Postcards or mailing failure?

[Keith Burton]

Hi all,

I recently started a mailing campaign and it bombed pretty hard. I know that the first campaign is not going to be the most fruitful.

I went with a mailing list to out-of-state buyers who have little to no debt. Didn't even get a single call. What do you believe went wrong and how can I improve future campaigns 

[Jeff Rappaport]

@Keith Burton, direct mail can be challenging!  However, it certainly can be fruitful as well.  Here are my suggestions:  

1.  Sending out 500 mail pieces is not enough of a sample size to even determine a realistic response rate. 

 2.  I am not a fan of your postcard.  I apologize up front if I offend you because that is not my intention but your postcard stinks!  Marketing 101 is creating a USP (Unique Selling Proposition).  You don't have one.  I guess you could call "get cash in hand fast" a USP but it certainly does not set you apart from everyone else.  Where is your call to action?  Benefits to the seller?   Please, whatever you do, take out the "at a discounted rate."  Why are you telling them you are going to lowball them right from the start?

3. Start over!  Redo the postcard.  Think about all the problems you may be able to solve and all the benefits you may offer the seller.  We buy houses in all conditions in all areas.  We can pay cash and close on the date of your choice!  We guarantee you an offer within 48 hours of calling us.  Need to sell fast?  We can close in a few days.  We are not realtors (unless you are) so you won't pay any commissions.  We also pay all your closing costs!  For a quick analysis of your home call us at xxx-xxx-xxxx!   

We help people just like you throughout the area.  Are you getting divorced?  Inherited a house?  Job transfer?  Health problems?  Tired of being a landlord?  Behind on payments?  Property needs a lot of repairs.  These are all problems we can solve for you!  Please call us now at xxx-xxx-xxxx!  

I think you get the point.  You don't have to put everything in the postcard but a lot of it.  Tell them why they should call you.  Remember, you are competing with many other investors.  

4.  Rethink the postcard design.   Lose the pics on the postcard.  Try handwritten postcards (they look handwritten).  Don't worry about the look of the postcard.  You need to stand out.  Once you stand out your message needs to be compelling and create a call to action.  

5. Become a transaction engineer ( you may already be one )! Be able to analyze a seller's challenge and be able to provide multiple solutions for them. If all you are going to do is hope people will call you so you can offer them 50% LTV you are not going to get many deals. Learn to structure terms and use lease options. They can be more profitable than wholesaling to a rehabber anyway.

If you are looking for other ways to generate leads without spending your money pm me and we can discuss.  Again, no disrespect intended.  Wish someone would have shown me the way about 15 years ago!  Good luck!