Direct Mail Companies?

Question

Hi, I see that this question has been asked before but I can't view it unless I upgrade my account :/ Pretty dumb right. So here it is. I'm a newbie mortgage banker and I'm trying to generate leads so I plan on sending out direct mail postcards around my area in Los Angeles. Are there any good companies that offer mail lists that allow me to structure certain requirements? I looked at vista print so far. Any recommendations?

Lee Ripma · Answer

If you're doing a mail merge (custom name is going to be in the letter) then checkout iti direct, they are in Pasadena and have low rates. It doesn't actually mater where they are since you do everything on the computer. If you only want postcards but no mail merge is involved vistaprint or click2mail will work. Checkout Seth Williams (not letting me tag him) on this site and his own site, he has some youtub videos showing exactly how to do this.

Jeff Dulla · Answer

@Lee Ripma I like Info USA and it seems to let you break things down far enough to your liking. But just like @Ethan Summers said, I dont think direct mail campaigns are very effective without some type of follow up or secondary marketing effort to pair it with. I find calling people individually to be a lot more effective. Maybe not efficient but effective.

Ethan Summers · Answer

@Derrell Barton have you considered farming phone numbers and launching a cold call campaign along with your direct mail? This way you can contact some folks in your target area directly instead of just waiting for the phone to ring from your direct mail. Ive added cold calling to my direct mail efforts and have seen up to a 7% increase in my response rate. Which is wonderful because the response rate for direct mail alone sits around 1-2%.Hope this helps! Feel free to message me if you have any questions on what running one of these campaigns would look like!

Jeff Dulla · Answer

Info USA

Kristen Ray · Answer

Great discussion! Where do you get the list of phone numbers for cold calling?

Jeff Dulla · Answer

@Derrell Barton I have been trying to put together some scripts for some of my teammates to use but for very casual phone calls to past clients and leads more so. I personally do not love scripts. I know they work but I think it takes a higher amount of calls before you see a benefit.

I prefer to come up with something that flows naturally that you can organically expand upon in the conversation. Just start with something simple. Do you know that you can do a conforming loan with 3% down? Jumbo loans with 5% down? Stuff like that.

We have handled it a few different ways. If you are going to call realtors, call them, introduce yourself, tell them you want to send them some information on loan programs that may help them increase business. Tell them you are going to send them something and follow up with them at a specific date/time. Put together what you want to send to them, do it as you told the realtor and the key - FOLLOW UP exactly when you told them you would. Consistency and execution are something many people in this business lack. From there, try to set an in person meeting. That is more of the "guerrilla warfare", pick them off one by one tactic.

If you feel ready to go into an office, do what @Ethan Summers said - go into an office and ask the admin for help. Get the admin involved. Say you would love to buy everyone lunch and just introduce yourself. He/she may tell you to get lost but then just go to the next one. Also, have an idea of something interesting to talk to them about - it could be anything. Direct mail strategies, how to market to millennials, new financing products, etc. Find something interesting.

One thing I know to be true in this business is that there is no one way to skin a cat. A lot of people do a ton of different things. The best is to pick just one or two very simple things and do them right. I know a guy who has killed it just making it a point to call his past clients (thousands of them now). This is a huge consumption of his time but he has done it since day one and has stuck with it (at the time he just called lists of people he knew just to say hi and tell them what he does for a living). Point being, keep it simple, true to who you are, and execute.

Good luck my friend!

Ethan Summers · Answer

@Derrell Barton I have always found it beneficial to go to the offices and in my local area most realtors allow outside services/ companies to put on luncheons for their agents and you spend a little money buying lunch for the agents and the luncheon is a great way to pitch your service! Just call around and see how you can sponsor one! There aren't many offices out there that will decline free food and information!!! This way you've proved that you are serious about your business and its a great networking opportunity talk about what you're offering.  Hope this helps!

Derrell Barton · Answer

Do you have any scripts for cold calling real estate agents to get their business? I'm completely new to this..

Derrell Barton · Answer

I just posted a new topic on 'scripts when cold calling real estate agents.' Got any good ones so I can get their referrals?

Ethan Summers · Answer

@Derrell Barton thats great i hope it goes well for you if you have any questions feel free to message me !

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