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Tips

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #1

This series is designed to give you tips on how to successfully
market your note business.

Fact #1-There is a lot of money being made in the note (cash flow)
business today.

Fact #2 -Most of the money is being made by a certain breed of note
brokers.

Fact #3 - Many new note brokers fail.
These three indisputable facts beg the question- What are the
successful doing that the majority are not? The answer is simple -
they are marketing effectively. If you market your business
effectively, you will succeed, if not, you will fail. Harsh but
true.

Lesson #1-You must establish a long-term marketing plan. The key is
"long-term". If your mindset is short-term (get rich quick) you
will have a short-term frustrating career. Every successful note
broker is in for the long term. For you to be successful in the
long run, your marketing program should be designed with three
goals in mind: Keep, create and repeat:

Keep-use marketing pieces that note sellers do not discard.

Create Urgency-your marketing plan must be designed to create
urgency- motivated note holders are the only ones who sell.

Repeat referrals-it is imperative that your marketing be designed
so you do multiple transactions with note selling sources.

These concepts are covered thoroughly in "How To Turn 90% Of The
People Who Won't Sell Their Notes Into Big Time Cash Profits".
Everyone should have the program:
http://www.noteinvestors.com/store/90.htm

In the next Tip, we will start to cover: "keep, create and repeat"
in more detail.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #2

In last week's Tip, we reviewed with you the three goals to a
successful marketing plan: Keep, Create and Repeat.

In this lesson, we will talk about - Keep. If you want to be
successful, it is important for you to understand the motivations
of note holders. Please observe that we used the term "note holder"
and not note SELLER; it is YOUR job to turn note holders into note
sellers. Note holders only become note sellers when they are
motivated to sell-a job that has been made easier these days
because a great many are already motivated due to financial
distress (in THIS economy, it's oftentimes the reason they took
back the note in the first place). The commonality is the need or
desire for lump sum cash.

The big mistake that most note brokers make is the frequency of
their marketing efforts. An age-old marketing adage is: marketing
produces best results when it is done well and done frequently.
Learn how to do this right with the program "How To Turn 90% Of The
People Who Won't Sell Their Notes Into Big Time Cash Profits":

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #3

In last week's Tip, we continued to review with you the three goals
to a successful marketing plan: Keep, Create and Repeat.
In this lesson, we will continue with- Keep.

Here is a typical scenario. You send a marketing piece to a note
holder or referral source. There is some interest but your
marketing piece gets discarded. Some time later (a week, a month,
or more) the note holder becomes motivated to sell, but has no way
to contact you because they did not keep your marketing piece. One
marketing effort is not enough. The most effective marketing plan
proceeds as follows: your first effort should be a letter with your
note broker's brochure enclosed. A different marketing piece should
go out 30 days later and than every 90 to 120 days (NOTE: NEVER
stop sending to the referral source because you're after REPEAT
business.) If you want note holders to remember you and to keep
your information, this simple plan will help do the trick.
Learn how to do this right with the program "How To Turn 90% Of The
People Who Won't Sell Their Notes Into Big Time Cash Profits":

NOTE: Direct mail should always be a key component of a good note
marketing campaign. Use E-marketing to COMPLEMENT the hand-signed
direct-mail piece, not replace it.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #4

We started this series outlining the three goals to a successful
marketing plan: Keep, Create and Repeat.

In last week's Tip, we talked about - Keep. Let's continue with
that theme. It is essential for your success that the note holder
or referral source keep your marketing material, and your marketing
PROGRAM must be designed with that in mind. As a direct marketer, I
know that the majority of material I send will eventually be
discarded. Your goal is to increase the number of note holders who
do keep your materials. Just a small percentage increase of
"keepers" will have a dramatic impact on your financial success.
Last week, we outlined a plan for you; (1) send a letter and a
brochure, (2) send another mailer in 30 days and (3) send a mailer
every 90 to 120 days (AGAIN: NEVER stop sending to the referral
source because you're after REPEAT business.). This plan is based
on one of the best and oldest marketing adages I ever heard - I
suggest you make a copy of this and look at it every day - here
goes - Marketing produces best results when done well and done
frequently.

Learn how to do this right with the program "How To Turn 90% Of The
People Who Won't Sell Their Notes Into Big Time Cash Profits":

NOTE: Direct mail should always be a key component of a good note
marketing campaign. Use E-marketing to COMPLEMENT the hand-signed
direct-mail piece, not replace it.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #5

In last week's Tip, we talked about your marketing plan.
Let's take some time on your letter. Most of the letters I critique
for note brokers are much too long. Your letter should be two to
three paragraphs at most. The only purpose for the letter is to
introduce you to the note holder. Nothing more. Basically, you want
them to know who you are, what you do and how they can get in touch
with you. There has never (ever) been a letter that is so powerful
to make a note holder want to drop everything and sell you their
note(s). Successful note brokers realize that the letter is the
first of SEVERAL steps in the marketing process.

Next week, we will continue with - Keep, letters

Learn how to say the right thing(s) in your marketing pieces with
the program "How To Turn 90% Of The People Who Won't Sell Their
Notes Into Big Time Cash Profits":

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #6

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Keep: letters.
Letters (and anything else) that you send to prospective note
sellers and referral sources have to look first class. You can be
working from a card table in the middle of a rented room, but your
correspondence should look as if it came from a Fortune 500 company
or prestigious financial professional. Remember, you intend to make
a lot of money, so you need to THINK BIG and BE "big" (or at least
appear so).

For direct mailings**, use good quality paper. This may seem
unimportant, but good quality paper conveys the subtle feeling of
success and the cost different is negligible. YOU'LL LIKELY BE
AMAZED AT WHAT A POSITIVE DIFFERENCE THIS WILL MAKE FOR YOUR PROFIT
POTENTIAL. I would suggest white or cream-colored stationery with
blue type. Grey paper stock with maroon typeface is another
"classy" alternative. Your letterhead or logo MUST be professional.
There are two general possibilities: (1) classic - similar to what
is typical of a major law firm or (2) more stylized and colorful -
similar to what many major corporations use.

It is important to use color and highlights throughout your
marketing piece- this attracts and keeps the reader's attention.
Here is a caution: don't overdo the color and highlighting; too
much is confusing. DON'T IGNORE THIS. TAKE IT LITERALLY and kick
your marketing into HIGH GEAR-- you've GOT to get your oars in the
water ASAP, as the cash flow industry is SIZZLING HOT right now..
you want to MAKE MONEY so get at this NOW. Do it the way we TELL
you to do it. If you haven't gone through Joel's program "How To
Turn 90% Of The People Who Won't Sell Their Notes Into Big Time
Cash Profits"
http://noteinvestors.com/store/90.htm
you're making it harder on yourself than it has to be! If you DO
have the program, GO THROUGH IT AGAIN ASAP, call Joel to consult if
you need to and DO NOT WAIT to begin your marketing. There's money
to be made NOW!

**NOTE: Direct mail should always be a key component of a good note
marketing campaign. Use E-marketing to COMPLEMENT the hand-signed
direct-mail piece, not replace it.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #7

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Keep: letters.

Use a "P.S." at the end of your letter. This simple trick will
insure that more prospects "keep" the letter you send. Here is an
example: P.S. Even if you do not need a lump sum of cash today,
tomorrow could bring unexpected needs or opportunities. Please keep
this letter with your mortgage documents. It is amazing how well
this works. I hear of note sellers sending document packages with
copies of letters and flyers they received (more about flyers in a
future lesson). When asked why they had so many copies, the reply
is often something like: "you told me to keep them, didn't you?!"

Learn how to send the right kinds of letters by listening to the
program "How To Turn 90% Of The People Who Won't Sell Their Notes
Into Big Time Cash Profits":
http://www.noteinvestors.com/store/90.htm

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #8

A marketing piece in the form of a cartoon with a brief message
that can be absorbed in 7 seconds or less is a highly effective way
to get your message READ and INGRAINED in then mind of the note
holder. That means YOU are much more likely to be their "go-to"
person so that you will end up brokering that note. Cartoons make
an instant impression that is LASTING. Most people have short
attention spans (we are all bombarded with info every day), so if
you can get your message across in 7 seconds or less, you are WAY
ahead of the game. I was at first reluctant to try cartoons in my
advertising, because I thought it looked too "primitive". Boy, was
I wrong! This is a GREAT trick that all too many note brokers do
not implement. Try it, and see what a difference it makes in your
bottom line!

If you're interested in finding out more about implementation of
cartoons in YOUR marketing pieces, get the program "How To Turn 90%
Of The People Who Won't Sell Their Notes Into Big Time Cash
Profits":http://noteinvestors.com/store/90.htm

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #9

It's no secret that the key to profits and success in business is
marketing, marketing and more marketing. And the key to successful
marketing is getting your name and message in front of your
prospects and keeping it there on consistent basis. Newsletters,
containing information that your prospects find useful and
informative, are one of the most powerful and effective marketing
tools you can use to keep your name and message in front of your
prospects on a regular basis. Developing a successful and
affordable newsletter marketing program is lot easier than you
think.
In spite of the fact that newsletters have a proven track record as
powerful image builders and excellent lead generators, many note
brokers/cash flow professionals are reluctant to use them. That's
because they wrongly believe that developing a good newsletter
program is complicated, expensive and time consuming. However,
nothing could be further from the truth. In fact, you can get and
maintain an extremely effective newsletter program that will carry
you throughout an entire year for a whole lot less than you think.
Your message can be condensed to fit on post cards-- which is a
REALLY inexpensive way to reach your prospects.

If you're interested in finding out more about a great way to
accomplish the above, check this out:
http://noteinvestors.com/store/sn1.htm

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #10

This Tip series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Keep, letters and
emails.

Try to personalize your letters and emails. This means having the
recipient's name and address appear up top as well as including the
recipient's name in the salutation, such as "Dear Mr. Russell,".

If you are using a word processing program or email marketing
software, this may be easier than it sounds. Most of these programs
have capabilities that allow you to personalize your
correspondence. Many full-featured word processing programs also
let you prepare mailing labels, zip sort your mail, delete
duplicate names and addresses and many other features that could
help you expedite a direct mailing. If your program has these
features, learning how to use them could save you time and money.

Next week, we will continue with - Keep, letters.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #11

In last week's Tip, we discussed how many mailing or email
marketing services can personalize your entire campaign. Costs may
vary from service to service. When considering a service, shop
around, compare prices, capabilities and get references.

Whenever possible, try to have your letters signed in a different
color ink. For example, if the text of your letter is in black, you
can use blue for your signature. Having your signature in another
color adds a personal touch. If you are doing a larger mailing, you
can still use this technique. All you have to do is get a rubber
stamp made up with your signature and imprint your signature using
a blue stamp pad.

Next week, we will continue with - Keep, letters.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #12

This Tip series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous Tips. We will continue with - Keep, letters (direct
mail).

Generally, business letters include the date the letter was
created. However, dating your letters can be a little tricky. For
example, first class mail usually takes from 1 to 2 working days to
be delivered locally, depending on your city and the specific post
office handling your mail. Some post offices are more efficient in
getting out the mail than others. What this means is that if you
put a date on your letters, you must consider when you are going to
mail and when you expect it to be received. Since you always want
your letters to appear timely and important, once it is dated you
must be sure to mail promptly. The rule of thumb is to mail as
early in the day as possible. Don't wait until the last collection.
Getting it in the mail early increases your chances of having it
processed that same day rather than having it delayed.

On the other hand, if you are doing a bulk mailing, not dating the
material can be an advantage since bulk mail often takes much
longer to get delivered. As you gain experience with your mailings,
you can decide which approach works best for you.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #13

There are a few theories about including your return address on
your envelopes. One says, "leave the return address off." The
reasoning is that omitting the return address arouses the
recipient's curiosity. As a result, the recipient is more inclined
to open the letter to see whom it is from. This also saves you the
cost of imprinting your envelopes.

However, if the letter is undeliverable, it won't be "returned to
sender" which it would be if it were sent first class. If this is
the case, you won't be able to update your mailing list or keep
track of that particular lead. Therefore, theory two says, "always
include your return address", because it gives you better control
over managing and updating your list.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #14

Another idea relating to the return address portion of your
envelope involves hand writing just your initials over your return
address. This technique has proven effective because it also helps
stimulate the recipient's curiosity, which helps motivate them to
open the letter and read it. You may want to test each approach on
a limited basis to decide which works best for you.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #15

I like to follow up my letter with flyers. Too many note brokers
become married to their letters. Send out only one letter to names
on your mailing list. Next mailing should be a flyer within 30-45
days and than another flyer every 90-120 days.

Flyers are inexpensive, designed to attract attention, arouse
curiosity and deliver your message in an easy-to-read format. They
should be able to be read within seven seconds. People today have a
very short attention span and are being bombarded with advertising.
Make sure you have them customized with your name, phone, etc., and
proofread carefully prior to having them duplicated. This holds
true for any materials requiring customization. You would be
surprised how many people fail to check their phone number before a
marketing piece is printed. The last thing you want to do is send
out your marketing materials with an incorrect phone number,
address etc.

You can prepare your flyers in any number of ways. For example, you
can have them duplicated using a two-color technique or you can
have them duplicated onto colored paper. Don't be afraid to
experiment with various color papers. I recommend using very bright
colored paper. Bright green or orange seems to attract the most
attention. I suggest that you stick with the same color paper for
all your mailings. You know your marketing is working when you
start receiving calls from note sellers that start with "are you
the one sending me those ugly green flyers".

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #16

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous lessons. We will continue with a summary of what
you have learned over the last several Tips: KEEP.

Besides mailing, you can distribute your flyers in any number of
ways. Here's just a few. For example, you can put them in real
estate offices or at the Title Company. You can post them on public
bulletin boards. There are bulletin boards everywhere if you start
looking for them; Supermarkets, home improvement centers,
libraries, banks, diners, Laundromats, hospitals, etc.

CASH FLOW BUSINESS TIP OF THE WEEK

LESSONS FOR MARKETING YOUR NOTE BUSINESS #17

Here's a trick that you might consider for mailing your flyers.
Just fold them into thirds, as you would with a standard letter.
You now have an "instant self-mailer." Simply handwrite an address
on one of the blank panels, affix a colorful first-class stamp on
it and drop it in the mail. The important point here is that you
make a concerted effort to get your message out to as many
prospects, referral sources and note owners as possible. Remember
that the goal of all your marketing efforts is to get noticed, get
read, and get response. The more prospects you reach, the more
opportunities you create for making deals.
When preparing a mailing you will ultimately have to decide whether
you are going to use mailing labels or have the recipient's name
and address either typed or hand written directly on the envelope.
Each approach has its pros and cons. On one hand, preparing
mailing labels is easy if your word processing program has a
mailing label feature that allows you to print your own labels.
Labels for use with your word processor and printer can be
purchased at most stationery stores. If you are doing a very large
mailing, labels may be the best way to go. However, using mailing
labels diminishes the "personal touch" of the mailing.

CASH FLOW BUSINESS TIP OF THE WEEK

Typing the recipient's name and address on the envelope (as opposed
to using mailing labels) is very effective in maintaining a
personal touch. Here again, many word processing programs are
capable of printing envelopes on a printer using the "mail merge"
function.

Addressing your letters by hand is the ultimate personal touch and
helps to stimulate curiosity about what is inside. You might
consider this approach for smaller mailings.

Whenever possible, use "real postage stamps" rather than having the
mail metered. Having a stamp helps to distinguish your letter from
"metered mail." This can work to your advantage because many people
often associate "metered mail" with junk mail, solicitations, or in
some cases, bills. The post office has a large selection of
"commemorative stamps." Most of the commemorative stamps are
colorful, attractive and interesting. Using an interesting
commemorative stamp can add a bit of color and will often help draw
attention to your letter and gives it a more personal touch.

CASH FLOW BUSINESS TIP OF THE WEEK

Here is a sample of the type of flyer I like. It is in the form of
a cartoon. Cartoons are read, and if it ends up in the prospective
note seller's waste paper basket (a distinct possibility), your
message is delivered. It only takes 7 seconds to read your flyer
and we live in a society that has a 7 second attention span. Your
number one goal is to get your message delivered-you have just
accomplished that goal.

Goal number one-A is for the note holder to keep what you sent.
Experience shows that note sellers tend to keep these cartoons more
often than a letter. The PS on the bottom instructing the recipient
not to throw away your flyer works well. I have always wondered
why. I never have come up with a good answer. All I know is putting
a "PS" on any communication will get the desired results.

A final word regarding flyers. When my marketing people suggested
this technique I was very resistant. I thought they were much too
primitive. I finally tried and the results were both immediate and
positive. Give flyers a try.

CASH FLOW BUSINESS TIP OF THE WEEK

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Keep, Flyers.

Postal cards are another inexpensive way to reach your prospects.
When you reviewed your materials, you no doubt noticed the
similarity between the flyers and postal cards. The postal cards
use the same visuals and messages that appear on the flyers. This
was done for a very specific reason: to keep your marketing message
clear and consistent.

CASH FLOW BUSINESS TIP OF THE WEEK

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Keep, Flyers and
post cards.

You could have your postal cards prepared using some of the ideas
already mentioned in previous lessons. Now here's a secret that
most savvy marketers know and use all the time: take any one of the
postal cards (or flyers, etc.), print it on different color paper
and mail it to the same person more than once over a period of
time. What happens is this. Every time you mail that same item and
print it on a different color, the person who receives it thinks it
is different from the last item even though the message is the
same. Using this trick you can accomplish two things:

1) You can double the mileage you get from each piece and

2) you drive your message home and reinforce it by frequent
repetition.

CASH FLOW BUSINESS TIP OF THE WEEK

This series started with the outline of the three goals of a successful marketing plan: Keep, Create and Repeat. Please refer back to previous lessons. We will continue with - Keep: Letters, Flyers and Post Cards.
If you review the previous lessons you will have an understanding of the resources needed to accomplish the, Keep, step of the marketing process. In review Keep was defined as using marketing pieces that note sellers do not discard. The installation of the 3 key components - Letters, Flyers and Post Cards will help you accomplish your business and financial goal. Most neophyte Note Brokers fail because they bail out too soon. If they do not get the expected response the first time they get discouraged and quit. For the plan described in this series (or any other plan) to work it must be implemented over time. Success comes with long term planning; which leads me to the second part of Keep. Keep includes marketing over and over for long periods of time. Note holders must get used to seeing your marketing pieces over and over again. Then and only then, when the time to sell arises they will have your material and get in touch with you.

CASH FLOW BUSINESS TIP OF THE WEEK

This series started with the outline of the three goals of a
successful marketing plan: Keep, Create and Repeat. Please refer
back to previous tips. We will continue with - Create.

When you learn how to CREATE URGENCY in your note marketing pieces,
it stands to reason that you're going to CLOSE ON A LOT MORE
TRANSACTIONS.

Why would you want to waste your time sending out stuff that
doesn't carry the requisite IMPACT needed to ignite responses and,
consequently, successful transactions??!!

Seems that most every note broker, when first starting out, makes
the mistake of sending out a weak message-- something to the effect
of "I buy notes..".*yawn* Ask yourself: would that motivate YOU if
you were the recipient?? (MAYBE, but probably not enough).

How about something like THIS instead: Send out a letter outlining
"Common FATAL mistakes that noteholders make.." (of which there are
MANY... like, for example, failing to obtain an insurance policy on
the property that the note is secured by... what if the house burns
down or there is some other major loss involving flooding, etc).

Do you think that MIGHT grab the noteholder's attention??!! You BET
it will: If they have NOT done these things, they stand to lose
their investment, their antennae will go up and they will READ your
message and KEEP it (see previous tips on the "keep" concept) and
then you KEEP hitting them with fact after fact after helpful hint
after helpful hint, etc. Keep doing this and you are greasing the
skids for a STEADY STREAM of MOTIVATED and educated) note sellers.
Remember, an EDUCATED note seller is your best customer. Because
YOU are the "authoritative written source", YOU will, in all
likelihood, be the FIRST (and likely the ONLY) person they look to
at the moment the "pull the trigger" to sell their note when they
are at the point where they are SO motivated that they are
COMPELLED to act.

You accomplish this through a TIMELY AND CONSISTENT STREAM of
inexpensive marketing messages aimed at the same people over and
over and over again. And then watch what happens: AT ANY GIVEN
TIME, you should be doing business with someone who has seen
SEVERAL of your marketing pieces. This means that if you had
started an effective marketing campaign A LITTLE WHILE AGO, you
should NOW be seeing business from THOSE people. And tomorrow, you
should be closing business with the prospects you are first
reaching TODAY. And so on and so on...You should be doing business
ALL THE TIME as long as you KEEP building up your list of leads.
(By contrast, if you do NOT start your marketing campaign NOW, you
will NOT be doing business when the snow's flying.)

For those of you new to the site, you should know that our ENTIRE
MARKETING PHILOSOPHY (including "creating urgency") is embodied in
the "Superearnings" program. Remember your free consulting! People
give me wonderful feedback all the time re Joel's help and
expertise! EVERYONE should be utilizing at least SOME of the
marketing methods contained within the program, found here:
http://noteinvestors.com/store/se90.html