Written By: Dana Mundy, AmeriChoice Home Loans, has been in the mortgage business since 1993 and consistently ranks in the top 10% in production every year since 2002. Her FSBO system sets her apart in her local market and creates a steady stream of leads for her Realtor® partners. Contact her at dana@americhoicehomeloans.com.
Talk about a niche that is multi-dimensional…Dana Mundy, Richland, Washington, has been marketing to For Sale By Owner sellers since May 2005 and consistently closes 5 to 6 deals per month without a whole lot of effort.
Why does she call her system Multi-Dimensional? Because…
- A seller becomes a buyer.
- A seller can refer a potential buyer.
- You can refer listings and buyers to real estate agents.
- You can generate website traffic.
- You can refer buyers to homebuilders.
- Homebuilders can feature their spec homes and lots for sale (if they are not a part of the MLS)
When you read this article, Dana shares exactly what she does—with some unusual tactics that we bet you’ve never heard before. In addition, she shares some of her marketing pieces (sample press release, post cards and car signs), which subscribers can view and print.
Karen: Why did you choose the FSBO niche?
Dana: Since the year 2000, I attended seminars and listened to speakers (including you) talk about FSBO marketing. It was always something I was interested in but never took it seriously until I realized that it made no sense to start calling on the 600 real estate agents (in my area) and become just another faceless loan officer spouting the latest loan program.
What I like about working with FSBOs is that YOU are in control!
Karen: Before we discuss your system, would you share what did not work for you?
Dana: Some of my marketing pieces were not well written and did not contain a call to action. I found that I sent my mailing pieces too late or they were received on the wrong day of the week. Another mistake is talking about referring real estate agents too soon in the conversation. I also tried a FSBO Mega Open House that did not work out too well.
Karen: When I marketed to FSBOs, I received a couple of threatening calls from real estate agents.
Dana: I received a call from the President of our Realtors® board, asking me to submit my marketing materials to her for the board to review. I let her know that I was not required to get the board’s approval for any of my marketing materials. Secondly, they had no right to ask for my stuff. And third, I said that if she wanted referrals from me, I could set up an interview to see if she is worthy of being added to my referral list. I never head another word from them again.
Karen: So, what’s your system and what do you send?
Dana: There are a couple of websites that I use to get the leads. Some loan officers I know download the leads every day—I pick up all the leads every Monday.
Karen: What lead websites do you use?
Read More
