Everything you've ever wanted to know about direct-to-homeowner marketing... but may have been afraid to ask!From exactly what Drew writes in a letter, to how he builds rapport when running an appointment, to making offers and getting to the closing table, it's all here in plain English.This episode follows up on show #9, where mentor/mentee duo Ryan Dossey and Drew Wiard broke down how Drew built a brand and zeroed in on his target market. Today, they walk us through everything that happens after a lead comes in, including how Drew was able to close three deals and get three more under contract in the past three months—despite the pandemic.If you're tired of seeing all the good deals go to other investors, take matters into your own hands and put some of their tips into action! And be sure to subscribe to Real Estate Rookie in your favorite podcast app so you won't miss the next one.In This Episode We Cover:Drew's results from his first direct mail campaignMarketing to an "absentee owners with equity" listKeeping your marketing message simpleWhy Drew's letters don't acknowledge the homeowner's hardshipWhy response rate is the wrong metric to focus onUsing "75% of ARV minus repairs" to formulate offersOvercoming objections when you're negotiating a pricePutting an inspection period in your contractFinding real estate agents who work with cash buyersDrew and Ryan's personal real estate investing MVPs And SO much more!Links from the ShowReal Estate Rookie Facebook GroupFelipe's InstagramAshley's InstagramRookie Podcast 09: Finding Off-Market Deals, Step by Step with Ryan Dossey (Mentor) and Drew Wiard (Mentee)—Part 1Rookie Podcast 12: What Works (and Doesn’t) in a Recession & the Untold Story of J Scott’s Messy First FlipRookie Podcast 11: Using Home Inspections to Spot “Deal Killers” and Negotiate Better Prices with Rose BuckleyBuild The BEST Cash Buyers List In 2020 (Ryan's Video)PropStreamREsimpli Check the full show notes here: http://biggerpockets.com/rookie13See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.