I’m back from a long vacation in Florida where I celebrated the 4th at Disney World (along with the entire North American and European populations…what a nightmare). Anyway, it’s good to be home so that I can get back into super-productive mode, which means I get back to marketing, negotiating and closing deals. Speaking of marketing (how did you like that segue) what is the number one reason that most investors never get out of the gate and close their first deal? It’s because they don’t do their marketing (yes, this makes me heated because every networking event I attend, I hear investors whine about not closing deals. Then I ask them how many letters they mailed last month, or how many signs they put up…and this is where the person usually goes silent.)

Here is how to ensure you have at least 1,500 letters going out every single month (it’s pretty complicated so take good notes)…every single day do 50 letters. This means stuffing the envelopes, handwriting the addresses in blue ink and using a live stamp. Do 50 letters a day and at the end of the month you will have 1,500 letters to send out. So, to do these 50 letters wake up an hour earlier, do it at night before you go to bed, or do them on your lunch break at your job.

Once you start this daily process of 50 pieces, it will soon become habit. You will actually feel awkward on the days that you don’t do this (which is one of the reasons I don’t take many vacations because it takes me out of my daily routines.)

As soon as you can afford it, you can hire others to do your mailings for you. Until then, however, don’t be lazy and schedule the same time every day that you will do your mailing pieces….and stick to this time. One of the keys to success is being disciplined, so if you schedule 9:00-10:00 at night to do your letters, don’t let anyone interrupt you.

Now, I know that real estate is a get rich quick scheme, that you were promised you would make your first million yesterday and that the real estate investing fairy is going to teach you a system where you don’t have to do anything and you will magically make money….but for the next 30 days, do the 50 letters a day, at the end of the month send out 1,500 letters (to a highly targeted list such as absentee owners) and you will start making real money. (If you want to make more money and quit your job sooner, then do 100 letters a day and send out 3,000 pieces a month). So, for heaven’s sake do your marketing!