EP NNA 27 – Contacting Asset Managers

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NNA 27 | Asset Managers

NNA 27 | Asset Managers

 

For the last couple of weeks, banks and lenders have been evaluating their books. This means an opportunity for you to take advantage and take action and get them on your side. Scott breaks down some of the ways to contact bank asset managers, be that through e-mail lists, LinkedIn, or Facebook. He shares great tips on how to effectively reach out – the best day and time to do it – as well as what tools to use. He also gives out e-mail templates that you can take inspiration from to take action. The year is almost over, so gather up what you can do and reach those business goals.

Listen to the podcast here:

Contacting Asset Managers

It’s the busiest few months of the year for most note investors out there as we’re looking to acquire or are looking to move stuff off of our books. We’ve been working on this for what we want to focus on. I’ve been working on this for weeks now unbeknownst to most people. I’m working on cleaning up from the list. We’re working on pushing 2018 to a close, to kick some ass and take 2019 by the horns and absolutely dominate. A lot of people that are out there are heading to Dallas for the Note Expo. I may see you a little bit. If I do come up there, I won’t be staying the whole time.

I’m probably making an appearance at the vendor area and head home. We’ve got a lot of stuff that we’re working on the next weeks. We’re extremely busy on our end. No offense to anybody if we’re not saying hi to anybody, it’s just that we’ve got a lot to focus on for our business here as well for 2018. This is episode 101 of what we do here at Note Night in America. It’s the 101st time that we’ve done this. We’ve done more but I lost count there. There are a lot of people that are out here. There are note investors, real estate investors figuring more about notes, people interested in the note investing as a brand-new way of helping them with things.

We set the goal to begin this year to help us educate and create 10,000 note investors. We’re so honored that you are here. We’ll hit over 2,000 individual attendees here on the Note Night in America in 2018. We had close to 12,000 people join us at RSVP and we’re excited about that. We’ll get somewhere around 3,000 between now and the end of the year with Note CAMP and the last Virtual Note Buying Workshop of the year as well. The final Virtual Note Buying Workshop of the year is November 30th through December 2nd. Our December Note Mastermind is being kicked off in Florida. We have our first FastTrack Training on January 11th through the 13th. That’s here in Austin, Texas and then we’ll be in the Bahamas for Mr. Landlord Retreat, January 16th to 19th. If you’d like some information on that event, 150 people will be at that event in the Bahamas. Why not start off the year with a vacation? It will work on.

There are seven work weeks left in 2018. You’ve got this week, the first week of December. You have the week of Thanksgiving, which I think gets done, then you have the last week of November. That’s four weeks in November and then you have the first three weeks of December. You could throw the fourth one in there if you wanted to, but you only have three weeks in December and then you’ve got Christmas, which is on a Tuesday and Christmas Eve which falls on a Monday night too. The last business day of the year is probably the 27th, 28th but everybody will be wind up by the 27th. You’ve got to get a lot of stuff done during the 25th to 27th because everybody’s going to be out in vacation. The time to take action is now.

Taking Action

If you’re lazy and you don’t want to work, that’s fine. Go ahead and log off. Some of you aren’t doing anything anyway so you might as well log off, which is totally fine. I’m not going to take offense to it. If you’re like that, that’s totally fine. There’s no problem with that. Now is all about taking action. If you’re not going to take action, do us both a favor, get on and go do something else. This is important stuff and I spent some time going through this. If you are not going to do this, it’s okay. Don’t waste your time and don’t waste my time.

Banks and lenders are evaluating their books right now. They’ve been doing this for the last month, the last couple of weeks. They’ve been doing this in the last few weeks and now they’re starting to ready to move. Their goal is to get some stuff moved. I guarantee if you’ve been sending out stuff to your asset managers, some cases come in. God knows we’ve all seen some joker brokers who have risen up from the dead. I’m like, “What are they thinking?” They’re throwing some things out there that you’re like, “You’ve got to be the biggest idiot out there.”

Let’s talk about that. You can either take advantage now of where the banks are with now. We’re not going to boost most of the stuff off our books or continue to whine about lack of deals. If you’re one of these people who whine about lack of deals, not being able to find inventory, you’re probably not going to take action anyway. You might as well log off and go somewhere else. You can be lazy or successful, but you can neither be both. Success does not come from being lazy. If you’re lazy, it does not come from being successful. You can’t be both in this line of work. If you want to get a paycheck, you can be lazy for 40 hours a week somewhere else, just not here. The first thing is we’re taking our asset manager list. I know some people are doing it for the first time.

Some people are going through our Note Buying Blueprint or watching the replays of the Virtual Workshop or listen in to some of the past or have listened to the Note CAMP replays as well from beforehand. Where do we get this list? We get them from a couple of places. I’ll go over this on the very first day of the Virtual Boot Camp, November 30. If I go through it, every day there’s a lot more in depth. I’m not going to go in-depth now, but I’ll show you here. LaneGuide.com, about $100 a year. Spend some time on there, you download a list about 700 names if you spend some time with it. LinkedIn has three different ways of finding asset managers out there. The first thing and the easiest way is to go to a search engine and you can have the free version. This will not cost you anything. Just type in special asset managers, the secondary, marketing manager or chief credit analysts, that’s the third name. Those three titles are what must the special asset managers of the banks go under.

NNA 27 | Asset Managers

Asset Managers: You can be lazy or successful, but you can neither be both. Success does not come from being lazy.

 

You can also go to different state mortgage and loan licensing websites. Some states provide a great wealth of information, others will send you to the national MLS website, which is just a waste of time. Some of the states will give you a list of thousands of mortgage bankers and servicing companies. To get a lot more information, you can join us in the Virtual Workshop in November. You can get direct bank contact. You can dial in for dollars if you want to do that. There’s nothing wrong with doing that either. You can go to Distressed Pro and pay for Distressed Pro, which is great. Brett does a great job with it. He actually got some new version, updated stuff coming out here for those that use the DistressedPro.com. You’ll acquire a few strategies with Distressed Pro to find assets and find bank asset manager. Then there are other lists out there available that you can pay for to find a variety of bank presidents, bank special asset managers, things like that that you can download and dial for dollars or send emails out to.

Email List

I like to take our list, we have built our list to the last couple of years using a variety of sources from some of those websites. We’ve had the Banking Blitzkrieg, which about fifteen people finished it up, maybe closer to ten. They provided a list, put together a list of about 5,600 different phone numbers, emails, LinkedIn connection, linked stuff like that. This boils down to roughly about 1,800 unique emails. Some people give emails, I’m not saying that’s all that the contacts were but 1,800 unique emails. There were some double over but still, that’s a tremendous amount of asset manager contact information. I was not talking phone numbers because a lot of people reached out were able to get phone numbers for somebody but just not their email address. From scrubbing our list and combining the people who showed up twice in the list and taking that stuff, we’ve taken that list and combined it with our other lists and now it’s combined at 5,000 again.

What I always say you do is take your list. If you got a spreadsheet, take them and upload them. You could use the CRM tool, your customer relationship management tool or client relationship management tool. Either one of two ways, either MailChimp or Infusionsoft. What I would do is upload the whole list; first name, last name, email, mailing address, company name, phone number, city, state, those kinds of things as the list provided. You may want to try to combine the list together and get as much information that you uploaded and then have a clean list. Here’s the first thing that you’re going to do. You should be sending an email blast out to your asset managers. I never liked to email online on Monday. It’s a waste of time. They’re too busy. One thing you’ve got to keep in mind here, if you’re expecting for asset managers to call you back on your phone numbers, it’s not going to happen very often. This is a dial for dollar, email consistently.

You have to realize why I’m talking about finding our 20% focus. Tuesdays and Thursdays are the best time to email out. The reason I like to send at Tuesday is when they finally got through Monday, they get a little bit of time and also it’s either 11:00 AM or 2:00 PM. What will happen in real estate most of the time, you only see about 20% open rate on the average. If you upload 5,000 asset manager emails, you probably get only 20% of that to open up. That’s about 2,000 opens.

Initially, I email it at 12:18. What we have to be careful of is let’s say you’ve never sent an email out to your database before through MailChimp or Infusionsoft. If you’ve never done that, you are totally screwed. The reason I tell you this and this is why we’ve been preaching this forever, if you’re not sending an email out to your database list, you haven’t built up any seasoning on your CRM tool, because you’re probably going to have a higher opt-out rate than normal with this first round of asset manager emails out. If you’ve never sent an email out to your asset manager list or to your database, it’s probably going to shut your account down.

If you’ve never sent an email to your database, you may want to just go ahead log off and go enjoy your evening. If you do it and then you’re upset, “MailChimp shut my account down because of high spam rates or high opt-outs.” It happens. We’ve sent millions of emails out to clients, investors and asset managers. You build a little seasoning up to help you clean that stuff up. Part of the reason we like to filter this and we’re sending out before is that we have a clean list. This is a clean list of about 4,700 asset managers and when you come to the FastTrack Training, you’ll get the list. Our Mastermind members, come December, will get the updated list. That’s one of the few things. That’s one of the most valuable tools that we give to people in our FastTrack training is the asset manager, the downloaded list that I’m talking about. We sent out our first email come Tuesday morning at 11:00 AM their time.

In MailChimp and Infusionsoft, it allows you to send that the best time available for them or 11:00 their time. You give it a day. Those that open the email at the end of the day, get tagged. You can see who opened the email, click on the open rate, it will give you the whole list and tag them all. With the tag, it’s another filter aspect of things like their tagged 2018 asset manager opened. What do you have to do come Wednesday morning? Those who didn’t open the email, you go ahead and sign up to send another email out. It’s almost the exact same email. You might change things like, “October came to a close.” Mine is, “October is coming to a close. October came to a close,” a couple of changes. I send the email out Thursday to the other 82% to 88% of those who didn’t open the first round of emails. I send it out at a different time. If I send out in the morning, I send this one out in the evening at 2:00 PM Central Standard Time. Those I wait Thursday, so I check out Friday afternoon, those that opened get tagged again the same tag and they get assigned the 2018 asset manager tag.

I’ll probably see another 6% to 10% open rate of that second round of emails hitting at a different time on a Thursday. Now I’ve got two lists that are roughly about somewhere between 18% and probably 28% of my total list. That’s not it, I might take it one step further and send a third email. Third time’s a charm. I may send it Tuesday again at 11:00 AM or I may send it Tuesday at 2:00 PM. It’s the best time to send it out and automatically, MailChimp or Infusionsoft will go and figure that out for me and send out the email. The same thing, third email once again, end of the day Tuesday. Come Wednesday morning, I’m going to go back and see who opened and it’s about another 3% to 8% open rate.

NNA 27 | Asset Managers

Asset Managers: If you’ve never sent an email to your database, you may want to just go ahead, log off, and enjoy your evening.

 

How do I know this? Because I’ve done this over and over again. We continue to do this. I don’t hit that hammer, hammer and hammer. The reason I’m only sending it out to those who didn’t open it because I don’t want to send the same email to the same list and piss off the people who opened it already who didn’t opt out that may opt out now. I don’t want to do that. I want to send it to those who didn’t open. It can be a smaller list a little bit. Those that are tagged, we’re going to talk about the ones who opened. I email 25% or less. Some people will be like, “Scott, what do you do with the other 75%?” You may want to send them another email every once in a while. You may want to move them from your hot list of those who opened it to the colder list and follow up the cold list every once in a while.

Hopefully, you’ve been smart and upload your list and have names and phone numbers on your list. If you tag them in your system, it’s easy to download the tag in MailChimp or Infusionsoft. I use a spreadsheet. If I got them tagged, what I like to do is send a personalized email to the asset managers and the special asset managers. My first three emails aren’t going to be the most personalized. It will be generic and neutral. On my personalized email, once they open it, I’m going to say, “Hi, Jim. Hi, John,” if I have their first name. If I have their contact, company name, I’ll include the company name, but I’ll send this out the following Thursday.

I send out three emails Tuesday, Thursday, Tuesday, but technically the 4th email I’m sending out is going to the asset manager who opened one of the three emails. I’ll use Timewarp, which is a feature that MailChimp allows or Infusionsoft allows you to save the best available time on Thursday and I send it up. The reason you have to do this quickly is that if you wait any longer, you’re going to run into Thanksgiving. You’re going to run in, “I’ll get around to it later on.” You can’t slack off on this. If you’re going to Note Expo or something else, you’re traveling, trust me on this, spend the next day or two to go through this. You’ll be kicking yourself because you’ll get so side-winded. You’re going to go to Note Expo, you’re going to do something else, you’ll get delayed and forget about it. You go, “These will have to wait until next year.”

The cool thing on MailChimp or Infusionsoft is you can put the first name in a subject line, “Hi, Jim. Hi, John, what do you have on your books?” Then mention the company name in the email somewhere. “I believe we’ve reached out to your firm before and believe you’re the person in charge of special assets or secondary marketing at ABC Loans.” One of the things that I like to do is, “I’d love to talk and see everything in your books.” I put my image in the email, but I put it further down. I’ll include also, “Do you like to schedule some time to talk about an asset? Do you want my calendar? Schedule some time with me.” I’ll put a calendar link in there where they can schedule some time with me in the afternoons which is the best time to talk.

LinkedIn Profile

I’ll do a link to my LinkedIn profile before, so they could click out and go over and look at that. Another thing you could do, those that opened this round of emails, this 49%, you may want to follow up with phone calls or you may want to do a voice blast. You don’t want to make this long. Some of you will get diarrhea of the mouth and give way too much information. What you want to do is say, “I just want to follow-up with you. I saw that you opened my email regarding the special assets. I’d love to visit with you. I can be reached back directly at 512 585 3810.” The voice blast that goes in your email or cell phone, if not it will just ring and shows a missed phone call and go from there. That’s a great way to touch them because you want to do this and it’s all about touches.

You may want to go over to LinkedIn and track those that have opened it. This is something you do at night. The reason you want to send this out on Thursday is you can see who opened it up. If they opened up the email or read the email, you can see that and go over there and search them immediately on LinkedIn, “I just want to connect with you. I sent an email, I saw you opened it.” They’ll be like, “What are you? Are you a fly in my office, on the wall? Where are you at?” Those are little simple things to jab on jab home. You might want to go ahead and upgrade your LinkedIn for the month. Paid version might be worth it. $900 for the month of November may very well be worth it for a couple of reasons. One, you can see everyone who viewed your profile, that’s valuable. You see the asset managers or the names of the people, or the profiles who look at your profile.

If you can see who looked at your profile and you look and see, “They’re on my list, that bank is on my list.” If you have a direct contact, you had a generic email, now you got them. It will also connect you to more asset managers and send more direct messages to asset managers. That’s a very valuable thing. You do need to pay the full year, just do one month at a time, after a month just cut it off because after what happened between now and December there’s no reason to do because most people will be off. You get most of your work done in November, December and they’re not going to waste my time.

Send them a direct message. The shorter version of your email, “I saw we connected. I just want to reach out to you. I sent to you or somebody in your company an email about if you’re the right person, if you have anything on your books.” It’s something simple. It’s important if you have not done this array to create a company page for your LinkedIn profile. Create a company page, it doesn’t matter, you’ve got one to five people who could create a company page. It’s valuable because if you create a company page, it will also help you with targeting and marketing on LinkedIn. People say it’s expensive on LinkedIn but it doesn’t have to be. With the number of contacts that we have that are out there, by searching for special asset managers, the secondary marketing professionals, you don’t have to spend a lot of money on LinkedIn. You just spend cheap, a small budget a day to reach out, run a 30-day marketing thing on it and see what you got and can hit you offer.

NNA 27 | Asset Managers

Asset Managers: Your company page helps with targeting and marketing on LinkedIn.

 

Facebook

I would also take the database of your asset manager contacts and upload them into LinkedIn. Uploading them, it will go out find people you’ve pulled off in other areas and connect with you there. It’s a smart thing. It’s an easy thing to do that most people don’t do. It’s a valuable aspect of doing every once in a while, once in a blue moon. Another thing that you can do is jump on Facebook and take the spreadsheet. We have a question, “Is a business LinkedIn page tied to a personal page like Facebook or separate?” It’s separate. It’s not your personal page. You have a separate LinkedIn page for your company. There will be LinkedIn to your personal profile but it’s a separate page.

Taking your Facebook list, I call this the full court press. This is where it gets sneaky where you can take a full database of asset managers just taking the email list. Just taking everything else off. First thing, the last thing is to take that all off. Save the list of phone numbers or separately to, but just the list of it. If you’ve got a list of 5,000 asset managers’ emails, just the email list and then uploading that as a custom audience into Facebook. Then Facebook will work its magic to go out and see if there’s anybody that has a Facebook profile with that email address and connect. You can mark it to them very sneaky. You do the same thing with a phone number. Let’s just upload the list of phone numbers and see if it will go out and see if we can find somebody who has a profile with that phone number as well.

You can target those lists. It may not be a very big list. It may be a thousand, it may be a hundred thousand, I don’t know. The nice thing is as you create a list, you could also then go create a lookalike audience. Lookalike audience may find other people up there as well. It’s a smart thing and I’ll share some of the things as well. I uploaded the updated asset manager list into Facebook to track that down and see what the numbers look like. I had not had a chance to run through everything. These are simple things. The thing you have to do is you have to take action. You have to do what I just told you to do, to go out there and do it.

We have a question, “Do you need the paid version of LinkedIn to get a company page?” I don’t know. I don’t think so, but it would not hurt to pay the $99 if you don’t have it because you’re going to need to have the paid version to do the connections, to be able to see everybody. Spend the $100, whatever it costs monthly. Go ahead and do it as long as you can take action. If you’re not going to take action, then save the money. I get excited about this because this is where I see people separate themselves. This is how people find deals that you guys don’t pay attention to. This is how people find deals that nobody else sees, who does your tremendous job because they build their audience.

They don’t sit here relying on the granite crapoids or the direct source recycled list or these joker brokers, the same crap out or the condor. That’s the stuff that doesn’t make any sense. We have a question, “Can you import your LinkedIn connections to your new company page on LinkedIn?” I don’t believe it’s not going to work that way because your connections on LinkedIn are connected with you personally. The reason you want to have a business page is if you’re going to advertise on LinkedIn, it’s advertised in the business, not your personal.

For 2018 asset manager emails which are last uploaded October 29 at 6:33 PM, 2,400 of those contacts have a Facebook profile. I can market directly to them or I can go create a lookalike audience to those that I upload just the list. Let me create a lookalike audience. It asks, “How many custom audience per page?” I’m going to click on my 2018. It asks, “How broadly do you want with the country?” I want within 1%. Advanced options, number of audiences, the location of the audience, let’s say the United States. About 2.1 million people match to create the audience. It’s going out there, and it’s going out finding those people out there as well. They’re doing a whole variety 1% to 2%, 2% to 5% within close. It’s going to be 1% to 2 %, 2% to 5%. It has been doing three different searches for me.

We have a question, “I have multiple real estate related businesses. I already used my Facebook business page for buying and selling real estate. How can I create a separate Facebook business page for notes?” Create a separate entity. Create a separate page, it’s not that hard to do. I can send an ad. I’m going to upload a video, I’m going to create a video where I’m going to say, “My name is Scott Carson. What do you have on your books that you’re looking to get rid of before the year is out? We would love to help you at We Close Notes. We’ve bought over $500 billion in debt.” Something simple, something less than two minutes. That is going to be my ad to target those 2,400 people and then also the lookalike audiences. Let’s move away from that though and let’s come on over to Infusionsoft, my CRM tool. MailChimp works fine if you have less than 25,000 connections or contacts. I have a few more than that.

Emailing

I’m in my Infusionsoft here. What I want to do is I’m going to create an email list, send a broadcast, get started. I’m going to pull out previously sent because you could see exactly what I’ve got there. I’ve got emails getting ready to go out. Here is, “Use this as a draft.” It’s simple. I got the worst email ever from somebody looking for assets. It was absolutely horrendous, “I got $300,000. I want to buy a residential commercial,” and that’s it. I have my logo in Infusionsoft on the side and my details are up here, “Do you have anything hairy on your books?” We are looking for non-performing assets and I put there customized the first name in it, my mail merge. Then I’ll go up or just put my tags, 2018 asset managers.

NNA 27 | Asset Managers

Asset Managers: Make sure that when your customers look, you catch their eye.

 

“It’s hard to believe that 2018 will soon be over and 2019 will be here soon. Hopefully, your year has been a productive and profitable one. I want to drop you a quick email as October comes to close to inquire if your company might have distressed residential or commercial loans that you’re looking to offload before year end. I’ve been a buyer of NPN since 2008 and I have bought over $500 million in NPN on the portfolio. A strong network of funding partners, attorneys and local investors is a huge advantage to a boutique firm to help close more deals. We’d love the opportunity if you have any assets that might have some hair on them that you are looking to get off your books this quarter. If you are the wrong person to be speaking to, please let me know who the proper individual will be to help liquidate some of your NPNs. I look forward to hearing from you. If you have a portfolio or an asset you would like to discuss, feel free to pick up a time in my schedule to talk here.”

I took them straight to my calendar. Here’s again, “Scott Carson at We Close Notes,” there is my smiling photo. That’s my same LinkedIn profile photo. If they click on that photo, it takes them to LinkedIn. If they click on We Close Notes, it takes them to WeCloseNotes.com. If they click on the photo, it doesn’t take them anywhere. Maybe it should take them to We Close Notes but I put a picture of our Mastermind in Dallas so they can see that I’m not just a one-man show. If you are a one-man show, that’s okay, put a picture of your mastermind. Put a picture of a group you are a part of. It adds value. It gives you the ability to look like you can close more stuff.

This is the email that’s going out. If I may hit review and send, I can go and get a quick review. I’ll send it at the best time and pick the date that I want to send it to. I don’t want to do it on Wednesday, we’re going to send it on Thursday and send it the best time like on that morning, I get to pick a specific time. I’ve said that I would send 2:00 PM. It’s scheduled but I could go back and change it. I’m not going to send it to the same list because I’m going to send it to a different route. 191 people will not receive these emails because they’ve opted out in the past. As we pulled from the list, people opted out. That’s okay. I’m going to close this out. I’m going to save this template. I’m going to exit this. That’s my simple email. Nothing too fancy. I have my social media links at the bottom. I don’t want them up at the top. When they look, I wanted to catch their eyes, “Get rid of your bad debt. Do you have anything hairy in your books? We’re looking for non-performing assets.”

I would probably change the topic a little bit. I may move it from the mail merge here with their first name to this on the second email to help it open. If we personalized in any way in your email signature, when they flip them through their emails on their smartphones, their iPhones or Android, they’re going to see their name, “I’m going to click on it.” That’s when I got them when they click on it. That’s when I tag them and go in there. Let me share this with you. I’m going to exit out of this. I don’t want to send an email. I want to go in and view my emails now. I may view email broadcasts. I sent the email out the 30-minute reminder. I can see every email that we send out, 30-minute reminder, it went out to 6,500 people. We had a 14.1% open rate. It’s not bad for a 30-minute reminder. It’s pretty good, 925 opened. If this was my asset manager list, I would click here. 925 opens and then I would click on them all. Nine or three for selected actions and then apply remove the tag and say open the email or asset manager or open email one or asset manager open and leave it that.

That’s what I would do. That’s the list when I send these other emails out. Those who didn’t open, like the 5616 of those who didn’t open, I’m going to go and hit on those on unopened, “2018 November unopened,” and that’s the list that I would send Wednesday. I’m going to click on here, 5616, click on that. I’m just going to go over here, click on everything and action and send a broadcast. If that was the asset managers, yes, get started. I can click on anything previously sent. It is right there, the email I sent on Tuesday. I guess it doesn’t open up and now we’ll just change the title up a little bit and that’s about it.

Maybe you could go ahead and set this up, that’s a little to advance for you because you’re like, “I don’t know how to do that,” that’s fine. I’m not going to tell you how to do that. If you want to spend some money or tweak it a little bit. That’s very simple, we’re talking about you logging in and taking five minutes, Wednesday morning or Wednesday afternoon and then Friday to set it and get to list sent out. To be able to select those who didn’t open it or those who did open up and tag them into two different lists and then follow-up. You can go from there. I clicked to see what kind of percentages are. I’ll give you an example. In June, I imported my 11,000 LinkedIn connections. Then I ran a lookalike audience for my connections just to 1% in the United States and it found 2.1 million people for me to target to. That’s 2.1 million lookalikes on my LinkedIn connections. It’s very valuable if you know how to target things properly here with everything going on in the smart aspect of things.

We have a question, “Should I send in the same email three times?” 95% of the email is going to be basically the same thing because they didn’t open it the first two times. I’m only going to change the title up a little bit because that’s what’s going to be. Change the title, if I say, “October is coming to a close.” “October came to a close, now November’s here.” Very simple changes. I just have to tweak one or two little things in the email. Another question is, “If we’ve never done this before, should we get started now?” Do you have a MailChimp account? Do you have an Infusionsoft? Do you have some CRM tool? Just go with that. Go ahead.

We have a question, “How much can you say are you getting to put some of these emails on?” I don’t care about that. If they opt out, I don’t care. If they unsubscribe, it’s fine. I’ll put in there that we connected on LinkedIn which is most of the time we have connected on LinkedIn. I don’t care about that. I’m violating the CAN-SPAM Act out there. You can either do that or you’re going to realize a lot of these asset managers are either people who connect with it individually and mail through MailChimp in the past or have reached out and made phone calls to or somebody in our mastermind or the Banking Blitzkrieg reached out. I’d put that, we’re connected, “Somebody in my office reached out to you in February.”

NNA 27 | Asset Managers

Asset Managers: There are some changes happening in the market. You can either be prepared for it and get on the train or get off the tracks and be run over.

 

We have a question, “Could you make a phone call without an asset manager making personal contact with you?” Yes, dial for dollars. If I see that they’ve opened my email five or six times like people at note school like to do, I’ll pick up the phone and call him personally. I would reach out to him for sure. If they opened my email, that’s the next phase is I start to pick up the phone. If you can get this done and get them started opening emails and start connecting with you somewhere between the 12th and the 16th, that’s exactly what I would be doing. I would be dialing for dollars trying to connect with you. You’ve got to realize 25% of your list, that is still a large amount. If you get a few lists off, then great. You may be too busy looking with the other assets that you’ve got into those lists than to reach out to everybody.

We have a question, “Scott, this is your target email. How would a seasoning be written? I don’t understand what you mean by seasoning.” Have you ever sent an email blast out through MailChimp or Infusionsoft? What I mean by seasoning is I’ve done this for a type of times. How long have you been doing that or how often do you send emails out monthly? For those of you who have no CRM tool or never done this before. The best thing that you can do is to pull in your warm connections, your warm database connections from the workshop, things like that, and then send an email out to your database. “Here’s what’s going on,” because Mailchimp and Infusionsoft should be a lot more lenient on you if you’ve been sending out for a while than you have one email you upload and the list gets high up that rate. What happened is MailChimp will say, “You’ve got to remove the list, if it comes back it’s too big an opt-out.” You’ve got to remove the list off and go from there.

I’m just trying to prep you for when you do get a high opt-out rate because you’ve never done this before. You may even want to initially in the first upload that you send out, separate your list into 200 or 500 individual batches. If you’ve got 5,000 names, you want to have ten lists of 500 so that if one list goes out badly, “I can come back, I’ll rather lose 500 than lose the whole 5,000.” You get basically two weeks. I’m asking you to do something for two weeks. It’s like four emails, five emails for two weeks. It’s not that difficult. You just have to do it. The next big thing that you should be doing and we’re going to talk about next. You’re going to love this. We’re going to talk about some of the ways you pull and also do the similar thing with IRA investors like in Columbus or in Ohio. I’ll tell you right now, if you have not sent out an IRA postcard or an IRA letter to people in your county and you pull it, you’re going to hate me because I’m going to show everybody how to do it because we’re doing it.

One of the big things that we’re doing here. We’re about to go Armageddon to IRA investors in some of the bigger counties in the country. It’s going to be great. I’m handling this exclusively and it’s going to be like, “Where are these pamphlets coming from? Who is this note guy?” Trust me, if you have not done this and I told people out there, “You need to be doing this.” If you’ve got 400 to 500 people that you can pull out from there, start sending out postcards, start sending out direct mail to your IRA investors locally. If you don’t, you’re only going to hurt yourself because we are about to go buck wild and crazy here. I’m about to go crazy up on this. This is not difficult, we’re talking five emails in the next two weeks.

Once you send an email to those first three, the next email should just be shorter, “I want to follow up, we saw that you’ve connected. Do you have anything in your books? Are you the right person?” It’s very similar. It’s a smaller email like, “I saw you opened up one of my emails. I would love to talk with you if you’ve got anything available.” If you use a county link which is basically free. They call you, if they saw an appointment with you, they are begging you to buy their assets. You’d be stupid not to do that. Don’t sit here and tell me that you can’t buy assets directly from banks. That’s a bunch of crap. What I’m trying to get at is this is the way to do it.

If you’re tired of the stuff from these conferences, all these people bitching on bigger pockets on LinkedIn. I want to strangle people that I hear that. It drives me bonkers and I’m pissed off. I’m a little irritated with it and I’m sick and tired of the sick and tired people out there. You have no idea what we have in store for 2019. You better pull your big girl panties up, your big boy panties up, and be ready to rock and roll because this could be a whole different level of We Close Notes. This starts right now. It starts with this little aspect. If you want to play, get ready to play full contact or a full court press. There are some changes happening in the market. You can either be prepared for it and get on the train or trust me, get off the tracks because we’re going to run you over. I’m excited, I’m jacked up, do it, trust me. Thank you for being a part of Note Night in America. Go out, do something, take some action and we’ll see you all at the top.

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