As a newer wholesaler you’ve got some great advantages over all other investors. Make sure you are using them!

It’s easy to see the disadvantages when you are a newer real estate investor or wholesaler. Yet, you also have many advantages. You are what keeps established companies up at night. They know that if only you understand how many advantages you have, and if you use them and are innovative and creative and hustle, you can take a big bite out of their business. Maybe even disrupt the industry.

 

Speed of Making Decisions

One of the great abilities you have as a solo investor or lean team is the ability to make decisions faster. The bigger you get, the more funding you raise and more people involved, the longer it takes to make decisions and act on opportunities. So, move fast.

 

Ability to Move to New Markets

You don’t have giant offices, your own servers, or need to pay employees hefty five or six figure relocation packages to do deals in new states and cities. You can do deals on the other side of the country tomorrow.

 

Underestimated

You’re capable of a lot more than you think. Often way more than a lot of the competition thinks. If they don’t think you are a threat you can get more out of your resources without butting heads with them. Don’t go head to head with larger competitors with more funds and bigger teams and more technology. Stay under the radar, and keep gaining traction until you are stronger.

 

Being Able to Take Risks

Big companies are often criticized for becoming boring. Even music artists often stop taking risks or testing exciting things once they make a name for themselves. It’s easy to criticize until you are there. After years or decades of building up a name for themselves, and having thousands of employees and investors counting on them, they can’t afford to be very interesting anymore. You can. You can be adventurous with marketing campaigns. You can test out new things. If it doesn’t work, no one will remember. You don’t have anything to lose. If it works, it could be your ticket to the big time.

Be interesting with your blogs, the language on your website, your design, your mail, the hooks you advertise and your branding.

 

How do you convert more leads into real estate contracts, closings and dollars?

It’s ridiculously easy to get in front of thousands of prospects today. It’s even easy to draw thousands of online users to your web pages and social media profiles. You can even predictably drive large amounts of targeted traffic to your landing pages for less than $2 a piece with Google Ads. Sometimes for even just 50 cents.

However, there is a massive difference between traffic and real deals and dollars.

Just because your traffic isn’t converting doesn’t mean your marketing isn’t working. This can equally apply to phone work, social, direct mail, blogging and email. Though it is especially showing up in online advertising.

So, how do you close the gap and convert more?

More Contact Information

Everyone has different preferences for reaching out and communicating today. Your contact information needs to be prominent. You also need to have the mediums your prospects want to speak through. That maybe the phone or email. Though it is also increasingly through live chat, text message and Twitter. If you don’t offer it, they may keep searching through your competitors until they find a good match.

More Touches

In this fast click, instant gratification era we seem to have forgotten many of the most basic sales principles. Most leads are going to take an average of 7 touches to close. Don’t expect the first click to be a sale. That just isn’t realistic 99% of the time. They need to find your ads. They need to click through. They need to be retargeted to come back again. Then they may need to look up your reviews, read a blog post or connect on social. Maybe they need to find the time to act in their crazy schedules. Or just need a little more time to get the money or be truly motivated to the point of urgency. The point is that you can’t rely on just one front line barrage of ads alone. You’ve got to keep being there.

More Credibility

It’s super easy to through up a website or Facebook page. You can do it in under 2 hours. Of course, everyone does. So in a time when even many of the biggest companies have zero credibility, real estate entrepreneurs need to remember that these assets alone aren’t going to be enough to convert savvy shoppers. What credibility elements have you built in? Video testimonials? Case studies? Online reviews? Press logos? You have to remove all the doubt, or its more attractive and less painful for them to do nothing, even if that means being foreclosed on.

More Emotion

Remember, people don’t make common sense decisions. Data is great. It can help. Yet, we don’t typically buy houses just because the numbers make sense. We don’t invest because of the data. We don’t even sell because it makes sense. It is all a part of the story we tell ourselves and the emotional benefits we believe that action will give us. Where’s the emotion and personal connection?

More Listening

We might have the answers to people’s problems, but are we really listening? What we think is the problem or an attractive solution may not be what they are thinking at all. What objections do they have that need to be overcome? What information do they need to be confident enough to take action? It doesn’t matter how great we think it is. It’s not yourself you have to convince. Listen to your prospects.