Episode 41: [Marketing] Direct Mail Marketing For Real Estate Investors w/Joe McCall

Danny Johnson / 9 comments

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Show Notes

Joe McCall has been investing since 2006 and has an excellent podcast called the Real Estate Investing Mastery podcast that he does with Alex Joungblood. He’s doing deals in multiple markets across the us while traveling for months at a time in Europe and traveling the us in an RV. He’s been teaching and coaching investing since 2011.

In this episode, Joe goes into incredible detail on how he set up and runs his direct mail marketing for motivated sellers leads.

We talk about the lists that he targets and how to get them.

He even shares when he sends postcards and when he sends letters.

A funny story during the interview was when Joe realized that he had been sending a postcard for years that he got from FlippingJunkie.com and didn’t put two and two together until that moment.

Joe focuses on absentee owner mailings using postcards. When there is a lot of competition, he focuses on high equity owner occupied houses.

He gets his list from Listsource.com using the following criteria:

  • Bought at least 10 years ago
  • At least 40% equity
  • At least 3 bedroom house
  • Owner at least 55 years old
  • Specific zip codes with lots of rehab activity

One way Joe finds the most sought after areas is Trulia heat maps. He targets a county and the heat map shows cheap, median and expensive houses. There is even a table of data that can be sorted to show the most popular areas.

During the conversation we shared some numbers for the typical marketing spend per deal for investors. The numbers vary between $1,000 and $3,000 per deal and go as high as $5,000 per deal for some very competitive areas.

Mailing intervals for probates should be about once per week for the first 6 weeks or so. Mailing intervals for other lists usually are spread out from 30 to 90 days in between mailings.

One recurring theme throughout the episode was the discussion of how most investors fail to answer their phones. If there is one thing you can do to eliminate 75% or more of your competition, it’s answering your phone or calling back a seller IMMEDIATELY. Take that to the bank.

Joe talks about how the majority of the top real estate investors in the country are fanatical about following up. How to properly follow up is part of what I talk about in the almost 100 page guide I spent last week creating. You can get it here for free: 3 Simple Strategies to Convert 50% More of Your Leads Into Deals

Download The Guide

Recommended Books

Links

RealEstateInvestingMastery.com
YellowLetters.com
YellowLetterHQ.com
ListSource.com
EstateSales.net

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9 awesome responses to “Episode 41: [Marketing] Direct Mail Marketing For Real Estate Investors w/Joe McCall”

  1. Chris on

    Hey Danny, Joe mentioned sending an offer in the mail to the cooler leads he spoke to. How do you make an offer on a house site unseen? What if it turns out to be trashed inside or something?

  2. James on

    One of the best podcasts I’ve heard from you Danny.

    Joe was overflowing with enthusiasm and knowledge. I loved it and you should for sure have him on again if the stars align.

  3. Justin Stern on

    Great interview, tons of actionable tips as always. Thanks also for that sample postcard. I’m curious, on the postcard page you say “take a picture and upload it to create your postcard”, what sort of picture did you tend to have success with here? A picture of the actual property you’re making the offer on?

  4. Alex Wentland on

    Love your podcast Danny! All of these have such great content, extremely valuable information. Thanks for spending your time teaching

  5. Brady Speers on

    Fantastic information. Very good stuff. Would love to hear how to send offers to people I speak with. Meaning the details of such.