$15K probate deal in under 2 weeks after coming back
Left DataSift, tried another CRM, came back. The automation and data tools were irreplaceable.
About
Neil Mattei Jr. quit college after one semester in January 2017 and has wholesaled full time ever since, starting as a teenager. He runs a lean two-partner operation with virtual assistants, focused on probate and tax delinquent first to market data. He met his business partner by messaging him after a YouTube video in 2021.
Operating market
Baltimore, MD
Favorite features
The Challenge
Neil Mattei Jr. quit college after one semester in January 2017 and went straight into wholesaling as a teenager. For years the operation ran on a custom Podio build, with cold callers dialing broad absentee and vacant lists. It worked, but only as long as he kept throwing money at it, and marketing costs swung with each month's spend. He had been an early DataSift user too, on again and off again since launch, convinced it was valuable but finding it very technical. He never fully committed, ran his business on another CRM instead, and felt the difference.
The start of this year forced the issue. Two direct mail campaigns came back with response rates he did not like. That sent him back to his first deal, which came from a tired-landlord conversation at the courthouse where he once pulled records himself. Whatever happened to extremely niche data?
What They Built
Pulling probate filings every day, then two years back
In April he and his partner made first to market data the engine: probate filings pulled daily in multiple counties, plus tax delinquent lists. Early contracts landed within the first two to three weeks but sat months from closing, waiting on fresh probates. So they pulled the previous two years in their two major counties, and that back-list produced the first closing.
Committing to the CRM instead of fighting it
The technical fatigue that pushed him off the platform before became a discipline project. Follow-up now runs through DataSift as the main CRM, and his costs sit pretty much fixed instead of fluctuating with last month's list spend.
I kind of just put my big boy pants on, right? I was like, all right, I got to figure this out. The best time is now.
Starting title before the probate paperwork exists
Their acquisitions process locks deals early, even when a seller has just opened probate and holds no letters of testamentary yet. They frame it as taking the work off the seller's plate, coaching each seller through the process.
If we can agree on a price that makes sense for both of us, our whole process is why not just go ahead and get the ball rolling?
Training a lean team like a gym routine
The team meets three times a week. Early in the week is theory on one core fundamental, empathy for example. Later in the week is role play, with each other and against a ChatGPT bot, aiming to make the hardest call of the day the first one.
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
The moment came early this year, before any of the new deals. Two mail campaigns had flopped, and Neil traced the problem to targeting, not effort. His mind went back to the beginning of his journey: holding the courthouse door for two ladies who wanted to sell, his first deal, found in person at the records office.
I had that full circle moment earlier this year where it was like, okay, I need to get back to the roots.
He started pulling probate records again, this time daily and systematized, and locked up deals in the first month.
The Results
The first first to market closing was a Houston condo from the two-year back-pull. The seller had opened probate years earlier and was finally ready. Asking around $40,000 to $45,000, they contracted at $32,000, negotiated another $2,000 off, and sold at $45,000. That ended up a $15,000 wholesale deal, closed in roughly ten days to two weeks because the probate work was already done.
The mastermind post that started this interview tells the pace: first deal closing, four more first to market deals under contract, all since April. The interview month was tracking to around $40,000 in closed assignments. Before, broad lists meant spend that fluctuated month to month. Now overhead holds at $1,500 to $2,500 a month, and the goal is to push past $500K for the year.
Grateful for the community and the brilliant minds at REISift that have truly simplified our approach to this business.
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