1. Million Dollar Direct Mail Systems for Buying Houses
With Richard Roop

2. Who is Richard Roop? Woodland Park, Colorado
Married 19 years, father of 2
The Marketing Consultant for Real Estate Entrepreneurs
Marketing & Business Consultant since 1984
Full-time investor since 1996
Copywriter - $15,000 + per sales letter
Over 250 deals
Buys 2 to 3 houses per month
Sells 3 to 4 houses a month
Average profit over $27,000
Managing over 50 properties
Farming 2 areas of 15,000 homes each
Certified Master Practitioner of NLP

3. How to make money in real estate
Don’t treat your investing as a hobby
Don’t call charity business
Marketing is salesmanship multiplied
Marketing is the key to any business
Business is about making profits

4. How to make money in real estate
Marketing is the key to huge profits
You get paid for creating value
Have a game plan
Track your results
Be a big fish in a small pond
Use a formula for making offers

5. Hypothetical example Average profit $27,400
Generate 15 calls through marketing
Prescreen down to 5 leads
Visit 4 motivated and flexible sellers
Get 1 offer accepted
Spend $750 to get 15 calls
Each call worth $1,826
$100 = $3,650

6. How to Collect 5 Figure Paychecks Buying & Selling Houses
Find Deals
Prescreen Leads
Construct & Present Offers
Close
Sell & Occupy Quickly

7. How to Find Deals Driving your “farm” area Bird dogs MLS
Calling sellers
Foreclosure sales
Marketing – Direct Response

8. 3 M’s of Marketing
Market
Message
Media

9. Clearly identifying your MARKET
Ask yourself these questions…
Who do you want to communicate to?
Who can you help the most?
Who's most likely to need for your help?
Where do you want to buy?
What types of property to target?

10. Create a MESSAGE that matches your market
What are the top benefits can you offer the seller?
Why should they choose you over the other options they have to sell their house?
What are the most important benefits you can offer to a seller?
What problems can you help a seller overcome?
Why is it easy and safe to do business with you?
Why should they call you now?
What do you want them to do next?

11. Proven, Low Cost MEDIA Free Special Reports Flyers Advertorials
Small Display Ads
Classified Ads
Signs
Post It Notes
Door-to-door
Radio Spots
Real Estate Hot Line
Door hangers
Free Co-op Mailers
Oversized Postcards
USPS.com Postcards
“Jump off” ads
Business cards
Web sites &
Letters

12. Markets by location Radius search by distance
Radius search by number of homes
Carrier routes & Zip codes
Bread and butter neighborhoods
High end neighborhoods
High number of foreclosures
Days on the market
Newer subdivisions
Where you own already

13. Lists Out of the area owners & Non-owner occupied Expired listings
For Sale By Owners
Market price
Preforeclosures
Homes owned 1-3 years
Homes that are 1-3 years old
Free & clear houses
Homeowners 65 years or older
Transfers by quit claim
Transfers by quit claim - out of the area owners

14. More Lists Bankruptcy Divorce Delinquent taxes Behind on payments
Probate
Burned out landlords - evictions
Code violations
Condemned houses
Vacant houses
In house follow up list
Entire contact list

15. “Free Special Reports”

16. 2-Step USPS.com Postcards

17. Pre-Foreclosure Card

18. “Million Dollar” Postcard Front

19. “Million Dollar” Postcard Back

20. “Million Dollar” Postcard
Saturate neighborhoods
1-step marketing
Little or no competition
Very Systematic
$600 = $10,800 average
$600 = $31,200 (Jim in CA)
$600 = $21,600 (Roop in CO 1st time)

21. Merged USPS.com Postcard

22. Merged USPS.com Postcard
Very targeted
2-step marketing
Systematic, fast
28 cents - complete
$100 = $57,100 (Mike in CO)
$100 = $11,600 (Roop 1st time)

23. USPS.com postcard templates

24. Val Pak

25. A Yellow Letter

26. More direct mail strategies
Get 10,000 flyers out monthly for free
Using the “yellow page” flyer trick, sell your houses or cut your costs in half
Getting free & super cheap mail lists
Building an “in-house” pre-foreclosure list
Using postcard “auto responders”
House selling strategies using direct mail

27. You need M.O.R.E
M arketing
O ffers
R aising Cash
E xit

28. More resources The Ultimate Direct Mail System
Marketing Mastery Training Calls
Password: love2
Instant Marketing Tool Generator
FREE Marketing & Success eLetter