One exercise I've always found super helpful when starting any kind of marketing campaign is to create as exhaustive of a list as possible of customer personas. For us wholesalers, the question we are asking is...

What type of homeowner is likely to sell their home quickly, for cash, at a discount?

Good example - 60 y/o, owns home outright, just lost husband, looking to downsize (my grandmother)

Bad example - Absentee owners

I say bad example because it's not specific enough. A campaign could not be created that is targeted enough. Ideally your mailings would be tailored to each person's specific situation using the best information you could possibly find.

I'll aggregate a list and post it back to the forum when it's completed. So let's get at it, who are some of these personas that have been home runs for your business?