Qualifying Leads from direct mail

[Ryan Anthony]

Hi All,

Was curious to know what successful tactics/script examples you have used to qualify a lead you have received from a direct mail campaign. For example, the initial follow-up or the initial answer. Thanks! Have a great day. 

[Christian Ehlers]

The biggest thing I would try to find out along with what @Dan Travieso has said is the lead's motivation for selling. If they are simply looking to see what you would offer they likely aren't going to take anything too low, as there's not enough pain that they are experiencing making them want to sell at a discount. 

Is the house in major disrepair? Did they gain ownership through probate and want nothing to do with the property? Are they dealing with an eviction? Depending on the answer would let you know more how often to follow up and how motivated they are to make a deal!