The Power of Staying Top of Mind: How One Investor Landed a $60K Deal
Meet Rebecca B.
Rebecca B. began investing in real estate in 2019 alongside her husband, starting out with four live-in flips. Since then they’ve scaled into a consistent investment operation in the St. Louis, Missouri market.
Today, their business looks pretty different:
- 1 deal per month on average
- Enough rental income to cover their primary mortgage
- Her husband has left his W-2 job to focus on the business full-time
Rebecca focuses on acquiring distressed properties across St. Louis and surrounding counties, using direct mail as a primary lead generation channel.
The Opportunity: A Distressed Seller Under Pressure
This deal came from a highly motivated seller facing multiple layers of distress: active bankruptcy AND a newly issued foreclosure notice.
Like many distressed homeowners, the seller delayed taking action until urgency forced a decision.
And by that point, Rebecca had already been consistently marketing to him.
The Execution: Consistency That Built Trust (and Timing That Closed the Deal)
Rebecca targeted bankruptcy and niche distress lists, using a multi-touch direct mail strategy designed to stay in front of her prospects over time.
Her sequence included:
- Initial Greeting Letter
- Follow-up Ballpoint Letter
- Ongoing Comic Card direct mail sequence
The seller received multiple touchpoints over time, but didn’t respond immediately.
Then the turning point hit: The seller received a foreclosure notice mid-sequence.
Because Rebecca had been consistently showing up in his mailbox, she was already recognized, familiar, and trusted! So when the pressure peaked for this seller, she was the first person he called.
“Consistency and being top of mind made the difference. Distressed sellers often wait until the last minute.” - Rebecca
The Results: One Deal, $60K Profit Potential
Campaign Performance:
- Mailers Sent: 1,426
- Response Rate: 3.1%
- Total Responses: 44
- Qualified Leads: 11
- Offers Made: 9
- Cost Per Lead: ~$136
- Cost Per Deal: ~$6,000
Deal Breakdown:
- Purchase Price: $150,000
- Rehab Costs: $30,000
- After Repair Value (ARV): $265,000
- Estimated Profit: ~$60,000
Estimated ROI on Marketing: ➡️ 933%+
Key Takeaway: Consistency Wins Distressed Deals
Distressed sellers rarely act immediately. The investors who win are the ones who:
- Stay visible
- Follow up consistently
- Show up before the competition
Rebecca’s deal is a clear example of how stacking touchpoints + staying top of mind converts into real revenue.
Want to be the investor sellers think of when it matters most?
Start with a sequence that keeps you top of mind!
