How many yellow lettersmailed monthly average?

[Max Johnson]

I am just starting out with the yellow letter. I have read the you can get anywhere from 10% to 15% response. On average how many do you mail monthly and more or less and how many deals monthly?

Thank You

[Michael Quarles]

A few things work into the equation of "How Many". I wish it were a cut and dry formula however it isn’t.

In general most investors who understand marketing create enough lead generation to match their ability to capture and fulfill those leads. Over marketing is a waste of money as well as under marketing.

With that said there are five categories of calls.

Reality Prospects - People who want to sell and answer all of the questions at market value or less.

Fantasy Prospects - People who want to sell and answer all of the questions at above market value.

Suspects - People who say they want to sell however don’t answer all of the questions.

Future Prospects/suspects - People who aren’t ready to sell

Dead Leads - Everyone else

The real number to look at is the number of Reality Prospect calls.

Depending on your ability, exit strategy, available resources, and prospect group one should be writing contracts on a 1:9 to 1:27 rate.

When marketing it is extremely important to keep your numbers and keep them based upon message, market and media.