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K C I N V E S T
M A R K E T I N G
Motivated Sellers Part 2 - Direct Mail PROVIDED BY KIM TUCKER Contrary to what you might believe, Direct Mail remains one of the most effective methods for generating seller leads for real estate investors. But why is it effective? Most of it gets tossed in the trash right? But consider all the work we did on finding and developing our targeted list? We can now create a marketing message designed specifically for the motivation of the person receiving the mail. The list you will gather will depend on what you want to target. The higher the pain point of the target, the more motivation. And now with some of the great technology out there you can stack lists. An Absentee owner may or may not have a lot of motivation depending on how far out of the Kansas City Metro they might live. But if that same owner is an heir to a deceased owner and the property has back taxes and is receiving code violations, that owner is going to be
be a lot more motivated. DIRECT MAIL IS A NUMBERS GAME
So now you have your list, your not quite ready to start mailing letters and postcards. I remember my first direct mail piece. I had a list of 1000 names, I had a post card to send. I mailed it and guess what. NOT A SINGLE PERSON CALLED. I was so let down that I didn't send it again for 6 months. In direct mail, it's a numbers game. You might get lucky on that first mailing and then again you might get diddly like I did. But guess what. I got over my lack of response and mailed the same exact postcard to the same exact list. This time I got 3 calls and one of them turned into a house we bought to rehab. And after it was trashed out we sold it to the neighbor with no work at all and made a cool $12,000 profit. You need to have a decent budget and a
plan. You don't need to mail 1000 at once like I did, you could take that 1000 and send 250 a week. But if you just send 250, you might not get anywhere. And be prepared to mail to the same list 4 to 5 times. DIRECT MAIL PROCESS Step 1: Get the list
We talked about this in last month in Part 1. Just remember the harder the list is to get, the fewer people will be marketing to the same people. And the more motivations they might have, the better your response. Step 2: Create Your Mailing Piece.
You can spend some time on Googling for images of "I Buy Houses Letters" and "I Buy Houses Postcards" and find a ton of examples. Letter or Postcard: In most cases I would say a mix of the two. You might
