How to Get More Real Estate Deals Tip 1: Legal Notices and Notice of Defaults

Legal Notices / Notice of Defaults

You can start to look for legal notices in small papers usually on weekdays. There are also legal newspapers in many communities that most of the general public is unaware of. Do a little research in your local community to find where you can find these free postings to prospect.

The County Records/Courthouse is another place to find these lists for free. Sometimes they can be a bit tricky to find so I'd recommend asking for help as soon as you get there.

The best place to go for the lists is the County Recorder’s Office or the County Clerk. Usually, there will be a computer or filing system that you can use to pull the most current recordings of default.

Purchasing NOD Lists: There are a lot of companies out there that can help you pull the list for you every day. These companies are great and they make your job a lot easier by pulling all the NODs for you as well as doing a reverse look up to find their numbers as well. Depending on the city of your choice you can find prices anywhere from $20-$140 per month.

If you decide to purchase these NOD lists it is important that they are selling you CURRENT filings. You do not want to be calling on NODs that are a month old. You also want to make sure that they include the Homeowner’s phone number. Some companies will sell you these lists without phone numbers. This is a big waste of time. Also, make sure they will send out new lists daily. You want to do your best to be the very first person to call the Homeowner. The early bird gets the worm. You will want this information as fast as possible every day.

For optimum results, combine your phone prospecting efforts with your mailing campaigns. Think about it... how powerful would it be to call or door knock a prospect AFTER they have already received a few of your marketing pieces. It will get you the deal every time and chances are no one else is doing it!

Make sure you track your NOD lists by date so that when you follow up on your mailings with a phone call or a door knock it is all organized in a manner to make your follow up easier. Write out your marketing plan for you list in advance and then follow it.

Remember...it can take up to 7 touches before you get the deal. Don’t stop short, keep calling, mailing and knocking your list.... The fortune is in the follow up!

Good luck, now go out there and get more deals.


To your success,

Oliver Graf
Real Estate Expert

How to work with Homeowners (for Agents Real Estate and Investors)

Currently over 25% of mortgages are over-leveraged,
meaning these properties are worth LESS than the amount
of the mortgage.

There is an estimated 7 MILLION foreclosures coming
down the pipe over the next few years, and right now
luxury homes are going into foreclosure twice as fast as
the medium-priced homes.

THIS IS A PERFECT STORM FOR YOUR
REAL ESTATE BUSINESS!!

Once you locate a potential short sale deal and you set
the appointment with the homeowner, there are three
major factors to understand...

1) Homeowners can be skeptical. Many of these homeowners
are in a short sale situation because of a loan officer that put
them into a bad loan, they were tricked into terms they did
not understand, or they got in over their heads.

2) They are most likely in some sort of hardship. It could be
anything from Job loss, to death of a spouse, medical issues.

3) They have a lot going on in their heads, particularly fear
of making a bad decision.

Learn to be there for them and come from a place of service.

Be real with them and educate them on what their options
are. When you put their interests first and show a strong
knowledge you will get the deal every time!


To your success,

Oliver Graf
Real Estate Expert

Big Industry News affecting Short Sales in California...

Big Industry News affecting Short Sales in California...

Senate Bill 931 was recently passed giving much relief
to sellers who are in a short sale position.

The bill expands existing anti-deficiency laws for first lien
holders regarding loans secured by properties of 1-4
units to short sales and took effect on January 1, 2011.

This is BIG for Sellers, Investors, and Agents!

In part, the new law provides that: "No judgment shall be
rendered for any deficiency under a note secured by a first
deed of trust or first mortgage for a dwelling of not more than
four units, in any case in which the trustor or mortgagor sells
the dwelling for less than the remaining amount of the indebtedness
due at the time of sale with the written consent of the holder
of the first deed of trust or first mortgage."

Simply put, California sellers who are granted a short sale
by a lender holding a first mortgage will now be exempt from
a deficiency judgment.

This is great news for any of your deals your currently working on
and great news for the business over the next year!

One of the most discouraging aspects for a homeowner facing
a short sale is the threat of deficiency they will experience for
selling their property short.

Fortunately, with Senate Bill 931 homeowners will no longer
be responsible for a deficiency on first mortgages in California.

Full text available here:
http://www.leginfo.ca.gov/pub/09-10/bill/sen/sb_0901-0950/sb_931_bill_20100930_chaptered.html

What impact do you think this will have on the market and sellers in general?

To your success,

Oliver Graf

Real Estate Expert

Follow me on Twitter: Twitter.com/OliverGraf360



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How to Get More Business Today With These Simple Easy-to-follow Lead Generation Tips - For Real Estate Investors, Agents, and Brokers

How to Get More Business Today With These Simple Easy-to-follow Lead Generation Tips

Many people make the mistake of thinking that prospecting is about making the sale or closing the deal. You will rarely “make the sale” on the first call… It's about getting the chance to make the sale. The ultimate purpose of a prospecting call is to set an appointment to make your “pitch”. You should be focused on simply setting an appointment before you hang up the call.

Find out as much as you possibly can about the individual you are prospecting in advance. This gives you the huge advantage of being able to talk about their needs when you call them.

Always use your script on your prospecting calls (If you don’t have a script, make one! If you need help, feel free to contact me). This should be non-negotiable. Without a script, it's too easy to leave something out or get off track. Remember, after you practice and internalize the scripts this will become second nature to you.

The 5 Critical Points of Prospecting:

1) Selling is asking questions. Questions will help you find out everything you need to go for the sell. This is called question-based selling. When you ask questions, you come off more sincere, and it gives you the ability to find out more about your prospect. Listen to what they are saying and then present all the ways your product or service will benefit them.

2) Prospecting is a numbers game. We have all heard that every no gets you closer to a yes. We have to understand that hearing NO is going to be a big part of our business. The more NO’s you hear in a day the better you did, just keep on going for the YES! If you want more sales… you need to talk to more people.

3) You should set a goal for yourself to keep you on track. An example of this would be: 10-12 contacts an hour for 2-4 hours every day. This alone will get you better results than you ever imagined.

4) You can never lose a deal from too much follow-up. Remember, most sales will happen after several contacts. Don’t leave money on the table with the lack of follow-up. Set a follow up schedule for yourself and try to automate as much of the process as possible.

5) An objection is simply a question in the mind of the prospect that needs to be answered. So script out the answers to your 5 most common objections. Then you will be equipped to handle them as soon as they come up. Since objections never change, simply figure out the answers.


The best place to start is on the PHONE. The sooner you develop and learn your script and objection handlers the sooner we will be able to jump on the phone and get business. If you are persistent every day in making your minimum # of calls you can’t help but to succeed. Do it consistently EVERY DAY and you will receive a flood of business!


What creative ideas are you using to land more prospects?




Sincerely,



Preston Mattix
Real Estate Expert


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How to STOP a Foreclosure Sale: Tips on getting a Foreclosure Sale Date (Notice of Trusee Sale) Postponed

How to STOP a Foreclosure Sale: Tips on getting a Foreclosure Sale Date (Notice of Trusee Sale) Postponed

If you are a Realtor, Investor, or Homeowner who has a property that has an upcoming foreclosure sale date soon, use the following....

Submit everything on the list below and more important is the actions taken after you submit it. Call and note the account multiple times until you get someone who is ready and willing to help you. Leave messages, send emails, and fax them, hit them on every front possible until you receive the postponement. DO NOT “wait for them to get back to you”, keep calling until you confirm

1) URGENT cover letter – Outlining the entire situation
2) Authorization form – All loans
3) Hardship Letter – Highlighted and Emphasizing “Permanent Nature”
4) Listing Agreement and Short Sale Addendum
5) NODPA – Notice of Default Purchase Agreement (Price Filled in)
6) COMPS – Underlined, Circled and Broken down with cover letter
7) HUD – Make sure all names, numbers, and payoffs are correct and settlement agent states “buyers choice”

Complete Every Step in this order… Get all rep names and numbers and save/note them. Start this process a minimum of 3-7 days before the projected sale date.

1. Send a FORMAL STOP SALE request with “Urgent” cover letter to every fax number and email that you have on the file. Resend Entire package above if necessary.

2. Call Negotiator and Supervisor to Note in the account that you are trying to postpone the sale. Also have rep review the account and make sure that all the required postponement items are showing up and ready for review. Stay on the phone with them until they confirm both.

3. Call Foreclosure AND Customer Service department to confirm that the request to post pone was made. If they say they cannot help you, keep calling back until you find someone that will help you.

4. Get the Trustee Sale Number and Trustee contact info one of three ways: 1) Check the NOTS letter, 2) Request Trustee Company Name and Contact Number from Customer Service, or 3) Get it off title.

5. Also, check if the Trustee Sale company is co-owned by the servicer / lender, if so any postponements can be made directly in house via email or phone by the negotiator (stay on the phone with them while they do it).

6. Call and confirm with Trustee Company that the request to postpone was received. If the request was never made, call lender back and escalate the postponement. Keep checking back until confirmed.

7. Go higher up with all parties if necessary. Repeat by phone until all parties confirm the postponement.

Obviously nothing is guaranteed, but using these techniques will help you get a Foreclosure date postponed.

Let us know about your success with these tips

To your success,

Oliver Graf
Real Estate Expert
Follow me on Twitter: Twitter.com/OliverGraf360



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Success Tips: How to Pre-qualify Prospects and Referring Partners so you get more Real Estate Business

How to Pre-qualify Prospects and Referring Partners so you get more Real Estate Business

For Real Estate Agents, Brokers, and Investors...

Generating new clients is a key to success in any business. So you want to make sure you are focusing on clients that are ready to move forward and not wasting time others. When you are talking a lead or potential prospect, ask yourself these questions as a way to qualify them. If they meet all five, you have yourself a solid prospect and you will be on your way to doing business with them. If someone doesn’t meet all FIVE requirements, they are probably not a good match and your time would be best spent speaking to other potential clients.

One thing to keep in mind, especially when speaking with prospects, is that some of them will be very well off and others have been through a very difficult time and are going to be defensive. Always be as pleasant as possible and don’t take things personally.

1) Cooperate: When speaking with them, are they amiable and willing to cooperate? Although they may be facing challenges because of today’s market or because of credit issues, that is fine, but if they get belligerent or angry with you, you do not have to work with them.

2) Plea for Help: Do they want to be helped? Find out their “hurt” and show them how your product or service is the “cure”

3) Realistic: Do they have realistic expectations? Does the prospect realize that the currentor may not be the same as it was few years ago? If financing is involved, do buyer prospects realize that loan programs are not the same today as they were 2 years ago. market may

4) Conversation: Are they willing to have a conversation with you? Do they even answer the phone or have they been avoiding you for weeks? Are they short with you and give clipped, one word answers or do they at least provide a little dialogue? Follow the rule of three, once you have left them 3 messages if they do not respond throw them away and move on.

5) Action: Do they want to move forward anytime within the next 0-14 days? Are they motivated and ready to move forward now?


Qualifying your prospective clients quickly and effectively is a skill that is sure to bring you massive success in any industry. Click Here to learn the secrets to prospecting, qualifying, and how powerful the use of scripts can be to make BIG money in sales






To your success,

Oliver Graf
Real Estate Expert
Follow me on Twitter: Twitter.com/OliverGraf360



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Top 7 FREE Real Estate iPhone Apps – Download them for Free!

You have to take a look at the following list of the top 7 free real estate-related iPhone apps to help take your real estate game to the next level.

Now more than ever homeowners, agents, and investors are doing more business remote, this list of apps will help you navigate the real estate market and take your super charge your real estate business. Try them out and let us know what you think?

1) Real Estate Resource Directory - This is a great app that provides real estate agents and investors resources like comparable sales data, easy to use calculators, property valuation functions, demographics for a particular area, and a nice list of contractors and real estate related professionals.

2) Realtor.com: With this app you can search homes that are for-sale in given areas, view property details, store searches and listings, find open house information, send listings to friends and family, and save ratings and notes.

3) Real Estate Hunter: Real Estate Hunter lets you store and maintain all of your search information of for-sale or for-rent listings by inputting the property information such as what type of property, prices, property address, square footage, property tax information and other fees. It also allows users to automatically calculate mortgage and monthly costs. You can compare asking and offer prices for various properties and add your own photos and contacts. Within the application, the user can rate each property; save additional information in custom fields; and e-mail a CSV file of your data to open in Excel and other programs. The free version lets you store information for up to three properties; you can add additional properties for a small fee.

4) Google Maps: This is one of my favorite apps because it is so easy to use and has a solid list of features. With Google Maps you can search Driving directions, Transit and walking directions, Biking directions, Latitude, Layers, Street View, Satellite view, Real Time Traffic Reporting, Location Business listings, and Business reviews.

5) Zillow Real Estate: With Zillow’s app you can find property valuations by address, filter properties by monthly payment, price, number of bed and baths, publish listings by email, Facebook or Twitter. You can receive updates when properties pop up that match your criteria.

6) Better Homes and Gardens Real Estate Home Selection Assistant: This one is a lot of fun, you can track and organize photos by location; see comparable home values, local school information, area demographics and amenities; store photo albums of favorite properties and different rooms; easily share photos on Facebook or through e-mail; and access the vault of read real estate-related articles directly through bhgrealestate.com.

7) AgentFirst Real Estate: This is a top notch tool while out in the field. With this app you can Search First American Title's property information database, find parcel/tract information and property sale data. You can directly order tax information, recorded documents, sales comparables and property profiles. To use this app you have to first have an active AgentFirst account.

Bonus Tip: Another great tip for Real Estate Agents and Investors who have an iPhone or iPod is TubeTilla. With Tubetilla it is easy to store and watch videos of properties you are working on your iPhone or iPod. Being able to store and play videos with your phone can be an incredibly powerful sales tool because anywhere you meet prospects, agents, and clients you can show them videos of all your properties without even having an internet connection. As they say a picture is worth a thousand word and a video is priceless! You can store and watch YouTube videos right on on your iPhone, iPod or Zune!

To your success,

Preston Matix

Real Estate Investor

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