When you're marketing for tax resolution clients you need to know the difference between a warm list versus a cold list.

A warm list is:  People who already know you, their info is already in your CRM system, and that includes your clients, prospects/leads, and referral sources.

A cold list is:  People who have never heard of you before and who don't know you.

When you're targeting a cold list to market to you need to keep a few things in mind.  Watch this week’s video where I give you the step-by-step winning formula that will get a cold list of people to contact you.

Number 1 is you need to market to them and send them at least 3 letters, 3 multi-step letters, and you send 1 letter let's say on the first of the month, the second letter should go 15 days after that, and the third letter should go 30 days after that.  So within 45-60 days they've received 3 letters from you. And let's talk about the envelope.  The envelope should look very personalized.  It's like you got to think about getting a letter from your grandma. The letter itself should be very personalized, very customized as if you're talking to that individual person. And the letter itself needs to have some things contained in the letter.  There needs to be an offer.  I call it an irresistible offer and an example of that is a free consultation.

The second is you need to have a call to action.  You need to tell the reader of the letter exactly what you want them to do and more than likely that's to call you right now.

So those are the ingredients that you need to have when you're mailing to a cold list. Let's review.  You need to do a 3-step multi-step letter campaign.  Okay. It needs to be individualized, personalized, customized is if that person is getting a letter from a relative.  And you need to have the copy and the message to include an irresistible offer and a call to action.

So those are the steps that you need to follow when you're mailing to a cold list.

We'll see you on the next video.