Key point — You will receive one channel-specific property list for each marketing channel that is currently active. Your ROI depends on executing the right cadence per channel, using the Feedback Loop, and focusing spend on the 20% of properties that generate 80% of revenue. BuyBox Optimization sessions allow these properties to be identified automatically.
Why This Matters
Most investors spend $15k+/month on outbound marketing. A significant portion of that budget reaches sellers who were never going to sell to an investor. 8020REI delivers exclusive, precision-targeted seller data combined with proven strategy so the same budget closes more deals.
Our clients have closed $2.1B+ in combined transactions using this system. The difference: they follow the cadence and feed their custom algorithms with performance data across leads, contracts, and appointments on a monthly basis.
"Our best lead channel is 8020REI, it has provided more deals than any other source. One month, we even cleared 7-figure revenue!"
Phil Green — IBUY SD (600+ deals/year)
Monthly List Structure
Each month you receive one list per active marketing channel:
- Direct Mail — a combination of high, medium, and low priority properties optimized for mailer response
- Cold Calling — contacts ready to be skip traced, segmented by motivation tier
- SMS — a compliant messaging list with pain-based targeted copy
Apply your marketing efforts to each new list during the designated month. The data is optimized for strategic contact frequency — do not carry lists forward without guidance from your CSM.
Cold Calling Cadence
Prioritize dial frequency and efficiency across motivated properties. Segment based on Action Plans (30, 60, 90 days).
| Action Plan | Redial Settings | Numbers to Call |
|---|---|---|
| 30-Day | 3x/day (Week 1), then 3x/week | All numbers provided |
| 60-Day | 1x/day (Week 1), then 2x/week | Top 3 numbers |
| 90-Day | 2x/week | Top 2 numbers |
Voicemail strategy: Leave one voicemail per property per week. More than that reduces callback rates.
SMS Execution
Send SMS campaigns using the monthly SMS list. Key rules:
- Timing: Send between 9 AM and 6 PM local time, Tuesday through Thursday for best response rates
- Frequency: Maximum 2 messages per property per month — respect DNC and opt-out requests immediately
- Messaging: Use pain-based message copy or create custom ones
- Follow-up: Respond to inbound replies within 5 minutes for highest conversion
Direct Mail Best Practices
Pro tip: Prioritize mailing the Golden Address — the latest address returned by skip tracing — to maximize deliverability.
Channel Mechanics
- Mail is typically sent on Mondays to coincide with a higher call volume day.
- Call Volume Trends:
- Monday: Highest call and removal request volume.
- Tuesday: Lower call volume but higher qualified lead percentage.
- Wednesday–Friday: Increased qualification rate as most removals happen early in the week.
- Weekend: 8–10% of calls occur on Saturday and Sunday.
Mail Piece Formats & Selection
Creative fatigue directly reduces open and response rates. Format rotation is mandatory.
| Format | Best For | Risk / Notes |
|---|---|---|
| Check Mailers | Landlords, Absentee Owners, select markets (e.g., TX, FL) | Overuse leads to saturation and negative sentiment (e.g., Baltimore) |
| Snap Packs | High-motivation segments requiring urgency-driven messaging | Rotate with other formats to prevent fatigue |
Key Considerations & Best Practices
- A/B Testing
- Never rely on a single mail piece indefinitely.
- Test variations: Letter vs. Postcard, Window Envelope vs. Snap Pack.
- Ad Fatigue
- Mailing the same list with the same creative for more than 6 months will cause performance collapse.
- Creative rotation is non-negotiable.
- Brand Consistency
- Strong branding allows format changes without losing recognition.
The Feedback Loop — Your Competitive Edge
The Feedback Loop is what separates 8020REI from static data providers. Others hand you a list. We give you a system that learns from your results.
After each month, report back:
- Deals closed — which properties converted and at what price
- Leads generated — warm contacts worth continued pursuit
- DNC requests — remove these permanently
- Dead leads — flag properties with no viable path forward
- Wrong numbers — flag for data quality improvement
This data refines your algorithm every month. Clients who submit consistent feedback see measurably better list quality within 2–3 cycles.
"They score every single parcel for us and so, there's a lot more transparency and control over our own data and marketing."
Joseph Back — 500+ deals/year
Key Data Fields to Leverage
- BuyBox Score (0–100): The higher the score, the more closely the property matches your acquisition criteria.
- Action Plan (30/60/90): Determines contact frequency. 30-day properties have the highest motivation signals.
- Distress Indicators: The top 3 data points that suggest a seller is more likely to accept a discounted offer.
- Golden Address: The most current address from skip tracing. Mail to this address first for best deliverability.
Common Mistakes to Avoid
- Not submitting the Feedback Loop. Without feedback, the algorithm cannot optimize. This is the single highest-impact action you can take.
- Carrying lists forward. Each month's list is calibrated to current market conditions. Stacking old lists dilutes targeting precision.
- Blasting the entire list equally. Action Plans exist for a reason — 30-day properties need aggressive pursuit, 90-day properties need light touches.
- Marketing only to the top-scoring properties. This severely limits the number of homeowners you come in contact with.
- Ignoring SMS compliance. Always honor opt-outs immediately. Non-compliance risks carrier penalties and account restrictions.
"The real thing that's changed our business is being able to have transparency into all the data."
Ben Wagner — 200+ deals/year
