Today’s REI Classroom Lesson

Brian Sapp discusses how the compound effect works for direct mail and how many investors aren’t sending direct mail correctly.

REI Classroom Summary

If you aren’t sending direct mail to the same properties for multiples months in a row, you’re missing out on all of your leads you could get from follow up. Brian shares more about how the compounding effect can start bringing in more and more leads as time goes on.

Listen to this REI Classroom Lesson

Real Estate Investing Classroom Show Transcripts:

Mike: Welcome back to the REI Classroom, where experts from across the real estate investing industry teach you quick lessons to take your business to the next level. And now, let’s meet today’s expert host.
Brian: Hi. My name is Brian Sapp with Novus Home Buyers, and today I’m going to be talking about direct mail.
Mike: This show was sponsored by
Brian: What happens with direct mail is with a lot of people that first start out with direct mail they do it completely incorrectly, myself included. What happens with people that just start off doing direct mail, especially first time investors, is that they’ll buy a list of, say, 500 people and then they’ll only mail that list once. That’s not how direct mail works at all.
You need to be mailing to that specific list at least five times in order to see the results that you’re going to spend your marketing dollars on. Because what happens is that you’re going to compound each individual list that you send out for one niche. For example, if you send out a list for, say, 500 people, you’re going to send that for 5 different times, but then next month you’re going to have a new list of 500 people, you’re going to send those lists 5 times. Then, next month a new 500 people, send those out 5 times.
What happens is that you get the compound effect. You’ll have campaigns that might fail, but what happens is that you stack those campaigns and then the chances of you converting for that specific niche are a lot higher. That’s what a lot of the more advanced real estate investors use, and that’s the strategy that really works when it involves direct mail.
Really what it boils down to is just consistency. Being consistent in your marketing and with your direct mail over a period of time, and you’ll get those conversions. Again, don’t do what I did and what a lot of people do at the very beginning. They’ll buy a new list every single month with different niches and only mail that list one time. You’re just wasting your time and your hard earned money with your marketing dollars by doing it that way.
Again, consistency over time and compounding those lists every single month is really going to help you with your direct mail conversions.
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Brian Sapp
Before founding Novus Properties, Brian Sapp spent seven years working as a Project Manager in commercial construction. During that time, he worked on projects valued in excess of $15 Million and acquired the leadership skills necessary to become an entrepreneur.His passion and entrepreneurial spirit lead him to real estate, where he discovered Fortune Builders. Through this program, he gained the expertise necessary to navigate any transaction and to have the integrity to follow up on promises. After a few bumps and bruises learning the real estate business, Brian founded Novus Properties to provide real estate solutions.