From Pressure-Washer Theft to a $72K Direct Mail Flip
Drake Johnson started investing in February 2021. Today he closes 1-2 deals a month, splitting his time between flips and wholesales. This story starts with a routine move: a 3,000-piece mailer to a pre-probate list in his market, using a simple greeting letter.
The Deal
The mailer worked exactly as expected. It generated a typical flip acquisition, nothing unusual, just a solid lead turned into a solid deal. Drake got to work on the rehab.
The Twist
While the crew was on-site, someone from the neighborhood tried to steal a pressure washer off the job. Drake caught him in the act, and instead of just chasing him off, he started talking to him.
It turned out the man owned a house down the street. He was behind on his mortgage, going through a rough patch, and needed cash. Drake asked him directly: "Do you need money? Would you like to sell your house?"
The man said yes. Because he'd inherited the property, Drake brought in a probate attorney to clear the sale, a $2,000 cost that turned out to be a rounding error against what came next.
The Numbers
- Purchase price: $78,000
- Rehab cost: $0 (listed as-is)
- Other costs: $2,000 (probate attorney)
- List price: $150,000
- Gross margin: $72,000
- Mailer cost per deal: ~$4,050
- Approximate ROI on the mailing: 1,902%
One 3,000-piece probate mailer. Two deals. And the better of the two started with an attempted theft.
The Lesson
The mailer did what it was supposed to do - probate lists reach motivated sellers early, before other investors or agents get in the door. But the second deal came from something no mailing list can manufacture: staying calm, asking a direct question, and treating a bad moment as an opening instead of a confrontation.
