If you would like to download a printable word document of this session click here.

Emailing Professionals

Updated 8/23/06

Here is the list of professionals that are most likely to have clients that have notes:

Accountants CPAs Attorneys – (Real Estate, Estate and Probate, Divorce, Bankruptcy) Mortgage Brokers Mortgage Loan Officers Appraisers Board of Realtors Bookkeepers Builders/Contractors Developers Escrow Officers

Mobile Home Sellers Nursing Homes Note and Mortgage Investors Property Management Co. Public Accountants Real Estate Agents & Brokers Tax Preparers Title Officers Financial Planners Loan Service Co. Mobile Home Parks Bail Bondsmen

Professionals are one of the best ways to build your business over time. This session approaches the idea of sending emails to professionals. We will talk about the options and “how to” of this approach. Everyone will have different comfort zones as to which professionals are best to work with. If you have a background in finances on the mortgage or real estate side you might prefer agents, brokers and Title companies. If you have worked around numbers or the accounting side of finances then you will be more apt to talk to the accountants. All of the professionals listed above can be good contacts.

This session will be in four steps:

1) What do we write in the email?

2) How do we catch their attention?

3) How do we find the addresses?

4) How do we send the emails?

Warning! I would not recommend using msn or aol email for this approach. They are very strict in their policies and don’t allow much marketing with email. Use a free yahoo account or your ureach.com account.

Step 1) What to write in the email: (some examples…develop one of your own that is similar)

The first thing that we need to talk about is what is going to be in the email. You need to write a brief letter stating what you are offering. I have listed here a few examples of what I have sent. The important part of this is to keep it brief and yet to tell what we offer. We do not want this email to be too lengthy. They won’t read it if there is too much information. We don’t want to tell them too much. Keep it simple. We want this to look like a mutual benefit for all of us including the professional and their client. We want a letter that simply states what is being offered and shows the benefits of working with us.

There are three main parts to this letter:

1. Who we are… ie. I am an investor

2. What benefit to their clients… ie. I buy seller carry back notes from those who would rather have cash.

3. Then our contact info… ie. Mike Wood

801-555-1234

877-555-1234

yourname@ureach.com

Later on you might put your website in. Don’t wait on anything. Start now and add more later but get started with your business right away.

I am an investor looking for private mortgage notes to purchase. I am looking to increase my portfolio of real estate paper assets, and hope you can assist me in locating some good deals.

If you have any clients who have carried back paper in the sale of their property, I would be interested in speaking with them regarding their note. I know many of these people would have chosen to have cash instead of the note to begin with, and we may be able to remedy that situation.

If you or your clients have any notes that you would like to liquidate, I would be happy to analyze the paper to see what kind of payout we could work out for you.

Please feel free to contact me toll-free at 877-xxx-xxxx if you have any questions or if you would like to talk about any of your clients who may need assistance.

Sincerely,

Mike Wood

Investor

Phone: 801-xxx-xxxx (cell #)

E-mail: magic-notes2004@yahoo.com

I am an investor looking for Real Estate notes to purchase. Do
you ever work with clients who carry financing from a sale? I
would be happy to give a free evaluation of the note for any
clients who Feel they might want to pull money out of a note. 
Will you let me know if you find anyone who needs to cash out?
Mike Wood
801-xxx-xxxx
yourmail@ureach.com
 
Do you ever work with clients who carry financing from a sale? 
I am looking for a few Real Estate notes to purchase. Will you
let me know if you find anyone who needs to cash out?
Mike Wood
801-xxx-xxxx
yourmail@ureach.com
 
(recently sent to Title companies)

Hi, I am an investor in the seller financing industry. I buy seller carry back notes from individuals who want to have a lump sum of cash for their note.

I am wondering if you can help me find such deals or if you have clients who would benefit from it. Do you ever see this kind of deal?

Mike Wood

801-000-0000

877-000-0000

yourname@ureach.com

Step 2) How to catch their attention:

The next thing that we want to look at is the subject of the email for catching their attention; How do we get them to open the email we send them?

When I started this I thought of what would get that email opened. I was working with a list of Real estate brokers and agents. I figured the subject should have something to do with Real estate and give them a reason to open my letter. Here are a few examples of what could be used for different professionals. Please remember that this is a new approach and the tests on this are just starting. It is hard to say what is best right now. We all need to learn together and share results.

Agent/Broker options:

1) Real estate deals needed

2) Do you have any deals for me?

3) I need Real Estate deals

4) I want to buy from you

5) Can we network?

6) I am looking to purchase

7)

8)

Attorneys:

1) I buy paper

2) About your client’s Real estate note

3) I buy real estate notes

4) I buy contracts

5)

6)

7)

8)

CPA’s Accountants:

1) I buy paper

2) About your client’s Real estate note

3) I buy real estate notes

4) I buy contracts

5)

6)

7)

8)

Title companies:

1)Seller Financing info please?

2)

3)

4)

5)

6)

7)

This gives a few ideas and of course you can expand from there. There are a lot of other professionals out there to work with and the idea here is to get them to open the email.

Step 3) How to find the addresses:

The next thing we need to look at is how to find the email addresses. I personally like the way I did it. A partner of mine brought me a list of names and emails that he got from a contact he works with. We started with this list of 340 names. That is a great way to get them if you ask me but one of the first things that came to my mind as I saw that this approach works and I wanted to start sharing it with my clients is that not everyone will have a list dropped in their lap. So we have to do a bit of brainstorming to find these addresses and names.

I first attempted to find a company who sells the lists and I did not find any who do. I have since found a few options for this and if you would like to buy a list there are some options included in some of the links at the bottom of this page. However, there are many options for you to find this information for free…

The best resource I think I have found is searching the internet through www.google.com. They are one of the best search engines out there today and I always get good results. I have tested a lot of different search options. The following is what I have found to work best:

Try this type of approach: The search string should consist of 4 – 5words. Each word is separated by a space. Put down the title of the professional you are seeking, the word email and your state. With some professionals you might want to add words to help narrow your search. For example; estate attorney email utah, or mortgage broker email california. I put it all in lower case when I put in the info and then put a space between each word. That will search for any sites that have the type of professional you are looking for as well as an email and only in your state until you have exhausted that area and then you can move to the next neighboring states.

The next step is to look for the sites that will offer multiple contact. I stay away from the online directories. I look sites that appear to be local companies perhaps firms or organizations with more than one contact. There are a few different options I saw while out looking for these guys on the net. One is you might find a list of people with their contact info and you will be able to copy the email address and paste it to a word document to store for later access. You will need to look carefully at the search results you come up with to find only the sites that give you the best results. You will often find yourself with hundreds of thousands of results. You will want to spend your time with the ones that bring you the most value. If you are in a site for more than 60 seconds and you have not found more than one email, back out and try another one. Once you find the email address somewhere on the page copy all of the contact info available on the page and paste it into a word doc.

I have also done searches for the organizations that these different professionals, for example, do a search for “Board of Realtors” (add your state). This will pull up every association or board in the area you add to the search. When you get the info for those boards and associations then send a first email to them stating that you are interested in real estate in their area can they provide you with the name of a good broker to talk to? They are not able to favor one broker over another so they will likely send you a list of everyone in their organization. This will give you quite a few email addresses to start sending the mail letter to.

Here is how you copy and save the emails:

When you find the email information it may be an email or it may be a list of several emails along with a lot of other contact information including phone and address and website and more. Don’t waste time copying just the email address of each individual you find. If there are 5 contacts on one page and you see their address as well as name and email and other details then highlight all of it and copy all of it and then paste all of that detail into a word document or excel document for later use. When you are ready to send the email out later then you will open that word document and copy only an email address from it to paste into the draft email you are sending out.

Let’s talk about statistics a little. I have very few. J This is a new approach to marketing for many of us and as such the notes are just being drawn up and all we can go with is basic marketing statistics. I would assume that it will very from one professional to another. It is going to be a numbers game obviously just like any marketing approach. You will probably be looking at about a 1%-3% response from this and out of that maybe a 5%-10% deal retention. The numbers are all guess work right now but the approach costs only time. This is a fantastic option for those of us who do not have the money for a large marketing campaign. It is also a good approach for those who cannot get out during business hours to talk directly to the professionals.

Step 4) How to send the emails:

For sending the emails out I recommend a different approach now than I have in the past. The mass mailing to several individuals in the BCC field may not give the best results cause the server receiving the mail for them may put it in their bulk mail folder. I think a better and more personal approach is going to be creating a draft email and save it and then send it out to one individual at a time. The steps for that are listed below;

Open your email account and start a new email.

Write in your subject line and then write in the body of the email. (the body is your letter)

Now you need to find the option to save as draft. This will be in a different location depending on what you use for email. If you cannot find the option to save as a draft then call your internet service provider to find out how to do it.

Once you have it saved as a draft email then it will be in your “draft” folder and you can access it anytime.

When ready to send some of these out open your email account and open the draft folder and then the email you have saved there.

Copy the email address of the individual you want to send to and paste it into the TO: field.

Press send to send out the email.

In order to help you find other resources out there for more newsletters to use with these professionals, try doing a search on www.google.com or www.mamma.com or www.goclick.com. Search for “cash flow newsletters” or for “note newsletters” or “inexpensive newsletters” or note business brochure, professional newsletters. These types of searches may help you find other resources out there to help you.

Here is some sample dialogue;

Mike - Closings in North Carolina are handled by attorneys instead of the title companies.  If you need to contact an attorney in a particular NC county, I would suggest contacting Sherrie or Tina in our Residential Referral Department.  They would be able to assist you in locating a local attorney.  They can be reached at 336-000-0000.

Hope that helps -
Shawn

-----Original Message-----
From: Mike Wood [mailto:yourname@ureach.com]
Sent: Thursday, September 23, 2004 3:48 PM
To: Harlan, Shawn
Subject: Re: RE: Seller Financing info please?

Do you ever have clients who close such deals through you?  Are you familiar with what I am talking about?  I will need a Title company to use if I have a client in the area needing to close such a deal.

---- On Thu, 23 Sep 2004, Harlan, Shawn (shawn.harlan@)
wrote:

Ø Mike - We don't track that information.
>
> -----Original Message-----
> From: Mike Wood [mailto:yourname@ureach.com]
> Sent: Thursday, September 23, 2004 3:38 PM
> To: shawn.harlan@
> Subject: Seller Financing info please?
>
> Hi, I am an investor in the seller financing industry.  I buy
seller carry
> back notes from individuals who want to have a lump sum of
cash for their
> note.  I am wondering if you can help me find such deals or if
you have
> clients who would benefit from it.  Do you ever see this kind
of deal?
>
> Mike Wood
> 801-111-1111
> 877-000-0000
> yourname@ureach.com

Or how about this: (from 10/12/04)

hmm interesting, I have clients that ended up in a seller carry of 80% six 
months ago. We are looking at 90% CLTV of original purchase price of $269K 
due to re-financing
 costs. You probably only go to 60%?
----- Original Message ----- 
From: "Mike Wood" <yourname@ureach.com>
To: <rosa@domain.com>
Sent: Tuesday, October 12, 2004 2:21 PM
Subject: I buy creative deals
 
 
>
> Hi,
> I am an investor looking to buy seller carry notes. I want
> to let you know I will look at any notes you or your clients
> have and would love to show you how to use seller financing to
> close tough deals. Let me know if you are interested.
>
> Sincerely,
> Mike Wood
> 801-000-0000
> 877-000-0000

Assignments for this session:

1) Create your own letter

2) Begin to find email addresses. Shoot for about 300 – 500

3) Start emailing the letters to professionals

4) Never give up. Stay consistent with your efforts and approach.