April 14, 2017

Direct Mail Marketing-Episode 1

“Good Marketing Makes the Company Look Smart. Great Marketing Makes the Customer Feel Smart.”
– Joe Chernov



Thank you for listening to this highly informative podcast that will help you debunk some common myths, shatter ridiculous misconceptions and help lay the necessary foundation for building a successful real estate business. If you are here looking for the magic pill for instant riches, I can save you the time of searching since you wont find it here. This podcast is for those who are ready and willing to work hard and simply need a few ideas, tips and strategies to implement in their business.
In this episode, which is the first podcast in a series of six discussing direct mail marketing, we begin with the fundamentals every professional must have to run a successful direct mail campaign.
Turn off your distractions, grab a pen and paper along with your favorite beverage and take some notes, write some questions, doodle some strategies and review the resources so you can implement these ideas into your business and begin getting the results you deserve.

What You Will Learn In This Episode.

  • How to identify your hyper focused target market list of prospects
  • Why creating an avatar is crucial to identifying your target market
  • Crazy direct mail statistics regarding follow up sequences
  • How to create magnetic marketing pieces and the questions that create them for you
  • How identifying your prospects objections lead to better offers and procedures
  • Why focusing on your customers results gets greater responses than your ability to help them
  • The exact formula for creating irresistible offers
  • How to set up lead capture mechanisms
  • How to create multi step, follow up sequences
  • Plus much much much more…


Quotes To Live By (Click To Tweet)

“All Marketing Is A Test”  Tweet This!
“You Are 10x More Likely To Do Business With Someone You Have Been In Contact Than With You Are to Bring In New Business”  Tweet This!
“Discover Don’t Qualify”  Tweet This!

Resources From This Podcast

How to Create High-Quality Deal Flow by Implementing a Laser Focused Direct Marketing Campaign – with Erik Stark
In this episode I did with my friend Kevin Bupp, I get asked some interesting questions that reveal some secrets, nuggets and implementable ideas surrounding marketing and direct mail marketing specifically…

Smart Marketing with Erik Stark (From The Bigger Pockets Podcast)
In this oh so casual conversation with my awesome friends Josh and Brandon over at Bigger Pockets, we dig deep into our “go deep not wide” philosophy and how we make big money with small lists. This is a must listen to episode for anyone serious about direct mail marketing and especially those just starting off needing low cost ways to generate leads.

Marketing Checklist
This marketing checklist provides the questions that allow you step into the shoes of each of your target markets and discover what questions they are asking, where they are seeking information and what relief offers they will most likely respond to.
Apply each of these to your marketing campaigns and continue to refine and quantify your message, media, offer, response, lead capture and conversion/follow up.

Marketing Checklist Report
This fast and brief marketing report provides the context for the mindset of your target market as well as framework for creating your mailing campaign to address your most highly and probable clients, the relief/result they are seeking, how to deliver it in a non threatening manor, capturing their info and building a value based relationship from their desire to seek what you offer.

Enter your Email to Download the Marketing Checklist and the Marketing Checklist Report.

Show Notes.

0.30: Intro

2.50: Statistics on Direct mail

4.08: He who stays the course wins the gold

4.54: Some people who have won big with direct mail

9.48: List of the topics being covered in this podcast

12.30:Creating a hyper focused target market

13.36: General filters

14.34: Follow up systems

18.45: The benefits of a smaller list

19.35: Adding on additional filters

21.06: People who are likely to do business with you

21.55: Finding fishing ponds that only you are fishing

30.33: Magnetic Media

31.57: Where is your avatar looking for answers to their questions

39.00: Understanding the relief you give to your sellers

40.56: Creating an Irresistible offer

44.25: My conversation with Dean Jackson

48.42: What is an advertorial?

49.56: What an irresistible offer should entail

52.37: How important it is to have a “Call to action”

53.30: Lead Capture system

54.44: What I have found gets people to take action

55.32: Some of the crucial info you should be able to get

56.06: Lead capture things you can put into place

1.00.15: Different scenarios for lead capture

1.04.30: Having a multi-step follow up system

1.05.47: What your multi-step system should have

1.09.00: What I learned from the Glazier Kennedy Institute

1.12.33: Our personal story

1.22.06: Vote of thanks

1.22.21: Other resources for you to get your teeth into

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