13 Marketing Tips To Ramp Up Your Note Business

1. Repeat your message at least 27 times! Your message must be seen or heard 9 times before a prospect becomes a customer. And since prospects are distracted two-thirds of the time, it takes 27 exposures to make 9 impressions.

2. Use visuals to present your message. Selling points made to the eyes are far more effective than selling points made to the ear.

3. Some note buyers/brokers swear by Yellow Pages ads -- some swear at them. A Yellow Pages ad is very expensive, so much so that you are billed monthly for it! Most note buyers find them to be much  more expensive than they are worth. Recommendation: Don't try one unless your business is up and running with a good track record. Beginning note buyers/brokers should limit their use of the Yellow Pages to finding restaurants and plumbers.

4. If you do advertise in the Yellow Pages, don't use other ad media to refer customers to your Yellow Pages ad, unless you are the only note buyer/broker there. Otherwise, a referral to the
Yellow Pages is a referral to your competition.

5. Tell your customers about your charitable projects and community involvement. People like to support businesses that make the world a better place. If you aren't corporately involved in charities and community services, get involved -- and publicize it.

6. Create a referral-based note business. Form strategic alliances with Realtors, title companies, escrow agents, attorneys, bank trust officers, etc... You will create repeat business from those who have access to many notes instead of spending your marketing dollars on "Johnny one-notes" (note holders with one note to sell).

7. Pay attention to where your competitors are advertising. You may need to have a presence in the same media.

8. As Michael Meeker says, even though you have competitors, your goal should be to have no competition. If they all advertise in one section of the classifieds, you should be in another section. Try the personals!

9. Repeat your message. People forget 90% of what they see within two weeks.

10. Offer your investors opportunities to generate charitable donations when they buy your notes. In other words, offer a discount on each note if they will donate that amount to a charity. Be sure to publicize your program. This value-added benefit can give you a competitive edge.

11. Do the same for your note sellers. Offer to pay them a bonus if they will donate it to their favorite charity (their check must be written to the charity when the note transaction occurs). Be sure to publicize this program as well.

12. Build your marketing around an idea, e.g., speed of service, no risk, savings, hope, and so on.

13. Always remember that people care about themselves, not about you, so orient all your marketing toward their needs. In other words, tell them how you can benefit them, not how great you are.

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