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A Step-by-Step Guide to Non-Internet Real Estate Marketing

by Jason Hanson on June 12, 2010 · 7 comments


Last week I wrote a controversial post about why you should stop doing Internet marketing and instead use direct mail if you want to become a highly successful real estate investor.

And today I’m going to show you the exact direct mail steps I use in my own business which make me over six-figures a year. Anyone can follow these steps and there are only two reasons why these steps couldn’t make you six figures too.

The first reason is that you don’t follow what I say and you don’t send out letters. This is the reason 99% of people aren’t successful. The second reason is because you send out a terribly written letter that doesn’t get any response. Luckily, if you network properly you can find investors who will share their profitable letters with you.

Here we go…

First and most importantly you have to choose the area you invest in. I like bread and butter locations with a lower-than-average housing value. One of the areas I personally invest in is Stafford, VA zip code 22554.

Once you’ve picked your area you have to get a list. The people that I prefer to mail to are absentee landlords. I could write 20 pages on why I love going after landlords, but let’s just say they’re often motivated sellers. So now that you’re going after landlords you call a list broker and order 1,000 or 2,000 names in your zip code of choice. (I like to use Melissadata). They email you the names in an excel spreadsheet.

Now you have to create your letter.

But how? Well… first always personalize. Use a person’s first name. Mention their city and state where you want to invest and mention how you specialize in working with landlords who want to get rid of nightmare rental properties. (Pile on the benefits of working with you.)

Also, include a free offer in your letter. For example, I include a free special report called “The 5 little-known ways to eliminate tenant hassles forever.” Another thing I do is offer a free lunch. I tell the person that once I evaluate the deal over the phone and see that it meets my criteria I’d like to take them out to a free lunch to discuss things.

Be creative…

You can offer a number of things, but make sure they realize there is no-obligation for calling you and getting your free report or free consultation.

Once the letter is done you simply send it off to your letter shop along with the excel spreadsheet and they take care of the rest. Or, you can of course do it yourself. Just make sure that whoever does your mailing knows to use a white #10 envelope and to hand write all addresses in blue ink.

Once the letters go in the mail, you’ll get calls from motivated landlords in the zip code you specialize in. If you follow the steps I just outlined you can see this isn’t tough, and once again, this method will crush the nerds who love internet marketing any day of the week and make you a heck of a lot more money.

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{ 7 comments… read them below or add one }

J. Lamar Ferren June 12, 2010 at 5:50 pm

Well played Jason… Touche` lol
Glad we can have this healthy debate. Also, love your USP method of using a Free Offer. Not many investors do it. With that said, I do have a question. I’m just curious…

Do you make them go on the internet to get the Free Report or is that by mail too?

ps. I’ll be an Nerd! lol :P
.-= J. Lamar Ferren´s last blog ..Happy Memorial Day 2010: They Do It Because of 2 Words =-.


Joshua Dorkin June 12, 2010 at 6:44 pm

Lamar – Jason’s post wasn’t in response to yours. I guess it may have looked that way from when it was posted. Just a FYI


J. Lamar Ferren June 12, 2010 at 7:02 pm

Ah ok. lol Well it’s all good. Nonetheless, this is a good post that supports direct mail marketing.
.-= J. Lamar Ferren´s last blog ..Happy Memorial Day 2010: They Do It Because of 2 Words =-.


Jason Hanson June 12, 2010 at 8:11 pm


As Josh said, my post was in regard to something I wrote last week. But to answer your question, I make them call and request the free report and then I email it to them.


J. Lamar Ferren June 13, 2010 at 2:37 am

Got it Jason! Thanks for replying to my question. I’m willing to bet that the homeowners who actually dial in to request the free report are probably pretty motivated. Sounds like an interesting method and a good way to vet those that are serious.

.-= J. Lamar Ferren´s last blog ..Happy Memorial Day 2010: They Do It Because of 2 Words =-.


Alex Cortez June 13, 2010 at 5:48 pm

Jason, great/controversial post. Question, do you have any stats (i.e. conversion rates) that you could share with us?


Amanda Page June 14, 2010 at 3:39 pm

Quite interesting, I thought this kind of strategy didn’t much work nowadays since internet marketing is truly popular. Maybe I will try this & let’s see if works with me. Somehow, it is a good idea that not all Real Estate Marketing should be done on the net.


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