First time direct mail campaign: How do I convert leads?

Question

I'm looking for some wholesaling advice.

I'm in the middle of my first direct mail campaign, targeting high-equity properties in some growing areas of Charlotte, NC. I've got the mechanics working well enough: parsing property data, building a list, generating the letters, etc. What I'm struggling with is converting leads.I've attached a screenshot of an email I received in response to one of my letters. For you veteran wholesalers: How would you follow up to a contact like this? The owner even said they've thought about selling at times, so it seems like there's some sort of possibility there.Thank you for your time!--Jason

I'm in the middle of my first direct mail campaign, targeting high-equity properties in some growing areas of Charlotte, NC. I've got the mechanics working well enough: parsing property data, building a list, generating the letters, etc. What I'm struggling with is converting leads.

I've attached a screenshot of an email I received in response to one of my letters. For you veteran wholesalers: How would you follow up to a contact like this? The owner even said they've thought about selling at times, so it seems like there's some sort of possibility there.Thank you for your time!--Jason

I've attached a screenshot of an email I received in response to one of my letters. For you veteran wholesalers: How would you follow up to a contact like this? The owner even said they've thought about selling at times, so it seems like there's some sort of possibility there.

Thank you for your time!

--Jason

Iqwe Haywood · Answer

Hey Jason,

I may not be a Guru in REI, but I'm great @ sales... So in this case IM(professional)O, the best thing to do is take action. Quick action. In order to play, you have to get in the game! Sales 101... People buy/sell from/to people they trust. So be yourself & start a conversation. Try your best to be personable & not scripted. Your goal should be to attempt to find their motivations to sell (hot buttons). Once you figure that out it will be much easier for you to tailor your pitch (presentation) towards that crutch & then once you're proving that you're sincerely trying to solve there "problem," then you've made it easier for yourself in the close.

Sidebar; the hardest part in this will be the most important IMO... It's called 'the warm up!' You don't want to appear as a salesman (the devil). You want to appear as a professional solution to their needs. I can teach the book on the philosophy behind the close, lol... But I'll stop here... Hope this help!

Matt McConkey · Answer

@Jason Lecker -- This is a nice response. I would be excited about this email.

1) I would get this person on the phone, if possible. Phone calls are easier and more direct.

2) To answer her first question, be honest. Explain what you do. You work with investor who are buying properties in their area and their home fits their criteria.

3) Do you know any Realtors? This is a great lead for them!

4) You can't make an offer yet. But maybe a phone call and they would warm up to you. From there, you could find out if they really want to leave and sell them on what you can offer. They don't have to repair their home and you know people who can help in finding them a new/newer home.

First time direct mail campaign: How do I convert leads?

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