| The next couple of real estate investment marketing | | | | attention and thought to your offer. |
| plan components are postcards and letters. We can | | | | Solution |
| almost handle them together. Postcards are a very | | | | Finally, the formula is solution. The solution is, "I'm a |
| powerful way of delivering your message and a very | | | | real estate investor offering secured local real estate |
| powerful way of getting responses back. It's | | | | investments with 9 -12 or 15% return. If you're |
| important that you do it right. | | | | interested in this, please contact me for further |
| There's a small postcard that offers free information. | | | | information." |
| There's a large postcard that talks about a free | | | | Do you see the formula there? Problem, agitate, |
| seminar. There's a large postcard that is about giving | | | | solution. You'll see that all through all of my marketing |
| away free information about private lending. | | | | pieces. You are presenting a problem, tapping into the |
| The postcards have got to follow the same format | | | | reader's emotions, and then providing a solution. |
| that we talked about last week. That was the | | | | Setting It Up |
| problem, agitate, and solution. You want to create | | | | Let's get back to the way we did it last night. You |
| the problem. | | | | create a very good headline that grabs their |
| Problem | | | | attention. You can use what's called a sub headline, |
| The problem is, "Are you getting 9-12% return on | | | | meaning a smaller headline. Then you would go in and |
| your CDs, money market, or retirement fund?" | | | | agitate the problem. Describe some of the |
| That's the problem. | | | | ramifications of today's marketplace. |
| Agitate | | | | Finally, the solution is you. You provide the solution. |
| You could also agitate that a little bit with the | | | | Initially it may be for more information, coming to a |
| marketplace today. You could say, "Has your stock | | | | free luncheon or breakfast seminar, however you |
| portfolio dropped in value over the last six months to | | | | want to do it. You want to invite people to come |
| a year?" That is what they call agitating the problem. | | | | and interact with you in some respect so you can |
| You're actually making it worse. By agitating, you are | | | | then develop that relationship. That allows you to |
| potentially striking a nerve with the prospect that will | | | | continue the process down the pike. Ultimately they |
| prompt him to identify with a problem he may be | | | | become a private investor in your business. |
| facing. This will cause the prospect to give more | | | | |