$330K in equity in 30 days from nightly county data
$1M in 90 days. A 4 step data pipeline, a quarterly not-interested campaign, and WTF property selection.
About
Casey Huff has run a wholesaling operation on the Fort Worth side of the DFW Metroplex since 2019 on Sift. He started 2023 as a two man team, hired a sales leader that August, and now works on the business instead of inside it.
Operating market
Casey works the Fort Worth side of the Dallas-Fort Worth Metroplex and builds his list from county records, not list vendors.
Favorite features
The Challenge
Casey started 2023 as a two man team: himself and one acquisitions guy, with callers grinding through manual data. He watched every lead himself, day to day, and the business ran through him.
They were doing well. That was the problem: doing well with no leverage, no system underneath it, and a founder stuck inside the daily lead flow. He knew the operation could do a lot more and a lot better, and buying vendor lists like everyone else was not going to get it there.
What They Built
Hiring a sales leader to get out of the lead flow
In August 2023 one hire changed the shape of the company. The sales leader took over daily lead management, and Casey moved one ring up the ladder to work on the business.
One of the key hires that I made in 2023 was I brought in a sales leader.
A four step data pipeline on raw county records
His VAs scrub county records every night: foreclosure, pre-foreclosure, probate, tax delinquent, liens, code violations, evictions, and land. The pipeline runs purge, skip trace, first call through smrtPhone, then a double tap SMS. No PropStream, no vendor lists, just county data filtered to his exact buyer avatar, a base of roughly 325,000 records.
The quarterly not-interested campaign
Every prospect marked not interested goes back into a quarterly campaign, a play he found in Q4 2023. Court filing documents attached to SMS messages give every touch authority.
Before and After
Before DataSift
- No Deep Understanding Of His Own Data
- Gave Up Bulk Dialing And Texting Years Ago
- Relying On Inbound Leads And Bought Deals
- A Contract Per 12-13 Qualified Leads
- 10,000-record Niche Lists, Filtered Monthly In Sift
- Focused Down To Indiana And Ohio
- Owns The Operation Now, 50-50 Split
- $300K In Spreads In His First 90 Days
- Almost $600K In Contracts Ghosted Or Backed Out
- Five States At Once, Spread Too Thin
- All The Profit Going To Someone Else
- Running An Agency For 14-16 US Investors
- Homegrown Closer Converts Over 20% Of Offers
- Text Blasts First, Smaller Call Lists After
- Whole Philadelphia Metro Recycled Through Rehash Campaigns
- Sequences And Lists Fully Dialed In
- Over 50 Deals A Year Across Two Companies
- New Construction Plans Stalled By Rates And Costs
- Deep Prospecting Alone, Before Any System
- Two Cheap College Duplexes, Bought With A Partner
- Everything Done By 6pm
- $1,500-1,800 A Month Total Marketing Spend
- 150 Dials A Day, First To Market
- 200 Probates A Month From Weekly Courthouse Runs
- $800K A Year Running Solo
- No Online County Data In His Market
- Long Hours Getting The Business Started
- Years Of Flips And Contractor Headaches
- Tuesday At 2 Hunts Generate His Own Deals
- 4 Deals And $330K Equity In 30 Days
- Sales Leader Owns Leads, Casey Tunes Systems
- 325,000 County Records, Scrubbed Nightly By VAs
- Full Operation: Acquisitions Agents, Sales Leader, VA Data Team
- Team Waiting On Leads To Come In
- Doing Well, But Knew He Could Do More
- Watching Every Lead Himself, Day To Day
- Callers Grinding Through Manual Data
- Two-man Team: Casey Plus One Acquisitions Guy
- Cutting edge 1-1 sales and marketing integration
- Improved accuracy when making offers and estimating rehab costs
- Leak proof communication between clients, buyers and contractors
- Thorough marketing and acquisitions from anywhere in the world
- Real estate companies that want documented communications with contractors, clients and buyers
- Wholesalers who want to enter into new markets
- Investors looking to have leak proof marketing and acquisitions
- Anyone looking to wholesale virtually
- A significant boost in confidence to create a great life for you and your family.
- Tips and tools to maintain a steady flow of income, regardless of external circumstances.
- Knowledge of how to succeed in any market condition.
- An understanding of how to achieve long-term success with solid marketing processes.
- A big boost in confidence to make a great life for you and your family.
- Tips and tools you can use to get a steady flow of money coming in, no matter what's happening out there.
- Learned how to succeed in any market condition.
- Understanding of how to achieve long-term success with solid marketing processes.
- Anyone, regardless of budget, looking for a strong start to avoid common mistakes.
- Business owners who want to have simple processes for their VA's to follow.
- Investors willing to create a steady monthly income to secure the future of their family.
- Those who tried many ways to succeed but still aren't seeing good results.
- Efficient KPI Tracking
- Enhanced Follow Up Process
- Data Driven Decisions
- Fully Integrated With REISift
- Streamlined Sales & Marketing Flow
- Enhanced lead management
- Unorganized Data
- Expensive/Ineffective Tech Stack
- Basic Marketing Approach
- Poor Data Management
- Unorganized Processes
- Refined Direct Mail Strategy
- Clarity In All Business Operations
- Enhanced Team Management
- Strong Lead Management Flow
- Advanced Data Tracking
- Effective Marketing Flow
- Limited Marketing
- Targeting Constraints
- Poor Lead Management
- Difficult Team Management
- Reactive Marketing
- Ineffective Marketing Flow
- Empowered Data Management
- First to Market Strategy
- Automated Processes
- Strategic Focus
- Improved Lead Prioritization
- Enhanced Data Tracking
- Low Level CRM
- Successful But Hitting a Wall
- Missed Opportunities
- Poor Data Management
- Data Driven Decisions
- Full Data Clarity
- Consistent Deal Flow
- Strong Marketing Flow
- Lacked Marketing Clarity
- Difficult Marketing Flow
- Inconsistent Deal Flow
- Strong Lead Management Flow
- Strong Marketing Flow
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
Casey treats data as the fuel for the engine: bad fuel and you go nowhere. His VAs scrub county records every night: foreclosure, pre-foreclosure, probate, tax delinquent, liens, code violations, evictions, and land. Only records matching his exact buyer avatar go into Sift, a base of roughly 325,000 county-sourced records.
On March 27 he set a 90 day goal: $1M in equity and profit from deep prospecting and his own driving for dollars method. Thirty days in, he had wrapped four deals and put a little under $330K in equity on the board.
"We constantly just get better every single month because I'm able to constantly tune our systems."
The Results
Four deals in the first 30 days put a little under $330K in equity on the board. The 90 day target was $1M in equity and profit, and the pace held: roughly $11K in equity added per day across the first month.
Before: a two man team watching every lead by hand. After: an agent team with a sales leader running the day to day, VAs feeding 325,000 county records through the pipeline, and the founder tuning systems instead of chasing leads.
It took me out of the day to day flow of having to watch all the leads, so I could go one ring higher on the ladder and work more on the business.
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