WEBVTT NOTE This file was generated by Descript 00:00:00.510 --> 00:00:04.290 What if I told you that you, whether you're an individual sales rep or an owner 00:00:04.290 --> 00:00:09.150 of a company, could be using direct mail to get really cheap, easy leads without 00:00:09.150 --> 00:00:11.310 even having to outsource it to an agency. 00:00:11.490 --> 00:00:15.030 Something that you or your team could be doing at night while 00:00:15.030 --> 00:00:19.260 watching TV to get leads that are so hot they close like that. 00:00:19.935 --> 00:00:21.855 Well, that's what I'm gonna be teaching you in today's video 00:00:21.855 --> 00:00:23.955 because direct mail is not dead. 00:00:24.195 --> 00:00:26.895 I wanna show you an email I got from Noah who sent this to me. 00:00:26.895 --> 00:00:28.875 I actually have a few of these stories that I wanna share with you 00:00:28.875 --> 00:00:30.645 so you can see that this is legit. 00:00:30.884 --> 00:00:32.955 Noah says, hope all is well. 00:00:32.955 --> 00:00:33.825 Adam, a few things for you. 00:00:34.065 --> 00:00:35.355 I sent some direct mail letters. 00:00:35.390 --> 00:00:38.960 To homes that were missing shingles and got a call to one, and I 00:00:38.960 --> 00:00:40.100 showed up and the wife answered. 00:00:40.100 --> 00:00:43.400 She said, she is in marketing and those things almost never work. 00:00:43.520 --> 00:00:45.770 She said she wasn't sure why it worked, but they called 00:00:45.770 --> 00:00:46.790 and I was able to help them. 00:00:46.820 --> 00:00:47.930 So the material works. 00:00:48.170 --> 00:00:51.500 So this, the material he's referencing is the material inside 00:00:51.504 --> 00:00:53.990 my marketing battle pack, which is included in my sales system. 00:00:54.019 --> 00:00:56.090 Options available, by the way, from both the reps and owners. 00:00:56.390 --> 00:01:00.050 Now, Noah said that this woman is in marketing and these things don't 00:01:00.050 --> 00:01:01.730 work, but for some reason it worked. 00:01:01.770 --> 00:01:02.820 For, for them. 00:01:03.060 --> 00:01:06.480 Then we've got another letter, letter from Jeff, and Jeff says, 00:01:06.480 --> 00:01:07.320 I'm just gonna read a snippet. 00:01:07.530 --> 00:01:11.010 I will sign 4% of the folks that I mail to. 00:01:11.625 --> 00:01:13.785 4% of the people he mails. 00:01:13.965 --> 00:01:15.465 Now your results may vary. 00:01:15.555 --> 00:01:19.365 He's following the system very closely and Jeff has even run with 00:01:19.365 --> 00:01:21.285 it, been doing some really cool stuff. 00:01:21.495 --> 00:01:25.185 4% means for every hundred letters he mails, he gets four deals. 00:01:25.365 --> 00:01:30.045 To put that into comparison on postcard, mailers or bulk direct mail, which 00:01:30.050 --> 00:01:34.125 this is very different, that is your response rate could be a half percent. 00:01:34.255 --> 00:01:37.104 To is as high as 2% just for the lead. 00:01:37.255 --> 00:01:41.725 So if half percent to 2% call the office, then out of those 00:01:41.755 --> 00:01:44.965 however many are qualified is gonna drop off, say about 20%. 00:01:45.024 --> 00:01:47.425 And then from there, we book an appointment, and then you have your 00:01:47.425 --> 00:01:50.695 actual close rate, which industry standard again is about 30%. 00:01:50.695 --> 00:01:51.774 Your results may vary. 00:01:51.804 --> 00:01:54.804 Maybe you're one of the crazy high closers, 60, 70%, but either 00:01:54.804 --> 00:01:56.395 way, you're getting from 2%. 00:01:56.735 --> 00:01:58.925 Another chunk goes out, another chunk goes out, and then your 00:01:58.925 --> 00:02:01.625 close rate versus 4% send a mail. 00:02:01.835 --> 00:02:05.075 We've got another, by the way, I have another guy who did, uh, he emailed me. 00:02:05.075 --> 00:02:06.575 He goes like, I got a couple million. 00:02:06.785 --> 00:02:08.884 Here's Savannah direct mail works. 00:02:09.065 --> 00:02:13.295 And then I got one more of a company that was very resistant, very resistant to it. 00:02:13.295 --> 00:02:15.035 They said they, they don't believe that it would work. 00:02:15.040 --> 00:02:18.485 He says, we got our first three appointments from direct mail this week. 00:02:18.485 --> 00:02:19.475 Let's see if we can get that in focus. 00:02:19.685 --> 00:02:21.845 We got our first three appointments from direct mail, three 00:02:21.845 --> 00:02:23.615 appointments from doing what This. 00:02:23.865 --> 00:02:27.105 I wanna show you why this still works and why direct mail is not dead. 00:02:27.105 --> 00:02:29.175 But first, welcome and welcome back. 00:02:29.670 --> 00:02:32.820 Adam Besman here, the roof strategist and everything I do here on my channel 00:02:33.030 --> 00:02:36.900 is designed to help you and your team smash your income goal and give 00:02:36.900 --> 00:02:39.000 every customer an amazing experience. 00:02:39.120 --> 00:02:43.560 And I started my channel and started providing my, my material because as 00:02:43.560 --> 00:02:47.980 a sales rep, Despite the fact that the company I was with I love, and the 00:02:47.980 --> 00:02:51.400 owner is a very dear friend of mine, we just didn't have the, the, the, 00:02:51.640 --> 00:02:55.420 the training and resources available to everybody, uh, from the beginning. 00:02:55.480 --> 00:02:56.110 You know, it was tough. 00:02:56.110 --> 00:02:59.920 Like we, we did what, what we all did, which was we figured it out on our own. 00:03:00.250 --> 00:03:02.829 And I know that, that figuring it out on your own is what 00:03:02.829 --> 00:03:04.359 leads to really high turnover. 00:03:04.359 --> 00:03:07.750 And in my estimation, about 66% of first year sales reps quit or 00:03:07.750 --> 00:03:09.340 get fired in the very first year. 00:03:09.340 --> 00:03:10.690 It's because they weren't prepared. 00:03:10.870 --> 00:03:14.440 So my entire sales system that's being used by many, many thousands in 00:03:14.445 --> 00:03:17.769 every state in the US for both storm and retail, from tiny companies that 00:03:17.775 --> 00:03:20.709 are just getting started to some of the top residential roofing companies 00:03:20.709 --> 00:03:22.420 in America, they're using my system. 00:03:22.420 --> 00:03:25.930 And it was developed to be used regardless of the technology that 00:03:25.930 --> 00:03:27.100 you had, regardless of budget. 00:03:27.310 --> 00:03:29.200 And direct mail is one of the most powerful ways. 00:03:29.734 --> 00:03:33.185 To arm every single salesperson or yourself if you're a salesperson with 00:03:33.185 --> 00:03:37.265 a strategy to make more deals so you're not reliant on company leads, so you 00:03:37.265 --> 00:03:40.625 don't have to only knock doors, and so you can take advantage of, of your 00:03:40.625 --> 00:03:42.065 door knocking efforts if no one's home. 00:03:42.305 --> 00:03:45.215 Now, I've done an entire playlist of videos on this 00:03:45.305 --> 00:03:47.375 strategy, but I wanna revisit it. 00:03:47.600 --> 00:03:51.140 Uh, because it's relevant now cause people are thinking direct mail's 00:03:51.140 --> 00:03:54.350 dead and it's not, it's actually even more lucrative than before. 00:03:54.410 --> 00:03:55.700 And I'll, I'll share why in a moment. 00:03:55.704 --> 00:03:58.459 But if you're interested in that, in that playlist, click right up here. 00:03:58.459 --> 00:03:59.600 If you're on YouTube, you can click it. 00:03:59.750 --> 00:04:00.980 It's a playlist on using direct mail. 00:04:00.980 --> 00:04:02.570 So let's take a look at how it works. 00:04:02.630 --> 00:04:03.950 Direct mail letter comes in the mail. 00:04:04.310 --> 00:04:05.359 And what do most people do? 00:04:05.420 --> 00:04:06.290 You grab all your mail. 00:04:06.370 --> 00:04:08.620 And while you're standing here, don't worry, I have one little thing 00:04:08.620 --> 00:04:09.520 hiding I'm gonna share with you. 00:04:09.820 --> 00:04:11.410 Uh, what do people do with their, their mail? 00:04:11.650 --> 00:04:14.890 They spread it out on their counter and we do this sorting method, right? 00:04:15.010 --> 00:04:18.459 We go, okay, pamphlets and brochures instantly go where? 00:04:18.490 --> 00:04:19.360 In the garbage, right? 00:04:19.420 --> 00:04:22.150 And then we look at the next pile of things that are in envelopes 00:04:22.150 --> 00:04:25.360 addressed to us, and we, we sort from there we go, okay, that's a bill or 00:04:25.360 --> 00:04:26.410 something you need to take care of. 00:04:26.560 --> 00:04:28.780 Or that, ah, that's just one of those marketing gimmicks, 00:04:28.780 --> 00:04:29.710 and then you throw it out. 00:04:29.940 --> 00:04:32.640 And then you have your final pop pile of mails. 00:04:32.820 --> 00:04:35.640 And maybe if you're fortunate enough to have a grandparent alive to like 00:04:35.640 --> 00:04:38.370 one card that ever comes to you personally in the mail, and you go 00:04:38.375 --> 00:04:40.770 through that little bit of mail, but everything else goes in the trash. 00:04:41.040 --> 00:04:44.700 So when you open your mailbox and you pull out something that looks 00:04:44.705 --> 00:04:48.150 like this, let me ask you, is that going in your trash or open? 00:04:48.235 --> 00:04:48.455 It. 00:04:49.185 --> 00:04:49.335 Yeah. 00:04:49.335 --> 00:04:52.485 Now, if you're, if you're tuning into the podcast, you're seeing 'em holding 00:04:52.485 --> 00:04:56.265 up a hand addressed, hand stamped envelope, and even the stamps a little 00:04:56.265 --> 00:04:57.645 crooked as little smiley face on it. 00:04:58.185 --> 00:05:01.575 What happens is this catches someone's attention, and the first step we 00:05:01.575 --> 00:05:03.315 need to do is get them to do what? 00:05:03.344 --> 00:05:04.215 Open the letter. 00:05:04.455 --> 00:05:08.055 And when they open that letter, we can even put a little something on the 00:05:08.055 --> 00:05:12.555 outside and then there's your letter. 00:05:13.425 --> 00:05:13.875 Okay? 00:05:14.325 --> 00:05:18.585 And a letter is a note that starts with, Sorry I missed you. 00:05:19.155 --> 00:05:21.735 Here's a short note explaining why I stopped by. 00:05:22.215 --> 00:05:23.895 Are you gonna keep reading or throw it out? 00:05:24.675 --> 00:05:25.755 Someone stopped by your house. 00:05:26.175 --> 00:05:26.895 You're gonna keep reading. 00:05:27.225 --> 00:05:30.975 The rest of this letter provides the value to personal touch. 00:05:31.275 --> 00:05:34.905 These long letters called long form letters, long form direct mail letters. 00:05:35.280 --> 00:05:40.800 They work so well, which is why Noah had a woman who was in marketing reach out. 00:05:41.040 --> 00:05:44.700 Because when someone takes the time to read that, we're holding their attention 00:05:44.700 --> 00:05:48.690 much longer than if they get a postcard and it just says like so-and-so, roofing 00:05:48.690 --> 00:05:50.220 company free inspections call today. 00:05:50.540 --> 00:05:52.190 Limited time offer or a thousand dollars off. 00:05:52.400 --> 00:05:53.750 They get a million of those things. 00:05:53.810 --> 00:05:57.590 And unless someone reaches out and grabs tugs in their heartstrings and says, I 00:05:57.590 --> 00:05:59.540 care about you, this is how I can help. 00:05:59.720 --> 00:06:04.700 That lead quality is about here versus when they read that long letter and 00:06:04.700 --> 00:06:06.620 it came in a very personal envelope. 00:06:06.620 --> 00:06:07.640 There's a very human touch. 00:06:07.820 --> 00:06:10.880 These, the leads are about this high, and I actually just talked 00:06:10.880 --> 00:06:12.320 with a gentleman, his name's Jared. 00:06:12.410 --> 00:06:13.640 He's using this material. 00:06:13.730 --> 00:06:16.490 He said his close rate on these letters, the leads off these letters. 00:06:16.680 --> 00:06:20.100 Is 90%, and I hear that consistently. 00:06:20.100 --> 00:06:21.570 I talked with Jared last week, by the way. 00:06:21.630 --> 00:06:24.240 He's been using him for two years, two or three years. 00:06:24.240 --> 00:06:25.230 I can't remember if it's two or three. 00:06:25.560 --> 00:06:29.730 Um, but anyway, two or three years, 90% close rate because the quality 00:06:29.730 --> 00:06:31.830 of those leads are so, so high. 00:06:32.220 --> 00:06:34.680 Now, why is direct mail not dead? 00:06:34.905 --> 00:06:39.645 Because your inbox here on this thing, your phone, this thing is cluttered. 00:06:39.645 --> 00:06:44.895 Facebook, Instagram, Twitter, LinkedIn, uh, TikTok, we're bombarded with 00:06:44.895 --> 00:06:49.305 messages, DMS ads, their ads are even getting into your, your email inbox. 00:06:49.875 --> 00:06:53.445 The digital landscape is so cluttered because it's fast, 00:06:53.445 --> 00:06:54.705 it's cheap, and it's easy. 00:06:54.885 --> 00:06:58.635 But very few people are willing to put the time into play in direct mail. 00:06:58.845 --> 00:07:00.975 So for those that are. 00:07:01.255 --> 00:07:06.145 Your opportunities are as simple as just doing this, and you can start 00:07:06.145 --> 00:07:11.875 getting leads because this box is less competitive than this box. 00:07:12.085 --> 00:07:17.245 So direct mail, in my opinion, is even more of an opportunity in today's 00:07:17.245 --> 00:07:20.875 time than it was in the past because everybody was doing it and now very few 00:07:20.875 --> 00:07:24.445 people are, and those that are trying it are doing the cheap, easy way. 00:07:24.720 --> 00:07:25.680 Excuse me, I shouldn't say cheap. 00:07:25.680 --> 00:07:26.610 It's actually more expensive. 00:07:27.030 --> 00:07:30.180 What I meant to say is the fast, easy way mass mailers means you're 00:07:30.180 --> 00:07:33.120 sending mail to everybody that might, may or may not be qualified. 00:07:33.390 --> 00:07:36.570 If you wanna learn the strategies behind these, you have two paths. 00:07:36.570 --> 00:07:37.440 One, check it out. 00:07:37.440 --> 00:07:40.350 In my sales system, there's a link in the description below. 00:07:40.530 --> 00:07:42.900 I provide over 280. 00:07:43.565 --> 00:07:46.655 Uh, letters, emails, all the marketing material that's templates you copy, 00:07:46.655 --> 00:07:50.224 paste, fill in the blank that you or your team could be using 'em for Storm, 00:07:50.224 --> 00:07:52.114 for retail, for residential homes. 00:07:52.385 --> 00:07:53.405 Sorry, I missed you. 00:07:53.405 --> 00:07:55.325 Three tab letter, wind damage letter. 00:07:55.505 --> 00:07:57.065 It's the end of the storm season letter. 00:07:57.690 --> 00:07:59.400 We've got retail options as well. 00:07:59.400 --> 00:08:02.400 Again, before it's too late, limited time financing offers. 00:08:02.730 --> 00:08:06.210 Uh, we've got material for churches, apartments, landlords, if you knock 00:08:06.210 --> 00:08:08.010 on a renter, property, all of that. 00:08:08.250 --> 00:08:13.650 And when you start using a very specific letter to a highly qualified 00:08:13.650 --> 00:08:17.440 list, meaning, you know, you stop by this house, you look at the address. 00:08:17.635 --> 00:08:18.565 And they weren't home. 00:08:18.565 --> 00:08:19.525 And now I can mail 'em. 00:08:19.615 --> 00:08:23.005 And then when you mail 'em, now you show back up and again, the strategy 00:08:23.005 --> 00:08:26.245 and all that I reveal up here, or it's in my full sales system. 00:08:26.245 --> 00:08:29.275 So this playlist you can take a peek at in my sales system. 00:08:29.455 --> 00:08:35.034 You can text the word demo, d e m o 2 3 0 3 2 2 2 71 33. 00:08:35.034 --> 00:08:40.615 That's demo d e m o 3 0 3 2 2 2 71 33. 00:08:40.885 --> 00:08:43.855 Uh, happy to to walk you through in a, in a demo so you can 00:08:43.855 --> 00:08:45.235 see and decide for yourself. 00:08:45.415 --> 00:08:49.950 But in that program, You're gonna learn how, like the complete strategy, by the 00:08:49.950 --> 00:08:53.819 way, people ask, cuz in my old videos they say, Adam, I just want the battle pack. 00:08:53.970 --> 00:08:56.430 The battle pack is available with the full sales system. 00:08:56.430 --> 00:08:58.980 And the reason that I made that change is because I felt like I was 00:08:58.985 --> 00:09:00.930 selling a hammer without blueprints. 00:09:01.140 --> 00:09:03.540 And so many people would reach out, be like, well great, 00:09:03.545 --> 00:09:04.590 now what do I do with them? 00:09:04.680 --> 00:09:06.090 And I was like, okay. 00:09:06.090 --> 00:09:09.420 It's more than just the tool, it's the strategy that makes it effective. 00:09:09.630 --> 00:09:13.635 So when, when folks like Jeff who are getting, again, 4%, 00:09:13.875 --> 00:09:15.944 uh, from send to to deal. 00:09:16.095 --> 00:09:20.954 It's because he's using the whole strategy, knowing how to connect the 00:09:20.954 --> 00:09:25.574 dots between his door knocking efforts, his direct mail strategy, linking back 00:09:25.574 --> 00:09:29.985 to door knocking, linking in even the letters on the door at the key points 00:09:29.990 --> 00:09:33.525 in the right neighborhood, at the right time with the right letters, and 00:09:33.525 --> 00:09:35.175 then when all of those come together. 00:09:35.375 --> 00:09:38.705 It's not, you know, the letters work really well, but the letters 00:09:38.705 --> 00:09:42.245 work even better when we, when we know how it all goes in as a system. 00:09:42.245 --> 00:09:47.525 So again, if you wanna learn more about that text demo to 3 0 3 2 2 2 71 33, 00:09:47.765 --> 00:09:49.325 there's a link in the description as well. 00:09:49.505 --> 00:09:51.545 And, uh, just cuz our time here is about to wrap up. 00:09:51.545 --> 00:09:54.635 I don't want your and my time to actually finish because 00:09:54.705 --> 00:09:56.465 we've got more to do together. 00:09:56.735 --> 00:10:00.485 So remember, before we jump into our conclusion, direct mail is not dead. 00:10:01.445 --> 00:10:04.355 This inbox is less cluttered than this inbox. 00:10:04.475 --> 00:10:07.835 Your opportunity is to write these letters in the comfort of your couch 00:10:07.865 --> 00:10:13.355 at home and get yourself hot leads that close at a wildly high rate. 00:10:13.625 --> 00:10:16.835 So if you wanna learn more, uh, jump into my free train training center. 00:10:16.865 --> 00:10:18.185 I got some stuff in there as well. 00:10:18.455 --> 00:10:21.695 We can also hop into this playlist on YouTube and you can learn 00:10:21.695 --> 00:10:22.475 a little bit more about it. 00:10:22.625 --> 00:10:24.545 And if you're someone who just wants to take the leap, jump all in. 00:10:24.545 --> 00:10:28.505 Skip the learning curve, get the whole system text, demo 3 0 3 2 2 2. 00:10:28.645 --> 00:10:30.715 71 33 and I'll see you in the next one.