Company Overview
Holly Nance Group is a real estate investment firm operating in Mercer, NJ, Burlington, NJ and Bucks Counties, PA. In March 2023, they partnered with 8020REI to refine their marketing strategies, expand into profitable markets, and improve ROI by focusing on high-quality data and efficient outreach methods.
Main Challenges
- Poor ROI from cold calling: 80% of calls were going to voicemail, lowering lead conversion rates.
- Broad targeting: They needed to refine their buy box to focus on the highest-value properties.
- Scaling direct mail: They wanted to increase reach and performance without overspending.
Implementing the System
8020REI provided precise targeting and strategic support to optimize outreach and improve ROI.
- Buy Box Refinement: 8020REI continues to refine buy boxes for each county, prioritizing single-family homes, value ranges of $250K–$600K, and properties with subdivision potential.
- Direct Mail Optimization: Supplied 20,000–42,000 highly targeted records per campaign and guided new mail template testing to increase response rates.
- Operational Strategy & Support: Provided access to robust ROI tracking and planning sheets to guide data-driven decision-making. 8020REI also meets with Holly Nance Group biweekly to review strategies, refine targeting, and plan campaigns for maximum impact.
Results
In the first quarter after partnering with 8020REI, Holly Nance Group was “rocking and rolling,” consistently generating the leads they wanted, even though conversion rates weren’t yet where they aimed to be.
- Expanded Market Reach: Successfully targeted 4,100+ high-value properties in Bucks County with the ability to scale to 43,000 records across markets.
- Improved Lead Quality: By refining buy boxes and creative approaches, Holly Nance Group is consistently attracting higher-quality leads and minimizing wasted spend.
- Channel Efficiency: Eliminating underperforming channels boosted overall ROI and freed resources for scalable campaigns.
Final Takeaway
With 8020REI’s data and strategic guidance, Holly Nance Group streamlined its marketing efforts, improved ROI, and positioned itself for growth with targeted, scalable direct mail campaigns.
