Issue #3 - Building Your Buyer’s List (Part 2)

Last week we tackled ways to find cash buyers. This week let’s talk about what to do with them once you have them. Last week we covered Steps 1-4. If you want to review those steps check that post out right here.

Picking up where we left off with Step 5:

5. Marketing Your Deals to Cash Buyers

Once you have a buyer’s list, marketing deals effectively is key. Create a compelling deal package with clear photos, comparable sales (comps), and estimated repair costs. Use email blasts or texts to share deals, keeping messages concise: “3 bed/2 bath, $80k, ARV $150k, repairs $20k. Call me!” Create urgency by mentioning limited availability (e.g., “First come, first served”). Avoid overselling or vague details. For example, “Great deal!” won’t cut it—buyers want numbers. Use a script: “Hi [Name], I’ve got a deal in [area] that fits your criteria. It’s priced at [price], with [ARV]. Interested?” Action: Draft a sample deal email or text for a fictional property.

6. Closing the Deal: Turning Buyers into Repeat Partners

Smooth closings build trust. Communicate clearly with buyers and title companies during the assignment process. Negotiate assignment fees fairly—don’t price yourself out of the deal. For example, a $5,000 fee on a $100,000 deal is reasonable for beginners. Address objections like “Your fee’s too high” by explaining the deal’s value (e.g., “This leaves you $30k in profit after repairs”). Follow up after closings to ask for feedback and offer more deals. Small gestures, like sharing market insights, keep buyers coming back.

Action: Practice a response to a buyer who says, “Your fee is too high.”

7. Tools and Resources for Building Your Buyer’s List

Use tools to streamline your process. PropStream or ListSource can identify cash buyers via property records. Free options like Google Sheets track your list, while Mailchimp handles email campaigns. Apps like DealMachine help find investor-owned properties while driving for dollars. BatchLeads offers texting tools for outreach. Budget tight? Start with free local Facebook groups and a basic spreadsheet.

Action: Sign up for a free trial of PropStream or create a Google Sheet for your buyer’s list.

8. Action Plan: Your 30-Day Buyer’s List Blueprint

Build momentum with this plan:

• Week 1: Attend an REIA meeting and collect 5 buyer contacts.

• Week 2: Add 10 buyers from online sources (e.g., BiggerPockets) to your CRM.

• Week 3: Test a bandit sign or direct mail campaign targeting investors.

• Week 4: Pitch a deal to 3 buyers and follow up within 48 hours. Track progress and refine your approach.

Action: Schedule one task from this plan for this week.

9. Reader Q&A: Answering Common Buyer’s List Questions

• Q: What if I can’t find buyers in my area? A: Expand your search online or partner with local wholesalers to share lists.

• Q: How do I know if a buyer is serious? A: Ask for proof of funds or recent closing records. Send your questions to [email protected] for next issue!

Action: Submit one question about building your buyer’s list.

10. Pro Tip Spotlight: One Game-Changing Strategy

Partner with a local hard money lender. They work with active cash buyers and can introduce you to their network. Offer to send them deals first in exchange for referrals. For example, Jane in Atlanta met 10 buyers by connecting with a lender at an REIA event.

Action: Research one hard money lender in your area and reach out.

11. Your Buyer’s List is Your Business

A strong buyer’s list turns deals into dollars and builds your reputation. Start small, stay consistent, and focus on relationships. With the strategies from this issue and Issue #2, you’re ready to connect with cash buyers who close fast. Next week, we’ll dive into “Finding Motivated Sellers”—learn how to uncover distressed properties and motivated owners to keep your deal pipeline flowing.

Action: Add one buyer to your list this week and send them a quick intro.

As I mentioned at the beginning of this issue. I know it’s not as sexy or exciting as looking for deals but I truly believe having a good buyer’s list is the key to being able to close deal after deal. The part that often discourages people from building a buyers list is the thought that it’s difficult or intimidating to talk to buyers. If that’s how you feel share your feedback and we’ll cover how to do that in a future edition.