Although real estate postcards might not currently garner as much buzz as the latest social media platform, they’re one of the most reliable ways to generate leads, sales, and clients for your real estate business.

  • Establish a goal, and measure short- and long-term results.
  • Clearly state how you’d like to your audience to respond to your campaign.
  • Create a powerful connection by understanding and addressing the needs and concerns of your audience.

Although real estate postcards might not currently garner as much buzz as the latest social media platform, they’re one of the most reliable ways to generate leads, sales and clients for your real estate business.

Real estate direct mail marketing is both a science and an art that requires equal doses of data-driven marketing insight and great design. With the right combination of art, copy and targeting, a postcard campaign can fuel your real estate business’s growth.

Are you considering a postcard campaign for your real estate business? Read on to discover six rules of direct mail postcard marketing for agents looking to bring in new leads, appointments and sales.

1. Clearly define your campaign’s goal

What is the goal of your direct mail campaign? Focusing on one goal at a time lets you tailor your direct mail postcard campaign’s message and hone in on the biggest way you can help people.

Is the goal of your campaign to sell homes? To generate seller leads? To bring in new listings for your business? Clearly define your goal ahead of time, and you’ll be able to track your campaign’s results effortlessly.

2. Measure short- and long-term results

Postcard marketing produces both short-term and long-term results, unlike other marketing channels such as email or display. This means that you should measure your campaign in both the short- and long-term to accurately track its results.

Don’t write off your campaign as unsuccessful if it doesn’t generate profits straight away. Remember that people will often keep your postcard until they need it and that your direct mail postcards could produce leads months into the future.

3. Target with your sphere of influence first

The best way to start your postcard campaign is by mailing to an audience with a high value. Your sphere of influence, including clients you’ve worked with in the past, is almost always the best initial target.

The only exception to this is if you’re running a just-sold campaign. Because just-sold campaigns are designed to strengthen your brand with a specific audience, they’re most effective when frequently mailed to the same target audience over time.

4. Design with action and results in mind

Great real estate postcards are designed for action and results. Include your name and picture prominently in your postcards alongside images of properties you’ve recently sold to build familiarity and trust with your audience.

Your postcard’s copy should speak directly to the market you’re targeting, clearly explaining how you can help them. Include a clear call-to-action that tells recipients exactly how to reach you and claim your offer to make taking action simple.

5. Don’t just mail once — be consistent

It takes time to build your brand as an agent. If you mail a target market once a year, the likelihood of you being remembered when someone needs to sell their home is extremely low.

Keep your personal brand in the front of your market’s mind by sending your direct mail postcards frequently. A good rule is to mail to your most valuable market — in this case, your sphere of influence — 10 to 12 times per year.

6. Put yourself in your ideal customer’s shoes

Does your postcard touch on the interests and concerns of your target market? The key to a successful direct mail campaign is to connect with your target audience and provide answers to frequently asked questions.

Put yourself in your target customer’s shoes, and think about the types of questions they’re likely to ask. Tailor your copy to address their questions specifically, and you’ll create a powerful connection.

Obey these six rules, and you’ll have successful postcard marketing campaigns.

Eric Cosway is the EVP and CMO of QuantumDigital. Follow him on Twitter.

Email Eric Cosway

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Only 3 days left to register for Inman Connect Las Vegas before prices go up! Don't miss the premier event for real estate pros.Register Now ×
Limited Time Offer: Get 1 year of Inman Select for $199SUBSCRIBE×
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription