Today’s episode begins with a special “Pre-Listing Extravaganza” from Garrett, where he invites listeners to send in their physical pre-listing packets, as well as a description of how they present it, to be showcased and discussed on a future podcast. Next, Matt and Garrett jump into today’s topic - How and when to add people to your autoflow database. They discuss the difference between physical mailers and email content, when to use them, and they clarify that when you’re sending postcards, you’re offering high value information rather than simply asking for business. If you truly believe in the knowledge and expertise that you bring, don’t hold that back from the people who deserve to hear it.  Our hosts talk about using mailers to create real estate conversations, rather than waiting for other people to initiate them. Postcards also have the potential for a 100% open rate, and if you’re not sending them, you leave the door open for other realtors to take your place. Matt explains how to effectively use email marketing, and Garrett outlines the importance of first asking for permission before sending out electronic newsletters. You’ll also hear a healthy debate about the “Unsubscribe” button, tips on how to invite people to your email list delicately, and how postcard campaigns have completely changed people’s businesses in Matt and Garrett’s coaching experiences. Join the Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast where you can ask questions, give advice, and connect with other Ninjas. You can also leave a voicemail with your direct feedback at 208 MY-NINJA. And visit NinjaSelling.com/events for more information about upcoming open installations. Or if you’re interested in taking your goals a step further, visit NinjaCoaching.com to check out all of our amazing coaches.   Episode Highlights:  Garrett begins with his “Pre-Listing Extravaganza,” where he invites listeners to send in their physical pre-listing packets, as well as a description of how you present it You can send it to: Garrett Frey, 3335 Placer Street, Ste 368, Redding, CA 96001 Matt sees a higher level of success among those who use physical pre-listing packets versus digital Effective pre-listing packets require a great deal of time and effort Next, they move on to today’s topic - How and when to add people to your autoflow database Who to mail to versus who to email - it’s always different, and you need to be strategic When you’re selling mailers, it’s high value information - you’re not simply asking for business You can put people on your mailing list right away, and you can even add a personal note on their first postcard Some agents feel concerned that sending postcard mailers to friends and family may put stress on the relationship, but this is not the case Matt’s own example of using postcards If you truly believe in the value and knowledge you’re bringing, don’t hold that back from people It takes the average person six pieces of mail to realize they’ve been receiving content from you - they may think they’ve been receiving mail from you all along and are just now realizing it after you met You can find mailing addresses by checking tax records If you’re not sending information, this leaves the door open for another realtor to step into your place Create real estate conversations by putting people on your mailing list Postcards have the potential for a 100% open rate If someone is a client of yours, or you have had a conversation with them about real estate, they can go on your email list It’s important to ask for permission before sending out electronic newsletters Make sure there is a place where people can sign up for your mailing list versus having to manually add them You can also let people know you’re adding them to your email list, and they can unsubscribe at any time Some people are more comfortable with email marketing than others, and it can definitely be very effective You can send out one