Real estate marketing | 3 Direct Mail Tips

– Hey there, my name is Ryan Dossey.

I'm a buy and hold real estate investor.

We bought over 140 units for our portfolio in just the past two years.

On top of that, we buy and sell another 50 to 60 properties a year.

And today's video, we're gonna talk to you about the three things youwanna make sure you get right before your firstdirect mail campaign.

Let's jump right in.

(bouncy upbeat music) A lot of real estate investors, whether it's from watchingYouTube videos of mine or somebody else's, reading on forums, listening to podcasts, think that direct mail is as simple as you'd go on list source, you buy a list, you find a mail house, either send out postcards, yellow letters, or something better, and you send it and sit back and wait for calls.

And there's three things that you want to do beforeyou order your first list before you send your firstletter to make sure that you're really settingyourself up for success.

My number one deal sourcestill in 2020 is direct mail.

But there's a lot of things you can do to kind of mess it up before you start.

So we're gonna go overthe top three things that you wanna make sure you get right before investors are gettingyour letters in the mail.

The first thing is gonnabe getting your address and your phone number figured out.

So a lot of investors make the mistake whether it's they want anonymity, somebody told them to do it.

They use either a UPS boxwritten as like a suite number, they use a PO Box.

The problem with that, the people that are getting your letters, whether you like it or not, whether you try to hide it or not, they're gonna try tofigure out who you are.

So, first off, if you'reusing your name, right, you may wanna clean up what's on your Facebook page or your Instagram.

If you are using a company name, you may wanna google it a little bit and see what pops up.

On the address side, oneof the big things we see, if you use like a PO Box thatimmediately screams scam.

You have somebody who'sinterested in getting a cash offer that sounds a littlebit out there to them, like, how does somebodyhave cash, I'm broke, right, how can somebody just cut me a check and when they go to try to find you and it pops up is like a PO Box, they're like, “Oh, yeah, you know, I thought this was too good to be true.

” Or, “This must not bea legitimate business or legitimate person.

” Same thing, if you use likea UPS box or suite number, you know, they go and Google your address.

Hey, who is this guy? Where are they located? And it pulls up a UPS Store.

They're kind of like, “Huh, that's weird, right? That doesn't seem right.

” You know, they're lookingat, like, the businesses on Google Maps next toyou or next to the PO box, trying to figure out, youknow, “Is he in there?” We've even heard stories of sellers going into the UPS store, saying, “Hey, I'm looking for such and such business.

Are they here, ” right? So you wanna make surethat you're not doing that.

The correct thing todo, ideally, is gonna be to have either like a co-workingspace or a private office.

Ideally, this is something that could be just a couple hundred bucks a month where you can go and set up your laptop, but they give you a full blown address.

Obviously, for a lot of youguys, you're not at the point that you're gonna haveyour own office building.

And that's totally cool.

In that instance, I wouldrecommend just using your home.

They're going to look at it and, “Okay, cool.

This is a local person or a small business running from home.

” They're not necessarily expecting you to be in a giant office.

But that looks way betterthan it being a PO Box, or a UPS store.

The immediate concern thatcomes to mind is like, where people are justgonna show up at my house.

I can tell you that I'vesent hundreds of thousands of pieces of mail withmy office address on them and we've literally hadone person ever come in.

And it was actually somebody who was interested in selling to us.

They just wanted to makesure that we were legit.

So no crazys or anything like that.

Obviously, if that'ssuper concerning for you, just go rent a co-workingspace and use that.

But be sure you don't go the PO Box or like the fake street addresswhen you're using a suite because it will come back to bite you and it will cost you leads and deals with people who justchoose not to even call.

A real quick kind of funny side note on why you want to Google what's going on in your marketing isthe guy's phone number.

So especially if you'rebuying phone numbers through CallRail, or RingCentral, or something like that, always search the phonenumber you're using because sellers aregonna do the same thing to try to figure out who you are.

Got a mail piece from a local guy, just had his first nameon it, no last name.

Had a PO Box, and I was like, “Hey, I don't know who this is.

” Threw the phone number into Google and the number one thing that popped up was local real estateinvestor arrested for scam.

Now, the super, superunfortunate thing for this guy, it wasn't even him.

It was somebody else.

It was a number he bought.

The article was several years old.

But do you think he gotany deals out of that? I actually called him and was like, “Hey, man, you may wannaGoogle your phone number and change it for your next campaign.

The second thing you wannamake sure you get right on your first, well, and every mail campaign there after is your postmark.

So this is where the letterwas actually shipped from.

If a seller is interested in what you have to offer, cash offer for their house, they're gonna scrutinize the piece.

They wanna make sure, you know, hey, this is somebody that is legit.

This is somebody that I thinkI wanna do business with.

So if you pass kind ofthe first round tips, you make it to kind ofa sniff test number two.

You wanna make sure that you'renot out of state postmarked.

I own a company called Porter.

We take over 10, 000 calls a month for real estate investorsall over the country.

The neat thing with that Iget to hear all the stories of what everybody else is doing wrong.

So we had a client who is in San Diego, who is using a mail house in Dallas, but had a San Diego return address.

So people in San Diegowere getting a letter from somebody in San Diegopostmarked Dallas though.

And all of his calls were, “What kind of racket are you guys trying to run pretending you're here local.

The postmark says it's in Dallas.

” Guys, this is stuff people actually check.

And this is so cheap to prevent.

All you're gonna do ishave your mail shipped to you locally, alreadystamped, inserted, and sealed or you can cut it open and dump it.

Typically, you know, a USPS flat rate box is gonna be like eight to 12bucks depending on the size to prevent this objectionfrom even coming up.

The problem is you don'tknow who it's gonna turn off, so you wanna make sure you get that right.

So if you're not doing your own mail, just ask your mail house if it's possible to have it shipped to you locally.

As a quick note, this does only work if you're using first class stamps.

If you're using pre-sorted, pre-canceled, that kind of stuff, theyhave to drop it locally, and you don't have control over it.

It's one of the reasonswe use first class stamps on all of our pieces of mail.

Yes, it's more expensive.

But we're not turning people off before we've even hadthe chance to meet them.

So make sure you get thatpostmark piece figured out.

If you are looking to save on postage, I personally like the realfirst class stamp best.

Just go through a local mail house, there's gonna be a localprovider in your market that can do yellow letters or postcards or whatever it is you're wanting to do to get you that savings but to still keep that local postmark soyou're not shooting yourself in the foot before you even send mail out.

The third thing, and this is probably one of the most commonmistakes I see investors all around the country make is they don't spend any timereally looking at their list, or data, or processingit before they send it to their mail house.

So if you're usingListSource or another broker, they're gonna send you back a file of, “Hey, these are theabsentee owners, or seniors, or whatever it is that you requested, ” but there's a few thingsyou wanna look out for.

The first thing is gonna be owner one and owner two versus label name.

So typically, you senda file to a mail house with a label name, what do you think they'regonna put on the label? They're gonna use the label name, right? The problem with that is that's normally the first owner's first and last name, and that totally ignores the second owner.

Again, this is one ofthose mistakes I've gotten to hear kind of through the grapevine, through our staff at Call Porter, of sellers calling in irate, you know, “Hey, this is my property too.

I own this house, ” or, “I'm on title as well.

” So you never know if ownertwo, maybe that's a spouse, maybe that's a siblingis gonna get the piece and be upset or offendedthat they're not on it.

Or make the decision of like, “Yeah, you know, he's not interested in selling that, ” right? If you take the time to combine owner one and owner two name intolike a john and Sarah or like, you know, Bill and James, not only does it look likeyou've done some research, but you're not pissing somebody else off because obviously, that's never the goal.

One of the other things to look out for on these files typically, if you're buying data from a reseller or a broker is they'regonna have missing spots.

So you're gonna havea property like a name where they don't have any data.

And you don't want that to just be blank.

Ideally, you wanna tryto dig in county records or through Spokeo or something like that and figure out who those people are.

Minimum, do something like property owner, but you wanna make sure that you don't just leave that blank.

Again, that's kind of thethird thing you can do.

Just spend a little bit of time looking at and massaging your databefore you send it over to make sure you're not pissing people off before you even get a chance to meet.

Thanks for taking the timeto check out this video.

Be sure to subscribe.

Turn on notifications.

And as always, drop anyquestions you have below when it comes to direct mail.

This really is my area of expertise.

I'm happy to be a resource for you.

Also, if you're a new subscriber, let us know where you're from below.

Always cool just to seewhere people tuning in from.

Got several other videoscoming up on direct mail, some what not to do'sand even what I'm sending to get all the deals yousee me talking about.

Talk to you guys soon.

(bouncy upbeat music).

Leave a Comment