I guess I should throw away all of my marketing materials designed to generate inbound calls?
Nah....
While I highly respect Newby, there are several agents in the senior market who generate inbound phone calls from prospects who are more than willing to give you their info and receive your assistance.
They normally will let you know that they are tired of the telemarketers, and they got your letter and wanted to ask if we'd be willing to help them. Let that sink in... that's different than chasing a lead...
While he has left the forum as far as I know, WCMason is one of the first agents that I heard of who did this successfully.
He sent letters. They called him. It's a beautiful thing, and I personally know that it can be done.
As a caveat... not just any letter will do. I recommend reading the direct response copywriters of this world...