$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
- 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
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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