I get some calls from every mailing. Apparently, they don’t receive too many. I have made one deal from calls I’ve received. But I think it takes a systematic application of both to get the best traction. Remember this: You’re trying to make a friend who will remember you months or years from now when they are ready to sell. They get calls from Frank and Dave and the other big funds, but they like dealing with another Mom and Pop like us. Consistency is the key. And variation in materials sent. Also, ask for their email address and cell phone number. That way, you can also email them an interesting article you read. With a cell phone, you can also use Slydial to call directly into their voicemail, saving time. (Use sparingly, but not every call needs to end in a live conversation.) “Hi, Bob, this is Steve from Atlanta. I’m the one who calls you every quarter to talk about your mobile home park. Well, it’s that time again, so I thought I’d give you a shout. Nothing urgent, just thought of you because I drove by a park that’s a lot like yours and I had an idea I wanted to share. Give me a call if you feel like it. Hope you’re doing well.” Then you tell them of the nice fencing or sign you saw on another park.
Got a tip from the Joe Fairless podcast Sunday: On your third mailing with no response, change it to reflect an invite to an event like a Meetup or seminar in their area. Make the RSVP to the event the call to action for that letter. Then go to that event and meet them in person.
Remember: 80% about them and the MHP business in general; only 20% asking about their property. Be USEFUL to these owners.
The ultimate goal is to get a face-to-face meeting over lunch or dinner so you can really build the relationship.
Realize that this strategy could take YEARS to produce results. The one who sticks with it gets the deal; those who give up two years in are soon forgotten.