What a Healthy Outbound Motion Looks Like for a Growing Mover

Most growing moving companies are built entirely on inbound. Leads come from Google, from referrals, from the occasional review, and the owner spends the day reacting to whatever comes in. On the Snoball Effect Podcast, Hunter Munroe, VP of Sales at USA Home Listings and its new My Home Story platform, made the case that a mover who wants to grow past a couple million in revenue has to add a real outbound motion. Here is what that motion looks like when it is done well.

Inbound Is a Ceiling, Not a Strategy

Inbound leads are the ones already looking for you, which means they are also looking at your competitors. Hunter’s framing is that the movers who scale stop waiting. “If you are still sitting there waiting for leads to come to you, there are businesses around you that are proactively finding where these leads are and meeting them where they’re at today,” he said. He calls it survival of the fittest in your market.

Outbound is not a replacement for inbound. It is the layer that lets a mover choose who they talk to instead of only accepting who shows up. Homeowner data makes that possible by surfacing sellers weeks before they start searching.

The Cadence: Postcard, Email, Call, Repeat

Hunter walked through the exact rhythm he would run. A house hits the market and a trigger fires. A postcard goes out first with the mover’s brand, phone number, and email on it. Then comes a soft email, not a hard sell.

“That’s usually just a soft intro like, ‘Hey, I’m Hunter with Hunter Moving and Storage. Congrats on the new listing. Down the road, if you need a quote, let me know,’” he said. The reason it stays soft is timing. When a house goes on the market, it is probably not moving for another two months, so the first touches are about planting a seed, not closing a deal.

From there the touches stack in sequence. Another email about a week later. Another postcard around two weeks in, once the home has been listed for a while. Then calls begin, getting the mover’s name in the homeowner’s ear, roughly every three or four business days until the move is under contract or about to happen. Larger homes can be called earlier, because they tend to plan their moves further ahead.

Seven to Eight Touches Is the Real Number

The reason a single postcard fails is math. “On average, it probably takes about seven to eight touches for someone to finally raise their hand and say, ‘Yes, I’m interested in a quote,’” Hunter said. A mover who sends one postcard and stops has used one of eight touches and then quit before the homeowner was ever ready to respond.

This is where most outbound efforts die. The mover tries it for a month, sees no bookings from the first send, and concludes outbound does not work. In reality they abandoned the cadence at touch two. Committing to the full sequence is the whole game, which is why an eight-touch follow-up cadence is worth building deliberately rather than improvising.

Go Omnipresent, Not All-In on One Channel

Hunter is skeptical of the advice to pour everything into a single channel. He raised the attribution problem himself. A homeowner gets the postcard, then the email, then visits your Google profile to request a quote, and your system logs a Google lead even though the outbound work created the demand in the first place.

His conclusion is to stop chasing single-channel credit and instead be everywhere the buyer is. “You have to be tapping into any and all channels you have to get in front of your customer because your competition is,” he said. He pointed out that the larger movers in bigger markets invest in every marketing channel available, because it comes down to how often you can get in front of people. Todd described the modern buyer’s journey as a plate of spaghetti, a squiggly path where the customer bounces between postcards, emails, reviews, and search before booking. That messy reality is exactly how customers research home services now, and it is why omnipresence beats a single channel.

Outbound Is Bigger Than Cold Calls

When Hunter says start more outbound, he does not just mean dialing and emailing. He was explicit that community presence is part of it. Join networking groups and BNI groups, sponsor events, and go shake realtors’ and apartment managers’ hands so people know you as a person, not only as a business. The digital cadence and the in-person relationships reinforce each other.

The practical way to run this without burning out is to match the channel to the moment. A soft email early, a postcard for reach, a call when the timing is right, and a text where it fits. Getting the right mix of SMS, email, and phone is what keeps a multi-touch cadence feeling human instead of robotic.

The Takeaway

A healthy outbound motion for a growing mover is not a blast. It is a patient, multi-channel cadence that starts weeks before the move, respects the seven-to-eight-touch reality, and shows up wherever the homeowner happens to be looking. Build that motion on top of good homeowner data and you stop competing for the same shrinking pool of inbound leads. You start creating your own.