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The biggest factor when marketing to distressed homeowners
When marketing to distressed homeowners 30, 60, or 90 days late on their mortgage payment, they are myriad variables that will determine the success of your campaign. From our experience, the biggest factor is the number of touch points with the homeowner. You probably tell your clients location, location, location. We tell our clients repetition, repetition, repetition. 
Sending out one mailer, one time, to one list, will hopefully provide a listing or two or three. That will pay for the cost of the campaign and put a lot of money in your pocket. But marketing has never been, meant to be, nor will ever be, a one-time deal.
Repetition will multiply its response. Let’s say your first mailing gets a 1% response on the first mailing, 1% on the second, and 2% on the third. If the campaign stopped after the first mailing, it would have cut the results by 75%.
People respond to repetition. It’s like a parent that finally gives in to repeated requests for a new toy, a piece of candy, or permission to stay up late. Distressed homeowners are the same way. Probably more so because the entire media for the past few years have essentially told ... more

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