Many “get rich quick” schemes available in the market today make their program sound so easy that a chimpanzee could make it work. There are those in the discounted cash flow or the note brokering/investment business that would also make those claims. The reality is the same as it is for any business - you need to be good at what you do in order to be successful. However, if you are good, you can be very successful in the discounted cash flow business.



By far the most difficult and time-consuming aspect of the note business is finding quality notes that are for sale. The competition to buy quality notes is fierce. Once you find a quality note that is for sale you had better know your stuff to make sure that you close and make a good profit. Most note holders will only deal with you if they are confident that you know the business and respect you and your business as a professional.

There are two components regarding becoming a note business expert and professional that those starting out in the business need to understand. The first is the perception you leave with the client. The second is related to the depth of your understanding of the business and how it works. Anyone claiming that all you need to do is to find the notes and forward some information onto someone else, who will do all the work for you, is fooling you. You need to build a relationship with the client and they need to be confident in your professionalism and integrity. They will have lost of questions and you need to be able to answer them as an expert. If you can't they will just move on.

Your marketing campaign is what gives your potential clients their first impression of you and your company, and can be the opportunity to buy their note, or just as easily close the door on any potential business in the future. Because this impression is so critical, it is absolutely essential that every part of the campaign be carefully designed and thought out. The postcards, your website, the newsletters, the emails, the letters, flyers etc. – whatever you are using must be integrated and connected to you and your company. It is about building up brand value in the way you present yourself as a professional. Think of the best marketing campaigns and how they are so successful. The campaign message is linked together by the brand. Clients should start to feel like they know you. They especially need to know exactly what you do – help them with their personal financial situation, whether they sell you their note or not.

The second component, becoming an expert in your field, takes time and effort. The best way to learn is through experience. Document the reactions you get from clients when you deal with them. Listen to their concerns and craft your strategy accordingly.

The other obvious way to quickly become an expert is to read extensively and research the subject. There are tons of information sources available on the discounted cash flow business. You need specialize in a particular area of the business by reading and studying the material like you've got a final exam in the subject next week. Take notes of the important points and keep them in notebook for reference later on. You will need to periodically review those notes as well to become and remain a real expert. A word of caution though - don't believe everything you read. After enough reading and experience, you will start to sort out the reality from the fantasy.

Finally, you need to consolidate the information that is relevant to your clients and pull it together into a format that you can provide them. For example, as you keep track and document your interactions with clients, you will notice that many of the questions are the same. Compile your list of frequently asked questions and send them to potential clients. Not only will they perceive you as an expert, you will actually become an expert by compiling the answers. As time goes on, you will build a solid reputation with potential clients as an obvious choice to deal with.

Providing information to your potential clients about how they need to manage their note, such as tax reporting issues, dealing with late payments, monitoring the value of the property value that secures the note etc. etc. builds creditability and makes you an expert. This can be done, by a newsletter, email, factsheets, or via your website. Make sure the information presented is consistent throughout the information vehicles you chose.

In conclusion, you will close a lot more deals if you commit to these two principles: Present yourself as a professional with a well-crafted and professional marketing campaign and secondly, write, prepare and provide your clients with tons of helpful and relevant information about the business. The combined one-two punch is what is needed to experience real long-term success in the discounted cash flow note business.