Results Driven

Episode 155: The Real Reason Your Direct Mail Isn’t Working

• Tiffany and Josh High • Episode 155

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0:00 | 10:36

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In this solo episode, Josh High breaks down exactly why traditional spray and pray direct mail strategies are dead, and what the top investors are doing right now to land massive deals. The days of sending a single, vague postcard to a massive absentee list are officially over. Today's winning strategy requires hyper-targeting specific courthouse data (foreclosures, probates, tax liens) and matching your mailer's copy directly to the seller's specific distress.

Josh shares the exact two-step sequence (postcard followed by a detailed letter 7 days later) that is generating highly motivated inbound calls. He also breaks down the brutal math of reverse-engineering your direct mail budget. You will learn the industry-standard conversion rates, why you should expect a 0.5% response rate, and how improving your sales skills can instantly slash your cost-per-acquisition in half. If you want to stop guessing, stop blindly throwing money at direct mail, and start generating predictable ROI, this episode is your blueprint. Listen and enjoy the show!

You’ll Learn How To:

  • Stop wasting money on vague, mass-market mailers that end up in the trash
  • Identify the highly-distressed courthouse data lists that are actually converting today
  • Write targeted, problem-solving copy that speaks directly to a seller's specific distress
  • Sequence a one-two punch (postcard then letter) that drives highly-motivated inbound calls
  • Reverse-engineer your marketing budget to establish mathematically accurate ROI expectations

What You’ll Learn in This Episode:

  • (1:32) Why the traditional strategy of mass blanket mail is officially dead
  • (1:41) The specific courthouse data lists (probates, foreclosures, liens) that are winning right now
  • (2:07) Why you must tailor the copy of your mailer to directly match the seller's distress
  • (2:36) The exact two-step direct mail sequence (postcard, then letter 7 days later)
  • (4:21) Why most investors quit direct mail (Alex Hormozi's windshield flyer story)
  • (5:28) How to mathematically reverse-engineer your direct mail budget based on industry standards
  • (5:41) Baseline industry standard which is a 42 call-ins should yield 1 wholesale deal
  • (6:13) Why you must baseline your campaign expectations on a 0.5% response rate
  • (7:01) Why it will cost you $4,200 to get a deal with average sales skills
  • (7:20) How improving your sales skills can instantly slash your marketing budget in half

Who This Episode is For:

  • Real estate investors whose current direct mail campaigns are yielding zero response
  • Wholesalers tired of cold calling who want to generate highly-motivated inbound leads
  • Business owners who want to stop blindly throwing money at marketing and start tracking true ROI

Why You Should Listen: 

Most investors launch direct mail campaigns based entirely on hope, completely misunderstanding the math and the messaging required to actually get a return on their investment. By listening to this episode, you will learn exactly how to pivot away from expensive, ineffective mass marketing and start running hyper-targeted, distress-specific campaigns. Josh breaks down the raw math, showing you exactly how many pieces to send, what response rate to expect, and how many calls you need to secure a contract.

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