Discover How To Automatically Become The Investor's Real Estate Agent/Broker In Your Market

If you've been wondering how to work with more real estate investor clients to take your business as a real estate agent or broker to the next level, then you've found the right place. I will show you how I have systematically dominated the real estate investor niche as a real estate broker and how you can ride my coat tails all the way to the bank.

How I Dominate My Market As The Real Estate Investor's Real Estate Broker Associate... And How You Can Too!

I am going to show you exactly what I do to dominate my market as the real estate investor broker and how you can tap into my existing systems in your market as well.

First, I am a real estate investor.

I started investing in real estate after studying Computer Engineering at Tulane University and leaving school early to start a technology business during the Internet Boom of the late 1990s. When I started to invest in real estate with the money my internet business was throwing off I had a huge advantage over most new investors since my parents had been investing in real estate since the 1970s and I had grown up around it. While I am first and foremost a real estate investor, I also happened to get my real estate license here in Fort Collins, Colorado in late 2007.

My unique background, experiences and resources have allowed me to dominate my local market as a real estate broker associate that caters to real estate investors and I will show you exactly what I do so that you can do it in your market as well.

For years, I've been investing in real estate and teaching what I do at a local real estate investor group that I founded a few years ago. By recording the seminars I have given over the years and creating additional real estate courses, I've compiled a collection of close to 200 real estate courses that I have personally authored or had produced for me and my investors.

The knowledge I gained from investing in single family homes and the computer programming knowledge I had from my Internet business allowed me to form the Learn To Be Rich™ real estate investment game as well.

The 200 real estate courses that I sell, the Learn To Be Rich™ game, my unique web-based tool for analyzing real estate deals and the dozens of real estate investor blogs that I run have allowed me to amass a large list of active investors in over 270 US real estate markets... and I am just getting started.

You can do it too: start with a list

I am not telling you this to brag; I am telling you this because you can do it too and it is not terribly difficult... it just takes some time and hard work.

The first thing you need to start doing is thinking about building a list of real estate investor buyers.

Why real estate investor buyers?

Few lists are more valuable, in my opinion, than a list of real estate investor buyers. Why?

Unlike traditional home buyers that buy a house every 3 to 8 years (depending on whose statistics you believe), many real estate investor buyers are purchasing multiple houses each year. They buy in good and bad markets. And, they don't complain about the color of the carpet.

Some real estate investor buyers MUST buy a house every few months because their full time job is to buy houses, fix them up and resell them. Having clients that MUST buy from you several times a year is a good place to be as a real estate agent/broker who earns their paycheck only when people buy and sell real estate with them.

100 traditional home buyers: an example...

Let's use an example so you can see the difference between traditional home buyers and investors. For this example, let's assume that our traditional home buyer is moving every 5 years. Let's also assume that you can get half of your list to use you... which is no small feat, but that's a topic for another day.

If you had 100 traditional home buyers on your list, each one moving every 5 years, then about one-fifth of them would be buying and/or selling a house each year. That means that 20 would be moving each year.

By staying in touch with them every week (approximately 50 "touches" or "contacts" per year), we assumed you could get about half or 10 of those to use your services as a real estate agent/broker. That's 10 transactions per year (assuming only a buy side for each one)... not bad for a lot of follow up.

What about 100 investors?

Well, what about 100 investors on a mailing list? Well, unlike traditional home buyers that move every 5 years, some investors are buying several houses each year. I personally know investors buying 10 or more per year and I've bought as many as 6 houses in 6 weeks myself as an investor. Let's use 1 per year to be conservative.

Of course, even if you had 100 investors on your list, you could not expect that all of them would use you as their real estate agent. In our last example we said that half of the traditional home buyers would use you, so let's use that same number to keep the comparison as similar as possible.

If you sent out the "deal of the week" to your investors each week and half of them used you, that would be 50 transactions per year (again assuming only a buy side for each one)...

The conclusion? Investors are 5 times better than traditional buyers.

So, there is HUGE value in building a list of investor buyers...

Since there is enormous value in building a list of investor buyers and catering to them, why don't you do it? Don't know how? I'll show you how... right now.

First, build a resource rich website...

Flashy websites are nice... especially for traditional home buyers, but did you know that most investors are engineers or have quantitative personalities? Did you know that they tend not to care how pretty your website is? They just want great info and analysis from you. They ask questions like "what are the numbers?" and make statements like "tell me about the deal."

So, give investors what they want...

First, you need to build a website that is filled with great information for investors on how to analyze deals, how to find motivated sellers, how to maximize profits when renting, how to make managing rentals easier, how to sell for top dollar, how to get easier and better financing, how to structure assets to protect their wealth and so on.

You need to have actual deals on your site... I am not talking about full access to the MLS... they can get that at Google, Yahoo, MSN, Trulia, Realtor.com, Zillow and dozens of other real estate aggregator and real estate agent/broker sites in your market.

You need to give them a reason to come to you versus every other real estate site that indiscriminately provides access to all the properties for sale. You need to show them deals only and give them detailed analyses of those deals.

What will it cost to make this type of website? Not much... mostly time...

To make a website like this is pretty inexpensive really. You don't need to pay thousands of dollars to have a graphic designer come in and build something flashy: a simple blog format will do.

In fact, most $20 per month hosting accounts come with a very nice blogging software package. Heck, there are even free services for starting a blog like Blogger and WordPress if you don't mind some limitations.

It's easy to build the site with a very basic template, but what takes time is writing the content.

Writing content: what it costs...

If you can write great real estate investor content--and a lot of it--then that's awesome! Do it.

Most real estate agents are too busy or don't have the desire to spend an hour each day writing a new article to keep fresh, educational content on their websites.

If you pay any attention to web-marketing advice for real estate agents, the big thing is, and will continue to be, blogging and specifically producing quality content for your blog. If you like to write and have the time, it's a great idea to write your own content.

For me, I enjoy writing (as you can probably tell from the length of the information I am sharing here) and I love to teach what I have learned and continue to learn from actively investing in real estate myself and from networking with other investors.

However, even I have my limitations. Fortunately, I have Tammy - an English and History double major who graduated from Colorado State University with a 4.0 average - to help with the writing. While I can ramble; she can really write.

But, for those of you that aren't willing to hire someone of Tammy's caliber, what would it cost to have one new article written for your website or blog each day? Let's assume you could find an undergraduate at your local University who had some real estate knowledge and could write, that was willing to work for $10 per hour.

If they could write the article in about an hour, that's 5 hours per week or about $50 per week. Not bad when you look at the return you will get from having a content rich blog that search engines love and that will keep your investor list happy. They will return to your site week after week to see both the "deal of the week" and 5 great, investor-specific, money-making and money-saving articles for them to read.

For my real estate websites, I write a new article just about EVERY week day, 5 days a week. That's a great value to my investors.

Later on, I will show you how you can tap into the work I am doing, including my articles, to benefit directly from my work. Save yourself the $200 per month from hiring someone to write the articles for you or the 20 hours per month you would spend writing them yourself.

Actually building the investor lists...

As I've already shared, you will need a website with fresh content to keep your investors coming back to you week after week. But how do you get a list of investors? I will tell you how I build my list so that you can borrow the ideas I use in your own business.

I build my lists of investors in 5 main ways (and I will discuss each one for you):

1. I sell over 200 different real estate courses and each buyer is added to my client list.
2. I write tons of new content on my website, get visitors to my website and ask them to join my "deal of the week" e-mail notification list.
3. People come to my Learn To Be Rich™ investment game to learn how to invest in real estate and register. When they register, I also share with them articles, which directs them to my website where they also sign up to get the "deal of the week" e-mail.
4. I analyze deals and actively market my analysis of the deals to both teach people how I analyze deals and to get them to inquire about these properties.
5. I actively market my websites to get people to come to them and get them to join my list when they visit the site.
6. I network with a lot of investors. As you can imagine, with the courses, the Learn To Be Rich™ game, and the analysis I do, I come into contact with a lot of agents, brokers and investors.
7. Direct mail... when I am investing heavily in a market, like my own market here, I will direct mail investors that have purchased houses recently in my market and share with them the "deal of the week" with a postcard.

Let's take a moment to go over each of these and see which you can use yourself to grow your own investor lists...

Selling Real Estate Courses...

Let's face it... not everyone is suited for authoring real estate courses. I had someone tell me the other day that he thought it would cost a couple hundred thousand dollars to recreate the 200 or so real estate courses that I sell. I don't know if it is that much, but a lot of time, energy and some money went into creating the courses that I do sell.

However, you can tap into the courses that I have and sell to benefit from them. Later, I will share with you how you can become my "go to agent/broker" in your market to directly profit from the courses I have already created.

Write Tons of Content...

Yes, we covered this already. You have three choices: do it yourself, pay someone at a minimum of $200 per month to write 20 articles for your website or again, I will show you how to tap into the content I am already writing by becoming my preferred person to work with my investor clients in your market.

Create An Investment Game...

There are only a few of us that have created investment games that are popular with real estate investors. Robert Kiyosaki, author of Rich Dad, Poor Dad, created his amazing Cash Flow 101 game which is extremely popular with real estate investors. My Learn To Be Rich™ game is also very popular with real estate investors but unlike Kiyosaki's Cash Flow 101 board game, my game requires investors to register to play. When they register I educate them and feed them the "deal of the week" for as long as they are interested in learning and investing in real estate.

Could you go and create a similar game? Not likely. The game is my passion and because it is my passion, it gets allocated resources disproportionate to what it should receive. You'd have to dump in huge sums of money in development and marketing to gain any significant market share and it probably wouldn't be cost effective to do so.

Of course, by working with me as my local agent/broker for my real estate investor clients, you directly get the benefits of the Learn To Be Rich™ game in all its glory. :)

Deal Analysis...

In any sales environment, you have to ask for the sale; in my system, the "deal of the week" is how I ask for the sale. I give away the store by providing amazing value, education, tools and resources, but when it comes down to it, real estate agents/brokers only eat when a house is bought or sold. So, each week we analyze a deal and ask our investors to make money by purchasing the "deal of the week."

Now, we have to offer them good deals... offer them garbage deals and its all over. You lose credibility and they stop looking to you as a true source of deals.

So, what makes a good deal for an investor? It has to have one or more of the following:

1. a discount from current fair market value and/or
2. highly motivated sellers and/or
3. good cash flow and/or
4. the seller is willing to carry back all or a small second mortgage

Once a week, we e-mail out a link to a single deal that we have researched, previewed or that we otherwise know about. The better the deal, the better you'll be in the short-term and the long-term.

The dumb, dumb, dumb way to e-mail your list of investors (I've done it)...

I have had a few agents in other markets tell me that they were sending out a "list of foreclosures"... dumb, dumb, dumb and yet I've done it! That's how I know its dumb. If you e-mail out a list of 10 properties, you give them too much choice. Pick the best deal you have and market it like you mean it.

Ideally, you call your best clients and tell them you have a deal that will make them money.

Since I am not going to call thousands of investors in hundreds of markets each week, I do the next best thing - which is to analyze the deal and then send them an e-mail.

You can do this too... find the best deal in your market and send it out to your list of investors.

It'll cost you a good e-mail delivery service provider like AWeber, GetResponse or ConstantContact which will run you about $20 per month.

How to get your e-mail account blacklisted and waste your time sending out an e-mail no-one will get...

Do not, do not, do not send out your e-mails with all your contacts' e-mail addresses in the "to" field. And, almost as bad, don't think you're smart by putting all the names in the "cc" or "bcc" fields. You're wasting your time and destroying your e-mail address. While I won't get into the details here, it is well worth the $20 a month to hire a company that knows the laws and rules about sending e-mail blasts (like the ones I mentioned) and use them. Using your own e-mail account is a HUGE MISTAKE.

Of course, if you decide to work with me as my local go to agent/broker, I already have the e-mail service and send out "deal of the week" e-mails each week.

In fact, I pay a researcher to pull properties to analyze from foreclosure lists, wholesalers, HUD or other properties that are likely to be better deals for investors and do my analysis on them.

While it is much better if you pick the "deal of the week" - so that you can preview and know about the deal when investors inquire about it, if you don't have the time to find the "deal of the week" in your market, I can have my researcher find one. We will post our analysis of it on our website and will send out an e-mail blast to my list of investors in your market.

Actively Marketing Your Website...

Marketing can be expensive, but you can do some highly effective, inexpensive marketing that just takes a little time.

For example, there are free (or very cheap) websites that you can market your website or particular deal on that will bring in tiny streams of traffic. Will you get 500 people per week from posting a tiny ad for one deal on these sites? No. Will you get 5 to 10 people per week at least looking? Yes, I would say that's a conservative estimate.

The challenge though is that we are all very busy. On some of these sites, like CraigsList for example, you can repost a house for sale every 3 days or so. Having it posted at the top gets it the most views, so you really do want to relist it every 3 days.

Do you have 5 to 15 minutes a day to make sure you are putting up these ads every day in order to get a handful of people looking at the deals? If you are as busy as I am, probably not.

I do hire people to help me market the analysis I do and the websites I have. They spend the time putting up little ads to bring traffic to the sites and deal analysis. Of course, you could hire someone to do this for you too.

Realize though that since these websites are outside of my control, I can't promise that this type of marketing will last. I suspect it will change significantly in the future or even go away completely. However, while it is still available, it is something to consider using to build your list and get some visitors to your website.

By now you probably realize that if you do decide to work with my investors in your local market as our sponsor, you will get the benefit of the marketing we do for the deal analysis and our website. We are actively growing our list of investors which directly affects the number of people who inquire about the "deal of the week." That translates into more clients for you to work with, to help both you and them make money.

Networking with Other Investors...

Everyone should be networking.

When you network with investors, your sphere of influence expands exponentially because you then connect, albeit indirectly, with all the people who that investor knows.

As your network and investor list grows, you have more people reading your articles and receiving your "deal of the week." If your articles are good, they will share them with other investors they know. They will share them with people that might eventually become investors who will see your website as a great resource to review when they are ready.

Of course, when you sponsor your local market's website with us, you can tap into my network and its exponential growth as well.

My investor list is growing at a rate of...

As I sit down to write this, I checked my mailing list program. At this very moment, the 110 cities that I am in have increased by 1,353 new investors in the last week. On average, that's about 12.3 new investors added per city per week.

So, based on that growth rate, we expect to add about 640 new investors per year per city. If you are working with us as our local agent/broker that's about 640 new potential clients you could be working with each year.

We did the math above for a list of 100 investors. What would a list of 640 investors do for your business if you were sending out great deals every week?

That growth is based on the methods of growing my list above. It does not include the next method: direct mail, which I only did in my local Fort Collins, Colorado market.

Direct Mail To Investors...

For me, using direct mail to grow my list was a no brainer... I got a list (compiled from public record) of investors that recently purchased houses in my local real estate market.

They are often referred to as "Absentee Owners"... because their tax bill is sent to an address other than the property which they purchased. When someone sends their tax bill to an address other than the property they have bought, it is usually because they don't live there - meaning that they are typically investors.

I got this list, found a great "deal of the week," and mailed out postcards to all of these investors telling them about my deal. From those that responded I quickly built up my list of investors that have actually purchased property very recently in my local market. In other words, these are NOT tire-kickers... they are proven investor buyers.

So, you could do your own mailing to grow your own list if you wanted to quickly build up a nice base of investors.

I Need Help With My Investors...

As you can see, I don't have a problem with finding and catering to investors... in fact, I can, and have, very quickly dominated local real estate investor niche markets. However, I do have a major problem...

I built this system in my local market and then began rolling out the same strategies into other markets outside of Fort Collins, Colorado, and I've generated a ton of referral business to the 50 test markets I moved into.

I have a confession to make though... I am a control freak and I want everything done my way. I was referring out investor clients to agents in these 50 test markets and I'd get upset when agents e-mailed prospects instead of calling them first. Or, I'd get really annoyed when I'd refer an investor client out and it would take 3 days before the agent/broker would try to contact them. I mean... come on, don't you actually want to work with the investor?

I was talking to one of my real estate mentors at lunch. He suggested that for my own sanity, and as a win-win-win compromise, I should change my model. Instead of sending out referrals where the agent/broker pays me 25 to 30% of the closed transaction amount of each closed deal, I should charge a flat fee per referral (which I ultimately decided against) or a flat fee for unlimited access to all inquires and referrals without a back-end referral fee.

So, that's what I've done. I now offer one agent or broker the opportunity to be the exclusive preferred sponsor of their city's website so that they'll get all the referrals and inquiries that are generated.

The advantage to me is two-fold:

1. First, I don't get aggravated and blacklist you for taking 2 days to call back a referral I sent to you. You're an adult, you can run your own business however you want. If you want to be a superstar and call people back within 30 minutes of inquiring to make your closing ratios 1 out of 10, then you're AWESOME! Go for it! If you want to let the inquires sit for a week to let them marinate and call you first so that you can close 1 out of 20 (or worse) perhaps with less work, that's OK with me.
2. Second, I don't have to do nearly the amount of tracking to make sure that I get paid the referral fee. A large amount of time and money could be spent calling the investors to see if they bought anything with the agent/broker I referred them to. I could spent just about as much time and money checking in with the agents/brokers doing the same thing. My fax bill alone sending out referral forms the first month I did this was almost $100 at 6 cents per page! Luckily, I have unlimited long distance on my phone.

The advantages to you as the exclusive agent/broker are:

1. You save money by not having to do everything I've already done.
• Here's what it would cost you to re-create what I already have and what you get the benefit of with our current system:
  • To replicate the website: $20/month
  • Article writing 20 articles a month: $200/month
  • Learn To Be Rich™ game: more than you're willing to spend to build + $50 per month in tech costs
  • 200 real estate courses: again more than you're willing to spend - in time and money
  • Marketing to promote the site: $40-$50 per month
  • E-mail blast software to send out the "deal of the week": $20 per month
  • Deal analysis software: hundreds to thousands of dollars to re-invent and build your own
  • My existing list of investors that I already have: hundreds to thousands of dollars to build
• In total, you are easily looking at a cost of at least a few hundred dollars per month plus some very hefty up-front costs.
• However, when you sponsor your city and work with my investors, all of this is included in one low monthly sponsorship fee which is considerably less than what it would cost you to do it all yourself.
2. You save money by not paying me a back end referral fee.
• When you sponsor your city there are no referral fees on closed transactions.
• There have been months--with a couple great "deals of the week" and a good sized list of investors--that I've sent 20+ referrals to an agent/broker.
• ASSUMPTION WARNING: Don't make an assumption and take that to mean that you will get anywhere near that number of referrals/inquiries from the site. That is the exception and not the norm, but with the right deal and a good sized list of investors, it is very possible.
• In our current non-sponsor model, to prevent any one agent having too many investors to keep up with, I actually ration out referrals across multiple agents/brokers. With the sponsor model, you are not throttled in any way; you get ALL of the inquires/referrals for one flat monthly fee.
• Very conservatively, if you got 1 or 2 inquiries per month and closed one or two over the course of the year, you'd be better off paying a flat monthly sponsor fee with my new model than if you paid me the 25 to 30% referral fee on closed transactions. This is especially true if the median price in your market is above $100,000.
• And, I bet you'd work harder knowing you get to keep ALL YOUR COMMISSION rather than sharing it with me.
• Let's face it, if you have two calls come in on the same day and one you pay a 30% referral fee on and the other you don't, then most people, whether they admit or not, will work the one they get the full commission on first.
3. You get your name, photo (if you want it) and full contact info on the website.
   • Right now, because I work on a referral basis with lots of different agents in any given market, I do not promote a single agent/broker on the websites.
   • I know for a fact that people have submitted what I refer to as "half inquiries"... they give an e-mail and ask for more info. I tell them to submit all their info or they won't get contacted because I was doing formal referrals. Since they can contact you directly, you can decide if you want to work with them or not. People can call you, e-mail you or fill out the request form to get in touch with you. The more ways you give them to respond, the greater response you will get.
   • By having your contact info right on the website, you get all the inquiries and referrals exclusively.
4. It's all done for you...
• Let's face it, we prefer to be waited on and served.
• I believe in serving and giving value to get value back. If I can employ economies of scale to do work for you that you don't have to do yourself, doesn't that mean win-win-win for all of us (you, the investors and me)?
• You don't have to make or maintain the website. I am already doing it.
• You don't have to write and publish the articles. I am already doing that and paying Tammy to help me.
• You don't have to market, sell or create the real estate courses. I've taken years to put them together already and continue to spend time and money to market them.
• You don't have to make or market an investor game. I've already got a passion and desire to do it and improve it.
• You don't have to rebuild our deal analysis engine. I will be making enhancements to it over time that get applied to your site and the sites in other markets.
• You don't have to buy a separate e-mail blasting service. I am already paying for it and already have systems for doing it weekly.
• You don't have to rebuild the existing investor list we already have. You can walk right into an existing list and infrastructure.
5. Things change, so will we.
• You know that over time things will change.
• If you were doing this yourself in a vacuum, you'd be slow to adapt.
• Since I am doing this in over 280 US Markets right now (I began with 50 and expanded in June to 280), you can be sure that I will have the data to see changes faster than you could.
• I'll be able to test things quicker and on a larger scale.
• I can make improvements based on better data and larger resources than you could individually and that's a huge value to you.

And, let's not forget about the investors. The advantages to the investor are:

1. They have a much easier way to contact you with your contact info on the website from the very beginning.
2. There is a much cleaner established relationship between the articles, the deals and actually talking to you when they inquire about a deal since we promote you as the preferred sponsor.
• Right now, they inquire and don't have a clue who the agent/broker is until you make your first contact.
• With the new sponsor model, they'll know immediately from their first visit to the site.
3. It's easier to continue the existing relationship beyond the first inquiry.
• Since the investors will continue to get the "deal of the week" and articles with your contact information on them, even after they make their first inquiry we continue to reinforce and re-emphasize your expertise each week.
• Right now, there is no continuing promotion of you after the referral. When you become the sponsor, we automatically continue to promote you as we send out each "deal of the week".
4. They can learn the habit of depending on you for their deals.
• If you are consistently (and it's easy with our systems because we do it for you) sending them deals each week, investors can become somewhat lazy in their deal finding... they know you are out there finding deals and sending them hand-picked ones each week.
• Sure, they could search the MLS and look at tons of non-deals if they wanted to, but why waste their valuable time when they could have you give them a "deal of the week" every week?

Sponsor your market and tap into our existing systems at a fraction of the cost...

For only $197 per month plus a one-time setup fee of $400, you become the exclusive agent/broker for your city. Here's what's included:

• You - the sole real estate agent/broker - would appear on your city's website with your full contact info and photo if you wish.
• You would be the only real estate agent/broker to get the inquiries/referrals.
• You do not pay a 25 to 30% referral fee on inquires/referrals you receive from us while you are the sponsor.
• We will continue to grow our investor list in your market and send out a "deal of the week" to them encouraging them to contact you about the deal.
• We will continue to write articles that we publish on your market's website.
• We will continue to market our website and build our investor lists via the Learn To Be Rich™ game, real estate courses we sell and other marketing that we decide to implement.

So, if you want to become our exclusive agent/broker that works with our investors in your city, click here to create an account and then upgrade to sponsorship on our secure servers.

Already have an account? Login

Creating an account is absolutely free and will register you to possibly receive referrals until we have a sponsor for your market. Once we have a sponsor, all inquiries and referrals go to the sponsor.

Sincerely,

James Orr
Investor/Broker Associate
Keller Williams Realty of Northern Colorado

(970) 225-6989 (direct phone)

1001-A East Harmony Road #512
Fort Collins, Colorado 80525

P.S. As I mentioned above, I will continue to run the websites in markets that I do not have a sponsor for the same way I did before: referring out our investors for a 25 to 30% referral fee on closed transactions. But the instant I get a sponsor in your city, that ends and all referrals and inquiries then go to the sponsor. Consider sponsoring the site before your competition does.