How to get the most out of Direct Mail

When dealing with Direct Mail it's important to know your target audience:

  1. First time re-finance clients (they likely have only done 1 purchase loan) 
  2. They have mortgage insurance 
  3. They are likely to be more qualified then they were the first time 

5 Things that make Direct Mail work:

  1. Using the Correct piece 
  2. Data 
  3. Having the Golden script 
  4. Using a simple approach 
  5. Most importantly the ROI 

ROI in detail:

  1. 2,000 pieces, yields 20 calls 
  2. 20 calls cost $1365 ($68/lead)
  3. Expected closings 2-4
  4. Commissions made (Using 5k avg/deal) = $10,000-$20,000

A few quick tips to keep in mind when running a Direct mail campaign:

  1. When the calls start rolling in keep them to 10 minutes 
  2. Keep dropping (don't quit a good thing)
  3. Plan on a minimum of 3 month investment 
  4. The more mail you drop the more calls you get
    Let's Go Crush it!

    -Ben Anderson