Step-by-step guide to direct mail marketing

[Vera Rosen]

Can anyone out there point me to a step-by-step guide to setting up a direct mail marketing effort? My partner and I have been investing part-time for a few years now and have close to 20 units, and a reasonable amount of liquidity to start purchasing more. We have not yet tried anything other than simple SFR buy and holds, but are now ready to try something new to start scaling up our business.

While I know there is TONS of info on Direct Mail Marketing (DMM), Wholesaling, and Subject To on Bigger Pockets and elsewhere online, it is almost too much... 

Has anyone found a single go-to source that provides a nice outline of how to get started:

1. Where to find/purchase lists
2. Where to find best mailer options - yellow letters, etc.
3. What phone services to use - google voice, etc.
4. Scripts for responses/screening calls
5. Scripts/process for initial homeowner interviews
6. Strategies to offer homeowner/seller options - cash buy vs. wholesale vs. subject to vs. MLS listing by agent (I'm an agent in Philly)

Ideally, I am looking for a simple guide to get us started, but also open to hearing about potential courses/gurus that charge reasonable rates to provide the whole system in a box.

Thanks in advance!

[Kevin Kite]

@Vera Rosen 

1.  You can typically buy lists from any mailer site.  

2.  When doing mailers keep in mind you get a larger discount for the number of people you mail.

I have used yellow letters and had little success, also I believe they change charge double what others do for similar services (others may have had success).  Their customer service is responsive but not always helpful.

I use quantum digital to mail small lists but their website makes me want to pull my hair out and I believe they are slightly overpriced.  I keep using them because they have my postcard design already setup and I am getting call backs.

I just switched to postcard-mania from yellow letters and its too early to see what success I will have.  I will tell you this, I have saved a ton by mailing bulk with them and their customer service so far is amazing.  They even call on you to check on everything periodically.

3.  I use googlevoice because I just like google but I heard others using callrail which allows for 10 numbers, you can use a different number in each ad campaign to track it that way.

4. There are a lot of scripts out there but in my opinion you will sound fake if you use them.  I suggest educating yourself and putting your own style to it.  Plan on failing your first few calls and take notes to rebound next time.

5. Same as number 4.

6. I would keep all strategies on the table.  Ask questions, listen to the seller and structure a few offers that meet their needs.

Lastly, the guru classes work for some.  I have been to a few myself but there is a lot of smoking mirrors in the majority of them.  Most of them are just looking for foot soldiers to find them deals and split the profits with (which is not bad for your first deal).