How to use direct mail to speak to seniors

About a week or so ago, I published a tip about reverse mortgages and seniors. At the end of the tip I said, "next week I'll tell you how to reach seniors who want reverse mortgages, using direct mail -- a MUCH smarter alternative."

I completely forgot about this, however, lots of LOs didn't -- including Francisco Duarte, from Plano, Texas -- and they wanted me to publish this follow-up, so today I'll deliver.

(Francisco's actually one of the members of our ARMS Marketing System -- check out the details at http://www.loturnaround.com/replay )

Keep in mind, covering everything about this is like covering everything about how to grow corn -- you'd need a few books, not one daily tip, so I'll go over a few basics in the next couple of weeks.

Here is the most important thing I'd keep in mind when using direct mail to market to seniors:

Don't humiliate them. For example, one of the biggest flaws with pre-foreclosure marketing is that it humiliates the homeowner. Telling people if they don't work with you, they're going to be screwed because they'll be kicked out of their home, isn't a way to endear yourself to anyone, let alone a complete stranger.

After all, who wants to be held hostage at gunpoint and be forced into doing anything -- and by a vendor, no less?

You always want to empathize with your prospects first, before anything else. Showing them compassion and that you understand what's bothering them, makes you an ally and a valued and trusted advisor, and THIS is the way to start a relationship.

We'll talk about this some more next week, for sure.

O.K., now click the link below, and see if you can answer these three questions. You'll also get added to an advanced pre-notification list for an exciting new product we'll be releasing soon, called The ABC's of Loan Officer and Mortgage Marketing:

http://www.loturnaround.com/abcsurvey

Now go close some deals, Craig Garber & Mike Miget

P.S. Oh, and if you want more information on how to use empathy and any other emotion in your marketing and in your sales copy, then check out Craig's Seductive Selling System at http://www.kingofcopy.com/seductive

If you enjoyed this, pass it on to a few of your friends and business associates, and if you have any comments about this message, PLEASE -- leave them here on our blog -- we want to know what you're thinking: