If you would like to download a printable word document of this session click here.

Updated 12/19/06

Post card Marketing

 

Lead Criteria

The first thing we need to look at for marketing is where to get the leads.  You must understand that there is no such thing as a qualified lead or an exclusive lead.  The information you receive is simply public record.  Anyone who wants to can access the information.  However there is room for anyone who is consistent to make money with this business.  Do not be afraid of a little competition.

When sending cards out I have found more responses coming from 3 years old or newer leads (approx. 2003 to present).  When you contact older leads you will find that more of them have sold the note or the note holder has moved so you will get more cards back undeliverable.  In order to have a good commission you will want to work with those that are $30,000 or more in the beginning amount (face Value).

Volume and Consistency is the next thing to look.  Start with 5000 leads to get the best price on your leads.  I also suggest a minimum of 1000 per mailing.  That mailing can be weekly, bi-weekly or monthly but do 1000 at a time.  If you want to be aggressive and see faster responses then send out 5000 cards or more right away with a mass mail.  Then do a consistent weekly or bi-weekly or monthly campaign.  I do not recommend doing much more than 5000 in the first mailing.  It would be a good idea to send them out in two or three mailings. 

I do NOT recommend repeat mailing to the same individuals.  That approach will definitely bring more results from the one list but it will actually cost more in the long run than buying a new list of note holders each time.  If you wish to just repeat mail to the same people just keep in mind that it will take a lot more marketing to that list before you see much more results. You can always keep your lists and mail to them again down the road.  I recommend re-mailing after one year minimum.

A toll free VM number will be very helpful in your marketing.  I have a page with details on toll free number options for you.  Make sure you sign up for the paid option.  Just make sure that the number you get stays the same and is not just a 30 day free trial. 

Then keep sending consistently and don’t just wait to see what happens with this first mailing.  You cannot judge your business and what is going to happen in the future with it based on one mailing.  This must be a consistent marketing approach so do it right.  Also do not limit yourself to leads in your own area.  You should be mailing to all over the place.   

There may be very little available in your area and you do not want to limit yourself to just what is available there.

 

Lead List Companies

http://www.totalnotesolutions.com Total notes gets their leads from public record as well and they do not require a contract and they are prompt on responses.  This appears to be a new company but all I have heard shows good reviews.  Tell them I sent you and they will add some extra leads for you.  Just put my name in their referral field on the order form.  

 

Dataquick: Call Jay at 800-372-5373 and tell him Mike Wood sent you.  He will get you setup.  jlewallen@dataquick.com  Their website is www.dataquick.com but talk to Jay directly because he will waive the setup fee.  Dataquick does require a one year contract.  If you are going to use them be prepared for that and be ready to take your business very seriously.

 

The objective of this direct mail post card program is to get note holders calling you as quickly as possible.  This system works and it works well!  THESE EXAMPLES HAVE SHOWN GOOD RESULTS. START WITH THEM OR SOMETHING VERY SIMILAR. When you are making money, you can “refine” it all you want, but let’s first make some money – OK.  These are the steps for this strategy:

All of these examples will bring the same kind of results. Use whichever you feel most comfortable with.

 

 

Instructions

Color post cards:

The full color approach to post cards will bring better results than black and white.  At times it will double the results compared to the black and white cards.  The cards will be sent out through either www.purepostcards.com (talk to Angie and tell her I sent you) also www.completeprints.com  or www.gotprint.com cost is between $0.30-$0.45 Depending on you volume (Total cost! Including printing, addressing and postage.)

 

There are two options for the full color card front.

 

1)     Use a card with a pretty picture to get them to turn the card over.  A tropical scene or something unusually beautiful.

2)     A pretty picture with a message written on it.  The idea here is simply a backdrop for our message. 

 

They will both bring results.  The idea behind the one with a beautiful beach scene or similar beautiful scene is that they will wonder who sent it and where they are.  Is it someone they know?  They will turn the card over and there see our offer to give them cash.  The other approach will have a beautiful scene or a handshake or money or some combination of those and the message that they have another chance to get their money or Cash Now.  This works well with newer leads that have just sold within the last few years.

 

The front of the card should read:

Your 2nd Chance

To Get your

CASH

From the

Property you sold

 

Some other options for the front of the card:

(Focusing on older leads or larger note leads)

Don’t Sell Your

Note!

***

Rent

Your Note Instead of Selling it!

***

Get Cash

from Your Mortgage

Note Without Selling it!

***

Increase the Amount of the

Payments

from your Mortgage Note!

***

Get Your Mortgage

Note to Pay Off Quicker!

***

Receive ALL of the Payments

on your Mortgage Note in

ONE YEAR!

 

The back (address side) of the card should read:

(aligned left)

(Notice that “all” and “part” are different colors and All is bold and Part is italicized)

 

Do you know you

can get cash by

selling All or Part of

your mortgage note?

 

Contact Mike @

800-123-4567

www.mywebsite.com

 

 

Clip this card to

your NOTE for

future reference!

 

SAMPLES:

See an example graphic of the card here or here

Or download a word doc format of the post card here.

 

Understanding the Statistics:

 

No matter how you do a direct mail approach you should expect no more than ˝% response.  This is an average after consistent marketing over time. 

Note:  This is not a guarantee of results.  Statistics are gathered over a long period of time and averaged.  You should not expect a guaranteed percentage every time you mail. 

 

Returned cards:

   It is also important for you to understand that you will get some of these cards coming back undeliverable.  People move and things change over time.  You will see between 10% and 30% coming back at you undeliverable.  I just through them away and forget them and move on with the next ones. The leads you purchase are public record and are sold by anyone who wants to sell them.  There is no such thing as an exclusive lead.  Some people will respond saying take me off you list or stop sending cards.  This is part of the business and you can’t let that bother you.

 

 Next week we will talk about other strategies for finding notes.  However, this strategy will get one of the quickest responses for you.  This is a strategy that will get money in your pocket in a quick amount of time.

 

Homework:

1.    Review this session and write down any questions you have. 

2.    Contact one of the lead companies to get your leads.

3.    Start creating the post cards this week.

4.    When creating the cards use the exact info I have listed.  Any of the options above will bring good results.  

5.    Send a proof of your card before mailing it if you want any input on it.

6.    Ask questions when they come up.