Real Estate Investing and Marketing: How to Use Two-Step Marketing to Attract Private Lenders

When it comes to your real estate investment business and attracting private lenders, two-step marketing is much more effective than one-step marketing because it reflects the needs of your potential clients and demonstrates concern for finding solutions to problems. One-step marketing is more self-directed and many of the marketing practices for this technique are focused on self concern instead of the needs of the client.

Two-step marketing allows your prospects to select themselves as your client. Two-step marketing is based on giving information away for free with the hope of getting something back in return.

Steps to Using Two-Step Marketing

• Send Out Marketing Piece: Two-step marketing begins with you sending out a marketing piece such as a letter, postcard, email, or other type of marketing tool. The initial marketing piece offers something for free and encourages the prospects to contact you for more information. Essentially you are initiating a conversation with your prospect through this marketing method.

• Provide Additional Information: Once your prospect contacts you, you would then provide them with additional information. This information could include a free report, free e-book, letter, or something else that provides the prospect with high quality information and advice on real estate investment.

It is especially important to provide the prospect with high quality information they can use to build your credibility. The information should be presented in a manner that provides just enough information and encourages the prospect to return for more. At this point they would have a second contact with you.

• Set Up Contact: When the prospects contacts you for the second time, set up a one-on-one meeting or invite them to a free seminar or presentation that you are providing on real estate investment. Invite them to learn more about your program and your expertise in your real estate investment niche.

Relationship Type of Business

Private lending is a relationship type of business so you must remember this when setting up your two-step marketing plan. You must establish a relationship with potential private lenders and remember not to sell them. No one likes to be sold so; you have to present yourself as a welcome guest that offers high quality knowledge and expertise.

This is the nice part of two-step marketing because the client is contacting you, which permits you to go a little further into what it is that you do and why you are the solution to their problem. In the long run, this is an easier method of marketing because you are developing relationships with future private lenders and offering them something in return for their business.

If you opt to go the one-step marketing process you will most likely fail to attract private money. This is because with one-step marketing you risk coming across as serving yourself without concern for the needs of your clients which is a real turn-off to people who are considering doing business with you.

Instead, present yourself as knowledgeable in your field, give away things for free, help others, and you will attract a lot of people that are eligible to invest in your real estate investment deal.

I invite you to learn more about Private Lending and get FREE instant access to a 60 minute audio and 20-page eBook titled "Discover the Secrets of How to Fund Your Real Estate Deals with Private Lenders!" by going to http://realestatewealthtoday.com/FREE-eBook.html .

Mike Lautensack is a full-time real estate entrepreneur in Philadelphia, PA and creator of the Private Lending Presentation Kit. This powerful done-for-you kit is loaded with tools and techniques to attract and develop a consistent stream of private investors into your real estate business. To learn more about this kit and receive your FREE Real Estate Wealth Newsletter go to Private Lender Money Kit.