US Leads List

[Jeff Croft]

Just purchased the US Leads List for this quarter. I have heard you need a softer approach on the yellow letter for this list but I have been unable to find one for inheritance/probate. Anybody mailing this list? Yellow letter wording they are using?

[Rick H.]

Although I'm a marketing guy, I'm not currently mailing anyone else's list(s) right now however I've been mailing since 1978 so I guess that makes me qualified to comment.

The big challenge with compiled lists, beyond accuracy, is that they are static lists. The ideal list contains people who are reachable, want to do business with you, are motivated to do so (a trigger present) and have demonstrated that they are hyper-responsive to your offers.

When soliciting prospective sellers, off-the-shelf lists are typically not vetted fo the kinds of triggers that you'd like to see which motivate people to take action, other than people in default. However, if you rent or purchase lists and combine them yourself with certain triggers that act as catalysts, you may find a gold mine in you list that others don't recognize.

For example, a vacant house with a deceased owner, a loan with a balloon payment due that's in foreclosure with substantial equity, now that's a target. If you take the time to reverse engineer som of the scenarios of life events and overlay them with your USLeads List, you'll really have something.

The value is not in having a thousand names but a handle of ideal prospects that fit your dream criteria.