13: How Drew Pulled 6 Deals From His First Direct Mail Campaign With Ryan Dossey (Mentor) and Drew Wiard (Mentee)—Part 2

Real Estate Rookie

BiggerPockets

How To, Education, Business, Investing, Entrepreneurship

4.8 • 1.7K Ratings

🗓️ 27 May 2020

⏱️ 68 minutes

🔗️ Recording | iTunes | RSS

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Summary

Everything you've ever wanted to know about direct-to-homeowner marketing... but may have been afraid to ask! From exactly what Drew writes in a letter, to how he builds rapport when running an appointment, to making offers and getting to the closing table, it's all here in plain English. This episode follows up on show #9, where mentor/mentee duo Ryan Dossey and Drew Wiard broke down how Drew built a brand and zeroed in on his target market. Today, they walk us through everything that happens after a lead comes in, including how Drew was able to close three deals and get three more under contract in the past three months—despite the pandemic. If you're tired of seeing all the good deals go to other investors, take matters into your own hands and put some of their tips into action! And be sure to subscribe to Real Estate Rookie in your favorite podcast app so you won't miss the next one. In This Episode We Cover: Drew's results from his first direct mail campaign Marketing to an "absentee owners with equity" list Keeping your marketing message simple Why Drew's letters don't acknowledge the homeowner's hardship Why response rate is the wrong metric to focus on Using "75% of ARV minus repairs" to formulate offers Overcoming objections when you're negotiating a price Putting an inspection period in your contract Finding real estate agents who work with cash buyers Drew and Ryan's personal real estate investing MVPs And SO much more! Links from the Show Real Estate Rookie Facebook Group Felipe's Instagram Ashley's Instagram Rookie Podcast 09: Finding Off-Market Deals, Step by Step with Ryan Dossey (Mentor) and Drew Wiard (Mentee)—Part 1 Rookie Podcast 12: What Works (and Doesn’t) in a Recession & the Untold Story of J Scott’s Messy First Flip Rookie Podcast 11: Using Home Inspections to Spot “Deal Killers” and Negotiate Better Prices with Rose Buckley Build The BEST Cash Buyers List In 2020 (Ryan's Video) PropStream REsimpli Check the full show notes here: http://biggerpockets.com/rookie13 Learn more about your ad choices. Visit megaphone.fm/adchoices

Transcript

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0:00.0	This is the Real Estate Rookie Show 13.
0:04.0	There were 85 leads that came in.
0:10.0	Of those 85, we had nearly 50 appointments that we connected
0:15.3	on with people. You know of those we put 25 offers out and maybe here in a bit
0:20.0	we'll talk about some of the fruits of those offers.
0:28.0	My name is Ashley Kerr, and I am here with my co-host, Leephe, Tiny Biceps Mejia.
0:31.0	And today is the best day of my life because one of our guys called him out on his
0:35.6	flexing on the ground.
0:38.0	Okay first of all the only reason he called me out is because I called Ashley out saying that she is or that I am Ashley's MVP
0:45.6	So they were defending the the notorious Ashley
0:49.9	Everyone knows that. So today we actually have part two of Ryan and Drew's show and if you hadn't heard Ryan and Drew show they're episode nine from our show so just go back bigger pockets rookie nine where you can hear that but
1:04.6	today we get the second part of that where Drew and Ryan both go into well
1:09.8	actually Drew goes into the deal that he actually was able to close and what he's
1:14.7	doing how he's getting financing is he wholesaling it tune in and he's gonna explain
1:18.7	how we ran through all of that and I love this because he goes step by step on how to wholesale a deal from what he puts on the paper to how he closes the deal to what he does after the deal.
1:29.0	It's great.
1:30.0	Yeah, and what stood out to me is how they focused on this on the last episode too and on here is their business ethics too.
1:37.5	A lot of their business can be word of mouth like they said even people that say no to them are leaving them five star reviews on you
1:44.4	know the Better Business Bureau and I like all these little tidbits they drop
1:48.3	about how you want to build rapport with these people and you want to leave with that report too. You don't want to
1:54.7	leave the bad blood. You don't want to threaten these people like this is your last
1:58.3	chance to get this offer or we're walking away. So I like learning about their business ethics too. And then Drew, it was just
	...

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