Where do we pull data from?

• Most of our data comes from Propstream.

What lists do we pull?

• Starting out, our main lists are the primary niche lists of Bankruptcy, Liens, Vacant Properties, as well as Absentee Owners. We typically filter these further by ensuring they have significant equity and at least 3 years of ownership.

Why we pull those lists

• These lists have proven to produce more deals than any other over the past 3.5 years

Types of sellers we get with each list (motivations)

• Motivation varies greatly. The #1 thing is to not rule out leads that come in based on the motivation they express or the number they ask for.

What is it

• We combine all the lists to find who has the most motivations. IE see who has Bankruptcy + is an Absentee Owner.

What are the benefits

• Allows us to try and determine the MOST motivated people

How to do it

• We use a platform called Invelo that allows us to simply combine all the lists

What lists do we stack

• The primary lists above

What mailers do we order

• We usually start with Postcards that have an offer number on them, and after that we have a sequence of enveloped letters we run. We run the postcards every 4 months or so.

Why we order these

• The post cards have been the #1 producer of deals for us over the past 3.5 years

What are the costs of the different mailers

• Varies heavily based on order size. Cards are between 45-58 cents. Letters are between 94 cents to $1.05.

Response rates

• Goal is 0.7-1% response rate

Different mail vendors

• We use mainly Open Letter Marketing

Why we like mail

• We like mail because the inbound nature (the seller picks up the phone and calls) allows us to talk to the most leads willing to have a conversation vs Cold Calling which interrupts peoples day and isn't wanted. We also do SMS because that is a more passive form of direct outreach and people can respond at their own bidding.

How often do we send mail

• Ideally every 4-5 weeks

Benefits of weekly batches vs monthly

• We do all batches Weekly to spread out lead flow for easier management

What day of the week do send mail vs when we expect it to arrive

• Try to send Friday whenever possible so it arrives early the following week

Who answers calls

• We use a third party call center called Call Porter that has our scripts that they use to ask questions

Pros and cons of answering service

• They are available 24/7, but sometimes the reps arent the best. A bad first call is always better than a non answer.

What questions Call Porter asks leads

• We have a script that goes through Do they wanna sell, why they called us, the timeline to sell, condition of the property, and price point. They also ask alot of questions about the property.

How leads get into CRM from Call Porter

• They input directly with a lead form.