REsimpli Mastermind Recap – PPL vs Direct Mail: Choosing the Right Marketing Channel with Don Carlson (3rd Feb, 2026)

Last week, we hosted our weekly REsimpli Mastermind session led by Dawn, focused on comparing Pay Per Lead (PPL) and Direct Mail marketing. Rather than debating which channel is “better,” the session broke down how each strategy fits different business models, timelines, and goals. Below is a recap of the key topics and insights shared.

Topic: There Is No “Best” Marketing Channel

Challenge: Many investors fail at marketing because they choose a channel that doesn’t match their budget, business stage, or follow-up capacity.

Advice:

• The best marketing channel is the one aligned with your business model and exit strategy.
  
• Success depends more on speed to lead, follow-up, and consistency than on the channel itself.

Key Insight:
Marketing only works when paired with disciplined execution and strong follow-up systems.

Topic: Understanding What You’re Buying with PPL vs Direct Mail

PPL (Pay Per Lead): You buy intent and speed

• Inbound leads from sellers actively searching to sell.
  
• Can be turned on or off based on pipeline capacity.
  
• Requires fast response and strong intake processes.

Direct Mail: You buy attention and control

• You control lists, copy, and cadence.
  
• Slower to convert but builds a long-term pipeline.
  
• Often results in higher margins due to lower competition per lead.

Key Insight:
PPL = speed and urgency.
Direct Mail = stability and long-term value.

Topic: PPL Pros and Cons

Pros:

• Immediate inbound leads
  
• No list pulling or ad setup
  
• Predictable daily volume
  
• Some providers offer refunds on bad leads

Cons:

• Higher cost per lead
  
• Often shared or non-exclusive
  
• Requires aggressive follow-up
  
• Inconsistent results without systems

Key Insight:
Treat every PPL lead with urgency. Competition is high, so speed and persistence win.

Topic: How to Work PPL Leads the Right Way

Challenge: Investors delay follow-up and lose motivated sellers.

Advice:

• Call leads the same day whenever possible.
  
• First call objective: verify info and uncover motivation.
  
• Ask why they reached out and their timeline to sell.
  
• Use multiple channels: calls, SMS, and email.
  
• Filter unemotional leads into long-term drip campaigns, not out of the system.

Key Insight:
PPL requires “tasteful harassment” with structured, multi-touch follow-up.

Topic: Direct Mail Pros and Cons

Pros:

• Full control over lists and messaging
  
• Lower competition per lead (with niche lists)
  
• Builds long-term pipeline value
  
• Strong performance with probate and inherited properties

Cons:

• Slower response time
  
• Requires consistency over months
  
• Higher upfront cost
  
• Timing-dependent

Key Insight:
Direct mail is a snowball strategy. It rewards consistency, not quick wins.

Topic: How to Work Direct Mail Leads the Right Way

Challenge: Sellers didn’t wake up wanting to sell. Your mail created curiosity, not intent.

Advice:

• Focus on discovery: “What made you call today?”
  
• Diagnose property issues and motivation.
  
• Use long-term nurture and human follow-up, not just automation.
  
• If a seller says “six months,” follow up sooner, not later.

Key Insight:
Direct mail is about relationship-building and timing, not one-call closes.

Topic: List Strategy for Direct Mail

Advice:

• Focus on motivation-based lists: probate, vacants, foreclosures, expired MLS.
  
• Use county data like code violations or water shutoffs for niche targeting.
  
• If a list is working, keep mailing it while testing new lists alongside it.

Key Insight:
Never shut off a list that is producing consistent calls.

Topic: Common Mistakes with Both Channels

Mistakes:

• Treating PPL like slow direct mail
  
• Treating direct mail like fast inbound leads
  
• Pushing too hard too early
  
• Letting emotions decide which leads to keep

Key Insight: Read the seller and match your approach to their motivation and timeline.

Topic: Which Channel Is Right for You?

PPL is best if you:

• Need deals now
  
• Can answer calls consistently
  
• Have aggressive follow-up systems

Direct Mail is best if you:

• Want long-term pipeline
  
• Prefer higher margins
  
• Can commit to 6 months of consistency

Key Insight:
Use both together. PPL for speed, direct mail for stability.

Tools & Tactics Mentioned

• PPL providers: iSpeedToLead, Leadzolo, Motivated Sellers
  
• Refund and dispute systems for invalid leads
  
• Long-term drip campaigns for non-responsive leads
  
• County data sources for niche direct mail lists
  
• REsimpli List Builder and Direct Mail integration

Best Advice from the Session

The investors who win consistently are not the ones chasing the newest lead source. They are the ones who:

• Match marketing channels to their business stage
  
• Follow up faster and longer than competitors
  
• Stay consistent with proven lists
  
• Build pipelines instead of chasing shortcuts

If you want predictable deal flow, focus less on which channel is “better” and more on how well you work the leads you already have.