why target same person so many times?

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i am doing a direct mail campaign to absentee owners.  i have read and heard many times that i need to keep targeting the same list about 3 to 6 times in order to find someone who is actually interested in selling their house.

the part i dont understand is, how come i need to target them so many times.  if they finally decide to sell after the 6th time, they cant really be that motivated can they? if they dont NEED to sell, they are going to want retail value and after the 6th time of me targeting them, it doesnt seem like they NEED to sell.

i have targeted my list three times now and am wondering if i should target different people. like probate court or something.

your opinion?