Eight Tips For Building A Successful Cash Flow Business by Ronald137Mosier


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									Eight Tips For Building A Successful Cash Flow Business
The note business is actually an amazing market.
As together with any business, there is a studying curve involved with consistently making the largest
profits possible using the smallest amount of effort. Thus , to ensure that you close one of the most
deals possible, follow these eight simple guidelines:
Tip #1: Build relationships, certainly not one-time deals.
Regardless associated with whether you are a full-time take note broker or just working with
information part-time, conduct business to ensure that every transaction ends with a positive note.
While it is true that we now have billions of dollars in earnings notes in North America, the particular
network of finders, agents and investors who be employed in the secondary finance market is fairly
well-connected and tight-knit.
If you plan on being in the business for longer than a several months , you want to build a reputation
being a knowledgeable, efficient and ethical businessperson. The odds of you doing repeat business
with a past contact are good if you leave a good impression in the minds of the note holder, co-finder,
or investor - get the job done deal falls through and does not close up.
Word that you take care of enterprise and treat people when you would want to be treated will spread
fast. The only information that will travel faster may be the grumbling of dissatisfied buyers. The
impression that will show throughout the note community in regards to you is ultimately up to you.
The heart of the note clients are not really numbers and money involved. It's people working with
others to find a workable solution to a problem. The human and personable service you provide is a
significant part of what will make others in the note business don't forget your name, keep your
business card , and call you FIRST when they need help with liquidating a note.
Tip #2: Follow through to optimize your note deals.
Don't make the mistake of let's assume that "following up" or phoning people back after you didn't
heard from them in a week or so will likely be construed as being too eager or annoying. Most take
note deals are not closed for the first attempt. And the vast majority of them do not get sold to the first
offer, or even the top bidder.
The importance of subsequent up has been clearly created by the National Sales professional
Association (NSEA), a industry organization for professional sellers. Their remarkable statistics
illustrate that vast majority of discounts are closed from the fifth through the 12th contact! right here is
the data compiled from investigation by the NSEA:
2% associated with sales are made on the first contact
3% of income are made on the 2nd contact
5% of sales are produced on the 3rd contact
10% of sales are made for the 4th contact
80% associated with sales are made on the fifth -12th contact
Even more compelling - 95% of your opposition will drop a prospect after the third try. REalize that
the figures above demonstrate that putting out 25% more effort than your competition (by looking into
making the fourth contact) will normally improve your sales by 100%!
Also, specific to the take note business - you may often hear from a prospect, "Sorry, the note is
already sold."
Keep in mind that different people have different interpretations of the phrase "sold." Unless the take
note holder and finder(utes ) have actually received the money they owe and all the paperwork is
actually signed and filed, the deal is still in limbo.
So if you're told "sorry, the note's already sold" it is best to respond -
"Well, best wishes ! I'm sure you're glad the sales process is over knowning that you're happy to have
received the check. Do you mind me asking how much you got, so i can get a feel for the monatary
amount of a note like the one you have in the future?"
If they end up telling you they haven't really gotten the check yet , BINGO! The note just isn't sold yet.
Now determine whether the seller has signed dedication letter with an investor yet to sell their note.
Should you be told they haven't perhaps done that yet, then you're still able to make an offer.
Always take another 30 seconds in order to inquire a little deeper and be sure the deal is really gone.
Don't give up the second you hear "the note is sold."
Even a seller who has verbally guaranteed an investor that they are going with their own offer can
change their head and go with a different buyer if they haven't signed dedication LETTER yet. So
usually ask if they've done this. Or even , tell them that you might be able to provide them an offer
that gives all of them $500-1000 more - if they'd like to give you a day or so to operate up a
competitive provide. Wouldn't you be willing to wait a day for that much more funds ?
Even if you're told they have signed a commitment letter, you are able to mark your calendar in order
to call this contact again in about 3-4 weeks. Simply inquire again if they have a note for sale, as if
you've never discussed to them before. If the take note deal hasn't closed at that same moment ,
most likely there's been a problem with the last deal, and the note case will be open to getting brand
new offers to buy again.
Tip #3: Don't neglect the local market.
Even if you live in a rural area, you can typically acquire more than enough referral business is likely
to backyard. In a well-developed household community or urban environment , your "hometown"
market may not need to be any bigger than the county you live in. In additional rural areas, you may
need to convey a few surrounding counties for a target. But, just a few radio stations or publications
generally cover a sparsely populated region , so the amount of advertising you'll find necessary
should not be excessive.
Generally speaking, people tend to answer better to local businesspersons. Don't forget what was
stated in tip #1 - you're making relationships with people, not just doing business. Local dialect and
also common knowledge of local places or customs can go quite a distance to warming up your
consumer and helping them to decline their guard and start the treatment of you like a person, not an
foe. Take advantage of that intrinsic gain by conducting effective advertising locally first.
You could find that doing local advertising can be less expensive and in the long run increase your
Return On Investment as well (look at Tip #8 below). The biggest thing is to always make a concerted
effort to contact as many of your respective hometown targets as soon as possible.
Tip #4: Call, don't e-mail.
Email has become an incredible device for efficient and low-cost communication. Effective
communication is often a key aspect of any enterprise , but especially the note enterprise.
Because of the ability to develop deals long distance, you'll generally work on deals with people
you've never met in person or witnessed face to face. After all, as long as you could send faxes, mail
documents , type emails, or speak on the phone, you can close up note deals with people distant !
As a note finder, you're not a salesperson. You're merely looking for people that already desire what
you offer - the opportunity to trade money later for cash now. If the note case doesn't want to sell, you
shouldn't spend a lot of time trying to convince all of them otherwise.
Still, you need to "sell " yourself - your abilities , your knowledge about notes, the truth of your market
assessment, and also certainly your honesty as well as your character. Because of the fact that the
other party may never really see you in person, it is much more important that you develop a
connection where both of you are comfortable using the other.
Always strive to set up a real "connection" with the other party, despite the distance. Whenever given
a choice, make an effort to connect to prospective note sellers, locators , or other contacts by phone
rather than e-mail. This is especially true should it be your first time "meeting."
Calling your contacts on the phone generally gives you much better final results than e-mail, for four
1. You'll be able to develop a sense of trust and also rapport between yourself as well as the contact
much more effectively for the phone.
2. Any important questions asked via e-mail are more likely to go unanswered, glossed over or even
ignored totally.
3. You can more effectively talk a sense of excitement, urgency, positivity, or anything else you want
to present through your voice inflections, volume, and tone.
4. On the phone, you will have superior control of the situation, especially if you're trying to get more
information, or discuss a note deal.
When you need to close a deal, issues associated with control during communication are generally
even more important.
Making a proposal to buy a note via e-mail is not recommended. If you've been dealing with a client
that prefers e-mail communication, you can certainly e-mail them and tell them you own an offer
ready for them, nevertheless , you need to talk to them for a few minutes to go over the details. When
the note holder truly desires to sell, is should not be a lot of to ask for them to talk to anyone for a
while, regarding the LARGE AMOUNT OF funds you are ready to offer all of them.
On the phone, after you help make an offer, you might hear "nicely , that offer is not high enough" or
"I'll think about it and get back to you ," or maybe even dead silence.
In all of these situations, you have recourse. You can ask:
"what is the price you're seeking that could convince you to sign dedication letter with me to sell the
note immediately?"
or -
"OK, but I can merely honor this offer approximately 24 hours. Can I ask what exactly is keeping you
from making your decision these days ?"
E-mail doesn't give you the ability to immediately respond to the seller's statements or thoughts.
Actually , it puts you at a disadvantage, because waiting for an answer to your e-mail puts you on the
seller's schedule when you wait for a reply.
On the device , you have the opportunity to STAY IN control and maximize your odds of shutting the
Tip #5: most probably to any type of cash flow that you might profit from.
The cash flow market is a lot bigger than simply information secured by conventional one Family
Residence (SFR) and residential homes. While the household seller-financed note market is currently
estimated to be an around $91 billion industry - with nearly $3 billion dollars of new notes created
every year - there are even more chances for unbelievable profits pertaining to note finders and
investors out there.
By allowing yourself to take a crack at information on manufactured housing, business and multi-unit
rental qualities , and manufactured homes in parks and on private tons , you will literally expand the
potential for profits two or three-fold.
There are approximately $105 billion in business information - cash flows guaranteed by a company
or corporate entity - as well as another $70 billion in manufactured housing marketplace ! And these
industries will continue to grow - about $25 billion dollars in new business notes be given play each
year. In fact, approximately 90% of all business income are financed by a "carry back" note by the
It is estimated that will 43,000 or more cell home notes come into the secondary cash flow market
each and every year. Roughly 900,000 utilized mobile homes are being re-sold every year in a
market together with limited financing. A safe presumption is that nearly half of those people re-sales
can be attributed to utilized mobile homes in areas.
By using an Internet search engine, it is simple to make contact with mobile home merchants and
park community administrators who could clue anyone in to a huge market associated with residential
notes that you have in the past been ignoring.
Don't fail to consider vacant land or development property as well - contractors, land developers,
attorneys , and realtors can most tip you off to the presence of notes on land parcels - and the note
holders who are looking to get rid of all of them.
You can also look into funds flows that are not secured by real estate - the possibilities are generally
nearly limitless. A few cases are structured settlements, the courtroom judgments, military pensions,
significant vehicle notes on automotive fleets, RVs, trucks, vehicles , planes, and boats, sweepstakes
payouts, large casino payout , trust funds, and pensions.
Payment contracts on high-priced purchases, such as water filter equipment or commercial rents on
computer hardware and equipment for your office , can be a lucrative, specialized niche for any
qualified note locater or investor.
Just concerning any situation where somebody or company is receiving scheduled payments for a
promise created or services/products rendered can be a source of profitable note discounts. Use your
imagination, think outside of the restrictions of just "regular information ," and you'll soon find a
specialized niche you can "own" in your area and even nationally.
By passing way up notes in the "other" category , you're literally leaving cash on the table. Don't will
lose out on the opportunity to expand your take note operations beyond purely SFR and residential
real estate.
Tip # 6: Always make sure anyone cover the three "Money inquiries " thoroughly.
The most important reaction you can have when gathering information on a note is to determine if you
have a inspired seller or not.
A typical pitfall that inexperienced locators fall into is wasting period chasing deals that they are
unable to close. In order to get a note offered , the holder must have a legitimate reason to sell in the
first place, as well as the price expectations they have should be somewhat in line with market value.
These three simple questions will give lead you towards the answers you need :
1) Why are you selling this kind of note now?
2) exactly what your expectations?
3) the amount do you need?
Stemming from 3), you can contribute these two questions:
3a. Have you received other offers?
3b. Is there a "magic amount " that will get this deal closed ? In other words, what is the dollar figure
that you won't say "no" to?
Don't be afraid to ask these inquiries. While it's certainly the seller's right not to respond , it casts a
darkness of doubt over their own status as a serious retailer if they aren't willing to talk about these
very relevant topics. If the seller gives you obscure answers or refuses to address your questions,
you probably have an uninspired or unrealistic seller.
Don't forget that your time is actually valuable too. Even if you have plenty of time for all the notes
you're investigating, the answers to the three "funds Questions" will help you determine which take
note deal is the priority in your case (i.e., the one that you feel has the best odds for achievement ).
Lots of professional negotiators use variations of these about three questions to feel out the sale.
Mortgage brokers, loan authorities and most successful salesmen in lots of fields use a variation of
the technique.
If your take note holder tells you that nobody who is calling them about their own note is asking these
questions, this would be a good time in order to politely suggest that perhaps no person else they've
talked in order to is really serious about buying their own note. After all, what kind of purchaser
wouldn't want to know what the cost is on an item for sale ? Even if the price can be discussed , a
starting point is not a lot of to ask.
If you persistently ask these three crucial questions and explore the responses, your number of
rewarding note closings will increase, as well as the amount of time spent on unsuccessful questions
will decrease.
Tip # 7: Be flexible and also open-minded to cash in together with "creative" deal-smithing.
The most typical way to buy or sell a note is to make a discounted offer these days for forthcoming
future obligations. This is the driving force behind promoting for most note holders - the desire to have
a large amount of liquid funds immediately, rather than being forced to wait for small payments
worked out over the long term.
Still, creative take note finders and buyers are able to close more deals making more money by trying
to find an innovative solution when the risk aspects make the price that the retailer needs impossible.
If you're taking the time to learn how to create and become comfortable with partial buying , split
funding solutions, invert partials, and future alternative agreements, you will have very special tools in
your "bag associated with tricks."
Learning how to utilize these more uncommon earnings techniques can be the difference between
saying "Sorry, I can't meet the cost you need - good luck" and also being able say this for a note
"i understand that you need this much in order sell your payments today. Unfortunately, i can't match
the figure you have specified. But, I have one more solution that I think you'll find very attractive..."
Tip # 8: Three words: advertising , marketing, and marketing.
You've probably heard that "advertising " is the key to successful enterprise :
"If you're not advertising , you're not in business."
Or, perhaps more harshly...
"if you're not marketing your business, you may soon be out of business!"
Even so, most people do not completely appreciate the critical function that marketing plays in
different business, but especially the take note industry. Even the most knowledgeable and
successful professionals could neglect to keep up on the essentials ! You should always have a few
enterprise cards on hand - perhaps on weekends, or in casual social settings. Keep them inside your
wallet, and check to make sure you have some every time anyone check on your cash level. Take
time to practice or refine the "elevator speech" - something that you say in less than 30 seconds
experts your business and what you perform.
You can indirectly marketplace your business by forwarding an online business , special interest or
media article that has relevance for a company to people in your e-mail contact or past buyers list.
Just write a quick "I thought of you when I found this article" message to come with it. Have your
business title and contact information within the email of course.
When has been the last time you updated or revamped your website? several businesses make the
mistake associated with hastily throwing up a website, after which doing nothing to keep it current or
improve it. A good outdated or unprofessional-looking website will scare away more customers than
you envision.
Your website's attractiveness, design and ease of operation are generally critical. Internet customers
can be impatient. If they can't work out how to get what they want out of your website in the first ten
seconds , the odds are good that they will go forward , seeking what they could have acquired from
you from another vendor.
Also, make sure that your telephone number , email address, physical or sending address, and your
hours of operation take presctiption your site. Put this crucial information where it's easy to location.
Optimizing your website's content material for search engine optimization can have a enormous
impact on your overall visibility for the World Wide Web. Do the research to find out tips on how to do
it yourself, or pay you to definitely do it for you. Either way, it will be well worth the time or investment
Finally, don't forget about unconventionally marketing techniques. There's more you can do than
print, one on one mail, web, and phone directory advertising. Today, you are able to put your
business name and also contact information almost anyplace - on the back of your cab, on the side of
a tour bus , on a bus station table , in a restaurant bathroom. These could be a low-cost way to
accomplish new customers.
Don't neglect to feel outside the box. Contemplate who your customers are, where they are , and
what you could easily do to make a meaningful and unforgettable impact.
Sponsor a local youngsters athletic league if you want to get to the lucrative market composed of
parents or baby boomers. Volunteer the note services or a no cost cash flow evaluation for a fund
raising evening raffle. Send out inexpensive "thank you " gift baskets to advise your top repeat buyers
that you appreciate their patronage.
Building a successful note enterprise doesn't take advanced schooling , a mind for mathematics , or
natural sales capability. Working with cash flows can be an opportunity for lucrative profits available
to anyone willing to learn the essentials , work diligently and seriously , and continually promote their
own business.
Those who integrate all of these practical business rules into their everyday note enterprise are sure
to come up head and shoulders above the remaining.

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