First time direct mail campaign: How do I convert leads?

[Jason Lecker]

I'm looking for some wholesaling advice.

I'm in the middle of my first direct mail campaign, targeting high-equity properties in some growing areas of Charlotte, NC. I've got the mechanics working well enough: parsing property data, building a list, generating the letters, etc. What I'm struggling with is converting leads.
I've attached a screenshot of an email I received in response to one of my letters. For you veteran wholesalers: How would you follow up to a contact like this? The owner even said they've thought about selling at times, so it seems like there's some sort of possibility there.

Thank you for your time!

--Jason

[Matt McConkey]

@Jason Lecker -- This is a nice response. I would be excited about this email. 

1) I would get this person on the phone, if possible. Phone calls are easier and more direct. 

2) To answer her first question, be honest. Explain what you do. You work with investor who are buying properties in their area and their home fits their criteria. 

3) Do you know any Realtors? This is a great lead for them! 

4) You can't make an offer yet. But maybe a phone call and they would warm up to you. From there, you could find out if they really want to leave and sell them on what you can offer. They don't have to repair their home and you know people who can help in finding them a new/newer home.