The Million Dollar Foreclosure System - Part 7 8-8
Letter E
<RXU 1DPH ,
123 Ouch Street
Cactus Shorts, AZ 90000
1-800-123-4567
June 35, 2044
Tippy Tappedout
456 Nonickels Circle
Skunked, AZ 8000
Dear Tippy,
I was very sorry to read about the foreclosure action against your home. Did you know that
once you receive notice of foreclosure you have three choices?
1. You can find the money somehow to bring the payments up to date. Most people hope they
can do that. Are you sure you can?
P.S. I don't have enough cash to help everyone, so please call me right away!
Letter F
<RXU 1DPH ,
123 Ouch Street
Cactus Shorts, AZ 90000
1-800-123-4567
June 35, 2004
Betty Latepay
456 Nobucks Way
Doubleydown, AZ 8000
Dear Betty,
How are you holding up? I saw that your home is going into foreclosure. You must feel
terrible? Could you use some help?
(8-9)
First, it's important that you take action while you still have the time to make some choices.
The clock is running on the foreclosure. There are just one or two ways to stop it. Whatever
you do don't let time run out without doing everything you can to save your home.
I have the money and experience to help you. I won't tell you any fancy stories. If I can help
you I will tell you exactly how. You'll hear what's in it for both of us. No secrets, no tric
ks.
Then you decide of my plan is something that you want.
What I usually do is bring the payments current and buy the home from you. This keeps a
foreclosure from appearing on your credit report (it would remain there for SEVEN YEARS)
and let's you get onwith your life.
Let's talk. Just call me anytime at 1-800-123-4567. My phone is always by my side. Our talk
will be private. You don't even have to use your name during this get acquainted call. You will
have no obligation to do or say anything.
Here's mypromise. If you accept my offer of help now and later you are able to find the
money or a better offer, I will gladly step aside and wish you all the best.
Honestly, what do you have to lose? Let's talk today: 1-800-123-4567.
Waiting to help,
Your Name
P.S. Just in case you're wondering, you never pay me a cent…now or later.
(8-10)
Chapter Nine
POSTCARD POWER
An important element of your direct marketing system is the postcard. You
have done your very best to create letters and envelopes that will be opened,
read and acted upon. You increase your chances of having your name and
message register with homeowners when you use postcards.
Have you every received any kind of a postcard that you did not at least
quickly scan? Probably not! A person just seems to be compelled to glance at a
postcard almost without thinking. That gives you a very good chance of getting
through to your prospect. It is the power of the postcard.
You can go one step further. You can create postcards with some
attention getting device that will force the homeowner to take a moment to read
them. Maybe even keep the card, because it is unusual.
You must be careful with your postcard’s message. A postcard can be
read by anyone, including the letter carrier, neighbors and family members. You
must do nothing to embarrass or offend the prospect. You must not mention
foreclosure in the postcard. Those around the homeowner may not be aware of
the problem. Be sure they don’t learn of it from you or you are a dead duck.
Your postcard message must be a general one that comes close to the
prospects needs. He is groping around for some way to save himself, so your
message must appeal to that need.
As you look over the sample postcards that follow realize that they should
be printed on various colored card stock. You may want to hold down your cost
of doing business as much as possible. If so, have a supply of just two of the
postcards printed. Alternate them with your other mailings.
9-1
Ask your printer if there is any extra charge for printing each postcard on
two colors of card stock. This will add variety to your postcards even though you
are using just the two cards.
Use self-sticking mailing labels to address your postcards. It is not
necessary to have anything printed on the address side of the card. Cards
printed on just one side are less expensive. You can rubber stamp a message
on the address side if you wish. Something attention getting like, "Here’s Your
Cash Card!" or "Need Money, Honey?"
Rubber stamps are a nice, inexpensive attention getting device. You can
stamp letters, cards and envelopes with messages like, "The Sooner You Call,
The Sooner You Get Your Cash!"; "Call This Number For Dollars!"; "Here’s
The Money You’ve Been Waiting For!"; etc.
On the next page are two of the postcards we've created.
9-
2
9-3
Chapter Ten
AUDIO RECORDINGS
If you were to limit your direct marketing to just the methods, letters and
postcards that have been described to this point, you would have a very
powerful profit producing system. When you add a secret weapon like audio
recordings you smash through to a new level of results. You leave any
competition with mouths agape, at a loss to explain their own sudden decline in
responses.
Getting your audio cassette tape or CD into a prospect’s hands is the next
best thing to being invited into his home for a chat. Your chances of success are
much greater if you can get your prospect to just talk with you for a few minutes.
Then they can hear what you have to offer and why it may be in their best
interest to accept your help. The truth is they are very reluctant to let you do that.
Audio presentations can bridge that gap.
With the audio you can make a very persuasive presentation,
uninterrupted! Your prospect can select a time to listen that is convenient for
him. When he is really ready to listen. You can deliver your message without the
distractions you might encounter in his home – telephone, children, pets, etc. He
can listen again to any part he didn’t catch the first time. He can stop and
continue listening later.
Sending an audio recording to your prospect makes your message rise
above any material he might receive from others. It is seldom that any of us gets
something as novel as a recorded message. She can’t help but take special
notice of it. This increases your chance of name recognition and can lead to a
face to face meeting.
10-1
Audio gives you a giant advantage over all others that may be trying to
contact the prospect. Others might use mailings to reach the homeowner, but
they come nowhere near being as effective as your well coordinated, creative,
direct mail attack. Add the audio recordings and you will find yourself alone in
the winner’s circle.
Your audio message should be limited in length. Most prospects will have
a very short attention span. If it drones on and on you will quickly lose them.
Five minutes would be the maximum length of your message. Two
minutes is better. Whatever its length, always proclaim that it is just two minutes
long. No one will resist listening to a message that will take only two minutes of
their time. Put two minutes on the label, and begin your presentation by
indicating that you will be talking for, "about two minutes." If you limit your talk to
two minutes, so much the better.
Remember that one of the keys to your entire system is a warm, friendly,
helpful, non-threatening identity. All of your messages should reflect this
approach. The homeowner wants to be told that his plight is not his fault. That
his troubles are due to circumstances beyond his control. That everyone goes
through bad time and that you know he is a good person and that you can help.
Be sure your audio messages stress those themes.
On the following pages you will find a pair of scripts that you can modify to
fit your personality and delivery, if necessary. They are general in nature and will
work for anyone. Modestly priced microphones and tape recorders are available
from Radio Shack. This equipment will allow you to do your own recording. Look
in the Yellow Pages under audio recording for local companies that do tape or
CD duplicating. Ask for bids.
(Using video tape cassettes, CDs and computer disks may also be practical.)
You can use your computer mailing label program to produce personalized
labels for the cassette tapes. This document and accompanying materials are designed to provide authoritative information in regard to the subject matter covered in it. It is for illustration purposes only and presented with the understanding that the author and publisher are not engaged in rendering legal, accounting or other professional opinions. If legal advice or other expert assistance is required, the services of a competent professional should be sought. |
