Learn:

The Evidence of Success Postcard is a monthly mailing that showcases how you help people solve problems and keeps you at the top of consciousness. Many clients don’t know the gamut of your service and the depth of your expertise. If you sold them a condo, they may not know you also list homes. If you did a home loan, they may not realize you can help them refinance. Evidence of Success Postcards demonstrate to clients what you can do to help them or anyone they might refer to you. Like the Letter From The Heart, it is a powerful tool for staying connected with everyone in your database and building your credibility as a consultant.

“In the last year my Evidence of Success mailings have generated $350,000 in gross revenue out of our half million total,” says Wes Cordeau, with Texas Supreme Mortgage in Houston, TX. “I mail out about 700 each time at a cost of $300 a month. I’m not worried about what’s going to happen next month – I know that loans are going to come from this.

“It’s not the witty conversation that you put in your Evidence of Success; it’s the consistency that you put out there every month.”

Evidence of Success works equally well for Realtors, like Amy Mok, with RE/MAX East in Clinton Township, MI. “I use Remodel Time on Fridays to do my Evidence of Success. I print about 330 postcards, and mail them first-class for under $125 a month. Every time an Evidence of Success postcard goes out, I get two or three people that need to be approved or want to sell their house.”

“I used to work nights and weekends. I took a lot of floor time, which I hated. Now when I meet with a client, they take off work early because I don’t like working nights. I don’t care to work weekends. I work 4½ days a week, and I take a vacation every month.”

To begin the Evidence of Success process, simply follow the directions in your monthly Results in Action kit. You’ll notice that the postcards are written from a personal perspective highlighting how you helped someone. The style is one of story telling which engages the reader and flies below the “advertising radar.” Finally, each Evidence of Success postcard asks for a referral in the P.S.

(Of course, Wes and Amy didn’t send their postcards in a vacuum – you must reconnect first. See How it Works, below).

The most important aspect of the Evidence of Success strategy is sending it regularly. It’s not one single postcard that provokes response, but consistent and systematic communication over a period of time that positions you as a competent consultant. Use the postcard every month in your Results in Action kit to create an Evidence of Success system that provides you with consistent, predictable business.

How it Works:

1. If you have not been in touch with people in your database, before implementing the Letter From The Heart strategy you must send a Reconnect Letter to people with whom you want to build a deeper relationship. Without a Reconnect Letter your clients would wonder why you are suddenly sending them mail. Review the Reconnect Letter Strategy.
2. Access the Evidence of Success Publisher document on the Results in Action CD or on the website. Both sides of the postcard are formatted to print four per page.
3. When you make a change to one postcard, the other three postcards in the same document will also reflect the change.

4. Personalize the postcard contents, then change the red to black. For greater credibility, always use the client’s name; for greatest credibility, also use the client’s photo (with their permission).
5. Adjust the headline on the front of the postcard as needed.

6. Copy your completed postcard front and back onto a floppy disk. Your local printer can print and trim the postcards for you. The file can also be sent to some printers as an e-mail attachment.

7. We recommend canary yellow cardstock for the best results.
8. Apply first-class postage and mail.
9. Track the number of postcards mailed, the cost, and the direct results (consulting appointments, loan applications, listings, referrals, etc.) from this postcard to determine the cost-effectiveness. Track your results every month.
10. Orchestrate referral moments by following up a Letter From The Heart mailing with a telephone call using the “I Have Time…” Script or “Great Opportunity” Script.

Options and Alternatives:

• Sometimes you may feel uncomfortable using a particular Evidence of Success story in the Results in Action kit because you’ve never helped anyone with that particular situation. If the happens, reference the Results in Action archives on the website and choose one that is more appropriate for you.

Evidence of Success Postcard - Lender                  Download

Evidence of Success Postcard - Realtor                Download