Transcript Why real estate investing?

Charles Petty presents:
• How to use Direct mail, Email,
Websites, Teleseminars, Webinars
Private Membership clubs and Radio
shows to Build, Cultivate and
Monetize a National Buyers List.
• www.RealEstateInvestingProfits.com
www.KimandCharlesPetty.com
What Wholesaling (and Virtual
Wholesaling) has done for Us:
www.KimandCharlesPetty.com
Four Reasons Why Kim and I Do
This Business
www.KimandCharlesPetty.com
Attracting, Building, Cultivating and
Monetizing A National Wholesale
Buyers List
www.KimandCharlesPetty.com
Internet Radio Resource
• ww.GlobalTalkRadio.com
www.KimandCharlesPetty.com
Why Wholesaling?
• Low Risk
• Quick Cash
• Can do it as a beginner, intermediate
or experienced investor
• Equity does not equal cash!!!!!!!
• Build a Business
www.KimandCharlesPetty.com
7 Reasons to Wholesale Properties
1. Your Credit and Income DO NOT Matter
2. CASH is King
3. Can Wholesale properties to buyers in state or
out of state
4. Can wholesale properties where the sellers are
in state or out of state
5. Six or Seven Figure Income Potential
6. Can do it in ANY Market
7. Can do it virtually---never see the property
www.KimandCharlesPetty.com
What I will cover today
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Lead Generation
Converting leads to buyers
Preferred Buyers or Membership clubs
Business Model Considerations
Email campaigns
Importance of testimonials
Live Seminars
Incorporating Radio and TV Shows into your
marketing mix
www.KimandCharlesPetty.com
Some keys to developing a strong
buyers list
• Key = automation
• Key = multiple hits
• Key = Multiple Streams of Income
Real Estate Business
Information Marketing business
www.KimandCharlesPetty.com
Who are Kim and Charles??
• Investors, Authors, Teachers
• Been investing in real estate since
1998
• We wholesale up to 10 properties per
month (SFH/Land/Lots/Multi-unit)
• We also teach, coach, and consult
real estate investors
www.KimandCharlesPetty.com
Why are we qualified to train
you?
• Charles has a BS degree from the
University of Illinois and a law degree and
an MBA from Duke University.
• Kim has a BA degree from the University
of Kentucky and an MA from the Patterson
School of Diplomacy &International
Commerce.
• Sound impressive?
www.KimandCharlesPetty.com
Why should you listen to me?
• Kim and I do this full time.
• We left jobs with $120,000+
combined corporate income to invest
in real estate full time.
• We wanted more and we went for it.
• Our Systems work anywhere in the
USA.
www.KimandCharlesPetty.com
www.KimandCharlesPetty.com
Our “Real” Education
• Books, tapes, seminars, workshops,
bootcamps about real estate investing.
• We have invested upwards of $150,000 in
the last 9 years for our real estate related
education.
• More than our legal/business education
combined!
www.KimandCharlesPetty.com
Truths
1. Getting Rich is systematic
2.Getting Rich takes some work and
3. Getting rich takes persistence
4. Must commit to becoming rich
www.KimandCharlesPetty.com
Lead Generation Sources
• Online
• Offline
• ---Need to do both
www.KimandCharlesPetty.com
Overall Theme
• As a wholesaler with a list you control
Media
www.KimandCharlesPetty.com
• Wholesaling in 2007
www.KimandCharlesPetty.com
2007 Wholesaling
• The SELLERS are different:
– There are more motivated sellers
in the market than I’ve ever
seen. Factors:
• The slow market
• ARMs and interest-only loans coming
home to roost
• The collapse of the sub-prime
finance market
– The largest growth is in sellers
who are in, or are about to be in,
pre-foreclosure
www.KimandCharlesPetty.com
2007 Wholesaling
• Banks (as sellers) are
bigger and bigger
players in the market:
– MOST “handyman’s
specials” in border
zones in the MLS are
bank-owned!
– REOs are “setting the
price” in these areas
– Banks are becoming
much more
reasonable about
www.KimandCharlesPetty.com
price in these areas
What’s Different in 2007--Buyers
• The BUYERS are
different:
– REIA group membership
is dropping
– Fewer “buy and sell”,
more “buy and hold”
– Must bring them good
deals
***Rental Market is getting
really good** Great
selling point to your
www.KimandCharlesPetty.com
buyers!
What’s Different in 2007, Part II
• REOs present special
challenges to us as
wholesalers:
– Lenders require “proof
of funds” or pre-qual
letters to accept offers
– Require minimum
earnest money
– Inspection periods are
short
– Purchase contracts are
non-assignable
www.KimandCharlesPetty.com
2007 and Beyond Considerations
Deal must be a good deal in the eyes of
your buyer
May not be a house or area you want to
live in—doesn’t matter
But….the deal can’t be too ugly
Buyers tend to want better deals and
better margins in today’s market
www.KimandCharlesPetty.com
Bank Owned Properties in 2007—
The Real Deal
1. Find one or more private lenders who can write
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“pre-qual” letters for you (and let you close, if
necessary—we can fund this for you and get you a
pre-qual letter)
Build your list of CASH buyers who can act fast
Understand how to fill out the contracts to
maximize chances of acceptance
Understand how to use land trusts to avoid double
closings
www.KimandCharlesPetty.com
Working with Bank Owned
Properties
• Must speak their language
• Must be persistent
• Must have proof of Funds
www.KimandCharlesPetty.com
More Motivated Sellers Than Ever
1. Make sure you’re
marketing!
2. Make all of your deals
over the phone—don’t
be afraid to negotiate
HARD
3. Cherry pick deals
4. Learn short sales…or
partner with someone
who knows them
5. Make sure you’re
www.KimandCharlesPetty.com
tracking your leads
3 Reasons Why this is a Great time
to be a wholesaler
• 1.Prices have fallen and most sellers are convinced that
prices will not increase any time soon. They are
accepting low offers for prices far below the real value.
• 2. Many of the “speculators” have dropped out of the
market, so there is less competition for the good deals.
• 3.Banks and mortgage companies are foreclosing left
and right. The more they own, the cheaper they will sell.
www.KimandCharlesPetty.com
What Kind of properties can you
wholesale?
• Single Family Homes—Pretty and Ugly
• Lots
• Tracts of Land
• Multi-Family Homes
• Condos
• Commercial Properties
www.KimandCharlesPetty.com
Where do the properties come from
• 1. Your local area
• 2. Other Parts of the country
Areas I like: Atlanta, Memphis, Detroit,
Charlotte, Birmingham,
www.KimandCharlesPetty.com
Why Wholesale properties outside
of your market?
• Diversify
• Increase Number of deals
• Increase types of deals
www.KimandCharlesPetty.com
I know what you’re thinking:
• That’s Great Charles, But How
do I build a buyers list?
www.KimandCharlesPetty.com
Online Lead Generation Sources
www.Edgeio.com
www.GoogleBase.com
www.HotPads.com
www.Oodle.com
www.Propsmart.com
www.Vast.com
www.TheInvestmentPropertyList.com
www.landlording101.com
www.cheapredeals.com
www.buydiscountedproperties.com
www.KimandCharlesPetty.com
Types of buyers
• Single family
• Multi-unit
• Commercial buyers
• Land Investors
• **Survey your buyers
www.KimandCharlesPetty.com
• Wholesaling to out of state investors
• Wholesaling properties that are outside of
your local market
www.KimandCharlesPetty.com
Most Important Asset
• Your buyers list
www.KimandCharlesPetty.com
Lead Sources—3 sources
• Offline
• Online
• Your inner circle
www.KimandCharlesPetty.com
Who do you sell these properties
to?
• 1. Investors in Your Local Area
• 2. Investors in Other Parts of the USA!!!!
---this explodes the # of potential buyers for
you!!
www.KimandCharlesPetty.com
Why wholesale properties to out of
state investors?
• You have a bigger pond to fish in
• All your eggs are not in one basket
• Not dependent on the attitudes of folks in
your local market
• What is attractive to investors on the west
coast/east coast is different than what is
attractive to investors in your market
www.KimandCharlesPetty.com
Online Lead Generation sources
• Property Postings
• Online Ads
• Postings in Forums
www.KimandCharlesPetty.com
Offline Lead Generation Sources
*Newspapers
*Investor publications—local and national
www.TheInvestors Resource.com
www.Investor2Investor.com
*Signs—put out on Friday/Pick up Sunday
*Radio Ads—pricey but leads generally quality
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Talk Radio
Christian
Gospel
www.KimandCharlesPetty.com
Offline Lead Generation sources
• Entrepreneur Magzine Classifieds
• USA Today Classified Ads
www.KimandCharlesPetty.com
Online Lead Generation Sources
• www.RehabList.com
• www.Craigslist.com (you will have to create a user name and
password)
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www.MrLandlord.com (under the properties for sale section)
www.TheCreaiveInvestor.com
www.discountedproperties.com
www.realestatepromo.com
www.wholesaleproperties.com
www.realestatelink.net
www.biggerpockets.com
www.KimandCharlesPetty.com
Online Lead Generation Sources
• www.CashFlowGenerator.com (forums)
• www.Ronlegrand.com (forums)
• www.StevesHotList.com (Steve Cook)
www.KimandCharlesPetty.com
OnlineLeadGeneration Source
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www.Craigslist.com
www.Backpages.com
www.investmentriches.com
Free and paid -$19/month or $65/month
www.LiveDeal.com
www.RealEstateLink.net
www.WholesaleProperties.com
www.DiscountedProperties.com
www.RealestatePromo.com
www.FreeInvestmentPropertylist.com
www.KimandCharlesPetty.com
Marketing Funnel Steps
Sign up for my buyers list at
www.VisionaryPropertyGroup.com
2. Get in my buy, die or unsubscribe funnel
3. Instantly receive an invitation to a teleseminar
4. Get PDF Version of special report and promo
DVD
5. Mail copy of Special Report and promo DVD
www.KimandCharlesPetty.com
Converting Leads to Buyers
• Direct Mail w/Promo DVD/CD
*Free Special Report
About us, testimonials, information about deals,
invitation to join platinum buyers club
*Promo DVD—has testimonials, contractor walk thru,
live seminar clips
Can also be used as downloadable PDF and streaming
video
www.KimandCharlesPetty.com
Direct Mail—Ongoing Campaign
• Postcards announcing properties
• Monthly paper newsletter
• Invitation to Live Events
• Invitations to Teleseminars
www.KimandCharlesPetty.com
Teleseminars
• Autmotated
• Record once and replay weekly
• www.VisionaryPropertyInvestments.com/T
urnKeyTeleseminar.html
• Upsell them into a membership club and
offer property specials that expire in 7
days
www.KimandCharlesPetty.com
Preview Calls
• Describe the benefits of investing
• Bring on service providers
• Bring on successful students
www.KimandCharlesPetty.com
Resources
Teleseminars---BlackandWhite Communications--www.BWCCOM.com
Webinars---www.GotoWebinar.com
Email/FaxBroadcast/VoiceBroadcast—InfusionSoft
CRM-www.KimandCharlesPetty.com
Teleseminar Keys
• Automation
• Replays
• Using call for other purposes
• ---CDs
• --Part of a Product
www.KimandCharlesPetty.com
Hot Property Calls
• Highlighting particular properties/areas
• Limited time specials
• At end of call—offer specials if put property
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under contract in 48 hours
$2,000 off
Free REIA membership
TV/DVD combo
Free appraisal
www.KimandCharlesPetty.com
Educational calls
• Get some people off the fence
• Soft close on properties/membership club
• Gets people (cash buyers and hard/private
money buyers acquainted with you
www.KimandCharlesPetty.com
Joint Venture Calls
• Promote JV Partners properties to my list
or vice versa
---Land Deals
----Lots
These calls:
Educate/Sell Properties/Cultivate Buyers
www.KimandCharlesPetty.com
Joint Venture Examples
• California Land Bank Joint venture
• Costa Rica Joint Venture
• Orlando Pre-construction Joint Ventures
• Cabo, Mexico Joint Venture
• North Carolina Mountain property Joint
Venture
• North Caroline Waterfront Property Joint
Venture
www.KimandCharlesPetty.com
Webinars
• Great for land/pre-construction deals
• www.GotoWebinar.com
• Get to see and “feel” the properties
www.KimandCharlesPetty.com
Weekly emails
• Stay in constant contact with your buyers
• Co
• Insert your personality into your
marketing
Even if it’s just to tell them to be on the
lookout for your upcoming deals
www.KimandCharlesPetty.com
Property Specials/Packaging your
property
• Pictures
• Comps
• Descriptions
www.KimandCharlesPetty.com
Email Campaigns
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Prospects
Buyers
www.KimandCharlesPetty.com
Email Campaigns
• Can be automated
• We use infusionsoft
---We also integrate Fax broadcast and voice
broadcast and Task Assignments
www.KimandCharlesPetty.com
Preferred Buyers or “Membership”
Clubs
• 1. The Paid membership club model
• --My membership club page
• http://investors.visionarypropertyinvestments.co
m/platinumclub.html
www.KimandCharlesPetty.com
Benefits of a Preferred Buyers Club
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Closer relationship with your buyers
Can lead to coaching and other revenue streams
Our model
Platinum--- $897/yr with 2 mos free subscription
to $97/month coaching/newsletter program
Platinum Plus-- $1197 with 2 months free
subscription to 97/month coaching/newsletter
program
www.KimandCharlesPetty.com
Business model Considerations
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Full Services/One Stop Shop v. Strickly
wholesale
Hybrid Model
Managing your buyers list
www.KimandCharlesPetty.com
Multiple Streams of Income from
buyers list
• Property Sales
• Membership Clubs
• Coaching
• Product sales
• Private Lending Fees
• Mortgage origination
www.PortlandFinancial.com
www.KimandCharlesPetty.com
The Importance of testimonials
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Written
Audio
Video
www.KimandCharlesPetty.com
VII. Incorporating live seminars in
your marketing mix
• FREE Evening Seminar
• Bring in Private Lender, contractor,
mortgage broker Close people into
membership club and
• Give them a special limited time only deal
(7 days)
www.KimandCharlesPetty.com
Incorporating Internet and/or local
radio shows into your marketing
mix
• Builds Credibility
• Educational
• Discuss properties
• Bring on experts—builds you up
• Can be used in multiple formats
Mp3 downloads, podcasts, CDs
www.KimandCharlesPetty.com
The Keys to managing a national
buyers list
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Balance between Full Service/Turn Key
and Babysitting
Disclosures are important
But..even more important is screening
the folks who you refer—lenders,
contractors, realtors, etc
www.KimandCharlesPetty.com
How do you get to Financial
Freedom and Security using
Virtual Investing?
• Need Cash
• Need a System
• Need a Coach
• Need a Team
• Need resources
www.KimandCharlesPetty.com
Buyers List
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5.
6.
Ads
Signs
Your Real Estate investor Association
Internet Sites including Craigslist
Joint Ventures with other wholesalers
Our Buyers List of 12,000 folks
www.KimandCharlesPetty.com
Multiple Streams of Income from
Wholesaling
• 1. Property Sales
• 2. Realtor commission
• 3.Private Lending points
• 4. Property Management
• 5. Consultant Fees
www.KimandCharlesPetty.com
How can You ensure Your success
in Today’s Market?
• Education!
• Resources
• Tools
• Ongoing Support
www.KimandCharlesPetty.com
I am looking for well trained
partners to be a part of:
• Nationwide Wholesale Network
--Coaching
--Training
--Properties
--Private lending
--Rehab loans
--Credit Lines
--and more….
www.KimandCharlesPetty.com
Eight (8) Ways to Get Your
Investment in the System
Back
• If you do a deal in 60 days using the concepts that you have
learned from the system and give us a testimonial along with a copy
of your check, you will receive 100% refund of your investment
back.
• If you buy a wholesale property from us and give us a testimonial
about the system, you will receive 100% refund of your investment
in the system back.
• If you sell a property to us and give us a testimonial about the
system along with a copy of your check, you will receive 100%
refund of your investment.
• If you fund a private loan for us or one of our buyers (and earn a
return of 10-14% you will receive 100% refund of your investment
in the system back.
www.KimandCharlesPetty.com
8 ways to get your investment back
• If you refer us to someone who funds a private loan for us or one of
our buyers, you will receive 100% refund of your investment in the
system back.
• If you refer a buyer to us, you will receive 100% refund of your
investment in the system back (and a referral fee).
• We are now doing loans across the USA (in most states), if we fund
a private loan, or an investment loan for you then we will refund
100% of your investment back.
• We are now doing loans across the USA (in most states), if we fund
a private loan, or an investment loan for your Wholesale buyer or a
loan for your retail buyer---then we will refund 100% of your
investment back.
www.KimandCharlesPetty.com
VrInvestor Special Bonuses
• For every month we do a deal together, we will
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pay up to $1,200 towards their mortgage or rent
($1,200+ value)
Special Q&A Quickstart Call
Mp3 access to 8 of our monthly coaching calls
($1,000 value)
2 Extra One on One Consulting Certificates
($800 value)
Turn Key Retailing System ($697 Value)
www.KimandCharlesPetty.com
More Bonuses
• 3 months of unlimited Fax and Email
Support
• 3 months of Monthly Wholesaling
Coaching Calls
www.KimandCharlesPetty.com
Seminar Special!
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Turn Key Telebootcamp $2497 value
Home Study Basic System/Advanced System $1497
Ticket to Live Event--$2497 value
Bonuses: $10,000+
Total Value: $16,000+
Special $1497 with live event tickets
$997 without live even tickets
www.KimandCharlesPetty.com
Here’s how to get the cost of your
package for” Double Free”
• Double money back guarantee.
• If we partner on a deal ($10,000 and
up profit) you get double your money
back on the 1st deal and then we split
the remaining funds.
• We will partner with students for a full
year with 50/50 split.
www.KimandCharlesPetty.com
For just $500 more
2 tickets….Join me in Atlanta
on
Date TBD for my
Turn Key Virtual
WHOLESALING Institute
www.KimandCharlesPetty.com
It’s 2 Days of Practical, Real-Life,
Can’t-Learn-it-in-a-Book Info…
• Virtual Team
• Team on the Ground
Private Lender…
Assistants
Acquisitions manager
Other successful virtual wholeslers
www.KimandCharlesPetty.com
•Take Action NOW
www.KimandCharlesPetty.com