Direct mail is one of the best ways for real estate professionals to locate motivated buyers and sellers. It takes a lot of planning, thought, and money to reach your goals, but it will be worth it. Direct mail is an investment, not an expense. You cannot just try it once and say it didn’t work. In order for you to find the best deals, you must do it the right way.
Your mailing list is the absolute most important aspect of your mailing. The best list you have is your in-house customer mailing list. If you choose to rent a list to get new names, be sure you go through a reputable list provider. Open the list before you send it to the mail house–make sure that you have received the proper selection of names that you asked for, just in case. It would be a shame to spend all that time only to have your mailing go to the wrong people!
One Mailing is Never Enough
Second, do not stop at one mailing. If a prospect is worth mailing to once, he or she is worth mailing to again. It might be that your prospects need more exposure to your message before they make up their minds. You might get the most responses from your first mailing in a campaign, but others might need some persistence. You’ll be glad that you kept in touch when more of your prospects become clients over time.
Finally, allow your offer to weed out the prospects you don’t want. Word your letter clearly so that the readers understand your offer. Ensure that only motivated buyers and sellers contact you by writing a letter that speaks directly to them. The truly motivated clients will contact you, while those that are fence sitters will not want to jump on your great offer. This is for the best so you get qualified leads and profitable new clients.