Million Dollar Million Dollar Direct Mail Direct Mail Systems for Systems for

Buying HousesBuying HousesWith Richard RoopWith Richard Roop

Who is Richard Roop?Who is Richard Roop? Woodland Park, ColoradoWoodland Park, Colorado Married 19 years, father of 2Married 19 years, father of 2 The Marketing Consultant for Real Estate The Marketing Consultant for Real Estate

Entrepreneurs Entrepreneurs Marketing & Business Consultant since 1984Marketing & Business Consultant since 1984 Full-time investor since 1996Full-time investor since 1996 Copywriter - $15,000 + per sales letterCopywriter - $15,000 + per sales letter Over 250 dealsOver 250 deals Buys 2 to 3 houses per monthBuys 2 to 3 houses per month Sells 3 to 4 houses a monthSells 3 to 4 houses a month Average profit over $27,000Average profit over $27,000 Managing over 50 propertiesManaging over 50 properties Farming 2 areas of 15,000 homes eachFarming 2 areas of 15,000 homes each Certified Master Practitioner of NLPCertified Master Practitioner of NLP

How to make money in How to make money in

real estatereal estate Don’t treat your investing as a hobbyDon’t treat your investing as a hobby

Don’t call charity businessDon’t call charity business

Marketing is salesmanship multipliedMarketing is salesmanship multiplied

Marketing is the key to any businessMarketing is the key to any business

Business is about making profitsBusiness is about making profits

How to make money in How to make money in

real estatereal estate Marketing is the key to huge profitsMarketing is the key to huge profits

You get paid for creating valueYou get paid for creating value

Have a game planHave a game plan

Track your resultsTrack your results

Be a big fish in a small pondBe a big fish in a small pond

Use a formula for making offersUse a formula for making offers

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

How to Collect 5 Figure How to Collect 5 Figure PaychecksPaychecks

Buying & Selling HousesBuying & Selling Houses

Find DealsFind Deals Prescreen LeadsPrescreen Leads Construct & Present OffersConstruct & Present Offers CloseClose Sell & Occupy QuicklySell & Occupy Quickly

How to Find DealsHow to Find Deals

Driving your “farm” areaDriving your “farm” area Bird dogsBird dogs MLSMLS Calling sellersCalling sellers Foreclosure salesForeclosure sales Marketing – Direct ResponseMarketing – Direct Response

3 M’s of 3 M’s of MarketingMarketing

MarketMarketMessageMessageMediaMedia

Clearly identifying your Clearly identifying your MARKETMARKET

Ask yourself these questions…Ask yourself these questions…

Who do you want to communicate to? Who do you want to communicate to? Who can you help the most? Who can you help the most? Who's most likely to need for your help? Who's most likely to need for your help? Where do you want to buy?Where do you want to buy? What types of property to target?What types of property to target?

Create a MESSAGECreate a MESSAGEthat matches your marketthat matches your market

What are the top benefits can you offer the What are the top benefits can you offer the seller?seller?

Why should they choose you over the other Why should they choose you over the other options they have to sell their house? options they have to sell their house?

What are the most important benefits you can What are the most important benefits you can offer to a seller?offer to a seller?

What problems can you help a seller overcome?What problems can you help a seller overcome? Why is it easy and safe to do business with you?Why is it easy and safe to do business with you? Why should they call you now? Why should they call you now? What do you want them to do next?What do you want them to do next?

Proven, Low Cost MEDIAProven, Low Cost MEDIA

Free Special ReportsFree Special Reports FlyersFlyers AdvertorialsAdvertorials Small Display AdsSmall Display Ads Classified AdsClassified Ads SignsSigns Post It NotesPost It Notes Door-to-doorDoor-to-door Radio SpotsRadio Spots

Real Estate Hot LineReal Estate Hot Line Door hangersDoor hangers Free Co-op MailersFree Co-op Mailers Oversized PostcardsOversized Postcards USPS.com PostcardsUSPS.com Postcards ““Jump off” adsJump off” ads Business cardsBusiness cards Web sites & emailWeb sites & email LettersLetters

Markets by locationMarkets by location Radius search by distanceRadius search by distance Radius search by number of homesRadius search by number of homes Carrier routes & Zip codesCarrier routes & Zip codes Bread and butter neighborhoodsBread and butter neighborhoods High end neighborhoodsHigh end neighborhoods High number of foreclosuresHigh number of foreclosures Days on the marketDays on the market Newer subdivisionsNewer subdivisions Where you own alreadyWhere you own already

ListsLists Out of the area owners & Non-owner occupiedOut of the area owners & Non-owner occupied Expired listingsExpired listings For Sale By OwnersFor Sale By Owners Market priceMarket price PreforeclosuresPreforeclosures Homes owned 1-3 yearsHomes owned 1-3 years Homes that are 1-3 years oldHomes that are 1-3 years old Free & clear housesFree & clear houses Homeowners 65 years or olderHomeowners 65 years or older Transfers by quit claimTransfers by quit claim Transfers by quit claim - out of the area ownersTransfers by quit claim - out of the area owners

More ListsMore Lists BankruptcyBankruptcy DivorceDivorce Delinquent taxesDelinquent taxes Behind on paymentsBehind on payments Probate Probate Burned out landlords - evictionsBurned out landlords - evictions Code violationsCode violations Condemned housesCondemned houses Vacant housesVacant houses In house follow up listIn house follow up list Entire contact listEntire contact list

““Free Special Reports”Free Special Reports”

2-Step USPS.com Postcards2-Step USPS.com Postcards

Pre-Foreclosure CardPre-Foreclosure Card

““Million Dollar” Million Dollar” PostcardPostcard

FrontFront

““Million Dollar” Million Dollar” PostcardPostcard

BackBack

““Million Dollar” Million Dollar” PostcardPostcard

Saturate neighborhoodsSaturate neighborhoods 1-step marketing1-step marketing Little or no competitionLittle or no competition Very SystematicVery Systematic $600 = $10,800 average$600 = $10,800 average $600 = $31,200 (Jim in CA)$600 = $31,200 (Jim in CA) $600 = $21,600 (Roop in CO 1$600 = $21,600 (Roop in CO 1stst time) time)

Merged USPS.com PostcardMerged USPS.com Postcard

Merged USPS.com Merged USPS.com PostcardPostcard

Very targetedVery targeted 2-step marketing2-step marketing Systematic, fastSystematic, fast 28 cents - complete28 cents - complete $100 = $57,100 (Mike in CO)$100 = $57,100 (Mike in CO) $100 = $11,600 (Roop 1$100 = $11,600 (Roop 1stst time) time)

USPS.com postcard USPS.com postcard templatestemplates

Val PakVal Pak

AAYellowYellowLetterLetter

More direct mail More direct mail strategiesstrategies

Get 10,000 flyers out monthly for freeGet 10,000 flyers out monthly for free Using the “yellow page” flyer trick, sell your Using the “yellow page” flyer trick, sell your

houses or cut your costs in halfhouses or cut your costs in half Getting free & super cheap mail listsGetting free & super cheap mail lists Building an “in-house” pre-foreclosure list Building an “in-house” pre-foreclosure list Using postcard “auto responders”Using postcard “auto responders” House selling strategies using direct mailHouse selling strategies using direct mail

You need M.O.R.EYou need M.O.R.E

M arketingM arketing

O ffersO ffers

R aising CashR aising Cash

E xitE xit

More resourcesMore resources

The Ultimate Direct Mail SystemThe Ultimate Direct Mail System www.richardroop.com/ultimatewww.richardroop.com/ultimate

Marketing Mastery Training CallsMarketing Mastery Training Calls www.richardroop.com/masterycallswww.richardroop.com/masterycalls www.richardrrp.com/feb2005 www.richardrrp.com/feb2005 Password: love2Password: love2

Instant Marketing Tool GeneratorInstant Marketing Tool Generator www.richardroop.com/imtg4www.richardroop.com/imtg4

FREE Marketing & Success eLetterFREE Marketing & Success eLetter www.richardroop.com/signupwww.richardroop.com/signup