Midwest | Established Cash Home Buyer
We paired new mail creative with follow-up postcards and a closer look at missed calls for a Midwest home buyer. September 2026 brought eight contracts from direct mail, one later canceled, with about $152K in projected profit.
8
Contracts From Direct Mail
September 2026; one later canceled
About $152K
Projected Profit
September 2026 contracts
51
Appointments
September 2026
The Challenge
This buyer's results varied from month to month, and older housing stock sometimes produced thin deals and difficult price expectations. There was also a clear follow-up issue: in September, 41 of 161 calls were missed, about 25%, against a target of 10% or less. We needed to look at what happened after the mail arrived as well as the pieces themselves.
Where We Focused
Keep testing the mail while helping the team see missed calls, follow up with earlier leads and review which homes could support a workable deal.
What We Did
We launched a new check letter in September and kept the offer postcard in rotation after a slow month. The new check letter generated 21 calls and five appointments in its first month.
We took over follow-up mail, using thank-you postcards after appointments and testimonial postcards for leads still in follow-up. The thank-you postcard produced one good lead and one appointment in its first weeks.
We delivered a call-by-call missed-call report each month, started a year-built review of the buy box and trained the team on price objections for older homes. Those steps addressed opportunities that could be lost even after a seller responded.
The Results
| Period | Result | What It Represents |
|---|---|---|
| September 2026 | 161 inbound calls, including 133 unique callers, and 51 appointments. | Inbound calls and unique callers are different counts |
| September 2026 | Eight contracts from direct mail, one later canceled. | About $152K in projected profit on September contracts |
| New check letter, first month | 21 calls and five appointments. | September launch |
| October 1 to 8, 2026 | Three contracts worth about $90K by the client's estimate; five missed calls. | Partial-month contract estimate, not closed profit |
| Thank-you postcard, first weeks | One good lead and one appointment. | Early follow-up response |
What We Learned
We worked on the mailing sequence and the process around it. September produced eight contracts from mail, with one later canceled. Answering calls, following up and evaluating the economics of older properties remained part of the plan alongside new creative tests.
Results come from our monthly strategy calls with the client and are client-reported for the periods shown. Projected values are based on signed contracts, not closed deals. Results vary by market, list, offer and follow-up; past results do not guarantee future results.
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