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In the last issue of the ezine, we talked about an easy method to develop an apartment complex database—a list that, once you have established it, will make you money and provide you with an endless source of leads (I dare to say) for most of your "mortgage career".

Now, that you have acquired the addresses, what do you do with them? With all the noise about SPAM emails, the market is ripe to revert back to direct-mail marketing. Apartment complexes represent a huge opportunity. What is great about this type of marketing is that once you have a database of addresses and you implement your mailing campaign, you are constantly marketing to different people. And, once you have developed your marketing pieces, you really NEVER have to change the contents either.

Consider marketing to apartment complexes as a long-term marketing plan because these future homebuyers are in various stages of their lease termination. Some may have just signed a lease, some are six months into it and others are at the end of their lease—and deciding whether or not to renew or purchase a home. You need to appeal to all—during the various stages of the lease agreement. (When they call, determine time left on lease and then put that information in your database.)

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