Probate wholesaling beside an eight agent retail team
Runs both a real estate agency and wholesale operation with a dedicated full-time cold caller.
About
Joe Rodriguez, once exclusively a real estate agent in Houston, revolutionized his career with DataSift, expanding into wholesaling and flipping while maintaining his retail success.
Operating market
Houston
Favorite features
The Challenge
Joe found Tyler around 2019 while looking into wholesaling as a solo Houston agent. Back then the playbook was Excel spreadsheets: organize the sheets, pull them somewhere else, repeat. He calls that confusing and not his wheelhouse. So the account sat dormant for years while COVID sent retail into overdrive and his team worked around the clock.
By the time he came back, he had eight agents and counting, a growth target of double that, and a real hesitation. He did not want to be a jack of all trades. The investing side had to run without stealing hours from team meetings, coaching, and recruiting. That meant one niche, one caller, and processes he could hand off, not another job.
What They Built
One caller, one niche, every morning
A daily probate list drops 35 to 50 fresh records into DataSift. His cold caller opens the ready to call preset and works it on a single line dialer, clearing about 40 contacts a day.
I've hired the full-time cold caller. She's working 40 hours a week.
A monthly rehash on the first of the month
Follow up records with more than three call attempts roll into a rehash preset, 143 of them at last count. Those get cleared on a double line dialer every first of the month. Records that die there drop into deep prospecting: obituaries, family trees, and people search tools until a human turns up.
Mail out Tuesday in a couple of minutes
Every Tuesday he opens the needs mail preset: first to market records with zero mail attempts and vacant set to no. On camera that was 94 postcards. He copies last week's campaign, dates it, and sends.
I don't even want to go to another system because it just works.
Boards that keep two businesses separate
A conversation on the wholesale side lands on the FTM new lead board, not in his retail pipeline. The retail team runs itself with two admins, a full time transaction coordinator, and weekly coaching outside of him. Time blocking covers lead follow up and postcard inbounds. Two businesses, one calendar.
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
Joe's breakthrough came from Tyler's analytical guidance in data organization with DataSift, coupled with the insights gained from the First To Market Challenge, affirming his decision to join during DataSift's developmental phase.
The Results
The honest number first: 1,192 records sit in ready to call, more than one single line caller can clear. That bottleneck is the argument for the niche. At 40 contacts a day she works about 200 a week, which is why he cut back to probate only.
The wholesale pipeline now runs alongside the retail business instead of replacing it. Probate mail goes out every Tuesday, the rehash clears monthly, and deep prospecting catches what the dials miss. Before: a dormant account and confusing spreadsheets. After: a daily system his caller runs while eight agents keep closing listings, on $4,000 to $5,000 a month in overhead.
When you first look at it as a newbie, it's complex, but it becomes very simple once you see like what I just did. I'm not a whiz at this or anything. I just followed the process that Tyler put in place.
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