13: How Drew Pulled 6 Deals From His First Direct Mail Campaign With Ryan Dossey (Mentor) and Drew Wiard (Mentee)—Part 2

Everything you've ever wanted to know about direct-to-homeowner marketing... but may have been afraid to ask!

From exactly what Drew writes in a letter, to how he builds rapport when running an appointment, to making offers and getting to the closing table, it's all here in plain English.

This episode follows up on show #9, where mentor/mentee duo Ryan Dossey and Drew Wiard broke down how Drew built a brand and zeroed in on his target market. Today, they walk us through everything that happens after a lead comes in, including how Drew was able to close three deals and get three more under contract in the past three months—despite the pandemic.

If you're tired of seeing all the good deals go to other investors, take matters into your own hands and put some of their tips into action! And be sure to subscribe to Real Estate Rookie in your favorite podcast app so you won't miss the next one.

In This Episode We Cover:

• Drew's results from his first direct mail campaign
• Marketing to an "absentee owners with equity" list
• Keeping your marketing message simple
• Why Drew's letters don't acknowledge the homeowner's hardship
• Why response rate is the wrong metric to focus on
• Using "75% of ARV minus repairs" to formulate offers
• Overcoming objections when you're negotiating a price
• Putting an inspection period in your contract
• Finding real estate agents who work with cash buyers
• Drew and Ryan's personal real estate investing MVPs
• And SO much more!

Links from the Show

• Real Estate Rookie Facebook Group
• Felipe's Instagram
• Ashley's Instagram
• Rookie Podcast 09: Finding Off-Market Deals, Step by Step with Ryan Dossey (Mentor) and Drew Wiard (Mentee)—Part 1
• Rookie Podcast 12: What Works (and Doesn’t) in a Recession & the Untold Story of J Scott’s Messy First Flip
• Rookie Podcast 11: Using Home Inspections to Spot “Deal Killers” and Negotiate Better Prices with Rose Buckley
• Build The BEST Cash Buyers List In 2020 (Ryan's Video)
• PropStream
• REsimpli

 Check the full show notes here: http://biggerpockets.com/rookie13

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