Why I Want You To Stop Marketing Now

by | BiggerPockets.com

Stop marketing. I’m serious. Have I lost my mind? Probably, but not when it comes to what I’m about to share with you.

Yes, I know that marketing is the lifeblood of every real estate investing business. But if you’re a smart marketer you make sure your marketing dollars have a good return on investment. And if you keep on marketing now, you’re throwing a lot of money away.

Let me explain…

Today is December 9. And what is occupying people’s minds these days?

Christmas and the holiday’s of course. Everyone is focused on shopping, on Christmas vacation and they are busy and stressed out.

The last thing on their mind is your marketing letter or postcard. Also, when people are getting flooded with Christmas cards from friends and relatives, do you think they are going to give a second thought to your letter? I doubt it.

Trust me on this. There is something much more productive you should be doing now (I’ll tell you in a minute), but you should definitely stop your marketing activities until the holiday’s are over. I would start them up again the second week of January.

So what should be doing for the next few weeks when you’re not marketing?

You should be making your 2010 real estate marketing plan!

Get everything in order so that you can start the New Year off with a bang.

If you address and mail your own letters, then spend the next few weeks addressing a hundred envelopes a day… so that in January you can drop several thousand letters and quickly get your first deal of the year.

Also, you should order your bandit signs and have them put on stakes sitting in your garage ready to go out. One of the most important things you should do is to create your 2010 marketing plan spreadsheet and lay out all of your mailings over the next year and and all of the times your signs will go out next year.

What the best investors will do…

The most successful investors will know every detail about their 2010 marketing activities, even before the year has arrived. Also, maybe you didn’t close a deal this year or maybe you didn’t close as many deals as you wanted. Well, then think bigger and do more marketing next year. You will never become successful only sending out 200 letters a month, but you will become successful if you send out 2,000 letters.

So, don’t put up any signs this weekend and don’t let your letters get lost in the clutter of 10,000 Christmas cards. Instead, take a few hours to create your 2010 marketing plan this month. I don’t recall who said it, but to be successful, plan your work and work your plan.

Photo: Sir. Mo

About Author

Jason R. Hanson is the founder of National Real Estate Investor Month and the author of “How to Build a Real Estate Empire”. Jason specializes in purchasing properties “subject-to” and has purchased millions of dollars worth of property using none of his own cash or credit.


  1. This makes sense, but sellers who are facing foreclosure still have that little voice nagging a them in the back of their mind, however I wouldn’t stop.

    Looking at sending postcards to vacant houses are usually a sizer upper to get forwarding addresses so I wouldn’t stop for the season there.

    Also come this time of year people have to be budget minded because they have higher heating bills and are spending an impressive sum on gifts probably overextending themselves. While overextending they may take the investor option into account to justify things to themselves and then come January they will really need our help.

    I would try working the timeline to push the 5th and 6th contact so they arrive circa New Years when they are making resolutions and are at least motivated to make a call.

    So I wouldn’t stop what we’re doing at all and take a brief break on communications that would land on x-mas (eve). If you’re an investor who has already made a very nice life for themself you’ve got the luxury, but we plan on making the most of this environment.

    Good post though, if none of these reasons stike a chord with you then your mind is going to be elsewhere during the holidays and your better off loading up on marketing ammo. 🙂

    Pretty much boils down to what kind of person you are. Happy Holidays!

  2. Great post! My marketing for the rest of the month will really be connecting with people during the holidays to put myself in a position to heavily market and close out some deals beginning in 2010.

  3. I got my first contract last year between Thanksgiving Day and Christmas because of a bandit sign in the parking lot of a Target store. People’s house problems aren’t going away, because of the date on the calendar. Maybe people won’t pay attention to any letters or postcards, but motivated sellers will still be looking at signs, Craigslist and other online ads.

    I intend to take full advantage of the competition taking a break.

  4. Scott Nachatilo on

    I thought you will stop marketing for good, you have a point there this seasons people are busy now with their Christmas plan to realize. And it’s best time to plan extensively on real estate marketing strategy by next year

    [email protected] Free Landlord

  5. A lot of people will be using the internet even for their seasonal shopping so this area of marketing should be increased not stopped as those who want to will still view it and respond to it.

    An simple add such as “Need extra cash for the holidays? I can help you move you house in time for you to have that extra cash you would like.”

  6. To Arlo – You know nothing about my local laws. Bandit signs are legal and are referred to as off premises signs. They are illegal if they are on or block “right of way” areas. They can’t be on telephone poles or on highway department signs, such as stop signs and speed limit signs. They can be spaced no closer than 600 feet, however political groups violate this all the time. There are double standards. A lot of investor signs get pulled, but no one ever pulls Realtor signs. My signs stayed up for a whole year at the Target parking lot.

  7. Jason, while I respect you as a Marketer/Investor and a very valuable blogger for myself and others seeking advice, I have to disagree with you part of your post. Telling me to Stop Marketing is like telling me to Stop Making Money and my family is too valuable for me to do that. I think this is a time where investors can get the momentum going and appeal to those who really need the help. Because of the economy, this will likely be a “light christmas” for many and people will be looking for a solution every single day to change that. Wouldn’t it be nice to position yourself perfectly in front of their eyes with that solution to their problems?

    Now I do agree with your suggestion to make a marketing plan for 2010. I think that is Pure Genious! So for those of you that will take this advice and “take a break” for the holidays. Do your self some justice and seriously commit yourself to developing and fine tuning your marketing plan as Jason suggested. You will start 2010 with a bang with a good plan in place.
    .-= J. Lamar Ferren´s last blog ..Can You Really Embed Real Estate Videos On Your Twitter Page? =-.

  8. Even though I’m a little late to this post but due to the state of the economy and the Real Estate market your advice unfortunately is still relevant. I’m going to follow your advice to lay low in December and hit the ground running in 2012.

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