organizations and
most make their membership lists available. I personally like to
"let my fingers do the walking" and use The Yellow Pages.
When you choose to work with professionals you need to BE professional.
This includes all of your marketing material: letters, flyers,
brochures, etc. Getting your foot in the professional's door is not
always easy.
It is important that you set yourself apart and above your competition.
Two resources I have used with tremendous success are - Note Owner's
Manual and Note Appraisals.
Note Owner's Manual - I designed a 30-page booklet that I
distribute to the professionals. The Note Owners Manual educates them,
educates their clients, helps create an urgency to sell and puts you
above the competition. It can also become a very lucrative profit center
but that is a topic for another time.
Note Appraisals - I designed a professional note appraisal (NOT a
real estate appraisal). The Appraisal approach allows you to get your
foot in the financial professional's door, which is your primary goal.
Note appraising also allows you to be paid even if there is no completed
transaction and captures future business. Note appraising is very
effective and rather simple-- once you know a few simple techniques.
In summary:
(1) Market where you can receive multiple leads, i.e. professionals;
(2) Make sure your marketing material looks professional;
(3) Go the extra mile; do things that your competition does not-
Appraisals, Note Owners Manuals, etc.
Only 125 people will have the chance to get the benefits of this
professional note marketing system. The first step is to get a copy of
the 2 audio cassette tape program, and guide manual--that introduces the
system.
You're going to discover.....
* How you can be in the top 2% who make thousands of dollars every
month in their note business
* How to blow away your competition from your kitchen table--and
out class them at the same time
* How to instantly make short term profits from your business
* How to plant seeds for future note business that turns into
hundreds of thousands of dollars for you
* A sure fire formula that "creates urgency to sell" in
everything
you send out
* Why getting noteholders to keep what you send insures you big
profits
* How to get paid by people you market to
* How to get the noteholder's attention in 7 seconds
* Why bad addresses of noteholders that are undeliverable--are the
most valuable item on your mailing list, and a whole lot
more........
NEW TAPE PROGRAM
You can start profiting from Joel's fabulous marketing system by
listening to his introductory tape program "How To Turn 90% Of The
People Who Won't Sell You Their Notes Into Big Time Cash Profits".
Ordering is easy. You may order "How To Turn 90% Of The People Who
Won't Sell You Their Note Into Big Time Cash Profits" in one of two ways:
