Something we talk about consistently with our coaching students is the importance of the follow up letter. However, the follow up letter is not limited to those who are operating a lease purchase business. Whatever type of business you are operating, after speaking with a potential client you should be sending some type of follow up correspondence. It could be a letter, a post card, or in some instances an email.

I can't count the number of deals we have gotten from a follow up letter we sent. The longest time to go by before hearing from a seller was 14 months, but we did hear from them. Why, because I sent a follow up letter and included my business card in that letter. Now with lease purchasing and the card we use, we offer an incentive to sellers to call. Our card has a very memorable tag line, it makes people want to call us! So, you want to be sure your business card distinguishes you from all the rest. Think about it, how many of you have visited open houses and saw the plethora of business cards from real estate agents sitting on a counter top and table. Nothing on those cards distinguishes one from the other.

Some of you have asked, how do I get their address? Ask for it, and I don't mean at the end of the conversation, because many times they won't give it to you. For those of us in lease purchasing it is easy because our callers have to tell us their address in order for us to go and take a look at the property.

For those of you running other types of businesses, you will need to take a long hard look at your telephone script and see how you can modify it to incorporate the address as part of your script. Offer something so appealing they are asking you if you want their address so you can send them something!

For those of you that this won't work for, tell them about your website, or that you would like to send them some special web only offers and see if you can get their address that way.

If all of these fail, invest in a cross checking service, where with your prospects telephone number, you can also gain access to their address!

Copyright 2005 DeFiore Enterprises

Sue And Chuck DeFiore

Chuck and Sue DeFiore are the founders and principals of DeFiore Enterprises. DeFiore Enterprises is comprised of the following divisions: Home Business Consulting, Real Estate Investments, Publishing and Coaching.

Chuck and Sue DeFiore are investors, consultants, and coach/mentors. They specialize in two areas. The first, a niche of Creative Real Estate known as Lease Purchasing; the other, in the establishment of home-based businesses. Through their consultations and investments in Lease Purchasing, they help sellers move their property in 30 days or less; and help buyers get into their dream home today, that they can buy tomorrow. Chuck and Sue are active both locally and nationally.

They are the authors of "Who Makes It Happen, We Do: Back On The Road To Success With Creative Real Estate", and "The Anatomy Of The Deal Series: The Co-Operative Strategy: How You Can Generate Quick Cash Flow In The Creative Real Estate Niche Of Lease Purchasing" and "The Anatomy Of The Deal: Consulting Your Way To A Six Figure Income In Creative Real Estate".

They have published numerous articles on lease purchasing and have five extraordinary manuals, considered to be the most complete in the industry. In addition, they have produced tapes sets on Lease Purchasing, Home-Based Businesses and their extraordinary Expert Tape Series.

They have developed a revolutionary coaching program. The Partnering For Your Success coaching program is geared towards those folks who want or need to change their financial situation. This is a unique program where you work with Chuck and Sue for one full year. It has a low initial cost and together they share in your success.

They are renowned innovators for the home-based business market, through their newsletter, Home Business Solutions, and their support group. They have coached individuals in business start up and all facets of home office development.

They have written numerous articles on operating a home-based business, and have been written about in New Business Opportunities Magazine, Small Business Opportunities Magazine and Income Opportunities Magazine to mention a few.

Chuck and Sue’s motto is "Who Makes It Happen, We Do"

The DeFiore’s currently reside in Fresno, CA where they operate a successful Lease Purchasing and consulting business.