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#431655 - 01/10/14 04:42 AM Has anybody EVER had success direct mailing Expireds?
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
I target expireds in my area, using calling door knocking and mailing. I have to resort to mailing sometimes for obvious reasons but I have NEVER, not even once, gotten a response using direct mail.

Of course, you are now going to say: then why are you doing it?

But I am still looking for that magic formula that gets a response rate of more than 0.000%.

Please share direct mail that has worked for you.

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#431657 - 01/10/14 06:49 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Stefanie,

Direct mail works wonders! We have great success with mailings to expired listings.

You're not getting any responses because you're doing it wrong.

Let me guess, you mail one postcard or sales letter that looks like everyone else's and then you call it quits. Eh?

Mail at least three times, more is better. We also send out 3D mailings. Sure it costs $2.07 for postage to send out, but we have a new listing that came on at $750,000.

We bank money, not response rates.
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431685 - 01/10/14 02:20 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: David Hunter]
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
no, i've sent out multiple mailings to each address before and they were not cheap postcards.. I was looking for specific tips on what to write and how to get a response.

I find it extremely odd that people are having success with mailings and I am not. I tried many things and I find it hard to believe that it is regional/ I'm still looking for an explanation on why I've never gotten a single response. EVER. let alone a listing.

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#431687 - 01/10/14 03:20 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
What's your message on your postcards? Feel free to attach a copy here.

You don't need expensive postcards. Cheap ones work just fine if you have the right message.
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431692 - 01/10/14 11:41 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 611
Loc: LA California
I'm curious what you print too. What are you using to grab attention?

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#431723 - 01/11/14 12:57 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
I've tried many different things. Postcards are just some if the things I've done.

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#431740 - 01/11/14 07:17 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Well, what ever you're doing, you have the wrong message.
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431753 - 01/12/14 01:28 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
I realize I have the wrong message, hence why I came here to ask for specific info on what has worked before.

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#431754 - 01/12/14 05:26 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
What was your message?
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431761 - 01/12/14 06:40 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 611
Loc: LA California
more minds are better than 1.
If you ask enough people their opinion of your message, you'll know what's wrong with it.

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#431764 - 01/13/14 05:00 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
I've used different strategies.

I've mailed 12 'compelling letters' to each expired (my broker bought the hoss pratt system)

I've done jumbo post cards saying 'i will sell your house in 39 days OR FREE'

I've mailed 'Expired packages' with a bunch of info material...

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#431779 - 01/13/14 07:47 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Try 3D mail. I posted about my experience using 3D mail on my blog (along with current stats). It's a three-step system. With a postcard for the first mailing, a home seller's guide (with sales letter) along with a rubik's cube in the second mailing, and a trash can for the third mailing with a sales letter.

The property we just got is listed at $750,000. Now we have to sell it!!

Hmmm... I should really put my systems together and sell them!! ha :-)
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431786 - 01/13/14 10:29 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Bigtoe Offline
Major Contributor

Registered: 10/14/07
Posts: 2273
Loc: Outer Banks
Originally Posted By: Stefanie
I've used different strategies.

I've mailed 12 'compelling letters' to each expired (my broker bought the hoss pratt system)

I've done jumbo post cards saying 'i will sell your house in 39 days OR FREE'

I've mailed 'Expired packages' with a bunch of info material...


You mailed the same 12 letters, 2 or 3 others agents mailed. Goodbye credibility. Make your own 24 letters/postcards. If nothing else, break down your listing presentation, along with your expired package into 20+ sections for separate mailings and keep them brief, no one reads letters anymore.

Add postcards to the mix, new and just sold. Never stop mailing them, once a week at first and then gradually moving to once a month, until they re list. Start with the expired stuff, then the listing stuff intermixed with postcards. The persistence alone will impress them.

39 days or free sounds like a scam, it usually is, and consumers understand that.

Good Luck!
_________________________
Your Outer Banks real estate agent. Helping people buy and sell OBX real estate since 1989.

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#431789 - 01/13/14 11:57 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 611
Loc: LA California
If I were in your shoes, I'd do whatever it takes to meet the seller in person, even after a sale, just to ask why they picked the other agent. like reverse engineering.

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#431808 - 01/13/14 07:47 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
oasis1frog Offline
Junior Member

Registered: 07/13/12
Posts: 7
Loc: Australia
My experience, and that of other agents, sellers will never call you, you need to call them, if you can find their contact number that is !

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#431817 - 01/14/14 04:46 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: oasis1frog]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Sellers may not call you, but they call us. You need to give them a reason to respond and be different than everyone else in your area.

If you follow the herd you'll be slaughtered with the herd.
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#431818 - 01/14/14 05:14 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Vermont Offline
Major Contributor

Registered: 04/12/08
Posts: 7868
Loc: Vermont's North-East Kingdom
We've had our greatest success with Sellers who are difficult to reach or contact. Some out-of-staters have gone so far as to tell us that we got the listing because we had both the willingness, and the wherewithal, to pretty much hunt them down.

I guess they equated that to an ability to hunt down appropriate Buyers as well. That conclusion doesn't necessarily follow, but we don't correct them.

If it were easy, and everyone could do it, then we wouldn't be able to set ourselves apart from the competition.

I find that it's akin to detective work . . . . and you have to enjoy THE HUNT. For a "good" listing, this is worthwhile; so I've become very selective. (And the same thing holds true with Buyers).
_________________________
Dale C. Hittle of GOLDEN RULE PROPERTIES in Glover, Vermont
Where We're Always Striving To Put Together "THE FAIR DEAL"

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#431838 - 01/14/14 11:24 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Bigtoe]
Stefanie Offline
Member

Registered: 04/02/13
Posts: 83
Loc: South Florida
Originally Posted By: Bigtoe
Originally Posted By: Stefanie
I've used different strategies.

I've mailed 12 'compelling letters' to each expired (my broker bought the hoss pratt system)

I've done jumbo post cards saying 'i will sell your house in 39 days OR FREE'

I've mailed 'Expired packages' with a bunch of info material...


You mailed the same 12 letters, 2 or 3 others agents mailed. Goodbye credibility. Make your own 24 letters/postcards. If nothing else, break down your listing presentation, along with your expired package into 20+ sections for separate mailings and keep them brief, no one reads letters anymore.

Add postcards to the mix, new and just sold. Never stop mailing them, once a week at first and then gradually moving to once a month, until they re list. Start with the expired stuff, then the listing stuff intermixed with postcards. The persistence alone will impress them.

39 days or free sounds like a scam, it usually is, and consumers understand that.

Good Luck!




Thank you! That was exactly the kind of solid, specific advice I was looking for!

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#431993 - 01/19/14 03:07 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
RaquelMangual Offline
Member

Registered: 03/18/07
Posts: 446
Loc: Philadelphia, PA, USA
I've had success with direct mail to expireds with a series of letters. One letter or postcard doesn't work. I use a campaign that is already included in my software and I've been able to list expireds.
_________________________
Philadelphia Shortsale Expert
I manage my database and transactions with RealtyJuggler

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#432095 - 01/21/14 11:32 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Kevin_R Offline
Junior Member

Registered: 01/21/14
Posts: 1
Loc: Canada
Your messages clearly shows it's a SPAM, don't you see they are just usual methods. In direct mailing there is an advantage that people actually look forward to read it. If you think of writing line like this, people are definitely going to take it to the bin. Take your time, categorize the people in the database and send out postcard or mails after personalizing it. It should be different from the lot. Get some help if you need. http://www.troimail.com/services/

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#432577 - 02/03/14 01:31 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Wwright Offline
Junior Member

Registered: 02/03/14
Posts: 5
Loc: Delaware
The best way that I find to contact expired is to write a hand written letter and follow up with a phone call. I sometimes call the former listing agent to see why they thought the listing did not sell. Some times they are helpful and some times they are not. Do your research and you may find that the reason it expired is obvious. For more tips on real estate agent success go to www.realestatelicensinginfo.com

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#432635 - 02/04/14 11:21 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: David Hunter]
AZGolfer Offline
Junior Member

Registered: 11/11/11
Posts: 7
Loc: Scottsdale, Arizona
[quote=David Hunter]Sellers may not call you, but they call us. You need to give them a reason to respond and be different than everyone else in your area.

[b]If you follow the herd you'll be slaughtered with the herd.[/b] [/quote]

David,

Would you share your postcard(s) with us (me?). Either by posting here of email to me Pkease?

I first got my license in 1973 and worked the area I grew up in, huge SOI, no marketing, post cards, calling....but I just moved to a new area where I know no one! I feel like a brand new agent trying to figure out what to do to generate leads. Am sending out my first 500 cards tomorrow to out of state homeowners (the majority if homes here are 2nd, 3rd or 4th homes)....

So I'm going to farm three subdivisions with post cards every 3 months with market reports of their subdivision.....looks like I have a lot to learn about post card farming, FSBO's and expireds.

Clary

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#432676 - 02/05/14 09:15 AM Re: Has anybody EVER had success direct mailing Expireds? [Re: AZGolfer]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Hi Clary,

With EDDM, we use a 8.5" x 11" postcard. We usually always farm in the same neighborhood.

Say we just sold a house...

Back of the postcard left side: We have a headline "'Your name here' Just Sold Another 'city name or neighborhood here' house!" Then we have a picture of the house, along with the address and original listing price.

We also have a self-portrait in front of a landmark people would recognize along with info to contact us.

Back of the postcard right side: We include our address (not necessary w/ EDDM), EDDM insignia, a testimonial from a client, and off balanced wording that says to check us out on Angie's List and Zillow.

Front of the postcard: We include a picture of our Home Seller's Guide along with instructions on how to get it. We also include houses we just listed or other information we find necessary (maybe it'll have something to do with a holiday coming up, event, etc.). Again, we have our contact info on the bottom.

I'm not sure how much you'll get doing this every three months. I'd say to mail the same area at least every month. Once a week is better. Also make your postcards have a "call to action."

For expireds, I send out 3D mail. You can find my post about 3D mail on this forum. I just received a new 3D product, message in a bottle, which I'm going to hand write a letter, roll it up, and put it in the bottle and mail it off. This will be the third step in my campaign.

I'm also going to be using bank bags to send to expireds.

Cheers!
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


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#435466 - 04/21/14 08:14 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
gilbertgholson Offline
Junior Member

Registered: 04/21/14
Posts: 1
Loc: Ontario, Toronto, Canada
Hi Stefanie, direct mailing services have always benefited small and localized business generating new leads. Direct mail campaigns have helped me lot with my insurance business and some of the best used direct mail marketing techniques include usage of customized post cards, flyers, letterheads and envelops which generate interest among focused customers. You can try out a combo of online as well as direct mailing services for your real estate business as it can get noticeable results from large amount of customers. Check out this link http://www.troimail.com/services/commercial-print/ so as to know more about direct mail marketing strategies.


Edited by gilbertgholson (04/21/14 08:16 PM)

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#437147 - 06/25/14 08:18 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
JamesJam Offline
Member

Registered: 06/15/14
Posts: 53
Loc: california
No,but i will try. plz explain...

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#437179 - 06/26/14 03:55 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: JamesJam]
David Hunter Offline
Major Contributor

Registered: 09/27/05
Posts: 1640
Loc: Cleveland, Ohio
Originally Posted By: JamesJam
No,but i will try. plz explain...


Send some 3D Mail (mini trash cans, bank bags, message in a bottle, etc.). You want your sales letter to get open and read!!!
_________________________
David Hunter | Retired RE Agent |Direct-Response Marketer
www.DukeOfMarketing.com/7-Real-Estate-Marketing-Strategies/
www.TheSaviorsMinistry.org


Top
#442810 - 01/26/15 11:05 PM Re: Has anybody EVER had success direct mailing Expireds? [Re: Stefanie]
Alchemist Offline
Member

Registered: 01/24/15
Posts: 35
Loc: British Columbia, Canda
In my market it didn't work

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