$105K net on a nine-property Texas portfolio deal
A warm seller who goes quiet gets a call every single day until he answers. That rule turned a 2022 record into a $105K portfolio deal.
About
Percy is a Dallas, Texas investor who wholesales across the state, flips in the Metroplex, and holds rentals in secondary and tertiary markets. He got his start around 2016 with bandit signs and Craigslist ads, clearing $2,000 on a Maryland deal where everything went wrong. He now runs a small team on DataSift and is moving into new construction and land entitlement in 2026.
Operating market
Dallas, TX
Favorite features
The Challenge
The seller first answered in February 2025 and would only discuss one property, asking $70,000, far above its appraised value. The team tagged him a cold lead and kept calling monthly. When he finally offered the whole portfolio in August, the real problems started.
Paris, Texas is a small rural town, a tertiary market well outside Percy's Dallas base. Every title company in town refused assignments and passthroughs. Hard money lenders mostly stay inside metroplexes and would not touch a rural nine-property package. The buyer had rentals free and clear but not $450,000 in cash, spoke no English, and had never worked with a hard money lender. Percy ran the entire financing process for him, part of it from overseas, while the seller waited and the tenants stayed in place.
What They Built
Letting one record ripen for three years
The first record for the portfolio went into DataSift on September 2, 2022. Percy has invested in Paris on and off since 2018, so his team kept pulling records for the town across multiple channels and lists. In early 2025 he ran a campaign on a five-stack absentee out of state list. A correct number pinpointed the right owner, and first contact came on February 19, 2025.
A follow-up rule that never lets a warm seller go
Percy's lead manager pre-qualifies every interested seller. Numbers outside the threshold go to a cold follow-up bucket. Numbers inside it with a silent seller trigger the hot bucket.
If the numbers make sense into the threshold that we're looking for, but this person is not responding, their job is to put it on a hot followup, and that means following up every single day until you get a response.
Monthly calls ran February through August. Daily calls ran August 11 to September 4, when the seller finally texted over every address.
Underwriting nine doors with one number
Percy skipped NOI and capex models. He asked what the portfolio grossed in rent, about $6,000 to $7,000 a month, and applied a 2 percent rule instead of 1 percent. That put the properties at roughly 40 to 50 percent of ARV. He offered $340,000, settled at $360,000, about $40,000 per door, knowing an investor would buy at 1.5 percent.
Closing mechanics most wholesalers avoid
Local title companies would not work, so Percy closed through an out-of-county title company that allows assignments and passthroughs.
The title company is basically able to use the funds from the buyer to fund the A and B and the B and C side, but they both have to close literally within 24 hours.
When the first lender collapsed the closing, he pitched a private lender with the finished appraisals. One report came back at $230,000 on a property selling for about $50,000. The buyer pledged a free and clear rental as collateral to cover closing costs.
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
On August 11, 2025 the seller texted that he wanted to sell his whole portfolio, not one house. The record had been sitting in DataSift since September 2, 2022, and Percy's lead manager had been calling every month since February. When the seller went quiet again, she called every single day until he texted over every address on September 4.
The money's in the follow-up. That's where you make all your money.
Percy had held the lead for three years. The deal was never a lucky break. It was the follow-up system doing its job.
The Results
The contract was signed September 26 at $360,000 for nine properties, about $40,000 per door. Percy sold the package the same day for $450,000 to a buyer he already knew invested in that market. That spread was a $90,000 assignment fee.
Then the ninth property came back with a quit claim deed, no title insurance, and an unresolved probate. Instead of dropping it and shrinking the fee, Percy swapped in a ready property from a different owner in the same neighborhood. He asked the seller for a $50,000 reduction, passed $40,000 of it to the buyer, and kept the difference. The fee went from $90,000 to $100,000, plus roughly $7,000 to $8,000 for assigning the swapped ninth property. Net profit after closing costs came to $105,696.
The first lender collapsed the deal on November 5, the scheduled closing day, when its inspector tripled the rehab budget. Percy reached a private lender on November 6, structured the collateral pledge, got agreement November 17, and funded November 20. First contact to closing: 274 days.
It's sink or swim. It's either get zero dollars or it's make six figures. You got to choose your hard.
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The Lead Manager qualifies the lead, gathers motivation, and moves the card to "Send to Acquisitions" in the SiftLine board. The moment that card moves, a sequence fires: the Make Offer task is created, assigned to the AQS, and the card appears on the Acquisitions Board. The AQS doesn't set anything up. They open their Make Offer filter in the morning and it's already there.
For teams with multiple AQS people, tasks can be round-robin assigned so work distributes automatically across the team.
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Fewer than you think. One dialed-in AQS inside DataSift can handle five or more offers a day. Before you hire a second AQS, hire a Lead Manager first — and make sure your first AQS is hitting their daily offer quota. The default build handles the prioritization, the follow-ups, and the handoffs. The person handles the conversation.
What if my AQS doesn't follow the system?
The Activity Log keeps everyone honest. Every offer, every follow-up, every call is stamped to the record. The Offer Follow-Up Overdue filter and No Tasks filter catch anything that fell through. The Lead Manager owns every lead — even while it's in AQS hands — and has every right to hold the AQS accountable for overdue tasks.
What's the offer follow-up cadence?
Make the offer on Day 0. Follow up Day 1, Day 2, Day 3, then Day 5. Call or text each time. If the seller needs more time, apply the task and change the due date — don't skip it. If there's no decision after one week, the contract expires and you restart the offer. Keep mailing the record until a contract is actually signed.
What does "Seller Considering" mean?
It's the offer status between "made" and "accepted or rejected." When a seller says they need time to think, update the offer to Considering and let the follow-up sequence run. It keeps the record visible in your Offer Follow-Up filter, tracks the offer against your KPIs, and makes sure no open offer sits without a next action.
How do we learn from rejected offers?
Tag rejected offers with "Review Rejected." At the end of every week, filter by that tag and do a call review with a team member. Once reviewed, swap the tag to "Reviewed Rejected." Over time you'll see patterns — objections you can handle differently, deal structures you're not using. Closing more deals starts with understanding why you're losing them.
Should I automate the offer follow-up tasks right away?
Not yet. Run the manual process first. Get consistent. The goal is to show up every day and do the work until it becomes second nature — then add the automation as a reward for the consistency, not a shortcut around it. One sequence worth adding early: auto-attach a Make Offer task when a card moves to the Make Offer phase. Everything else, do manually until you've built the habit.
What about the deals I lose — are they gone?
No. Rejected the offers recycle to Lead Management for nurture. No-decision records stay in the system with follow-up tasks.
Won't this take weeks to set up?
No. Your account ships with the Acquisitions Board, Task Presets, Sequences, and all eight Filter Presets already wired. Add your team, pull your first list from Lead Management, and you're making offers the same afternoon.
How does a deal get to dispositions?
The moment a contract is signed in Acquisitions, the record updates to Under Contract. That status change fires a sequence: the card moves to the Transactions Board, a Process Contract task is created and assigned to the Dispositions Coordinator, and the record is ready to route. The coordinator opens their task queue and it's already there.
What's the difference between the Transactions Board and the exit boards?
The Transactions Board is the hub — every contract lands there first. The coordinator reviews the deal, sets the exit type, and the card routes automatically. Wholesale, Flips, and Rentals each have their own phase columns and task presets built for that exit. The Transactions Board holds the Closed and Fell Through statuses — when a deal finishes, the card auto-removes from the active view.
What's the difference between the Wholesale, Flips, and Rentals boards?
Each board has its own phases and task presets. Wholesale moves through buyer activation, offer selection, and assignment. Flips move through scoping, rehab, and listing. Rentals move through scoping, tenant placement, and occupancy. Set the exit type and the card routes automatically.
How do I manage my buyers list?
Your buyers list is a pre-built list inside DataSift. Add buyers as records, tag them by buy box — market, price range, property type, cash or financed. When a wholesale deal is ready, filter by criteria, select the right buyers, and reach out directly from the record. Every conversation and offer logs on the deal.
How do I track profit across different exit types?
Every closed deal logs purchase price, total expenses, exit price or assignment fee, and net profit. Filter by exit type, month, or source list — no spreadsheet, no exporting. The data is on the record.
Can I run wholesale and flipping at the same time?
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What happens to deals that fall through?
They update to Fell Through on the Transactions Board — the card auto-removes from the active view, a review task fires, and the record stays active. The seller is still in your account. Any future contact connects back to the original record. You never lose a deal. You sometimes lose the timing.
How do I know nothing is falling through the cracks?
Use the STAB-THEM check on every record: Status, Tasks, Assignee, Board, Messages. Run the Deals Missing Task filter daily — it surfaces every active deal without a next step. Every deal always has a status. Every status always has a next task.
How do I reverse engineer a closed deal?
Filter closed deals by source list, exit type, or marketing channel. Open any record and the full history is there — first marketing touch to closed exit. Days-to-close, profit, deal source, every step in between. That's your playbook for where to spend your next marketing dollar.
Won't this take weeks to set up?
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