6 deals in one month from returned mail and deep dives
6 deals from returned mail and deep dives. 12-person team targeting 20 contracts/month.
About
Alejandro runs a San Antonio wholesale operation with his business partner, both former agents from a large local brokerage. The team started in flipping, kept a few projects, and is now going all in on wholesale assignments. Twelve people, eight in-house and four virtual, work returned mail and deep dive prospects across the counties around San Antonio.
Operating market
San Antonio, TX
Favorite features
The Challenge
Alejandro came to wholesaling from the agent world. He and his business partner worked at a big brokerage, and the back end of their operation still ran on the Salesforce habits they brought with them. When he subscribed to DataSift in May, he did not even log in for the first couple of weeks of the trial.
Then he did what most new operators do: he added data. Tax delinquent records from every county surrounding San Antonio, close to 100,000 of them. It was overload. The team kept adding more data and skip tracing more data while working none of it well. Two cold callers ran bulk dials on Call Tools against exhausted vacant records and got nothing out of it. At one point he wondered whether he should just start hitting the MLS instead. His partner stayed busy on agent referrals, so Alejandro sat alone with the data problem for the better part of eight months.
What They Built
Working the 100,000 records he already owned
The fix was not more data. Alejandro stopped adding records almost entirely. Monthly additions narrowed to probates and pre-foreclosures, while the tax delinquent base became the standing inventory to mine. The six-deal month came entirely from records added about a year earlier.
So I haven't really added much data in a while, just been milking what we already have in there.
Splitting the team so callers only hunt correct numbers
Twelve people run the machine. In-house in San Antonio: Alejandro and his partner on acquisitions and dispositions, an acquisition manager, a transaction coordinator, and a marketer who is also an agent. Virtually: two VAs process data and two dial through the SiftLine board on smrtPhone.
All I have them do is get the correct numbers. That's all I'm trying to do. I'm not trying to get them to close the deal. That's when we come in.
Tagging returned mail into its own bucket
Mail goes out to probates from day one. Anything that comes back gets tagged as returned mail and pushed into a process lead flow. A VA hunts new addresses, relatives, and phone numbers, and checks that back taxes have not eaten the equity. Tax delinquent records carrying a vacant flag get the same treatment, since that discrepancy often means the owner is deceased.
Ten touches before anything gets called dead
Fresh records get dialed until ten attempts are exhausted. Cold sellers get a 45 day follow-up, warm ones 15 days, and not interested goes on a quarterly cycle. Exhausted records get quarterly mail on top. Every once in a while, the team door knocks the best ones.
Before and After
Before DataSift
- Achieved Data Clarity
- Consistent Deal Flow
- Inconsistent Deal Flow
- Poor Marketing Flow
- Little Data Clarity
- Relied On Google Sheets
- Consistent Deal Flow
- Data Clarity / Organization
- Wholesales, Flips And Does Retail
- Strong Marketing Flow
- Didn't Understand Data Management
- Strong Real Estate Agent
- Wanted To Break Into Wholesaling But Didn't Know How
- Healthy Scale
- Data Driven Decisions
- Consistent Deals
- Strong Marketing Flow
- Inconsistent
- Little Data Insight
- Unorganized Bulk Marketing
- Strategic Focus on Niches
- Enhanced Lead Flow and Certainty
- Streamlined Marketing Process
- Efficient Use of Data
- Direct Mail & Deep Prospecting
- Broad, Unfocused Strategy
- Inconsistency in Results
- Dependency on Luck
- Marketing Clarity
- 6 Figure Months
- High Deal Volume
- Strong Marketing Flow
- Proper Data Management
- Weak Marketing Flow
- Poor Data Management
- Lack of Focus
- Manual Efforts
- Successful Scale
- Total Data Clarity
- Clear Marketing Approach
- Large Deal Spreads
- Improper Data Management
- Poor Marketing Method
- Inconsistent Deal Flow
- Strong Marketing Flow
- Clear Data Management
- Clear Data Management
- Successful Scale
- Many ways to close deals
- Large deal spreads
- Poor data management
- Unable to scale properly
- Poor marketing flow
- Smaller Deal Spreads
- Increased Deal Volume
- Platform Utilization
- Realtor Collaboration
- Funding Efforts
- Lots Of Deals
- Data Driven Decisions
- Strong Marketing Flow
- Sales And Marketing Clarity
- Poor Data Management
- Poor Marketing Flow
- Relied On Bulk Marketing
- Lack of Clarity
- Automated Acquisition
- Strong Marketing Flow
- Data Driven Decisions
- Structured Follow-ups
- Increased Lead Generation
- Achieved Sales And Marketing Clarity
- Manual Acquisition Processes
- Ineffective Marketing Flow
- Minimal Lead Insights
- Poor Follow Up Flow
- Inconsistent Lead Generation
- Lacked Sales And Marketing Clarity
After DataSift
- Achieved Data Clarity
- Consistent Deal Flow
- Inconsistent Deal Flow
- Poor Marketing Flow
- Little Data Clarity
- Relied On Google Sheets
- Consistent Deal Flow
- Data Clarity / Organization
- Wholesales, Flips And Does Retail
- Strong Marketing Flow
- Didn't Understand Data Management
- Strong Real Estate Agent
- Wanted To Break Into Wholesaling But Didn't Know How
- Healthy Scale
- Data Driven Decisions
- Consistent Deals
- Strong Marketing Flow
- Inconsistent
- Little Data Insight
- Unorganized Bulk Marketing
- Strategic Focus on Niches
- Enhanced Lead Flow and Certainty
- Streamlined Marketing Process
- Efficient Use of Data
- Direct Mail & Deep Prospecting
- Broad, Unfocused Strategy
- Inconsistency in Results
- Dependency on Luck
- Marketing Clarity
- 6 Figure Months
- High Deal Volume
- Strong Marketing Flow
- Proper Data Management
- Weak Marketing Flow
- Poor Data Management
- Lack of Focus
- Manual Efforts
- Successful Scale
- Total Data Clarity
- Clear Marketing Approach
- Large Deal Spreads
- Improper Data Management
- Poor Marketing Method
- Inconsistent Deal Flow
- Strong Marketing Flow
- Clear Data Management
- Clear Data Management
- Successful Scale
- Many ways to close deals
- Large deal spreads
- Poor data management
- Unable to scale properly
- Poor marketing flow
- Smaller Deal Spreads
- Increased Deal Volume
- Platform Utilization
- Realtor Collaboration
- Funding Efforts
- Lots Of Deals
- Data Driven Decisions
- Strong Marketing Flow
- Sales And Marketing Clarity
- Poor Data Management
- Poor Marketing Flow
- Relied On Bulk Marketing
- Lack of Clarity
- Automated Acquisition
- Strong Marketing Flow
- Data Driven Decisions
- Structured Follow-ups
- Increased Lead Generation
- Achieved Sales And Marketing Clarity
- Manual Acquisition Processes
- Ineffective Marketing Flow
- Minimal Lead Insights
- Poor Follow Up Flow
- Inconsistent Lead Generation
- Lacked Sales And Marketing Clarity
What changed
The first deep dive deal started as a proof of concept Alejandro ran himself. A vacant, tax delinquent house with an estate of owner on title. He looked up the obituary, found a son and a daughter, and called every number he could find. Nothing worked. So his acquisition manager hand wrote a colored index card, drove to the son's house, and caught him outside cutting the grass. The man thought the house had been foreclosed on years ago. He did not know he owned it.
We made almost 40 on it.
The reaction in the office was immediate: run it again. That one deal became the template his VAs now execute at scale.
The Results
Six deals in a single month, all from data added about a year earlier. The team spent nothing on new lists to get them; the records were already sitting in the account. The first deep dive deal alone brought in almost $40,000. One honest gap: the probate board has not closed a deal yet, though contracts are being picked up this month.
The before picture was 100,000 records and a team spinning its wheels on bulk dials. The after picture is a 12-person operation chasing 20 contracts a month, a goal Alejandro says they are on pace for. Last month was strong enough that the whole office is riding the momentum into more acquisition hires.
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