The Simple Question to Ask If You Want a Never-Ending List of Homebuyers

Let me be real with you…

Right now you’re about to learn exactly how I get buyers in EVERY stage of the buying process.

Also, I’ll show you how my LOs get a pipeline of fresh buyer leads – before they even show up at the office. (Those leads are delivered automatically straight to their smartphone.)

When they arrive to work, there’s a string of fresh leads already scheduled and ready to be closed.

I’m about to divulge my best-kept secret strategy.

Well, one of them anyway 😉

But this is by no means a promise of “fast riches” or an “easy money button”. My loan officers dedicate 100% hustle, positive attitude, and relentless commitment that it takes to be a top producer.

If you think there’s going to be absolutely zero work on your part, this strategy will not work for you.

That said, let’s pick up where we left off in the last post:

The home buying process

In yesterday’s post we looked at the 5 stages of the home buying process.

We talked about how real estate agents are almost always involved in steps 2-5. In fact, most buyers don’t THINK about their mortgage until the end of the buying cycle.

That’s why real estate agents have an unfair advantage over LOs.

Here’s how you’re going to turn that around.

The simple question that brings a never-ending list of homebuyers:

“Why?”

I’m not trying to oversimplify this. It’s really that simple.

Find out the reason why your customers are in each stage. Once you have the answer, you’ll never have to chase leads again. Because they’ll come to you in droves.

Ask any top performing RE agent or LO. Most of their effort is focused on closing deals. They don’t have to chase leads because leads come to them.

Let’s see how you can do that in your business…

In each stage of the home buying process, your customer has a unique motivation.

So a prospect in stage 1 will have a different set of questions, intentions and motivations than a prospect in stages 2, 3, 4, and 5. So for that reason, we’re going to have a unique approach for getting that customer for each stage.

The next step once you’ve discovered your customers’ motivations, is to automate the process. I’ll show you how to do that later in this post.

That way leads come in on autopilot…without you having to call each one or chase down realtors.

That’s the secret to having a never-ending list of homebuyers.

Here’s where to start…

Let’s see how we can attract buyers at every stage of the home buying process.

Stage 1. Usually, the first thing on a homebuyer’s mind is to assess their budget.

Ok, so let’s ask ourselves this: Why are they assessing their budget? What’s their motivation here?

Well, they might want to know if they have enough money. They want to know what their savings will afford them, or how much house he or she can afford.

If it’s a newlywed couple they might want to know how far their budget will go toward a house that’s big enough to raise a family, right?

Now we know what’s on their mind, let’s see how we can attract them at this stage.

What if I told them that they might qualify for a 3% down payment assistance program?

Pick any low percentage you could offer like 3.5% FHA, for example. Since their mind is on budget, think they might be interested in a low down payment?

It turns out, one of our top performing ads came from asking this exact question.

The ad reads: Attention first-time homebuyers: See if you qualify for a 3% down payment program. Pay less out-of-pocket expenses, lower monthly payments. Tap the photo below to take a Pre-Approval quiz and find out if you qualify for a 3% down payment program. It takes 60 seconds. (name, company and NMLS# below)

It converts really well for my LOs because anyone who takes their time to fill out the quiz is usually serious and pretty close to buying a house.

So like I said this ad is performing well. We’re running this ad for my LOs and they’ve been pretty busy from it.

Ok, moving on to stage 2…

How to attract buyers in stage two.

Stage 2. People scope out local listings.

Their motivation is they’re looking for the right house in a desired neighborhood. In this case, the obvious (and easy) thing to do is promote listings.

Create an ad with pictures or a video and send them to a page where they can opt-in for more info. When they enter their info, they become a lead.

Here’s another example from one of my ads:

#Prelisted – Be the first to see it before it hits the market

For location, price and pictures – go here [link]

– 3 Bedrooms/ 2 Bath

Stage 3. People are in research mode.

They’re looking up what their credit score needs to be, they look for home buyer tips, and they’re researching loan types.

Their motivation is to learn and absorb information.

To capture prospects in this stage, you’ll want to have a blog with plenty of posts. It has to be useful information that when people read your article, they walk away smarter.

And writing articles doesn’t have to be a chore either. Simply write about what you know. Explain the pros and cons of different loan types. Write about how you can still get a loan even if you don’t have the best credit. People tend to be self conscious about their credit score.

Have an offer at the end that prospects would want to sign up for. That way you collect their name and email for the automation.

I show you how to do that in a minute, but first…

How to attract buyers in stage four.

Stage 4 is already towards the end of the buying process.

They might have a house picked out. They’ve done some research. Now they want to get pre-approved. The best way I found to capture these prospects is through retargeting.

They’ve already come through your pipeline when you collected their name and email. All you have to do is follow up. Walk them through the stages step by step until they’re ready to take action and get pre approved.

How to attract buyers in stage five.

Stage 5. This is the best part.

If you’ve done the last stages correctly, this is where you get to reap the rewards.

Not only is this an app on route to be closed, but you get to pick which lucky realtor gets to be your partner.

That’s when you know you’ve made the Power Shift work for you.

Now if this sounds like a lot of steps, don’t worry. Because you set it up only once and then automate it.

Here’s how I do it…

How to arrive at work to a string of fresh leads already scheduled and ready to be closed

It’s actually simple.

Remember in stage three I told you to collect your prospects’ the name and email?

Truth be told, I collect prospects’ info in every stage. Here’s what I do…

First you need to have an irresistible offer.

For stage one, your offer can be something simple like a budget worksheet. Stage two, sign up for property pictures and pricing. Stage three, sign up to get a checklist. I offer a three-pager PDF, “The Ultimate House Hunter’s Checklist”.

Next, create a sequence of pre-written emails and text messages. Then create an automation sequence that sends the emails and text messages over the course of 30, 60 or even 90 days. I use a program called ActiveCampaign to do this easily.

Before long, you’ll get notifications of fresh leads ready to be closed, waiting for you at the office.

If you apply what you learned in this post, don’t be surprised if real estate agents call you up to schedule lunch meetings. I can predict this might happen because It happened to my LOs.

In tomorrow’s post you’ll learn why focusing on “getting leads” is a waste of time. Instead, have leads come to you as a byproduct of achieving something bigger.

You’ll also learn the secret reason why top producing LOs are always in demand… even if their fees are higher.

Check your inbox tomorrow morning and find out what it is.

Till next time…