Transcript 3 M’s of Marketing

Million Dollar Direct
Mail Systems for
Buying Houses
With Richard Roop
Who is Richard Roop?
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Woodland Park, Colorado
Married 19 years, father of 2
The Marketing Consultant for Real Estate
Entrepreneurs
Marketing & Business Consultant since 1984
Full-time investor since 1996
Copywriter - $15,000 + per sales letter
Over 250 deals
Buys 2 to 3 houses per month
Sells 3 to 4 houses a month
Average profit over $27,000
Managing over 50 properties
Farming 2 areas of 15,000 homes each
Certified Master Practitioner of NLP
How to make money in real estate
Don’t treat your investing as a hobby
Don’t call charity business
Marketing is salesmanship multiplied
Marketing is the key to any business
Business is about making profits
How to make money in real estate
Marketing is the key to huge profits
You get paid for creating value
Have a game plan
Track your results
Be a big fish in a small pond
Use a formula for making offers
Hypothetical example
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Average profit $27,400
Generate 15 calls through marketing
Prescreen down to 5 leads
Visit 4 motivated and flexible sellers
Get 1 offer accepted
Spend $750 to get 15 calls
Each call worth $1,826
$100 = $3,650
How to Collect 5 Figure Paychecks
Buying & Selling Houses
 Find
Deals
 Prescreen Leads
 Construct & Present Offers
 Close
 Sell & Occupy Quickly
How to Find Deals
 Driving
your “farm” area
 Bird dogs
 MLS
 Calling sellers
 Foreclosure sales
 Marketing – Direct Response
3 M’s of Marketing
Market
Message
Media
Clearly identifying your MARKET
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Ask yourself these questions…
Who do you want to communicate to?
 Who can you help the most?
 Who's most likely to need for your help?
 Where do you want to buy?
 What types of property to target?
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Create a MESSAGE
that matches your market
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What are the top benefits can you offer the
seller?
Why should they choose you over the other
options they have to sell their house?
What are the most important benefits you can
offer to a seller?
What problems can you help a seller overcome?
Why is it easy and safe to do business with you?
Why should they call you now?
What do you want them to do next?
Proven, Low Cost MEDIA
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Free Special Reports
Flyers
Advertorials
Small Display Ads
Classified Ads
Signs
Post It Notes
Door-to-door
Radio Spots
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Real Estate Hot Line
Door hangers
Free Co-op Mailers
Oversized Postcards
USPS.com Postcards
“Jump off” ads
Business cards
Web sites & email
Letters
Markets by location
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Radius search by distance
Radius search by number of homes
Carrier routes & Zip codes
Bread and butter neighborhoods
High end neighborhoods
High number of foreclosures
Days on the market
Newer subdivisions
Where you own already
Lists
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Out of the area owners & Non-owner occupied
Expired listings
For Sale By Owners
Market price
Preforeclosures
Homes owned 1-3 years
Homes that are 1-3 years old
Free & clear houses
Homeowners 65 years or older
Transfers by quit claim
Transfers by quit claim - out of the area owners
More Lists
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Bankruptcy
Divorce
Delinquent taxes
Behind on payments
Probate
Burned out landlords - evictions
Code violations
Condemned houses
Vacant houses
In house follow up list
Entire contact list
“Free Special Reports”
2-Step USPS.com Postcards
Pre-Foreclosure Card
“Million Dollar” Postcard
Front
“Million Dollar” Postcard
Back
“Million Dollar” Postcard
Saturate neighborhoods
 1-step marketing
 Little or no competition
 Very Systematic
 $600 = $10,800 average
 $600 = $31,200 (Jim in CA)
 $600 = $21,600 (Roop in CO 1st time)
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Merged USPS.com Postcard
Merged USPS.com Postcard
 Very
targeted
 2-step marketing
 Systematic, fast
 28 cents - complete
 $100 = $57,100 (Mike in CO)
 $100 = $11,600 (Roop 1st time)
USPS.com postcard templates
Val Pak
A
Yellow
Letter
More direct mail strategies
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Get 10,000 flyers out monthly for free
Using the “yellow page” flyer trick, sell your
houses or cut your costs in half
Getting free & super cheap mail lists
Building an “in-house” pre-foreclosure list
Using postcard “auto responders”
House selling strategies using direct mail
You need M.O.R.E
M
arketing
O
ffers
R
aising Cash
E
xit
More resources
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The Ultimate Direct Mail System
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Marketing Mastery Training Calls
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www.richardroop.com/masterycalls
www.richardrrp.com/feb2005 Password:
love2
Instant Marketing Tool Generator
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www.richardroop.com/ultimate
www.richardroop.com/imtg4
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