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3/10/2016
1
Step 1 Generating
Leads List Targeting
You’ll Discover…
Why Target Lists
Best Lists to Target
How Best to Target Them
How to Handle Leads Generated from Them
Bronze Medal
Best Quality (Gold): Intent Traffic
Good Quality (Silver): Advertising
Decent Quality (Bronze): List Targeting
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How Did You Find It?
Question: “How did you find that lead?”
Answer: “Direct Mail”
Why Target ListsLowest Cost
Stepping stone to better leads
Generates different leads than intent or advertising.
Can be effective in Major Metro Areas
Stealth
Standard Postcard
Use Click2Mail to Send Postcards
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Standard MessageDear First Name Merge Field,Want to sell Address Merge Field fast and easy?We are a local, family owned real estate business that will be buying 3 houses in the next 2 months in your area. We sent this to you because your house has some of the features we are looking for. But this same postcard has also been sent to hundreds of others too. So if you want to be one of the lucky 3 to sell their house fast cash with no commissions, no hassles, no headaches, just quick and easy, CALL 555-555-5555 or go online to www.website.comSincerely,John Smith
Handwritten Envelope
Handwritten Formatting
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Handwritten Hybrid
Handwritten Envelope but Printed Letter Inside
Handwritten Font Letter
Fedex Copied Handwritten Letter with Handwritten Name at beginning and Address in middle
What Mailer to UsePostCard (bigger lists)
Automated, Cheap, Fast
Hybrid (quality lists)
Faster than completely handwritten
Completely Handwritten
Very small, high quality lists
Lists (Good, Bad, Ugly)Mortgage Lates, Pre-Foreclosures & Right of Redemptions
Tax Lien & Tax Deed Sale
Quitclaim, Post Divorce & Inheritance
Post Bankruptcy
Expired / Withdrawn
Eviction Filers, Code Violators
For Sale By Owner
Absentee Owner
zBuyer
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Foreclosure ProcessStage 1: Mortgage Late
Stage 2: Pre Foreclosure
Stage 3: Foreclosure Auction
Stage 4: Right of Redemption
Mortgage LatesPrior to Pre Foreclosure
30, 60, 90, 120 Days Late
Sourced from Credit Bureaus
List Provider (In Vendor Network)
500 Record Count Minimum
Avoid 120s in long foreclosure states
Instructions in Vendor Network
Mortgage LatesMUST Direct Mail
Mail each record 5 Times
Separate list into 4 groups
Mail a group a week
Returned letters can be the best ones
Disproportionately large amount of 120s can be the reason for lack of response.
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Pre ForeclosuresPublic Record Mortgage Delinquency
Competition (Attorneys, Investors)
Accessible Free on Zillow
Door knocking these is a tried and true method to dig up a deal if you are broke
Pre ForeclosuresDon’t Call Blast List from LandVoice but you can call or REPhoneBurner.com
Door Knocking
Hone on Best Ones (Equity, Location)
Hire a BirdDog
Direct Mail may not work
Right of RedemptionMichigan, Minnesota, Kansas, New Mexico
Getting the List may be manual
Pull MLS comps on each one
Door knock, Facebook stalk, Skip trace
If all else fails, offer to share in the profit
Get a Quitclaim Deed recorded ASAP
Start at the Pre Foreclosure Stage
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Tax Lien Process
Stage 1: Upcoming Tax Lien Sale
Stage 2: Sold Tax Liens (Decent)
Stage 3: Upcoming Deed Sale (Best)
Stage 4: Right of Redemption
Tax Lien & Deed Sale
Manually create the list from the government posted records.
Filters
Single Family Homes
For Tax Deed Sales, review title to each.
Tax Lien & Deed Sale
Click2Mail Postcards to Tax Lien List
Send every 2 months
Use all purpose letter
Handwritten Letters to Tax Deed List
Send every week
Use Tax Deed Letter
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Tax Deed Sale Letters
Quitclaim ListRecorded Quitclaims to persons (not entities) last 30 days
Getting the List
Manual (or Atchut Neelam)
Reaching the List
Direct Mail
Post Divorce ListDivorce completed.
Getting the List
Manual (or Atchut Neelam)
Reaching the List
Direct Mail new owner (or defendant)
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Inheritance ListProbate completed.
Getting the List
Manual (or Atchut Neelam)
Reaching the List
Direct Mail new owner
Post BankruptcyDivorce completed.
Getting the List
Manual (or Atchut Neelam)
Reaching the List
Direct Mail new owner (or defendant)
Expired/WithdrawnMLS listings change to Expired or Withdrawn.
Getting the List
Manual
Reaching the List
Direct Mail
Track Down Owner
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Eviction FilersProperty owners who have filed an eviction.
Getting the List
Manual
Reaching the List
Direct Mail
Track Down Owner
Code ViolatersProperty owners with a building code violation.
Getting the List
Manual
Reaching the List
Direct Mail
Track Down Owner
Bird DogsDoor Knock Pre Foreclosures
Call on FSBO / For Rent Signs
Investigate Vacant Properties
Compensate per lead (not a share of profits)
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For Sale by OwnerGreat for practice
Most are Greedy/Irrational
List Provider: LandVoice
Call Loop or SimpleBlast
May still work in rural areas
The Craigslist Effect
Messes with your mind
Mining Craigslist/ZillowCraigslist Automator
Individually emailing, texting or calling FSBOs
You have to kiss a gigantic amount of frogs to find a prince, but statistically possible.
Mining Craigslist/Zillow
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Absentee OwnerSee ListSource Video
Inexpensive
Quantity, not quality
Competition May Hit List
Make Offers to all Leads
Target Bread and Butter Areas
Email Drops
http://www.quickcash4homes.org/v2/index.php?offer_id=507
Leads Generated from Email Drops
Excellent Value, Lower Lead Quality
Contact every seller lead several times and email those that don’t call back
Expect long term time horizon on results
Ask for Discount because you are in this program.
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REPhoneBurner.com the Old Leads
Leads are not exclusive
Best in Rural/Medium population counties
Not effective in Large Metro Areas due to competition unless dialing old leads.
Consistency and Persistence is Key
SummaryMortgage Lates, Pre-Foreclosures & Right of Redemptions
Tax Lien & Tax Deed Sale
Quitclaim, Post Divorce & Inheritance
Post Bankruptcy
Expired / Withdrawn
Eviction Filers, Code Violators
For Sale By Owner
Absentee Owner
zBuyer
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Q&A
