You made the big sale and thats good but did you lower your response rate by starting at 20k. I would love to avoid bad areas, nasty homes ect., doing FE but don't want to be emptyhanded either.
I have never targeted anything lower than 20k for FE and my response rate is consistently in the 1%-2% range.
My ideal client lives in a middle class, blue collar neighborhood. I know a lot of jokes and horror stories have been told about the FE market and I have my share too, but I avoid the "hood" and trailer parks.