Finding Motivated Sellers

[Stephen Barton]

Hi everyone,

My wife and I started a direct mail campaign in July targeting absentee owners in Indianapolis.  To date we have mailed 500 letters, some typed and some handwritten.  Our response rates match what others have suggested we'd see:  2.5% for typed, 3.3% for handwritten.  The problem is, the responses we've received have been from owners who are either not motivated at all or not motivated enough to come down to our price.  We are starting to think either we are not targeting the right group or we just aren't doing a good job with taking the leads.

Can anyone offer up any advice?  We are starting to send out our second letter to those who have already received one letter from us.  We are getting more responses but again, it seems the majority of people just want to know what their house is worth.  Any feedback would really be appreciated, as we are starting to feel discouraged.  

Thanks,

Stephen