What area of the Real Estate business should I focus upon? This is the question I hear most often from my students. This is understandable as they want to succeed in initial birth and growth of the business. It is a tremendous task learning all about Real Estate. I recommend not trying to learn it all right away, but concentrate on the areas you believe will generate revenue now! In time, you will pick up the details of all aspects of the Real Estate business. It is however, most important that you master those immediate revenue producing areas – you must become a Master Marketer, looking for those customer contacts the allow purchases of properties at 50 to 65 cents on the dollar.

The foundation you develop for your Real Estate business is a direct result of your knowledge of marketing. In order to increase your contacts, lead generation, and closings, a firm handle on the principles of marketing is essential. You must become a master Marketer! Mastering and applying the proven principles of successful marketers will generate the necessary leads for success in your business.

Real Estate Marketing Principal: Define Your Target Market Only about 5% of potential sellers are motivated and willing to sell their property at a significant discount. You must gear your market efforts towards those people who have sufficient reason for selling their property under market value. Death, divorce, bankruptcy, and foreclosure are but a few of the many reasons why someone would want to sell their property quickly. Public records are an important source in finding these motivated sellers. Reaching out to this market is your next step in your marketing efforts.

Real Estate Marketing Principal: Create a Compelling Message How do you compel the prospect of your narrowed down market to react favorably? Narrowing you target market to motivated potential sellers will be most effective. Distressed property owners are by nature procrastinators and thus unlikely to respond to a generic offer. You must strike an emotional chord within the prospect in your offer letter by creating an irresistible offer that is compelling. Only then will the prospect react favorably to your contact offer.

Real Estate Marketing Principal: Create Systems for Outsourcing and Deliver The average prospect will not respond to your marketing contacts until they have seen your message at least seven times. Successful marketers development systems to respond to this reluctance. Developing a system will prevent you from wasting time while you respond to quality leads.

If you ever have the pleasure of visiting my office you will see that we have a system for every one of our marketing campaigns. For example, we mail to homeowners in bankruptcy every Monday. Every week my marketing assistant grabs the new list off the internet. She then downloads the names into our database for tracking purposes before emailing the list off to an intern. The intern then uses the pre-designed letters and postcards on file to fulfill the mailing. The mailings are then organized and mailed out on Tuesday. The beauty of the system is that I have nothing to do with the process and all I have to do is pick through the deals when they come in.

It is your job as the business owner to understand the importance of using systems that can be outsourced to other people. Otherwise, you will forever be stuck in your business and will never free yourself from the drudgery of WORK.

Real Estate Marketing Principal: Test and Track When it comes to marketing and running a business the devil is in the details. A common problems real estate investors make is not testing and tracking their marketing. Marketers, being ultra-creative individuals, are sometime blind to the bottom line. You as the owner know the bottom line is the most important factor in business. Your goal as a marketer is to have a system to concisely test and track your marketing and understand the numbers. This eliminates waste and will keep you on track to a profitable real estate investment company.

I sit down every month and review my marketing expenditures. I look at how much was spent, how many leads came in, and which campaigns produced actual deals. I then make decisions for the next month shifting money from one marketing campaign to another so as to maximize the return on my investment. If you dont have a tool for testing and tracking your marketing then precious dollars will slip through the cracks. I created a tool to track my marketing and it is highly effective and has literally saved me thousands of dollars over the years. To find more wealth building articles like this one go to www.ThanandPaul.com.