Nine deals under contract after switching to stacked data
The uptick did not come from new tactics. It came from data they already paid for, run through follow-up that finally fits how Shay thinks.
About
Jamie Shurig and Shay run Wildcat Realty, an Indiana wholesaling operation Jamie started two and a half years ago after 15 years in real estate. Jamie owns the back end and the listing side; Shay, a sales manager at Apple for almost eight years, runs acquisitions. They brought in DataFlik data about two years ago and moved their follow-up into DataSift four months ago.
Operating market
Indiana
Favorite features
The Challenge
Jamie Shurig spent 15 years in real estate before Wildcat Realty. She was the buying agent for a large investment operation, closing 10 to 50 deals a month with 17 employees behind her. Then the market shut off overnight. She rebuilt as a wholesaler two and a half years ago and swore off chasing a moving target.
The new operation kept hitting the same wall in the CRM. Jamie has run enough of them to know the build-out costs, and she will not name the ones that failed her. The pattern repeated anyway. Leads went in fine, then vanished after the first round of follow-up. PPC came next: months of expensive spend with nothing close to the money back, so she cut it. By February a slow winter had her pausing the predictive data spend entirely. Meanwhile the cold callers sent KPIs back by hand, because nothing lived in one system.
What They Built
Running the whole day from the Sift line
Shay skips the filter presets and lives in the Sift line. Tasks sit in the top right every morning, and she drags a lead to its next stage instead of editing fields. The day's follow-ups are the first thing she sees.
When you log in the Sift line is great because it has everything right in front of my face. Like I'm not digging for, like, wait, who's the follow-ups for today.
A custom listing lane inside the same pipeline
Both are licensed agents, and four to five wholesale leads a year pivot to listings. So they built a listing tab on the Sift line. When a seller fits a listing better than a cash offer, Shay moves the record straight to Jamie.
If we have a listing opportunity, now I can move it into her world and she's able to see it.
A VA on every lead nobody reached
Stacked niche lists pile up no-contact records fast. They added a VA inside DataSift whose whole job is working new leads that never answered. Those records stop rotting while the cold callers keep dialing fresh data.
Cleaner data from list to dialer
Before DataSift, monthly DataFlik pulls went straight to the cold callers as raw records. Now every pull lands in the system first and gets deduplicated against everything they already own. Jamie is working with the DataSift team to get both cold callers dialing inside it, so KPIs stop arriving by hand.
It wasn't just a bunch of records that we just give to a cold caller. Like now it's in our system, we don't have 10 duplicates.
Before and After
Before 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
After 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
What changed
The click came from a training video. Jamie watches everything the DataSift team sends out and queues the relevant ones for Shay. In one of Tyler's videos, he explained the point of the Sift line: stop filing hot leads under no contact just because nobody answered. "If in your brain it's a hot lead, move it to hot lead. You don't have to put it in no contact new lead." Shay called it a game changer. Her old CRMs forced her through their process. This one bends to how she already thinks.
The Results
The sequence matters. February: a slow winter forced a pause on predictive data spend. May: they re-upped with stacked niche data, after moving follow-up into DataSift. Two months after the restart: nine deals under contract, with several already closed. Jamie's read on the driver: "It had a lot to do with adding REI Sift and then just squeezing every piece out of the data we could."
One honest zero: an early direct mail test to about 80 houses with no phone numbers returned nothing. It went out once, with no sequence behind it. Direct mail with a real cadence is the next line item. The before and after is simple. Follow-ups used to disappear after the first touch. Now the day's list sits on the Sift line with a VA working everything nobody reached.
The fact that I can take something and drag it to where it needs to go instead of going and changing all these things.
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