The Right Way To Mail To The Tax Delinquent Property List
From Tom Nardone, Millionaire Mailman …
I just had a student recently close a deal with over a $50,000 profit! Yep, you read all those zeros correctly.
Whenever you hear someone tell they just closed a deal and got a nice-sized check, always ask how they FOUND the deal. Ask what criteria or lead source the deal came from.
If you live in an area where you have tested several lists and you’re not getting the results you want, then try something a little different by changing up your mailing list criteria.
I had this same discussion with a student, and we decided to try a list criteria a little outside the box to target a list that’s not readily available from a known list source or broker.
The Trick When Targeting This List
The criteria we looked at was the 2-year tax delinquent list.
I have mailed to the tax delinquent list before in Florida and have always had a great response rate. It seems very few investors are targeting that list, though.
The reason why few people target that list in my area is that the tax delinquent property list is itself not a list that’s mailable without first having to merge it with another list.
The reason for that is my county publishes lists of delinquent properties that only contain the legal description of the properties – NO street address.
The only way to get the street address is to also obtain the entire tax roll list from the property appraiser and then cross reference the two lists.
This is something you can have a virtual assistant do for you. The end result can be very rewarding. It certainly was for this student!
You Must Track
But, like all lists that you test, be sure to do this as a separate marketing campaign that you can track by using a different phone number, CRM, etc.
It’s critical to keep your different list responses separate from one another and track them individually.
You will never know if your tests to a market are effective or not unless you track them individually. I always tell students that when you mail to a new list criteria, you are after 2 things:
#1. A response rate of people who call you back from the direct mail you send.
#2. Market Intelligence: If you were to get zero calls from the list you are testing, you still gained market intelligence so you now know what you can do differently next time.
So, don't be afraid to test a list that your competition may not be mailing to.
You may find a big fat check waiting for you, like my student did, by taking a small step of faith outside the box.
Enjoy the Journey!
Talk to Me
Have you mailed to a different mail list? Have you tracked the results? Tell me about it in the comments section below.