How to Build a Consistent Deal Flow Using Direct Mail with Brian Charlton

Ever wonder how to actually find deals and get sellers calling you? In this episode, I sit down with Brian Charlton from REI Print Mail—our go-to mail provider since 2018—to uncover the behind-the-scenes strategies that power direct mail marketing for real estate investors. Brian breaks down exactly how his company helps investors generate leads, even if you’re brand new or working a 9-to-5 job.

 

We talk through the nuts and bolts of building effective mail campaigns, targeting distressed sellers, crafting irresistible offers, and why consistency is the difference between a cold phone and a ringing one. If you’re looking for a proven, scalable method to get motivated sellers reaching out to you, this episode is packed with value.

 

Episode Highlights:

 

[0:00] - Meet Brian Charlton and how REI Print Mail became a go-to service for real estate investors

[2:17] - From yellow letters to multi-million mail campaigns: how direct mail evolved

[3:43] - How they stack lists and identify distressed sellers

[6:20] - Building a target list based on your buy box and location

[10:10] - Why certain mail formats (like checks) drive more calls

[12:37] - How property values are estimated for soft offers

[14:00] - The importance of direct mail in educating sellers about cash buyers

[16:02] - Setting up a 90-day campaign for better results

[18:07] - How missed calls kill deals and the solution for busy investors

[20:02] - The value of having a consistent multi-touch mail strategy

[22:07] - Affordable call center support and the benefits over managing your own VA

[23:28] - Measuring results and coaching through the campaign

[25:15] - How to get started with a free call and what to expect

 

Key Takeaways:

 

1. Direct mail is still one of the most effective lead gen tools for real estate—if done right and consistently.

2. Stacked lists targeting multiple distress signals yield higher response and conversion rates.

3. Offers that include a dollar amount—like checks—create curiosity and drive more inbound calls.

4. If you can’t answer the phone, you risk losing half your leads. Systems to catch those calls are essential.

5. Success comes from sticking to the numbers, staying consistent, and adapting based on real data.

 

Links & Resources:

 

• DealFindersClub.com/links – Connect with Brian Charlton and REI Print Mail

• Email Brian directly: [e-mail]

 

If this episode helped clarify how to get started—or go bigger—with direct mail, be sure to rate, follow, and review the podcast. Your support keeps the insights coming.