Direct Mailing - Which Zip Codes to Target

[Joe Holloway]

I'm looking at getting started with a direct mail marketing campaign for wholesaling but I'm not sure of the target market. I live in a upper-middle class neighborhood and my familiarity with housing is mainly around where I live but I'm thinking that for wholesaling I should be looking at middle-class and lower on the socioeconomic spectrum. Any insight on this would be helpful.

[Jerry Puckett]

Hi Joe Holloway,
I believe what you're trying to do is establish your farm area. When establishing a "farm"area, you may want to try this technique:

Draw a circle around yourself with the outer diameter being about how far you can drive in 30 to 45 minutes. In my experience I am unwilling to travel more than that unless the deal is great. (Unfortunately, many times you have to first go and see if it's a great deal or not.)

I'm lucky, I live smack dab in the middle of Dallas Fort Worth, so my farm includes the whole Metroplex. I do usually leave the war zone zips out of my list building though....not my cup of tea.

You know your area: eliminate war zones and set a distance you're willing to travel in order to map out your farm. Next after that is refining your criteria.