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RESL 009: Exactly What to Say In Your Email and Real Estate Postcards


Episode Overview:

In this episode of Real Estate Strategy Lab, Jeff and Jason discuss exactly what to say in your emails and real estate postcards to generate leads on a consistent basis.

Jeff talks about where he gets a majority of the data he needs to send out postcards.


In this session, Jeff and Jason chat about (detailed):

  • 2:01  – Recap of The first 30 days stats of PodCast
  • 3:40 – Survey results from Real Estate Strategy Lab’s listeners. Covering why our listeners like, dislike, and the challenges people are facing.
  • 11:59 – What other Real Estate Strategy Lab Family wants us to focus on.
  • 13:01 – Why you should subscribe to Real Estate Strategy Lab.
  • 17:35 – How to generate seller and buyer leads online and offline.
  • 18:09 – Warning from Jeff on these marketing strategies to generate seller and buyer leads.
  • 19:02 – Why you should test everything
  • 20:00 – The importance of understanding email marketing and how to get access to emails.
  • 21:20 – What is a “swipe file” (click here for an old post)
  • 22:05 – Jeff explains his exact “swipe file” that he uses in his real estate investment company.
  • 23:11 – The NEW “swipe file” that gives Jeff 60%+ open rate and 15%+ CTR and he pulled out 2 deals.
  • 25:00 – Recap of email marketing and how to get listing agents begging you to buy there property.
  • 27:01 – How to use Jeff’s “Sneaky Email Campaign” to generate leads (click here for Jeff’s “distress seller” key words).
  • 28:15 – Jason’s rants about email marketing and why the mystery works.
  • 30:02 – How to generate more leads by doing less work and becoming more focused.
  • 31:25 – Jeff’s MOST hyper active seller list that he focuses on.
  • 32:02 – Where we get the “data list”  or click here
  • 34:01 – Why the “number’s tell a story” and what to pay attention to.
  • 38:02 – Two different campaigns that gives a HIGH response rate.
  • 41:00 – The powerful emotion of “Open loops” and how to use it.
  • 41:32 – The #1 goal of your direct marketing campaign for investors.
  • 44:38 – Jeff’s story about a recent property lead (click here for the Facebook post).
  • 47:02 – Why adding value and serving others will help you grow your real estate business.
  • 48:09 – Two actionable steps you can take to generate seller leads.


Items mentioned in this podcast include:


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  1. Jonny

    December 12, 2012 at 6:55 pm

    Jeff, good stuff. What’s the email copy you are using?
    Also, what are you following up with once they reply back?

  2. admin

    December 26, 2012 at 12:23 am

    Hey Jonny,

    Sorry for late reply. Here’s a link to old post that expands on this.

    We have set of canned responses.

    The down fall is this. My response rates has dropped over 50% and I have a server that I spent $15k on to send these emails out so it can deliver into the agents email inbox. The issue is…

    MLS in Los Angeles (everyone is hunting the same way). So this method will most likely be old news in the next 3 months.

    Stay tuned since I saw this happening and I accidentally found a way to “stalk” real estate agents without them knowing.

    It ALL has to do with using a special cookie I put on ALL of the real estate agents I come in contact with. (MUAHAHAH – evil laugh).

    I’ll be talking about this in a later Podcast. Stay tuned.

    Jeff Coga


    Long Beach was grossly overpriced by about $15K did you end up selling it?

  3. Jonny

    December 26, 2012 at 7:35 pm

    Nice, can’t wait to hear about the “stalk” method. We are all fishing from the same pond.

    Yes, LB property was a debacle. Agent comped it way too high initially and the numbers got heavily skewed. A Hedge has it under contract as of today though 🙂

    • admin

      December 26, 2012 at 7:54 pm

      The “stalk method” is a very sophiticated campaign but every effective. The secret is… it mixes both direct response tactics with branding strategy. So stay tuned. 🙂 Also… Keep me posted on what happens with the LB property. p.s. the pond is small if it’s MLS. Focus on organic deals. Bigger and easier money. – Jeff Coga

  4. ChiversGoletz

    January 7, 2013 at 1:34 pm

    I think this is one of the best podcast you did. On top of that you’re giving all of this away. I already did this campaign by sending out 100 email manually (my MLS doesn’t allow me to export). Then I sent your email message and changed it a little since I’m a real estate agent. I now have 5 deals I’m looking at for my cash investor buyers. Just incredibly stupid simple.

  5. Dan

    February 8, 2013 at 3:29 pm

    I listen to about 6-7 real estate investing podcasts, and you guys are the best! Keep up the good work.
    It seems like most experts talk about setting up a website to attrack buyers. Can you focus just a bit more on setting up a site to attract motivated sellers?
    Also, I looked all over your web site and could not find examples of your post cards, maybe I heard you wrong.
    Any way – keep it up.

  6. Dante

    March 16, 2013 at 3:37 pm

    Hey used the letters that Jeff was talking about and in less than 3 days and 200 plus letters I have just recieved 3 appointments to meet the owners!

    Keep it coming guys!

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