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# Real Estate Investors: Targeted Outreach for High ROI

**Case Study: The Wyatt Group**

* **Industry:** Real Estate Investment
* **Strategy:** Mailed 15,000 postcards to absentee homeowners with specific property criteria.
* **Outcome:** Secured 2 listings, generating $22,000 in revenue. ​

**Case Study: Evergreen Home Buyers**

* **Industry:** Real Estate Investment
* **Strategy:**
  * Sent **3,000 handwritten-style postcards** to absentee owners in a mid-sized city.
  * Focused on properties owned for **10+ years** with **no recent mortgage activity** (higher equity).
  * Messaging emphasized a **personal, local buyer** interested in taking care of the property.
* **Outcome:**
  * **Response rate:** 2.5% (approximately 75 responses).
  * **Deals closed:** 3 acquisitions (from the 75 responses).
  * **Revenue generated:** $85,000 total net profit after purchase, rehab, and resale.

**Why This Worked (Psychology & Timing):**

1. **Targeting high-equity, absentee owners**:
   * These owners may be **tired landlords** or **motivated sellers** who haven't yet listed their property.
   * By focusing on **ownership length** and **mortgage status**, Evergreen reached people more likely to entertain an offer.
2. **Handwritten-style postcards**:
   * Research shows handwritten fonts **increase response rates by up to 30%** compared to standard print (PostcardMania study).
   * This taps into **familiarity bias**: it feels like a personal note rather than a corporate solicitation.
3. **Consistent messaging with soft offers**:
   * They avoided hard sells. Instead, the postcard mentioned they were a **local buyer looking to help** align with Justin Silverio’s belief that **timing and situation** drive responses, not aggressive tactics.
   * Many recipients **weren't ready immediately** but saved the card, responding weeks later when circumstances changed.

**Common Mistakes to Avoid in Real Estate Direct Mail:**

* **Mailing once and expecting instant results**:
  * Consistency is critical. Evergreen ran **3 rounds** of mailers spaced 6 weeks apart.
* **Skipping proper list segmentation**:
  * Broad mailing lists waste money. Focus on **specific ownership profiles** (e.g., absentee + high equity + property age).