How All Services Real Estate Uses Mailshake to Land $100K+ Deals
Contents
In most B2B niches, cold email response rates hover between 1% and 3%. For a debt broker in commercial real estate, those numbers are entirely normal. But what makes Derek’s business different is that he doesn’t need 30 replies to make a month successful. He just needs one.
Derek is the founder of All Services Real Estate, and he works in high-ticket sales, where a single client can net over $100,000 in profit. The challenge, of course, is finding those needle-moving clients every month.
Before Mailshake, Derek faced the same obstacles that most solo operators know too well. As a one-man operation with a virtual assistant, he needed a way to reach high-net-worth developers and investors at the right time and in the right way, without losing the human touch.
But the manual work was overwhelming. He spent hours on list vetting, weeks on script writing, and had no structured way to scale. Campaigns took forever to build, and tracking what actually worked felt like panning for gold.
That changed with Mailshake.
Derek now runs campaigns with open rates in the high 80s to low 90s. He generates a consistent pipeline of qualified leads. And he’s turned cold email into a system where just one or two clients per campaign can represent life-changing money.
In this case study, you’ll learn:
- Why Derek chose Mailshake over other options
- The specific ways he uses Mailshake for outreach
- The Mailshake features that power his success
- Derek’s six rules for outbound email that actually work
Introducing All Services Real Estate
All Services Real Estate is a commercial real estate debt brokerage. Instead of funding loans himself, Derek acts as the intermediary between commercial property owners and capital sources.
His clients include developers, syndicators, and commercial real estate investors who are purchasing or refinancing assets like apartment complexes, hotels, and industrial properties.
When a client brings him a deal, Derek packages the opportunity and shops it to a wide range of lenders like banks, credit unions, life insurance companies, and pension funds, all competing to offer the best terms.
His job is to negotiate structure, rates, and conditions that meet the investor’s long-term strategy.
Derek doesn’t need to close dozens of transactions a month to build a successful business. One well-structured deal can generate over $100,000 in profit. But that creates its own pressure. When each client represents that level of value, consistency becomes everything.
And that’s exactly where Derek was falling behind.
Why All Services Real Estate Chose Mailshake
Before Mailshake, the work was all front-loaded and manual. Building a campaign meant:
- Hours of list research and vetting. Derek and his VA would pull contacts, then verify LinkedIn profiles, job titles, and email addresses to ensure everything was accurate. If the data wasn’t right, nothing else mattered.
- Weeks of script writing and refining. Getting the tone just right took time, sometimes a month or more, because every word matters in high-ticket B2B cold email.
- No structured way to scale. Without automation, following up manually meant prospects fell through the cracks.
- Difficulty tracking what worked. Derek couldn’t see which parts of his strategy were actually working as intended.
He needed a tool that could handle complexity without adding more work. Something powerful enough for multi-touch, multi-week campaigns, but simple enough for a solo operator with a VA to manage.
Deliverability and tracking were non-negotiable. He had to know his emails were landing in primary inboxes, not spam folders, and he needed clear data on opens, clicks, and replies. That’s what led him to Mailshake.
But there was one more factor that sealed his decision: customer support. “I have a lot of questions,” Derek explains. “If you didn’t have, like, such good customer service, I would probably look somewhere else if my questions couldn’t get answered in the way that they do.”
How Does All Services Real Estate Use Mailshake for Outreach?
Here’s how Derek uses Mailshake across his operations:
1. Multi-Touch Email Sequencing
Most cold email campaigns try to compress as many touches as possible into a short window. Derek goes the other direction.
He sets up sequences of four to five emails that stretch over six to eight weeks. Sometimes he’ll add a 90-day follow-up call for prospects who aren’t ready yet. This pacing is intentional.
When he spreads the touches out, Derek gives prospects time to breathe. They’re not being hammered with daily reminders. Instead, his emails arrive like check-ins, present enough to stay top-of-mind, but never aggressive enough to annoy.
Mailshake handles this timing automatically. Derek front-loads the work, like building the list and writing the script, and the platform takes care of the rest. He doesn’t have to track follow-ups manually or worry about prospects falling through the cracks.
2. Performance Tracking for Market Validation
Once a campaign is running, Derek watches two metrics like a hawk: open rates and reply rates.
When open rates hit 80–90% but replies stay low (2–3%), Derek sees that this audience is reading but not biting. And rather than doubling down on a losing bet, he changes direction. This saves him from wasting time on outreach like LinkedIn messages to the wrong people.
Mailshake gives him that ability to change directions. And in high-ticket sales, where every hour counts, knowing when to pivot is just as valuable as knowing when to push.
3. Link Tracking to Measure Engagement
Derek includes multiple links in his emails and uses Mailshake to track who clicks. It’s a window into his prospects’ minds and actually tells him what they actually care about.
High clicks on a specific link, such as his LinkedIn profile, a case study, or a page explaining his process, tell him the message is landing.
But low engagement tells him something equally important: that the copy needs work. Maybe the call-to-action isn’t strong enough, maybe the link is buried, or maybe the offer itself isn’t clear. Whatever the reason, link data gives Derek a way to improve future campaigns.
4. Campaign Recycling
Most salespeople treat a finished campaign like a closed chapter. Derek treats his like an asset library. Every campaign he runs stays in Mailshake, even the ones that didn’t perform.
Six months later, when the timing might be better or the angle might be fresher, Derek can pull a successful sequence off the shelf, dust it off, and launch it to a new or refreshed list. The hard work is already done. He just needs to update the copy and hit send.
This turns every campaign into compound interest. Because a list of prospects who weren’t ready in Q1 might be perfect in Q3, and a “no” today can become a “yes” down the road with fresh timing and a new approach.
5. Structured Outreach Before Layering Channels
Derek uses multiple channels to reach prospects, like LinkedIn, cold calls, and email. But he’s strategic about when each channel comes into play.
“I won’t interfere with the mail campaign until it’s all over,” he says. “Because I don’t want to have a conversation with someone… and then they’re still in the queue, and they get an email that’s like a solicitation.”
Mailshake’s timeline helps him stick to that discipline. He knows exactly when each sequence ends, so there are no conflicting messages.
Once the campaign ends, Derek pulls the list of non-responders, removes anyone who has already replied, and uses the remaining contacts for follow-up outreach on LinkedIn and phone. This keeps his channels clean.
It also prevents the kind of awkward moments that kill relationships, like a prospect getting a cold call right after receiving a follow-up email, wondering why this person won’t take the hint. This respect for the prospect’s experience pays off in the long run.
What Results Did Derek See After Using Mailshake?
Mailshake pushed Derek’s effort into a system that runs itself. Here’s how the impact shows up in the numbers:
- 80-90% email open rates
- 2-3% positive response rate. From a 200-email campaign, Derek expects 7-8 people to respond positively, such as expressing interest or asking for a follow-up later
- ~1.5% conversion to video call, which comes out to approximately three Zoom calls per 200 emails sent
- One solid client per campaign. Because he’s in high-ticket sales, that one client can represent over $100,000 in pure profit
- Reduced time spent on manual follow-ups
Most valuable of all, Mailshake gives Derek predictability. He knows what results a 200-email campaign will give him. He knows which segments are worth going after and which to walk away from.
Derek can forecast his pipeline with Mailshake, something that’s nearly impossible with manual, unstructured outreach.
4 Mailshake Features That Help with All Services Real Estate’s Outreach
Derek’s success is built on Mailshake features that help him control every step of the outreach process. Here are the four that matter most to his workflow:
1. Advanced Campaign Analytics Dashboard
Before Mailshake, Derek was running campaigns on instinct. Now, every email sequence comes with detailed engagement data in the campaign analytics dashboard that shows him what’s actually working.
He watches open rates to validate his script, tracks link clicks to see what prospects care about, and monitors reply rates to measure overall success. This data tells Derek what’s working, what’s not, and what to do next.
2. Automated Multi-Touch Sequences
The backbone of Derek’s system is Mailshake’s automated multi-touch sequences. He sets up a sequence once, and Mailshake handles the rest.
The platform sends each email on schedule, follows up automatically, and makes sure no prospect falls through the cracks. This frees Derek up completely. “Once it’s done, you know, you can just kind of sit back and watch it,” he says.
That “sit back and watch” time is also when Derek can hop on Zoom calls, negotiate deals, and close clients.
3. List Management and Campaign Duplication
Mailshake’s list management and campaign duplication features help Derek turn every campaign into an asset he can reuse. “You can use those lists to contact them again in six months,” he explains. “Or send out an update.”
When he’s ready to reach back out, the duplication feature clones the entire campaign, including the structure and cadence timing. This gives Derek a second (or third) chance with prospects who weren’t ready the first time.
And because the campaign infrastructure is already built, he’s not starting from scratch every time.
4. Deliverability and Sending Tools
In B2B sales, landing in the primary inbox is half the battle. If your email isn’t seen, it can’t be read. If it isn’t read, it can’t be answered. Mailshake’s deliverability tools make sure Derek’s emails jump that first hurdle every time.
Features like inbox rotation, warm-up, and spam checks work behind the scenes to protect the sender’s reputation. This way, his emails consistently land in the primary inbox, not the promotions tab or spam folder.
The proof is in the numbers. Derek’s open rates regularly hit the high 80s to low 90s. Those numbers don’t happen by accident. They’re the result of reliable deliverability combined with strong subject lines and a clean list.
Derek’s 6 Rules for Outbound Success in High-Ticket B2B
Derek’s outreach success is the result of years of trial and error. Here are the six rules he lives by when building campaigns that actually work:
- Ditch the sales-y tone. Most cold emails scream “I’m selling something” within the first sentence. Instead of pitching, Derek emails open with a simple observation about the prospect’s business, a quick personal note, or a reference to something specific in their market.
- Write like you know them (but not too well). Your emails should feel like they’re coming from someone you know. Derek throws in personal details, like a visit to their state or something specific about the prospect’s business, to show he’s actually interested.
- Expect 10+ drafts before launching. Derek goes through 10 to 15 iterations before he’s happy with a script, sometimes more. He reads each draft over and over until the tone feels exactly right because one wrong phrase can kill trust before it starts.
- Vet your data obsessively. The best email in the world is useless if it’s sent to the wrong address or the wrong person. “So you have to check, like, their LinkedIn profile,” Derek says. “You have to check their job profile, you have to check your emails.”
- Layer outreach strategically. Don’t blast six emails in ten days. Derek goes for four to five touches over six to eight weeks, which shows respect for the prospect’s time and keeps you top of mind.
- Don’t panic at low reply rates. Derek’s rule is essentially to understand unit economics, such as how many deals you need to make or how many replies you need to break even. In his case, low reply rates are fine because the deals he makes are huge.
Final Thoughts
Growth comes from building systems that let you work smarter. Derek’s turning point was moving from manual, scattered outreach to Mailshake.
With Mailshake, his campaigns gained structure, performance became measurable, and every email landed instead of disappearing. And the numbers followed: open rates in the 90s and a predictable pipeline of qualified calls.
But what really makes this system work is that Derek refuses to sound like a system. He spends weeks on copy, writes like a human, and treats prospects as people. Mailshake helps him bring this genuine care into outreach at scale.
If your outreach feels like a grind that resets to zero every month, Derek’s story shows there’s another way. Take a demo of Mailshake and see the difference structure can make.
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