When using direct mail to seek motivated sellers, the key is to use a targeted list and to be consistent. Examples of targeted lists include: out-of-state owners, vacant property owners, landlords, foreclosures, probates, etc. Most sales are made on the follow-up which could take a couple of mailings. One takeaway is to be as personal as possible. Most people do not like to read marketing material that is not specifically catered to them. Hope that helps!