A $1M wholesale strategy worked to ten attempts
$1M in assignment fees in 2023. 100% from DataSift methodology. 1 in 10 leads = 1 contract.
About
Josh Wagner's real estate journey spans every major metro area in North Carolina, where he has transformed his approach to lead management and marketing with DataSift.
Operating market
His operations cover North Carolina's bustling metro areas, navigating the competitive landscape with innovative strategies.
Favorite features
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The Challenge
Josh has wholesaled for six years, and the first three looked like a lot of operations: leads tracked in Excel sheets, antiquated and scattered. Up until the switch, almost 100 percent of his deal flow came from driving for dollars. He and his wife bounced between tools, pulling the occasional list from providers while trying to find a solution that stuck.
What changed was not a clever new angle. His advice is almost anti-advice: do not get cute, do not venture out and do something unique or special. He took the first to market and Data to Dollars challenge teachings and applied them exactly, every day. The platform became the glue, in his words, bringing clarity, insight, and even education into his own operation.
What They Built
County lists with a deceased flag replaced the car
Josh pulls county level data across North Carolina's major metro areas, then skip traces through providers that flag deceased owners: Skip Matrix, Direct Skip, Skip Genie. The deceased flag, paired with tax delinquency, became the entire targeting model.
Fact checking every record before a rep dials
The team verifies the death, verifies the delinquency, and checks how many years behind the taxes run, because conversion tips at a certain depth. Someone checks Zillow to confirm a house still stands, since counties demolish blighted properties. Heavy lifting up front makes the calls easy on the back end.
I don't really think it's necessarily the data. I think it's the insight behind it.
Family trees and click to call for reaching heirs
Mail to a deceased owner's address reaches nobody, so a VA builds a family tree for every assigned record. Reps work the tree with Kixie, which overlays a click to call icon on every number it reads. It costs more than smrtPhone, and Josh calls the speed completely worth it.
Ten attempts, sequences, and an automated assignment pipeline
Sequences chain the follow-up: completing attempt one queues attempt two, all the way to ten, past the five or six the training teaches. Sellers have answered on touch 20. When a rep uploads a contract, the record kicks automatically into Josh's assignment pipeline for attorney, marketing, and buyer tasks.
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
- 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
What changed
Josh's pivotal insights came from participating in DataSift's legendary challenges. These experiences taught him the value of sticking to the proven strategy, applying the lessons learned to immediately improve his business processes.
Josh Wagner's case underscores the transformative impact of DataSift on real estate professionals seeking to streamline their operations and adopt a more cohesive, effective approach to lead management and marketing.
The Results
Josh posted the headline himself in the community: "In 2023, my company generated just over a million in assignment fees. 100% of our deals came directly from working within REISift and all of Tyler's teachings."
The conversion math underneath: one contract for every 10 leads across the operation, and one in seven to one in eight for his good acquisition reps on qualified leads. The first half of that million dollar year was just Josh and his wife. The roster has since grown to a partner, two acquisition reps, a transaction coordinator, and two VAs covering data and family trees.
The before and after is three years of scattered spreadsheets and windshield time against one focused niche. His team now solves it, in his words, probably better than anyone in their markets.
Pick a set of problems and become the best at solving it. And the confidence that you get behind that and the conversations you have with sellers, that makes all the difference.
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Common questions before you start
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