You assume they believe you. This is the day of the internet, make sure you don’t say anything contrary to other note brokers found in a search. I recently read a broker who went beyond the call of duty and totally disclaimed even being a broker! He claimed to be an “industry finder” (or something like that) contracted by hundreds of investors and that brokers are mere middlemen. Wow, you find notes and find a buyer to make money; this makes everyone else a broker, but you’re not? Right.
People know you don’t do this for free, so be honest. The more you try to cover, the more they don’t trust you. Besides, all they want to know is whether you’re gonna snag points or commission on their final check or not. How great is it that we get to tell them NO?!
You assume they haven’t shopped around. Or maybe you do. But in any case, your seller has spoken to or plans to speak with other brokers. They want to make sure they get the best price. What your focus should be on is selling your service and yourself. Make a good impression, and the shoppers will come to you.
You assume they can’t add. If you are trying to make every deal a “windfall” check, think again. People know when a discount feels more like a ripoff. Better yet, think of another business. Investors I know won’t work with you if you deal unscrupulously with clients. Period.
You assume they’re ignorant. Well maybe they are, but don’t assume they want to be. The new age of marketing is information. With so many choices in just about everything, people want to know they made the best choice for themselves. The more you educate your clients the better they feel about working with you. And this applies not just to note clients, but the pros as well. If note holders be your bread and butter, your professional references be the farm. Teach a lot.
You assume because they haven’t called you, they don’t want to sell. Quite the contrary. Being a consumer myself, when I see an opportunity I backtrack to see if its legit. If it is, then I make sure Im prepared for what happens when I finally dial the phone. The time from mail to dial-tone is hurried if I keep seeing consistent marketing. Coulnd’t one of your clients be the same way?
You assume they don’t know they’re a number. I know when I’ve recieve a cookie-cutter letter, postcard, email, etc. It just sounds rehearsed. Bland. Impersonal. And if you are doing direct mail sometimes it has to be. But if you want my business, treat me like I’m important. I don’t want your letter, I want your time.
