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Getting through to distressed homeowners can be tricky. Many of these homeowners have their heads in the sand. How does an agent galvanize them into action?

From our experience, the answer lies in presenting yourself not as an opportunistic REALTOR that stands to profit from listing a home, but as a compassionate real estate professional that provides solutions to problems with real estate loans, including (but not limited to) selling the property. In fact, many of our successful clients "lead in" with a loan modification. Once the loan mod is disapproved, the conversation can be shifted to other options such as a short sale.The quintessential point is position yourself as a problem solver, not a real estate agent.  

When getting your message out to troubled homeowners, postcards have been a popular vehicle because they are cheaper to print, cheaper to mail, and there is no barriers to entry. Yet a postcard will not close the homeowner - this small canvas is best used to send the recipient to a landing page to download a report or access some other snippet of information. > Read our blog on the best practices when sending postcards to distressed homeowners 

Handwritten letters smash through the clutter because it looks like a wedding invitation or birthday card and in our view, will beat a postcard any day of the week. We take this subject on in this post. 

Although it takes a special kind of person, door knocking has been an effective way to communicate with homeowners. The key is in the soft sell approach and using the verbiage, "I'm not sure if this applies to you but I'm sure you know someone" and then providing a free resource. We've put together a sample door knocking script with verbiage that has worked extremely well for other agents. Get the script here. 

I've only scratched the surface here. We'd be happy to bounce some other ideas around and share some hard-won advice and insights we've gotten from other agents. You can call me at 866-490-3459 or for a more comprehensive discussion on marketing to distressed homeowners, you can download our complimentary eBook. Get your PDF here.