Oct 12 2023 22 mins
Getting the best results from your probate direct mail campaigns is important. I’m often asked if there is a way to maximize those marketing dollars spent each month, and the answer is yes there is. It all begins with creating a memorable experience at each and every interaction with these sellers.
You need to find genuine ways to make the sellers’ lives easier during this process. It also involves following a proven process for probate direct mail marketing, and that’s what we’ll be talking about today.
[00:01:29 - 00:05:45] - Creating a Memorable First Impression
- Goal is to solve sellers' problems and make process easy
- Direct mail letter makes crucial first impression
- Make initial call to gather info and understand needs
- Use property visit to show understanding and respect
[00:05:46 - 00:10:02] - Turning "No" into "Yes" Through Follow Up
- 80% of deals come from follow up after "no"
- Ask to follow up in case Plan A falls through
- Use mail, calls, texts to stay top of mind
- Find out what's holding them back from "yes"
[00:10:03 - 00:15:01] - Building Trust Through Thoughtful Conversations
- Listen fully to show understanding and respect
- Use visual clues to start conversations
- Ask open-ended questions and listen closely
[00:15:02 - 00:22:10] - Creating Raving Fans Who Refer More Deals
- Make the rest of the process smooth once you get a "yes"
- Attend closing to reinforce a positive experience
- Happy sellers become raving fans who refer you
Key Quote:
"Your goal … has to be to solve their problem and create a bridge from where they are today … to where they want to go" - Sharon Vornholt
Resources Mentioned in This Show:
Probate Investing Simplified Course
Freebie: Probate Investing Starter Kit and Probate Letter
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