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SpinDistribute.com Article Directory

The following article was published in our article directory on June 25, 2011.
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Real Estate Training – Get More Short Sales

Article Category: Real Estate

Author Name: Mike Pollak

In providing real estate training, I've been asked many times by agents, "How do I get short sale listings?" Do you want to spend a lot of money or no money to get them? Right now, I'm only going to focus on, perhaps, the easiest way there is to get short sale listings.

The answer is working your database of people you know for distressed home owner referrals. Since your database knows you it's much easier for those in your database to trust you enough to refer distressed homeowners to you. The people in your database already have relationships with those they know that are struggling with their mortgages. Doing this is more effective than other methods of getting short sale leads because you end up contacting fewer people before you get a short sale listing.

Why does it work this way? When you contact a distressed homeowner directly, they automatically have a thick wall around them that you have to break down before they will even start to listen to your message, no matter how beneficial your message is.

First, seek distressed homeowner referrals from your past short sale clients, even if you haven't contacted them in a while. Second, since distressed homeowners are everywhere make sure a good portion of the content you're sending to your database is related to struggling homeowners. This can be information on foreclosure prevention seminars, tax and legal ramifications of foreclosure and short sales, bits and pieces of the foreclosure and/or short sale process, and any other useful info.

Keep info brief and targeted on one topic at a time. This way you'll always have useful content to send your database over time. Don't forget to always direct the person to share the info with someone they know who can benefit from it. Your goal is to relate that you are the source of relief for distressed homeowners. Convey that you know the answers and you know how to get answers. Also, make sure to share with them if you're pre-foreclosure or short sale certified. This can be in an email or phone conversation by saying, "Did you know I have a Pre-foreclosure Specialist Certification? The reason I'm telling you is so you know who to refer your friends and family to if they're struggling to pay their mortgage. I counsel homeowners with accurate information so they can make the best choice."

You see, your approach is not to tell someone to sell their house right off the bat. Most distressed homeowners don't want to sell their home as a solution to their problem and if you want people to refer others to you they also need to know that you're not going to tell others, right off the bat, to sell their home. If you've given good info, the distressed homeowner will usually make the decision to sell their home on their own without persuasion from you.

Get the point across that you are a home retention expert. Doing these things will educate and prepare your database to give you referrals of distressed homeowners. You'll have more appointments, get more listings, and help more people. I'll have more real estate training for the appointment with a distressed homeowner in another article.

Keywords: real estate training,short sale leads,how to get short sale,real estate classes,real estate courses

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