30,000 postcards and no deals

St. Louis, MO · Member since 2013 · 50 posts · 5 votes

A guy I'm partnered with recently finished a direct mail campaign of 30,000 postcards and didn't get a single deal. He has been in the business a long time and has closed hundreds of deals but recently direct mail hasn't been a good source of leads. Has anyone else been experiencing this?

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Brian Gibbons

Investor · Sherman Oaks, CA · Member since 2008 · 6k+ posts · 3k+ votes

13y

Sellers Are Over 65?

RE: Direct Mail, Frequency works, meaning 5000 times 6 runs is better than 30,000 once.

For low equity deals, try something like this....

--------------------------------------------------------------
I’LL BUY YOUR HOUSE – FAST!!

Here’s your quick and easy solution:
* FAST Closing
* INSTANT Debt Relief
* FREEDOM From Maintenance Hassles
* GUARNANTEED Written Offer Within 48 Hours
* HARD-TO-SELL HOME? No Problem!
* NO EQUITY? No Problem!
* NO Commissions

Call 1-888-555-1212 x12
toll-free 24hr. rec. msg.

--------------------------------------------------------------

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Jon Klaus
Developer · Garland, TX · Member since 2008 · 8k+ posts · 4k+ votes
13y
The message varies a bit throughout the campaign. Just like I'm writing a series of letters to an individual.
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Brian L.
Real Estate Investor · Weehawken, NJ · Member since 2012 · 79 posts · 19 votes
13y
Originally posted by Jon Klaus:
The message varies a bit throughout the campaign. Just like I'm writing a series of letters to an individual.

I would imagine that you transition from the initial "hey, I wanna buy your house, so call me" to progressively more informational letters?
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OP
St. Louis, MO · Member since 2013 · 50 posts · 5 votes
13y
Originally posted by Jon Klaus:
The message varies a bit throughout the campaign. Just like I'm writing a series of letters to an individual.

How many per month do you send? And even more specifically, how many of those are to new people and how many are repeats?

Do you structure it like this?:

Month 1:
3,000 to Group 1

Month 2:
3,000 to Group 1 again
3,000 to Group 2

Month 3:
3,000 to Group 1 again
3,000 to Group 2 again
3,000 to group 3

etc., etc... Until 6 months when you drop off Group 1 and start on a new list.

Or am I way off? haha if so, how do you structure it?
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Jon Klaus
Developer · Garland, TX · Member since 2008 · 8k+ posts · 4k+ votes
13y
Jerry Puckett, do you want to expound on our method? Jerry is the architect of my mailing campaigns.
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Jerry PuckettPro Member
Wholesaler · Fort Worth, TX · Member since 2010 · 1k+ posts · 1k+ votes
13y
Originally posted by Jon Klaus:
Jerry Puckett, do you want to expound on our method? Jerry is the architect of my mailing campaigns.

Direct Mail is alive and kicking in Austin and DFW. Jon's campaign is one of the most successful I've run.

Brian Porter, the structure of the mailing is to hit each name on the list every 4 to 6 weeks. The list is approximately 1000 names. Because Jon answers all of his own calls, and because his response rate has hit as high as 12%, we break the list up into smaller weekly mailings so that he doesn't get overwhelmed.

Each letter is different from, but builds on the one sent before. The goal is to create a sense of urgency.

At the end of round 3, we would normally send a Post Card that includes a web site address and email info. Thing is, he keeps meeting his goals, so we never really move on to the post card. The one time we did, response was way off.

Stick to what works, be persistent and consistent, and direct mail will always bring the deals.
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OP
St. Louis, MO · Member since 2013 · 50 posts · 5 votes
13y
Jerry Puckett Thats awesome info! Thank you so much! I drew this out in excel. Does this look right?

[URL=http://s1096.photobucket.com/user/Brianporter88/media/ScreenShot2013-04-17at81553PM.png.html][/URL]
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Anthony P
Rehabber · Minneapolis, MN · Member since 2013 · 32 posts · 4 votes
13y
Jerry Puckett Jon Klaus, Very impressive response rates. Thats pretty inspiring. I just recently started to mail to probates. What is your criteria when purchasing the lists for your mailings? What is your conversion to properties purchased?
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