3 Part Guide
to Fast Profits
In Real Estate
By Dean Graziosi
Part 1: Building Your Buyers List
In this section you’ll learn techniques for creating a list of
people who are ready, willing and able to snap up the deals
you find – almost as fast as you can find them.
Finding Buyers/Building Your Buyers List
Building your buyers list is essential to earn fast profits as an
investor. In this special guide I’ve compiled some information
and simple strategies to help you build your buyers list quickly.
At first you may think that buyers are hard to find. The truth is
they are all over the place. You just have to know how to get to
them and then keep in touch with them.
Your buyers list can be made up of many types of people:
• Other “buy and hold” investors.
• Rehabbers, fix and flip folks.
• Wholesalers who want to put a contract on your property to
flip it elsewhere.
• Lease Option/Credit Challenged folks who can't qualify for
a loan of their own but want to be home owners as opposed
to renters again.
• Retail Buyers who can obtain a mortgage or have cash and
usually buy the property for their own housing.
Buyers fit into more than just the category of end user or property owner.
One way to collect potential buyers by the dozens is to hold an
auction. This is not a stereotypical auction where you stand at a
podium taking bids and talking inhumanely fast with a southern
drawl either. (You can see detailed steps on how to do this in
chapter 11 of my book 'PROFIT FROM REAL ESTATE RIGHT NOW’ but
here’s a quick overview).
First you’ll need a property to auction off. You can either get
a property on contract (meaning you acquire the right to buy or
sell if for a specific time period) or offer to market a property
owned by a person who is selling on their own.
You are going to advertise for at least a week in advance so you
attract the largest amount of buyers, begin with bandit signs (see
section below). Place 20 to 100 of them around a 5 square mile
area of the property. Here are two samples:
Auction this Saturday Home Auction
Nice Hm 2b Sold at
Discount to Highest (DATE)
Bidder- Call for Info Highest Bidder
xxx-xxx-xxxx Info: xxx-xxx-xxx
You should get hundreds of calls because people love a deal!
If you use a voicemail service to route the calls, you can capture
the caller’s phone number.
You can even offer to email them details on the auction if they
leave their email address. The goal is to capture their contact
information. You see, not all of the people who call will show up
on the day of the auction but ALL of the people should go on your
potential buyers list.
Bandit Signs – You can hardly go for a drive without seeing one of
these signs along the side of the road. They read everything from
“Joe’s landscaping” to “We Buy Houses for Cash!” They are a
standard tool in the real estate investor’s tool box.
You can purchase them locally by calling sign shops and also find
some great info on how to use them here: http:/www.banditsigns.com
in the articles section.
In some areas bandit signs are “illegal” and cities will impose fines on
you. I have had students report to me that they have gotten around this
by not putting any information that can be traced directly back to them on
I do NOT advocate breaking the law in any way, so check with your local
city ordinances to keep yourself safe. Also, you can ask residents in the
neighborhood if they will let you put a sign in their yard ask "the little
corner store" if you can put a sign in their window.
An alternative is POST CARDS. They are inexpensive, stick out more than a
business card and can be put up on the info boards you see in stores or
leave some business cards. A lot of the little coffee/sandwich shops have
places for you to put stuff like that up too.
Here are ways to advertise for those buyers:
• CraigsList: http://www.craigslist.org/about/sites
• Back page: http://www.backpage.com/classifieds/index
• Google Base:
• Postlets: http://www.postlets.com/home.php
• Zillow: http://www.zillow.com/
• Pay Per Click Ads: http://www.bidvertiser.com/
• Local online Classifieds: http://www.stumblehere.com/,
• Your own website: If you haven’t set up your own website yet AND you own my
“profit from real estate right now book, you can set yours up here.
You can use Craigslist and some of the other online resources to
find investors or sellers that are not actively advertising, by
finding ads they would use.
• In the houses for rent section, many of the houses are
owned by investors.
• Contact them to ask if they are interested in
buying any more cash flow properties.
• Also ask them to see if they have any properties for sale.
Another idea is to contact handymen. They do work on many houses
and are aware of lots of situations with homes in an area.
Contacting them through their ad and informing them of what you do
and what you are looking for can lead to referrals from them and
provide you with an additional resource for repair help.
Put an ad on craigslist that says “investors needed for multiple
investment properties." Even if you have none at the time, as long
as you are confident you will soon. When people call, put their
name on your buyer's list.
You can also network with property management companies, handymen,
city code violation officers, gas/utility people who
turn services on/off and postal carriers.
Call ads in your local area that say “I pay cash for houses"
etc... And I asked them if they paid a finder's fee if you found
them an investment property. If yes, then get their e-mail address
and add them to your buyer's list.
One student posted that they go to Craigslist to the commercial buildings for lease or sale. They
email the person who did the listing and say something like this:
“I was browsing through the ads and saw yours and wanted to say hello and ask you if by any
chance you may be an investor?
The reason is because I am all the time finding great wholesale deals on single family
residences and occasionally commercial property's. I am building my buyers list so I can
wholesale these deals to my buyers.
I would like to add you to my list of VIP buyers. IF you are interested could you send me the
details of what you are interested in purchasing? If I don't have it, I will do my best to find it
How to Tell Whose Selling and Whose Buying:
For rent ads can be ads placed by sellers who could not sell their
property so they have decided to rent the property to keep up with
the mortgage. This is not always the case, but if you
don’t call to find out you could be passing up a good wholesale
Search online classifieds and your local paper for properties
for rent. Call the number and ask if the property is also for
sale. If the property is for sale chances are you are dealing
with a very motivated seller.
If the property is not for sale, ask if the property is
If the property has been recently renovated and it’s vacant
chances are you are dealing with an investor. Get their
information and put them on your buyers list. A good indication
that a property for rent is owned by an investor is if the add
states it has been recently renovated. Other investors purchase
properties (usually rehabs) renovate them and then rent them to
hold them for a future flip.
So next time you're browsing through the for rent adds, stop and
make the call. It could prove to be a diamond in the ruff!
Where Else Can You Find GREAT Buyers?
Try going to your local courthouse auction and see who is buying.
Chances are they have a load of bank and private finds behind
them. Keep in mind I said “buying.” The newbie Investor that has
their eye on a first foreclosure is not your buyer.
Another way to find buyers....go to your local Tax Assessors web
site and they will usually have a property lookup area.
This is the area you can look at all the houses in your town and
how much they appraise for, who owns them, how many BR and BA, Sq.
Ft, picture or drawing of the house, acreage etc.
If you notice a person or an LLC., that owns lots of properties,
make contact with them and see if they are interested in investing
in more. Tell them you would like to add them to your VIP list for
all the great deals you find on single family residences. Let them
know you are a wholesaler and will work hard to find exactly what
they are looking for.
You may end up having to actually snail mail them a letter if you
cannot find them in the phone book or by using one of the online
phone number lookup websites like www.anywho.com.
Another strategy is to go to a local chapter of "National
Association of Remodeling Contractors" and call a couple dozen
names on the membership roster and say the following:
I'm a real estate investor who buys, renovates, and sells single family houses. My lot in life is
searching out properties that are candidates for renovation. I often find more properties than
I can handle.
Direct Mail / Flyers to Upper End Apartments
These folks are usually close to buying their own home. They might
have moved to a new location temporarily and have now accepted
that they are going to be living in this new location and would
like to start earning equity every year rather than dumping it
into rent. People like to rent before deciding on a property to
More Offline Resources
• Newspaper Ads
• Real Estate Investors Associations
You can run an ad in the paper or on flyers that reads
Handy, investor special
Great deal for rehabbers!
Thousands below market--Won't last!
When investors begin calling, get their information. Take their
name, number, fax, and email, and put that information in a
database. Then the next time you find another deal, you'll have a
list of buyers. Run your ads for sixty to ninety days. Even if you
sell your property the next day, keep the ads running.
Tell the investors that the property sold; however you are working
on another, and ask if you can you call them once the deal is
finalized. They will always say, "yes." Soon you will have a
buyers list with dozens, even hundreds of names.
Effective Places To Put Ads That Others Overlook:
• Storage Places
• Hardware Stores
• Wedding Shops
• Grocery Stores
• Post Offices
• Sponsoring Local Events (schools/communities – providing
supplies with your branding/message included or on the supply
• Lighters/Match Books (provide them to establishments that have
The next time you're out eating, leave a few biz cards around the
condiments on the table, or in the menu, when you pay the cashier
give her one. Next time you're at the library leave some in the
real estate books, when you pay a bill by mail stick one in there.
If you're on a shoestring budget and $20 is a stretch,
vistaprint.com has 250 FREE cards, just pay $5.99 for shipping,
that'll at least get you started and in the habit of giving them
away. That's how I started! Eye-wink
What to Get
What type of information should you collect from a potential
• Email address
• Company Name
• First and Last Name
• Company Address
• Preferred Phone
• Fax Number
• Type of property they are interested in: Single Family,
For Investor Buyers
• Approximately how much capital are they working with?
• Are they interested in loaning money on mortgages?
• What level of Rehab are they comfortable with?
• How many transactions have they completed in their career?
Remember...you only need 6-10 real buyers to have HUGE success as
a Real Estate Investor. – END Part One