Should I put offer in direct mail yellow letters?

[Wade Stahle]

I have started a personalized yellow letter direct mail campaign. All my letters are handwritten. My question is should I start putting offers directly in those letters? I get alot of people who are responding but want market value or above. Lots of tire kickers. Would this help weed those out?

[Pratik P.]

That may be a good idea! 

I don't put a number in my letters but I quickly screen for motivation when the person calls. Usually the very first thing they ask is "what can you offer?". I'll take a moment to look up what redfin says the value is (I know it can be in accurate but I don't need exact comps yet), and say "well I can't give you an exact number without knowing all the repairs it needs but it would be somewhere near (50-60%ARV)". Then I shut up and let them speak next. I get mostly "are you serious, it's worth 60k more than your offer!!" which is where I thank them for their time and hang up. When I hear "okay I understand, do you want to come see it then?" I know that they are motivated because they are actually considering my low number.

Since you are handwriting your letters,  you could put this number in before hand. I'd say do it.