Your Ground Game for Generating Leads

Posted on January 6, 2013 by

Are you tired of making offers on houses listed in the MLS only to have the price bid up by other investors and hedge funds? Well, that’s what happens when there is an inventory shortage and everyone is chasing the same leads. The minute a new listing hits the MLS, there are often multiple offers on the home by the end of the day.

Instead of competing for the same small pool of leads, you need to generate your own leads… leads no one else knows about but you. You can do this by using many of the same methods and techniques that have been working for years such as…

  • Bandit Signs – Putting out we buy houses signs with your phone number and web address in and around the neighborhoods where you want to purchase will get the leads coming in almost instantly. Be sure to be aware of the sign ordinances in your area to avoid fines.
  • Flyers – You can distribute we buy houses flyers virtually anywhere to get the leads pouring in almost as soon as you put them out. You can flyer parking lots, neighborhoods and houses for sale. You can also have your flyers distributed with the local paper, on pizza boxes or by the postal service for about 14 cents each.
  • Business Cards – You should have some attractive business cards printed up with your contact information on the front of the card and your “elevator speech” describing what you do on the back. Make a point to hand out at least a dozen cards every day to everyone you meet. You never know who has a house for sale or who might know someone else who does.
  • Vehicle Signs – If you are a serious investor, you should consider getting some magnetic we buy houses signs for your vehicle. Alternatively, you could put semi-permanent vinyl lettering on your vehicle or get your entire vehicle wrapped with your marketing message.
  • We Buy Houses Apparel – You should get some clothing such as shirts, hats and jackets screen printed or embroidered with your marketing message and contact information so that where ever you go, people will know you buy houses and strike up a conversation with you.
  • Dialing for Dollars – Find houses for sale or rent in the local paper or on online classified ad sites like Craigslist, take down the owner’s number and then call them. It never ceases to amaze me how few investors are willing to actually pick up the phone and call anyone anymore. If you take the time to call, chances are, you will be one of the few who do.
  • Driving for Dollars – One of my favorite methods to find deals is to get in my truck and drive the neighborhoods where I want to buy houses. I look for listed houses, FSBOs and rentals, especially the ones that have been on the market for a while. I will flyer these houses or get out, knock on the door and talk to the seller. I also look for vacant properties and ugly houses that aren’t necessarily for sale and track down the owner to see if they want to sell. I often put out signs and flyers while I am driving for dollars to get sellers to contact me.

These are just a few ways to generate leads. There are many more techniques such as using direct mail, bird dogs, networking, etc. The point is to pick a few of these methods and use them consistently to generate all the leads you can handle. If you do, chances are you will have very little competition for the leads you generate.

And remember, most of the house leads you receive you will not purchase immediately for one reason or another. Just be sure to keep your leads and follow up with them repeatedly, month after month, until the houses are sold to you or someone else. You and your sellers will be glad you did. Have a prosperous New Year!

Dustin GriffinDustin Griffin is the Executive Director of the Tampa Real Estate Investors Alliance (Tampa REIA) and the Atlanta Real Estate Investors Alliance (Atlanta REIA) and is also an entrepreneur, real estate investor, website developer, internet marketing enthusiast and a husband and proud father of two.

Contact Dustin Griffin


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