Forum

Ideas and feedback focusing around how to contact late homeowners. 

         After speaking with hundreds of realtors, investors, loan modification agents and CDPE. I have learned several important strategies worth sharing with you. Today I wanted to discuss a HUGE topic I always run into when speaking with clients of mine. How do I reach out to late homeowners and get them to respond? Starting with how to reach out.

         Acquire a marketing list is one of several ways to find your prospects. Many realtors use MLS listings, public notice of default (NOD) listings or notice of trustee (NOT). I have heard of title companies providing lists to realtors or investors for possible late homeowners. Title companies benefit from providing the leads so you use their services when it is needed. At the end of the day finding your prospects is a good place to start. Going further with how to reach out.

         There are 3 methods most commonly used, direct mail, telemarketing and door knocking. So far I have found that door knocking has the highest response rate. Direct mail works as well, however, the offer needs to be attractive and catch the homeowners attention. Telemarketing is usually unsuccessful and with good reason. Homeowners who are late on their mortgage are hard to cold call. I mean, put yourself in their shoes. If these homeowners are late on mortgage payments chances are they are late on other bills as well. Debt collectors could be calling them way before they receive a NOD from their lender. If that isn't the case you still have the uphill battle of calling someone who doesn't know you personally and getting them to talk about being late on payments. Sometimes a dishonest or embarrassed homeowner can be on the other end of the line. 

        Getting homeowners to respond is the key. Briefly covering this topic, with the right touch it is easy to get the homeowners to respond. Door knocking is working so well because of the personal approach. This method isn't for everyone and not for every community. If you are genuine about what you do and have a high level of integrity than door knocking works extremely well. This rolls over into direct mail as well. The offer needs to look personal and personalized. Making sure the homeowner will actually read the piece you send. Try and make the offer look like you purposely wanted to reached out to this particular homeowner. My most successful clients make it known that they are here for everyone in the neighborhood and happy to help share their expertise with anyone.

       I am totally open to hearing other ideas from anyone about what they have done to reach out to late homeowners in their community. Tell me about your successes or failures. Any bit of output is appreciated and welcomed. I personally would love to share more in detail about what my clients are telling me but I think this is a good enough place to start. What are your ideas and feedback?

Thank you for reading and sharing.

Ziggy (Aaron Santa Maria)

Senior Marketing Consultant

Cell: 760-716-0766

Toll Free: 877-500-3282 Ext 106

Fax: 877-695-0217

Email: ziggy@datalistleader.com

Website: http://www.datalistleader.com