How Sending Cards in the Mail Can Win You More Real Estate Deals

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Earlier this week I got three and a half hours of sleep. I was coming home from vacation and my flight got in super late. I had to get up early to do a few things, however I made sure that I did not meet with any sellers that day.
Why? Because I felt like death and also looked like it with my bloodshot eyes. When I was in college I could stay up all night and be fine the next day. Not anymore. And since I spend a lot of money on my marketing and I sift through a lot of leads until I find a quality lead, I don’t want to “ruin” that quality lead.

For instance, let’s say you pass out 500 flyers on a Saturday morning. You get a ton of calls but only 5 meet your buying criteria, so you set up an appointment to meet with those 5 motivated sellers. Well, first off, if you’re coming home from vacation late (and you know you’ll be late) you should not be meeting with any of those sellers that day.

What if You’re Not Well?

But, if you have a meeting set up with one of those sellers and you get sick, then you need to call and apologize and cancel. Do not try and tough it out, and show up to a sellers house coughing and sneezing all over them. This will very likely cause you to lose the deal and if it’s a $10,000 wholesale deal or a potential $30,000 lease option deal then there’s a lot of money lost by giving a bad impression.

However, if you do have to cancel on a seller for any reason at all, I’m going to let you in on a trick.

First off, you should never cancel unless you’re sick or unless it’s some type of emergency. But if you do, I would immediately write a thank you card to that person and thank them for allowing you to reschedule. If that seller sees that you went out of your way to thank them and that you took the time to write them a card even though you were ill, it could have a huge effect on your ability to close that deal.

Most likely, if the seller was talking with any other investors, they’ll forget about those people and only want to work with you. In fact, it has happened to me on more than one occasion. I’ve been sitting on a seller’s couch and have had them tell me how much they appreciated my card and how much they appreciated me calling them and that’s why they decided to work with me and not the other people who they were speaking to first.

Using Thank You Cards to Win More Deals

That’s also why I advise every investor to have a box of thank you cards sitting in your car at all times. Every time you meet with a seller you can drop a thank you card in the mailbox on your way home from the meeting. Or, maybe if you’re sick and have to drive to the drug store to pick up some medicine you can drop a thank you card in the mail on the way to get your Sudafed.

The bottom line is, don’t ruin a good appointment if you’re sick and if you’re not going to be on your “A” game. And if you do have to cancel, definitely send them a thank you note the same day.

Photo: Nate Grigg

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.

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