Two first to market contracts in one week from follow up
Combined radio ads with FTM county data and a 6-person team for a sustainable lifestyle company.
About
Justin Black wholesales Dallas-Fort Worth with business partner Andrew and a seven-person team built around family time. They closed their first deal in March 2020 and have run radio ads as their main lead source since 2021.
Operating market
Justin markets across the Dallas-Fort Worth metro. His first to market campaigns pull eviction records straight from Tarrant County and Dallas County.
Favorite features
The Challenge
Justin Black and his business partner Andrew went all in on wholesaling in May 2020, running their Dallas-Fort Worth operation as a small, family-first company. The data side drained them early. They signed up for subscription after subscription from paid data companies and, in Justin's words, paid an absurd amount of money for lists. Radio brought in seller calls, but the outbound side never held a process for long.
A paid mentorship made it worse. Every few months it pushed a new tactic, the team chased it, crashed, and drifted back to the county-data process they had learned in a 2020 challenge. Justin calls it shiny object syndrome, and it ran back and forth for almost two years. Bad marketing advice also ran up credit card debt the company is still paying down. At one point they had completely phased out their outbound channels. The follow-up leads sitting in their CRM were worth real money, but nobody was working them on a system.
What They Built
Radio holding down inbound
Radio has been the company's main lead source since 2021. Sellers hear the ad and call in live to Bruce, the acquisitions rep, who qualifies them on the spot. The team knows its numbers well enough to spot a stale ad and swap the creative before results dip.
That's been our bread and butter, like that inbound aspect.
First to market eviction data from the county
In June, Justin joined the first to market challenge and hired a cold caller, Angie. Her whole job is the preset flow: pull eviction filings straight from Tarrant County and Dallas County, dial for correct numbers, and tag every response. The channel picked up steam around September, and both January contracts traced back to it.
Follow-up that outlasts the first no
Sophia, the lead manager since 2021, runs long-term follow-up. When a seller says call back in a month, she cuts the interval in half and checks in with notes on where the seller stands. Not interested leads from the prior quarter go into a single-line dialer preset, so no correct number dies in the database.
A six-person team sized for family time
Justin and Andrew never wanted a mega operation. The team stays small and mostly virtual: callers, a lead manager, a data manager, a transaction coordinator, and a local acquisitions rep. The structure lets Justin travel while the transaction coordinator and acquisitions keep deals moving.
We wanna make sure we have time for our families. Like that is number one on the top of our priorities list.
Before and After
Before 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
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
Radio carries the inbound side: sellers hear the ad and call, and acquisitions rep Bruce answers live. In June 2024 Justin added an outbound first to market flow, a cold caller working eviction records pulled straight from the county through presets. Every number gets a status, and prospects marked not interested go back on a single line dialer the next quarter.
By mid January the flow had produced two first to market contracts in one week. A probate and eviction lead qualified in July asked around $290,000; lead manager Sophia's follow up brought her under contract at $250,000, down $40,000. The second seller came off a Q3 not interested list: he first wanted $156,000 and signed at $90,000. The assignment sold at $101,500, roughly $10,000 after fees.
It's just relentless. We know these people have a problem and we knew that she was going to sell because she, I can even look through our notes, like she was tired of dealing with it. She had no plans of trying to put a tenant in there or, you know, fix it up.
The Results
The January week that started this story carried two first to market contracts. The first was a probate and eviction lead qualified in July at a $290,000-$300,000 ask. Months of follow-up brought her to contract at $250,000, a $40,000 drop, and the company assigned it for $270,000, a $20,000 spread. The second came off a not interested list from Q3. The seller first wanted $156,000, called back ready once his brother-in-law moved out, and signed at $90,000. The team found a buyer at $101,500, roughly a $10,000 deal after fees.
Before the reset, paid data subscriptions were draining the business and follow-up depended on memory. Now radio feeds inbound, county eviction data feeds outbound, and a 6-person team runs both while Justin preps for a trip to the Dominican Republic. Next up: cash reserves, clearing the credit card debt, and a first new-build project in 2026.
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