58 DEAN GRAZIOSI
types of properties a buyer is buying, as well as in what neigh- borhoods or areas. It’s free for up to three users, and should work well for you without spending any money until you’ve grown past the free level. One reason for getting information into this format will be the ease and speed with which you can make contact with your buyer list in the future. You can send mass emails and even group them to send specific emails to groups of buyers who buy in one area. Let’s say you find that there are several buyers very active in a certain area of town. You will learn shortly about how to contact them. The database will allow you to segregate them by area for specific, targeted emails later when you find a deal there. Don’t slow down! If you’re not great with computers, but at least familiar with databases and CRM, then just start a paper file for each buyer and write this stuff down. It’s far more im- portant for you to stay on track for income within 30 days. Later you can set up more automated systems when you’re enjoying a steady income and want to multiply it by getting more efficient in your operation. What Are They Buying? Get out that list of buyers you’ve gathered so far and first look for WHAT they’re buying. I’m talking about characteristics of HOMES !RE THEY MOSTLY THREE BEDROOMTWO BATH RANCH STYLE homes? Maybe they’re smaller starter homes that appeal to younger renters who can’t buy due to credit or down payment shortages. The information about the homes comes straight out of the MLS, so you have that. You’ve gotten the names of the buyers, so now just note down for each buyer the basic features of the home(s) they bought. For each buyer, note down the home types they’re buying, and if there are several, look for patterns.
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