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
- 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
- Tens of Thousands Spent on Masterminds That Never Fit
- Got Crushed Wholesaling Cleveland Virtually From New York
- Career-biggest payoff under agreement after a year of deep prospecting
- A 1,300-lead vacant property gold mine in two counties
- One shared database with his agent wife for three years
- Guru models demanded VAs and a big company he never wanted
- His investing and her listing business never connected
- Ten years flipping houses with no shared system
- One Call and One Text Found His Last Buyer
- A Deal About Every Three Weeks, Pushing for Two
- Eight Deals Working in the Middle of the Slowdown
- A $7,000 Mail Campaign Went Out at 56 Percent of Value
- Three to Five Active Listings in Every Subdivision He Underwrites
- Colorado Prices Down 9 to 11 Percent by May
- Callers Hunt Correct Numbers, Closers Take Over
- Returned Mail Tagged And Worked As Its Own Bucket
- 6 Deals In One Month From Year-Old Data
- Eight Months In Before Working The Data Right
- Bulk Dials On Call Tools Produced Nothing
- 100K Records Added, Team Spinning Its Wheels
- Mail, three call attempts, then the rehash pool
- 150 records a month, skip traced twice before dialing
- Full authority probates only, five Southern California counties
- 15 to 20 grand across seven months of last year
- Calling agents and MLS, never direct to seller
- No CRM, just a phone, a computer, and email
- $56K Largest Single Assignment
- A VA Pulls County Probate Data Daily
- $5,300 Total Expenses, About $441 A Month
- $210K In Fees From 7 Deals In A Year
- Every Conversation Started Cold
- No Pipeline, No Aged Database, No Team
- Random Calling On Whatever Records He Found
- Started September 2023 With No Probate Experience
- $95K Spread Closed In 21 Days
- All Four Questions Answered On Every Lead
- 120 Qualified Sellers In The Pipeline
- $1M+ Company With SMS As The Core Channel
- Tracking It All In Podio, Then Another CRM
- Doing What Everybody Else Was Doing
- Downloading Every Record Providers Would Give Him
- Churn And Burn Message Blasts
- One Contract For Every 10 Leads
- 100% Of Deals Sourced Inside The System
- $1M+ In Assignment Fees In 2023
- Almost All Deal Flow From Driving For Dollars
- Bouncing Between Tools Looking For One That Stuck
- Leads Tracked In Excel Sheets, Antiquated And Scattered
- First Flip Finished And Live On Market
- Partner Funding Instead Of 18-22% Hard Money
- Probate Cleared In A Week And A Half
- About One Deal Per 15 To 20 Doors
- Door Knocks The Foreclosure List Top To Bottom
- Severely In Debt, Couldn't Keep Up
- A Couple Of Years To Get In Gear
- Worked Hard For Two Weeks, Then Stopped
- 12 Years In Oil And Gas, Then Nothing Left
- $10K Deal From A Q3 Not Interested Lead
- Follow Up Brought The Seller Down $40,000
- Two First To Market Contracts In One Week
- Dedicated Caller Works The First To Market Flow
- Eviction Records Pulled Straight From Two Counties
- Outbound Marketing Completely Phased Out
- Credit Card Debt From Bad Marketing Advice
- Two Years Of Shiny Object Crash And Burn
- Absurd Data Subscription Costs Draining The Business
- $61,644 Net From A Lien List Rehash
- Tracks Wrong Numbers, Cuts Skip Trace Spend
- Emails The Township For Exact Lien Payoffs
- Rehash Filters: Mobile Numbers, No Response, Liens
- Next Day Follow Up Text Gets The Reply
- Lien Lead Silent Since February 2024
- No Follow Up Text After A Silent First Message
- Unknowingly Recycling The Same Data
- Pulling 10,000 Record Lists The Old Way
- 15 Heirs Signed, $37,500 In One Month
- Skip Trace, Upload To Sift, Call Fast
- Small Problem Lists Over Huge Data Sets
- Targets Deeds Of Trust 12 Years Or Older
- Checks County Foreclosure Postings Every Morning
- Bulk Absentee And Owner Marketing Dried Up
- 150 Mile Days Driving Project To Project
- Six Renovations Running At One Time
- Full Time Rehabbing Since 2015
- Sellers Now Calling In From Her Mail
- One Hot Lead Plus Tons Of Correct Numbers
- Mails Only The 54 Absentee Petitioners First
- Google Form Auto Formats Data For Upload
- Pulls Probate Filings Daily Across Three Counties
- Left A Company, Unsure She Could Pull It Off
- Tedious Copy And Paste List Formatting
- Struggled To Pull Data From Her County
- Years In California Trying To Figure It Out
- 135,000 Records Organized Into Buckets
- A Lead Every 10-15 Calls
- Pre-probate Inherited Niche, 60% Sell Within Two Years
- New Process Closed Its First Deal In 30 Days
- Thursday Deep Research, Offer Accepted By Monday
- PropStream Lists And Bought Probate Data
- Return Mail Dead-ended, Records Sat Dormant For Years
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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