Multiple six figures on 50,000 free county records
Consistency comes from organized data. Fifty thousand well-cut free county records on a four-month calling cycle beat any new blanket list.
About
Joaquin Rosario started wholesaling in 2017 with his business partner. He was working at AT&T in New York; his partner was boots on the ground in Tampa. He moved his family down in 2019, and growth took off once the two split duties. Today he runs acquisitions and marketing in Pasco County, his partner runs dispositions, with a lean 4-5 person team behind them.
Operating market
Pasco County, FL
Favorite features
The Challenge
Joaquin and his business partner started in 2017 with one flip and made all the mistakes they could possibly make, his words. He was still working at AT&T in New York. His partner was the boots on the ground in Tampa. So they went direct to seller, just the two of them on the phones, from 2017 until he relocated in 2019.
The data side dragged. Whenever the pipeline ran dry, the answer was another blanket ListSource pull, and the results were not there. Joaquin had also caught what the ListSource filters hide. A property bought in 2010 and quitclaimed into an LLC later reads as a recent sale, so owners with real equity drop out of the pull. And every county download meant his VA rebuilding the data by hand in Excel. They believed in county records. They had no system that made the data clean, trackable, and callable on a schedule.
What They Built
Pulling the county direct instead of buying records
The county hands over owner, mailing address, and assessed value files free. Joaquin aggregates the five spreadsheets by parcel ID, then filters out commercial, agriculture, and land.
In Pasco County you have about one hundred and sixty-eight thousand potential leads.
After the filters he keeps about 50,000 records and pays nothing per record for any of them.
Four core lists cut by years owned and equity
The base splits into 15-year-plus owners, 2006 to 2016 purchases, and the 2009 to 2013 buyers broken out on their own. Anyone who bought in that window bought near the bottom, so the equity is assumable. Multi-family is the fourth list. Newer builds after 2010 and the higher-end assessed values stay out, because that is not where his buyers are.
A calling cycle sized to the data
Every record gets called every four months, and the math stays honest about headcount.
If you divide those records by four you'll have 12,500 records that you're gonna be calling in those four months. What I then do is divide it by two callers and then divided by four weeks, so approximately 1,500 records of my broad data is gonna be uploaded per week to each caller.
Those weekly batches load into Mojo Dialer. Adding a third caller without adding data would only thin out the two he has, so data comes first, then hires.
Niche lists on a quarterly recall rhythm
Code violation arrives monthly, driving for dollars weekly, plus tax delinquent and vacancy. His VA loads each batch into DataSift, where the scrubbed base data does most of the cleanup.
The beauty of the software is that a lot of the data cleans on itself.
Each batch gets called the quarter it lands, then again two quarters later, until he verifies the owner sold. Before export every list splits four ways: absentee, owner occupied, and vacant versions of both. Absentee vacant gets the first call. Cold calling and texting are the only two channels running against it.
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
- A VA Works Every No-Contact Lead in DataSift
- Daily Follow-Ups Run From the Sift Line Tasks
- Nine Deals Under Contract After the Stacked Niche Switch
- Cold Callers Sent KPIs by Hand Outside the System
- Expensive PPC Spend With No Return
- Follow-Up Leads Vanished Into an Abyss in the Old CRM
- 60,000 Records a Quarter Feeding His Bulk Callers
- Four Contracts Signed in 10 Days
- Three Deals a Week, Two Weeks Running
- First Direct to Seller Push in 30 Years of Business
- A $10,000 Mail Campaign That Produced Nothing
- 15 Years Buying Only From the MLS and Wholesalers
- New lender agreed 12 days after the first collapsed
- $105,696 net profit after closing costs
- Nine properties contracted at $360K, sold at $450K
- Hard money lenders would not lend on rural portfolios
- Local title companies refused assignments and passthroughs
- Seller would only sell one house, priced far over appraisal
- Still Runs on a $500 Monthly Budget
- An $85K Deal Off a 50-Name Stacked List
- 13 Contracts in Six Weeks From 250 Prospects
- About $40K Spread Across Six Months, Still Behind
- Five Contracts in a Row Fell Through
- Shotgun Lists Across Too Many Zip Codes
- One Contract Per 25-35 Leads, Half the Typical Ratio
- Each Caller Brings 16-18 Leads a Week
- 50,000 Free County Records Called on a Four-Month Cycle
- Two Partners Dialing Everything Themselves From 2017 to 2019
- VA Cleaned Every County Download by Hand in Excel
- Another Blanket ListSource Pull Whenever the Pipeline Ran Dry
- Same county-data system expanding into Texas and Miami
- $800K in revenue from six or seven deep-research deals
- About 20 people across data, calling, research, and sales
- PropStream tax delinquent lists arrived after owners had already paid
- Two years hunting a golden list that did not exist
- Bandit signs at intersections, cold calling all day from a coffee shop
- Four deals closed faster than his first three
- 8,200 dials and 25 leads in one November
- Four VAs running one calling and texting protocol
- Generic YouTube advice with no sequence to follow
- Back at a sales job four months after going full time
- Spent $35,000 on marketing with zero return
- About 35 Leads Per Deal Across 347 Total Leads
- $253K In Cash And Equity From One Package Deal
- 40 Properties Wholesaled In Under Four Months
- 12-Hour Days And A 45-Minute Commute
- No Deals Found Through Realtors, MLS, Or Craigslist
- Cold Calling From A Printed Spreadsheet In The Parking Lot
- Pulls Nearly All His Data Straight From the County
- Runs Jacksonville Virtually on $1,000 a Month
- Locked a Contract Four Days After His January Restart
- Scattered Across SMS, Facebook Ads, and a Website
- Partner's $2 an Hour Caller Hit a 1% Contact Rate
- Called Lists Three Times Then Trashed Them
- 50,000 sqft warehouses in negotiation, one to two leads daily
- $59,000 spread on his first big wholesale deal
- Every eviction filed in New Jersey, worked daily
- Old CRM buried callers in highlight and right-click drama
- Phenomenal months, then crickets for months
- Overnight pharmacy shifts, 84 hours in a single week
- Knows the playbook works and is replicating it
- First off-market contract four months after starting
- $250,000 assignment fee on deal one
- Weak cash position after funding ground-up projects
- Questioned whether real estate money was even real
- Two years spending on development deals, not making much back
- $40,000 month tracking with fixed costs
- Five first to market deals since April
- Probate filings pulled daily in multiple counties
- Two mail campaigns, response rates he did not like
- Costs fluctuated month to month with list spend
- Custom Podio build, broad absentee and vacant lists
- Owner buried beside her son after two years unclaimed
- Runs every heir search solo now
- Five heirs found, contacted, and signed across Texas
- Needed a specialist for her first deep heir search
- Paper records only, fathers listed by initials
- Probate leads dead-ended with no findable heirs
- Every No Recycled On A Two-Year Rehash Cycle
- Three VAs Clean Data Before A Single Dial
- Three First To Market Niche Filters Worked Daily
- Loose Onboarding And Under-Corrected Bad Hires
- Team Swung From Large To Small To Solo
- Broad Marketing Across Every Niche At Once
- Mornings and evenings back with his family
- 8 person crew handles whole projects in sets of two
- 40+ properties across three portfolios in about six months
- Afraid to take on payroll and a crew
- The bottleneck on his own projects
- Software job eight to five, real estate five to midnight
- 55% Answer Rate On One-By-One Click To Call
- Free County Data Replaced Every Paid List
- $45K Fee Closed One Week After The Callback
- Podio, Slack, And Multiple VAs, No Traction
- 30,000-Record Lists Dialed Two Or Three Times Through
- At Least $40K Wasted On Lists And VAs
- Four Marketing Attempts on a Couple of Lists
- A Three-Person Team at About $1,800 Cost Per Contract
- Almost Two Years Nomadic Across Asia, Europe, and the Middle East
- Behind a Jacksonville Desk 95 Percent of the Time
What changed
The click has a place: Gonzalo and Dom's event, around August 2019, a few months after Joaquin moved his family down from New York. Tyler presented DataSift, and the two kept talking in the hallway afterward about pulling data straight from county records. "I was like, wow, this is exactly what I'm looking for." Back at the office he put a question to the VA rebuilding every county file by hand: want to go back to Excel? The answer was no way. The county data stayed, the spreadsheet grind ended, and the four-month cycle took its place.
The Results
The callers work 35 to 40 hours a week against a floor of 10 leads each at a 3% contact rate. They beat it: 16 to 18 leads per caller per week, roughly 32 to 36 into the pipeline across the pair. Contracts come at 25 to 35 leads apiece. Tyler Austin puts the typical average at 50 to 60, so the niched data converts at about twice the usual rate.
Follow-up compounds it. A seller Joaquin first cold called in 2018 finally closed two years later. Her house had burnt down and been condemned, and she was facing $35,000 to knock it down. He bought it for about $5,000 and assigned it for $15,000. That is a $10,000 spread on zero new marketing dollars, funded the day before this video was recorded. Multiply that discipline across 50,000 free records and you get the operation Tyler says is close to crossing the seven-figure mark.
There was no competition on it because I was the only one following up and I knew the situation.
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