why does direct mail work?

[Account Closed]

i am still baffled that we are able to talk someone down 70k from full market value. i understand that they are really motivated which is why they are somewhat hard to find.

but why does a direct mail campaign work? what motivates them about sending them mail 4 times? why wouldnt a common sense person just use a realtor?

i just dont get why someone after the 4th mailing would say "hmmm im gonna sell my house 70k below market value" instead of just using a realtor

[Kent Verge]

They needed the cash when you sent the first mailing. Mailings 2-4 broke through their denial.