Are you doing any marketing? I mean with so many people in foreclosure there are a number of segments or demos that you can reach.

In today’s video we’re going to show you a real estate investing marketing piece to target the flood of so-called strategic defaulters. These are the people who are simply choosing to walk away. A strategic default is a somewhat new term describing those who elect to just walk away from their obligations and let the bank foreclose.

Talk about a gold mine and the serious don’t wanter! Man this is it!. These people could care less. They have already made the decision to move on and there really is no deal easier than working on a deal where someone is just going to walk away. {watch the video}

The only problem is finding them…I mean it’s not like they have a blinking sign in the ground saying Hey..I’m walking away from my mortgage…

So how do we find them. It’s pretty simple. We send them letters. Yep..good old snail mail! We have found that unlike other homeowner sin foreclosure, these people open their mail more than the others.

Why? Because they are not hiding the fact that they are in foreclosure and they are still living their lives…which means opening their mail.

With little competition, we’re able to generate great response rates that allow us to cherry pick our deals.

You know most Realtors aren’t going to spend the money to reach these people and that most investors are only doing this part time…so that means you have your pick of the litter.

For 100 bucks per week, you can send out 200 or so letters every week. With a crappy conversion rate of just 1% that means you are going to lock up 2 deals per week.

This is seriously easy to do. So easy you’ll wonder why you have not been doing it.

So let’s go over to the marketing piece we used and take a look at it.

Here’s a Copy That You Can Download

So as you saw, it’s not a masterpiece, nothing really slick, just a simple one page color letter that grabs the reader’s attention.

Here is our newest marketing piece. It’s sole intention is to get the phone to ring…but it has unique aspect which sets it apart from a simple postcard or flyer that people sometimes use to blanket a neighborhood.

You see this piece isn’t just designed to get the phone to ring, it’s designed to get it to ring from the specific properties that we are targeting.

If you notice right here, this letter is addressed to a specific person. We got his name from our database of homeowners in foreclosure. But our database is unique to us.

We have a number of criteria that we use.

1. The homeowner MUST be in the final judgment stage with a courthouse auction pending in the next 90 days. That’s the true sign of someone with little or no options left

2. The person has a summary final judgment. What this usually means is the homeowner never even filed a response to the lawsuit

3. And third…the house in question isn’t listed on the mls

This spells serious don’t wanter to us and it seems to work great for us. You see we market to various demos, we even market to realtors, but no one responds like this group.

We expect a 4-6 % response rate which may seem small compared to some other marketing campaigns you may hear of…but what makes this campaign so special is 90% of the people we meet with we get a contract with.

Talk about stocking the pond!

Now let’s get to the letter. What you see is what the homeowner gets. A nicely laid out color letter on bright white paper that is graphically appealing

We try to let the images convey the message and we really don’t care if they read it. You see you have just seconds to get their attention and people hate to read…but they love pictures…and they love video.

So up top you see a large header graphic and the image is of someone running away from a house as if the house is a ball and chain. Do you think that speaks to people who simply want out?

If you don’t, then you haven’t sat at enough kitchen tables…or the right kitchen tables.

On the right sidebar we put some eye catching numerical asterisks. A numerical asterisk works great as people LOVE to see the numbers behind the scenes and for strategic defaulters, these are their hot buttons.

Remember these are people who are making the conscious decision to walk away. To them it is a calculated financial move. So we re-inforce what they are already thinking.

It immediately gives us credibility and puts us in their head. And then you have the text.

If they get to the text, one of the things we feature is we let them know that they aren’t like other people in foreclosure…they’re not deadbeats or anything…nothing like stroking the old ego and making them feel a bit superior to others…just a little NLP here.

The other thing that the letter does is reinforce the fact that we’re not agents…we’re not in this to list their home. We’re going to buy it.

Remember, these people are on a strict deadline. They don’t want promises from realtors…they want to get this monkey off of their backs and that’s what we tell them.

And we don’t just tell them once. We tell them 5 times that we BUY houses..not list them…talk about positive reinforcement. The other thing that we reinforce is how to get a hold of us.

We mention our phone number 3 times and include an email address as well. Now talk about some serious NLP…check out the email address.

If you’re like me, you check out the website associated with an email address. If you check out this URL check out what you’ll see. Let’s go to sellyourforeclosurenow.com

whaddaya know…there’s another video and our contact info. So as you see, we take our marketing seriously with a well thought out plan that flat out works.

So give it a try and let us know how it works for you.

Don’t forget to subscribe to our YouTube Channel!

Owners of flood-damaged homes walk away from ‘underwater’ mortgagesAtlanta Journal Constitution, on Wed, 26 May 2010 16:29:25 -0700 Maddux said his company offers advice for those who want to consider “strategic default,” which is a more well-executed plan than a haphazard abandonment. …

Readers write on mortgage morality Orlando Sentinel, on Tue, 25 May 2010 17:22:42 -0700As a homeowner that is currently employing a strategic default, I take exception to your description of my decision as immoral. …

Mortgage pacts more than paper Arizona Republic, on Mon, 24 May 2010 20:33:44 -0700Score a point for the righteousness of “strategic default.” It’s in the contract. The downside to that strategy, however, seems significantly more perilous … 

Why Many Are Walking Away From Their Home WXYZ, on Mon, 24 May 2010 20:14:47 -0700But this “strategic default” as it’s called, is not without consequences. “Your mortgage company can come back and sue you because you owe them the money,” …