I would look at what has the greatest possibility of converting into a client. So calling every single person in the phone book could work, but your conversion rate would be pretty terrible. Start by calling people that you know want to buy or sell a house. So FSBO obviously want to sell their house. You just need to convince them to let you do it for them. Expired listings are also good targets because they are sellers that were not able to sell their house and they worked with someone else. So again, you know they want to sell, you just need to convince them to let you sell it. If someone else in your office has listings, I'm sure they'll let you do an open house there. So do that and try to convert the people that come to the open house, into your clients. Those are a few ways and they're free. No need to spend money on sending any mail. Winter months are the slowest so just know it's going to be tough. Just stay with it, you'll see your hard work pay off down the road.