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By Leland von
Syring
Woodburn, Or. - Now, you can turn stubborn noteholders into an
automatic cash pump for you and your business. Believe me, it's the
90% of noteholders who say no at first--that hold the key to making
massive profits in your discount mortgage business.
The secret to
cashing in on the unwilling 90%--lies hidden in a miracle marketing
strategy. The method is defined in 4 words: "Create Urgency To
Sell'' in the noteholder.
Have you ever sent
out mailings that produced little or no response? Low noteholder
response to your mailings is aggravating. Starting right now, you can
end the problem of low response. When you "create urgency to sell" in
your marketing---noteholders come out of the woodwork with new
interest in what you're offering. Let me show you what I mean.
Imagine yourself in my place: I did a lot of direct marketing when I
first started my note business. I'd get the names of mortgage holders
at the court house, then I'd send out my mailings. Response to my
mailings usually ended up something like this....
(1) 90% of the
names never responded.
(2) Somewhere between 7 to 9% of the addresses were no good.
(3) 1 to 2% would call for information.
That small 1 to 2%
was where I had to find someone who was motivated to sell their note.
It's darn hard to make a profit on such a small response. Sure, I'd
close a deal here and there, but it wasn't enough to really make the
big money I wanted.
One night, I got to thinking about the 90% of names who never
responded to my mailings. That 90% represented thousands of notes I
couldn't get my hands on. It's almost like sitting in a ballpark with
100,000 people. In one night that ballpark probably took in over TWO
MILLION BUCKS from the crowd. All that money and no way for you to get
a piece of the action. You get the idea, I'm sure. That's how I felt
not getting the 90% of my names who didn't respond.
I got lucky one
day while I was on the phone with my friend Joel Cassway, President of
Financial Seminars, Inc. I made a comment about how frustrating it was
losing out on the 90% of the names who didn't call. Joel asked me what
kind of a letter I was sending out. I said it was the standard letter.
It usually made mention I would buy their note for cash etc. etc. Joel
laughed and said, "Oh Leonard, no wonder you're not tapping into the
90%. Your letter doesn't create any urgency to sell in the noteholder."
Joel went on to
explain there were two types of marketing. The first type is for short
term results. In other words, your mailing piece produces instant
results from the 1 to 2%. The second type of marketing plants seeds
for future business with the 90%. Joel said, "When you create urgency
to sell in your mailing piece, you're going to do more deals from the
1 to 2%....and the 90% group will start to respond and turn into
future business."
I asked Joel for a
sample letter that creates urgency to sell. He said, "Leonard, I'll
let you have one if you promise you'll mail it to your list of
noteholders. If you don't mail it, believe me, I'll know it. And it
will prove to me you're not serious about your business." Joel had
been in the note business since the very early 1970's and was making
big money. I knew he had to know what he was talking about.
Joel's letter was
nothing like I'd ever seen or sent out. I had some doubts about
sending it. There was no mention about selling their note for cash. In
fact, the letter was really a warning. There was a headline at the top
that said, "DID YOU MAKE THESE 7 FATAL MISTAKES WHEN YOU TOOK BACK
YOUR MORTGAGE?" Then it went on to describe each mistake and
showed how to correct it. The letter invited the noteholder to call me
with questions, and offered free help and advice about their note. I'd
seen a lot of these mistakes with deals I'd done before. So deep down
I felt something might come of this letter.
I held my breath,
so to speak, and mailed the letter to 500 names of noteholders who
never responded to my mailings before. I also sent out a first time
mailing to a new list of names I recently put together from the court
house.
2 days later my phone started ringing at 7:45am, and never really let
up until around 6:00 that evening. I never even had time to shower and
shave. The calls were so steady.
I was talking with
noteholders on a level that I'd never done before. Some were in a
state of panic wanting help with correcting their mistakes. Others
were very grateful for pointing out the mistakes and offering answers
that fixed them.
This letter had created a tidal wave of urgency from both mailing
lists. Here are the figures.
1. From the list
of 500 noteholders who never responded to my mailings before---25
phone calls received. That was an instant 5% response. Calls kept
coming in over the long term. After a couple of months I started
closing deals from this list.
2. From the list of new names I'd recently got at the court house,
there was a 6% immediate response. Out of that 6% I closed 4 deals.
Again, calls kept coming in over the long term.
None of my
mailings ever produced results like this. I was closing more deals on
the short term, and the real miracle---I finally tapped into the 90% I
couldn't get to before.
Joel's marketing strategy was pure genius. Creating urgency to sell in
the noteholder, coupled with offering service and advice to future
business, brought me more deals in four months than I'd had the year
before. I was starting to make the change from small time operator--to
big time investor--earning major cash profits. But there was still
more to discover from Joel.
I asked Joel if he
had more marketing strategies that created urgency. He said that he
did. However, there was something I needed to understand. Joel said,
"Everything I'm showing you took years to develop. There was lots of
careful testing involved. And a lot of money was spent on all the
letters and ads. In fact, the letter I let you use cost me over
$400.00 to produce. If I share the rest of my professional marketing
program with you, there must be a commitment on your part. The
commitment will be easy to handle. And you can take care of it in
small stages."
I made the
commitment and promised to do what he asked. I was then shown the
second level of Joel Cassway's Professional Note Marketing Program.
Introducing the
Mortgage Telephone Hotline
Joel got the idea of a mortgage hotline from some detailed market
research. It was discovered thru testing that people are afraid to
make phone calls to strangers. Especially when it comes to matters
about money. Most people want to feel in control. The mortgage hotline
is a professionally recorded marketing tape noteholders can call 24
hours a day. It calms the noteholders' fears by listening to a non
threatening message. The tape is easy to use. You just pop it into any
answering machine.
You market the
hotline thru ads and mailings. The ads tell the noteholder there's no
obligation. Simply call the hotline and this unique service will give
you vital information you need to know about your mortgage. The
hotline puts urgency to sell in the mind of the noteholder. At the
same time, the message offers information, service and help with their
note. Just like was done with the letter. The noteholder is invited to
leave their name and number and someone will call and help with their
questions. The final benefit the hotline offers is probably one of the
most powerful marketing tools I've seen...
Announcing the
brand new edition of
THE NOTE OWNERS MANUAL
What comes with your purchase of a new car, computer or house hold
appliance? That's right, an owners manual. Do you think a mortgage
holder has an owners manual on their note? Of course not. No attorney,
real estate agent, title officer or bank can provide them one.
Can you imagine the reaction you'll get from your clients when you
show them how to get their own copy of the official Note Owners
Manual. The manual is full of timely and essential information
regarding owning a mortgage and note. The manual is a valuable ready
reference that answers hard questions noteholders have never thought
of. Can you guess what the crowning benefit this little jewel will do
for your business? Right, it creates urgency to sell in the noteholder.
It can make money for you with short term business and plant seeds for
future business.
Joel will show you how to produce the Note Owners Manual for just a
few cents per copy. Best yet, he even reveals an effective way to sell
the manual and make yourself a profit on each sale.
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ORDER NOW - $59.00 -
on the order button below |
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