Expired Listing Marketing Tips: How To Increase Your Response Rate for Direct Mail

Real Estate Agent

 You sort your mail over a trash can, right? If we are sending someone a letter we have an uphill battle to fight to get our letter opened and read. Out of your mail, which letters do you open and read? Which do you throw away?

 I can usually tell the credit card offers and other junk mail without even opening the envelope. I don’t even open them. I just shred and throw them away.

First, work on the return address. The follow return address will get thrown in the trash quickly.

John Freth
Re/max Professionals
101 SE 79th Street
Suite 6
Orlando FL 32801

Instead, I can mail them using this return address:

P.O. Box 1294 Lake City FL 32056

 Notice I don’t even put my name on the envelope. I have gotten mail similar envelopes from people and almost always open them. Why? Because I don’t know who they are from.

 Another question people ask a lot is about the difference between handwriting the envelopes and printing them out of the computer. The first mailing to an expired listing is hand addressed. That is because we only get 2-3 a day. After that, all envelopes are printed. We don’t even customize the “Dear Fred & Sally” salutation on the letter. It just got to be too much work matching the letters and envelopes.

 We use a very normal, inexpensive “Com 10” envelope for our mailings. You can buy those at Staples or Office Depot. These envelopes cost less than a penny apiece. If you want to increase your response you can mail your letters in an Astrobright envelope. These are great, they are a little bigger, and the paper is a bright color that stands out. I myself don’t think they are worth the extra money to mail out.

Got questions about short sales? Just ask. Sign up for daily tips at

Ben & Chris Curry The Short Sale Agent's Advocate

Antoinette Scognamiglio, GRI, ASP
Coldwell Banker Realty - Mountain Lakes, NJ
There's no substitute for EXPERIENCE!

Hi Ben, your title caught my eye immediately...I love those expired listings and work them till I list 'em! Great tip. Here's a recent postcard mailing I use (depending on the price range)...just started with these so will let you know how it goes... :)

Feb 03, 2010 11:39 PM
Ben Curry

Like the postcard. That will definitely get the prospect's attention.

Feb 03, 2010 11:58 PM
Lisa Coates
Level Ten Construction Consultants - Halifax, NS
Residential Home Sales Specialist

Antoinette, That is the BEST postcard, I have ever seen! Anyway, sorry Ben, I just wanted to add to your post, that my first mailing is usually a notecard instead of #10 enevelope. Then I follow up with post card mailings for 7 more weeks, and I get results from that. If someone wanted to try it. But your right NEVER put as a return addy...Lisa Coates Prudential Bla Bla Bla on the notecard. Just my 2 cents

Feb 04, 2010 04:45 AM
The Niche Agent
The Niche Agent
Your Niche Is Our Niche

Soeaking of direct response marketing, check out the podcast interview I did with agent Kevin Baker about how he uses direct response marketing with his online marketing and how its changed his business! Would love to hear what you think... 

May 20, 2014 06:56 AM
Robert Gomez

How did it go with the bear postcard?

Mar 11, 2015 05:20 PM