The Direct Mail Secret That’s Skyrocketed Our Response Rate

My business partner and I develop multifamily housing across the country.

And one of the questions we get asked all the time is:

“How are you finding these off-market deals?”

The answer is simple:

Relationships with brokers…
Persistence…
And handwritten direct mail.

But there’s one thing we do differently than most investors.

And honestly?

It’s probably the biggest reason our response rates are so high.

Here’s the Secret:

We don’t just mail one owner.

We mail EVERYONE tied to the property.

Every person on title.

Every LLC owner.

Every trustee.

Every relative we can find.

Sometimes even the attorney connected to the company.

If your land is on our target list…

…you’re probably getting a letter from us.

Maybe your cousin is too.

Possibly your accountant.

Potentially your dog if his name somehow ended up in public records.

Why This Works So Well

Because property ownership is messy.

Especially with land.

Half the time the “main contact”:

• moved,
• passed away,
• never checks their mail,
• or forgot they even owned the property.

Meanwhile, the cousin, sibling, or random co-owner you didn’t contact is sitting there thinking:

“Honestly… we HAVE talked about selling this thing.”

That’s the person we want to reach.

Most investors send one postcard and hope for the best.

We go full detective mode.

Because if five people are tied to the property…

That’s not one opportunity.

That’s five opportunities to start a conversation.

The Mail Piece We Use

We pair this strategy with our Genuine Handwritten Investor Letter from First Touch Letters.

And yes — they’re genuinely handwritten.

Not printed to look handwritten.

Not fake script fonts pretending to be personal.

These are physically handwritten using real pens, with natural imperfections, pressure changes, and variations that make the letters feel authentic and stand out immediately in the mailbox.

Which matters A LOT when everyone else is sending postcards that scream:

“WE BUY LAND CASH!!!!”

…in size 72 font.

Our letters feel personal.

Curious.

Different.

And people actually open them.

Most Investors Won’t Do This

Because mailing multiple contacts costs more money.

It takes more effort.

More list cleanup.

More research.

More skip tracing.

But we’ve found the response rates are dramatically better when multiple people tied to a property know you’re interested.

And in multifamily development?

One returned phone call can turn into a deal worth millions.

So no…

We’re not just mailing one owner and crossing our fingers.

We’re mailing everybody tied to that property.

The LLC manager.

The trustee.

The cousin in Arizona.

The business partner.

The random relative who somehow ended up on title in 1997.

Because the more people who know you want the property…

…the better your odds of getting the call back.

And trust me.

Those calls can make you a LOT of money.

Want to see the exact handwritten letter we use for our campaigns? Check it out below.