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
- 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
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
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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