All Forum Posts by: Tom Bujnowski

I make a copy of one of my testimonials and enclose it with the letter.

When I give an offer to a seller of a property I want to buy, I enclose a copy of each of my testimonials in my presentation package -about 25 in all.

Pretty powerful!!

If you're not getting testimonials you should start. And once you get them include them in ALL your marketing. People may write them for you on their own. However, if they don't try this...

After you close a deal with a seller send them a thank you letter. However, in the envelope include a testimonial letter that you've written about yourself. Tell them you know they're busy. Ask them if the testimonial you've enclosed captured the essence of the service you've provided. If it does would you mind signing it and sending it back to me in the stamped self addressed envelope.

My success rate is 95%. Most people send them back. If you're not doing this IMMEDIATELY after closing you're making a BIG mistake!!!!!!!!!

Targeted direct mail means to a specific list. Yes 2 of my main concentrations are probates and absentee owners. I don't use yellow letters. I create my own copy concentrating on how I can help the seller relieve themselves of the real estate.

I use "you" a lot and not "me". A lot of people think you can send any old kind of letter. I guess you may get a deal from that. I believe WHAT you say is important.

As I've mentioned before I use letters in white envelopes that are hand addressed. The first component of direct mail - it has to be opened.

Finally in my humble opinion outside of a direct referral direct mail is the BEST lead generator. The ROI is FANTASTIC. You're put in front of a prospect for a little over $.46. Salesmanship in print!!!

Another thing. Don't stop with one letter. Send a series of letters every 3-4 weeks building on the previous one. Address the needs of the executor - how you can help them. Try to differentiate yourself from the marketplace.

Study people like Jay Abraham, Dan Kennedy and Gary Halbert.

TEST -TEST - TEST. See what works.

In my opinion there is not ONE size that fits ALL!

I'm very successful with probates. My letter looks like personal correspondence. The envelope has no business name or address. They are handwritten.

The first thing about direct mail is it HAS to be opened to be successful. Making it looking business like hurts your chances.

Targeted direct mail - has always been for me the best bang for my buck. Very little competition.

Important to send a series of letters each building on the previous one!!

I agree with Minh. We need to be EXPERTS in our area. I just listened to an interview Waren Buffet gave in India 2 years ago. He makes investment decisons by detaching from the opinion of others. He looks at the facts - works his numbers - and if it makes sense - he JUMPS on it.

We need to know OUR market like the back of our hands. And leave EMOTION out of our buying decisions

And say Next - and go to the next opportunity!!

I've been very successful mailing probates. Motivated sellers - will look at offers. However, spend some time with your copy. Talk about their needs and what you can do to solve their problems.

It may be obvious but MOST people don't do it whether it's a real estate investor, a restaurant owner, a plumber, etc. Who's really marketing out there? Everybody just expects customers to fall into their laps.

The point of my post was simply to help people. To make them realize what drives an enterprise.

As for me I do a lot of direct mail. I constantly test what's working and what's not working. For every thousand dollars I spend I bring back $25,000 in profit. Where else but direct mail can you get an ROI like that?

The number one goal of any business is marketing. We are not investors - we are marketers of our real estate business. Everyone should be concentrating on getting leads. You can always find the best strategy-

But.............

Without customers we are dead in the water. The first thing I do EVERY morning is marketing. If you don't do a marketing activity every day you're going to die in this business!!!!!