Probate Direct Mail: How Often? How Long?

Question

Hey all I've been mailing probates for a while and I mail the list once every 30 days for 6 months. But I recently heard someone talk about a study where they sent 8 mailers in 8 weeks and had more success. They weren't mailing probates though. Question is: what have you found to be better? A lot of mail really quickly, once a week to the same list? Or consistently spread out and staying in front of them for a longer period of time? Would love to hear from anyone who does probate on this.

Jerryll Noorden · Answer

First of all, you don't send DMM. It is a seriously inferior marketing system and I know it is hard to believe because EVERYONE is doing it and tells you to do it.

Now you need to ask yourself, how many people that do DMM are actually succesful? Not many AT ALL, compared to the sheer volume of people that send them.

Then when you stop, your leads dry out.

Then, you spend a TON of money trying to reach people, and only after you paid to reach  said "people" only THEN are you going to ask them if they want to sell their house and 98 out of 100 times they will not just tell you "no", they will uyell at you, demand you take them off your list call the cops on you (well I guess if you have an accent they will) etc. etc.

Will you get a refund for all the people that told you "no"?  I don't think so.

It is friggin BEYOND me how investors in general are SUCH dumb stupid creatures it amazes me they can "see" and "breathe" at the same time.

DMM simply doesn't make sense.

If I showed you a field of airplanes and told you, that 98% of these airplanes will crash and burn midair and only 3 % will reaxch their destination. Will you wave your family good bye as they board one of these planes? No?  OK then!

If I told you that this brand new car you are about to buy only starts 3 times every 100 times you turn the key. Will you buy that car?

No?

Then WHY is DMM the exception? Because everyone is doing it? Because everyone tells you it's Normal?

Sure everyone is doing it but that doesn't mean everyone is right. Not because 5 clowns agree with something does it mean that that something is correct.

Look into SEO, credibility and start crushing it. Seriously!

Those are my leads. 100% free,  extremely motivated, I don't lift a finger, don't pay a cent, reliable predictable, and the best thing is that when I stop, NOTHING changes. The leads come in whether I am laying on the beach, attending to my tomatoes in my garden or watching a movie on netflix.

Again, not because everyone is doing it a certain way is that an excuse to turn off your brain and be sheep! Seriously people!

Consider this...

with me, by the time my leads call me, they did ALL the work for me. Without even knowing they EXIST, they checked me out, did their research and all on their own convinced themselves I am the one to choose... all this while I have no knowledge of their existence.

Now... you can either be stubborn, and for ever spend the money and by statistics... ar emore likely to fail than succeed... or be that 3% out of the box thinkers that take the path untraveled and crush everyone else in their market.

Don't get me wrong .. you CAN make a deal using DMM... it simply is a WAY inferior not-so-smart method trying to get a deal.

As for how often you send the mailers out?

Read this:

https://www.biggerpockets.com/...

Mark Pedroza · Answer

@Christie Duffy

I would recommend researching probate files were the PR (personal representative) resides outside the state of NJ (CA, WY, TX, etc..)

I usually mail every 30-45 days. For your mailings the one thing to consider is to get your letter opened by the PR.

Jake Soper · Answer

Typically I recommend to do the industry average of once a month. The reason for this is simply to maintain consistency over time without overbearing the prospects. If the timing and content of your letter is good, it wont matter to the prospect if they received one last week vs last month. I think success in longer term direct mail campaigns is more about consistency in communication than mailing frequency tactics.

Probates are the one lead type where I've seen people be successful by changing the frequency. This has to do with the time sensitivity and complexity of the probate process. For probates the shortest time between mailers I'd recommend is 2 weeks. Anything more frequent is typically seen as spammy/desperate.

Christie Duffy · Answer

@Nicole Heasley That would be so helpful! Thank you!

Nicole Heasley Beitenman · Answer

I don't do probate, but I am in sales, and we've been rethinking our outreach cadence after reviewing some info from Salesloft. According to them, you should increase gaps between outreach over time. Say you mail out Round 1 on the first of a given month. Round 2 should go out a month later. Another month later, you send Round 3. But for Round 4, you should wait 6 weeks. Round 5 might also be 6 weeks. Round 6, wait 8 weeks.

If you're comfortable PM'ing me your e-mail address, I can send the info from Salesloft.