Direct Mail Questions

[Ryan Butler]

Ok guys, first time on a forum on BP. Let's see how this goes. Also, please let me know if I'm breaking any rules. If I am, I just don't know :)

I've been sending out about 800 pieces of direct mail a month for the last 2 months(and adding 3000 additional pieces a month starting next week or so using yellowletters.com). I have a deal that's going to at least pay for the investment I made. But a couple issues that I am having is as follows:

1.) I've been getting calls but after the potential seller and I speak, they don't seem to answer again. Is that a dead lead now? I've been following up with phone calls a couple times a week but having trouble reaching them. I feel like I might be getting blocked or something.

2.)Thoughts on trying to close the deal on the phone or getting a meeting with very little information? I tried collecting a lot of information, but I've been inclined to just get a meeting with them now as my sole purpose. More personable. Mail->calls->meetings->close.

Alright, bombs away!

Ryan

[Mike Nelson]

@Ryan Butler , at the first contact you'd want to talk less and listen more. Focus on connecting with the seller particularly by building rapport. This will give you a bigger chance of getting a second contact or better yet, a possible deal.

Don't ask too many questions about the property or talk a lot about what you do yet. What you're primarily after is determining their motivation and knowing their situation...so you know if you it's the kind of seller and deal you are looking for. So you know if you can also provide a solution to their problem.

There's no special formula or secret on how you can end up having the seller say yes to your offer. Basically, you just have to win people's trust that you're not a phony, that you can actually offer a solution to their problem and that you mean business.

I wouldn't consider a lead dead unless the person is literally dead, has clearly told me to never call him again, or has already sold the house. If it's none of the three, I keep the lead and call them after a while, few weeks, months...depending on where we left off. That's why it's so important to build rapport from the start. You'll be surprised how they can still remember your name the next time you call.