Making contact
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      Making contact - Choosing the best approach

      When sourcing property deals, reaching out to owners is a crucial step. However, not all contact methods yield the same results. Each situation requires a tailored approach to maximise response rates and establish meaningful connections.

      Here, we explore various ways to make contact with property owners and the pros and cons of each.

      1. Direct-to-Vendor (D2V) Letters

      Sending letters remains a powerful and effective method for contacting property owners. A well-crafted letter can introduce your interest and offer solutions to the owner’s potential challenges.

      Pros:

      • Provides a personal touch

      • Allows owners time to consider the opportunity

      • Can be scaled up with bulk mailing

      Cons:

      • Response rates can be low (1-5% as an average)

      • Costs include postage, printing, and land registry title searches

      • Requires follow-up to build relationships

      Best Practices:

      • Focus on the recipient’s potential challenges, not just your business

      • Use data to identify owners likely to be interested

      • Follow up with additional letters or alternative contact methods

      2. Email Outreach

      Emails can be an efficient and cost-effective way to connect with owners, especially when targeting businesses or corporate-owned properties.

      Pros:

      • Quick and inexpensive

      • Easy to track responses and follow up

      • Can include links to supporting information

      Cons:

      • Emails can be ignored or marked as spam

      • Personal email addresses may be hard to find (you can use various browser extensions like "Contact Out" to help with this)

      • Requires strong subject lines and compelling content to engage recipients

      Best Practices:

      • Keep the email concise and to the point

      • Personalise messages to the recipient’s situation - age (is the garden to big to manage?)

      • Use professional yet approachable language

      3. Social Media Platforms (LinkedIn, Facebook, Instagram)

      Social media can be a valuable tool for researching and reaching out to property owners. Platforms like LinkedIn can help locate company directors, while Facebook and Instagram provide insights into individual owners.

       

      Pros:

      • Higher response rates than cold calls or letters

      • Low or no cost involved

      • Offers insight into the owner’s interests and motivations

      Cons:

      • Some profiles are private or inactive

      • Responses may take time

      • Requires careful approach to avoid appearing intrusive

      Best Practices:

      • Search for owners using their name and location

      • Use a soft approach when initiating contact

      • Engage with their content before reaching out

      4. Door Knocking & Face-to-Face Contact

      If a property is local, meeting the owner in person can be highly effective. A face-to-face conversation builds trust and allows for immediate discussion of their concerns.

      Pros:

      • Personal connection increases trust

      • Immediate feedback and discussion

      • Owners may be more open in person

      Cons:

      • Can be time-consuming

      • Some owners may find it intrusive

      • Requires confidence and preparation

      Best Practices:

      • Visit during daylight hours

      • Bring company ID and relevant information

      • Dress professionally and be respectful of the owner’s time

      5. Telephone Calls

      Cold calling is another way to reach owners, particularly those who manage properties through a business. Having a clear and engaging opening pitch is essential.

      Pros:

      • Immediate response and interaction

      • Allows for quick qualification of interest

      • Can lead to follow-up meetings or offers

      Cons:

      • Many people dislike cold calls

      • Requires a well-prepared script

      • Can be challenging to get past gatekeepers in corporate settings

      Best Practices:

      • Keep the introduction short and engaging

      • Be prepared with key information about the property and owner

      • Respect the owner's response and follow up accordingly

      Choosing the Right Approach

      The best method for contacting a property owner depends on the circumstances. Some owners respond better to letters, while others are more reachable through email or social media. The key is to assess each property and owner individually and use a combination of methods to maximize engagement.

      By understanding the nuances of each contact method and implementing best practices, you can increase your success rate and build productive relationships with property owners.