Get Your Market Leaning in by Using These Three Simple Rules

    Before you launch your next direct mail marketing campaign, add these rules to your list of MUST-DO’S.

    Rule #1 Provide a Compelling Call-to-Action

    Retailers have an easy time using a “call to action.” Offering a percentage off, free shipping, or buy-one, get-one-free are all popular examples.

    What about real estate agents, though? What kind of call-to-action can you provide that might compel a postcard recipient to lean in for more information?

    The following are a few attention-getting examples that can potentially engage homeowners and get them to request more information.

    • Free Buy First vs Sell First Evaluation
    • Free Home Equity Analysis
    • Free Local Market Stats
    • Free Pre-Listing Consultation

    The above call-to-actions are included in the Call to Action Series available on

    Remember that when you use call-to-actions in your marketing, the number of hoops your prospects jump through to redeem the offer impacts the response rate, according to Bob McCarthy at

    The more they have to do to receive that offer, the lower the response rate. So make it as quick and easy as possible for them.

    Rule #2 Utilize Standout Designs

    “One strategy we use to get our highest response rates is to make the call-to-action the centerpiece of the direct mail piece,” McCarthy claims.
    Whether you include an image representing the free offer or use text to describe it, mention it boldly and repeatedly.

    Your message (its length and graphic requirements) determines the size and style of the medium.

    Plan on keeping it plain and simple? A standard-sized postcard may do the trick, although jumbo, panoramic, and mega-sized postcards stand out in mailboxes, making a genuinely lasting impression.

    If it is graphics-heavy and you include substantial copy, using one of the larger postcard sizes (jumbo or panoramic) becomes even more important.

    Choose a font that is easy to scan as people sift through their mail. As direct mail experts, we recommend using a sans serif font, such as Arial, rather than Times New Roman or another serif font.

    Consider varying the font size throughout the text. For example, you can highlight important items with a larger version of the font you choose.

    Additional design tips to keep in mind include ensuring your headline is bold and compelling yet short and specific. Use lots of white space to make the piece appear to be easily digestible.

    Subheadings are important, as they help guide the reader through the text. Don’t forget to use high-resolution photographs, and avoid placing text over photos.

    Last note, ensure that your call-to-action stands out and that your contact information is easy to find.

    If you want to save time and ensure you’ve followed the above rule, these crucial best practices have been applied to the Call to Action Series available on

    Rule #3 Track Your Results

    Tracking your results is vital to your direct mail campaign. One of the most popular methods agents use is creating a dedicated website landing page.

    The URL should be unique to the campaign so you can learn your exact response rate (the number of responses divided by the total number of pieces sent). Marketing experts vary when quoting an “average response rate” for direct mail.

    The most recent figure puts it at 9%. How close or far you are from that figure depends on how closely you follow the guidelines outlined above.

    PLUS: When you have time…below are some marketing tools to help support your success.

    1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

    Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.

    Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card!Click Here

    2. The Free 12-Month Done-For-You Strategic Marketing Plan

    The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

    3. The BusinessBase, SOI building system

    The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. – Click Here

    4. The Free Interactive Real Estate Business Plan

    The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals.  – Click Here

    5. The Become a Listing Legend Free eBook 

    This image has an empty alt attribute; its file name is Become-A-Listing-Legend-3D-Book-White-274x300.jpg

    Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

    Lisa is an accomplished marketer with years of expertise in direct response marketing, digital marketing, data analytics and business development working with both B2C and B2B.