North Carolina | First-Year Franchise Owner
We helped a first-year North Carolina franchise owner build a mailing plan one person could work. Starting with an empty pipeline in February 2026, the owner closed 10 deals from direct mail through September 22.
10
Closed Mail Deals
Through September 22, 2026
About $280K
Revenue Generated
2026 through October; client-reported
$132K
Closed From Three Deals
August 16 to September 12, 2026
The Challenge
When this owner bought a franchise in February 2026, he had five years of wholesaling experience but had never run direct mail. He had no team and no deals in the pipeline. We needed to help him establish lead flow at a pace a solo operator could manage.
Where We Focused
Start with a clear buy box, use weekly drops to manage the workload and refine the list around the deals that actually closed.
What We Did
We built the buy box around single-family homes with at least 30% equity and ownership of seven years or more. Mailing was split 55/30/15 across three metro counties.
We ran pressure seal check mailers in weekly drops and tracked campaign phone numbers in the owner's CRM. As the results developed, we leaned into foreclosure lists after they produced half of the year's closed mail deals.
We tightened the list each month. In the weakest county, we added a $100K property-value floor and removed older, low-value homes. The adjustments were based on where the owner was finding workable opportunities.
The Results
| Period | Result | What It Represents |
|---|---|---|
| February 2026 | The owner reported an empty pipeline and no direct mail experience. | Starting position |
| August 16 to September 12, 2026 | 35 leads, 18 opportunities, nine appointments and three closings totaling $132K. | The reported closing amounts were $90K, $27K and $15K |
| Through September 22, 2026 | 10 deals closed from direct mail; half were foreclosures. | Year-to-date through the stated date |
| Through October 2026 | About $280K generated on about $97K spent. | The owner described the result as a little less than 3X; not a profit or guaranteed ROI claim |
| Most Recent Campaign Review | 24 net leads and 10 appointments. | Campaign date not specified |
What We Learned
We started with volume one person could work, then refined the list around the closing results. By September 22, the owner had closed 10 deals from mail. Through October, he described about $280K generated on about $97K spent, a little less than 3X and below his own 4x goal.
Results come from our monthly strategy calls with the client and are client-reported for the periods shown. Projected values are based on signed contracts, not closed deals. Results vary by market, list, offer and follow-up; past results do not guarantee future results.
Let’s Build a Direct Mail Plan for Your Team
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