How to Convert More Leads to Listings with Mailers
Written by:Remote Leverage
Published:
Updated:
Quick Summary
Mailers are one of the most effective ways to convert seller leads into listings, but only when they go to the right people and carry the right message.
Only mail leads who have shown interest in selling. Cold calling is the best way to find them.
Skip the recipes and generic mailers. Send content that gives potential sellers a real reason to work with you.
Start with a letter and postcard package: an introduction letter with your Unique Value Proposition, sent in a yellow envelope with a business card and a 5×7 postcard.
Follow up with the same postcard every week for 8 weeks, then every two weeks until the lead sells, so your name stays top of mind.
Mailers are one of the most effective ways to convert more seller leads to listings. How?
There are two parts to it. The first is to only send mailers to leads that indicate their interest in selling. The second is to send the correct mailers. Get both right, and mailers stop being an expense and start being one of the most reliable listing tools you have.
Too many agents waste money sending out recipes and mailers that provide no real value to their potential sellers.
The problem is usually twofold. The mail goes to a whole neighborhood, where most homeowners have no plans to sell. And the content gives the few who are thinking about selling no real reason to choose you over any other agent. The result is a lot of postage spent on people who were never going to call.
Fixing both problems changes the math. Smaller, targeted mailing lists cost less, and a message built around why a homeowner should list with you gives every piece a purpose.
Step 1: Only Mail Leads Who Want to Sell
The first rule is simple: only send mailers to leads who have told you they’re interested in selling.
Use Cold Calling to Find Interested Sellers
How do you find those leads? Cold calling. A conversation tells you what a postcard never can: whether the homeowner is thinking about selling and roughly when. It’s also the most effective affordable way to get seller leads, because it puts you in direct contact with homeowners instead of waiting for them to find you.
Every homeowner who says they’re open to selling goes on your mailing list. Everyone else doesn’t. That one filter keeps your mailer budget focused on the people most likely to list.
Keep Long-Timeline Leads Warm
Not every interested seller is ready right away. Someone planning to sell in three months may be ready for a listing appointment now, while someone planning to sell in a year or two needs to hear from you regularly until the time comes.
Mailers are built for that second group. They keep you in front of leads who aren’t ready yet, so when they are, yours is the name they remember.
Step 2: Send the Right Mailers
Once you know who to mail, the next step is sending something worth opening. Remote Leverage breaks mailers down into two types.
Mailer Type 1: The Introduction Letter and Postcard
These are introduction letters written to highlight why the lead should work with you over any other agent, known as your Unique Value Proposition.
Each package includes:
An introduction letter built around your Unique Value Proposition
Your business card
A 5×7 postcard that highlights why a homeowner should work with you to list their house
A yellow envelope to hold it all
Putting the postcard in with the letter helps your lead make the connection back to you when they see that same postcard in their mailbox in the future.
What to Include in Your Unique Value Proposition
Your Unique Value Proposition answers one question for the homeowner: why should I list with you instead of anyone else? Strong letters usually focus on a few specific points, such as:
Your track record selling homes in their area
How you price and market a listing to sell
How you communicate with sellers throughout the process
What makes your service different from other local agents
Keep it about the seller’s goals, not just your credentials. Remote Leverage can help you craft that message.
Mailer Type 2: The Follow-Up Postcard
These 5×7 postcards are the same ones that were included in the original letter. They get sent every week for 8 weeks in a row to imprint your name and what you do in the seller’s head.
Using the exact same postcard every time is intentional. Repetition builds recognition, and because the lead first saw it alongside your letter, each new card points straight back to you.
The Mailer Schedule That Keeps You Top of Mind
Consistency is what turns a single mailer into a system. Here’s the full sequence each seller lead receives:
When
What the Lead Receives
Right after the cold call
Introduction letter, business card, and 5×7 postcard in a yellow envelope
Weeks 1–8
The same 5×7 postcard, every week
After week 8
The same 5×7 postcard, every two weeks until they sell
Sending mailers biweekly helps you stay top of mind, and when they’re ready to sell, even if they lose the card, they’ll get another one often enough to always have your information handy.
Why Cold Calling and Mailers Work Better Together
Cold calling finds the sellers. Mailers keep them. On its own, a cold call can be forgotten within a week, and a mailer sent to a random list mostly lands with people who aren’t selling.
Combining letters and postcards, and sending them only to seller leads generated through cold calling, is a killer combination. Every piece of mail goes to someone who has already said they’re interested, and every week reinforces the conversation you started. This will be the best money you’ll ever spend on mailers.
How Remote Leverage Sets Up Your Mailer System
As part of the Cold Calling System, Remote Leverage sets up your entire mailer system for you, both letters and postcards, and customizes it to fit your branding.
The founder of Remote Leverage, Abbas Mohammed, started the company to help agents automate cold calling. You tell the team which market you want to cold call, and they set up the entire Cold Calling system and train a virtual assistant to call on your behalf to generate seller leads for you.
To make sure you have all the tools you need, Remote Leverage also provides you with:
Follow up scripts to call and set appointments with the seller leads you get.
Automated mailer system to build authority with your leads
Listing presentation to convert appointments to listings
Video training to teach you how to follow up, send mailers, & perform a highly converting listing presentation.
You’ll have everything you need to generate appointments & get more listings through cold calling without having to cold call yourself.
Conclusion
Mailers convert when they’re targeted and consistent. Send them only to seller leads who have shown interest, open with a letter that explains why you’re the right agent, and follow up with the same postcard week after week until they’re ready to list. Pair that system with a virtual assistant who cold calls to find those leads, and every dollar you spend on mail goes to people who are actually thinking about selling.
Interested in getting more listings?
Click the link below to book a demo to see how Remote Leverage can help you generate more seller leads by automating cold calling for you.
Mailers keep your name in front of seller leads until they’re ready to list. When they go only to leads who have shown interest in selling, and carry a message about why you’re the right agent, they turn interest into listing appointments.
Only send them to leads who have indicated an interest in selling. Cold calling is the most reliable way to find those leads, so your mailer budget goes to people who are actually thinking about listing.
Use two types. First, an introduction letter that explains your Unique Value Proposition, sent in a yellow envelope with a business card and a 5×7 postcard. Then, the same 5×7 postcard on its own as ongoing follow-up.
Send the same postcard every week for 8 weeks, then every two weeks until the lead sells. The repetition imprints your name, and even if they lose one card, another arrives soon after.
Recipes and generic mailers give potential sellers no real reason to choose you. Mailers that highlight why a homeowner should work with you to list their house are a far better use of your budget.
Remote Leverage
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